PROXIMITY OR PROACTIVITY

C a r r i e r ® C O N N E C T,
B E C A U S E Y O U S H O U L D N O T H AV E T O C H O O S E .

Version 1.0
 CONFIDENTIAL & PROPRIETARY

BACKGROUND
Carrier CONNECT project

Statement
Develop and deploy a system for comprehensive HVAC Remote Monitoring solution
addressing
 Obsolescence of current solution
 Integration of new state-of-the art communication technologies
 Clarification of the value proposition to develop the service portfolio and
coordinated leverage of controls solutions

Milestones Sales launch

Needs identification Development

Business cases Implementation
Design

2012 2013 2014 Jan.2015

2
 CARRIER PRESENTS
Carrier® CONNECT

Carrier CONNECT enables Advanced monitoring service offer

customers to track and monitor
their HVAC system performance
and to take preventive and
corrective actions remotely

3
PROXIMITY & PROACTIVITY
Key Benefits
 PROXIMITY & PROACTIVITY
Easy access Efficient actions

Fully secure Optimized monitoring

Nearby Experts Strategic support

Keeping you close to your data and Expert analysis and advice as soon
to Carrier Experts as you need it

5
 PROXIMITY
Keeping you close to your data and to Carrier Experts

Easy access
& Fully secure
& Nearby Experts

Single point of Dedicated virtual Immediate notification

connection
Access to all your sites
at chiller or at chiller
plant level
network via dedicated
APN (Address Point
Pre-diagnostics by
Name)
Carrier Experts
No data from and to Machine back in
Internet operation more quickly

Access 24/7, 365 Resolution time

days a year from No extra telecom speed-up through
anywhere costs live data access

6
 PROACTIVITY
Expert analysis and advice as soon as you need it

Efficient & Optimized & Strategic

actions monitoring support

Continuous tracking Full range of Rationale to substantiate

Potential failure monitoring and investment decisions
identification support customization options
Equipment performance
Faster diagnostics sustainability
Shorter repair times
Diagnostics, analysis, Operating costs
recommendations optimization
Equipment availability
and reliability
Guidance for energy
Optimization of your optimization
Peace of mind equipment lifetime solutions

7
PROXIMITY & PROACTIVITY
Available for you
 CHOOSE YOUR LEVEL OF SERVICE

* Whenever metering equipment available on the installation 9

 TO MEET YOUR NEEDS

* Option to a Carrier service maintenance contract 10

 ANYTIME, ANYWHERE, FOR
ALL APPLICATIONS
Actionable reports
to support daily decision making

Industry Fact-based analysis Hotel

to guide you to the right investment

Live and accurate data

Green to optimize your resource allocation Healthcare
building

Charts and diagrams ready

Multi-
to report to your customers
Datacenter
residential

11
 CONFIDENTIAL & PROPRIETARY

PROXIMITY OR PROACTIVITY
C a r r i e r ® C O N N E C T,
B E C A U S E Y O U S H O U L D N O T H AV E T O C H O O S E .
 CONFIDENTIAL & PROPRIETARY

GO TO MARKET
 CONFIDENTIAL & PROPRIETARY

COMPREHENSIVE APPROACH
Use Carrier CONNECT offer as leverage for service agreement

SERVICE MAINTENANCE Carrier CONNECT

CONTRACT OPTION

Carrier CONNECT is an option of

a new or existing service maintenance contract

It’s not a standalone solution

14
 CONFIDENTIAL & PROPRIETARY

COMPREHENSIVE APPROACH
Use Carrier CONNECT offer as leverage for service agreement

SERVICE MAINTENANCE Carrier CONNECT OPTION

CONTRACT Service level

Little recommended
Standard Premium Infinite
Recommended
option option option
Highly recommended

