1. SALES: HOW TO USE THIS PRESENTATION
Path to selling Electrical System Services
Chapter
Key message
Opening
Emphasize that, in our experience, customer installed base status is not well known
Electrical system
Introduce electrical system key products
Customer challenges
Describe typical challenges; your customer may recognize and acknowledge many of these
ABB approach
Discuss ABB’s approach that spans from assessment to implementation
ABB service portfolio
Share ABB’s full service portfolio to cover all needs
Service overviews
Present overviews of needed service
Case studies
Present case studies to demonstrate our value
Summary
Summarize benefits of our approach
Next steps
Your job is to lead customer to choose what they do next

2. Electrical System Services Efficient use of resources
Name, Title, Date of Presentation
Electrical System Services Efficient use of resources

3. ABB Electrical System Services
Agenda
ABB Electrical System Services
Customer challenges
Electrical system definition
ABB Electrical System Services approach
ABB Electrical System Services Portfolio
Benefits
ABB Service offerings across the life cycle
Service offering descriptions
Case studies
Summary
Next steps

4. Are you making maintenance decisions based on facts?
In a typical electrical system, up to 25% of products are not fully supported and are increasing the risk to operations.
ABB experience from Life Cycle Assessment services

5. Electrical System Services
What are today’s challenges?
Asset management
Need for condition-based maintenance instead of time-based maintenance
Current status of equipment and associated risks are not fully known; obsolete components in system are not visible
Electrical system is not modeled for years – only single protections are tested; complete protection coordination is not
Limited capital driving need to extend asset life
Operations
Energy cost is a long-term concern
Potential issues that can lead to damage or power outages may currently be unforeseeable
Resources
Over-allocated resources and under-performing services lead to lost production and inefficiency
Fewer technical and process skills; training, headcount, retirement and retention issues
Personal safety
Ensuring the safety of on-site personnel
Discuss what customer recognizes as the top 3 challenges

6. What is the electrical system?
Every industrial process needs reliable energy
Every plant requires delivery, distribution, and switching of energy to meet the needs of equipment that consumes power
High and medium voltage require special certifications and expertise
Low voltage drives and motors need more regular maintenance
System design characteristics
Equipment dimensioning, short circuit capability and protection coordination studies are essential to avoid large system failures
Power quality
Harmonics, flicker, transients and load flows can cause interferences if not managed regularly

7. ABB Electrical System Services
Agenda
ABB Electrical System Services
Customer challenges
Electrical system definition
ABB Electrical System Services approach
ABB Electrical System Services Portfolio
Benefits
ABB Service offerings across the life cycle
Service offering descriptions
Case studies
Summary
Next steps

8. ABB Electrical System Services
From assessment to implementation
Collect and understand
Prioritize and plan
Execute and follow up
Customer priorities
Safety
Maintenance
Production
Reliability
Energy efficiency
Asset management
Detailed plans
Maintenance
Migration
Improvements
Expansions
Maintenance execution
Customer
ABB
Annual reviews with ABB technical account manager
Equipment location and life cycle status reported
Life Cycle Assessment
More thorough equipment condition and fault history data analysis
System Heath Check
Overall system studies
Short circuit current and protection coordination studies

9. ABB Electrical System Services
Service offerings to match customer situation
ABB electrical system services cover needs from design to upgrades and replacements:
Assessments
System studies
Design
Engineering
Installation
Commissioning
Preventive and corrective maintenance
Troubleshooting
Upgrades
Replacements
Power Generation
Transformer
Protection and Control IEDs
Variable Speed Drive
Motor Controller
LV Switchgear
Grid connection
Generator
Protection and Control IEDs
Motors
Protection and Control IEDs
High Voltage
Medium Voltage
Low Voltage

10. ABB Electrical System Services
Benefits
Facts and insight into system status and associated risks
Identify risk areas and obsolescence issues
Lower maintenance costs by allowing customers to more effectively use resources, time and money based on equipment status and business needs
Minimize downtime with focused maintenance and condition-based services
Maximize life cycle with proper migration planning
Improve on-site safety with proper studies

11. ABB Electrical System Services
Agenda
ABB Electrical System Services
Customer challenges
Electrical system definition
ABB Electrical System Services approach
ABB Electrical System Services portfolio
Benefits
ABB Service offerings across the life cycle
Service offering descriptions
Case studies
Summary
Next steps

