Rain Bird Central
Control Against the
Competition
Central Control System
Architectures
• The
indicates the location of the brains
of the system
• A wide variety of Central Control Systems
architectures are used in our industry
• Understanding these differences allows
you to:
– Target the best system for your customer
needs
– Understand the strengths and weaknesses of
your system compared to competitor systems
Multiple noncontiguous sites:
Architecture Type A
Web-based Central Server
to individual
satellite/decoder
controllers
Products
•Rain Master iCentral
•Signature eConstellation
•HydroPoint WeatherTRAK
Pro ET
•ET Water
Advantages
•Low start-up cost (no software to
purchase)
•Programming from any PC that
has Internet access
•Single (vs. multiple)
enclosure/box installation
•Single software instance is easy
to maintain
•Recurring revenue source for
Manufacturer
Disadvantages
•Expensive for larger systems or
long-term control
•Limited communication options
•100% reliant on Manufacturer,
server, ISP, and communication
vendor
Target Customers
•First-time Central Control
users
•Small number of
sites/Satellites
•Operating customers systems
that may go to another lowbidder next year
•Small Public
Agency/Company where
multiple people at multiple
locations need control of the
system
Multiple non-contiguous
sites:
Architecture Type B
Off-Site Central to individual
satellite/decoder controllers
Products
•Hunter IMMS (ACC)
•Calsense ET1
•Rain Master Evolution
•Toro Sentinel
•Signature Constellation
•Tucor
•Baseline*
•Acclima/Nelson
•Rain Bird MDC**
•Rain Bird IQ Phase 1
Advantages
•Enables two-way programming on
some systems
•Able to view/edit programs at the
satellite
•Single (vs. multiple) enclosure/box
installation
Disadvantages
•No overall system control or
coordination
•Some system require a separate
communication connection with central
for each Satellite
•Each Satellite runs its own program
and has limited or no interaction with
other Satellites on the site
•Requires separate sensors, MV, etc.
for each Satellite
Target Customers
•Public Agency/Company that
requires control of multiple
small sites
•Same person(s) need control
at central computer and at
Satellite (two-way
programming)
Multiple non-contiguous sites:
Architecture Type C
Off-Site Central to “router” device
(then to additional
satellite/decoder controllers)
Products
•Hunter IMMS (SI+ICC or ACC)
•Calsense ET1
•Rain Master Evolution
•Toro Sentinel
•Signature Constellation
•Tucor
•Rain Bird IQ Phase 2 (future NPD)
Advantages
•Only one communication connection
required per site
•Enables two-way programming on
some systems
•Able to view/edit programs at the
satellite
•On/off sensors can be connected to
Router and affect entire site
Disadvantages
•No overall system control or
coordination
•Each Satellite runs its own program
and has limited or no interaction with
other Satellites on the site
•Some systems require separate
sensors, MV, etc. for each Satellite
Target Customers
•Public Agency/Company that
requires control of multiple
small to large sites
•Multiple Satellites per site
•Same person(s) need control
at central computer and at
Satellite (two-way
programming)
•Management by committee
not a single system manager
Multiple non-contiguous sites:
Architecture Type D
Off-Site Central to supervisory
interface (then to additional satellite
controllers/decoders)
Products
•Motorola Irrinet
•Hunter Genesis
•Rain Bird Maxicom2
Advantages
•Only one communication connection
required per site
•Enables real-time decision making and
control on some systems
•Enables cross-control programming on
some systems
•Enables site-wide control functions like
Flo-Manager, FloWatch, Cycle+Soak, etc.
on some systems
•Sensors (on/off, pulsed, analog) can be
located anywhere and used across entire
site
Disadvantages
•Cannot view or edit programming at the
Satellite
•Does not provide two-way programming
Target Customers
•Public Agency/Company that
requires control of multiple small to
large sites
•Great tool for an independent
Water Manager
•Multiple Satellites per site
•Desire for higher-end features
such as flow sensing, flow
management, etc.
