Industrial Sales Focus: HVAC&R, Valves & Flow Meters, Elevators, Conveyors, Air Compressors March 2009

Transcription

1 Industrial Sales Focus: HVAC&R, Valves & Flow Meters, Elevators, Conveyors, Air Compressors March 2009 Copyright 2009 Honeywell International Inc. All rights reserved.

2 Note to Users The following information is a work in progress based on current knowledge of our customers applications and needs. We intend to update this material as we continue to better understand our customers needs, and as we receive new information from you. The information we supply is believed to be accurate and reliable as of publication and/or updating, however, we assume no responsibility for its use. While we provide application assistance personally through our literature and the website, it is up to customers to determine the suitability of the product in their applications 2 March 2009

3 Industrial Sub-vertical Strategy Focus OEMs Customer s Desired Outcome Focus Products (products in grey are also applicable) HVACR Energy efficient heating & cooling MICRO SWITCH Basic Switches Pressure Switches Hall-effect Sensors Temperature Probes Thermostats Valves Accurate valve position to enable accurate monitoring & flow control for smooth, efficient system operation MICRO SWITCH Basic Switches Magnetic Hall-effect Sensors Speed Sensors MICRO SWITCH Hazardous Location Switches Current Sensors Humidity Sensors Pressure Sensors Airflow Sensors MICRO SWITCH Limit Switches SMART Position Sensors Pressure Sensors Speed Sensors Elevators and Lifts Safe, smooth, and reliable operation Low installation cost Aesthetically pleasing MICRO SWITCH Limit Switches SMART Position Sensors Thermostats Current Sensors Load Cells Infrared Motion Detectors Hall-effect Sensors Speed Sensors Temperature Probes Power Relays Air compressors Durable, safe, cost-effective air supply to power pneumatic tools Thermostats Hour Meters MICRO SWITCH Basic Switches Pressure Switches Hall-effect Sensors Humidity Sensors Conveyors Smooth, safe operations in manufacturing &/or hazardous environments MICRO SWITCH Limit Switches MICRO SWITCH Safety Switches MICRO SWITCH Hazardous Location Switches 3 March 2009

4 Customer Segments & Sales Opportunity Ranking Customer Segment Risk Mitigators Cost Optimizers Performers Listen for Keywords: Sensor = safety blanket Sensor = money saver Sensor = money maker Reduce risks, use minimum sensors required, meet compliance need, reduce liability and warranty claims Reduce total cost of ownership, system cost, value product, cost-driven, commodity product Innovation, technology leader, premium product, high performance, high reliability Willingness to Pay: Lo Hi Sales Opportunity Ranking HVAC&R Residential Industrial Conveyors Elevators Valves Air compressors 4 March 2009

5 HVAC&R: Heating, Ventilation, Air Conditioning & Refrigeration Copyright 2009 Honeywell International Inc. All rights reserved.

6 HVAC&R for Ind. Heating/Cooling Industry Overview Potential Customer Applications Static pressure in duct or room applications Variable air volume (VAV) system control Wall thermostats and wireless outdoor sensors Door interlocks and clogged filters in air cleaners Temperature controllers fan and blower controls, thermowells Boiler temperature safety limit control; boiler pressure monitoring Burner combustion gas monitoring/control Gas valves Actuators (vent dampers or direct-coupled) Back pressure monitoring Potential Sensor and Switch Applications Pressure or airflow sensors to monitor airflow Commercial Solid State sensors for brushless dc motors Humidity sensors for thermostats, humidifiers, de-humidifiers Temp sensors or bi-metal thermostats for water heaters Temp sensors, probes, or basic switches for temp controllers including pipe sensors, thermowells, remote bulbs Pressure switch for pressure monitoring Limit and Basic switches for damper position & back pressure monitoring Customer Needs Reliability and safety Energy efficiency Compliance with ANSI, AGA (American Gas Association) Low total installed cost Accuracy and long life Wireless capabilities Honeywell Value Propositions Ability to detect flow at very low pressure level (2 inch H 2 O or less) (Competitive Advantage) Customizable packaging (housing, port configuration, mounting, media compatibility) Providing enhanced quality and reliability (< 100 ppm) Providing stable output over all environmental conditions Offers pressure, air flow, temperature, humidity sensors, and pressure, limit and basic switches Success Stories Sensor: Customer required a fire and smoke damper control for actuators. Because of high-temperature requirements, they chose Honeywell s Halleffect sensor that operates up to 150 C. Additionally, the VAV controller used our airflow sensors. Switch: HVAC pressure switch control manufacturer needed strict reliability and low hysteresis switches, meeting very tight specifications with low operating force. Provided custom BZ series basic switch (as only company to meet specs). Successful Selling Tactics Potential customers: These customers usually are willing to pay a higher price for performance, but they have lower volumes Need to detect low pressure level for airflow (2 inch H 2 O or less) HVAC control and equipment manufacturers Manufacturers of humidifiers or de-humidifiers, boilers Selling tactics: Emphasize reliability and performance (accuracy, stability, repeatability, survives extreme environments) Stress our delivery capability (6~8 weeks for most products, 4 weeks for some switches) Offer customization, such as pressure ranges or packaging 6 March 2009

