industrial sales focus: hvac&r, valves & flow meters ...air compressors •durable, safe,...

Copyright ©2009 Honeywell International Inc. All rights reserved.

Industrial Sales Focus: HVAC&R, Valves & Flow Meters, Elevators, Conveyors, Air Compressors March 2009

Honeywell Proprietary

Honeywell.com

2 March 2009

Note to Users

• The following information is a work in progress based on current knowledge of our customers’ applications and needs.

• We intend to update this material as we continue to better understand our customers’ needs, and as we receive new information from you.

• The information we supply is believed to be accurate and reliable as of publication and/or updating, however, we assume no responsibility for its use.

• While we provide application assistance personally through our literature and the www.Honeywell.com/sensing website, it is up to customers to determine the suitability of the product in their applications

http://www.honeywell.com/sensing


Honeywell.com

3 March 2009

Industrial Sub-vertical Strategy – Focus

OEMs Customer’s Desired Outcome Focus Products (products in grey are also applicable)

HVACR • Energy efficient heating & cooling • MICRO SWITCH™ Basic Switches

• Pressure Switches• Hall-effect Sensors• Temperature Probes• Thermostats

• Current Sensors• Humidity Sensors• Pressure Sensors• Airflow Sensors

Valves • Accurate valve position…– to enable accurate monitoring &

flow control– for smooth, efficient system

operation

• MICRO SWITCH™ Basic Switches

• Magnetic Hall-effect Sensors• Speed Sensors• MICRO SWITCH™ Hazardous

Location Switches

• MICRO SWITCH™ Limit Switches

• SMART Position Sensors• Pressure Sensors• Speed Sensors

Elevators and Lifts

• Safe, smooth, and reliable operation• Low installation cost• Aesthetically pleasing

• MICRO SWITCH™ Limit Switches• SMART Position Sensors• Thermostats• Current Sensors• Load Cells

• Infrared Motion Detectors• Hall-effect Sensors• Speed Sensors• Temperature Probes• Power Relays

Air compressors • Durable, safe, cost-effective air supply to power pneumatic tools

• Thermostats• Hour Meters• MICRO SWITCH™ Basic

Switches

• Pressure Switches• Hall-effect Sensors• Humidity Sensors

Conveyors • Smooth, safe operations in manufacturing &/or hazardous environments

• MICRO SWITCH™ Limit Switches• MICRO SWITCH™ Safety

Switches

• MICRO SWITCH™ Hazardous Location Switches


Honeywell.com

4 March 2009

Customer Segments & Sales Opportunity Ranking

Air compressors

HVAC&R

Elevators

Valves

Conveyors

Customer Segment Risk Mitigators Cost Optimizers

“Sensor = money maker”“Sensor = money saver”“Sensor = safety blanket”Listen for Keywords:

Reduce total cost of ownership, system cost, value product, cost-driven, commodity product

Innovation, technology leader, premium product, high performance, high reliability

Reduce risks, use minimum sensors required, meet compliance need, reduce liability and warranty claims

Willingness to Pay:

Lo HiSales Opportunity Ranking

Residential Industrial

Performers


HVAC&R: Heating, Ventilation, Air Conditioning & Refrigeration


Honeywell.com

6 March 2009

• Pressure or airflow sensors to monitor airflow• Commercial Solid State sensors for brushless dc motors• Humidity sensors for thermostats, humidifiers, de-humidifiers• Temp sensors or bi-metal thermostats for water heaters• Temp sensors, probes, or basic switches for temp controllers including

pipe sensors, thermowells, remote bulbs• Pressure switch for pressure monitoring• Limit and Basic switches for damper position & back pressure monitoring

HVAC&R for Ind. Heating/Cooling – Industry OverviewPotential Customer Applications Honeywell Value Propositions• Static pressure in duct or room applications• Variable air volume (VAV) system control• Wall thermostats and wireless outdoor sensors• Door interlocks and clogged filters in air cleaners• Temperature controllers – fan and blower controls, thermowells• Boiler temperature safety limit control; boiler pressure monitoring• Burner combustion gas monitoring/control• Gas valves• Actuators (vent dampers or direct-coupled)• Back pressure monitoring

Potential Sensor and Switch Applications

Success Stories

• Reliability and safety• Energy efficiency• Compliance with ANSI, AGA (American Gas Association)• Low total installed cost• Accuracy and long life• Wireless capabilities

Successful Selling Tactics

Customer Needs

Sensor: Customer required a fire and smoke damper control for actuators. Because of high-temperature requirements, they chose Honeywell’s Hall- effect sensor that operates up to 150 °C. Additionally, the VAV controller used our airflow sensors. Switch: HVAC pressure switch control manufacturer needed strict reliability and low hysteresis switches, meeting very tight specifications with low operating force. Provided custom BZ series basic switch (as only company to meet specs).

• Ability to detect flow at very low pressure level (2 inch H2 O or less) (Competitive Advantage)

• Customizable packaging (housing, port configuration, mounting, media compatibility)

• Providing enhanced quality and reliability (< 100 ppm)• Providing stable output over all environmental conditions• Offers pressure, air flow, temperature, humidity sensors, and pressure, limit

and basic switches

Potential customers:• These customers usually are willing to pay a higher price for performance,

but they have lower volumes• Need to detect low pressure level for airflow (2 inch H2 O or less)• HVAC control and equipment manufacturers• Manufacturers of humidifiers or de-humidifiers, boilersSelling tactics:• Emphasize reliability and performance (accuracy, stability, repeatability,

survives extreme environments)• Stress our delivery capability (6~8 weeks for most products, 4 weeks for

some switches)• Offer customization, such as pressure ranges or packaging


Honeywell.com

7 March 2009

HVAC&R for Residential Heating/Cooling – Industry Overview (Lower Priority)

Potential Customer Applications Honeywell Value Propositions• Wall thermostats/humidistats and wireless outdoor sensors• Temperature controllers – fan and blower controls, remote, thermowells –

temperature sensors, controls for water heaters• Airflow monitoring/detection• Hydronic heating controls – Basics or temperature, boilers • Humidifiers and de-humidifiers• Brushless dc motors• Boiler pressure monitoring

