Transcript Document

Street Smart Spec Stoppers
“aka”- how to make the competition
add dollars to their bid to increase your
sales closure percentages and profit
margins
“Decoder”
• (SS) = Specification Stopper where you truly
can box out the competition
• (HC) = “Hill Climber” wherein you make the
competition climb a “price hill” or “price
mountain” to bid the job to your
specifications
QUALITY CONTROL SYSTEM (SS)
• “Quality control system shall automatically
perform via computer: triple leak check,
pressure tests, evacuate and accurately
charge system, perform detailed heating and
cooling mode tests, and quality cross check
all operational and test conditions to pass/fail
data base. Detailed report card* will ship with
each unit displaying all test performance
data.” (Applicable GR,GS,TS,TT)
3 ACCESS PANELS (SS-Trane)
• All units (horizontal and vertical) must have a
minimum of three access panels for
serviceability of compressor compartment.
Units having only one access panel to
compressor/heat exchangers/expansion
device/refrigerant piping shall not be
acceptable. (see Trane unit plan view)
Mold/ fungal growth resistance (HC/SS)
• Standard cabinet panel insulation must meet
NFPA 90A requirements, air erosion and mold
growth limits of UL-181, stringent fungal
resistance test per ASTM-C1071 and ASTM
G21, and shall meet zero level bacteria
growth per ASTM G22. Unit insulation must
meet these stringent requirements or
unit(s) will not be accepted.
Powder Coat Paint (SS-Trane+)
• Vertical heat pumps shall be fabricated from
heavy gauge G90 galvanized steel with
powder coat paint finish. The color will be
Polar Ice. Both sides of the steel shall be
painted for added protection.
Fact. Inst. Motorized Valve (SS-Trane GE)
• Option: The unit will be supplied with
internally factory mounted two-way water
valve for variable speed pumping
requirements. (GR, GS, etc)
• Note in Atlanta due to wiring cost of ATC for
field mounted valve; “market price”=$130 ave
MC + ATC cost; our list $183
Fact. Installed Unit secondary pump (SS)
• Option: The unit will be supplied with
internally mounted secondary pump for
primary/secondary applications, specifically
one-pipe systems.
• (GR,GS,TS,TT,VHS,CCE)
Optional E coated coils (HC/SS)
• Option: The refrigerant to air heat exchanger shall be
“electro-coated” with a low cure cathodic epoxy
material a minimum of 0.4 mils thick (0.4 – 1.5 mils
range) on all surfaces. The black colored coating
shall provide a minimum of 1000 hours salt spray
protection per ASTM B117-97 on all galvanized end
plates and copper tubing, and a minimum of 2000
hours of salt spray on all aluminum fins. The material
shall be formulated without the inclusion of any heavy
metals and shall exhibit a pencil hardness of 2H
(ASTM D3363-92A), crosshatch adhesion of 4B-5B
(ASTM D3359-95), and impact resistance of 160
in/lbs direct (ASTM D2794-93).
“Torsion flex fan motor mounting”(HC/SS)
• The fan motor on small and medium size
units (006-042) shall be isolated from the fan
housing by a torsionally flexible motor
mounting system with rubber type grommets
to inhibit vibration induced high noise levels
associated with “hard wire belly band” motor
mounting. (see motor mtg pictures)
G90 Galvanized Steel (SS-McQuay)
• The heat pumps shall be fabricated from
heavy gauge G90 galvanized steel
Factory Installed Condensate Traps (HC)
• Vertical units shall be furnished with a PVC
slip condensate drain connection and an
internal factory installed condensate trap. If
units without an internal trap are used, the
contractor is responsible for any extra
costs to field install these provisions,
and/or the extra costs for his subcontractor to install these provisions.
Stainless Steel Drain Pans (SS-Trane)
• Optional Stainless Steel Drain Pan
• (Watch out-this is std with FHP)
Microprocessor Unit Controller (HC/SS)
• Units shall have a solid-state control system.
Units utilizing electro-mechanical control
shall not be acceptable. The control system
microprocessor board shall be specifically
designed to protect against building electrical
system noise contamination, EMI, and RFI
interference.
