Carrier ® CONNECT, BECAUSE YOU SHOULD NOT HAVE TO CHOOSE. - PowerPoint Presentation

1. Carrier® CONNECT,BECAUSE YOU SHOULD NOT HAVE TO CHOOSE.PROACTIVITYORPROXIMITYVersion 1.0

2. BackgroundCarrier CONNECT projectCONFIDENTIAL & PROPRIETARYStatementDevelop and deploy a system for comprehensive HVAC Remote Monitoring solution addressing Obsolescence of current solutionIntegration of new state-of-the art communication technologiesClarification of the value proposition to develop the service portfolio and coordinated leverage of controls solutions  2013Jan.2015Needs identificationBusiness casesDesign2012Sales launch2014DevelopmentImplementationMilestones

3. Carrier presents3Carrier® CONNECTAdvanced monitoring service offerCarrier CONNECT enables customers to track and monitor their HVAC system performance and to take preventive and corrective actions remotely

4. PROACTIVITYPROXIMITY&Key Benefits

5. PROACTIVITYPROXIMITY&Easy accessFully secureNearby ExpertsKeeping you close to your data and to Carrier ExpertsEfficient actionsOptimized monitoringStrategic supportExpert analysis and advice as soon as you need it

6. PROXIMITYKeeping you close to your data and to Carrier Experts&&Single point of connectionAccess to all your sites at chiller or at chiller plant levelAccess 24/7, 365 days a year from anywhereEasy accessDedicated virtual network via dedicated APN (Address Point Name)No data from and to InternetNo extra telecom costsFully secureImmediate notification Pre-diagnostics by Carrier ExpertsResolution time speed-up through live data accessMachine back in operation more quicklyNearby Experts

7. PROACTIVITYExpert analysis and advice as soon as you need itEfficient actions&&Continuous trackingPotential failure identification supportFaster diagnostics Shorter repair timesEquipment availability and reliability Full range of monitoring and customization optionsDiagnostics, analysis, recommendationsOptimization of your equipment lifetimeOptimized monitoringStrategic supportRationale to substantiate investment decisionsEquipment performance sustainabilityGuidance for energy optimization solutionsOperating costs optimizationPeace of mind

8. Available for youPROACTIVITYPROXIMITY&

9. CHOOSE YOUR LEVEL OF SERVICE* Whenever metering equipment available on the installation

10. TO MEET YOUR NEEDS* Option to a Carrier service maintenance contract

11. Anytime, anywhere, for ALL APPLICATIONSActionable reports to support daily decision makingFact-based analysisto guide you to the right investmentLive and accurate data to optimize your resource allocationCharts and diagrams readyto report to your customersIndustryGreen buildingMulti-residentialHotelHealthcareDatacenter

12. Carrier® CONNECT,BECAUSE YOU SHOULD NOT HAVE TO CHOOSE.PROACTIVITYORPROXIMITYCONFIDENTIAL & PROPRIETARY

13. GO TO MARKETCONFIDENTIAL & PROPRIETARY

14. COMPREHENSIVE APPROACHUse Carrier CONNECT offer as leverage for service agreementSERVICE MAINTENANCE CONTRACTCarrier CONNECT OPTIONCarrier CONNECT is an option of a new or existing service maintenance contractIt’s not a standalone solutionCONFIDENTIAL & PROPRIETARY

15. COMPREHENSIVE APPROACHUse Carrier CONNECT offer as leverage for service agreementStandardoptionPremiumoptionInfiniteoptionCarrier CONNECT OPTIONService levelBasic*Advanced*FPP*SERVICE MAINTENANCE CONTRACTCONFIDENTIAL & PROPRIETARY* Depending on each country definitionHighly recommendedRecommendedLittle recommended

16. Differentiate the customer benefits by level of optionCONFIDENTIAL & PROPRIETARYAutomatedreportsCarrier Expert analysisCarrier Experts analysis of collected informationDevelopment of improvement solution for customer equipmentCOMPREHENSIVE APPROACH