Potential Sensor and Switch ApplicationsSuccess Story

• Airflow sensors to adjust airflow into rooms• Pressure sensors to monitor air flow• Humidity sensors for thermostats, humidifiers, de-humidifiers• Temp sensors or bi-metal thermostats for water heaters• Temp sensors, probes, or basic switches for temp controllers• Magnetic/Hall-effect sensors for brushless dc motors• Pressure switches for boiler pressure monitoring• Basic switches for airflow detection• Basic switches for pressure switch manufacturers• Basic and limit switches for damper control

• Energy efficiency• Low power for battery operation for wireless or remote sensors• Quieter operation• Small size • High accuracy• Wireless capabilities


Customer Needs

Potential customers:• These sensor customers have very low price points but high volumes• They are typically risk mitigators who’d choose the sensor with low cost• Only approach accounts who need to detect low pressure level for airflow--

2 inch H2 O or less• HVAC control/humidifier/dehumidifier, boiler equip manufacturers,

brushless dc motorsSelling tactics:• Emphasize how the sensor performance improves “Indoor air quality” and

“home comfort” and “reliability and durability”• Align closely with PLM’s to make sure we can supply a competitively

priced sensor or switch • Stress our delivery capability (6~8 weeks for most products)• Offer customization, such as pressure ranges or packaging

Customer needed a reliable, stable, accurate low-cost solution to reduce brushless dc motor vibration and provide low audible noises. The SS40A Magnetic Hall-effect sensors provided the accuracy and performance required by the customer. Honeywell was selected as the sole supplier because our sensor was more accurate at higher temperatures and we met the cost objective.

• Ability to detect flow at very low pressure level (2 inch H2 O or less) (Competitive Advantage)

• Customizable packaging (housing, port configurations, mounting and media compatibility)

• Providing enhanced quality, accuracy and reliability (< 100 ppm)• Providing stable output over all environmental conditions• Pressure, airflow, temp, humidity sensors and pressure, basic switches


Honeywell.com

8 March 2009

Potential Sensor Solutions for HVAC


Honeywell.com

9 March 2009

• Temperature locations– Room/space temperature– Duct temperatures: mixed air, discharge air, hot/cold deck, return air – Outdoor temperature: control point reset, open loop enable– Water temperature: immersion sensors, distribution, boiler water, chiller/tower water loops

• Humidity locations– Room/space humidity levels– Air duct: return air, discharge high limit– Outdoor humidity: OA/RA enthalpy comparison, dew point

• Pressure locations – Air duct static and velocity pressures– Differential air pressure across fans, filters, etc.– Differential water pressure in pumping and distribution systems

• Flow sensing– Air flow status, variable fan modulation– GPM status, variable pump modulation

• Current and voltage– Energy management; amp draw status, KW consumption

Potential HVAC Sensing Applications


Honeywell.com

10

For (customer) SEGMENT: Industrial – HVACPOTENTIAL APPLICATIONS: VAV controllers

… that need (problem to be solved)

to adjust airflow into rooms

… Honeywell’s Airflow Sensors AWM 90000 Series

Airflow Sensors for Industrial HVAC

HONEYWELL DELIVERS BY…CUSTOMER BENEFITS

Accurate

Reliable

• detecting flow at ultra-low pressure ranges (1 in H2O)

• providing enhanced quality and reliability (<100 ppm)

• Provides enhanced sensitivity

• Provides enhanced accuracy and repeatability

• Reduces downtime in many demanding operations

Success Story: Industrial HVAC manufacturer needed an accurate, low-cost way to monitor airflow pressure across a damper in their Variable Air Volume controllers to control airflow. The AWM 90000 Series accurately met the customer’s measurement functions at an affordable cost.

Sensitive

Easy to use

• providing accurate, repeatable measurement of the flow rate over time

• Reduces system size and weight • providing an airflow sensor in a small package


Honeywell.com

11 March 2009

For (customer) SEGMENT: Industrial – HVAC (customers who can use analog sensors, who are quality conscious and who do not mind 5V output)POTENTIAL APPLICATIONS: Air conditioning, air movement systems, thermostats, humidifiers and de- humidifiers, humidistats, enthalpy sensing


tight system control of humidity

… Honeywell’s Humidity Sensors HIH-40xx Series, HCH-1000 Series

provides

Humidity Sensors for Industrial HVAC


Success Story: Industrial HVAC manufacturer needed a highly accurate, reliable and cost-effective humidity sensor for its commercial thermostats. Honeywell’s HIH-4000-901 featuring custom leadwire bend/die orientation provided optimal airflow exposure, and was calibrated to provide accuracy within ±3%. The product met the customer’s accuracy and reliability requirements in tape and reel packaging that lowered manufacturing costs.

Reliable • providing reliable, stable output over many demanding environmental conditions • Prolongs maximum system life

Accurate • allowing for tight system control of humidity, even in many condensing environments

• Provides enhanced accuracy/response time

• designing a sensor with a small housing profile• Allows for application flexibility Flexible

• utilizing a low current draw• Allows for use in low-current-drain, battery- operated systems

• offering a superior sensor utilizing surface mount device (SMD) packaging on tape and reel

• Allows for use in automated, high-volume, lower-cost pick-and-place manufacturing

Cost-effective

• providing multi-layer construction and a hydrophobic filter

• Provides resistance to condensation and contaminants

Durable

Competitive differentiation


Honeywell.com

12 March 2009

For (customer) SEGMENT: Industrial – HVACPOTENTIAL APPLICATIONS: Air conditioning fan systems for brushless dc motors


high-speed, extended life sensors

… Honeywell’s Magnetic Sensors – First Level Hall-effect SS41A, SS40A, SS41

provides

Magnetic/Hall Sensors for Industrial HVAC


Success Story: Customer needed a reliable, stable, accurate low-cost solution to reduce motor vibration and provide low audible noises. The SS40A provided the accuracy and performance required by the customer. Honeywell was selected as the sole supplier because our sensor was more accurate at higher temperatures and we met the cost objective.

