BEST PRACTICES RESEARCH
2012
© 2012 Frost & Sullivan 1 “We Accelerate Growth”

BEST PRACTICES RESEARCH
Frost & Sullivan’s Global Research Platform
Frost & Sullivan has over 50 years of expertise in business with a global research organization of 1,800 analysts and consultants who monitor more than 300 industries and
250,000 companies. The company’s research philosophy originates with the CEO’s 360
Degree Perspective™, which serves as the foundation of its TEAM Research™ methodology. This unique approach enables us to determine how best-in-class companies worldwide manage growth, innovation and leadership. Based on the findings of this Best
Practices research, Frost & Sullivan is proud to present the 2012EuropeProduct Leadership
Award in the UPS market to EURO-DIESEL.
Significance of the Product Leadership Award
Key Industry Challenges Addressed by Product Leadership
Energy efficiency, total cost of ownership, quality and reliability are common factors that every data centre demands. Besides, inextricably linked to these factors is also the trust and confidence that users look for in the equipment, and the fact that it’s critical power equipment is being maintained to the very highest level of professional standards.
EURO-DIESEL is constantly challenged by its customers to provide simple but innovatively designed products, which offer high efficiency, high reliability and resilient solutions to successfully address their current power requirements and ensure their growth in future. It is also a challenge to provide a competitive capital investment with energy efficiency and reliability, underpinning through life costs and the long-term performance and durability of their electrical infrastructure.
It will be a challenge for the static UPS suppliers to increase their module size and maintain price-competitiveness. On the contrary, EURO-DIESEL, through its NO-BREAK KS® system, offers a value proposition that becomes even more competitive at higher power ratings. No other Diesel Rotary UPS competitors have come to market with a superior system. Now with
2.5MVA (50Hz) and 3.0 MVA (60Hz) power ratings available in a single output per unit as unique selling points, EURO-DIESEL is in a competitively superior position.
The other challenge EURO-DIESEL often faced was the acceptance of a ‘new technology’ in some countries where the Static UPS systems have been used for years. Since the clients mostly focus on reliability of the technology, good track records and excellent references,
EURO-DIESEL eventually succeeded in gaining market shares and thus revolutionizing the traditional concept.
Key drivers to this achievement are EURO-DIESEL’s assurance and guarantee for its product reliability, high efficiency and its uncontested quality, small footprint and steadfast service program.
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Key Benchmarking Criteria for Product Leadership Award
For the Product Leadership Award, the following criteria were used to benchmark EURO-
DIESEL’s performance against key competitors:
Product Features/Functionality
Innovative Element of the Product
Product Acceptance in the Marketplace
© 2012 Frost & Sullivan 2 “We Accelerate Growth”

BEST PRACTICES RESEARCH
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Provides Customer Value Enhancements
Product Quality
Decision Support Matrix and Measurement Criteria
To support its evaluation of best practices across multiple business performance categories,
Frost & Sullivan employs a customized Decision Support Matrix (DSM). The DSM is an analytical tool that compares companies’ performance relative to each other with an integration of quantitative and qualitative metrics. The DSM features criteria unique to each
Award category and ranks importance by assigning weights to each criterion. The relative weighting reflects current market conditions and illustrates the associated importance of each criterion according to Frost & Sullivan. Fundamentally, each DSM is distinct for each market and Award category. The DSM allows our research and consulting teams to objectively analyze each company's performance on each criterion relative to its top competitors and assign performance ratings on that basis. The DSM follows a 10-point scale that allows for nuances in performance evaluation; ratings guidelines shown in this Chart.
P er f o r ma nc e- B a s ed Ra t in gs f or D e c is i on S up p or t Ma tr i x
This exercise encompasses all criteria, leading to a weighted average ranking of each company. Researchers can then easily identify the company with the highest ranking. As a final step, the research team confirms the veracity of the model by ensuring that small changes to the ratings for a specific criterion do not lead to a significant change in the overall relative rankings of the companies.
Frost & Sullivan’s 10-Step
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BEST PRACTICES RESEARCH
Be s t P r ac t ic e A w a rd A n a ly s i s f o r E U R O - D I E S E L
The Decision Support Matrix, shown in the Figure below, illustrates the relative importance of each criterion for the Product Leadership of the Year Award and the ratings for each company under evaluation. To protect the interests of the award recipient’s competitors, we have chosen to refer to them as Competitor 1 and Competitor 2.
