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Danfoss Drives A/S

Selling against the Competition


Danfoss Drives A/S

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Competitive Products

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VLT

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VLT

28

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Danfoss

New

Danfoss

Old ABB

Cutler

Hammer

Schneider Siemens Rockwell Lenze

AC Tech

SEW Yaskawa

AC

S3

50


Danfoss Drives A/S

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FC301 Competitors

The following drives compete with the VLT AutomationDrive FC301:

• Danfoss VLT 5000P Series.

• Rockwell PowerFlex 70 and 700.

• Yaskawa F7 Series.

• Siemens MM-440 Series.

• ABB ACS 550 Series.

• Schneider Altivar 58 TRX Series.


Danfoss Drives A/S

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FC302 Competitors

The following drives compete with the VLT AutomationDrive FC302:

• Danfoss VLT 5000F Series.

• Rockwell PowerFlex 700 and 700S.

• Yaskawa G7 Series.

• Siemens MasterDrive Series.

• ABB ACS 800 Series.

• Schneider Altivar 71 Series.


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FC301 Key Feature Comparison

• Power Range – no 600V, limited power range.

• Cable distances – some longer, but in keeping with our competition. (Care should be taken on this point when replacing a VLT 5000.)

• Torque output – 160% for one minute better than most of the competition.

• Output Switching – remains a distinguishing feature of Danfoss drives.

• DC Link Reactors – becoming more common among our competitors.


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• Keypad

• On-board parameter help – Most do not provide this.

• Language support – Danfoss is very strong with 28. Most of our competitors support 7.

• Allow monitoring 6 variables at once.

• Keeps track of parameter changes

• Serial Communication

• The only drive with a USB port

• Support of only key fieldbuses (initially).

• I/O – comparable. The majority have add-on options. (1 relay

output).


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• I/O – comparable. The majority have add-on options. (1 relay output)

• Options – most include a variety of I/O and feedback options. Not all include positioning and synchronizing capabilities.

• SLC – The majority of our competitors have no integrated logic controller.

• Enclosures – Only unit advertising cold-plate. Not all have NEMA 12, about half have NEMA 4.

• Environment – comparable (122

F/ 50

C)


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• Power Range - First 600V Flux drive for Danfoss. No all competitors have 600V. Many rate at 380-480V.

• Servo – very few include servo motor support in their general purpose drives.

• Safe-Stop – only one other drive includes this function as standard.

• Cable distances – longest of units compared.

• Torque output – 160% for one minute is comparable.

• Output Switching – remains a distinguishing feature of Danfoss drives. (not in flux mode)

• DC Link Reactors – becoming more common among our competitors.


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• Maximum Output frequency – not all support 1000Hz

• Keypad

• On-board parameter help – Most do not provide this.

• Language support – Danfoss is very strong with 28. Most of our competitors support 7.

• Allow monitoring 6 variable at once.

• Allow monitoring parameter changes

• Serial Communication

• The only drive with a USB port

• Support of only key fieldbuses initially.


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• I/O – comparable. The majority have add-on options. • SLC – Half of our competitors include logic controller

capabilities.

• Enclosures – Only unit advertising cold-plate. One allows mounting heatsink through back of panel. No others allow cooling through back of panel.

• Environment – comparable (122

F/ 50

C)

• Options – most include a variety of I/O and feedback options. Not all include positioning and synchronizing capabilities.


Danfoss Drives A/S

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Shaft Performance Comparison

• Step Load Response

• Speed Accuracy/Range


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Step Load Response

0% Torque

1500 RPM

1355 RPM

-145 RPM

0.09 sec (response time)

100% Torque

0.15 sec (settling time)

-145RPM (speed drop)


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Drive Speed Drop Response Time

Settling Time

Rockwell PowerFlex 700 Open Loop Factory setting

-185 RPM 0.04 sec. 0.25 sec.

Yaskawa Varispeed F7 Open Loop Factory setting

-128 RPM 0.24 sec. 0.24 sec.

Danfoss VLT 5000 Process Open Loop Factory setting

-90 RPM 0.75 sec 0.75 sec

Danfoss FC302 VVC+ Open Loop Factory setting

-88 RPM 0.19 sec. 0.19 sec.

Rockwell PowerFlex 700S Flux Open Loop Factory setting

-71 RPM 0.65 sec. 0.65 sec.

ABB ACS800 DTC (flux vector) Open Loop Factory setting

-185 RPM 0.22 sec 0.22 sec

Danfoss VLT 5000 FLUX Open Loop Factory setting

-400 RPM 0.6 sec 0.6 sec

Danfoss FC302 Flux Open Loop Factory setting

-380 RPM 0.5 sec 0.5 sec.

