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Trane

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Trane s New Integration Platform Lynxspring s JENEsys Background and Vision for the Integration Platform Adding an Integration Platform Background A new ... – PowerPoint PPT presentation

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Title: Trane


1
Tranes New Integration Platform
  • Lynxsprings JENEsys

2
Bob Mealey Lynxspring Vice President Marketing
and Sales Previously TAC Partners OEM
Sales Federal Sales OnSite Circon
Partner Infonet Software OSIware Inc
3
Background and Vision for the Integration Platform
4
Adding an Integration Platform
5
Background
Trane
  • A new construction oriented controls provider
  • Controls sold primarily with equipment
  • Strategy is leveraging depth of knowledge in
    HVAC applications
  • Provide open, standard systems (protocols)
  • LonWorks, BACnet and Modbus
  • Promote integrated systems and solutions

6
Current Integration Capability
  • Open system oriented
  • BACnet at the system level
  • LonTalk at the field controller level
  • Investing in new, open standards
  • Effective for newer systems and future
    installations
  • Minimal capability to integrate proprietary
    systems
  • Varying methods
  • Replace rather than integrate - expensive.
  • Investment required to develop software and
    drivers for Trane designed integration platform
    (Tracer SC)
  • Time
  • Schedule

7
Integration Vision
  • Renewed focus on retrofit
  • Ability to provide system solutions
  • To the customer...
  • Yes, we can work with your current system
  • Yes, we can provide an integrated solution
  • Trane controls product portfolio includes an
    integration platform
  • Integration platform facilitates moreTrane
    controls, contracting andservice sales in
    existing buildings
  • Integration platform extends Tracerability to
    expand Trane retrofitcapability

8
New Integration Platform
  • Lynxspring JENEsys

9
Lynxspring
Lynxspring is now a Trane Integrated Solutions
Partner
Trane is now a Lynxspring Business Partner (LBP)
...a tremendous opportunity to grow your BAS
business! Mike Mumma, Controls Sales Leader
10
Some Definitions in the Tridium World
  • Niagara Framework Owned by Tridium
  • Windows
  • Vykon Products Division of Tridium
  • Excel
  • Word
  • Personal Computer etc.

11
Who is Lynxspring?
  • Control manufacturer, developer,value added
    reseller
  • Core product is a hardware/software suite -
    JENEsys
  • Specialize in Internet technologies and
    interoperability
  • Focus is distribution channel and service
  • Use software and technology instead ofhead count
    where possible
  • Employees
  • Engineers, software developers, technicians,
    sales professionals
  • Backgrounds include consulting engineers,
    controls contracting, software designers, service
    providers

12
Why Did Trane go with Lynxspring?
  • Speed to market
  • Established training and support program
  • Custom development capabilities
  • Available software components to simplify
    integration
  • Licensed to build their own hardware (JENE)
  • Based on a widely accepted platform
  • No competitive service organization
  • We have momentum
  • Independent Trane offices are successfully using
    this integration platform

13
What Does Lynxspring Do?
  • Manufactures the JENEsys product line
  • JENEsys includes hardware and software
  • JENEsys uses Tridium NiagaraAX operating system
  • Brings offerings through sales channels
  • Lynxspring Business Partners
  • Software Development
  • National Accounts
  • Original Equipment Manufacturing (OEM)

14
What Does Lynxspring Do?Under the new Trane
agreement
  • Lynxspring Business Partners
  • Controls sales/support
  • Training services
  • Professional services
  • Software Development
  • Communication drivers
  • Management software
  • Drivers and Niagara appliances

15
How Can Lynxspring Help Trane?
  • JENEsys products complement Trane controls
  • Adds an integration platform
  • Integration platform brings additional protocol
    capability
  • Integrate beyond HVAC (lighting, security, etc.)
  • Additional protocol capability enhances Tranes
    position as an integrated solutions provider
  • More information to deliver comfort, energy
    savings, safety, serviceability, sustainability

Embrace if you cant replace!
16
Trane is Working with Lynxspring, Why?
  • Speed to market
  • Established training and support program
  • Custom development capabilities
  • Available software components to simplify
    integration
  • Builds their own hardware (JENE)
  • Based on a widely accepted Niagara AX platform
  • Best of Breed strategy