D e c i s i o n S u p p o rt M a t r ix fo r P ro d uc t L e a d e r sh i p A w ar d
Measurement of 1–10 (1 = lowest; 10 = highest) Award Criteria
Relative Weight (%)
EURO-DIESEL
20% 20% 20% 20% 20% 100%
8 7 7 6 7 7
Competitor 1 7 6 6 5 6 6
Competitor 2 6 6 5 4 5 5.2
Criterion 1: Product Features/Functionality
The NO-BREAK KS® has a simple and robust design. The system is designed for ambient conditions of 40°C and can be operated in a de-rated mode at 50°C. Cooling of the equipment is done by natural ventilation instead of using Heating Ventilating and Air
Conditioning (HVAC) systems. This is a great benefit to the customer in terms of low initial investment, low energy consumption and high overall efficiency.
Placed between the mains input and the load output, the NO-BREAK KS® system acts as a filtering and monitoring device, always ensuring good quality power supply in case of mains failure. The NO-BREAK KS® can supply loads from as low as 100 kVA to multi MVA ratings and of any complex configuration demanded by the user.
The NO-BREAK KS® system is the only Diesel Rotary UPS that is equipped with a redundant starting system for the diesel engine. The diesel engine can be electrically and mechanically started. It can be initiated electrically by means of the diesel engine starting motors and mechanically by closing the electro-magnetic clutch at the drive-end of the diesel engine.
This is an enormous comfort factor for the customers to be sure that the NO-BREAK KS® system will start automatically and protect the mission critical facility at all times. EURO-
DIESEL is aiming to further improve the efficiency of its systems and reduce the maintenance intervals, which will result in less downtime and lower maintenance costs for the user.
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BEST PRACTICES RESEARCH
Criterion 2: Innovative Element of the Product
To serve the high-end niche market of large data centers, large module sizes of up to 3000 kVA per unit are required. EURO-DIESEL offers these modules at a medium voltage solution of up to 22,8 kV. Larger module sizes will significantly reduce the component count, therefore increase the system reliability and reduce the needed floor space up to 50%.
Module size and footprint are two of the ways by which EURO-DIESEL distinguishes itself from its competitors in case of multi MVA data center applications. The EURO-DIESEL NO-
BREAK KS® system has the smallest footprint in the industry.
As NO-BREAK KS® is a battery-free solution, there is no need for a separate battery room.
Moreover, the HVAC to keep the battery room cool at 20°C will no longer be needed. This reduces the initial investment and increases the total system efficiency of the facility (better
PUE).
Another unique feature of the NO-BREAK KS® is its Kinetic Energy Accumulator that serves as the energy back-up, at the moment of a mains failure, while the diesel engine is started.
The kinetic energy is stored in the other rotor of the Accumulator. The Kinetic Energy
Accumulator is a low speed storage device with 10 year overhaul intervals. This is an optimal and logical storing and recovery of kinetic energy, to ensure a continuous operation of the load from the time the mains is cut off to the time the diesel engine runs at the desired power output. The Kinetic Energy Accumulator, combined with the Synchronous machine, forms the Stato-Alternator block. Thanks to its oversized dimension, the load will always experience high quality sine waves with low internal impedance and provide high short circuit currents, up to 20x In. The Synchronous machine also provides an excellent voltage regulation, harmonics filtering and power factor correction.
Criterion 3: Product Acceptance in the Marketplace
The product has been very well accepted in the market. For more than 20 years, customers and consulting engineers are satisfied with the initial benefits offered by the NO-BREAK
KS® system and are completely convinced that the NO-BREAK KS® system is the preferred solution, considering the additional benefits of floor space savings, copper savings (less low voltage cabling) and total energy savings that it offers.
Data Centre applications are clearly the fastest growing markets for the high-end DRUPS systems, as the power demand continues to grow in this market segment. The market for multi MVA data centers towards 30 or 40 MVA, is a new developing niche and not a replacement market. Within this market segment, EURO-DIESEL expects to gain significant market share by the end of 2012.
