Trane’s New Integration Platform

Trane’s New Integration Platform
Lynxspring’s JENEsys™ Mike & Jim to do this section.

Vice President – Marketing and Sales
Bob Mealey Lynxspring Vice President – Marketing and Sales Previously TAC Partners OEM Sales Federal Sales OnSite Circon Partner Infonet Software OSIware Inc Bob Mealey to do this section.

Background and Vision for the Integration Platform

Adding an Integration Platform
Tracer Summit Tracer ES BACnet LonTalk Modbus Tracer SC TCP/IP (HTTP/XML) IT Standards Comm 3 Comm 4 LonTalk Tracer BCU Industry Specific BACnet/IP Siemens JCI Honeywell Integration Platform Lighting Security Other

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 Our 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 the Field Server is a bridge that can be configured as a simple translator

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 Trane’s Current Plan to fill this need – We made the conscious decision several years ago to focus on open systems Evo 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.

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 more Trane controls, contracting and service sales in existing buildings Integration platform extends Tracer ability to expand Trane retrofit capability Trane’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)

New Integration Platform
Lynxspring JENEsys™ Mike & Jim to do this section.

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

Some Definitions in the Tridium World
Niagara Framework – Owned by Tridium Windows Vykon Products – Division of Tridium Excel Word Personal Computer etc.

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 of head count where possible Employees Engineers, software developers, technicians, sales professionals Backgrounds include consulting engineers, controls contracting, software designers, service providers

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

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)

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

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 Trane’s position as an integrated solutions provider More information to deliver comfort, energy savings, safety, serviceability, sustainability Embrace… if you can’t replace!

Trane is Working with Lynxspring, Why?
Speed to market Established training and support program Custom development capabilities Available software components to simplify integration Build’s their own hardware (JENE) Based on a widely accepted Niagara AX platform “Best of Breed” strategy

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

The Niagara OEM Community

What Integration Means for Trane’s 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 Tracer’s ability to provide a total building automation solution Trane’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)

Product Overview Bob Mealey to do this section.

JENEsys™ Internet Integration Platform - flexible, scalable…
JENEsys™ PC 1000 (64MB & 128MB) JENEsys™ PC 6000 (128 MB & 256MB) JENEsys™ Web Server Software

JENE PC 1000 Fully Programmable 64 or 128 MB of RAM, 64 MB Flash Drive
points Communicates 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.

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

JENEsys™ Web Supervisor
Use Supervisor primarily as a DB application Network Server for multiple JENE’s 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

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

Target Application Legacy Integration Bob Mealey to do this section.

Leveraging Legacy Integration
Developing Opportunities Trane Presents

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 Now we know we want to be in this business…so Customer 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

Getting Into Legacy Integration
It’s a different business model Presents many opportunities Involves non-Trane systems and components It requires different resources Design, engineering, estimating In-house product knowledge Technicians brought in from other controls companies Competitive subcontractor relationships at times Can be doing performance or controls but doesn’t mean legacy is good. Houston, Indianapolis, Arkansas, Miami Different business model Ask: 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

Expand relationship with institutional customers!
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!

Targeting Opportunities
Local market assessment Competitor relationships Competitors’ market share and service records Open architecture vs. legacy protocols Local resources Competitive systems service capability Integration experience Customer pain Technical pain Relationship pain Financial pain Now we know we want to be in this business…so Customer 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

Qualifying Opportunities
Identify legacy systems Identify and understand the use of legacy systems 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 Want 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!

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

Leverage Opportunities
Deepen your relationship with customers disgruntled with competition who don’t 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 can’t replace!”

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

Legacy Integration Projects
CSI JCI Andover Honeywell Tracer Summit

Add to Existing Control System
JENE-PC6000 Add to Existing Control System 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

Our Solution “Normalizes” Data
JENEsys™ is an integration platform JENEsys™ “normalizes” integration data JENEsys™ is not a gateway

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

Gateway Matrix Example
Item BACnet Registry BACnet Instance SNVT Name SNVT Type Supply Air Analog AV 00 nvoDischAirTemp temp_p / 105 Outside Air AV 01 nvoOutsideTemp temp_p / 105 Fan Status Boolean BV 00 nvoUnitState state / 83 Space Temp AV 10 nvoSpaceTemp temp_p / 105 Fan Start/Stop nvoUnitState state / 83 Compressor Start/Stop BV 16 nvoCompState

Gateway – N to N Example

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

Normalized Data Normalized Data

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

Client Vs. Server Architecture N2 Integration Examples
CLIENT TYPE SERVER TYPE Ethernet LAN N2 Manager Standard Browser PDA/Cell N2 System Bus N2 System Bus JENE Manages N2 Devices This is a “Client” Type License JENE is Managed by N2 Master This is a “Server” Type License

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

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

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 Barber Coleman GCM Network 8000 RS232 driver Barber Coleman ASD Network 8000 ASD RS485 Driver Clipsal Cgate Server Driver 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 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

Legacy Client Drivers Driver Description Johnson Controls N2
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 Veeder Root VeederRoot over RS-232 or RS-485 Wattstopper Miro Control of Miro wireless lighting devices

Adding an Integration Platform
Tracer Summit Industry Specific BACnet/IP JENEsys Integration Platform Tracer BCU Siemens JCI Comm 3 Honeywell Comm 4 Lighting LonTalk Security Other