Danfoss FC302 Flux Open Loop Tuned PID

-145 RPM 0.09 sec. 0.15 sec.

Step Load Response Comparison


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Speed Accuracy/Range

Dan

foss

FC

30

1

Dan

foss

V

LT

50

00

P

ro

cess

Ro

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ell

Po

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x 7

0

Ro

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ell

Po

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70

0

Yaskaw

a

Varis

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F7

Sie

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Mic

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Maste

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44

0

AB

B

AC

S 5

50

Sch

neid

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Altiv

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8

TR

X

Open Loop

0.2%

(100:1)

0.5%

(100:1)

0.5%

(80:1)

0.1%

(120:1)

0.2%

(200:1)

na

na

0.5%

na

1%

(100:1)

Closed Loop

0.0025%

(1000:1)

0.1%

(1000:1)

na

na

0.001%

(120:1)

0.01%

(1000:1)

na

na

na

na

0.02%

(100:1)


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Speed Accuracy/Range

Dan

foss

FC

30

2

Dan

foss

V

LT

50

00

FLU

X

Ro

ckw

ell

Po

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x

70

0

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70

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Sim

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AB

B

AC

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Sch

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Altiv

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1

Open Loop

0.2%

(100:1)

na

na

0.1%

(120:1)

0.1%

(120:1)

0.2%

(200:1)

na

na

0.4%

na

(100:1)

Closed Loop

0.0025%

(1000:1)

0.001%

(1000:1)

0.001%

(120:1)

0.001%

(120:1)

0.01%

(1000:1)

na

na

0.1%

na

na

(100:1)


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Shaft Performance Summary

• There are no significant differences in shaft performance among our main competitors.

• The FC302 performs as well or better than the VLT 5000 Process and VLT 5000 FLUX drives.


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Selling versus the Competition

The key to beating the competition is:

1. Understand what features are unique to the VLT AutomationDrive versus the competition.

2. Understand what features the customer needs on their application.

3. Understand the VALUE the feature offers to the customer.

To win you do not have to have the lowest price, your product has to offer the “Best Value” to your customer.


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VLT AutomationDrive Key Differentiators

• Smart Logic Controller.

• Compact Design.

• MCO 305 Motion Controller.

• Long Cable Lengths.

• Ease of Use Functions.

• Harmonic suppression with

DC Coils.


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Case Study: SmartLogic Controller

In many simple applications, process logic needs to interact with Drive control to ensure a proper sequence of operation. Applications such as:

• Indexing.

• Pick & Place.

• Simple Positioning.

…….are ideally suited for the SmartLogic Controller.


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Built-into every VLT AutomationDrive the SmartLogic Controller enables the drive to execute simple logic instructions eliminating the need for expensive ancillary devices. The SmartLogic Controller:

• Utilizes unique Start/Stop Events.

• Can have up to 20 Logic Events and corresponding Actions.

• 6 Comparators.

• 8 Timers.

• 6 Boolean Statements.

• 2 Up/Down Counters.

• Scans logic conditions every 1 to 5 msec.

• Is programmed from the LCP, and graphically with MCT-10.


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By comparison, competitive drives such as the Rockwell PowerFlex 70 do not have internal logic capabilities equivalent to the VLT AutomationDrive. These drives would require a small PLC to perform the functions of the SmartLogic Controller. A simple comparison of the two systems:

Danfoss Rockwell

Description FC301 PowerFlex 70 Comments

NEMA 1 10 HP Drive with Brake IGBT $ 3,513.00 $ 2,825.00 FC301 and PowerFlex 70 Drives

I/O Expansion or Micro PLC $ 160.00 $ 1,072.00 AB MicroLogic 1200 with 2 AI, 2 AO. 8 DI, & 8 DO.

Programming Tools Drive $ - $ - MCT-10 Lite and Drive Explorer Lite

Programming Tool PLC $ - $ 529.00 MCT-10 Lite and Rockwell RSLogix 500 Starter

Programming Time @ $75/Hr $ 300.00 $ 450.00 Programming two devices vs one device.

Installation Time @ $50/Hr $ 100.00 $ 200.00 Twice as much Wiring for PLC Solution

Start-up Time @ $50/Hr $ 100.00 $ 100.00 Multiple Components require more debug time.

$ 4,173.00 $ 5,176.00

Value of Option $ 1,003.00


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Aside from the financial benefit shown on the previous slide, the SmartLogic Controller provides the following added benefits:

• Reduction in Panel Space.

• Simplified troubleshooting and maintenance.

• Reduction in training investment.

These savings are much more difficult to quantify, but are benefits none the less.