Criterion 4: Provides Customer Value Enhancements
By offering larger modules, EURO-DIESEL has significantly reduced the number of modules to be installed, which requires overall less hardware to be installed in a smaller building. For customers, this is an apt way to lower their initial investment, maintenance costs and improve the overall system efficiency. Ultimately, this has a positive impact on the TCO and
ROI. As the NO-BREAK KS® system only requires natural ventilation (free cooling) and does not need air-conditioning; it results in significant cost saving in terms of electricity. In practice, this makes a difference of 1 to 2 per cent in the total system efficiency.
EURO-DIESEL does not just provide a product. In fact, the company’s mission is to partner with the customer, consulting engineer and contractor and design the most cost-effective solution.
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BEST PRACTICES RESEARCH
Criterion 5: Product Quality
Within the Diesel Rotary UPS industry, in case of a low speed flywheel, the radius of the drum is large and the kinetic energy is stored in the Outer Rotor. High speed flywheels do have a smaller drum radius and consequently, the energy is stored in the Inner Rotor. The amount of kinetic energy stored in the drum is the same and is sufficient to bridge the starting time of the diesel engine. However, the design and operating speed of the low speed flywheel and high speed flywheel are different.
© 2012 Frost & Sullivan 6 “We Accelerate Growth”

BEST PRACTICES RESEARCH
The CEO360 Degree Perspective
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The CEO 360 Degree Perspective™ model provides a clear illustration of the complex business universe in which CEOs and their management teams live today.It represents the foundation of Frost & Sullivan's global research organization and provides the basis on which companies can gain a visionary and strategic understanding of the market.The CEO
360 Degree Perspective™ is also a “must-have” requirement for the identification and analysis of best-practice performance by industry leaders.
The CEO 360 Degree Perspective™ model enables our clients to gain a comprehensive, action-oriented understanding of market evolution and its implications for their companies’ growth strategies. As illustrated in the Chart below, the following six-step process outlines how our researchers and consultants embed the CEO 360 Degree Perspective™ into their analyses and recommendations.
H o w t h e CE O ' s 3 6 0 D eg r ee P e r sp ec t iv e ™ M o d el D ir ec t s O u r R e s e ar c h
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BEST PRACTICES RESEARCH
Cr i t i c a l I m p o rt a nc e o f T E AM R e s e ar c h
Frost & Sullivan’s TEAM Research methodology represents the analytical rigor of our research process. It offers a 360 degree view of industry challenges, trends, and issues by integrating all seven of Frost & Sullivan's research methodologies. Our experience has shown over the years that companies too often make important growth decisions based on a narrow understanding of their environment, leading to errors of both omission and commission. Frost & Sullivan contends that successful growth strategies are founded on a thorough understanding of market, technical, economic, financial, customer, best practices, and demographic analyses. In that vein, the letters T, E, A and M reflect our core technical, economic, applied (financial and best practices) and market analyses. The integration of these research disciplines into the TEAM Research methodology provides an evaluation platform for benchmarking industry players and for creating high-potential growth strategies for our clients.
Be n c h m a rk in g P e r fo rm a nc e w it h T E AM R e s e a rc h
Impact of Product Leadership Award on Key Stakeholders
The Product Leadership Award is a prestigious recognition of EURO-DIESEL’s accomplishments in UPS. An unbiased, third-party recognition can provide a profound impact in enhancing the brand value and accelerating EURO-DIESEL’s growth. As captured in the Chart below, by researching, ranking, and recognizing those who deliver excellence and best practices in their respective endeavors, Frost & Sullivan hopes to inspire, influence, and impact three specific constituencies:
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Investors
Investors and shareholders always welcome unbiased and impartial third-party recognition. Similarly, prospective investors and shareholders are drawn to
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Customers
Third-party industry recognition has been proven to be the most effective way to assure customers that they are partnering with an organization that is leading in its field. companies with a well-established reputation for excellence. Unbiased validation is the best and most credible way to showcase an organization worthy of investment.
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BEST PRACTICES RESEARCH
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Employees
This Award represents the creativity and dedication of EURO-DIESEL’s executive team and employees. Such public recognition can boost morale and inspire your team to continue its best-in-class pursuit of a strong competitive position for
EURO-DIESEL.
Be s t P r ac t ic e s L ev er a g e f o r G ro w t h Ac c e l e r at io n
About Frost & Sullivan
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© 2012 Frost & Sullivan 9 “We Accelerate Growth”