• Enables low audible noises and reduces motor vibration

• providing industry-leading sensor output stability and accuracy for smooth motor control

Quiet

Cost-effective• Reduces replacement costs • providing a robust and durable design

• Allows for compact designs and automated, lower-cost assemblies • designing a small sensor

• utilizing reverse voltage/polarity protection• Provides circuit protectionSafe

• consuming less power• Enhances energy efficiency

Efficient

• providing thermally balanced integrated circuit accurate over full temperature range• Provides proper fan function Effective

• providing enhanced accuracy and linearity over span of 0 V to 5 V output

• Enables extended sensing range Accurate



Honeywell.com

13 March 2009

For (customer) SEGMENT: Industrial – HVAC (APAC customer-specific applications)POTENTIAL APPLICATIONS: Brushless dc motors, PG motors



… Honeywell’s Magnetic Sensors – First Level Hall-effect SS300 Series (SOT 23), Low Cost Bipolar, Unipolar

provides

Magnetic/Hall Sensors for Industrial HVAC (Next Gen)


Cost-effective• Provides a low-cost solution • designing/manufacturing for cost competitiveness

• Enables low audible noises and reduces motor vibration

• providing enhanced sensor accuracy output for smooth motor control

Quiet

• Reduces replacement costs • providing a robust and durable design

• Allows for automated, lower-cost assembly • providing a smaller leaded package

• Allows more features on PCB and reduces end-product demission, resulting in less space and material

• designing a sensor with a 60% smaller footprint

• Allows for the use of cheaper and/or stronger magnets while extending sensing distance

• providing enhanced sensitivity and flexibility with low-gauss magnetic field

Economical


Small


Honeywell.com

14 March 2009

For (customer) SEGMENTS: HVAC – residential and commercialPOTENTIAL APPLICATIONS: Boiler and Damper control (High cost of failure)


to measure and control boiler and damper functions:- Shut down power to boiler heater at set point, allow for manual reset- Cycle boiler on/off to control boiler temperature- Used inside pressure switches to monitor boiler exhaust

… Honeywell’s MICRO SWITCH™ Premium Basic Switches – V7, BZ and SX/SM Series

provides

MICRO SWITCH™ Premium Basic Switches for HVAC


• Dependability: keep service calls down

• Global purchasing / global availability

Reliable

Quality

Global

“Custom”

• Tight hysteresis: customer comfort

• Superior performance in high cost of failure applications

• On-time delivery

• tight hysteresis• Less than 1mil plunger travel

• broad & deep array of product options– Options for circuitry, wide selection of actuator

styles, connection types, etc.

• global manufacturing locations– UK, USA, & China

• global agency approvals– UL, CSA, CE, CCC pending

• reliable switch performance – Tested to minimum 100,000 cycles

• Easy to install: lowers overall costs

Safe

• easy to install• V-series with push-in terminals• BZ option for push-on or screw terminals



Honeywell.com

15 March 2009

For (customer) SEGMENT: Industrial – Water heaters and boilersPOTENTIAL APPLICATIONS: Residential and commercial water heater/boilers systems


pressure control of steam in boilers

… Honeywell’s Pressure Switch – 5000 Series

provides

Pressure Switches for Industrial/Residential Boilers


Safe

Flexible

Efficient

• providing over-pressure protection

• offering standard mounting configurations and broad set points

• accurately controlling and monitoring pressure

• Provides enhanced end user safety

• Provides ability to customize to needs

• Improves system operation efficiency

Reliable • providing enhanced reliability and quality• Helps reduce potential liability associated with safety applications (e.g., pressure detection)

• offering a simplified platform configuration• Provides a cost-effective solution for system manufacturers Cost-effective

Success Story: Residential boiler manufacturer required a pressure switch to monitor steam pressure to prevent a potentially explosive situation. Honeywell provided a customized configuration with a special diaphragm to accommodate the specific pressure environment.


Honeywell.com

16 March 2009

For (customer) SEGMENT: Industrial – HVAC POTENTIAL APPLICATIONS: Water heater/boiler temp controllers; compressor temp monitoring; air temp sensing for enthalpy sensors and thermostat control


air, surface and immersion temperature sensing

… Honeywell’s Temperature Probes 5xx Series, 6655 Series, ES-110, ES-120 Series

provides

Temperature Probes for Industrial HVAC

HONEYWELL DELIVERS BY…CUSTOMER BENEFITS• offering customized packaging• Allows for greater application flexibility Flexible

• offering a variety of packages, R-T curves, termination styles and housing materials• Reduces the cost of the total solution Cost effective

• providing reliable and stable output over many demanding environmental conditions

• Promotes maximum system life and up-time Reliable

• providing enhanced accuracy and response time

• Allows for tight system control of temperature Accurate

Efficient • providing excellent interchangeability • Reduces or eliminates calibration in the customer’s manufacturing process

Success Story: Customer needed low-cost thermistor probes that were highly sensitive, had a fast response time, in a customized package for residential water boilers currently using electronic heater controls. The ES120 was customized by providing a customer-specific nylon housing color for assembly purposes; 6655 used the same mounting footprint and termination as a thermostat switch to match customer’s legacy control unit interface. Products were easily integrated into the control unit and assembly processes.


PRODUCT FOCUS

6655 Series Product Focus: Visit the AD/Rep Portal in the Industrial Sales Focus Folder for New Materials


Honeywell.com

17 March 2009

For (customer) SEGMENT: Industrial – RangesPOTENTIAL APPLICATIONS: Oven temperature control of high performance/high capacity ovens for commercial and residential use



… Honeywell’s Temperature Probes 5xx Series, ES-110, ES-120 Series

provides

Temperature Probes for Industrial Ranges


• offering a wide variety of packages, R-T curves, termination styles and housing materials

• Reduces the cost of the total solution Cost effective


• Promotes maximum system life and up- time Reliable


• Allows for tight system-oven temperature control for precision and fast cooking Accurate




Honeywell.com

18 March 2009

For (customer) SEGMENT: Industrial – Water heaters and boilersPOTENTIAL APPLICATIONS: Residential and commercial water heater/boilers


temperature control, temperature over-protection and flame protection

… Honeywell’s Thermostats 245x Series

provides

Thermostats for Industrial Heater/Boilers


Safe

Flexible

Simple

Efficient

• providing over-temperature protection

• offering standard mounting configurations and broad temperature and tolerance ranges

• accurately controlling and monitoring temperature

• meeting UL regulatory requirements

• Provides enhanced end user safety

• Provides ability to customize to needs


• Eases system qualification

Reliable • providing enhanced reliability and quality• Helps reduce potential liability associated with safety applications (e.g., flame detection)

• offering a simplified platform configuration and emerging-region manufacturing

• Provides a cost-effective solution for system manufacturers Cost-effective

Success Story: Industrial heater/boiler manufacturer required a temperature switching device to detect flame under the water heater so as to quickly turn off the gas flow to prevent a potentially explosive situation. Honeywell developed a custom configuration with a unique mounting stud.


