imi indoor climate - imiplc.com · president, icg michael preinerstorfer ... 2003 2004 2005 2006...
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AgendaAgenda1. Our Competitive Advantage
2. Growth Drivers1 E Effi i1. Energy Efficiency 2. Emerging Markets 3. New Products
3. Margin Drivers1. Key Account Management2. Engineering Advantage3. LCM
4. Q&As
Management TeamManagement Team
S T Mi h l P i t f Mik C bi MBE R bi V ll tSean ToomesPresident, ICG
Michael PreinerstorferManaging Director, Heimeier & Central Europe
Mike Carbine MBEHead of ICG Emerging Markets
Robin VollertVP W Europe
Indoor Climate sales and profit historyIndoor Climate sales and profit history Sales Revenue
169 168 172 186 207
281 292
142150200250300350 Sales Revenue
050
100150
2003 2004 2005 2006 2007 2008 2009 2010 H1
60.760
70Operating Profit
23.8 24.2 25.629.5 32.5
45.2
30.8
20
30
40
50
0
10
20
2003 2004 2005 2006 2007 2008 2009 2010 H1
Competitive PositionCompetitive PositionSector Market
growthMarket Share* Competitiongrowth Share* p
HydronicBalancing +++ 25-30%
Danfoss, Caleffi, Oventrop, Bell and
Gossett Balancing
Room Temperature ++ 20-25%
Danfoss, Oventrop, Honeywell, GiacominiTemperature
Control++ 20 25%
HydronicC diti i ++ 15-20%
Spirotech, Reflex, Flamco
Conditioning ++ 15 20%
Hydronic Control +++ 2-5%Johnson Controls,
Seimens, Honeywell, Belimo Schneidery 5% Belimo, Schneider
Electric
* IMI management estimates – Global market shares within addressable segments.
The ‘cost of discomfort’The cost of discomfort
-1°C = 12 - 18%
+1°C = 6 - 11%
* Robert Petitjean. Published in the "Total Hydronic Balancing" book, section 1.4.8.5, 3rd edition, 2004.
Hydronics = Electronics with water
1000pKvq
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So customers have problemsSo customers have problems
Beijing International AirportBeijing International Airport
Dear passengers: Due to Central Air conditioning, we are unable to control theare unable to control the Lounge temperature.Please bear with us.Thank you!
Hotel in Versailles
Regulation must be on red dot. Do not move it lower.THANK YOU/MERCI
Hydronic Energy DistributionHydronic Energy Distribution Building Management System (BMS)
Strategic focusDissipationProduction
Strategic focusHydronic Distribution
Temperature Hydronic pControl
yBalancing
Hydronic Hydronic yControl
yConditioning
Our Destiny
Most customer-focused, most knowledgeable and most innovative
Hydronic Solutions company in the world
Energy efficiencyEnergy efficiency
• 20% of the worlds energy is used in HVACused in HVAC
• 20% savings are typical• Drives specification of new
buildbuild• Drives renovation
* Source: ASHRAE HVAC Industry
Developers and ownersDevelopers and owners
• Netherlands ING• Netherlands – ING
D i & ti t• Drivers & motivators– Property value– Total cost of ownership– Energy efficiency– Minimise complaints– Reputation
”Modern, green, energy-efficient
buildings have vacancy of only 3% p– Legislation vs market average 10-15%.”
- Henk van Vliet ING Real EstateHenk van Vliet, ING Real Estate
”Renovation will be the main opportunity in the coming years for the HVAC industry.pp y g y yEspecially resilient where fuelled by energy-efficiency legislation. The Renovationbusiness is substantially less price-sensitive than new construction (the buildingitself is already financed and HVAC performance known)”y p )
Stephane Pasteur, Barbanel Consultants , France
Carbon footprint and economic payback
CO2
Balancing and Room Temperature Control 10 months
12 d
Loft Insulation 3-5 years
~12 days
Boiler 10
~7 years
New windows
10 years
more than 30 years
Energy Efficiency Legislation Driving Global Demand
1970-1990 1990-2000 2000-2005 2005-2010
UK: BuildingUK: Building
BSI BS EN ISO 13790BSI BS EN ISO 13790EN ISO
13790:2004EN ISO
13790:2004DE: EnEV2012
DE: EnEV2012
SWE: Building regulations 2006-2012
SWE: Building regulations 2006-2012
RU 2009 F dRU 2009 F d
UK: 2010 Building
UK: 2010 Building
DE: 1st Heating systems regulation
DE: 1st Heating systems regulation
DE: 2nd Heating systems regulation
DE: 2nd Heating systems regulation CHI: National
Directive on Energy Conservation
CHI: National Directive on Energy
ConservationDE: 3rd Heating systems regulation
DE: 3rd Heating systems regulation
DE: 4th Heating systems regulation
DE: 4th Heating systems regulationDE: EnEVDE: EnEV DE: EnEV
2005 vDI2035DE: EnEV
2005 vDI2035FR: Thermal regulation
FR: Thermal regulation
UK: Building regulations
UK: Building regulations EU: Energy Performance of
Buildings Directive (EPBD) 2002/91/EC
EU: Energy Performance of Buildings
Directive (EPBD) 2002/91/ECDE: EnEV