17. COMPREHENSIVE APPROACHDifferentiate the customer benefits by level of optionCONFIDENTIAL & PROPRIETARY

18. Target ALL opportunitiesDon’t be shy: sell ! Every chiller can be connectedCONFIDENTIAL & PROPRIETARYNew installed Carrier chillerAlready installed Carrier chillerSolutionsSales packageTouch Pilot controllerService maintenance contract withCarrier CONNECT optionCarrier CONNECT Box +Service maintenance contract withCarrier CONNECT optionCarrier CONNECT BoxAvailable at ERCDProdialog controllerConfigurationOption 298Carrier CONNECT BoxAvailable at ERCDAll generation of Carrier CCN chillers (incl. Prodialog)Carrier CONNECT Box +Service maintenance contract withCarrier CONNECT optionTouch Pilot controller(with BACnet IP option)3G CONNECT BoxSoon available at ERCD3G CONNECT Box +Service maintenance contract withCarrier CONNECT option

19. Target ALL opportunitiesDon’t be shy: sell ! Every system can be connectedCONFIDENTIAL & PROPRIETARYOther configuration(e.g. Competitor chillers)SolutionsSales packagePlantCTRL CONNECT Box +Service maintenance contract withCarrier CONNECT optionNo plant controlOrLegacy plant control (CSM, CC6400, 3rd party)Solutions existContact your local technical experts to make a specific proposal to the customerPlantCTRL CONNECT Box(= upgrade to PlantCTRL with connection to Carrier CONNECT )Soon available at ERCDConfigurationChiller plant3G CONNECT KitAvailable at ERCD3G CONNECT Kit +Service maintenance contract withCarrier CONNECT optionExisting PlantCTRL OrExisting SIM Plant Manager

20. TARGET ALL OPPORTUNITIESMake a strategic deploymentProdialog chillersOn purposeCONFIDENTIAL & PROPRIETARYTouchPilot chillersCore targetDifferentiation at new salesWarranty costs reductionPrepare service offerTELINK retrofitsContract obligationsAround 600 sites (mainly NL, GE, SP)Obsolete software, Analogue linesFight back, retentionCustomer specific needs,debugsWhy selling?Why selling?Why selling?How to sell?Analyze profitability of contract to determine- Relevance- Retrofit at Carrier costs or at customer costCombine with Controls retrofit (PlantCTRL)How to sell?How to sell?Carrier CONNECT BoxCombine with Controls retrofit (PlantCTRL)Promote this options for one chiller per site at new salesNew installed Carrier chillerAlready installed Carrier chiller

21. Site point of CONNECTionTouchPilot chillersOption 298Available on30XA, 30XAV30XW, 30XWV30RB, 30RQFactory mounted3G router preconfiguredSIM card insertedSIM card serial number available on HVAC EMEA Portal (for activation)CONFIDENTIAL & PROPRIETARY

22. Site point of ConnectionProdialog chillersCarrier CONNECT BoxUp to 5 chillersAvailable at ERCD under ref 00PSP000000148AAny kind of CCN chillerReady to connect: Need only 230Vac power supply and CCN busIndoor or outdoorRental applicationCONFIDENTIAL & PROPRIETARY

23. Site point of ConnectionNo or legacy plant control (CSM, CC6400, 3rd party)PlantCTRL CONNECT BoxUp to 8 chillersRun new PlantCTRL applicationSoon available at ERCD Ready to connect: Need only 230Vac power supply and CCN busIndoor or outdoorPlant System ManagerController(OPN-PlantCTRL-SIM)CONFIDENTIAL & PROPRIETARY

24. Site point of connectionTouchPilot chillers with BACnet IP option3G CONNECT BoxUp to 5* chillersSoon available ERCD under ref CARRIERKIT1BOXReady to connect: Need only 230Vac power supply and Ethernet link to chiller *Indoor or outdoorRental applicationSIM card insertedCONFIDENTIAL & PROPRIETARY* Ethernet switch required. 230Vac power socket available in the box