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Case Study: Compact Design

In the 10 hp and below drive size, the VLT AutomationDrive is typically 20% smaller than equivalent competitive products. In addition, the VLT AutomationDrive can be mounted side by side with minimum spacing between rows. The compact design requires less panel space than most competitive products.


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FC300 ACS 550 ACS 800

HP H W D Area Vol H W D Area Vol H W D Area Vol

In In In In2 In3 In In In In2 In3 In In In In2 In3

1 14.8 3.5 8.1 51.8 419.6 14.5 4.9 8.3 71.1 589.7 15.9 6.5 8.9 103.4 919.8

10 14.8 5.1 8.1 75.5 611.4 23.0 8.0 9.1 184.0 1674.4 23.9 9.4 10.8 224.7 2426.3

20 18.9 9.5 10.2 179.6 1831.4 27.1 8.0 10.3 216.8 2233.0 29.1 10.4 11.3 302.6 3419.8

30 25.6 9.5 10.2 243.2 2480.6 27.1 8.0 10.3 216.8 2233.0 29.1 10.4 11.3 302.6 3419.8

ABB Drives DO NOT have integral brake IGBT above 15 HP (Heavy Duty).

Comparison to ABB Drives: • Depending on the drive size, the VLT Automation drive is 20% to

67% smaller. • The one drive larger (30 HP) includes the brake IGBT’s, ABB must

add these externally. • ABB ACS 800 drives cannot be mounted side by side.


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Above 10 HP, the VLT AutomationDrive is not always the smallest drive. Due to the unique enclosure design used in the VLT AutomationDrive, the physical dimensions of the enclosure does not change despite the enclosure rating. This is not the case with competitive products.


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FC300 Yaskawa G7 -Nema 1 Yaskawa G7 - NEMA 12

HP H W D Area Vol H W D Area Vol H W D Area Vol

In In In In2 In3 In In In In2 In3 In In In In2 In3

1 14.8 3.5 8.1 51.8 419.6 11.0 5.5 6.3 60.5 381.2 26.0 17.5 9.0 455.0 4095.0

10 14.8 5.1 8.1 75.5 611.4 13.8 9.5 8.3 131.1 1088.1 32.0 17.8 12.0 569.6 6835.2

20 18.9 9.5 10.2 179.6 1831.4 13.8 9.5 8.3 131.1 1088.1 37.0 25.0 12.0 925.0 11100.0

30 25.6 9.5 10.2 243.2 2480.6 21.1 11.0 10.2 232.1 2367.4 48.0 29.0 13.0 1392.0 18096.0

Danfoss NEMA 12 10 HP and below drives are: 16.5 H X 9.5 W X 8.1 D (156.8 in2) (1269.7 in3)

Comparison to Yaskawa G7/F7 Drives

• Below 10 HP Danfoss NEMA 1 drives are 15% to 40% smaller.

• Yaskawa requires a “Configured Drive” to meet NEMA 12.

• Yaskawa’s Vertical spacing between rows is 6 inches.


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• Panel Savings come mainly from a reduction in material and labor cost, the savings realized from using one panel size lower is minimal.

• If the smaller design requires fewer Panel Sections in a project, there is significant savings (panel section cost and floor space).

• The ability to provide a compact design NEMA 1, 12 and 4 enclosure can eliminate the need for panel cost altogether.

Savings realized from the compactness of design are difficult to quantify due to the wide variations required from project to

project. A 20% reduction in floor space should translate to a 20% reduction in installed cost.


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Case Study: Motion Control

In sophisticated applications, process logic needs to interact with Drive control to ensure a proper sequence of operation. Applications such as:

• CAM Control.

• Synchronizing.

• Positioning.

• Master/Slave.

…….are ideally suited for the MCO 305 Motion Controller.


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MCO 305 provides:

• Common option card for FC 301 and FC 302.

• 10 Digital Inputs.

• 6 Digital Outputs.

• 2 Encoder Inputs.

• Common option card for all power sizes.

• Combined with various A and B options.

• Field or Factory Installable.

• Preloaded custom customer specific application program (as SyncPos).


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By comparison, a few competitive drives such as the Rockwell PowerFlex 700S can be purchased with integrated motion control capabilities. Most competitive drives require an external motion control device: In comparing of Motion Control Systems the following assumption will be made:

• Programming, Installation and Start-up costs for the Motion Control Options is the same.

• Programming tools are required for both systems.