Thermostats Product Focus: Visit the AD/Rep Portal in the Industrial Sales Focus Folder for New Materials

PRODUCT FOCUS


Honeywell.com

19 March 2009

For (customer) SEGMENT: Industrial – waste oil heatingPOTENTIAL APPLICATIONS: Waste oil heating systems


temperature control and over-temperature circuit protection

… Honeywell’s Thermostats 245x Series, 30xx Series

provides

Thermostats for Industrial Waste Oil Heating


Safe

Flexible

Simple

Efficient

• providing over-temperature protection

• offering standard mounting configurations and an expansive temperature/tolerance range

• accurately controlling/monitoring temperature

• meeting UL regulatory requirements

• Enhanced end user safety

• Flexibility in system design


• Easier system qualification

Success Story: Industrial waste oil heating customer required a temperature switching device to detect heater over-temperature conditions and remove power before the unit overheated and potentially caught fire. Honeywell’s thermostat provided numerous mounting configurations and temperature options, providing the customer with a thermostat that could switch power off at the desired temperature, and fit within the application.

Reliable • providing enhanced reliability and quality• Helps minimize warranty and repair costs


PRODUCT FOCUS

Thermostats Product Focus: Visit the AD/Rep Portal in the Industrial Sales Focus Folder for New Materials


Honeywell.com

20 March 2009

Refrigeration – Industry Overview

Potential Customer Applications Honeywell Value Propositions• Transport /container refrigeration systems• Bulk stationary refrigeration equipment (including compressor

motors or pumps)

Potential Sensor Applications Success Story• Humidity sensors for thermostat and fan control• Temperature probes for thermostat control, refrigerant, and

compressor temperature monitoring• Airflow sensors to monitor airflow in retail freezer• Pressure sensors to monitor refrigerant back pressure to control

unit

• Energy efficiency• Low total installed cost• High system accuracy and stability to ensure tight control of

temperature and humidity over life of application• Reliability • Low maintenance• Systems going ‘green’

Successful Selling TacticsCustomer NeedsKey customers:• Manufacturers of commercial and industrial refrigeration and

freezer equipment and their subcontractorsSelling tactics:• Emphasize reliability and performance (accuracy, stability,

repeatability, sensors for many extreme environments)• For temperature sensors, offer the ability to customize the sensor

packaging and R/T curve• Build upon the success we’ve already achieved in this field

• Customizable packaging (housing material/style, mounting, media compatibility, termination)

• Ability to match customer specific or industry-standard resistance-temperature (R/T) curves

• Providing enhanced precision and stability (± 0.2 °C)• Enhanced reliability over many environmental conditions

Customer needed reliable, stable, accurate and cost competitive probes in a variety of customized packaging configurations for use in monitoring and controller refrigerant and compressor temperatures, as well as for thermostat control. Our 500 Series temperature probes provided the accuracy, stability and performance required at the desired cost.


Honeywell.com

21 March 2009

For (customer) SEGMENT: Industrial – Refrigeration POTENTIAL APPLICATIONS: Bulk and transport refrigeration: thermostat control, air conditioning and air movement systems




provides

Humidity Sensors for Industrial Refrigeration


Reliable• providing reliable, stable output over many

demanding conditions

• Prolongs system life

Efficient• providing excellent interchangeability

• Reduces or eliminates calibration in the customer’s manufacturing process

• designing a sensor with a small housing profile• Allows for application flexibility Flexible

• utilizing a low current draw• Allows for use in low-current-drain, battery-

operated systems


• Usable in automated, high-volume, lower-cost pick-and-place manufacturing

Cost-effective

• providing multi-layer construction and hydrophobic filter


Durable

Accurate • allowing for tight system control to preserve perishable goods, even in many condensing environments

• Provides enhanced accuracy and enhanced response time



Honeywell.com

22 March 2009

For (customer) SEGMENT: Industrial – Refrigeration POTENTIAL APPLICATIONS: Bulk and transport refrigeration: thermostat control, refrigerant temperature monitoring and compressor temperature monitoring




provides

Temperature Probes for Industrial Refrigeration


• offering a variety of packages, R-T curves, termination styles and housing materials


Success Story: Customer needed a variety of highly sensitive, accurate and stable NTC thermistor probes with fast response times for use in its transportation refrigeration unit thermostats, and to monitor compressor temperatures to help guard against system over-temp failures and maximize system up-time. The 500 Series met the customer’s mounting, packaging, termination, flexibility, accuracy and reliability needs.


• Promotes maximum system life and up-time Reliable


• Allows for tight system control of temperature and preservation of perishable goods

Accurate




Valves and Flow Meters


Honeywell.com

24 March 2009

Valves and Flow Meters – Industry OverviewPotential Customer Applications Honeywell Value Propositions• Oil & gas refineries – valves and flow meters• Chemical plants• Water treatment products and systems• Food & beverage systems

Potential Sensor/Switch ApplicationsSuccess Stories

Successful Selling TacticsCustomer Needs

Key customers:• Regional play with many manufacturers in LA and TX• Valve manufacturers who are more technology-drivenSelling tactics:• Honeywell customized sensor solutions could help valve

manufacturers design differentiating products and gain competitive advantages that are hard to replicate by low-cost competitors

• Accurate control of position• Reduce the overall system and setup cost• Durability with non-contact solution (reduces wear and tear)• Provides enhanced reliability, minimizes down time, improves

robustness in most harsh environments

• Position sensors for hydraulic cylinders and precise hydraulic valves

• Pressure sensors for hydraulic valves, flow meters, or pressure transmitters

– Media-isolated pressure sensors for hydraulic applications in most harsh environments (shock, vibration, temperature)

• Limit switches for valve position indication• SMART Position sensors for valve position control• Speed sensors for flow monitoring in flow meters

• Durability and reliability of the sensors to reduce the cost of replacement

• Precision and accuracy for position and speed detection• Smaller package size to embed into hydraulic valves

Industry-leading valve manufacturer needed to sense its valve position to improve process control and reduce the overall system and set-up costs. We worked with the customer to develop the SMART Position sensor. Our solution provided accurate closed- loop control, reduced the valve set-up time by over 50%, increased the reliability through a non-contact design and provided actionable information feedback through an on-board ASIC.