25. Site point of connectionExisting PlantCTRL or SIM Plant Manager3G CONNECT kitFor connection of sites already equipped with SIM or PlantCTRLAvailable at ERCD under ref CARRIERKIT1Router preconfiguredSIM card already installedReady to connect: Need only 230Vac power plug and Ethernet link plant controllerTo be installed in existing cabinetPlant System ManagerController(OPN-PSM-SIM)CONFIDENTIAL & PROPRIETARY

26. OfferComm.Similarities+ / - vs Carrier CONNECTTrane Intelligent ServicesBrochureWebsiteRemote monitoring solutionTiered offerLinked to service contract- No Portal. One site = one specific point of connection via Internet- No connection at chiller level - Add ‘l system controller requiredDaikin DNSS EcoSaveBrochureWebsiteRemote monitoring solution- Not available on all Daikin equipment- No Portal. One site = one specific point of connection via Internet- Only alarms are sent. No customer view+ Daikin chiller linked to UK weather station for energy savingsYork Simplicity Controls SystemLeafletWebsiteRemote monitoring solution- No Portal. One site = one specific point of connection via Internet- Only alarms are sent. No customer view+ York offer completed by a GTB solutionClimavenetaClimacenterWebsiteRemote monitoring solution- Only focus on datacenter- No Portal. One site = one specific point of connection via InternetCIATCIATM2M Monitor +Included in service presentationRemote monitoring solutionLinked to service contract- Data record for 30 days- Offer similar up to Carrier CONNECT Standard option+ Service contract 2 years minimumSell our differenceYou don’t sell a me-too service, you sell Carrier added valueCONFIDENTIAL & PROPRIETARY

27. Sell our differenceYou don’t sell a me-too service, you sell Carrier added valueMake the difference withwith Carrier CONNECT key benefit&CONFIDENTIAL & PROPRIETARY

28. Sell our differenceYou don’t sell a me-too service, you sell Carrier added valueMake the difference withwith Carrier CONNECT key benefit&&CONFIDENTIAL & PROPRIETARY

29. Sell our differenceYou don’t sell a me-too service, you sell Carrier added valueMake the difference withwith Carrier CONNECT key benefit&CONFIDENTIAL & PROPRIETARY

30. Sell our differenceYou don’t sell a me-too service, you sell Carrier added valueMake the difference withwith Carrier CONNECT key benefit&&Anytime, anywhere, for all applicationsFacility ManagersCONFIDENTIAL & PROPRIETARY

31. Sell our differenceYou don’t sell a me-too product, you sell Carrier added valueMake the difference withwith Carrier CONNECT key benefit&&CONFIDENTIAL & PROPRIETARYSpeaker: ELC

32. Sell our differenceYou don’t sell a me-too service, you sell Carrier added valuePROACTIVITYPROXIMITYEasy access&Fully secureNearby ExpertsEfficient actionsOptimized monitoringStrategic supportAnytime, anywhere, for every businessCONFIDENTIAL & PROPRIETARY

33. Sell our differencePrepare the future and make prescriptionCONFIDENTIAL & PROPRIETARYCarrier CONNECT link Enabling Carrier CONNECT servicesOne point of connection per site (single or multiple machine) User web portal: one point of connection for all user sitesRemote graphical user interface for monitoring and diagnosticAlarm notificationTrend loggingAutomated operational reportsUse Carrier CONNECT to create competitive advantage for new equipment salesGuidelines to give to consultants

34. Adapt to your AUDIENCEConsider the needs of every stakeholder present on-siteReliability / AvailabilityPerformance / Operating costsFacility ManagersEfficiency / Ease of maintenanceSimplified reportingSupport for their own added value to their end-customerOperating costsNeedsCarrier CONNECTFeaturesValue for customersActionable reportsFact-Based analysisLive and accurate dataCharts and diagramsSupport daily decision makingGuide the right investmentOptimize resource allocationReport to their own customersGreen buildingIndustryMulti-residentialHotelHealthcareDatacenterCONFIDENTIAL & PROPRIETARY