12. From design to full operations and maintenance
ABB Service Portfolio
From design to full operations and maintenance
ABB Service Portfolio
Design and construction
Installation and commissioning
Warranty and post-warranty
Front-end engineering
Detail engineering
Equipment selection and procurement
Construction
Commissioning
Start-up
Operation
Lifetime extensions
Decommissioning
Spares and consumables
Installation and commissioning
Training
Maintenance
Repairs
Preventive maintenance
Advanced services
Extensions, upgrades and retrofits
Replacement
ABB Electrical System Services portfolio aligns with a variety of customer needs and plan life cycle phases.
End-of-life services
Engineering and consulting (asset life cycle, energy efficiency, functional safety, process safety)

13. Design and construction
Ensure optimum design
Engineering
Electrical design and system engineering
Electrical protection studies
Operation and maintenance guidance
HAZOP / SAFOP studies
Third-party design verification
Equipment selections and procurements

14. Installation and commission
Accelerate startup and time to full production
Installation and commissioning
Correct installations form the foundation for extended operation
Professional commissioning ensures shortest startup time
Spares and consumables
Optimum quantities of spare parts and supplies are provided
Training
Staff is properly trained and educated

15. Warranty and post-warranty
Optimize maintenance
Corrective maintenance
Repairs
Predictive maintenance
Advanced services
Condition monitoring and diagnostics
System performance
Energy efficiency

16. ABB Electrical System Services
Agenda
ABB Electrical System Services
Customer challenges
Electrical system definition
ABB Electrical System Services approach
ABB Electrical System Services Portfolio
Benefits
ABB Service offerings across the life cycle
Service offering descriptions
Case studies
Summary
Next steps

17. Life Cycle Assessment – Oil and gas plant
Customer case study
Life Cycle Assessment – Oil and gas plant
Challenge
Equipment status is unknown
Equipment is more than 20 years old
Supplier support and related risk is unknown
Solution
Life Cycle Assessment service
More than 2,200 products validated on-site and updated to ABB database
Comprehensive report and review with customer
Result
Obsolete products found
Fact-based insight into installed base
Protection relay upgrade program started
Plan to conduct Life Cycle Assessment across all plants

18. Efficient maintenance and parts
Customer case study
Efficient maintenance and parts
Challenge
Maintaining equipment performance at operations spanning multiple countries
Managing spare parts inventory for guaranteed availability across operations
Tracking inventory to identify needed spare parts
Solution
ServicePro Service Management System
Result
Increased operational understanding, improved accounting for parts and materials and enabled accurate labor cost tracking
ABB and customer personnel use ServicePro to track and maintain spare parts inventory over the company’s extensive operations, including six offshore platforms and six onshore assets

19. Electrical system upgrade in dragline
Customer case study
Electrical system upgrade in dragline
Challenge
Entire electrical system commissioned in 1972 was worn out and had not operated for many years
Inefficient technology drive system
Solution
Design and commissioning of new system
Dry type transformers, frequency converters, motors
MV switchgear and auxiliary LV panels
Control system and dragline remote monitoring
Result
Improved reliability and lowered maintenance costs
Reduced losses in drive system, saving 1.2 MWh/year
Lowered dynamic load to extend lifetime for gearbox and ropes
Shortened working cycle by 1–3 seconds, resulting in 2–4% higher productivity
Extended total dragline life by 15 years

20. ABB Electrical System Services
Agenda
ABB Electrical System Services
Customer challenges
Electrical system definition
ABB Electrical System Services approach
ABB Electrical System Services Portfolio
Benefits
ABB Service offerings across the life cycle
Service offering descriptions
Case studies
Summary
Next steps

21. ABB Electrical System Services
Summary
Benefits
Gives customers insight into system status and associated risks
Lowers maintenance cost
Minimizes downtime
Maximizes equipment life cycle
Improves on-site safety

22. ABB Electrical System Services approach
Summary
Collect and understand
Prioritize and plan
Execute and follow up
Set priorities with customer
Safety
Maintenance
Production
Reliability
Energy efficiency
Asset management
Detailed plans
Systematic maintenance
Annual reviews with ABB technical account manager
Equipment location and life cycle status reported
More thorough equipment condition and fault history data analysis
Overall system studiy

23. Next steps
Life Cycle Assessment - ABB will assess and validate customer installed base and report its status
System Health Check - Select area with the most concerns to be inspected
System Study - Starts with validation of single line diagrams
Are you ready to have a betting understanding of status of your electrical system, its overall condition and expected life time?