Honeywell.com

25 March 2009

Potential Solutions for Position Monitors


Honeywell.com

26 March 2009

Potential Solutions for Valves and Flow Meters


Honeywell.com

27 March 2009

For (customer) SEGMENT: Industrial – Flow control and motion controlPOTENTIAL APPLICATIONS: Fluid flow control (e.g., water softeners, flow meter, valve/damper position); Variable Speed Drive for machine control; BDCM



… Honeywell’s Magnetic Sensors – First Level Hall-effect SS40A, SS41, SS495A, 2SS52M, SS413A

provides

Magnetic Sensors for Flow Control


Cost-effective• Allows for automated, lower-cost assembly • designing the sensor as a small surface- mount package

• providing a non-contact solution• Improves durability and reduces repair and

maintenance costs Reliable

• providing a wide temperature range with a proprietary integrated circuitry technology

• Provides enhanced temperature stability and accurate monitoring of flow rate Stable, Accurate

• offering flexible sensor electrical input/output• Easily interfaces with many designs

Energy efficient• designing a product with low power

consumption• Enhances energy efficiency

Flexible

Success Story: Industrial flow and motion manufacturer needed a cost-effective, accurate, robust solution to monitor the flow rate in water softeners to efficiently schedule resign flush. Honeywell worked with their design team and determined our non-contacting 2-wire Hall was the best fit. Our product met their needs at their cost objective.



Honeywell.com

28 March 2009

For (customer) SEGMENT: Valve manufacturersPOTENTIAL APPLICATION: Valves used in non-explosive environments such as waste water treatment plants or other factory applications


to monitor the position of the handle (if switch is actuated or not)

… Honeywell’s MICRO SWITCH™ Premium Large Basic (BZ Series) and Standard Subminiature (ZW Series) Basic Switches

provides

MICRO SWITCH™ Basic Switches for Valves

Quality

Reliable

Rugged

HOW HONEYWELL DELIVERS…CUSTOMER BENEFITS

• Continuous position monitoring of valve or actuator


• Honeywell MICRO SWITCH™ expertise– Over 75 years of superior performance

• Dependability: keep service calls down

• Superior performance in high-cost-of- failure applications




• broad & deep array of product options– Options for circuitry, wide selection of actuator

styles, connection types, etc.– Sealed options available



• reliable switch performance – Tested to minimum 100,000 cycles

• easy to install• V-series with push-in terminals• BZ option for push-on or screw terminals

Global


Honeywell.com

29 March 2009

For (customer) SEGMENT: Valve manufacturersPOTENTIAL APPLICATION: Valves in outdoor, above-ground, potentially explosive environments such as oil & gas, water treatment applications


To monitor the position of the valve stem or actuator – providing feedback for user to take action & prevent explosions in hazardous environments

… Honeywell’s MICRO SWITCH™ Hazardous Location Switches - LSX, BX and CX Series

provides

MICRO SWITCH™ Hazardous Location Limit Switches for Valves

Safe

Reliable

Rugged


• broad range of sizes, orientation, electrical loads

• Explosion proof

• explosion proof & weather-sealed– Applicable portions of NEMA 7, 9 explosion proof;

NEMA 1, 3, 4, 6, 13 sealing requirements



• On-time delivery• global manufacturing and approvals

– UL, CSA, CE, ATEX, IECEx (CCC = LSX only)

• field-adjustable, continuous position monitoring– 4 mA to 20 mA analog output (CX only)– up to 4 modular & field adjustable switch elementsGlobal

• weather-sealed & durable– Hermetically sealed switching elements available– Silver/gold contacts for power duty/low energy loads– Operating range from -25ºC to 85ºC

• Open/closed position monitoring of valve or actuator

• Superior performance for high cost-of- failure applications in harsh environments

• Technical support: application and technical expertise



Honeywell.com

30 March 2009

For (customer) SEGMENT: Valve ManufacturersPOTENIAL APPLICATIONS: Valves used in non-explosive environments such as waste water treatment plants, power generation plant or other factory applications


To monitor the position of the valve stem or actuator

… Honeywell’s MICRO SWITCH™ Premium and Standard Limit Switches – HDLS (premium), GL (standard) Series

provides

MICRO SWITCH™ Limit Switches for Valves


• rapid customization– Modular design; Custom product in “off-the-

shelf” time


Reliable

Quality

Global

“Custom”

• On-time, quick delivery

• environmental sealing– NEMA 4, NEMA 4x, exceeds IP67

• broad & deep array of product options– Options for plastic to metal housings, circuitry,

wide selection of actuator styles, etc.




• reliable switch performance

• Open/closed position monitoring of valve or actuator

• Dependability: minimize service calls

• Superior performance in high-cost-of- failure applications in harsh environments



• Technical support: application and technical expertise


Honeywell.com

31 March 2009

For (customer) SEGMENT: Industrial – Flow control for food & beverage, PetroChem, chemical, oil/gasPOTENTIAL APPLICATIONS: Valve position for feedback and control


accurate position control of the valves

… Honeywell’s SMART Position Sensors Public launch: July 2009

provides

SMART Position Sensors for Flow Control


Efficient• Reduces valve set-up time by 33% • providing one sensor that can control flow rate by controlling valve position rather than using 100~200 valves throughout the plant

• simple non-contact solution and minimal wear and tear

• Improves reliability; minimizes downtime Reliable

• flexible and protective packaging• Robustness in specified harsh environment Robust

• Closed-loop safety feedback• an on-board ASIC that provides signal

processing and communication with customers’ integrated control units

Economical• Reduces cost; increases standardization by 90% • enabling elimination of sensor/switch

components• Provides accuracy up to 0.05% of full-

scale• the patented combination of magneto-resistive,

ASIC

Safe

Accurate

Success Story: Flow control manufacturer needed to sense its valve position to improve process control and reduce overall system and set-up costs. We worked with the customer to develop this new sensor. Our solution provided accurate closed-loop control and reduced valve set-up time by over 50%, and increased reliability through a non-contact design that provided actionable information feedback through on-board ASIC.


