Schneider Electric
Wholesale Occupancy Sensor Program
Scott Morgan
Buildings Business Wholesale
Schneider Electric Buildings Business
Buzz Carruth
Business Development Specialist
Installation Systems & Controls
Schneider Electric
Bruce Stanley
Business Development Manager
Schneider Electric Buildings Business
If you missed last weeks webinar covering
occupancy sensor technology visit:
http://www.tac.com/us/Content?contentId=document/34724
This link will be emailed prior to today’s webinar.
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Agenda
• Market & Opportunity
• Potential Customers
• Competition
• Sales Tools & Support
• Wholesale Partner Program
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The Lighting Opportunity
• Buildings use more than 40% of
Space
Heating
3%
the world’s energy
• Lighting typically accounts for
more than 40% of energy used in
commercial buildings
• Lighting control can reduce
lighting related energy
consumption by 50%
Lighting
43%
Ventilation
8%
• A commercial building that uses
$100K of electricity annually, can
save upwards of $20K per year!
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Cooling
14%
Other
8%
Office
Equip
24%
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Market Drivers
● Energy Legislation - EPAct 2005, EISA 2007
● Energy Efficiency Standards - ASHRAE 90.1, IECC
● Utility Rebates - www.dsireusa.org
● Cost of Energy/Electricity - rose 50% faster than inflation since 1999
● Sustainability - LEED
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The Importance of Occupancy Sensors
Energy Code Compliance
● All nationally recognized energy
efficiency standards for nonresidential buildings include the
use of occupancy-based controls,
such as occupancy sensors.
Energy Saving Solution
● Occupancy sensors typically
reduce lighting related energy
consumption by 25-50%.
Occupancy Sensors > Section 1 > The Importance of Occupancy Sensors
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Occupancy Sensor Applications
● Office Buildings...offices, conference rooms,
break rooms, restrooms, office areas
● Education...classrooms, hallways, cafeteria,
library, offices, locker rooms
● Industrial...warehouse aisles, shipping and
receiving areas
● Healthcare...exam rooms, hallways, restrooms,
offices, nurses stations, waiting rooms
● Retail...closets, hallways, restrooms, offices,
changing rooms, break rooms
● Hospitality...closets, hallways, restrooms,
exercise rooms, meeting rooms, food service
● Residential...bathrooms, hallways, closets,
pantries, garages, laundry rooms
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Energy Savings
Application
Occupancy
Sensor
Bi-Level
Control
Cumulative
Savings
(DIMMERS)
Restrooms
X
45%
Conference Rooms
X
40%
Private Offices
X
30%
X
X
45%
Lighting control typically saves 35-45% in commercial buildings.
(Source: California Energy Commission)
Adding dimming controls, such as bi-level controls, can save an
additional 15-20%.
(Source: Lighting Research Center)
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save
50% in existing buildings
and 35% in new
buildings.
Lighting controls can
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Advanced Lighting Guidelines 2003
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Opportunity Summary
● The driver of occupancy sensors sales is energy use
and energy cost reduction
● Energy usage & cost reduction is real, and verifiable
● Energy usage reduction is federally mandated
● Many utility companies offer rebates for energy
consumption reduction measures
The question is –
Who is installing occupancy sensors?
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Customers
●
●
●
●
Retrofit Contractors
System Integrators
Facility Managers
Energy Manager
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Selling Occupancy Sensors
•
•
•
•
•
Energy Savings
Square D Reliability
5 Year Warranty
Quality – Only ISO 9001 Manufacturer
Contractor-Friendly Features
•
•
•
•
•
•
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Factory Adjusted “Plug & Play”
Easy Access Adjustments
Versatile Dual Voltage Power Packs
Easy to Retrofit
Technical Support
Complete Lighting Control Solutions
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Our Opportunity
•
Facility managers need energy efficiency solutions
•
Schneider Electric Buildings Business integrators
•
know how to sell energy efficiency
•
Lighting control is a solution that Schneider Electric Buildings
SE Sensors
are GSA listed
and Approved!