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Danfoss Rockwell

Description FC301 PowerFlex 700S Comments

IP20 encl 10 HP Drive with Brake IGBT $ 3,576.00 $ 3,825.00 FC302 and PowerFlex 700S with Logix controller

Motion Control Option $ 855.00 $ 1,745.00 MCO 305 and Drive Logix with encoder Feedback

Programming Tools Drive $ 200.00 $ 135.00 MCT-10 Advance and Drive Explorer

Programming Tool PLC $ - $ 4,500.00 MCT-10 Advance and Rockwell RSLogix 5000 Full Edition

Programming Time @ $75/Hr $ 3,000.00 $ 3,000.00 One week of Programming Time

Installation Time @ $50/Hr $ 400.00 $ 400.00 One day of Installation Time

Start-up Time @ $50/Hr $ 800.00 $ 800.00 Two days Start-up

$ 8,831.00 $ 14,405.00

Value of Option: $ 5,574.00


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Aside from the financial benefit shown on the previous slide, the MCO 305 Motion Controller provides the following added benefits:

• Share unused I/O through fieldbus.

• LCP Copy command includes motion program.

• No change in drive footprint (above 10 HP).


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Case Study: Long Cable Lengths

A traditional Danfoss Advantage has always been the length of distance from drive to motor. The VLT AutomationDrive is no exception. Depending on the VLT AutomationDrive chosen the distance from drive to motor can be as shown below.

From VLT Automation Design Guide.


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Case Study: Long Cable Lengths

Altivar 71 Cable Lengths require dv/dt or output filters to match the performance of the VLT AutomationDrive.

Price of simple dv/dt filter for 15 HP drive: $ 500

Price of a LC filter for a 15 HP drive: $4,600 Prices per TCI .

Value of Option:


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Case Study: Ease of use Functions

The award winning LCP is used on the VLT AutomationDrive products providing unparalleled ease of use.

• On board help for any LCP function.

• Quick Menus.

• Graphical Interface.

• Multiple Language support.

Competitor’s may offer Wizard like functionality and simple alphanumeric displays, but none provide the power and flexibility found on the VLT AutomationDrive.


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The VLT AutomationDrive can be equipped with an onboard help function for any drive function.

• Brief help text for the

function in use.

• Saves time as there is

No need to reference

manuals or installation

CD’s.



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The Graphical Display aides

drive operation by providing

the operator with:

• Simple monitoring of

logged data.

• Graphs and bars.

• Multiple font size.

• International letters,

numbers and signs.



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The Graphical LCP includes

Quick Menus simplifying

setup.

• My personal menu

• Quick setup

• Changes made

• Loggings

• Application set-ups



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Case Study: Ease of Use Functions

In addition the Graphic LCP provides:

Advanced Copy Functions.

• Includes motion programs.

Alarm messages/log.

• Full text messages.

• Customised texts.

Customized display.

• Text and values.

• Easy and improved.

• monitoring/fault finding.

• Graphical data log.

Undo-function.

• Resets latest change.


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The VLT AutomationDrive can be configured with a low cost Numeric Display or no display at all.

• Cost effective display for setting of operation data.

• Numerical display.

• Easy way to follow process data.

• Easy check of parameter settings.

• Inter-changeable with Graphic Display during operation.



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Its is difficult to estimate the value of these functions. No other competitive displays offers as much as the Graphical LCP. Cost of competitive displays vary. The Danfoss Graphical display cost as much as competitive displays but offers far more.


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Case Study: Harmonic Suppression

Built into every VLT AutomationDrive:

• Low harmonic emission: THID <

48%

• No voltage drop => full output

voltage

• Built-in DC link filters

• Reduces installation cost

• Fulfils EN 61000-3-2/3-12

• Displacement power factor (cos φ

≈ 1)

• True power factor 0.9


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37

112

0

20

40

60

80

100

TH

Di (%

)

At 100% load

FC301

MM440

The graph shows a comparison of harmonics current levels from the FC301 with it’s built-in DC-coil, to the MM440 without the optional AC choke. At full load Danfoss has 37% current distortion while the MM440 has 112% distortion from a clean sine wave. The amount of distortion contributes to transformer heating and potentially damaging voltage distortion.


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Source: Siemens Micromaster catalogue

AC- Choke

RFI-filter

AC- Choke


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Adding the AC Choke to the Siemens MM440 adds additional cost to the Siemens Drive. A typical AC line reactor sized for a 15 HP drive has a list price of around $ 300. This does not include the cost of installation and larger panel space required. The value of DC Coils built into the VLT AutomationDrive is around $ 300.00.


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Summary

The VLT AutomationDrive provides several unique functions that differentiate it from Competitive products. These functions have real VALUE when required by an application.

• Smart Logic Controller.

• Compact Design.

• MCO 305 Motion Controller.

• Long Cable Lengths.

• Ease of Use Functions.

• Harmonic suppression with DC Coils.

When required by the application use these features to create a premium price position at an account.

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