Presentation on theme: "Trane’s New Integration Platform"— Presentation transcript:
1 Trane’s New Integration Platform Lynxspring’s JENEsys™Mike & Jim to do this section.
2 Vice President – Marketing and Sales Bob MealeyLynxspringVice President – Marketing and SalesPreviouslyTACPartnersOEM SalesFederal SalesOnSiteCircon PartnerInfonet SoftwareOSIware IncBob Mealey to do this section.
3 Background and Vision for the Integration Platform
5 Background Trane A new construction oriented controls provider Controls sold primarily with equipmentStrategy is leveraging depth of knowledge in HVAC applicationsProvide open, standard systems (protocols)LonWorks, BACnet and ModbusPromote integrated systems and solutionsOur depth of knowledge is a strength.We have limited resources.Trane lives primarily in the new construction market.Integration is done using Lon at the field controller level and BACnet at theField Server is a bridge that can be configured as a simple translator
6 Current Integration Capability Open system orientedBACnet at the system levelLonTalk at the field controller levelInvesting in new, open standardsEffective for newer systems and future installationsMinimal capability to integrate proprietary systemsVarying methodsReplace rather than integrate - expensive.Investment required to develop software and drivers for Trane designed integration platform (Tracer SC)TimeScheduleTrane’s Current Plan to fill this need –We made the conscious decision several years ago to focus on open systemsEvo will use Lon, BACnet and Modbus at field level and BACnet at the system level.Eventually drivers for other systems could be developed but none are in the development stage yet.What is the gap -Integration to an existing system that is not BACnet or LON (Modbus will be added with evo)We do not have a Trane offering that can easily integrate to a competitor’s legacy system.We are not effectively addressing a significant portion of the controls market.Unless an existing building system is fairly new, Lon and BACnet are not viable options for integration.
7 Integration Vision Renewed focus on retrofit Ability to provide system solutionsTo the customer...“Yes, we can work with your current system”“Yes, we can provide an integrated solution”Trane controls product portfolio includes an integration platformIntegration platform facilitates more Trane controls, contracting and service sales in existing buildingsIntegration platform extends Tracer ability to expand Trane retrofit capabilityTrane’s controls strategy and development focus is around our depth of knowledge in HVAC applications. We need to have a broader offering in the area of integrated solutions. This will help strengthen us in the existing building market, and will allow us to sell our controls solutions to some accounts we are currently locked out of.The ability to go to a customer and say-“Yes we can work with your current system”“Yes we can provide an integrated solution”The capability to integrate disparate systems at the local CSO level.A low cost solution for these applications to compete in the market (two guys in a Buick is now 40 guys and 20 trucks doing $30M in business)
8 New Integration Platform Lynxspring JENEsys™Mike & Jim to do this section.
9 Lynxspring Lynxspring is now a Trane Integrated Solutions Partner Trane is now a Lynxspring Business Partner (LBP)Welcome.“...a tremendous opportunity to grow your BAS business!” Mike Mumma, Controls Sales Leader
10 Some Definitions in the Tridium World Niagara Framework – Owned by TridiumWindowsVykon Products – Division of TridiumExcelWordPersonal Computer etc.
