Trane’s New Integration Platform

Trane’s New Integration PlatformLynxspring’s JENEsys™

Bob MealeyLynxspringVice President – Marketing and Sales

PreviouslyTAC

PartnersOEM SalesFederal SalesOnSite

Circon PartnerInfonet SoftwareOSIware Inc

Background and Vision for the Integration Platform

Adding an Integration Platform

Tracer Summit

Siemens JCI

Honeywell

Integration Platform

Lighting Security

Other

Tracer ES

BACnet

LonTalk

Modbus

Tracer SC

TCP/IP (HTTP/XML)

IT Standards

Comm 3

Comm 4

LonTalk

Tracer BCU

Industry Specific

BACnet/IP

Background

• 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

Trane

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

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 moreTrane controls, contracting andservice sales in existing buildings

• Integration platform extends Tracerability to expand Trane retrofitcapability

New Integration PlatformLynxspring JENEsys™

Trane is now a Lynxspring Business Partner (LBP)

Lynxspring is now a Trane Integrated Solutions Partner

Lynxspring

“...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

http://www.alerton.com/

http://www.lge.com/

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’sability to provide a total building automation solution

Product Overview

JENEsys™ Internet Integration Platform- flexible, scalable…

JENEsys™ PC 1000 (64MB & 128MB)

JENEsys™ PC 6000 (128 MB & 256MB)

JENEsys™ Web Server Software

JENE PC 1000 JENE PC 1000

• Fully Programmable

• 64 or 128 MB of RAM, 64 MB Flash Drive

• 1-1000 points

• Communicates 20-40 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 6000JENE PC 6000

• Embedded PowerPC 524MHz Processor

• 128 or 256 MB RAM; 128 MB Flash Drive

• Large Bus Network Controller 41-120 Nodes

• 1001-2000 points

• Same I/O and Communication options as the JENE PC 1000.

JENEsys™ Web SupervisorJENEsys™ 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)

Earth Ground

RS485 Connection(BACnet MS/TP, Modbus)

Communication Module (LON, Modem, Zigbee)

2nd RJ45 Ethernet Connection (BACnet IP/BACnet Ethernet, TCP/IP)

RS232 Port for Serial Connections

Target Application

Legacy Integration

Leveraging Legacy IntegrationDeveloping Opportunities

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

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

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

Qualifying Opportunities

1. Identify legacy systemsIdentify and understand the use of legacy

systems in customer facilities

2. Acquire system knowledgeAcquire knowledge about the design, operation and programming

of relevant competitive automation systems

3. Develop an integration and migration pathDevelop overall (initial and ongoing) integration and migration

path for system improvement and customer satisfaction

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 customersdisgruntled 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 SystemAdd to Existing Control System

Trane Lon Network

JENE-PC6000

BACnet MSTPNetwork

RS-485, RS-232, Modbus, Legacy, Etc. Network

BCU

Add Web ServicesUse a Standard Browser

Tracer Summit Software BACnet™

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 Analog AV 01 nvoOutsideTemp temp_p / 105

Fan Status Boolean BV 00 nvoUnitState state / 83

Space Temp Analog AV 10 nvoSpaceTemp temp_p / 105

Fan Start/Stop

Boolean BV 00 nvoUnitState state / 83

Compressor Start/Stop

Boolean BV 16 nvoCompState state / 83

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 ArchitectureClient Vs. Server ArchitectureN2 Integration ExamplesN2 Integration Examples

N2 System

Bus

Ethernet LAN

N2 Manager

JENE is Managed by N2 MasterThis is a “Server” Type License

Standard Browser

PDA/Cell

JENE Manages N2 DevicesThis is a “Client” Type License

CLIENT TYPE SERVER TYPE

N2 System

Bus

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 DriversDriver 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 Andover Infinity/Continuum

Barber Coleman GCM Network 8000 RS232 driver

Barber Coleman GCM Network 8000 RS232 driver

Barber Coleman ASD Network 8000 ASD RS485 Driver

Clipsal Cgate Server Driver

Dynalite 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

Honeywell C-BUS 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 DriversDriver Description

Johnson Controls N2

Josam Grease Trap Sensor 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 Ubiwave