17
JENEsys Powered by Niagara - a ubiquitous
technology
  • Designed to unify diverse devices, protocols and
    data
  • Built-in Internet standards take advantage of the
    web
  • Embedded and scalable solution same software up
    and down
  • Connects real time data from field devices to
    enterprise
  • Integrated tools sets for fast development
  • Connects disparate devices peer to peer without
    independent of central server

18
The Niagara OEM Community
19
What Integration Means for Tranes Clients
  • Renewed focus on providing solutions to your
    current environment
  • Ability to provide you with system solutions
  • Allow us to say
  • Yes, we can work with your current system
  • Yes, we can provide an integrated solution
  • A best of breed integration platform to
    complement Trane controls product portfolio
  • Integration platform extends Tracersability to
    provide a total building automation solution

20
Product Overview
21
JENEsys Internet Integration Platform-
flexible, scalable
JENEsys PC 1000 (64MB 128MB)
JENEsys PC 6000 (128 MB 256MB)
JENEsys Web Server Software
22
JENE PC 1000
  • Fully Programmable
  • 64 or 128 MB of RAM, 64 MB Flash Drive
  • 1-1000 points
  • Communicates 20-40 Nodes (LON or BACnet
    controllers)
  • Add features as you need them, (Lon, Bacnet I/P,
    Bacnet MSTP, Modbus, Modem, etc.)
  • Add Web UI (graphics) for stand alone front end.
  • Add Niagara Network Driver for peer to peer
    communication, to be part of a larger system.

23
JENE PC 6000
  • Embedded PowerPC 524MHz Processor
  • 128 or 256 MB RAM 128 MB Flash Drive
  • Large Bus Network Controller 41-120 Nodes
  • 1001-2000 points
  • Same I/O and Communication options as the JENE PC
    1000.

24
JENEsys Web Supervisor
  • Use Supervisor primarily as a DB application
  • Network Server for multiple JENEs
  • Single point of access
  • Utilize large memory and disk space for data
  • Includes the programming tool
  • May be purchased as a BACnet interface to BCU for
    data collection and transfer applications

25
JENEsys Built-in Communications
1st RJ45 Ethernet Connection (TCP/IP or Any
Browser Interface)
2nd RJ45 Ethernet Connection (BACnet IP/BACnet
Ethernet, TCP/IP)
Earth Ground
Communication Module (LON, Modem, Zigbee)
RS485 Connection (BACnet MS/TP, Modbus)
RS232 Port for Serial Connections
26
Target Application
  • Legacy Integration

27
Leveraging Legacy Integration
  • Developing Opportunities

28
Marketing Approaches
  • The Red Coats and the Open Field Attack
  • Trade Shows
  • Specification Writing
  • Broad Sweeping Marketing Programs
  • Puts in playing field with mom and pop shop
  • Guerilla Tactics Trane and Lynxspring Preferred
    Method
  • Direct Sales Channel
  • Service Sales Channel
  • Ambush Tactics

29
Getting Into Legacy Integration
  • Its a different business model
  • Presents many opportunities
  • Involves non-Trane systems andcomponents
  • It requires different resources
  • Design, engineering, estimating
  • In-house product knowledge
  • Technicians brought in from other controls
    companies
  • Competitive subcontractor relationships at times

30
Opportunities
  • Non-Trane systems in existing buildings
  • Service customers with competitive control
    systems
  • Comprehensive solutions customers
  • Turnkey retrofit projects
  • Multi-site owners
  • Facility and campus expansions
  • NiagaraAX-based (Tridium) school districts
  • Plan and spec jobs with competitive front end
  • Other building system solutions
  • Legacy Security
  • Legacy Power Management
  • Legacy Lighting
  • Prepackaged Integrated Solutions

Expand relationship with institutional customers!
31
Targeting Opportunities
  • Local market assessment
  • Competitor relationships
  • Competitors market share and service records
  • Open architecture vs. legacy protocols
  • Local resources
  • Competitive systems servicecapability
  • Integration experience
  • Customer pain
  • Technical pain
  • Relationship pain
  • Financial pain

32
Qualifying Opportunities
  • Identify legacy systems
  • Identify and understand the use of legacysystems
    in customer facilities
  • Acquire system knowledge
  • Acquire knowledge about the design, operation and
    programming of relevant competitive automation
    systems
  • Develop an integration and migration path
  • Develop overall (initial and ongoing) integration
    and migration path for system improvement and
    customer satisfaction