Basic*

Advanced*

FPP*

* Depending on each country definition 15

 CONFIDENTIAL & PROPRIETARY

COMPREHENSIVE APPROACH
Differentiate the customer benefits by level of option

Carrier Experts
analysis of collected
information

Development of
improvement solution
for customer
equipment

Automated Carrier Expert

reports analysis
16
 CONFIDENTIAL & PROPRIETARY

COMPREHENSIVE APPROACH
Differentiate the customer benefits by level of option

17
 CONFIDENTIAL & PROPRIETARY

TARGET ALL OPPORTUNITIES

Don’t be shy: sell ! Every chiller can be connected

Configuration Solutions Sales package

Touch Pilot controller Option 298 Service maintenance contract with

New installed Carrier CONNECT option
Carrier chiller

Carrier CONNECT Box Carrier CONNECT Box +

Prodialog controller
Available at ERCD Service maintenance contract with
Carrier CONNECT option

3G CONNECT Box 3G CONNECT Box +

Touch Pilot controller
Soon available at ERCD Service maintenance contract with
(with BACnet IP option)
Carrier CONNECT option
Already installed
All generation of Carrier CONNECT Box +
Carrier chiller Carrier CONNECT Box
Carrier CCN chillers Available at ERCD Service maintenance contract with
(incl. Prodialog) Carrier CONNECT option

18
 CONFIDENTIAL & PROPRIETARY

TARGET ALL OPPORTUNITIES

Don’t be shy: sell ! Every system can be connected

Configuration Solutions Sales package

PlantCTRL CONNECT Box

No plant control (= upgrade to PlantCTRL with PlantCTRL CONNECT Box +
Or connection to Carrier Service maintenance contract with
Legacy plant control CONNECT ) Carrier CONNECT option
(CSM, CC6400, 3rd party) Soon available at ERCD

Chiller plant
Existing PlantCTRL 3G CONNECT Kit +
3G CONNECT Kit
Or Service maintenance contract with
Available at ERCD
Existing SIM Plant
Carrier CONNECT option
Manager

Other configuration Solutions exist

(e.g. Competitor chillers)
Contact your local technical experts to make a specific proposal to the customer

19
 CONFIDENTIAL & PROPRIETARY

TARGET ALL OPPORTUNITIES

Make a strategic deployment
Already installed Carrier chiller
New installed Carrier chiller

TELINK retrofits Prodialog chillers TouchPilot chillers

Contract obligations On purpose Core target

Why selling? Why selling? Why selling?

 Around 600 sites (mainly  Fight back, retention  Differentiation at new
NL, GE, SP) sales
 Customer specific needs,
 Obsolete software,  Warranty costs reduction
debugs
Analogue lines  Prepare service offer

How to sell? How to sell? How to sell?

 Analyze profitability of  Carrier CONNECT Box  Promote this options for
contract to determine  Combine with Controls one chiller per site at
- Relevance retrofit (PlantCTRL) new sales
- Retrofit at Carrier costs
or at customer cost
 Combine with Controls
retrofit (PlantCTRL)
20
 CONFIDENTIAL & PROPRIETARY

SELL OUR DIFFERENCE

You don’t sell a me-too service, you sell Carrier added value
Offer Comm. Similarities + / - vs Carrier CONNECT
- No Portal. One site = one specific point of
Trane Remote monitoring solution
Brochure connection via Internet
Intelligent Tiered offer
Website - No connection at chiller level - Add ‘l system
Services Linked to service contract
controller required
- Not available on all Daikin equipment
- No Portal. One site = one specific point of
Daikin DNSS Brochure connection via Internet
Remote monitoring solution
EcoSave Website - Only alarms are sent. No customer view
+ Daikin chiller linked to UK weather station for energy
savings
- No Portal. One site = one specific point of
York Simplicity connection via Internet
Leaflet
Controls Remote monitoring solution - Only alarms are sent. No customer view
Website
System
+ York offer completed by a GTB solution

- Only focus on datacenter

Climaveneta
Climacenter
Website Remote monitoring solution - No Portal. One site = one specific point of
connection via Internet

- Data record for 30 days

CIAT Included in
Remote monitoring solution - Offer similar up to Carrier CONNECT Standard
CIATM2M service
Linked to service contract option 26
Monitor + presentation
+ Service contract 2 years minimum
 CONFIDENTIAL & PROPRIETARY