•Dedicated system computer
operator
•Desires centralized control of
system (lock field personnel out of
system)
Single contiguous-site
applications:
Architecture Type E
On-Site Central to satellite
controllers/decoders
Products
•Toro SitePro
•Hunter Vista/Surveyor
•Signature Aurora
Advantages
•Only one communication
connection required per site
•Enables two-way programming on
some systems
•Able to view/edit programs at the
satellite
•Some systems provide for on/off
sensor inputs that can be connected
to Computer and affect entire site
Disadvantages
•Each Satellite runs its own program
and has little to no communication
with other Satellites on site
•Limited or no site-wide real-time
control and sensor reaction
Target Customers
•Single contiguous site
application
•Same person(s) need control
at central computer and at
Satellite (two-way
programming)
•Management by committee
not a single system manager
Single contiguous-site
applications:
Architecture Type F
On-Site Supervisory Central to
satellite controllers and/or
decoders
Products
•Baseline
•Rain Bird StratusII/NimbusII/Cirrus
•Rain Bird SiteControl
Advantages
•Only one communication connection
required per site
•Real-time decision making and control
•Cross-control programming
•Site-wide control of features like FloManager, FloWatch, Cycle+Soak, etc.
•Real-time map including GPS integration
•PC-based control, easy to add features
without changing hardware
•Sensors (on/off, pulsed, analog) can be
located anywhere and used across entire
site
•Ability to easily allow internet
management of the system
Disadvantages
•No two-way programming
•No program review or edit at Satellite
Target Customers
•Public Agency/Company that
requires control of large, single site
•Desire for higher-end features
such as flow sensing, flow
management, etc.
•Dedicated system computer
operator
•Desires centralized control of
system (lock field personnel out of
system)
Feature/Benefit
-
System
ET-Mi
IQ
MDC
Maxicom
SiteControl
Single-Site Application
X
X
X
X
X
Multi-Site Application
X
X
X
PC Programming
X
X
X
X
PC Monitoring/Logging
X
X
X
X
PC Manual Operation
X
X
X
X
X
X
X
X
X
Automatic Communication
X
WB/SA% Adjustments
X
X
ET Adjustments
X
MAD ET Management
X
X
X
Automatic ET Adjustments
X
X
X
X
X
High Flow Shut-Off
X
X
X
SEEF Lateral Line Isolation
X
Flow Management
X
Map-Based Control Interface
X
X
Satellite or Controller Control
X
Two-Wire Decoder Control
X
Review/Edit Program at Satellite
X
X
X
X
X
X
X
X
Central Control System
Architectures
• What type of system architecture is
popular in your Region? Why?
• How can we take advantage of our
strengths in your Region?
• Questions?
Selling Rain Bird Central
Control Against
Individual Competitors
Agenda
•
•
•
•
•
•
•
•
•
Rain Master
Calsense
Signature
Motorola
Toro
Tucor
Hunter
Baseline
Acclima/Nelson
RAIN MASTER
• Product Lines:
– Offsite central to satellite or router
– Evolution
• Offsite central to satellite or router
• Central Control – EV-Central/IM/ET ($12,800)*
• 24-station sat – DX24-PWM + DX-HW ($2,917)*
– iCentral Internet-based central
• Web-based central server
• Central Control – 1-year $485 + minimum $16.95/mo per
controller*
• 24-station sat – RME24EG + EG-ICENTRAL ($2,414)*
– Eagle controller plus interface cartridge
*Based on 2004 price list
RAIN MASTER
• Where they hit us:
–
–
–
–
–
–
–
–
–
No CCU
Two-way programming (modify in field and upload)
Modular software approach – buy what you need
Internet based irrigation control
Up to 16 Sensor inputs per controller
Low/zero flow - Maxicom² now has this!
Simpler programming
Willing to sell software only
Can use CIMIS weather station network
RAIN MASTER
• Where we exceed:
– Maxicom
• CCU optimizes multi-site management at system level
while coordinating satellites at the site level
• Superior flow sensing. Doesn’t require one MV/sensor
per satellite. Flo-Manager/SEEF
• Programming flexibility (they limit to 12 programs per
controller)
• Network-communications capable
• More cost-effective for larger systems against iCentral or
Evolution
• Enhanced hardware surge protection comes standard
RAIN MASTER
• Where we exceed:
– SiteControl
• Superior real-time, site-level management capabilities
• Multiple controllers acting in concert for optimal cross
controller programming
• Interactive map based software
• Works with hardwire, UHF and/or decoders
• SiteControl offers more tailored modular approach
• Network-communications capable
• More cost-effective for larger systems against iCentral or
Evolution
• Enhanced hardware surge protection comes standard
RAIN MASTER
• How do we fight:
– Sell our architecture philosophy
– Products specifically designed for multi- and single site
application
– Sell our flow management capabilities (Flo-Manager and
SEEF)
– Complete line vs. just controllers (Maxicom $)
– Do you really want field changes to overwrite central?