SNEAK PEAK


Honeywell.com

32 March 2009

For (customer) SEGMENT: Industrial – Oil and gasPOTENTIAL APPLICATIONS: Oil and gas flow meters (some require explosion-proof packaging)


reliable and accurate monitoring of oil and gas flow

… Honeywell’s Speed Sensors 3000 Series VRS sensors including hazardous location versions; LCZ Hall sensors

provides

Speed Sensors for Flow Control


Knowledgeable• Provides application assistance • manufacturing electronic speed sensors for engine control applications for 25 years

• providing enhanced reliability and monitoring of the oil and gas flow

• Provides reliable information for flow control in the pipeline Reliable

• providing fail-safe and diagnostics functions (variable reluctance technology)

• Signals the control system to take contingency actions if there is a failure in the system

Safe



Elevators


Honeywell.com

34 March 2009

Elevators – Industry OverviewPotential Customer Applications Honeywell Value Propositions• Residential, commercial and freight elevators• Two types: Hydraulics, rope-geared• Wheelchair lifts for homes and vehicles

Potential Sensor/Switch Applications

Success Stories

• Linear position or SMART Position sensors for accurate floor position control and deceleration/acceleration control

• Hall-effect sensors for door position monitoring and magnet coding for floor identification

• Limit switches to control the elevator car movement• Thermal switches, temperature probes and humidity sensors to protect

motors and sensitive circuitry from dangerous temperature and humidity increases

• Current sensors for very fine motor control• Speed sensors for elevator speed monitoring• Force sensors and load cells to measure the loading prior to starting to

minimize potential damage to the drive mechanism

• Easy to install, and takes less time• Reduced cost of failure/maintenance• Reduced cost of components• Improved passenger safety with accurate floor positioning (better

leveling to prevent tripping)• Durability (lasting up to 20 years)• Reliability• Regulations: North America (safety) CSA or UL; Europe - focus on

performance• Aesthetics – fewer wires and connections


Customer Needs

Key customers:• For the SMART Position sensor, focus on commercial elevator

manufacturers because cost reduction is a major driver• For switches, focus on residential and commercial elevators, also

wheelchair lifts for vehicles and homesSelling tactics:• Emphasize SMART Position sensor’s benefits: knowing the exact

location even when the power is out, durability, non-contact (reduces wear and tear)

• Emphasize Honeywell’s wide range of sensor solutions• Cost of Failure calculations may illustrate need for Premium switch

components and minimize price resistance

There has been a successful focus HitTeam effort in 2003 to focus on all elevator companies. Dirk Fokkens in Ymatron is an expert in this field.

• Durability: non-contact solution (reduces wear and tear)• Reliability: long track record in demanding applications• Ease of installation: reduce sensors and installation time• Aesthetics: reduce wires and connections• Superior performance in many harsh environments• Global sourcing, global support


Honeywell.com

35 March 2009

Potential Sensor Solutions for Elevators


Honeywell.com

36 March 2009

For (target customer) SEGMENTS: Residential and commercial elevatorsPOTENTIAL APPLICATIONS: Door interlock (residential), buffer system (commercial elevators), floor position, top stop/bottom stop (residential)


to detect, signal, and/or control the position of elevator components

… Honeywell’s MICRO SWITCH™ Standard Limit Switch - GLS Global Series

provides

MICRO SWITCH™ Limit Switch for Elevators


• Dependability: maximize long-term use

• compact housing– Meets EN50041 standard for compact switches


Reliable

Quality

Global

“Custom”

• Global package size

• Reliability: maximize electrical life


• environmental sealing– IP66/67, NEMA 4

• broad & deep array of product options– Options for plastic to metal housings, circuitry, wide

selection of actuator styles, connection types, etc.

• global manufacturing locations


• switch performance – Positive opening, normally closed contacts

• Safety

Safe




Honeywell.com

37 March 2009

For (customer) SEGMENT: Industrial, Aerospace – Motion control for elevators POTENTIAL APPLICATION: Elevator level position


Accurate position control of the movement

… Honeywell’s SMART Position Sensors (Public launch: July 2009)

SMART Position Sensors for Elevators


• offering a sensor array that can be mounted anywhere vs. LVDT and MR sensors

• Enhanced flexibility in mounting locationsFlexible

• providing flexible and protective packaging• Provides robustness in many harsh environ-

ments; withstands a wide temperature range [ -50 ºC to 150 ºC/-58 °F to 302 °F]

Robust

Economical• Reduces overall system cost • providing a simple design and reducing component count

Success Story: Elevator company wants to replace existing solution with SMART Position sensor because: (a) one sensor can replace two sensors; (b) meets regulation requirement of knowing exact position within two floors in the event of a power outage.

• providing a simple, non-contact solution and minimal wear and tear

• Improves reliability and minimizes down time; enhanced durability for 10~25 years Reliable

• allowing absolute position sensing without resetting due to the patented ASIC technology that doesn’t lose count in the event of a power outage

• Indicates which floor the elevator is on even during a power outage Safety


SNEAK PEEK


Honeywell.com

38 March 2009

For (customer) SEGMENT: Industrial –Motion controlPOTENTIAL APPLICATIONS: Proximity sensing, level detectors, shaft position


to detect elevator door position and passenger safety protection

… Honeywell’s Magnetic Sensors – First Level Hall-effect SR3F-A1, SR4P2-A1

Hall-Effect Sensors for Elevators


Cost-effective• Enables reduction of total system cost • providing a cost-effective technology for position detection

• providing a non-contact solution• Improves durability and reduces repair and maintenance costs Reliable

• providing a reliable and stable product and an IP67 upgrade with positive switching function for enhanced safety

• Stable magnetic solution with over 30 years of safety functionality Safe

• offering flexible sensor electrical input/output and full line of product offerings

• Easily interfaces and wires with many designs Flexible

Success Story: Industrial elevator manufacturer needed a cost-effective, robust solution to monitor the closure of elevators doors. Honeywell worked with the customer’s design team and determined that Honeywell’s non-contacting 2nd level Hall-effect SR4 MR base proximity sensor was the best fit. Honeywell’s product met the customer’s needs at their cost objective.



Industrial Air Compressors


Honeywell.com

40 March 2009

Industrial Air Compressors – Industry OverviewHoneywell Value Propositions

Success Stories

Successful Selling TacticsKey customers:• Focus more on the cost optimizers who would like to reduce total

system cost, and less time with the “risk mitigators” who are more price-sensitive

Selling tactics:• Limited presence in this segment• Enhanced reliability, sealing, small package size and

customization of our standard platforms will be key

• Enhanced reliability and quality• Prevents water from getting in the compressed air line by providing

enhanced accuracy and response time • Enables maximum system life by providing stable output over most

environmental conditions• Allows system size reduction with small package size• Provides resistance to condensation and contaminants with multi-layer

construction and a hydrophobic filter

A custom, value-add basic switch program with an air compressor company on oil level sensing for air compressors.