Utilize a simple project development process!
33
Developing Opportunities
  • Consider legacy system impact on contracting
  • Clear scope with regard to integration
  • Comprehensive network design and documentation
  • Intelligent estimates
  • Qualified subcontractors
  • Understand funding mechanisms
  • Planned upgrades (capital projects)
  • Operations / maintenance (expense projects)
  • Energy savings / efficiencies (cost reductions)
  • Apply legacy-system-specific resources
  • Qualified control system technicians
  • Networking (IT) expertise
  • Correct tools and training

34
Leverage Opportunities
  • Deepen your relationship with customersdisgruntle
    d with competition who dont feel they can
    afford to replace all existing controls
  • Gain access to sell service contracts
  • Use data to feed intelligent services
  • Pull through Trane controls
  • Pull through Trane equipment
  • Increase scope of performance contracts
  • Pull through turnkey contracting

Embrace, if you cant replace!
35
Eliminate the Integration Gotchas
  • Integration team requires someone with specific
    knowledge of the target control system. This
    can be a client employee, integration team member
    or a third party
  • Integration may require 3rd party devices be
    installed in the target system
  • The end client needs to provide Integration team
    with a list of points in the target system that
    require integration and the list needs to clearly
    indentify monitor points (read) and control
    points (read/write).
  • End client needs to provide the integration team
    with access to the system during the life of the
    integration project including any maintenance
    period

36
Legacy Integration Projects
37
Add to Existing Control System
JENE-PC6000
Add Web Services Use a Standard Browser
BCU
BACnet
Tracer Summit Software
Trane Lon Network
RS-485, RS-232, Modbus, Legacy, Etc. Network
BACnet MSTP Network
38
Our Solution Normalizes Data
  • JENEsys is an integration platform
  • JENEsys normalizes integration data
  • JENEsys is not a gateway

39
Gateway
  • Translates protocols typically using a matrix
    type equivalency table N to N relationship
  • Very specific to revision level on both sides
  • Difficult to upgrade either side without causing
    a problem
  • Requires extensive support from vendor at the
    corporate level to implement.
  • Must be cooperation between parties involved.
  • Cost will vary from expensive to very expensive

40
Gateway Matrix Example
Item BACnet Registry BACnet Instance SNVT Name SNVT Type
Supply Air Analog AV 00 nvoDischAirTemp   temp_p / 105
Outside Air Analog AV 01 nvoOutsideTemp  temp_p / 105 
Fan Status Boolean BV 00 nvoUnitState  state / 83
Space Temp Analog AV 10 nvoSpaceTemp  temp_p / 105 
Fan Start/Stop Boolean BV 00 nvoUnitState state / 83 
Compressor Start/Stop Boolean BV 16 nvoCompState state / 83 
41
Gateway N to N Example
42
Normalized Data
  • Is a relational database function
  • Brings all data into the platform
  • Has higher data integrity
  • Provides a uniform view of device data
  • Is less subject to versioning issues
  • Allows the data to be output into multiple
    formats (e.g. one to anything conversion)
  • Provides common look and feel to all systems
  • Similar to FILE EDIT VIEW TOOLS in Microsoft

43
Normalized Data
44
Takeaways on Normalized Data
  • JENEsys provides normalized data
  • This means
  • A more robust interface
  • Easier data handling for integrators
  • More flexibility in providing interfaces
  • One to anything capability
  • Less prone to re-visioning issues