– iCentral service plan costs add up quickly and access fees
likely to increase in future
– Security - iCentral depends on Rain Master server
– Only iCentral communcations option is GPRS, which is
expected to become obsolete within next few years
– Service and support network
Calsense
• Products:
– Offsite central to satellite or router
– Central Control – COMM1 ($5,150)*
– 24-station sat – ET1000-24 ($2,436)*
*Based on 2004 estimates
CALSENSE
• Where they hit us:
–
–
–
–
–
–
Two-way programming
Ability to learn flow
Ability to read amp draw
Low/zero flow - Maxicom² now offers this!
On-site service plan built into product pricing
Provide installation and water management
services in some markets
– Can use CIMIS weather station network
CALSENSE
• Where we exceed:
– Maxicom
• CCU optimizes multi-site management at
system level while coordinating satellites at the
site level
• Superior flow sensing. Doesn’t require one
MV/sensor per satellite. Flo-Manager/SEEF
• ET is stacked versus just a daily value
• Enhanced hardware surge protection comes
standard
CALSENSE
• Where we exceed:
– SiteControl
• Superior PC-based management capabilities for single
site
• Interactive map based software
• Superior flow sensing. Doesn’t require one MV/sensor
per satellite. Flo-Manager/SEEF
• Works with hardwire, UHF and/or decoders
• ET is are stacked versus just a daily value
• Enhanced surge protection comes standard
CALSENSE
• How do we fight:
– Sell our architecture philosophy (CCU)
– Sell our flow management capabilities (FloManager and SEEF)
– Global irrigation manufacturer vs. limited
distribution
• Not available where there is no service capability in
place
– Complete line vs. just controllers (Maxicom $)
– Service and support network
– Do you really want field changes to overwrite
central?
SIGNATURE
• Products:
– Multiple Site Central Control
•
•
•
•
Offsite central to satellite or router
Constellation Lite ($12,160)*
24-station sat – ($2,930)*
eConstellation
– Single Site Central Control
• Onsite central to satellite
• Single Site Central Control – Aurora
• 24-station sat – ($2,930)*
*Based on 2004 estimates
SIGNATURE
• Where they hit us:
–
–
–
–
–
Two-way and peer-to-peer programming
Middle manager (CCU equivalent) is optional
Works with hardwire, UHF or decoders
e-Constellation Internet-based system
Software controller interface feature
SIGNATURE
• Where we exceed:
– Maxicom
• CCU optimizes multi-site management at
system level while coordinating satellites at the
site level
• Superior flow capabilities, including FloManager/SEEF
• Enhanced surge protection comes standard
SIGNATURE
• Where we exceed:
– SiteControl
• Superior site-level management
capabilities
• Superior interactive map capabilities
• Easier to program
• Enhanced surge protection comes
standard
SIGNATURE
• How do we fight:
– Sell our architecture philosophy (CCU) for multisite
– Sell our flow management capabilities (FloManager and SEEF)
– Global irrigation manufacturer vs. limited
distribution
– Complete line vs. just controllers (Maxicom $)
– Service and support network
– Do you really want field changes to overwrite
central?
MOTOROLA
• Products
–
–
–
–
Off-Site Central to supervisory interface
IrriNET Central – Prices as high as $50K+ quoted
IrriNET CCU equivalent - $14,000*
8-station Scorpio sat - $2,500*
* Estimates from 2004
MOTOROLA
• Where they hit us:
–
–
–
–
Radio communications
Wireless flow sensors/valves
Astronomical clock
Stations can be run directly from intermediary
device
– Intermediary device is modular
– Powered (Scorpio) and battery-operated (Piccolo)
controllers
– Can broadcast same message to all irriNETs and
sats simultaneously.