2007DE: EnEV
2007
DE: EnEVDE: EnEVFR: Law on
solar systemsFR: Law on
solar systems
20122012
FR: Thermal regulations
FR: Thermal regulations
RU: 2009 Fed. Law No 261-FZRU: 2009 Fed. Law No 261-FZ
TUR: Energy efficiency lawTUR: Energy efficiency law
TUR: Energy performance TUR: Energy performance
gregulations
gregulations
Building Energy Codes
Building Energy Codes
EuPEuP20052005
CEN documentation
CEN documentation
EN 15316-3-1EN 15316-3-120092009 regulationregulation
EU GreenBuilding
Program
EU GreenBuilding
Program
AHRI GUIDELINE V
AHRI GUIDELINE V
ESCOESCO
Impact of LegislationImpact of Legislation
Mio
. €
• ‘Thermostatisation’ in Germany 1978 // Reunification in the 90ies
• Installed base of 300 Mio TRVsInstalled base of 300 Mio TRVs
• Market will continue to grow above GDP with bulk of business from after sales sector
Leading the way to increased energy
H ti h k i G
Leading the way to increased energy efficiency
Heating check in Germany
Increasing energy efficiency of heating systems by an average of 20%heating systems by an average of 20%
• New European norm to kick off modernisation of domestic heating
• Taking a leading role in the development of a standardized heating system check procedure
• 1 in 4 of our German seminars relatesto the heating check
Emerging MarketsEmerging Markets• Disciplined approach to the knowledge pull modelp pp g p
– 70% average Hydronic competence levels in emerging markets
• Investments in the Seminar model– China & Russia 40-45% growth in seminar attendees
• ICG “Pull Model” delivering results in Emerging markets
30000
Seminar attendees - emerging markets
20000
25000
30000
5000
10000
15000
02007 2008 2009 2010
Asia Pacif ic Eastern Europe Middle East
Our Ambitions in ChinaOur Ambitions in China• Knowledge is our foundation
BeijingShenyang
• Knowledge is our foundation• Regional expansion
Hebei
SuzhouXi’anTianjin
QingdaoNanjin
An HuiWuhan
ShanghaiChengdu
Hangzhou Ningbo
Nanjin
Chongquingg g
Shenzhen
GuanghzouIndoor Climate Locations
Delivering 20% energy savings in
H K P l t h i U i it
Delivering 20% energy savings in Hong Kong
Hong Kong Polytechnic University
Maintain a comfortable temperature while minimising energy consumptionwhile minimising energy consumption and operational costs
• Local legislation proposed that indoor t t h ld b k t t 25 5°Ctemperature should be kept at 25.5°C.
• Thorough analysis of the Hydronic system, measuring its differential pressure, flow and temperature.
"TA's innovative differential pressure control valves are now being used following the recommissioning of this installation to regulate the pressure
d fl f th h d i t• Installation of balancing and differential
pressure valves to create a variable flow system. H K P l t h i U i it ill h
and flow of the hydronic systems. In the experimental phase, energy savings of approximately 20% were achieved in the buildings of the Polytechnic that utilise this self-regulating climate control technology ”• Hong Kong Polytechnic University will have a
fully controllable indoor climate that minimises energy expenditures and optimised comfort.
regulating climate control technology.
Daniel W. T. Chan, ProfessorDepartment of Building Services Engineering, Hong Kong Polytechnic Universityo ytec c U e s ty
Legislation support for renovation: g ppTurkish wave
35
• Law passed December 2009• New build first opportunity 20
25
30
£mpp y• Renovation to follow.• 15 million flats to be renovated
5
10
15GB
P
• 75 million people0
5
2011
2012
2013
2014
2015
2016
2017
2018
2019
2020
2021
2022
Market Size (£m)
Potential future waves
( )
* IMI management estimates
C k l k Ob h d i B k
Optimum Hydronic design wins goldCeskoslovenska Obchodni Banka Headquarters, Czech Republic
First LEED certified building in CzechFirst LEED certified building in Czech Republic – gold awarded
• Highest standard in indoor climate and ffi ienergy efficiency
• Total installed capacity: 5 MW cooling, 3 MW heating
• Office building for 2600 employeesg p y• Successful cooperation in 10 previous
projects• Continuous support to the designer,
t t d i t ll thcontractor and installer over more than 2.5 years
Extending our competenciesExtending our competencies
Strategic focusWorld Market L d
World market l d Strategic focus Leaderleader
Temperature Hydronic Balancing ControlBalancing
H d i Hydronic Control
New Technology
HydronicConditioning
Aspiring k t Technology
Entrantmarket leader
Control is importantControl is important
Control is just as important as balancing
C BMSBuilding
...Balancing: The science of ensuring each terminal unit has enough power.