Business provides
•
Survey existing customers for retrofit opportunities
•
Solutions
• Simple wall switch solutions
OR
• Complex solutions to integrate
occcupancy detection with lighting control,
HVAC control and security
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Competition
•
•
•
•
•
•
Watt Stopper
Leviton
Hubbell Wiring Devices
Hubbell Building Automation
Cooper GreenGate
Sensor Switch
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Competition
Market leader in occupancy
sensor category
Highly specified
Strongly stocked
Popular OEM supplier
Strong
presence in distribution channel
(specification-driven)
with low price offer
Some lighting agency involvement in larger
Strong
marketspresence in distribution
channel
Strong “buy day” pricing appeals to
Strong
with building control
contractors
integrators
Highly specified through Hubbell
Strong
with
ESCOs and retrofit contractors
lighting
agencies
Recently purchased by Acuity (Lithonia)
Strong high bay offer for warehouses and
manufacturing
Cooper Controls driven through lighting
agents
Relatively new offer and new brand
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How do they stack up?
Competitor
Watt Stopper
Hubbell Wiring
Device-Kellems
Leviton
Sensor Switch
Strengths
•Specification
•Breadth of line
•Brand
•Selection
•Quality
•Price
•Price
•Stocking
•Support
•High bay offer
•Lighting retrofitters
•Support
•American Made
•Owned by Lithonia
Weaknesses
•Quality
•Support
•Specification
•Support
•Quality
•Specification
•No Ultrasonic
•Specification
•Support
•Contractor-friendly
•Square D brand
•Simple to select
•Quality (ISO9001)
•Versatility
•Square D brand
•Simple to select
•Versatility
•Square D Brand
•Simple to select
•Dual Technology
•Ultrasonic
Square D
•Quality
Advantages
•Simple to select
vs. Competitor •Versatility
•Contractor-friendly
Schneider Electric Advantage – Square D sensors feature a
robust mixture of innovative features, wall switch units are 120V
or 277V, all have a 5 Year Warranty, and technologies that make
the line more versatile and easier to select and use.
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Competitive Pricing
Watt Stopper
Hubbell BA
Cooper Greengate
Schneider Electric
Sensor Switch
Hubbell WD
Leviton
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Hubbell
BA
Watt
Stopper
Schneider
Electric
Sensor
Switch
Hubbell
WDK
Leviton
Cooper
Greengate
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Sales Tools & Support
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Sales Support
• iPortal
• Selection, Pricing, Data Sheets
•
•
•
•
•
•
Schneider Electric Lighting Control Support Guide
TAC Lighting Control Support Guide
for the TAC Sales Channel
7/22/2008
Square D lighting control products are available through the TAC Field Device Division
Products include:
 Occupancy Sensors: Wall switch replacement, ceiling mount, and wall mount configurations offering
passive infrared (PIR), ultrasonic, and dual technology models.
 Powerlink G3 Lighting Control Panelboards (controllable circuit breakers).
 Clipsal Networkable Devices: Keypads, light level sensors, occupancy sensors (PIR), and dimmers/relays.
Schneider Electric Lighting Control Brochure
Schneider Electric Occupancy Sensor Selection Guide
Schneider Electric Technical Support
TAC Customer Care
TAC Customer Care in Rockford has several groups to assist you. Support for Square D Lighting Control is
provided by the “TAC Field Device Support Team” which supports all “Field Device Sourced Products”. These are
products not manufactured by TAC.
Contact info:
Customer Service: 888-444-1311, option 3, then option 1
 Price Check by Part Number
 Stock/Lead Time Inquiry
 Order Entry, Expediting and Tracking
 ccc.orders@tac.com - Only send P.O.’s to this address
 ccc.service@tac.com – Follow up on P.O.’s, expediting, logistics, etc.
Technical Support – Level 1: 888-444-1311, option 3, then option 2
 Quotation Request (including specification review)
 Product Selection Assistance
 Help Finding Literature
 Communication network support for the BAS side of the network
 product.supportrockford@tac.com
Technical Support – Level 2
Technical support, Start-up assistance and Troubleshooting is available through Square D by calling the Lighting
Control Tech Support Group, 615-287-3400, option 4, option 1.
Or email to: lightingcontrol.support@us.schneider-electric.com.
M-F 7:30-5:00pm Central. 24 hour emergency response is available at 888-SQUARED.