7 HVAC&R for Residential Heating/Cooling Industry Overview (Lower Priority) Potential Customer Applications Wall thermostats/humidistats and wireless outdoor sensors Temperature controllers fan and blower controls, remote, thermowells temperature sensors, controls for water heaters Airflow monitoring/detection Hydronic heating controls Basics or temperature, boilers Humidifiers and de-humidifiers Brushless dc motors Boiler pressure monitoring Potential Sensor and Switch Applications Airflow sensors to adjust airflow into rooms Pressure sensors to monitor air flow Humidity sensors for thermostats, humidifiers, de-humidifiers Temp sensors or bi-metal thermostats for water heaters Temp sensors, probes, or basic switches for temp controllers Magnetic/Hall-effect sensors for brushless dc motors Pressure switches for boiler pressure monitoring Basic switches for airflow detection Basic switches for pressure switch manufacturers Basic and limit switches for damper control Customer Needs Energy efficiency Low power for battery operation for wireless or remote sensors Quieter operation Small size High accuracy Wireless capabilities 7 March 2009 Honeywell Value Propositions Ability to detect flow at very low pressure level (2 inch H 2 O or less) (Competitive Advantage) Customizable packaging (housing, port configurations, mounting and media compatibility) Providing enhanced quality, accuracy and reliability (< 100 ppm) Providing stable output over all environmental conditions Pressure, airflow, temp, humidity sensors and pressure, basic switches Success Story Customer needed a reliable, stable, accurate low-cost solution to reduce brushless dc motor vibration and provide low audible noises. The SS40A Magnetic Hall-effect sensors provided the accuracy and performance required by the customer. Honeywell was selected as the sole supplier because our sensor was more accurate at higher temperatures and we met the cost objective. Successful Selling Tactics Potential customers: These sensor customers have very low price points but high volumes They are typically risk mitigators who d choose the sensor with low cost Only approach accounts who need to detect low pressure level for airflow-- 2 inch H 2 O or less HVAC control/humidifier/dehumidifier, boiler equip manufacturers, brushless dc motors Selling tactics: Emphasize how the sensor performance improves Indoor air quality and home comfort and reliability and durability Align closely with PLM s to make sure we can supply a competitively priced sensor or switch Stress our delivery capability (6~8 weeks for most products) Offer customization, such as pressure ranges or packaging

8 Potential Sensor Solutions for HVAC 8 March 2009

9 Potential HVAC Sensing Applications Temperature locations Room/space temperature Duct temperatures: mixed air, discharge air, hot/cold deck, return air Outdoor temperature: control point reset, open loop enable Water temperature: immersion sensors, distribution, boiler water, chiller/tower water loops Humidity locations Room/space humidity levels Air duct: return air, discharge high limit Outdoor humidity: OA/RA enthalpy comparison, dew point Pressure locations Air duct static and velocity pressures Differential air pressure across fans, filters, etc. Differential water pressure in pumping and distribution systems Flow sensing Air flow status, variable fan modulation GPM status, variable pump modulation Current and voltage Energy management; amp draw status, KW consumption 9 March 2009

10 Airflow Sensors for Industrial HVAC that need (problem to be solved) SEGMENT: Industrial HVAC POTENTIAL APPLICATIONS: VAV controllers to adjust airflow into rooms Airflow Sensors AWM Series Reduces downtime in many demanding operations Provides enhanced sensitivity Provides enhanced accuracy and repeatability Reliable Sensitive Accurate HONEYWELL DELIVERS BY providing enhanced quality and reliability (<100 ppm) detecting flow at ultra-low pressure ranges (1 in H2O) providing accurate, repeatable measurement of the flow rate over time Reduces system size and weight Easy to use providing an airflow sensor in a small package Success Story: Industrial HVAC manufacturer needed an accurate, low-cost way to monitor airflow pressure across a damper in their Variable Air Volume controllers to control airflow. The AWM Series accurately met the customer s measurement functions at an affordable cost. 10

11 that need (problem to be solved) provides Humidity Sensors for Industrial HVAC SEGMENT: Industrial HVAC (customers who can use analog sensors, who are quality conscious and who do not mind 5V output) POTENTIAL APPLICATIONS: Air conditioning, air movement systems, thermostats, humidifiers and dehumidifiers, humidistats, enthalpy sensing tight system control of humidity Humidity Sensors HIH-40xx Series, HCH-1000 Series Prolongs maximum system life Provides enhanced accuracy/response time Reliable Accurate HONEYWELL DELIVERS BY providing reliable, stable output over many demanding environmental conditions allowing for tight system control of humidity, even in many condensing environments Competitive differentiation Allows for application flexibility Flexible designing a sensor with a small housing profile Allows for use in low-current-drain, batteryoperated systems Allows for use in automated, high-volume, lower-cost pick-and-place manufacturing Cost-effective Durable utilizing a low current draw offering a superior sensor utilizing surface mount device (SMD) packaging on tape and reel Provides resistance to condensation and providing multi-layer construction and a hydrophobic contaminants filter Success Story: Industrial HVAC manufacturer needed a highly accurate, reliable and cost-effective humidity sensor for its commercial thermostats. Honeywell s HIH featuring custom leadwire bend/die orientation provided optimal airflow exposure, and was calibrated to provide accuracy within ±3%. The product met the customer s accuracy and reliability requirements in tape and reel packaging that lowered manufacturing costs. 11 March 2009