11 Who is Lynxspring?Control manufacturer, developer, value added resellerCore product is a hardware/software suite - JENEsys™Specialize in Internet technologies and interoperabilityFocus is distribution channel and serviceUse software and technology instead of head count where possibleEmployeesEngineers, software developers, technicians, sales professionalsBackgrounds include consulting engineers, controls contracting, software designers, service providers
12 Why Did Trane go with Lynxspring? Speed to marketEstablished training and support programCustom development capabilitiesAvailable software components to simplify integrationLicensed to build their own hardware (JENE)Based on a widely accepted platformNo competitive service organizationWe have momentumIndependent Trane offices are successfully using this integration platform
13 What Does Lynxspring Do? Manufactures the JENEsys product lineJENEsys includes hardware and softwareJENEsys uses Tridium NiagaraAX operating systemBrings offerings through sales channelsLynxspring Business PartnersSoftware DevelopmentNational AccountsOriginal Equipment Manufacturing (OEM)
14 What Does Lynxspring Do? Under the new Trane agreement Lynxspring Business PartnersControls sales/supportTraining servicesProfessional servicesSoftware DevelopmentCommunication driversManagement softwareDrivers and Niagara appliances
15 How Can Lynxspring Help Trane? JENEsys products complement Trane controlsAdds an integration platformIntegration platform brings additional protocol capabilityIntegrate beyond HVAC (lighting, security, etc.)Additional protocol capability enhances Trane’s position as an integrated solutions providerMore information to deliver comfort, energy savings, safety, serviceability, sustainabilityEmbrace… if you can’t replace!
16 Trane is Working with Lynxspring, Why? Speed to marketEstablished training and support programCustom development capabilitiesAvailable software components to simplify integrationBuild’s 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 dataBuilt-in Internet standards take advantage of the webEmbedded and scalable solution – same software up and downConnects real time data from field devices to enterpriseIntegrated tools sets – for fast developmentConnects disparate devices peer to peer without independent of central server
19 What Integration Means for Trane’s Clients Renewed focus on providing solutions to your current environmentAbility to provide you with system solutionsAllow 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 portfolioIntegration platform extends Tracer’s ability to provide a total building automation solutionTrane’s controls strategy and development focus is around our depth of knowledge in HVAC applications. We need to have a broader offering in the area of integrated solutions. This will help strengthen us in the existing building market, and will allow us to sell our controls solutions to some accounts we are currently locked out of.The ability to go to a customer and say-“Yes we can work with your current system”“Yes we can provide an integrated solution”The capability to integrate disparate systems at the local CSO level.A low cost solution for these applications to compete in the market (two guys in a Buick is now 40 guys and 20 trucks doing $30M in business)
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 pointsCommunicates 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 DriveLarge Bus Network Controller NodespointsSame I/O and Communication options as the JENE PC 1000.
24 JENEsys™ Web Supervisor Use Supervisor primarily as a DB applicationNetwork Server for multiple JENE’sSingle point of accessUtilize large memory and disk space for dataIncludes the programming toolMay 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 GroundCommunication Module (LON, Modem, Zigbee)RS485 Connection(BACnet MS/TP, Modbus)RS232 Port for Serial Connections
26 Target ApplicationLegacy IntegrationBob Mealey to do this section.
28 Marketing Approaches The Red Coats and the Open Field Attack Trade ShowsSpecification WritingBroad Sweeping Marketing ProgramsPuts in playing field with mom and pop shopGuerilla Tactics – Trane and Lynxspring Preferred MethodDirect Sales ChannelService Sales ChannelAmbush TacticsNow we know we want to be in this business…soCustomer pain: scope…do you just want to do controls or more i.e., system problems…controls+Now have qualified list. Assume they’re controls only projects if airside, etc…out of scope of this training.Controls+ = mold, poorly sized systems, leaking loops, etc.Need demand desire participation from owner before getting into process
29 Getting Into Legacy Integration It’s a different business modelPresents many opportunitiesInvolves non-Trane systems and componentsIt requires different resourcesDesign, engineering, estimatingIn-house product knowledgeTechnicians brought in from other controls companiesCompetitive subcontractor relationships at timesCan be doing performance or controls but doesn’t mean legacy is good.Houston, Indianapolis, Arkansas, MiamiDifferent business modelAsk: how many have won/lost based on legacy integration.Pick one or two competitive systems (look at opportunities)Hire resources, subcontractor.Remember learning curev…will lose money
30 Expand relationship with institutional customers! OpportunitiesNon-Trane systems in existing buildingsService customers with competitive control systemsComprehensive solutions customersTurnkey retrofit projectsMulti-site ownersFacility and campus expansionsNiagaraAX-based (Tridium) school districtsPlan and spec jobs with competitive front endOther building system solutionsLegacy SecurityLegacy Power ManagementLegacy LightingPrepackaged Integrated SolutionsExpand relationship with institutional customers!