45
Client Vs. Server ArchitectureN2 Integration
Examples
Ethernet LAN
CLIENT TYPE
SERVER TYPE
N2 Manager
Standard Browser
PDA/Cell
N2 System Bus
N2 System Bus
JENE is Managed by N2 Master This is a Server
Type License
JENE Manages N2 Devices This is a Client Type
License
46
Open Client Drivers
Driver Description
BACnet IP Client BACnet IP Client over Ethernet
BACnet MS/TP BACnet MS/TP over RS-232 or RS-485
LON LON over twisted pair, FTT-10 Port (client and server)
iLON iLON over Ethernet (client and server)
Modbus RTU Modbus RTU over RS-232 or RS-485
Modbus TCP Modbus TCP over Ethernet
M-Bus M-bus serial and IP
oBIX Client oBIX Client over Ethernet
OPC Client OPC Client over Ethernet
SMS SMS over Ethernet
SNMP SNMP over Ethernet
Z-Wave Z-Wave via ACT RS232 to wireless interface
47
Open Server Drivers
Driver Description
BACnet IP Server BACnet IP Server over Ethernet
Modbus RTU Slave Modbus RTU Slave over RS-232 or RS-485
Modbus TCP Slave Modbus TCP Slave over Ethernet
oBIX Server oBIX Server over Ethernet
OPC Server OPC Server over Ethernet
48
Legacy Client Drivers
Driver Description
AAM PHP American Automatix PHP over RS-232 or RS-485
AAM PUP American Automatix PUP over RS-232 or RS-485
Andover AC256 Andover AC256 over RS-232 or RS-485
Andover Infinity/Continuum Andover Infinity/Continuum
Barber Coleman GCM Network 8000 RS232 driver
Barber Coleman GCM Network 8000 RS232 driver
Barber Coleman ASD Network 8000 ASD RS485 Driver
Clipsal Cgate Server Driver
Dynalite Dynalite
E-Mon Meters Class 300, 500, and IDRs
Global Cache Global Cache over Ethernet
Helvar Helvar via RS232 to DALI interface
Honeywell C-BUS AX interface to Softyon C-Bus OPC Server
Honeywell C-BUS OPC interface to Softyon C-Bus OPC Server
Honeywell Security Vista
Honeywell Hometronic Hometronic via RS232 to wireless interface
Horstmann Mainscomm Hortsmann powerline via RS232 interface module
49
Legacy Client Drivers
Driver Description
Johnson Controls N2
Josam Grease Trap Sensor Josam Grease Trap Sensor
Lang Oven Lang Oven over RS-232 or RS-485
Motion Control Engineering Motion Control Elevator Controller Interface over Ethernet
OMRON FINS Ethernet Protocol
Resol Resol via RS232 port
Siebe, Robertshaw Microsmart
Siemens System 600/Apogee RS-232 to MMI port
Sonance/IPORT IPOD docking station
TCS/BASYS RS-485 driver
Trend Serial IQ Serial Driver
Trend Ethernet IQ Ethernet Driver
Ubiwave Ubiwave
Veeder Root VeederRoot over RS-232 or RS-485
Wattstopper Miro Control of Miro wireless lighting devices

50
Adding an Integration Platform
Tracer Summit
Industry Specific
BACnet/IP
JENEsysIntegration Platform
Tracer BCU
Siemens
JCI
Comm 3
Honeywell
Comm 4
Lighting
Security
LonTalk
Other
51
Niagara Legacy
  • Niagara R2 is the original O/S supported by
    Tridium
  • Stopped development in 2005
  • Continue to sell and support this O/S
  • Vykon contractors
  • TAC Invensys dealers
  • Staefa dealers
  • JENEsys O/S is AX
  • Method to communicate R2 to AX is through the
    oBIX driver
  • If an opportunity is specified Niagara, be sure
    to determine if it is R2 or AX
  • Call Lynxspring for clarification if necessary

52
NiCS - NIagara Compatibility Statement
  • Licensing model for Niagara OEMs to define levels
    and types of interoperability
  • Two primary interactions
  • Sharing of data between stations (application)
  • Ability of the programming tool to engineer the
    station
  • Limits are for security or competitive reasons
  • JENEsys and tools are completely open
  • Any Niagara-certified technician can work on the
    system
  • Customers can always get the stations and
    programming tools (by others) opened up for Trane

Implications Service of the system
53
Complements Tranes Future Plans
Tracer Summit
Tracer ES
IT Standards
Industry Specific
BACnet/IP
TCP/IP (HTTP/XML)
Tracer SC
JENEsysIntegration Platform
Tracer BCU
BACnet
Siemens
JCI
LonTalk
Comm 3
Honeywell
Modbus
Comm 4
Lighting
Security
LonTalk
Other
54
Target Applications
  • Integrating 3rd Party Control Systems into Summit
  • Purpose
  • Save you money by deferring product change outs
  • Integrate existing systems into a Trane networks
  • Customer investment in other controls is not lost
  • Provide you with a migration path for replacing
    older systems

55
Variation 1 - Campus
Tracer Summit
TCP/IP
Trane Controllers Building 2
56
Variation 2 - Building
57
Variation 3 Summit HMI
C
C
C
C
Router/ Network Panel
Router/ Network Panel
Router/ Network Panel
Summit
58
Variation 4 Niagara Specified Projects Campus
or Building
Existing Niagara AX Web Supervisor Head End
TCP/IP
Trane Controllers Building n1
59
Variation 5 Non-HVAC Integrations
60
Variation 6 Database Integrations
  • Export using
  • .pdf
  • .csv
  • .txt
  • SQL queries
  • Oracle queries
  • Java
  • Email
  • SNMP
  • Web Services
  • HTML
  • XML
  • OPC