12 Magnetic/Hall Sensors for Industrial HVAC that need (problem to be solved) provides SEGMENT: Industrial HVAC POTENTIAL APPLICATIONS: Air conditioning fan systems for brushless dc motors high-speed, extended life sensors Magnetic Sensors First Level Hall-effect SS41A, SS40A, SS41 Enables low audible noises and reduces motor vibration Quiet HONEYWELL DELIVERS BY providing industry-leading sensor output stability and accuracy for smooth motor control Competitive differentiation Reduces replacement costs Cost-effective providing a robust and durable design Allows for compact designs and automated, lower-cost assemblies Provides circuit protection Enhances energy efficiency Safe Efficient Provides proper fan function Effective Enables extended sensing range Accurate designing a small sensor utilizing reverse voltage/polarity protection consuming less power providing thermally balanced integrated circuit accurate over full temperature range providing enhanced accuracy and linearity over span of 0 V to 5 V output Success Story: Customer needed a reliable, stable, accurate low-cost solution to reduce motor vibration and provide low audible noises. The SS40A provided the accuracy and performance required by the customer. Honeywell was selected as the sole supplier because our sensor was more accurate at higher temperatures and we met the cost objective. 12 March 2009

13 Magnetic/Hall Sensors for Industrial HVAC (Next Gen) that need (problem to be solved) provides SEGMENT: Industrial HVAC (APAC customer-specific applications) POTENTIAL APPLICATIONS: Brushless dc motors, PG motors high-speed, extended life sensors Magnetic Sensors First Level Hall-effect SS300 Series (SOT 23), Low Cost Bipolar, Unipolar HONEYWELL DELIVERS BY Competitive differentiation Provides a low-cost solution designing/manufacturing for cost competitiveness Cost-effective Reduces replacement costs providing a robust and durable design Allows for automated, lower-cost assembly providing a smaller leaded package Small Allows more features on PCB and reduces designing a sensor with a 60% smaller footprint end-product demission, resulting in less space and material Quiet Enables low audible noises and reduces motor vibration Allows for the use of cheaper and/or stronger magnets while extending sensing distance Economical providing enhanced sensor accuracy output for smooth motor control providing enhanced sensitivity and flexibility with low-gauss magnetic field 13 March 2009

14 MICRO SWITCH Premium Basic Switches for HVAC that need (problem to be solved) SEGMENTS: HVAC residential and commercial POTENTIAL APPLICATIONS: Boiler and Damper control (High cost of failure) to measure and control boiler and damper functions: - Shut down power to boiler heater at set point, allow for manual reset - Cycle boiler on/off to control boiler temperature - Used inside pressure switches to monitor boiler exhaust provides MICRO SWITCH Premium Basic Switches V7, BZ and SX/SM Series Dependability: keep service calls down Tight hysteresis: customer comfort Superior performance in high cost of failure applications Easy to install: lowers overall costs Global purchasing / global availability On-time delivery Safe Reliable Quality Custom Global HONEYWELL DELIVERS BY reliable switch performance Tested to minimum 100,000 cycles tight hysteresis Less than 1mil plunger travel easy to install V-series with push-in terminals BZ option for push-on or screw terminals broad & deep array of product options Options for circuitry, wide selection of actuator styles, connection types, etc. global agency approvals UL, CSA, CE, CCC pending global manufacturing locations UK, USA, & China Competitive differentiation 14 March 2009

15 Pressure Switches for Industrial/Residential Boilers that need (problem to be solved) SEGMENT: Industrial Water heaters and boilers POTENTIAL APPLICATIONS: Residential and commercial water heater/boilers systems pressure control of steam in boilers Pressure Switch 5000 Series provides Provides enhanced end user safety Helps reduce potential liability associated with safety applications (e.g., pressure detection) Provides ability to customize to needs Improves system operation efficiency Provides a cost-effective solution for system manufacturers Safe Reliable Flexible Efficient Cost-effective HONEYWELL DELIVERS BY providing over-pressure protection providing enhanced reliability and quality offering standard mounting configurations and broad set points accurately controlling and monitoring pressure offering a simplified platform configuration Success Story: Residential boiler manufacturer required a pressure switch to monitor steam pressure to prevent a potentially explosive situation. Honeywell provided a customized configuration with a special diaphragm to accommodate the specific pressure environment. 15 March 2009

16 that need (problem to be solved) provides Temperature Probes for Industrial HVAC SEGMENT: Industrial HVAC POTENTIAL APPLICATIONS: Water heater/boiler temp controllers; compressor temp monitoring; air temp sensing for enthalpy sensors and thermostat control air, surface and immersion temperature sensing Temperature Probes 5xx Series, 6655 Series, ES-110, ES-120 Series Allows for greater application flexibility Flexible HONEYWELL DELIVERS BY offering customized packaging PRODUCT FOCUS Competitive differentiation Reduces the cost of the total solution Cost effective offering a variety of packages, R-T curves, termination styles and housing materials Promotes maximum system life and up-time Reliable Allows for tight system control of temperature Accurate providing reliable and stable output over many demanding environmental conditions providing enhanced accuracy and response time Reduces or eliminates calibration in the customer s manufacturing process 16 March 2009 Efficient providing excellent interchangeability Success Story: Customer needed low-cost thermistor probes that were highly sensitive, had a fast response time, in a customized package for residential water boilers currently using electronic heater controls. The ES120 was customized by providing a customer-specific nylon housing color for assembly purposes; 6655 used the same mounting footprint and termination as a thermostat switch to match customer s legacy control unit interface. Products were easily integrated into the control unit and assembly processes Series Product Focus: Visit the AD/Rep Portal in the Industrial Sales Focus Folder for New Materials

17 Temperature Probes for Industrial Ranges that need (problem to be solved) SEGMENT: Industrial Ranges POTENTIAL APPLICATIONS: Oven temperature control of high performance/high capacity ovens for commercial and residential use air, surface and immersion temperature sensing Temperature Probes 5xx Series, ES-110, ES-120 Series provides Allows for greater application flexibility Flexible HONEYWELL DELIVERS BY offering customized packaging Competitive differentiation Reduces the cost of the total solution Cost effective Promotes maximum system life and uptime Reliable offering a wide variety of packages, R-T curves, termination styles and housing materials providing reliable and stable output over many demanding environmental conditions Allows for tight system-oven temperature control for precision and fast cooking Accurate providing enhanced accuracy and response time Reduces or eliminates calibration in the customer s manufacturing process Efficient providing excellent interchangeability 17 March 2009