MOTOROLA
• Where we exceed:
• Maxicom²
– System design flexibility (not dependent on
radio alone)
– Superior flow capabilities, including FloManager/SEEF
– Superior ET capabilities
– Programming flexibility (they are limited in
lines of code)
– Maxicom² offers Site Sat option
MOTOROLA
• Where we exceed:
• SiteControl
– System design flexibility, including decoders
– Greater programming flexibility
– Superior flow management, including FloManager
– Superior weather capabilities, including ET
and SmartWeather.
– Superior map capabilities, combined with
real-time operation
MOTOROLA
• How do we fight:
– We are an irrigation company, they are a
communications company
• Have gone through numerous changes in their distribution
network over the years (Toro, Thompson, Weathermatic,
etc.)
– We offer more communications options, not just
radio.
– Complete line (rotors, sprays) vs. just controllers
(Maxicom $)
– Service and support network
TORO
• Products
– Offsite central to satellite or router
– Sentinel Central Control ($18,500)
– 24-Station Satellite ($5,000)
– Toro Decoder Controller TDC-100 ($800900?)
*Prices from 2004
TORO
• Where they hit us:
– No CCU
– Remote control
– Willing to give away the Central
TORO
• Where we exceed:
– Maxicom
• Weather programming (Rain Watch,
integrated ET calculation)
• Programming capabilities (they have only 4
start day patterns per Sat)
• Maxicom is specifically designed as a multisite system
• Enhanced surge protection is standard
• Communications flexibility – not primarily
dependent on radio
TORO
• Where we exceed:
– SiteControl
• Interactive site map – Sentinel has maps for
sats only
• Weather programming (Rain Watch,
integrated ET calculation)
• Programming capabilites (they have only 4
start day patterns per Sat)
• Enhanced surge protection is standard
• Communications flexibility – decoders and
sats
• Communications flexibility - not primarily
dependent on radio
TORO
• Where we exceed:
– MDC
• Software, modem and serial cable included
• Upgradeable to SiteControl
• Works with standard valve solenoids, not just
latching solenoids
TORO
• How do we fight:
– You get what you pay for
– How many systems has Toro gone
through?
• Sentinel used to be the Eicon system
• Previously Toro sold Motorola (MIR5000)
• Other previous systems
–
–
–
–
Network 8000
OSMAC
VT-2/VT-3/VT-3 Video
LTC
TUCOR
• Products:
–
–
–
–
–
Onsite central to router
Decoder controller with software capability
RKD Controller
($1,600)*
TWC 50
(~$4,000)*
Decoders
(prices similar to Rain Bird)
*Based on 2004 estimates
TUCOR
• Where they hit us:
-
Entry level decoder system with RKD
Dial interface on controllers
Flow capabilities
Virtual controller feature in software
UHF handheld compatible
Multi-site capability
Same OEM vendor and similar products
TUCOR
• Where we exceed:
– MDC
•
•
•
•
•
•
Software, modem and serial cable come standard
MDC is UL listed and outdoor-rated
MDC 2.0 chips have been and remain flashable
MDC 2.0 software thoroughly tested
MDC 2.0 will work with phone and UHF Freedom
MDC has a clear upgrade path to SiteControl, which
is beyond the capabilities of any Tucor product
• Service and support
TUCOR
• Where we exceed:
– SiteControl
• True decoder central control
• Interactive map capabilities are
beyond any Tucor product
• More advance weather and sensor
capabilities
• Works with sats too, not just decoders
• Part of a full line of irrigation products
• Service and support
TUCOR
• Where we exceed:
– Maxicom²
• Maxicom² provides true central control
for multiple sites
• CCU manages individual sites in real
time
• More advanced ET and sensor
(SEEF) capabilities
• Part of a full line of irrigation products
Service and support
TUCOR
• How do we fight:
– More central control options
– Rain Bird has 18 years of experience with
decoder product
– Upgrade path to full central control
– Global irrigation manufacturer with strong
service and support
HUNTER
• Products:
– Offsite central to sats (ACC) or router (SI + ICC)
– IMMS Central ($4,275)
– ICC-800PL-SAT-SI-HW ($1,359)
– ACC Decoder Satellite ($1,798)
HUNTER
• Where they hit us:
– Simplicity
– Price
– Enhanced features in IMMS 2.0, but release status is
