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2. 2 Vacon 100 HVAC Arguments against main competitors in HVAC 与主要竞争对手

3. 3 Selling against ABB ABB strength: Strong brand and presence globally 强品牌全球市场 How to come around it: Use Vacon HVAC references to prove our experience and credibility 应用业绩证 明经验和可靠性 ABB weakness: Slow and inflexible 响应慢和不灵活 How to use this: Show Vacon attitude in customer service and support. Adapt to customer needs 显示 Vacon 用户服务和支持中的态度。适应用户需求。

4. 4 Selling against ABB ACH 550 Vacon 100 HVAC Arguments against ACH550 Ethernet communication as standard: BacNet/IP, Modbus/TCP 以太网标配 Smart cabling set up: no cable throughput clamps needed (*p.7) Trend graphs in graphical keypad (*p.7) 图形面板有曲线图 EMC level C1 compatibility (vs only C2) 内置 C1 滤波 Long life capacitors with no hazardous electrolyte 长寿电容无害电解液 Long life capacitors with no need for ”waking up” after long storage 长期贮存 无需 “ 唤醒 ” 长寿电容 Start up wizards for easy commissioning 用户向导易于试运行 Smaller IP54 unit: 37 – 67 % smaller volume in 1,1 – 30 kW 更小的 IP54 单元 Smaller IP21 unit: 1 – 53 % smaller volume in 1,1 – 30 kW 更小的 IP21 单元 Lighter weight IP54 unit: 11 – 46 % lighter weight (except 18,5 & 22 kW) 重 量更轻 Lower motor noise with 6 kHz switching frequency (vs 4 kHz) 更小电机噪音 Low AC drive noise with speed regulated cooling fan at partial load or <40 o C ambient 在不满载或小于 40 度的可调速度风扇可降低变频器噪音 Motor switch ride through to enable disconnecting motor during run state 电机切换跨越功能允许运行中切出电机

5. 5 Selling against Danfoss Danfoss strength: Strong brand and presence globally, HVAC focus 强品牌全球市场，专注 HVAC How to come around it: Use Vacon HVAC references to prove our experience and credibility Danfoss weakness: Slow and inflexible How to use this: Show Vacon attitude in customer service and support. Adapt to customer needs

6. 6 Selling against Danfoss FC102 Vacon 100 HVAC Arguments against FC102 Ethernet communication as standard: BacNet/IP, Modbus/TCP Smart cabling set up: no cable throughput clamps needed (*p.7) Start up wizards for easy commissioning EMC level C1 compatibility also radiated emissions Long life capacitors with no hazardous electrolyte Long life capacitors with no need for ”waking up” after long storage Smaller IP54 unit: 18 – 60 % smaller volume in 1,1 – 30 kW Lighter weight IP54 unit: 13 – 58 % lighter weight 1,1 – 30 kW Lower motor noise with 6 kHz switching frequency (vs 5 kHz) Low AC drive noise with speed regulated cooling fan fan at partial load or <40 o C ambient

7. 7 Vacon 100 Benefits 2. No extra clamps3. 360 o grounding 1. sealing *) Smart cabling set up*) Trend graphs