Veeder Root VeederRoot over RS-232 or RS-485

Wattstopper Miro Control of Miro wireless lighting devices

Adding an Integration Platform

Tracer Summit

JENEsysIntegration Platform

Siemens JCI

HoneywellLighting

SecurityOther

Comm 3

Comm 4LonTalk

Tracer BCU

Industry Specific

BACnet/IP

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

JENEsysIntegration Platform

Siemens JCI

HoneywellLighting

SecurityOther

Tracer ES

BACnet LonTalk

Modbus

Tracer SC

IT Standards

Comm 3

Comm 4LonTalk

Tracer BCU

Industry Specific

BACnet/IP TCP/IP (HTTP/XML)

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

CC

CC

CC

C

Tracer Summit

Trane Controllers Building 2

CC

CC

CC

C

Legacy Controllers Building 1

Variation 2 - Building

CCCC

CCCC

CCCC

Summit

Legacy 1

Legacy 2

Trane

Variation 3 – Summit HMI

CCCC

Summit

CCCC

CCCC

Router/Network Panel



Variation 4: Niagara Specified Projects – Campus or Building

TCP/IP

CC

CC

CC

C

Existing Niagara AX Web Supervisor Head End

Trane Controllers Building “n”+1C

CC

CC

CC

Niagara Compatible Controllers Buildings 1 through “n”

Variation 5: Non-HVAC Integrations

Variation 6: Database IntegrationsExport using:

.pdf.csv.txt

SQL queriesOracle queries JavaEmailSNMPWeb Services HTMLXMLOPC

Trane Summit Network

Niagara AX Web Supervisor

CorporateDB

Legacy Network

Data Flow Direct

Data Flow Using Supervisor

KEY

Service Platform RemotelyTrane and/or Lynxspring Technical People will access the JENEsys™ integration platform via ProBuilder over the Internet, Intranet or a direct connection

Tracer Summit

JENEsysIntegration Platform Siemens

JCIHoneywell

Lighting Security

Other

Comm 3 Comm 4

LonTalk

Tracer BCU

Industry Specific

BACnet/IP

PC with ProBuilder

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

BenefitsBenefits

• 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

| 2008 Lynxspring Partner Conference | Paradigm Return to Energy Savings |

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”?

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”

Defining a PointDefining a Point

Legacy VAV Link

BCU

Tracer Summit Software BACnet™

12 Physical Points8 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

ProBuilderTrane can access the JENEsys™ integration platform via ProBuilder over the Internet, Intranet or a direct connection for on-going support

Tracer Summit

JENEsysIntegration Platform Siemens

JCIHoneywell

Lighting Security

Other

Comm 3 Comm 4

LonTalk

Tracer BCU

Industry Specific

BACnet/IP

PC with ProBuilder

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

Lighting

Security

Interface to Fire System

HVAC / Controls

Energy/Metering

Enterprise DataCFO

Facility Management

Maintenance

SQL

snmp

smtp

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

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)

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

| 2008 WEBINAR on SYSTEM INTEGRATION with a TRANE Focus |

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!”


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


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


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


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”


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


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


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


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


Johnson Controls

• JENE has both N2 Server and Client• Our initial jobs were using FX 40, “Johnson JACE”,

N2 driver and everything else Niagara


Other AX Drivers

• BC Network 8000• CSI INET• BACnet MSTP – Alerton, Delta, Reliable, KMC, etc.


Niagara Framework

• Distech• Carrier One• Staeffa• Invensys• Honeywell• Vykon• Know the rules of access for other Niagara based

systems• Know the vendor specific tools


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


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


Arkansas Trane History with System Integration• Andover• Alerton• Echelon (Distech, Viconics, HVAC equipment)• Johnson• KMC• Siemens


The Untouchables• Novar• TAC classic network


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


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”


Relationship Progression• Repair • Maintenance • Enhancement• Displace legacy OEM• Listen and Discover• Develop and Advocate a System Migration strategy

Business InformationWorking With Lynxspring

Lynxspring Business Partner

• Trane appointed as a buyer for the purpose ofresale 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– 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 locationsLocation 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: http://forum.lynxspring.com– General Lynxspring Forum– Trane Specific Forum

• iTrane (Portal)– Presence within the Integrated Solutions pages

• ICSLs

http://www.lynxspring.com/

http://forum.lynxspring.com/

Copies of Training Materialwww.lyxnspring.com/Trane

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