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

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

Complements Trane’s Future Plans
Tracer Summit Tracer ES Industry Specific IT Standards BACnet/IP TCP/IP (HTTP/XML) Tracer SC JENEsys Integration Platform Tracer BCU BACnet Siemens LonTalk JCI Comm 3 Honeywell Modbus Comm 4 Lighting LonTalk Security Other

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

Variation 1 - Campus TCP/IP Tracer Summit
Legacy Controllers Building 1 C Trane Controllers Building 2

Variation 2 - Building C Summit Legacy 1 Legacy 2 Trane

Variation 3 – Summit HMI Summit C C C C Router/ Network Panel Router/

Variation 4: Niagara Specified Projects – Campus or Building
Existing Niagara AX Web Supervisor Head End TCP/IP C Niagara Compatible Controllers Buildings 1 through “n” C Trane Controllers Building “n”+1

Variation 5: Non-HVAC Integrations

Variation 6: Database Integrations
Export using: .pdf .csv .txt SQL queries Oracle queries Java SNMP Web Services HTML XML OPC Trane Summit Network Niagara AX Web Supervisor Corporate DB Legacy Data Flow Direct Data Flow Using Supervisor KEY

Variation 7: Trane equipment “under” legacy user interface
Existing Control System Trane Equipment Addition to Network

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 Tracer Summit PC with ProBuilder Industry Specific BACnet/IP JENEsys Integration Platform Tracer BCU Siemens JCI Comm 3 Honeywell Comm 4 Lighting LonTalk Security Other

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

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

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 1000’s of developers and companies JAVA: non proprietary programming language allows easy access to technical experts Embedded Technology: Pay for what you use

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

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

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 system’s actual functions? Where are key functions “stashed”? | Lynxspring Partner Conference | Paradigm Return to Energy Savings |

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

We need to understand: Points required for integration
Read Read/Write Your expectations Speed Fidelity Connectivity Simplicity Your staff’s tolerance for change Look and feel issues We have one client but many customers: Board Room to Boiler Room Thermostat and Time Clock “habits” | Lynxspring Partner Conference | Paradigm Return to Energy Savings |

Tracer Summit Software
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

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

Summary: Defining a Point, Cont.
The Role of a BCU Graphics Discover “mapped” points as “non-Trane device” Tracer Summit graphics don’t 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

JENEsys Integration Platform
ProBuilder Trane can access the JENEsys™ integration platform via ProBuilder over the Internet, Intranet or a direct connection for on-going support Tracer Summit PC with ProBuilder Industry Specific BACnet/IP JENEsys Integration Platform Tracer BCU Siemens JCI Comm 3 Honeywell Comm 4 Lighting LonTalk Security Other

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

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

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?

End Result: Total Integrated Building Solutions
HVAC / Controls Enterprise Data CFO Facility Management Maintenance SQL Lighting smtp snmp Security Energy/Metering Interface to Fire System

Solution Examples

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

Testimonials Lynxspring 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

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)

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

Arkansas Trane’s Frank Mayfield’s Case Study
Trane Presents

Tactic #1: Target Competitive Controls Systems as Service Opportunities
Use knowledge of competitive controls to expand share of service customers Meet the owner’s need for comfort, reliability, efficiency Start with maintaining the incumbent system Leverage the lament: “It’s not working now and it’s never worked!” | WEBINAR on SYSTEM INTEGRATION with a TRANE Focus |

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 | WEBINAR on SYSTEM INTEGRATION with a TRANE Focus |

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 | WEBINAR on SYSTEM INTEGRATION with a TRANE Focus |

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 | WEBINAR on SYSTEM INTEGRATION with a TRANE Focus |

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” | WEBINAR on SYSTEM INTEGRATION with a TRANE Focus |

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 | WEBINAR on SYSTEM INTEGRATION with a TRANE Focus |

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 | WEBINAR on SYSTEM INTEGRATION with a TRANE Focus |

Siemens Ditto from Andover, low fidelity integration
Be careful of taking on a new hospital with Div 17 integrations Comfortable with SCU’s and MBC’s | WEBINAR on SYSTEM INTEGRATION with a TRANE Focus |

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 | WEBINAR on SYSTEM INTEGRATION with a TRANE Focus |

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 |

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

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

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 & don’t get spread too thin Know what’s important: schedules and setpoints carry large weight for everyday operators | WEBINAR on SYSTEM INTEGRATION with a TRANE Focus |

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 | WEBINAR on SYSTEM INTEGRATION with a TRANE Focus |

Arkansas Trane History with System Integration
Andover Alerton Echelon (Distech, Viconics, HVAC equipment) Johnson KMC Siemens | Lynxspring Partner Conference | Paradigm Return to Energy Savings |

The Untouchables Novar TAC classic network
| Lynxspring Partner Conference | Paradigm Return to Energy Savings |

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 system’s actual functions? Where are they stashed? Applications knowledge HVAC systems IT | Lynxspring Partner Conference | Paradigm Return to Energy Savings |

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” | Lynxspring Partner Conference | Paradigm Return to Energy Savings |

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

Working With Lynxspring
Business Information Working With Lynxspring Bob Mealey to do this section.

Lynxspring Business Partner
Trane appointed as a buyer for the purpose of resale 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 LBP network

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

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

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

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

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

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

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

Copies of Training Material

Go to forum.lynxspring.com and click the “Register” link,
you will be presented with this:

Fill out the information and we approve it, and associate
them with the groups they can see including Trane forum.

Questions and Discussions
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