18 Thermostats for Industrial Heater/Boilers that need (problem to be solved) provides SEGMENT: Industrial Water heaters and boilers POTENTIAL APPLICATIONS: Residential and commercial water heater/boilers temperature control, temperature over-protection and flame protection Thermostats 245x Series Provides enhanced end user safety Safe HONEYWELL DELIVERS BY providing over-temperature protection PRODUCT FOCUS Competitive differentiation Helps reduce potential liability associated with safety applications (e.g., flame detection) Provides ability to customize to needs Improves system operation efficiency Provides a cost-effective solution for system manufacturers Eases system qualification Reliable Flexible Efficient Cost-effective Simple providing enhanced reliability and quality offering standard mounting configurations and broad temperature and tolerance ranges accurately controlling and monitoring temperature offering a simplified platform configuration and emerging-region manufacturing meeting UL regulatory requirements Success Story: Industrial heater/boiler manufacturer required a temperature switching device to detect flame under the water heater so as to quickly turn off the gas flow to prevent a potentially explosive situation. Honeywell developed a custom configuration with a unique mounting stud. Thermostats Product Focus: Visit the AD/Rep Portal in the Industrial Sales Focus Folder for New Materials 18 March 2009

19 that need (problem to be solved) provides Thermostats for Industrial Waste Oil Heating SEGMENT: Industrial waste oil heating POTENTIAL APPLICATIONS: Waste oil heating systems temperature control and over-temperature circuit protection Thermostats 245x Series, 30xx Series Enhanced end user safety Safe HONEYWELL DELIVERS BY providing over-temperature protection PRODUCT FOCUS Competitive differentiation Flexibility in system design Improves system operation efficiency Easier system qualification Flexible Efficient Simple offering standard mounting configurations and an expansive temperature/tolerance range accurately controlling/monitoring temperature meeting UL regulatory requirements Helps minimize warranty and repair costs Reliable providing enhanced reliability and quality Success Story: Industrial waste oil heating customer required a temperature switching device to detect heater over-temperature conditions and remove power before the unit overheated and potentially caught fire. Honeywell s thermostat provided numerous mounting configurations and temperature options, providing the customer with a thermostat that could switch power off at the desired temperature, and fit within the application. Thermostats Product Focus: Visit the AD/Rep Portal in the Industrial Sales Focus Folder for New Materials 19 March 2009

20 Refrigeration Industry Overview Potential Customer Applications Transport /container refrigeration systems Bulk stationary refrigeration equipment (including compressor motors or pumps) Potential Sensor Applications Humidity sensors for thermostat and fan control Temperature probes for thermostat control, refrigerant, and compressor temperature monitoring Airflow sensors to monitor airflow in retail freezer Pressure sensors to monitor refrigerant back pressure to control unit Customer Needs Energy efficiency Low total installed cost High system accuracy and stability to ensure tight control of temperature and humidity over life of application Reliability Low maintenance Systems going green Honeywell Value Propositions Customizable packaging (housing material/style, mounting, media compatibility, termination) Ability to match customer specific or industry-standard resistance-temperature (R/T) curves Providing enhanced precision and stability (± 0.2 C) Enhanced reliability over many environmental conditions Success Story Customer needed reliable, stable, accurate and cost competitive probes in a variety of customized packaging configurations for use in monitoring and controller refrigerant and compressor temperatures, as well as for thermostat control. Our 500 Series temperature probes provided the accuracy, stability and performance required at the desired cost. Successful Selling Tactics Key customers: Manufacturers of commercial and industrial refrigeration and freezer equipment and their subcontractors Selling tactics: Emphasize reliability and performance (accuracy, stability, repeatability, sensors for many extreme environments) For temperature sensors, offer the ability to customize the sensor packaging and R/T curve Build upon the success we ve already achieved in this field 20 March 2009

21 that need (problem to be solved) provides Humidity Sensors for Industrial Refrigeration SEGMENT: Industrial Refrigeration POTENTIAL APPLICATIONS: Bulk and transport refrigeration: thermostat control, air conditioning and air movement systems tight system control of humidity Humidity Sensors HIH-40xx Series, HCH-1000 Series Provides enhanced accuracy and enhanced response time Prolongs system life Reduces or eliminates calibration in the customer s manufacturing process Allows for application flexibility Flexible Allows for use in low-current-drain, batteryoperated systems Usable in automated, high-volume, lower-cost pick-and-place manufacturing Provides resistance to condensation and contaminants HONEYWELL DELIVERS BY Accurate allowing for tight system control to preserve perishable goods, even in many condensing environments Reliable providing reliable, stable output over many demanding conditions Efficient Cost-effective Durable providing excellent interchangeability designing a sensor with a small housing profile utilizing a low current draw offering a superior sensor utilizing surface mount device (SMD) packaging on tape and reel Competitive differentiation providing multi-layer construction and hydrophobic filter 21 March 2009

