Learning, our way Daikin Europe, Consulting sales section1 Understanding Client’s Needs and best Daikin solution

Daikin Europe, Consulting sales section

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D a i k i n E u r o p e A c a d e m y

Learning, our way

Understanding Client’s Needsand best Daikin solution


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Purpose of Workshop

Land availablewith Building Idea !

Design TeamAppointed

Main BuilderAppointed

ConsultantSpecification

BuildingConceptReviews

NegotiateOrder with M & E

Contractor

Project Life Span – Concept to Order (1 month – 2 Years)

Specification Tender Stage


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Consultant Visit – Invitation

Tool Box•Splits•SKY•VRV•Chillers•Controls


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Preparation before the visit

•Plan your Visit and Technique•Collect Project Information•Identify Key Daikin Factors


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When you say *********** WHAT DO YOU MEAN ?

When you say High Level Interface what do you mean ?

When you say noise level is important what do you

mean ?

When you say Energy Efficiency what do you

mean ?

Avoid asking – Yes/No Questions

BE GENUINE AND SINCERE


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Specific needs

• Each building is different• The legislation varies from country to

country.• However, we may group common needs for:

– Office– Hotel– Shops– Residential


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Residences: specific needs

• Small capacity indoor units• Small ducted indoor units to

perfectly integrate in interior• Silent outdoor units especially

during night-time• Quick answer to demand• Small and simple refrigerant

piping• Simple remote control in each

room• Central control for total house• Single phase power supply


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Fresh-air legislation

Low energy consumption

Variable occupancy

Electronic devices

Easy to maintain

Office buildings: specific needsSame comfort all over the year

Flexible zoning

Independent metering of energy consumption


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Hotels: specific needs

Integrated in the interior design

No noise and draft

Connectable to Hotel BMS

Refrigerant legislation

Pleasant indoor environment

No temperature variations

Different solutions for rooms and public areas

Low operation costs


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Escalators

Air curtains

Special equipment for Food / wine storage

Shops: specific needs

Big variation of people occupancy

Fresh air legislation

Low energy consumption

Lights


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EXAMPLE

9 Storey office Building – Daikin Sales Engineer 1st Appointment

with Consultant Engineer


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Consultant Overview

• 30 years old building• Nine Floors• Refurbishment• Existing CW Central

System• Vacant Property• VRV Option ?


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Inside Building


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Key Information to Discuss

• Who will be occupying the building – One tenant or Multi Tenants ?• What is the planned floor zoning ?• Will the building be refurbished in stages ?• What are your time commitments for this project ?

• Are you considering VRV for this project ?• Is it possible to refurbish the existing Chiller Plant ?• If yes, are you considering Chilled Water Fan coils (2 pipe / 4 pipe)?• What model of fancoils (indoor units) are you thinking of?• How will the Fresh Air be treated ?• Are you considering a central BMS control systems?• Have you calculated Heat Loads?• Are the specification documents and drawings already available?


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Information required for VRV Proposal

FLOOR PLAN / HEAT LOADS / ZONING

9.2 kW

7.9 kW

7.4 kW

10.2 kW

8.2 kW

7.2 kW

7.2 kW

8.2 kW

7.5 kW

Sensible or Total Heat Loads !!!!!!


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Preference for Indoor Units ?

Ceiling Height – only 380mm


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Clarify Zoning of each Floor Level


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Heat Recovery – OPTION 1


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Heat Recovery – OPTION 2


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Heat Pump / 2 Pipe


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Pipe runs and Outdoor Unit Locations


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Units Located on Roof


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1st Refnet1st Refnet

100m length

40m length


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Control System

• Often avoided by new Sales Engineers• Recent Developments are not

understood by consultant• Requires practical application

knowledge• Can be the difference between winning

or loosing your project at tender stage


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Centralised Control

A/C side

What is purpose of centralised control?


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A/C side

COMMANDON-OFF

Status ON-OFF

Centralised Control


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Status Malfunction

A/C side

Code

Centralised Control


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A/C side

COMMAND MODE

STATUS MODE

Centralised Control

(Heating/cooling/Fan only)


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STATUS

Room Temperature

A/C side

COMMAND TEMPERATURE

SET

Centralised Control


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STATUS

AIR FLOW RATE

A/C side

COMMAND AIR FLOW

RATECentralised

Control


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A/C side

Remote Control

OperationCentralised

Control


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Power Proportional Distribution

Electricity

Consumption

Billing information

Electricity

Consumption

Electricity

Consumption

Electricity

Consumption


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Office buildings In Japan in 2000

0 5 10 15 20 25 30

VRV

Heat source Unit Pipe DuctVentilation Fire prevention Wire & Control others

5%

Initial cost 1000 yen/m2

VRV Controls impact on total price


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Salesman Checklist

• Have you understood the Project Concept?• Have you understood Consultant requests?• Have you got the drawings?• Have you got the Heat Loads?• Did you received enough elements to build the

Control Strategy?• Building Schedule• Project Leader / Key Persons• Preference for installation contractors• Next meeting schedule

• File all collected information


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Problem AreasProblem Areasor, “things to watch out for” when working a solutionor, “things to watch out for” when working a solution

• Poor Comfort• Bad zoning• Inappropriate capacity index• Wrong indoor units (draft or noise)• Oversize units• RA sensor position

• Price• Too many, or wrong indoor unit type.• Too many zones on heat recovery unit


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Reasons for losing a Daikin spec-in project

• Insufficient Budget (not qualified properly)• Budget over-run (poor design or estimating)• Poor relationships • Poor follow-up and planning• Service• Credit• Extended delivery periods

Documents

Learning, our way Daikin Europe, Consulting sales section1 Understanding Client’s Needs and best Daikin solution