SELL OUR DIFFERENCE

You don’t sell a me-too service, you sell Carrier added value

PROXIMITY & PROACTIVITY

Easy access Efficient actions

Fully secure Optimized monitoring

Nearby Experts Strategic support

Anytime, anywhere, for every business

32
 CONFIDENTIAL & PROPRIETARY

SELL OUR DIFFERENCE

Prepare the future and make prescription

Use Carrier CONNECT to create competitive advantage for

new equipment sales

Guidelines to give to consultants

Carrier CONNECT link

Enabling Carrier CONNECT services
One point of connection per site (single or multiple machine)
User web portal: one point of connection for all user sites
Remote graphical user interface for monitoring and diagnostic
Alarm notification
Trend logging
Automated operational reports

33
 CONFIDENTIAL & PROPRIETARY

ADAPT TO YOUR AUDIENCE

Consider the needs of every stakeholder present on-site
Healthcare Multi- Industry Green Datacenter Hotel
residential building

Reliability / Availability
Performance / Operating costs
Operating costs
Needs
Facility Managers
Efficiency / Ease of maintenance
Simplified reporting
Support for their own added value to their end-customer

Features Value for customers

Actionable reports Support daily decision making
Carrier Fact-Based analysis Guide the right investment
CONNECT Live and accurate data
Optimize resource allocation
Charts and diagrams
Report to their own customers

34
 CONFIDENTIAL & PROPRIETARY

ADAPT TO YOUR AUDIENCE

Choose the right differentiator by stakeholder
PROXIMITY
Keeping you close to your data and to Carrier Experts

Easy access
& Fully secure
& Nearby Experts

Single point of Dedicated virtual Immediate notification

connection
Access to all your sites
at chiller or at chiller
plant level
network via dedicated
APN (Address Point
Pre-diagnostics by
Name)
Carrier Experts
No data from and to Machine back in
Internet operation more quickly

Access 24/7, 365 Resolution time

days a year from No extra telecom speed-up through
anywhere costs live data access

35
 CONFIDENTIAL & PROPRIETARY

ADAPT TO YOUR AUDIENCE

Choose the right differentiator by stakeholder
PROACTIVITY
Expert analysis and advice as soon as you need it
Efficient & Optimized
monitoring
& Strategical
support
actions
Continuous tracking Full range of Rationale to substantiate
Potential failure monitoring and investment decisions
identification support customization options
Equipment performance
Faster diagnostics sustainability
Shorter repair times
Diagnostics, analysis, Operating costs
recommendations optimization
Equipment availability
and reliability
Guidance for energy
Optimization of your optimization
Peace of mind equipment lifetime solutions

36
 CONFIDENTIAL & PROPRIETARY

PUSH CARRIER CONNECT

A service growth initiative
Use a comprehensive approach
Use Carrier CONNECT offer as leverage for service agreement
Differentiate the customer benefits by levels of the option
Target all opportunities
Don’t be shy, sell…every chiller can be connected
Make a strategic deployment
Sell our difference
You don’t sell a me-too service, you sell a Carrier added value
Prepare the future and make prescription
Adapt to your audience
Consider the needs of every stakeholder present on-site
Choose the right differentiator by stakeholder
37
 CONFIDENTIAL & PROPRIETARY

FOCUS ON YOUR CUSTOMERS

Make this service offer grow, use material close to your hands
Sales Contract option
Brochure Static Demo
presentation agreement

Sales
Memo FAQ

38
 CONFIDENTIAL & PROPRIETARY

YOUR LOCAL CONTACTS

Central
Sales contact Technical contact
Jean-Christophe Jean-Christophe
+33 6 20 91 17 17 +33 6 20 91 17 17
Roehrig Roehrig
Elodie Le Crom +33 6 23 90 32 30 Julien Chessel +33 4 72 25 24 95

Country
Sales contact Technical contact
Name Phone Name Phone
Name Phone Name Phone
Name Phone Name Phone
Name Phone Name Phone
Name Phone Name Phone