31 Targeting Opportunities Local market assessmentCompetitor relationshipsCompetitors’ market share and service recordsOpen architecture vs. legacy protocolsLocal resourcesCompetitive systems service capabilityIntegration experienceCustomer painTechnical painRelationship painFinancial painNow we know we want to be in this business…soCustomer pain: scope…do you just want to do controls or more i.e., system problems…controls+Now have qualified list. Assume they’re controls only projects if airside, etc…out of scope of this training.Controls+ = mold, poorly sized systems, leaking loops, etc.Need demand desire participation from owner before getting into process
32 Qualifying Opportunities Identify legacy systemsIdentify and understand the use of legacy systems in customer facilitiesAcquire system knowledgeAcquire knowledge about the design, operation and programming of relevant competitive automation systemsDevelop an integration and migration pathDevelop overall (initial and ongoing) integration and migration path for system improvement and customer satisfactionWant to be in business, have a list od qualified projects…lets get into process…Suggested, might have model in office. As long as covering same areas.Utilize a simple project development process!
33 Developing Opportunities Consider legacy system impact on contractingClear scope with regard to integrationComprehensive network design and documentationIntelligent estimatesQualified subcontractorsUnderstand funding mechanismsPlanned upgrades (capital projects)Operations / maintenance (expense projects)Energy savings / efficiencies (cost reductions)Apply legacy-system-specific resourcesQualified control system techniciansNetworking (IT) expertiseCorrect tools and training
34 Leverage Opportunities Deepen your relationship with customers disgruntled with competition who don’t feel they can afford to replace all existing controlsGain access to sell service contractsUse data to feed intelligent servicesPull through Trane controlsPull through Trane equipmentIncrease scope of performance contractsPull through turnkey contracting“Embrace, if you can’t 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 partyIntegration may require 3rd party devices be installed in the target systemThe 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
37 Add to Existing Control System JENE-PC6000Add to Existing Control SystemAdd Web ServicesUse a Standard BrowserBCUBACnet™Tracer Summit SoftwareTrane Lon NetworkRS-485, RS-232, Modbus, Legacy, Etc. NetworkBACnet MSTPNetwork
38 Our Solution “Normalizes” Data JENEsys™ is an integration platformJENEsys™ “normalizes” integration dataJENEsys™ is not a gateway
39 GatewayTranslates protocols – typically using a matrix type equivalency table – N to N relationshipVery specific to revision level on both sidesDifficult to upgrade either side without causing a problemRequires 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 ItemBACnet RegistryBACnet InstanceSNVT NameSNVT TypeSupply AirAnalogAV 00nvoDischAirTemp temp_p / 105Outside AirAV 01nvoOutsideTemp temp_p / 105 Fan StatusBooleanBV 00nvoUnitState state / 83Space TempAV 10nvoSpaceTemp temp_p / 105 Fan Start/StopnvoUnitStatestate / 83 Compressor Start/StopBV 16nvoCompState
42 Normalized Data Is a relational database function Brings all data into the platformHas higher data integrityProvides a uniform view of device dataIs less subject to “versioning” issuesAllows the data to be output into multiple formats (e.g. one to anything conversion)Provides common “look and feel” to all systemsSimilar to FILE EDIT VIEW TOOLS in Microsoft
44 Takeaways on Normalized Data JENEsys™ provides normalized dataThis means:A more robust interfaceEasier data handling for integratorsMore flexibility in providing interfacesOne to anything capabilityLess prone to re-visioning issues
45 Client Vs. Server Architecture N2 Integration Examples CLIENT TYPESERVER TYPEEthernet LANN2 ManagerStandard BrowserPDA/CellN2 System BusN2 System BusJENE Manages N2 DevicesThis is a “Client” Type LicenseJENE is Managed by N2 MasterThis is a “Server” Type License
