1. ECOSTAR Success Story in Finland by Klaus Nyström, MD, Combi Cool
Sindelfingen, Friday 2nd December 2011

2. Oy Combi Cool Ab History / Founded by Fjalar Edlund 1984
/ Kylma 1985, became later a Beijer ref company
/ BITZER since 1989
Today
/ Leading refrigeration wholesaler in Finland
/ 33 employees in 4 locations
/ Turnover >20m€

3. Success Story ECOSTAR How to promote ECOSTAR Facts and Figures
Installation examples
Forecast and Vision

4. Success Story ECOSTAR First business with ECOSTAR in 2008
Customer interest was not very high
ECOSTAR was offered like standard condensing unit (just from the price book)
Result: We sold the first three units in Finland

5. Success Story ECOSTAR
Is this our business ?????

6. Success Story ECOSTAR
Yes, it should be part of our business !

7. Success Story ECOSTAR How did we promote ECOSTAR
First training in in spring 2009
Selected customers
Small group
Practical training with ECOSTAR controller test unit
Customer visits
Advertising

8. Success Story ECOSTAR CombiCool
How did we promote ECOSTAR
Translation of BITZER documentation KT200-2 into Finnish language
Good technical support
CombiCool

9. Success Story ECOSTAR

10. Success Story ECOSTAR -Siwa shop (150m2) in Raisio
LHV6/4FC for 5-deckers,
10 kW at -10C/+30C ambient
Note! Market leaders
on the same picture!!

11. Success Story ECOSTAR Supermarket in Aura - 2 kombi freezers a’ 5m
5,5kW / pcs at
-35/+30C amb.

12. Success Story ECOSTAR Siwa box store in Lieto (150m2)
- LHV6/4FC for milk, meat and f&v rooms, 10 kW at -10C/+30C ambient
- LHV6/4EC for 5-deckers, 13 kW at -10C/+30C ambient
- units hided in ventilation machine room

13. Success Story ECOSTAR Siwa box store (200 m2) in Turku:
- LHV6/2DC for MT-rooms, 7,6 kW at -10C/+30C ambient
- LHV6/4FC for 5-deckers, 10 kW at -10C/+30C ambient
- LHV6/4EC for kombi freezer, 4 kW at -10C/+30C ambient
- These units make the whole refrigeration system !!

14. Success Story ECOSTAR Sale box store (200 m2) in Tampere:
4 pcs LHV6/4FC
No space for a machine room !!
These units make the whole
refrigeration system !!

15. Success Story ECOSTAR

16. Success Story ECOSTAR Impressions – Why ECOSTAR
Ambient temperature in Finland
Varying from -30°C up to +30°C, but max. values for less than 2 weeks a year.
Ambient temperature can be below -25°C for several weeks.
Big demand for capacity control – provided by ECOSTAR
When we are using Optyma Plus, several small ON/OFF units are needed.

17. It can also be warm…

18. But when we have cold…

19. In cold we have challenges…
During night time, due low refrigeration load, the compressor can stop for a long time and the receiver cools down.
In next start the low pressure switch stops the compressor, the condensing pressure doesn’t increase fast enough…
?????
We must always add a check valve between the receiver and condensor, insulate the receiver and make some changes to the winter start parameters.
In difficult places we install also a collar heater to the receiver

20. Success Story ECOSTAR Impressions – Why ECOSTAR Plug and play
Plug and play units are preferred nowadays.
There are a lot of companies suffering from lack of employees.
Ready made units give more business with less employees. Instructions in Finnish language is a must.

21. Success Story ECOSTAR Impressions – Why ECOSTAR Remote access
Essential to have - at least during warranty period.
Installation very often 150 km (or more) away from the office.
We save time and money during start up, service and maintenance.
Easy way to find out the real reason for problems.
Customer “loves” the very quick response time.

22. Success Story ECOSTAR Impressions – Why ECOSTAR
How to attract the customer?
After finding out which “tricks” you need in our climate, we are not afraid anymore to sell ECOSTAR in Finland.
It is of course different type of product - compared to on/off units.
ECOSTAR is a very reliable product.
The “package” is the key point to success!

23. Success Story ECOSTAR Price of Ecostar
Impressions – Why ECOSTAR
Price of Ecostar
Is of course much higher than Optyma Plus or Silensys. You need to compare apples with apples.
As soon the customer needs more than just “ON/OFF”, the ECOSTAR is the better and cheaper solution.
You have to count the total investment cost and not just the list price of the units
The operating costs are much smaller because of the load optimized evaporating temperature control and the floating condensing pressure regulation.

24. Success Story ECOSTAR
With one Ecostar you can replace for instance four normal on-off condensing units
By the way, here you can see a challenging four stage ”booster condensing system”…

25. Success Story ECOSTAR Forecast and Vision
Growth expected, due to all the before mentioned impressions.
Increasing demand from installers and end customers.
ECOSTAR has a good market potential for:
Industrial application / process cooling with smaller capacities
Small super markets and petrol stations
Vegetable storages (high humidity needed)
Air conditioning application

26. Success Story ECOSTAR Thank you for your attention!
Klaus Nyström, MD, Combi Cool