22 Temperature Probes for Industrial Refrigeration that need (problem to be solved) SEGMENT: Industrial Refrigeration POTENTIAL APPLICATIONS: Bulk and transport refrigeration: thermostat control, refrigerant temperature monitoring and compressor temperature monitoring air, surface and immersion temperature sensing Temperature Probes 5xx Series, ES-110, ES-120 Series provides Allows for greater application flexibility Flexible HONEYWELL DELIVERS BY offering customized packaging Competitive differentiation Reduces the cost of the total solution Cost effective offering a variety of packages, R-T curves, termination styles and housing materials Promotes maximum system life and up-time Reliable providing reliable and stable output over many demanding environmental conditions Allows for tight system control of temperature and preservation of perishable goods Reduces or eliminates calibration in the customer s manufacturing process Accurate Efficient providing enhanced accuracy and response time providing excellent interchangeability Success Story: Customer needed a variety of highly sensitive, accurate and stable NTC thermistor probes with fast response times for use in its transportation refrigeration unit thermostats, and to monitor compressor temperatures to help guard against system over-temp failures and maximize system up-time. The 500 Series met the customer s mounting, packaging, termination, flexibility, accuracy and reliability needs. 22 March 2009

23 Valves and Flow Meters Copyright 2009 Honeywell International Inc. All rights reserved.

24 Valves and Flow Meters Industry Overview Potential Customer Applications Oil & gas refineries valves and flow meters Chemical plants Water treatment products and systems Food & beverage systems Potential Sensor/Switch Applications Position sensors for hydraulic cylinders and precise hydraulic valves Pressure sensors for hydraulic valves, flow meters, or pressure transmitters Media-isolated pressure sensors for hydraulic applications in most harsh environments (shock, vibration, temperature) Limit switches for valve position indication SMART Position sensors for valve position control Speed sensors for flow monitoring in flow meters Customer Needs Durability and reliability of the sensors to reduce the cost of replacement Precision and accuracy for position and speed detection Smaller package size to embed into hydraulic valves Honeywell Value Propositions Accurate control of position Reduce the overall system and setup cost Durability with non-contact solution (reduces wear and tear) Provides enhanced reliability, minimizes down time, improves robustness in most harsh environments Success Stories Industry-leading valve manufacturer needed to sense its valve position to improve process control and reduce the overall system and set-up costs. We worked with the customer to develop the SMART Position sensor. Our solution provided accurate closedloop control, reduced the valve set-up time by over 50%, increased the reliability through a non-contact design and provided actionable information feedback through an on-board ASIC. Successful Selling Tactics Key customers: Regional play with many manufacturers in LA and TX Valve manufacturers who are more technology-driven Selling tactics: Honeywell customized sensor solutions could help valve manufacturers design differentiating products and gain competitive advantages that are hard to replicate by low-cost competitors 24 March 2009

25 Potential Solutions for Position Monitors 25 March 2009

26 Potential Solutions for Valves and Flow Meters 26 March 2009

27 Magnetic Sensors for Flow Control that need (problem to be solved) SEGMENT: Industrial Flow control and motion control POTENTIAL APPLICATIONS: Fluid flow control (e.g., water softeners, flow meter, valve/damper position); Variable Speed Drive for machine control; BDCM high-speed, extended life sensors Magnetic Sensors First Level Hall-effect SS40A, SS41, SS495A, 2SS52M, SS413A provides HONEYWELL DELIVERS BY Cost-effective Allows for automated, lower-cost assembly designing the sensor as a small surfacemount package Improves durability and reduces repair and maintenance costs Reliable providing a non-contact solution Competitive differentiation Provides enhanced temperature stability and accurate monitoring of flow rate Easily interfaces with many designs Enhances energy efficiency Stable, Accurate Flexible Energy efficient providing a wide temperature range with a proprietary integrated circuitry technology offering flexible sensor electrical input/output designing a product with low power consumption Success Story: Industrial flow and motion manufacturer needed a cost-effective, accurate, robust solution to monitor the flow rate in water softeners to efficiently schedule resign flush. Honeywell worked with their design team and determined our non-contacting 2-wire Hall was the best fit. Our product met their needs at their cost objective. 27 March 2009

28 that need (problem to be solved) provides MICRO SWITCH Basic Switches for Valves SEGMENT: Valve manufacturers POTENTIAL APPLICATION: Valves used in non-explosive environments such as waste water treatment plants or other factory applications to monitor the position of the handle (if switch is actuated or not) MICRO SWITCH Premium Large Basic (BZ Series) and Standard Subminiature (ZW Series) Basic Switches Dependability: keep service calls down Continuous position monitoring of valve or actuator Superior performance in high-cost-offailure applications Easy to install: lowers overall costs Global purchasing / global availability On-time delivery Quality Reliable Rugged Global HOW HONEYWELL DELIVERS reliable switch performance Tested to minimum 100,000 cycles broad & deep array of product options Options for circuitry, wide selection of actuator styles, connection types, etc. Sealed options available easy to install V-series with push-in terminals BZ option for push-on or screw terminals global agency approvals UL, CSA, CE, CCC pending global manufacturing locations UK, USA, & China Honeywell MICRO SWITCH expertise Over 75 years of superior performance Competitive differentiation 28 March 2009