46 Open Client Drivers Driver Description BACnet IP Client BACnet IP Client over EthernetBACnet MS/TPBACnet MS/TP over RS-232 or RS-485LONLON over twisted pair, FTT-10 Port (client and server)iLONiLON over Ethernet (client and server)Modbus RTUModbus RTU over RS-232 or RS-485Modbus TCPModbus TCP over EthernetM-BusM-bus serial and IPoBIX ClientoBIX Client over EthernetOPC ClientOPC Client over EthernetSMSSMS over EthernetSNMPSNMP over EthernetZ-WaveZ-Wave via ACT RS232 to wireless interface
47 Open Server Drivers Driver Description BACnet IP Server BACnet IP Server over EthernetModbus RTU SlaveModbus RTU Slave over RS-232 or RS-485Modbus TCP SlaveModbus TCP Slave over EthernetoBIX ServeroBIX Server over EthernetOPC ServerOPC Server over Ethernet
48 Legacy Client Drivers Driver Description AAM PHP American Automatix PHP over RS-232 or RS-485AAM PUPAmerican Automatix PUP over RS-232 or RS-485Andover AC256Andover AC256 over RS-232 or RS-485Andover Infinity/ContinuumBarber Coleman GCMNetwork 8000 RS232 driverBarber Coleman ASDNetwork 8000 ASD RS485 DriverClipsalCgate Server DriverDynaliteE-Mon MetersClass 300, 500, and IDRsGlobal CacheGlobal Cache over EthernetHelvarHelvar via RS232 to DALI interfaceHoneywell C-BUSAX interface to Softyon C-Bus OPC ServerOPC interface to Softyon C-Bus OPC ServerHoneywell SecurityVistaHoneywell HometronicHometronic via RS232 to wireless interfaceHorstmann MainscommHortsmann powerline via RS232 interface module
49 Legacy Client Drivers Driver Description Johnson Controls N2 Josam Grease Trap SensorLang OvenLang Oven over RS-232 or RS-485Motion Control EngineeringMotion Control Elevator Controller Interface over EthernetOMRONFINS Ethernet ProtocolResolResol via RS232 portSiebe, RobertshawMicrosmartSiemens System 600/ApogeeRS-232 to MMI portSonance/IPORTIPOD docking stationTCS/BASYSRS-485 driverTrend SerialIQ Serial DriverTrend EthernetIQ Ethernet DriverUbiwaveVeeder RootVeederRoot over RS-232 or RS-485Wattstopper MiroControl of Miro wireless lighting devices
51 Niagara Legacy Niagara R2 is the original O/S supported by Tridium Stopped development in 2005Continue to sell and support this O/SVykon contractorsTAC Invensys dealersStaefa dealersJENEsys™ O/S is AXMethod to communicate R2 to AX is through the oBIX driverIf an opportunity is specified “Niagara”, be sure to determine if it is R2 or AXCall Lynxspring for clarification if necessary
52 NiCS - NIagara Compatibility Statement Licensing model for Niagara OEMs to define levels and types of interoperabilityTwo primary interactionsSharing of data between stations (application)Ability of the programming tool to engineer the stationLimits are for security or competitive reasonsJENEsys™ and tools are completely openAny Niagara-certified technician can work on the systemCustomers can always get the stations and programming tools (by others) opened up for TraneImplications: Service of the system
54 Target Applications Integrating 3rd Party Control Systems into Summit Purpose:Save you money by deferring product change outsIntegrate existing systems into a Trane networksCustomer investment in other controls is not lostProvide you with a migration path for replacing older systems
55 Variation 1 - Campus TCP/IP Tracer Summit Legacy Controllers Building 1CTrane Controllers Building 2
57 Variation 3 – Summit HMI Summit C C C C Router/ Network Panel Router/
58 Variation 4: Niagara Specified Projects – Campus or Building Existing Niagara AX Web Supervisor Head EndTCP/IPCNiagara Compatible Controllers Buildings 1 through “n”CTrane Controllers Building “n”+1
60 Variation 6: Database Integrations Export using:.pdf.csv.txtSQL queriesOracle queriesJavaSNMPWeb ServicesHTMLXMLOPCTraneSummitNetworkNiagara AX Web SupervisorCorporateDBLegacyData Flow DirectData Flow Using SupervisorKEY