61
Variation 7 Trane equipment under legacy user
interface
Existing Control System
Trane Equipment Addition to Network
62
Service Platform Remotely
  • Trane and/or Lynxspring Technical People will
    access the JENEsys integration platform via
    ProBuilder over the Internet, Intranet or a
    direct connection

PC with ProBuilder
Tracer Summit
Industry Specific
BACnet/IP
JENEsysIntegration Platform
Tracer BCU
Siemens
JCI
Comm 3
Honeywell
Comm 4
Lighting
Security
LonTalk
Other
63
Benefits
  • Preserves your investment in legacy systems
  • Extend the life of existing control systems
  • Saves you money by deferring product replacement
  • Makes legacy systems and new Trane systems part
    of an integrated BAS network - Embrace not
    Replace.
  • Legacy driver applications allow sharing of data
    from one system to another, allows greater
    flexibility for you when choosing equipment or
    services

64
Benefits
  • Future proof technology can morph over time
  • You own the intellectual property and tools
  • Multi-tier enterprise level system allows you to
    extend the BAS beyond HVAC control. (Lighting,
    Security, Energy Modeling, etc)
  • Highly Scalable. Stand alone small building to
    multiple instances all communicating together

65
Future Proof Benefits
  • Open APIs invoked to run programs Trane can
    add value without touching source code - allows
    independently developed products and applications
    to work togethers
  • Scalable same software can be used in small low
    cost devices and at enterprise app level
  • Internet, TCP/IP, Web Services value from 1000s
    of developers and companies
  • JAVA non proprietary programming language allows
    easy access to technical experts
  • Embedded Technology Pay for what you use

66
Freedom of choice for you
  • Manufacturer of choice
  • Protocol of choice - BACnet, LonTalk, Modbus, and
    many legacy systems.
  • Contractor independence
  • Choice to select add-on applications and devices
    from third party suppliers
  • Choice to extend the capabilities of the system
    through standard software interfaces

67
Discussion Issues
  • It is not a plug and play solutions
  • We will need your help
  • We need to understand the legacy system
  • We will need resources some of which you may
    have
  • Tools
  • Software
  • Technical Expertise
  • Site specific expertise

68
Working as a Team
  • Can you provide
  • Fluency in legacy system
  • A native guide
  • Access to tools for legacy system
  • A map of building
  • Current layout
  • What are the systems actual functions?
  • Where are key functions stashed?

2008 Lynxspring Partner Conference
Paradigm Return to Energy Savings
69
Working as a Team
  • Trane provides
  • Integration platform and protocol translators
  • JENE
  • Appropriate drivers
  • Applications knowledge
  • HVAC systems
  • IT
  • Integration services
  • Making the integration work

70
We need to understand
  • Points required for integration
  • Read
  • Read/Write
  • Your expectations
  • Speed
  • Fidelity
  • Connectivity
  • Simplicity
  • Your staffs tolerance for change
  • Look and feel issues
  • We have one client but many customers
  • Board Room to Boiler Room
  • Thermostat and Time Clock habits

2008 Lynxspring Partner Conference
Paradigm Return to Energy Savings
71
Defining a Point
BCU
BACnet
Tracer Summit Software
Legacy VAV Link
12 Physical Points 8 Logical Points
12 Physical Points 8 Logical Points
12 Physical Points 8 Logical Points
12 Physical Points 8 Logical Points
72
Summary Defining a Point
  • The Role of a JENE
  • Discover devices/points on legacy network
  • Select desired points
  • Map desired points to BACnet
  • Only mapped points count towards sizing

73
Summary Defining a Point, Cont.
  • The Role of a BCU
  • Graphics
  • Discover mapped points as non-Trane device
  • Tracer Summit graphics dont require additional
    BCU capacity to display/control mapped points
  • Trends
  • Trending mapped points does not require
    additional BCU points (but you do need additional
    storage for the trends)
  • Alarming
  • BCU Points must be created if alarming required
  • Programming
  • CPL that references the mapped points does not
    require BCU points
  • Scheduling
  • BCU scheduling that references the mapped
    points does not require BCU points