29 that need (problem to be solved) provides MICRO SWITCH Hazardous Location Limit Switches for Valves SEGMENT: Valve manufacturers POTENTIAL APPLICATION: Valves in outdoor, above-ground, potentially explosive environments such as oil & gas, water treatment applications To monitor the position of the valve stem or actuator providing feedback for user to take action & prevent explosions in hazardous environments MICRO SWITCH Hazardous Location Switches - LSX, BX and CX Series Open/closed position monitoring of valve or actuator Superior performance for high cost-offailure applications in harsh environments Explosion proof Technical support: application and technical expertise Global purchasing / global availability On-time delivery Safe Reliable Rugged Global HOW HONEYWELL DELIVERS weather-sealed & durable Hermetically sealed switching elements available Silver/gold contacts for power duty/low energy loads Operating range from -25ºC to 85ºC explosion proof & weather-sealed Applicable portions of NEMA 7, 9 explosion proof; NEMA 1, 3, 4, 6, 13 sealing requirements Honeywell MICRO SWITCH expertise Over 75 years of superior performance broad range of sizes, orientation, electrical loads field-adjustable, continuous position monitoring 4 ma to 20 ma analog output (CX only) up to 4 modular & field adjustable switch elements global manufacturing and approvals UL, CSA, CE, ATEX, IECEx (CCC = LSX only) Competitive differentiation 29 March 2009

30 MICRO SWITCH Limit Switches for Valves that need (problem to be solved) SEGMENT: Valve Manufacturers POTENIAL APPLICATIONS: Valves used in non-explosive environments such as waste water treatment plants, power generation plant or other factory applications To monitor the position of the valve stem or actuator MICRO SWITCH Premium and Standard Limit Switches HDLS (premium), GL (standard) Series provides Dependability: minimize service calls Open/closed position monitoring of valve or actuator Superior performance in high-cost-offailure applications in harsh environments Easy to install: lowers overall costs Technical support: application and technical expertise Global purchasing / global availability On-time, quick delivery Reliable Quality Custom Global HONEYWELL DELIVERS BY reliable switch performance environmental sealing NEMA 4, NEMA 4x, exceeds IP67 broad & deep array of product options Options for plastic to metal housings, circuitry, wide selection of actuator styles, etc. Honeywell MICRO SWITCH expertise Over 75 years of superior performance rapid customization Modular design; Custom product in off-theshelf time global agency approvals UL, CSA, CE, CCC pending global manufacturing locations UK, USA, & China Competitive differentiation 30 March 2009

31 SMART Position Sensors for Flow Control that need (problem to be solved) SEGMENT: Industrial Flow control for food & beverage, PetroChem, chemical, oil/gas POTENTIAL APPLICATIONS: Valve position for feedback and control accurate position control of the valves SMART Position Sensors Public launch: July 2009 provides HONEYWELL DELIVERS BY Reduces valve set-up time by 33% Efficient providing one sensor that can control flow rate by controlling valve position rather than using 100~200 valves throughout the plant Reduces cost; increases standardization Economical by 90% enabling elimination of sensor/switch components Provides accuracy up to 0.05% of fullscale Closed-loop safety feedback Accurate Safe Improves reliability; minimizes downtime Reliable Robustness in specified harsh environment Robust the patented combination of magneto-resistive, ASIC an on-board ASIC that provides signal processing and communication with customers integrated control units simple non-contact solution and minimal wear and tear flexible and protective packaging SNEAK PEAK Competitive differentiation Success Story: Flow control manufacturer needed to sense its valve position to improve process control and reduce overall system and set-up costs. We worked with the customer to develop this new sensor. Our solution provided accurate closed-loop control and reduced valve set-up time by over 50%, and increased reliability through a non-contact design that provided actionable information feedback through on-board ASIC. 31 March 2009

32 Speed Sensors for Flow Control that need (problem to be solved) SEGMENT: Industrial Oil and gas POTENTIAL APPLICATIONS: Oil and gas flow meters (some require explosion-proof packaging) reliable and accurate monitoring of oil and gas flow Speed Sensors 3000 Series VRS sensors including hazardous location versions; LCZ Hall sensors provides HONEYWELL DELIVERS BY Provides application assistance Knowledgeable manufacturing electronic speed sensors for engine control applications for 25 years Competitive differentiation Provides reliable information for flow control in the pipeline Signals the control system to take contingency actions if there is a failure in the system Reliable Safe providing enhanced reliability and monitoring of the oil and gas flow providing fail-safe and diagnostics functions (variable reluctance technology) 32 March 2009

33 Elevators Copyright 2009 Honeywell International Inc. All rights reserved.

34 Elevators Industry Overview Potential Customer Applications Residential, commercial and freight elevators Two types: Hydraulics, rope-geared Wheelchair lifts for homes and vehicles Potential Sensor/Switch Applications Linear position or SMART Position sensors for accurate floor position control and deceleration/acceleration control Hall-effect sensors for door position monitoring and magnet coding for floor identification Limit switches to control the elevator car movement Thermal switches, temperature probes and humidity sensors to protect motors and sensitive circuitry from dangerous temperature and humidity increases Current sensors for very fine motor control Speed sensors for elevator speed monitoring Force sensors and load cells to measure the loading prior to starting to minimize potential damage to the drive mechanism Customer Needs Easy to install, and takes less time Reduced cost of failure/maintenance Reduced cost of components Improved passenger safety with accurate floor positioning (better leveling to prevent tripping) Durability (lasting up to 20 years) Reliability Regulations: North America (safety) CSA or UL; Europe - focus on performance Aesthetics fewer wires and connections Honeywell Value Propositions Durability: non-contact solution (reduces wear and tear) Reliability: long track record in demanding applications Ease of installation: reduce sensors and installation time Aesthetics: reduce wires and connections Superior performance in many harsh environments Global sourcing, global support Success Stories There has been a successful focus HitTeam effort in 2003 to focus on all elevator companies. Dirk Fokkens in Ymatron is an expert in this field. Successful Selling Tactics Key customers: For the SMART Position sensor, focus on commercial elevator manufacturers because cost reduction is a major driver For switches, focus on residential and commercial elevators, also wheelchair lifts for vehicles and homes Selling tactics: Emphasize SMART Position sensor s benefits: knowing the exact location even when the power is out, durability, non-contact (reduces wear and tear) Emphasize Honeywell s wide range of sensor solutions Cost of Failure calculations may illustrate need for Premium switch components and minimize price resistance 34 March 2009