Brochures, Manuals and Further Information
Product brochures, manuals, and other technical references can be found at the Square D Lighting Control web
site. Go to www.squaredlightingcontrol.com, click on “Product” then “Commercial” and drill down from
there. Also, you can sign up for the free lighting control newsletter, Bright Ideas.
Schneider Electric Local Product Specialists
www.squaredlightingcontrol.com
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Selection, Pricing & Quotation
For assistance with specification review, selection, pricing and sales support, please contact your local
Square D Lighting Control BDS (Business Development Specialist). See Attachment 1 below or contact TAC Field
Device Technical Service (888-444-1311, option 3, then 2) or product.supportrockford@tac.com.
All quoted and published pricing includes standard routing freight cost to any destination in the contiguous USA.
A new Powerlink G3 budgeting tool is being developed to assist you in developing a budget price for PowerLink
panels. Some of the tools features will be:
 Prompts you for required information.
 Builds a description and budgetary price.
 The “Copy to Clipboard” feature allows for easy quote generation.
 The hot links provide easy access to documentation.
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Selection Guide
● Includes all sensors
● Applications in front
● Cross reference in back
● Quick Reference for
● Project Managers
● Quotations
● Sales
● Contractors
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Selecting by Application
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iPortal
● Location
● Products > Power/Energy > Occupancy Sensors
● New Products Added
● Commercial Grade Ultrasonic and Dual Tech Sensors
● More Attributes Added
● For easier selection
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Lean Tools Savings Calculator
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http://www.squaredlightingcontrol.com
● Select Product > Commercial Product > Square D Occupancy Sensors
● Select Training to view, register and purchase training
● Information
● Product Handouts
● Instruction Bulletins
● White Papers
● Drawings
● CSI Specifications
● Case Studies
● Lighting Control Catalog
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Savings
Calculator
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Support
Technical Support
Phone: (615) 287-3400, Choose Option 4
FAX: (615) 287-3405
Technical Support E-Mail: lightingcontrol.support@us.schneider-electric.com
Training Support E-mail: lightingcontrol.training@us.schneider-electric.com
Support Hours: 7:30 am to 5:00 pm CST
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Schneider Electric
Wholesale Partner Occupancy
Sensor Program
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Schneider Electric Wholesale Partner
Occupancy Sensor Program
Wholesale Partner Commitment
● Wholesale Partner agrees to web based occupancy sensor
product and sales training
● Wholesale Partner agrees to display and promote Schneider
Electric Occupancy Sensors for at least 90 days in their counter
area
● Wholesale Partner agrees to provide a designated Occupancy
Sensor Sales “Expert” or “Champion”
● Wholesale Partner agrees to purchase 1 counter area stock
display kit.
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Schneider Electric Wholesale Partner
Occupancy Sensor Program
Opening Stock Order
● Occupancy Sensor Counter Area Display Kit
SQD-SLSM01. List price: $6120.00
●Counter Area Display Case
● 40 SQD-SLSPWS1277AW Basic PIR
Wall Switch Sensor, White
● 20 SQD-SLSPWS1277AI Basic PIR
Wall Switch Sensor, Ivory
Participation Includes
● 30 Occupancy Sensor Product Guides
● Training Webinar for your staff
● Special Pricing on Replenishment Orders of 60 Units
● Guaranteed Sale !
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Schneider Electric Wholesale Partner
Occupancy Sensor Program
Schneider Electric Guarantee Guaranteed Sale at one
year. If the sensors are not
selling at the end of one
year Schneider Electric will
allow an RGA with no
penalty or change.
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Steps to Success
1. Sign up for the Schneider Electric Wholesale Partner Program.
2. Select an Occupancy Sensor Sales “Expert” or “Champion” for each
location participating in the program.
3. Showcase Schneider Electric Occupancy Sensors in your counter
area.
4. Use the Square D Lean Tool to create an ROI argument for potential
customers.
5. $ell! $ell! $ell!
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For further questions, please contact
your Regional Sales Manager
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Thank You
Buzz Carruth
arthur.carruth@us.schneider-elctric.com
Installation Systems & Controls
9101 Burnet Road, Suite 200
Austin, TX 78758
512.739.9214
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