35. ADAPT TO YOUR AUDIENCEChoose the right differentiator by stakeholder&&Single point of connectionAccess to all your sites at chiller or at chiller plant levelAccess 24/7, 365 days a year from anywhereEasy accessDedicated virtual network via dedicated APN (Address Point Name)No data from and to InternetNo extra telecom costsFully secureImmediate notification Pre-diagnostics by Carrier ExpertsResolution time speed-up through live data accessMachine back in operation more quicklyNearby ExpertsPROXIMITYKeeping you close to your data and to Carrier ExpertsCONFIDENTIAL & PROPRIETARY

36. Efficient actions&&Continuous trackingPotential failure identification supportFaster diagnostics Shorter repair timesEquipment availability and reliability Full range of monitoring and customization optionsDiagnostics, analysis, recommendationsOptimization of your equipment lifetimeOptimized monitoringStrategical supportRationale to substantiate investment decisionsEquipment performance sustainabilityGuidance for energy optimization solutionsOperating costs optimizationPeace of mindADAPT TO YOUR AUDIENCEChoose the right differentiator by stakeholderPROACTIVITYExpert analysis and advice as soon as you need itCONFIDENTIAL & PROPRIETARY

37. PUSH Carrier CONNECTA service growth initiativeTarget all opportunitiesSell our differenceAdapt to your audienceDon’t be shy, sell…every chiller can be connectedMake a strategic deploymentYou don’t sell a me-too service, you sell a Carrier added valuePrepare the future and make prescriptionConsider the needs of every stakeholder present on-siteChoose the right differentiator by stakeholderCONFIDENTIAL & PROPRIETARYUse a comprehensive approachUse Carrier CONNECT offer as leverage for service agreementDifferentiate the customer benefits by levels of the option

38. FOCUS ON YOUR CUSTOMERSMake this service offer grow, use material close to your handsBrochureSales presentationCONFIDENTIAL & PROPRIETARYContract option agreementSales MemoStatic DemoFAQ

39. YOUR Local CONTACTSCONFIDENTIAL & PROPRIETARYCountrySales contactTechnical contactNamePhoneNamePhoneNamePhoneNamePhoneNamePhoneNamePhoneNamePhoneNamePhoneNamePhoneNamePhoneCentralSales contactTechnical contactJean-Christophe Roehrig+33 6 20 91 17 17Jean-Christophe Roehrig+33 6 20 91 17 17Elodie Le Crom+33 6 23 90 32 30Julien Chessel+33 4 72 25 24 95

40. CARRIER CONNECT INSIGHTArchitecture and internal benefitsCONFIDENTIAL & PROPRIETARY

41. ARCHITECTURECONFIDENTIAL & PROPRIETARY

42. Central systemApplication serversServers located in Montluel DMZMaintained by IT teamStandard IT processesSecurity level mediumCONFIDENTIAL & PROPRIETARY

43. Central systemData storageSQL database serverLocated in Montluelconnected to UTC LAN Maintained by IT teamStandard IT processesSecurity level HighCONFIDENTIAL & PROPRIETARY

44. CONNECTION TO SITESChillers sitesWireless connection (3G)Dedicated APNNo connection from/to InternetNo voiceSingle and multiple chillersAll generationsCONFIDENTIAL & PROPRIETARY

45. CUSTOMERSAccess from InternetDedicated web portalhttps://cceur.carrier.comSingle point of connection to all customer sitesUser specific accountPassword protectedNo client application requiredCONFIDENTIAL & PROPRIETARY

46. Application

47. CUSTOMERDaily operation, alarm notification, reports&&Dynamic graphic viewTrend logsDaily operationReceive alarms by emails (or SMS)View Alarms history logAlarmingReceive automated reports via emailGenerate reports on purposeReportsCONFIDENTIAL & PROPRIETARY

48. SERVICE TECH and EXPERTSDaily operation, alarm notification, reports&&Access to all parametersForce valuesRemote diagnosticSet actions on alarms and events, set / change trendsExtract data from databaseAnalyseActionsSetup site specific reports on system configurationModify and download graphic view and data mappingSite configurationCONFIDENTIAL & PROPRIETARY