39
 CONFIDENTIAL & PROPRIETARY

CARRIER CONNECT INSIGHT

Architecture and internal benefits
 CONFIDENTIAL & PROPRIETARY

ARCHITECTURE
 CONFIDENTIAL & PROPRIETARY

CENTRAL SYSTEM

Application servers

Servers located in
Montluel DMZ
Maintained by IT team
Standard IT processes
Security level medium

42
 CONFIDENTIAL & PROPRIETARY

CENTRAL SYSTEM

Data storage

SQL database server

Located in Montluel
connected to UTC LAN
Maintained by IT team
Standard IT processes
Security level High

43
 CONFIDENTIAL & PROPRIETARY

CONNECTION TO SITES

Chillers sites

Wireless connection (3G)

Dedicated APN
No connection from/to
Internet
No voice
Single and multiple
chillers
All generations

44
CONFIDENTIAL & PROPRIETARY

CUSTOMERS

Access from Internet

Dedicated web portal

https://cceur.carrier.com
Single point of connection
to all customer sites
User specific account
Password protected
No client application
required

45
APPLICATION
 CONFIDENTIAL & PROPRIETARY

CUSTOMER
Daily operation, alarm notification, reports

Daily operation & Alarming

& Reports

Dynamic graphic Receive alarms by Receive automated

emails (or SMS)
view reports via email
View Alarms history
log Generate reports on
purpose

Trend logs

47
 CONFIDENTIAL & PROPRIETARY

SERVICE TECH AND EXPERTS

Daily operation, alarm notification, reports

Remote
diagnostic
& Actions
& Site
configuration
Access to all Set actions on alarms Setup site specific
and events, set /
parameters reports on system
change trends
configuration

Force values

Modify and download

Extract data from
database graphic view and data
mapping
Analyse

48
 CONFIDENTIAL & PROPRIETARY

CARRIER CONNECT
Going forward
 CONFIDENTIAL & PROPRIETARY

CARRIER CONNECT
What’s next?
Technical Launch
second wave
IT PL FI SW PT

Advanced
Sales launch analytics

Technical Launch
first wave

TODAY June Sept. Dec.

2014 2016
March

50
50
 CONFIDENTIAL & PROPRIETARY

ADVANCED ANALYTICS
Automated diagnostics

Advanced alarm management

and energy performance
analytics on Carrier CONNECT
platform

Priorities
Alarm Mining
Trend Analysis
Optimum Maintenance

Automated
reports

Carrier experts
analysis

51
51
BACK-UP
 CONFIDENTIAL & PROPRIETARY

PRODUCTIVITY & EXPERTISE

Benefits to Carrier
 CONFIDENTIAL & PROPRIETARY

Productivity & Expertise

Reduced system
maintenance History logs

Standard tools Reports

Automated
Ease of access Diagnostics

54
 CONFIDENTIAL & PROPRIETARY

PRODUCTIVITY
Optimize Carrier Experts skills and time

Reduced
maintenance
& Standard tools
& Ease of access

Remove IT/LAN Supports Web Server, Portal access using MS-

BACnet technologies
maintenance load Windows user and
from country Avoids password
service teams interdependency with
competition Sites sorted by
Limit technical country / area for
Provide same interface
support needs as for field installed faster access
Comply with UTC IT Controls to simplify Same features for
security rules approach and reduce Service Team from
training
Optimize LAN and office or from outside
Direct access to CCN (using token)
servers hardware tables (from version 6.5)
expenditures

55
 CONFIDENTIAL & PROPRIETARY

EXPERTISE
Comprehensive and documented information collection and
storage
History logs & Reports
& Automated
Diagnostics

2 years data storage Analysis, diagnostics Database accessible

& consulting by Carrier for future data mining
Trends and alarms
experts and diagnostic
history logs
Year-on-year applications
Alternative to DCT
benchmarking
Comprehensive
statistics
Performance
improvement,
proactive action and
maintenance scheme
planning

56
ADVANCED ANALYTICS
 CONFIDENTIAL & PROPRIETARY

ADVANCED CARRIER CONNECT

Advanced Analytics
Pilot advanced alarm management and energy performance analytics on Carrier
CONNECT platform for European chillers to support new service offering for Carrier
Objective
Develop 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.

Priority 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.

58
58