61 Variation 7: Trane equipment “under” legacy user interface Existing Control SystemTrane 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 connectionTracer SummitPC with ProBuilderIndustry SpecificBACnet/IPJENEsys Integration PlatformTracer BCUSiemensJCIComm 3HoneywellComm 4LightingLonTalkSecurityOther
63 Benefits Preserves your investment in legacy systems Extend the life of existing control systemsSaves you money by deferring product replacementMakes 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 toolsMulti-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 BenefitsOpen APIs: invoked to run programs – Trane can add value without touching source code - allows independently developed products and applications to work togethersScalable– same software can be used in small low cost devices and at enterprise app levelInternet, TCP/IP, Web Services: value from 1000’s of developers and companiesJAVA: non proprietary programming language allows easy access to technical expertsEmbedded Technology: Pay for what you use
66 Freedom of choice for you Manufacturer of choiceProtocol of choice - BACnet, LonTalk, Modbus, and many legacy systems.Contractor independenceChoice to select add-on applications and devices from third party suppliersChoice 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 helpWe need to understand the legacy systemWe will need resources – some of which you may haveToolsSoftwareTechnical ExpertiseSite specific expertise
68 Working as a Team Can you provide: Fluency in legacy system A “native guide”Access to tools for legacy systemA map of buildingCurrent layoutWhat are the system’s actual functions?Where are key functions “stashed”?| Lynxspring Partner Conference | Paradigm Return to Energy Savings |
69 Working as a Team Trane provides: Integration platform and protocol translatorsJENEAppropriate driversApplications knowledgeHVAC systemsITIntegration servicesMaking the integration work
70 We need to understand: Points required for integration ReadRead/WriteYour expectationsSpeedFidelityConnectivitySimplicityYour staff’s tolerance for changeLook and feel issuesWe have one client but many customers:Board Room to Boiler RoomThermostat and Time Clock “habits”| Lynxspring Partner Conference | Paradigm Return to Energy Savings |
72 Summary: Defining a Point The Role of a JENEDiscover devices/points on legacy networkSelect desired points“Map” desired points to BACnetOnly “mapped” points count towards sizing
73 Summary: Defining a Point, Cont. The Role of a BCUGraphicsDiscover “mapped” points as “non-Trane device”Tracer Summit graphics don’t require additional BCU capacity to display/control “mapped points”TrendsTrending “mapped” points does not require additional BCU points (but you do need additional storage for the trends)AlarmingBCU Points must be created if alarming requiredProgrammingCPL that references the “mapped” points does not require BCU pointsSchedulingBCU scheduling that references the “mapped” points does not require BCU points
74 JENEsys Integration Platform ProBuilderTrane can access the JENEsys™ integration platform via ProBuilder over the Internet, Intranet or a direct connection for on-going supportTracer SummitPC with ProBuilderIndustry SpecificBACnet/IPJENEsys Integration PlatformTracer BCUSiemensJCIComm 3HoneywellComm 4LightingLonTalkSecurityOther
75 Understand Our Labor Components Deploying JENEInstall hardwareConfigure 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 pointsSelect points needed based on requirementsMap 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 capabilitiesIntegration at System LevelAdd to graphicsWill we add graphics for status/controlAdd to programmingAdding additional control not previously availableIntegration at Field Bus LevelDuplicate removed system level control routines in Tracer systemDuplicate removed system level graphics in Tracer systemSupplement 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?ConfigurationProgrammingServicingSubcontractingIs there a “guide”?Legacy protocol technician capabilitiesWhat are your requirements for warrantees and service?