74
ProBuilder
  • Trane can access the JENEsys integration
    platform via ProBuilder over the Internet,
    Intranet or a direct connection for on-going
    support

PC with ProBuilder
Tracer Summit
Industry Specific
BACnet/IP
JENEsysIntegration Platform
Tracer BCU
Siemens
JCI
Comm 3
Honeywell
Comm 4
Lighting
Security
LonTalk
Other
75
Understand Our Labor Components
  • Deploying JENE
  • Install hardware
  • Configure hardware parameters (IP Address, etc)
  • Station Setup (Drivers, Programming, etc)
  • Install and configure client driver (legacy field
    bus)
  • Install and configure BACnet driver (for export
    to Tracer)
  • Discover legacy points
  • Select points needed based on requirements
  • Map selected legacy points to BACnet points

76
Integration Labor Components, Cont.
  • Will you require System Level or Field Bus Level
    Integration?
  • Depends on your requirements and driver
    capabilities
  • Integration at System Level
  • Add to graphics
  • Will we add graphics for status/control
  • Add to programming
  • Adding additional control not previously
    available
  • Integration at Field Bus Level
  • Duplicate removed system level control routines
    in Tracer system
  • Duplicate removed system level graphics in Tracer
    system
  • Supplement graphics/programming as required

77
Other Issues to Discuss
  • Does your application require additional BCU
    capacity?
  • Do we need to acquire legacy tools or do you have
    them?
  • Configuration
  • Programming
  • Servicing
  • Subcontracting
  • Is there a guide?
  • Legacy protocol technician capabilities
  • What are your requirements for warrantees and
    service?

78
End Result Total Integrated Building Solutions
HVAC / Controls
SQL
Lighting
smtp
snmp
Security
Energy/Metering
Interface to Fire System
79
  • Solution Examples

80
Testimonials
  • Using JENEsys we can sell more Trane controls,
    not less.  And we have just touched the surface
    of the potential that can be reached by
    combining the JENEsys solution with standard
    Trane controls.  The JENEsys product opens up
    more options. For example, we have the option of
    better integration to competitors' systems. This
    opens up opportunities for more Trane controls to
    be sold, and helps connect us with new customers
    to broaden our base of potential service
    contracts. 
  • Steve Brimeyer of Trane Des Moines

81
Testimonials
  • Lynxspring products have increased both our
    controls and equipment business by allowing us to
    integrate into other peoples systems. This has
    resulted in both increased equipment and service
    business. We now are able to talk to customers
    that we couldnt talk to in the past. We are
    doing a job right now with a school district that
    has four Johnson schools and one Honeywell.
    Before Lynxspring we would not have been
    considered. With Lynxspring, we have the job.
  • Kevin Hauser at Harshaw Trane

82
Testimonials
  • The Lynxspring product has helped us secure new
    business as well as expand our horizons on
    existing or new Summit. The product has made it
    possible for us to respond to requests from
    customers to integrate other competitive systems
    into our Summit Workstation.  Recently,
    Lynxspring assisted us with integration
    information from Network8000 through Lynxspring
    to Summit and we have responded favorably to the
    customer.  We have also used it to expand from
    our Summit system on a campus of one of the
    Energy Industry customers to pick up two JCI
    buildings and integrate the information through
    our Summit workstation.
  • From Al Connelly at the Hunton Group (Houston
    Trane)

83
Testimonials
  • Lynxspring has top graded our capabilities by
    providing Trane Arkansas with a larger tool set
    and more flexibility. As a result our people got
    better. We were also better able to focus on
    retrofit and service opportunities. Also, we had
    lost out to Niagara on some campus and
    government contracts and Lynxspring let us come
    back to compete for those jobs.
  • Frank Mayfield of Trane Arkansas

84
Arkansas Tranes Frank Mayfields Case Study
85
Tactic 1 Target Competitive Controls Systems as
Service Opportunities
  • Use knowledge of competitive controls to expand
    share of service customers
  • Meet the owners need for comfort, reliability,
    efficiency
  • Start with maintaining the incumbent system
  • Leverage the lament Its not working now and
    its never worked!