35 Potential Sensor Solutions for Elevators 35 March 2009

36 MICRO SWITCH Limit Switch for Elevators For (target customer) that need (problem to be solved) SEGMENTS: Residential and commercial elevators POTENTIAL APPLICATIONS: Door interlock (residential), buffer system (commercial elevators), floor position, top stop/bottom stop (residential) to detect, signal, and/or control the position of elevator components MICRO SWITCH Standard Limit Switch - GLS Global Series provides HONEYWELL DELIVERS BY Competitive differentiation Dependability: maximize long-term use Safe switch performance Positive opening, normally closed contacts Safety Reliable environmental sealing IP66/67, NEMA 4 Global package size Reliability: maximize electrical life Global purchasing / global availability On-time delivery Quality Custom Global compact housing Meets EN50041 standard for compact switches broad & deep array of product options Options for plastic to metal housings, circuitry, wide selection of actuator styles, connection types, etc. global agency approvals UL, CSA, CE, CCC pending Honeywell MICRO SWITCH expertise Over 75 years of superior performance global manufacturing locations 36 March 2009

37 SMART Position Sensors for Elevators that need (problem to be solved) SEGMENT: Industrial, Aerospace Motion control for elevators POTENTIAL APPLICATION: Elevator level position Accurate position control of the movement SNEAK PEEK SMART Position Sensors (Public launch: July 2009) Indicates which floor the elevator is on even during a power outage Safety HONEYWELL DELIVERS BY allowing absolute position sensing without resetting due to the patented ASIC technology that doesn t lose count in the event of a power outage Competitive differentiation Reduces overall system cost Economical providing a simple design and reducing component count Enhanced flexibility in mounting locations Improves reliability and minimizes down time; enhanced durability for 10~25 years Provides robustness in many harsh environments; withstands a wide temperature range [ -50 ºC to 150 ºC/-58 F to 302 F] Flexible Reliable Robust offering a sensor array that can be mounted anywhere vs. LVDT and MR sensors providing a simple, non-contact solution and minimal wear and tear providing flexible and protective packaging Success Story: Elevator company wants to replace existing solution with SMART Position sensor because: (a) one sensor can replace two sensors; (b) meets regulation requirement of knowing exact position within two floors in the event of a power outage. 37 March 2009

38 Hall-Effect Sensors for Elevators that need (problem to be solved) SEGMENT: Industrial Motion control POTENTIAL APPLICATIONS: Proximity sensing, level detectors, shaft position to detect elevator door position and passenger safety protection Magnetic Sensors First Level Hall-effect SR3F-A1, SR4P2-A1 HONEYWELL DELIVERS BY Cost-effective Enables reduction of total system cost providing a cost-effective technology for position detection Competitive differentiation Improves durability and reduces repair and maintenance costs Stable magnetic solution with over 30 years of safety functionality Reliable Safe providing a non-contact solution providing a reliable and stable product and an IP67 upgrade with positive switching function for enhanced safety Easily interfaces and wires with many designs Flexible offering flexible sensor electrical input/output and full line of product offerings Success Story: Industrial elevator manufacturer needed a cost-effective, robust solution to monitor the closure of elevators doors. Honeywell worked with the customer s design team and determined that Honeywell s non-contacting 2 nd level Hall-effect SR4 MR base proximity sensor was the best fit. Honeywell s product met the customer s needs at their cost objective. 38 March 2009

39 Industrial Air Compressors Copyright 2009 Honeywell International Inc. All rights reserved.

40 Industrial Air Compressors Industry Overview Potential Customer Applications Air compressors for manufacturing, construction, chemical production, pneumatic power tools, oil and gas, food & beverage, medical equipment Potential Sensor/Switch Applications Humidity sensors for tight system control of humidity and dew point control Pressure sensor for fluid level indication in hydraulics Temperature probes for coolant, compressor and motor temperature Pressure switch to monitor oil pressure Hour meters to track equipment use Key switches to turn on/off Customer Needs Durability: people expect them to last for 50 years Quality and safety: ensure tank pressure does not exceed the maximum level required by law Energy efficiency Quieter operation Smaller size and utilize less floor space Rotary-type: simplicity and lower operating temperatures, allowing for continuous use Honeywell Value Propositions Enhanced reliability and quality Prevents water from getting in the compressed air line by providing enhanced accuracy and response time Enables maximum system life by providing stable output over most environmental conditions Allows system size reduction with small package size Provides resistance to condensation and contaminants with multi-layer construction and a hydrophobic filter Success Stories A custom, value-add basic switch program with an air compressor company on oil level sensing for air compressors. Successful Selling Tactics Key customers: Focus more on the cost optimizers who would like to reduce total system cost, and less time with the risk mitigators who are more price-sensitive Selling tactics: Limited presence in this segment Enhanced reliability, sealing, small package size and customization of our standard platforms will be key 40 March 2009