78 End Result: Total Integrated Building Solutions HVAC / ControlsEnterprise DataCFOFacility ManagementMaintenanceSQLLightingsmtpsnmpSecurityEnergy/MeteringInterface to Fire System
80 TestimonialsUsing 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 TestimonialsLynxspring products have increased both our controls and equipment business by allowing us to integrate into other people’s systems. This has resulted in both increased equipment and service business. We now are able to talk to customers that we couldn’t 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 TestimonialsThe 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 TestimonialsLynxspring 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 Trane’s Frank Mayfield’s Case Study Trane Presents
85 Tactic #1: Target Competitive Controls Systems as Service Opportunities Use knowledge of competitive controls to expand share of service customersMeet the owner’s need for comfort, reliability, efficiencyStart with maintaining the incumbent systemLeverage the lament: “It’s not working now and it’s never worked!”| WEBINAR on SYSTEM INTEGRATION with a TRANE Focus |
86 Tactic #2: Map the Migration Path System Migration is going from proprietary to openSystem Migration is site specificPlan for spare parts through integration to become independent of the incumbentPromote an open visionWeb enabledCompetitive bidding for expansion and serviceSingle seat operationVirtual servicesSell the vision| WEBINAR on SYSTEM INTEGRATION with a TRANE Focus |
87 Tactic #3: Make the building work better Selectively apply systems knowledge to enhance building operationDefine your performance with the building stake holdersSome items to consider for fast improvement:Throttling ranges of VAV controllerReset setpoints to relax the systemNail humidity problems| WEBINAR on SYSTEM INTEGRATION with a TRANE Focus |
88 Tactic #4: Overthrow the incumbent System crash issuesCentral Plant EfficiencySystem ObsolescenceParts not available, not reasonable about $Workstation operating system (OS/2, win95)Single source for controls and equipmentIs there hostility towards the incumbent?Plant the flag, Install the integration platform| WEBINAR on SYSTEM INTEGRATION with a TRANE Focus |
89 Chenal Country Club 800 point Siemens' System 600 Long standing equipment relationshipTook advantage of poor performance of the incumbent to get the control service contract.Sold integration with JENE prior to major expansion and upgrade of facilitySiemens to JENE to Summit (BACnet)Spec read “connect to existing Summit system”| WEBINAR on SYSTEM INTEGRATION with a TRANE Focus |
90 Cypress Plaza Longstanding equipment relationship Andover OS/2 front end crashedAndover bid $15,000 to replaceWe cut their number and wound up paying some tuitionThere is still an orange box on the wallBuilding has renewed 3 times since IntegrationMediocre relationship between owner and Andover went sour| WEBINAR on SYSTEM INTEGRATION with a TRANE Focus |
91 AndoverRS232 interface, dependent upon their building level panel for dataLong update times, takes patience to operateTough to support, have to reload data in segments| 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 integrationsComfortable with SCU’s and MBC’s| 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 jeopardyTAC LonMark is very well behavedEasy tunneling through JENE and ProBuilder with Menta engineering software| 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| WEBINAR on SYSTEM INTEGRATION with a TRANE Focus |
95 Other AX Drivers BC Network 8000 CSI INET BACnet MSTP – Alerton, Delta, Reliable, KMC, etc.| 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 systemsKnow the vendor specific tools| 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 maintainedIntegrations occur at different levels within competitive system architectures, understand the “where and how”Know the pitfalls, manage customer expectationsAndover, CSI, JCI, Siemens Div 17 elements raise the barAvoid one offs & don’t get spread too thinKnow what’s important: schedules and setpoints carry large weight for everyday operators| WEBINAR on SYSTEM INTEGRATION with a TRANE Focus |