2008 WEBINAR on SYSTEM INTEGRATION with a
TRANE Focus
86
Tactic 2 Map the Migration Path
  • System Migration is going from proprietary to
    open
  • System Migration is site specific
  • Plan for spare parts through integration to
    become independent of the incumbent
  • Promote an open vision
  • Web enabled
  • Competitive bidding for expansion and service
  • Single seat operation
  • Virtual services
  • Sell the vision

2008 WEBINAR on SYSTEM INTEGRATION with a
TRANE Focus
87
Tactic 3 Make the building work better
  • Selectively apply systems knowledge to enhance
    building operation
  • Define your performance with the building stake
    holders
  • Some items to consider for fast improvement
  • Throttling ranges of VAV controller
  • Reset setpoints to relax the system
  • Nail humidity problems

2008 WEBINAR on SYSTEM INTEGRATION with a
TRANE Focus
88
Tactic 4 Overthrow the incumbent
  • System crash issues
  • Central Plant Efficiency
  • System Obsolescence
  • Parts not available, not reasonable about
  • Workstation operating system (OS/2, win95)
  • Single source for controls and equipment
  • Is there hostility towards the incumbent?
  • Plant the flag, Install the integration platform

2008 WEBINAR on SYSTEM INTEGRATION with a
TRANE Focus
89
Chenal Country Club
  • 800 point Siemens' System 600
  • Long standing equipment relationship
  • Took advantage of poor performance of the
    incumbent to get the control service contract.
  • Sold integration with JENE prior to major
    expansion and upgrade of facility
  • Siemens to JENE to Summit (BACnet)
  • Spec read connect to existing Summit system

2008 WEBINAR on SYSTEM INTEGRATION with a
TRANE Focus
90
Cypress Plaza
  • Longstanding equipment relationship
  • Andover OS/2 front end crashed
  • Andover bid 15,000 to replace
  • We cut their number and wound up paying some
    tuition
  • There is still an orange box on the wall
  • Building has renewed 3 times since Integration
  • Mediocre relationship between owner and Andover
    went sour

2008 WEBINAR on SYSTEM INTEGRATION with a
TRANE Focus
91
Andover
  • RS232 interface, dependent upon their building
    level panel for data
  • Long update times, takes patience to operate
  • Tough to support, have to reload data in segments

2008 WEBINAR on SYSTEM INTEGRATION with a
TRANE Focus
92
Siemens
  • Ditto from Andover, low fidelity integration
  • Be careful of taking on a new hospital with Div
    17 integrations
  • Comfortable with SCUs and MBCs

2008 WEBINAR on SYSTEM INTEGRATION with a
TRANE Focus
93
TAC Vista
  • 2 communications link configurations
  • Classic (LonWorks)
  • Lon (LonMark)
  • Once you touch a classic network with a 3rd party
    tool the network is in jeopardy
  • TAC LonMark is very well behaved
  • Easy tunneling through JENE and ProBuilder with
    Menta engineering software

2008 WEBINAR on SYSTEM INTEGRATION with a
TRANE Focus
94
Johnson Controls
  • JENE has both N2 Server and Client
  • Our initial jobs were using FX 40, Johnson
    JACE, N2 driver and everything else Niagara

2008 WEBINAR on SYSTEM INTEGRATION with a
TRANE Focus
95
Other AX Drivers
  • BC Network 8000
  • CSI INET
  • BACnet MSTP Alerton, Delta, Reliable, KMC, etc.

2008 WEBINAR on SYSTEM INTEGRATION with a
TRANE Focus
96
Niagara Framework
  • Distech
  • Carrier One
  • Staeffa
  • Invensys
  • Honeywell
  • Vykon
  • Know the rules of access for other Niagara based
    systems
  • Know the vendor specific tools

2008 WEBINAR on SYSTEM INTEGRATION with a
TRANE Focus
97
Caveat Integrator
  • Must have a native guide
  • Tools for set up and programming legacy unit
    controllers need to evaluated and maintained
  • Integrations occur at different levels within
    competitive system architectures, understand the
    where and how
  • Know the pitfalls, manage customer expectations
  • Andover, CSI, JCI, Siemens Div 17 elements raise
    the bar
  • Avoid one offs dont get spread too thin
  • Know whats important schedules and setpoints
    carry large weight for everyday operators

2008 WEBINAR on SYSTEM INTEGRATION with a
TRANE Focus
98
Caveat Vendor
  • Know the facts that threaten the credibility of
    the incumbent
  • Clients sometimes will keep dancing with the one
    that brought us
  • Most of Trane Arkansas JENE installations have a
    Summit front end
  • Compliment the ICS story
  • Step into the role of best of breed solutions
    provider