uncertain
– ACC decoder controller price and ease-of-use
– SI (site interface) can be adapted to Hunter
controllers with Smart Port (SRC/PRO-C/ICC/ACC)
– SI can interconnect up to 100 controllers on a site
– Multi-site sat/decoder hybrid system
HUNTER
• Where we exceed:
– Maxicom
• Two-way communication and logging
• CCU optimizes multi-site management at
system level while coordinating satellites at
the site level
• Weather Station and ET capabilities
• Flow management (flow sensing only being
introduced now to IMMS via ACC)
• Programming flexibility vs. being limited to 310 programs per controller
HUNTER
• Where we exceed:
– SiteControl
• Two-way communication and logging
• Real-time, interactive map capabilities
• Weather Station and ET capabilities – Smart
Weather
• Flow management (flow sensing only being
introduced now)
• Programming flexibility vs. being limited to 310 programs per controller
HUNTER
• Where we exceed:
– MDC
• One controller can run up to 200 (vs. 99)
addresses
• Software, modem and interface cable all
included with each controller
• Full upgrade path to SiteControl
• Proven product - Hunter ACC decoder
controller hasn’t been released yet.
HUNTER
• How do we fight:
– Rain Bird is long established in central control.
– Complete product line, ranging from remote
programming and monitoring (MDC) to full
central control (Maxicom²/SiteControl).
– Superior service and support.
BASELINE
• Products:
– Onsite central to decoders
– BaseStation Central ($3,995)*
– 24-Valve Decoder ($1,095)*
*2004 Estimate
BASELINE
• Where they hit us:
–
–
–
–
–
–
–
PC (versus CCU) at site
No CCU
Simple software
Price
Moisture sensing
Decoder technology
E-mail logs and alarms
BASELINE
• Where we exceed:
– Maxicom and SiteControl provide full automated
ET
– Maxicom and SiteControl provide superior water
management, including flow and weather
– Maxicom provides true multi-site capability
– Software comes standard with all Rain Bird
decoder controllers
– Maxicom and SiteControl have greater system
capacity for shorter watering windows
– Rain Bird grounding and surge protection better
BASELINE
• How do we fight:
– They have had technical problems with field
decoders and moisture sensors
– Moisture sensing is not universally accepted and
not as proven as ET-based methods
– Irrigation company with a full product line and
strong track record in central control, including
decoders
– Best range of control products, including two-wire
decoders with MDC and SiteControl.
– Strong service and support network.
ACCLIMA/NELSON
• Products:
–
–
–
–
Onsite central to decoders
Irrigation Manager Software
CS3500 Controller (64 addresses)
Company was a spin-off of Baseline and pricing
is similar
ACCLIMA/NELSON
• Where they hit us:
–
–
–
–
Simple software
Price
Moisture sensing
Decoder technology
ACCLIMA/NELSON
• Where we exceed:
– Moisture sensing is not universally accepted and
not as proven as ET-based methods
– Irrigation company with a full product line and
strong track record in central control, including
decoders
– Best range of control products, including two-wire
decoders with MDC and SiteControl.
– Strong service and support network.
ACCLIMA/NELSON
• How do we fight:
– Moisture sensing is not universally
accepted and not as proven as ET-based
methods
– Irrigation company with a full product line
and strong track record in central control,
including decoders
– Best range of control products, including
two-wire decoders with MDC and
SiteControl.
– Strong service and support network
HIT Products
• Products:
– Standalone decoder controller
– Logic LP-128 Controller ($1,895)*
– Logic LP-RP Decoder ($79)*
*2005
HIT Products
• Where they hit us:
– Price
– Decoder converter for standard controllers
HIT Products
• Where we exceed:
–
–
–
–
More advanced control capabilities
MDC and SiteControl include bundled software.
Sensor capabilities
Product quality
HIT Products
• How do we fight:
– Irrigation company with a full product line
and strong track record in central control.
– Best range of control products, including
two-wire decoders with MDC and
SiteControl.
– Strong service and support network.
– Quality
Questions or additional
comments?