Potential Customer Applications• Air compressors for manufacturing, construction, chemical production,

pneumatic power tools, oil and gas, food & beverage, medical equipment

Potential Sensor/Switch Applications• Humidity sensors for tight system control of humidity and dew point

control• Pressure sensor for fluid level indication in hydraulics• Temperature probes for coolant, compressor and motor temperature• Pressure switch to monitor oil pressure• Hour meters to track equipment use• Key switches to turn on/off

Customer Needs• Durability: people expect them to last for 50 years• Quality and safety: ensure tank pressure does not exceed the

maximum level required by law• Energy efficiency• Quieter operation• Smaller size and utilize less floor space• Rotary-type: simplicity and lower operating temperatures, allowing for

continuous use


Honeywell.com

41 March 2009

Potential Solutions for Industrial Air Compressors


Honeywell.com

42 March 2009

For (customer) SEGMENT: Industrial Machinery – Air compressorsPOTENTIAL APPLICATION: Track equipment usage in many harsh factory or construction environments


To maintain equipment at required intervals

… Honeywell’s dc and ac Hour Meters - 85000 Series (dc) and 20000Series (ac)

provides

Hour Meters for Industrial Air Compressors

• Avoid equipment downtime Rugged

Reliable

Accurate• Maintain equipment warranty through

usage tracking

• designed for many harsh environments: rugged housing & sealing

– IP65/66– Withstands temporary water immersion


• agency certification– CE certification for 20000 Series– UL certification for 85000 and 20000 Series

• Avoid costly repairs • high resistance to vibration and shock

• wide voltage range

• custom graphics available

• accurate



Honeywell.com

43 March 2009

For (customer) SEGMENT: Industrial Machinery – Air compressorsPOTENTIAL APPLICATION: Track equipment usage in many harsh factory or construction environments


to allow only authorized people to turn machine on/off

… Honeywell’s Key Switches

provides

Key Switches for Industrial Air Compressors

• Consistent, reliable operation Rugged

Reliable

Accurate

• designed for most harsh environments: rugged housing & sealing

– IP66– Withstands temporary water immersion


• agency certification– UL approvals

• Operation only by authorized personnel

• high resistance to vibration and shock

• 4-position key switch available for diesel applications

– Enable preheat of cylinders in cold temperatures

• Highly dependable performance– Sliding contact-action design



Honeywell.com

44 March 2009

For (customer) SEGMENT: Industrial Machinery – Air compressorsPOTENTIAL APPLICATION: Oil pressure


To monitor oil pressure to minimize motor damage

… Honeywell’s Pressure Switch – 5000 Series

provides

Pressure Switches for Industrial Air Compressors

• Consistent performance in most harsh machine environments

Consistent

Reliable

Durable


• Durability & long life

• high repeatability & consistent performance – even over extreme temperature range

– -40 ºF to 250 ºF


• long life: 1 million on/off cycles


Honeywell.com

45 March 2009

For (customer) SEGMENT: Industrial Machinery – Air compressorsPOTENTIAL APPLICATION: dc-powered air compressors


to enable quick power shut-off to pneumatic tools

… Honeywell’s Push-Pull Switches

provides

Push-Pull Switches for Industrial Air Compressors

• Quick, reliable method to shut off power Safety

Reliability


• designed for highly-dependable performance– Heavy / precious metal contacts – Sliding contact -action design

• Highly visible safety measure

• available with custom button colors


Honeywell.com

46 March 2009

For (customer) SEGMENT: Industrial – Air compressorsPOTENTIAL APPLICATIONS: Rotary/screw-type compressors for pressurized air de-humidification and dew point control




provides

Humidity Sensors for Industrial Air Compressors

HONEYWELL DELIVERS BY…CUSTOMER BENEFITSAccurate • providing enhanced accuracy and response time • Helps prevent water from getting in the

compressed air line

Reliable • providing reliable and stable output over many demanding environmental conditions • Helps to prolong maximum system life

Efficient • providing excellent interchangeability • Reduces or eliminates calibration in the

customer’s manufacturing process

• designing a sensor with a small, space-saving housing profile

• Allows for application flexibility

• utilizing a low current draw• Allows for use in low-current-drain, battery-

operated systems

Flexible


• Allows for use in automated, high-volume, lower-cost pick-and-place manufacturing

Cost-effective

• providing multi-layer construction and a hydrophobic filter


Durable



Honeywell.com

47 March 2009

For (customer) SEGMENT: Industrial – CompressorsPOTENTIAL APPLICATIONS: Coolant, compressor/motor temperature monitoring




provides

Temperature Probes for Industrial Air Compressors


• offering customized packaging• Allows for greater application flexibility Flexible

• offering a wide variety of packages, R-T curves, termination styles and housing materials



• Promotes maximum system life and up- time Reliable


• Allows for tight system monitoring of coolant and compressor temperature for optimal system performance and up-time

Accurate

Efficient• providing excellent interchangeability • Reduces or eliminates calibration in the

customer’s manufacturing process



Honeywell.com

49 March 2009

Conveyors – Industry OverviewPotential Customer Applications Honeywell Value Propositions

Potential Sensor/Switch Applications

Success Stories

• Material handling conveyors in manufacturing, assembly, packaging, & processing industries such as oil & gas, mining, & grain handling

• Heavy duty limit switches to detect door and gate position• Heavy duty limit switches to detect position of power transmission

components• Explosion-proof limit switches to detect door and gate position in many

hazardous environments• Safety switches to provide emergency-stop capability around conveyor

perimeter


Customer Needs• Smooth, safe operation• Reliable performance, even in demanding environments• Minimize false alarms – works right every time• Easy to design-in• Meet global standards: UL, CSA, CE, CCC• Local support

Key customers: • Conveyor manufacturersSelling tactics:• Focus on customers who want smooth operations, who value low cost of

ownership• Cost of failure calculations may clarify need for premium products

• Belt conveyors in mining & cement factories: Honeywell Cable Pull Switches (CPS) preferred solution because they are environmentally sealed, rugged and – since they provide a great span – require less equipment & wiring

• Perimeter stop for large coating & drawing equipment: Honeywell’s CPS products preferred because of long span, requiring less equipment & wiring by customer