2008 WEBINAR on SYSTEM INTEGRATION with a
TRANE Focus
99
Arkansas Trane History with System Integration
  • Andover
  • Alerton
  • Echelon (Distech, Viconics, HVAC equipment)
  • Johnson
  • KMC
  • Siemens

2008 Lynxspring Partner Conference
Paradigm Return to Energy Savings
100
The Untouchables
  • Novar
  • TAC classic network

2008 Lynxspring Partner Conference
Paradigm Return to Energy Savings
101
Summary of Essential Information
  • Fluency in legacy system, native guide
  • Tools for legacy system
  • Integration platform and protocol translators
  • JENE
  • Appropriate drivers
  • Map of the job
  • Current layout
  • What are the systems actual functions?
  • Where are they stashed?
  • Applications knowledge
  • HVAC systems
  • IT

2008 Lynxspring Partner Conference
Paradigm Return to Energy Savings
102
The Intangible Ingredients
  • Customer Expectations
  • Speed
  • Fidelity
  • Connectivity
  • Simplicity
  • Customer Tolerance for Change
  • One Client
  • Many Customers Board Room to Boiler Room
  • Thermostat and Time Clock habits

2008 Lynxspring Partner Conference
Paradigm Return to Energy Savings
103
Relationship Progression
  • Repair
  • Maintenance
  • Enhancement
  • Displace legacy OEM
  • Listen and Discover
  • Develop and Advocate a System Migration strategy

2008 Lynxspring Partner Conference
Paradigm Return to Energy Savings
104
Business Information
  • Working With Lynxspring

105
Lynxspring Business Partner
  • Trane appointed as a buyer for the purpose
    ofresale and servicing of Lynxspring products on
    a worldwide and non-exclusive basis
  • Authorized JENEsys installer
  • Certified NiagaraAX integrator
  • Access to Lynxspring support program
  • Competitive pricing
  • Member of the LBPnetwork

106
Business Processes
  • Ordering
  • Order directly from Lynxspring in writing
    usingprovided order entry form
  • Online order entry coming!
  • Warranty
  • 18 months from date of shipment or 12 monthsfrom
    date of installation
  • Pricing
  • Parity for company-owned and independent offices
  • Reference Lynxspring JENEsys Price List
  • Multiplier is .24

107
More Business Processes
  • Shipping
  • Product is shipped FOB from Leawood, KS or from
    the Lynxspring supplier
  • Shipping expenses are the responsibility of Trane
    office
  • Cancellation and Restocking
  • Requires prior approval from Lynxspring
  • Restocking Charges
  • Within 60 days 20 (100 minimum)
  • 60-90 days 30 (200 minimum)
  • 90 days 50 (300 minimum
  • Return Material Authorization (RMA)
  • Contact Lynxspring and obtain a RMA

108
Technical Training
  • Lynxspring TCP training (NiagaraAX certification
    training)
  • REQUIRED
  • Each participating District must have at least
    one certified technician
  • Full five-day class
  • Trane scheduled classes
  • Tentative dates and locations
  • Location Planned Week
  • Kansas City December 8th

109
Trane Support
  • Trane Product Support (1-877-78TRANE)
  • Pre-sale marketing support
  • First line technical support for integration
    between JENEsys products and Trane controls
  • Centralized Services
  • Support for offices that need contracted
    resources

110
Lynxspring Support
  • Help desk support for JENEsys products and
    higher-level integration support
  • Lynxspring University
  • Trane secure website
  • LBP Group Support
  • Project support
  • Central Engineering Services
  • Documentation

In accordance with Lynxspring Partner Sales
Technical Support Published Operating
Procedures December 12, 2005 Version 1.1
111
Be Aware
  • Not plug and play
  • Easy to over commit
  • Understand legacy system
  • Associated resources required
  • Tools
  • Software
  • Technicians
  • Drivers
  • Different business/project model
  • Estimating
  • Support

112
Resources
  • Lynxspring website http//www.lynxspring.com/Tran
    e
  • Lynxspring forum http//forum.lynxspring.com
  • General Lynxspring Forum
  • Trane Specific Forum
  • iTrane (Portal)
  • Presence within the Integrated Solutions pages
  • ICSLs

113
Copies of Training Material
www.lyxnspring.com/Trane
114
Go to forum.lynxspring.com and click the
Register link, you will be presented with this

115
Fill out the information and we approve it, and
associate them with the groups they can see
including Trane forum.
116
http//forum.lynxspring.com
117
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