49. CARRIER CONNECTGoing forwardCONFIDENTIAL & PROPRIETARY

50. carrier CONNECTWhat’s next?50CONFIDENTIAL & PROPRIETARYMarchJuneSept.Dec.2016Advanced analyticsIT PL FI SW PTTechnical Launchsecond waveTODAYTechnical Launchfirst wave2014Sales launch

51. AutomatedreportsCarrier experts analysisADVANCED ANALYTICSAutomated diagnostics51CONFIDENTIAL & PROPRIETARYAdvanced alarm management and energy performance analytics on Carrier CONNECT platformPriorities Alarm MiningTrend AnalysisOptimum Maintenance

52. BACK-UP

53. Benefits to CarrierEXPERTISEPRODUCTIVITY&CONFIDENTIAL & PROPRIETARY

54. ExpertiseProductivityReduced system maintenance&Standard toolsEase of accessHistory logsReportsAutomatedDiagnosticsCONFIDENTIAL & PROPRIETARY

55. ProductivityOptimize Carrier Experts skills and time&&Remove IT/LAN maintenance load from country service teamsLimit technical support needsComply with UTC IT security rulesOptimize LAN and servers hardware expendituresReduced maintenanceSupports Web Server, BACnet technologiesAvoids interdependency with competitionProvide same interface as for field installed Controls to simplify approach and reduce trainingDirect access to CCN tables (from version 6.5)Standard toolsPortal access using MS-Windows user and passwordSites sorted by country / area for faster accessSame features for Service Team from office or from outside (using token) Ease of accessCONFIDENTIAL & PROPRIETARY

56. EXPERTISEComprehensive and documented information collection and storage&2 years data storageTrends and alarms history logsAlternative to DCTHistory logsAnalysis, diagnostics & consulting by Carrier expertsYear-on-year benchmarkingComprehensive statisticsPerformance improvement, proactive action and maintenance scheme planningReports&Database accessible for future data mining and diagnostic applicationsAutomatedDiagnosticsCONFIDENTIAL & PROPRIETARY

57. Advanced ANALYTICS

58. ADVANCED carrier CONNECTAdvanced Analytics58ObjectiveDevelop and pilot on a selected Carrier CONNECT field site advanced data analytics methodology for: (a) remote alarm management (root-cause, clustering, automated report generation, (b) trend & performance degradation detection, and (c) optimal maintenance scheduling to reduce labour cost/time and support new service offering for Carrier. Pilot advanced alarm management and energy performance analytics on Carrier CONNECT platform for European chillers to support new service offering for CarrierPriority 1 Alarm Mining: Alarm mining is the top priority for Carrier. The scope of alarm mining should include: (a) Recurrence analysis (alarms occurring frequently vs. new ones), (b) Clustering of alarms into groups depending on their characteristics (e.g., cause, regions, subcomponents etc.), (c) First level of filtering of (critical) alarms for the service technicians will be of high interest - divide alarms into multiple levels (d) Correlation analysis between alarms, (e) Dependence of alarms on the ambient conditions (temperature, weather patterns etc.). (f) Alarm frequency analysis (discovery of patterns of frequently occurring alarms).  Priority 2 Trend Analysis: The next priority for Carrier is performance analysis and trend detection. The scope in trend analysis should include: (a) Identification of KPIs of interest (Some of the KPIs to keep in mind is fouling or leak of heat exchanger, COP etc.), (b) Trend detection in KPIs, (c) Performance degradation detection and prognostic analysis, (d) Differentiation between normal operation, partial (or degraded) operation and total failure. Percentage of availability at different (normal, partial & total failure) levels of operations. Priority 3 Optimum Maintenance: The next priority for Carrier is optimum maintenance scheduling. The main scope in facilitating optimum maintenance should include reduction in onsite interventions through intelligent alarm analysis.CONFIDENTIAL & PROPRIETARY