• Over 75 years MICROSWITCH™ experience• Dependable• Built for most demanding environments• Rapid customization: variety of sizes, orientation & electrical loads

available to suit many individual applications• Meets global safety standards• Honeywell brand is globally recognized & trusted


Honeywell.com

50 March 2009

Potential Solutions for Conveyors


Honeywell.com

51 March 2009

For (customer) SEGMENT: ConveyorsPOTENTIAL APPLICATIONS: in outdoor, above-ground, potentially explosive environments such as grain handling or oil & gas applications


to stop system operation when switch is triggered

… Honeywell’s MICRO SWITCH™ Hazardous Location Switches - LSX series and GSX Series safety switch

provides

MICRO SWITCH™ Hazardous Location Switches for Conveyors


• explosion proof & weather-sealed– Complies with NEMA 7, 9 explosion proof and

NEMA 1, 3, 4, 6, 13 sealing requirements – IECEx approval (GSX)

• safe, reliable operation– UL, CSA approved– Silver or gold contacts for power duty switching

or low energy loads– Positive break for machine safety (GSX)

• Reliability in potentially explosive and hazardous applications in harsh weather or environmental conditions

• Flexible design options

• Safe, reliable operation


• broad range of sizes, orientation & electrical loads– Optional mounting plate for same tracking and

mounting as MICRO SWITCH™ HDLS– Multiple equipment sizes & electrical configurations– 10 A continuous carry load; Internal grounding screw

Safety

Reliable

Flexible

Rugged



Honeywell.com

52 March 2009

For (customer) SEGMENT: ConveyorsPOTENTIAL APPLICATIONS: door or diverter position detection in outdoor, above-ground, potentially explosive environments such as grain handling or oil & gas applications


to stop system operation when switch is triggered

… Honeywell’s MICRO SWITCH™ Hazardous Location Safety Switches - GSX Series safety switch

provides

MICRO SWITCH™ Hazardous Location Safety Switches for Conveyors


• explosion proof & weather-sealed– Complies with NEMA 7, 9 explosion proof and

NEMA 1, 3, 4, 6, 13 sealing requirements – IP67 sealing

• safe, reliable operation– UL, CSA, IECEx, ATEX approved– Positive break for machine safety

• Reliability in potentially explosive and hazardous applications in harsh weather or environmental conditions

• Flexible design options

• Safe, reliable operation


• broad range of sizes, orientation & electrical loads

Safety

Reliable

Flexible

Rugged



Honeywell.com

53 March 2009

For (customer) SEGMENT: ConveyorsPOTENTIAL APPLICATIONS: Doors & gates including plug doors, diverter gates and slide gates


to reliably indicate position to system controls in many adverse environments, both indoor and outdoor

… Honeywell’s MICRO SWITCH™ Heavy Duty Limit Switch - HDLS Series

provides

MICRO SWITCH™ Heavy Duty Limit Switch for Conveyors


• rugged design– Consistent actuation at same set-point– Long life: 50 million mechanical cycles

• Harsh duty

• Fast design-in time

• Dependability

• environmental sealing: exceeds IP67

• On-time delivery • rapid customization – Modular design– Custom/customized product in “off-the-shelf” time• Short lead time: within 10 working days

of order

• Global delivery

Reliability

Quality

Modular

Tough

Global

• rapid delivery– Short production cycle– Broad distribution network

• global agency approvals

• samples & drawings readily available



Honeywell.com

54 March 2009

For (customer) SEGMENT: ConveyorsPOTENTIAL APPLICATIONS: emergency stop


to control access around the conveyor perimeter or to provide emergency-stop cable-pulls along the conveyor

… Honeywell’s MICRO SWITCH™ Cable Pull Switches 1CPS and 2 CPS Series

provides

MICRO SWITCH™ Safety Switches for Conveyors


• fewer false alarms from temperature variation– Wide temperature tolerance avoids nuisance trips

• fewer devices to install– Single or dual head spans available– Long cable: from 250 ft. (76m) up to 500ft (152m)– Fewer wiring outlets along length or perimeter

• Productivity: – Maximize uptime by minimizing false

alarms– Easily detectible machine faults at startup

• Easy to use and maintain

• Safe, reliable operations– Even in many outdoor and harsh

environments

• very rugged design– Die cast zinc housing– Optional gold plated contacts for low energy loads


Safety

Reliability

Cost Effective

Durability

Simplicity

• easy wiring & mounting installation– Large wiring cavity– Visible tensioning window for setup


• super-bright LEDs visible over distance, in daylight• Lower installed cost


Honeywell.com

56 March 2009

Warranties and Remedies

IF USED IN APPLICATIONS CONCERNING HUMAN SAFETY• Only use NC direct opening (“positive opening”/”positive break”)

contacts, identified by the symbol .• Do NOT use flexible/adjustable actuators. Only use actuators

designed for safety applications.• Do NOT defeat, tamper, remove, or bypass this switch. • Hazardous voltage, disconnect power before servicing.• Strictly adhere to all installation and maintenance instructions• Consult with local safety agencies and their requirements when

designing a machine-control link, interface, and all control elements that affect safety.

Failure to comply with these instructions could result in death or serious injury.

• Warranty disclaimer

WARRANTY/REMEDY Honeywell warrants goods of its manufacture as being free of defective materials and faulty workmanship. Honeywell’s standard product warranty applies unless agreed to otherwise by Honeywell in writing; please refer to your order acknowledgement or consult your local sales office for specific warranty details. If warranted goods are returned to Honeywell during the period of coverage, Honeywell will repair or replace, at its option, without charge those items it finds defective. The foregoing is buyer’s sole remedy and is in lieu of all other warranties, expressed or implied, including those of merchantability and fitness for a particular purpose. In no event shall Honeywell be liable for consequential, special, or indirect damages.

While we provide application assistance personally, through our literature, and the Honeywell web site, it is up to the customer to determine the suitability of the product in the application.

Specifications may change without notice. The information we supply is believed to be accurate and reliable as of this printing. However, we assume no responsibility for its use.

WARNINGIMPROPER INSTALLATION• Consult with local safety agencies and their requirements

when designing a machine-control link, interface and all control elements that affect safety.

• Strictly adhere to all installation instructions.Failure to comply with these instructions could result in death or serious injury.

WARNING

industrial sales focus: hvac&r, valves & flow meters ...air compressors •durable, safe,...

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