98 Caveat VendorKnow the facts that threaten the credibility of the incumbentClients sometimes will “keep dancing with the one that brought us”Most of Trane Arkansas’ JENE installations have a Summit front endCompliment the ICS storyStep into the role of “best of breed” solutions provider| WEBINAR on SYSTEM INTEGRATION with a TRANE Focus |
99 Arkansas Trane History with System Integration AndoverAlertonEchelon (Distech, Viconics, HVAC equipment)JohnsonKMCSiemens| Lynxspring Partner Conference | Paradigm Return to Energy Savings |
100 The Untouchables Novar TAC classic network | Lynxspring Partner Conference | Paradigm Return to Energy Savings |
101 Summary of Essential Information Fluency in legacy system, “native guide”Tools for legacy systemIntegration platform and protocol translatorsJENEAppropriate driversMap of the jobCurrent layoutWhat are the system’s actual functions?Where are they stashed?Applications knowledgeHVAC systemsIT| Lynxspring Partner Conference | Paradigm Return to Energy Savings |
102 The Intangible Ingredients Customer ExpectationsSpeedFidelityConnectivitySimplicityCustomer Tolerance for ChangeOne ClientMany Customers: Board Room to Boiler RoomThermostat and Time Clock “habits”| Lynxspring Partner Conference | Paradigm Return to Energy Savings |
103 Relationship Progression RepairMaintenanceEnhancementDisplace legacy OEMListen and DiscoverDevelop and Advocate a System Migration strategy| Lynxspring Partner Conference | Paradigm Return to Energy Savings |
104 Working With Lynxspring Business InformationWorking With LynxspringBob Mealey to do this section.
105 Lynxspring Business Partner Trane appointed as a buyer for the purpose of resale and servicing of Lynxspring products on a worldwide and non-exclusive basisAuthorized JENEsys™ installerCertified NiagaraAX integratorAccess to Lynxspring support programCompetitive pricingMember of the LBP network
106 Business Processes Ordering Warranty Pricing Order directly from Lynxspring in writing using provided order entry formOnline order entry coming!Warranty18 months from date of shipment or 12 months from date of installationPricingParity for company-owned and independent officesReference Lynxspring JENEsys™ Price ListMultiplier is .24
107 More Business Processes ShippingProduct is shipped FOB from Leawood, KS or from the Lynxspring supplierShipping expenses are the responsibility of Trane officeCancellation and RestockingRequires prior approval from LynxspringRestocking ChargesWithin 60 days – 20% ($100 minimum)60-90 days – 30% ($200 minimum)90+ days – 50% ($300 minimumReturn Material Authorization (RMA)Contact Lynxspring and obtain a RMA
108 Technical TrainingLynxspring TCP training (NiagaraAX certification training)REQUIREDEach participating District must have at least one certified technicianFull five-day classTrane scheduled classesTentative dates and locationsLocation Planned WeekKansas City December 8th
109 Trane Support Trane Product Support (1-877-78TRANE) Pre-sale marketing supportFirst line technical support for integration between JENEsys products and Trane controlsCentralized ServicesSupport for offices that need contracted resources
110 Lynxspring SupportHelp desk support for JENEsys products and higher-level integration supportLynxspring UniversityTrane secure websiteLBP Group SupportProject supportCentral Engineering ServicesDocumentationIn accordance with Lynxspring Partner Sales Technical Support Published Operating ProceduresDecember 12, 2005 Version 1.1
111 Be Aware Not plug and play Easy to over commit Understand legacy systemAssociated resources requiredToolsSoftwareTechniciansDriversDifferent business/project modelEstimatingSupport
112 Resources Lynxspring website: http://www.lynxspring.com/Trane Lynxspring forum:General Lynxspring ForumTrane Specific ForumiTrane (Portal)Presence within the Integrated Solutions pagesICSLs