Provide minimum of 7 safeties (HC/SS)
• NOTE: Units not providing the 7 safety
protections of anti-short cycle, low
voltage, high voltage, high refrigerant
pressure, low pressure (loss of charge),
low water temperature, and condensate
overflow protections will not be accepted.
Constant Lower Humidity option (SS/HC)
• This control system coupled with a multi-stage
thermostat will better dehumidify room air by
automatically running the heat pump’s fan at lower
speed on the first stage of cooling thereby
implementing low sensible heat ratio cooling. On the
need for higher cooling performance the system will
activate the second stage of cooling and
automatically switch the fan to the higher fan speed
setting. This system may be further enhanced with a
humidistat. Units not having automatic low
sensible heat ratio cooling will not be accepted;
as an alternate a hot gas reheat coil may be
provided with control system for automatic
activation.
100% Dehumidifier option (SS)
• Option : Unit shall include ClimaDry reheat option.
Only modulating reheat that will adjust capacity
based upon supply air temperature to provide
“neutral” 72 ° constant air temperature will be
accepted. 72º supply air temperature shall be
provided regardless of entering loop water
temperatures or refrigerant condensing pressures.
Control of reheat must be accomplished via a
humidistat or dehumidistat contact closure.
Refrigerant circuit must be ARI certified. Refrigerant
circuits that are not ARI certified when the reheat
option is applied will not be accepted.
Climadry additional notes
• Applicable units: GCV, GSV, GSH, TSV, TSD
TSH, TTV, TSD TTH, GLV
• To appease “competitive bidding”; write that
“if modulating reheat not provided, others
may furnish hot gas reheat and supplemental
downstream field mounted heater with
temperature controller to provide 72 degree
constant LAT at all unit loop EWT’s;
contractor responsible for all installed
additional costs.”
Remote Service Sentinel (SS)
• Remote Service Sentinel (CXM/DXM):
• Solid state control system shall communicate
with thermostat to display (at the thermostat)
the unit status, fault status, and specific fault
condition, as well as retrieve previously
stored fault that caused unit shutdown. The
Remote Service Sentinel allows building
maintenance personnel or service personnel
to diagnose unit from the wall thermostat.
Remote Service Sentinel- add’l notes
• NO ONE ELSE CAN DO THIS!!!!!
• (They typically only make a light glow like
“Rudolph’s Red Nose”). No details!
Lonwork/MPC information controllers
• Communicates 7-8 itemized safety shutdown
faults to ATC “front end”.
• Comes std with leaving water and air
temperature sensors factory installed.
• Only Trane ZN-510/524 + Trane building
controls can do this also.
• Typically lower bid day price for CM + ATC
vrs Trane if you coordinate with ATC weeks in
advance via “sales discussion”.
Note- there are numerous other differential
advantages in the “Street Smart and Street
Tough Specifications”
See the bold or italicized wording in
specific model specifications
Examples:
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•
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Consoles have 3/8” rounded corners
TS/TT units ave. 2.0 EER higher than anyone
Supply air noise baffles on VHS units
Etc.
Some “Differential” Product Specials
“High KW” Electric Heat for GCV (SS)
• Factory Furnished and installed
• Single point power connection
• Ave. leaving air temperature 92° vrs Trane
at 80°!!!!! (see chart)
• This application for boilerless electric heat;
heating provided is electric only-no
compressor operation.
• Typically applicable to NC latitude and south
“Single Pipe” for VHS
No one else does this!!
Pressure Differential Flow Switches
• Factory installed 150 or 500 psi dwp
differential pressure flow switches will not
allow unit to start if no flow exists (perhaps
pump failure), or will shutdown unit when loss
of flow occurs. Note once flow re-established,
unit will automatically restart! Great for
condo’s wherein owners not full time
occupants, and humidity can build up if longterm unit shutdown occurs.
Remember that your “salesmanship” in
implementing key specification wording and
combining key products for best packaging• Increases your closure ratio- and ours
• Increases your job margins- and ours
Good luck and smart selling!
Thank you!