41 Potential Solutions for Industrial Air Compressors 41 March 2009

42 Hour Meters for Industrial Air Compressors that need (problem to be solved) provides SEGMENT: Industrial Machinery Air compressors POTENTIAL APPLICATION: Track equipment usage in many harsh factory or construction environments To maintain equipment at required intervals dc and ac Hour Meters Series (dc) and 20000Series (ac) Avoid equipment downtime Rugged HONEYWELL DELIVERS BY designed for many harsh environments: rugged housing & sealing IP65/66 Withstands temporary water immersion Competitive differentiation Avoid costly repairs high resistance to vibration and shock Maintain equipment warranty through usage tracking Reliable Accurate agency certification CE certification for Series UL certification for and Series accurate wide voltage range custom graphics available 42 March 2009

43 that need (problem to be solved) provides Key Switches for Industrial Air Compressors SEGMENT: Industrial Machinery Air compressors POTENTIAL APPLICATION: Track equipment usage in many harsh factory or construction environments to allow only authorized people to turn machine on/off Key Switches Consistent, reliable operation Rugged HONEYWELL DELIVERS BY designed for most harsh environments: rugged housing & sealing IP66 Withstands temporary water immersion high resistance to vibration and shock Competitive differentiation Operation only by authorized personnel Reliable Accurate Highly dependable performance Sliding contact-action design agency certification UL approvals 4-position key switch available for diesel applications Enable preheat of cylinders in cold temperatures 43 March 2009

44 Pressure Switches for Industrial Air Compressors that need (problem to be solved) provides SEGMENT: Industrial Machinery Air compressors POTENTIAL APPLICATION: Oil pressure To monitor oil pressure to minimize motor damage Pressure Switch 5000 Series Consistent performance in most harsh machine environments Consistent HOW HONEYWELL DELIVERS high repeatability & consistent performance even over extreme temperature range -40 ºF to 250 ºF Competitive differentiation Reliable Durability & long life Durable long life: 1 million on/off cycles 44 March 2009

45 Push-Pull Switches for Industrial Air Compressors that need (problem to be solved) provides SEGMENT: Industrial Machinery Air compressors POTENTIAL APPLICATION: dc-powered air compressors to enable quick power shut-off to pneumatic tools Push-Pull Switches HOW HONEYWELL DELIVERS Quick, reliable method to shut off power Safety designed for highly-dependable performance Heavy / precious metal contacts Sliding contact -action design Highly visible safety measure Reliability available with custom button colors 45 March 2009

46 Humidity Sensors for Industrial Air Compressors that need (problem to be solved) SEGMENT: Industrial Air compressors POTENTIAL APPLICATIONS: Rotary/screw-type compressors for pressurized air de-humidification and dew point control tight system control of humidity Humidity Sensors HIH-40xx Series, HCH-1000 Series provides Helps prevent water from getting in the compressed air line Helps to prolong maximum system life Accurate Reliable HONEYWELL DELIVERS BY providing enhanced accuracy and response time providing reliable and stable output over many demanding environmental conditions Competitive differentiation Reduces or eliminates calibration in the customer s manufacturing process Efficient providing excellent interchangeability Allows for application flexibility Allows for use in low-current-drain, batteryoperated systems Allows for use in automated, high-volume, lower-cost pick-and-place manufacturing Provides resistance to condensation and contaminants Flexible Cost-effective Durable designing a sensor with a small, space-saving housing profile utilizing a low current draw offering a superior sensor utilizing surface mount device (SMD) packaging on tape and reel providing multi-layer construction and a hydrophobic filter 46 March 2009

47 Temperature Probes for Industrial Air Compressors that need (problem to be solved) SEGMENT: Industrial Compressors POTENTIAL APPLICATIONS: Coolant, compressor/motor temperature monitoring air, surface and immersion temperature sensing Temperature Probes 5xx Series, ES-110, ES-120 Series provides Allows for greater application flexibility Flexible HONEYWELL DELIVERS BY offering customized packaging Competitive differentiation Reduces the cost of the total solution Cost effective Promotes maximum system life and uptime Allows for tight system monitoring of coolant and compressor temperature for optimal system performance and up-time Reduces or eliminates calibration in the customer s manufacturing process Reliable Accurate Efficient offering a wide variety of packages, R-T curves, termination styles and housing materials providing reliable and stable output over many demanding environmental conditions providing enhanced accuracy and response time providing excellent interchangeability 47 March 2009

48 Conveyors 48 Copyright March Honeywell International Inc. All rights reserved.

49 Conveyors Industry Overview Potential Customer Applications Material handling conveyors in manufacturing, assembly, packaging, & processing industries such as oil & gas, mining, & grain handling Potential Sensor/Switch Applications Heavy duty limit switches to detect door and gate position Heavy duty limit switches to detect position of power transmission components Explosion-proof limit switches to detect door and gate position in many hazardous environments Safety switches to provide emergency-stop capability around conveyor perimeter Customer Needs Smooth, safe operation Reliable performance, even in demanding environments Minimize false alarms works right every time Easy to design-in Meet global standards: UL, CSA, CE, CCC Local support Honeywell Value Propositions Over 75 years MICROSWITCH experience Dependable Built for most demanding environments Rapid customization: variety of sizes, orientation & electrical loads available to suit many individual applications Meets global safety standards Honeywell brand is globally recognized & trusted Success Stories Belt conveyors in mining & cement factories: Honeywell Cable Pull Switches (CPS) preferred solution because they are environmentally sealed, rugged and since they provide a great span require less equipment & wiring Perimeter stop for large coating & drawing equipment: Honeywell s CPS products preferred because of long span, requiring less equipment & wiring by customer Successful Selling Tactics Key customers: Conveyor manufacturers Selling tactics: Focus on customers who want smooth operations, who value low cost of ownership Cost of failure calculations may clarify need for premium products 49 March 2009

50 Potential Solutions for Conveyors 50 March 2009