ClimateActuatorBalancing
Valve
...Control: The science of controlling the use of available power
Control valve
HVAC system
And difficult to get rightAnd difficult to get righttsqp
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and there are problems...and there are problems
• Unstable behaviour
• Oversized
• Low authority
• Needs more
• Insufficient thrust
• Reduced life-time
• Wrong characteristicpump head
• Actuator unable
due to on-off cycles
• Too short lift
• Poor rangeability
to shut the valve
• No balancing on
• Prone to noise cavitation
small terminal units
How we create valueHow we create value
Building Value
Total Life CostCustomer
valueIMImargin
Total Life Cost
Upfront Costs
Route to market it looks so simpleRoute to market – it looks so simple…
P d t Di t ib ti C tProduct Distribution Customer
ConsultantsConsultants
Merchants &Merchants & DevelopersDevelopersInstallers &Installers &IMI Indoor ClimateIMI Indoor Climate
Merchants &WholesalersMerchants &Wholesalers
Developers & Owners
Developers & Owners
Installers & ContractorsInstallers & Contractors
’ ff GDeveloper OwnerArchitect
... it’s actually complex and difficult. Great !
ProjectManagement
Developer OwnerArchitect
MainContractor
HVACConsultant
CommissioningManagement
Partner
M&EContractor
TA MaintenaceCompany
Main contractor(Decommissioning)
Wholesaler
Distributor
Installer BalancingCompany
Flow of products Flow of moneyFlow of information
K i d t t f d th
Customer insight drives our strategy
• Key industry experts from around the world are invited to our regional insight councils
• Driving insight on:– Trends– New technologies– Hydronic issues/opportunities
Energy efficiency legislation– Energy efficiency legislation (EPBD)
– Renovation
Hydronic CollegeHydronic College
Guardians of Hydronic knowledge 200 hydronic expertsDefined global process
‘Train the Trainers‘ model60 ‘Gurus’
Cid d Ad i i t ti P id t
Our solutions deliver real savingsCidade Administrativa Presidente, Brazil
21% energ sa ings achie ed21% energy savings achieved
• Strong relationship developed over 8 yearsover 8 years
• Ongoing technical support from system design to installation andsystem design to installation and system start up for over one year
Seminars designed to educateSeminars designed to educate
Vienna61 people
Shanghai150 people
Sao Paulo60 people
Dallas150 people
60,000 customers
Barcelona155 people
Tokyo59 people
Bangalore179 people
Taipei73 people
The impact of our seminarsThe impact of our seminars
“The training I received was great! I do not need product training, I can get that from the product catalogue……
Your training is about how the system works and how fluid dynamics and engineering can benefit me I don’t want my time to be wasted withand engineering can benefit me. I don t want my time to be wasted with product training and trying to sell me something. The training I received from TA is something I can put to use tomorrow”
September 2010, New York City
Engineering AdvantageEngineering AdvantageEngineering Support CentresEngineering Support Centres
• Value engineering
• Design alternativesg
• Customised solutions
• Maximise customer value
• Pulling through new productsMasdar City
Radet: Bucharest District Heating
Engineering AdvantageEngineering Advantage
• System level sell• Ambassadors
Differentiation and loyalty• Differentiation and loyalty• Value recognition• Premium pricesPremium prices• Pulling through new products
e.g. TA Scope, Control Valves
Energy saving using the Engineering
MOL ffi b ildi H
gy g g g gSupport Centre
MOL office building, Hungary
• Two identical office buildings (A and B), with the same orientation, size andwith the same orientation, size and identical heating system.
• A was renovated according to our re-design.
• The energy consumption of A and B was compared:
• Office Building A: 9696 m3 (584.3 GJ)• Office Building B: 11053 m3 (921.6 GJ)
➔ Energy savings: 27.7 %➔ Energy savings: 27.7 %
LCM/LCP InitiativeICG Poland
LCP/Low cost procurement- Status today 2010, 30%y- Focus on localisation and agility- Plan 2012, approx 45%
LCM development and plan- Status today Poland/Slovenia 30%
Plan 2012 LCM 45%- Plan 2012 LCM 45%ICG LCM of direct headcount
2010 LCM Initiatives- Plant closure Pneumatex France in Q4-10
Relocation remote sensor from Germany30%
3 529’-3 689’2011
- Relocation remote sensor from Germany- Relocation assembly work from Sweden
3 529 3 689
SummarySummary
1 Our Competitive Advantage1. Our Competitive Advantage
1. Growth Drivers1. Growth Drivers1. Energy Efficiency2. Emerging Markets3. New Products
2 Margin Drivers2. Margin Drivers1. Key Account Management2. Engineering Advantage3. LCM
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