1. Learning, our way Daikin Europe, Consulting sales section1 Understanding Client’s Needs and best Daikin solution

2. Learning, our way Daikin Europe, Consulting sales section2 Purpose of Workshop Land available with Building Idea ! Design Team Appointed Main Builder Appointed Consultant Specification Building Concept Reviews Negotiate Order with M & E Contractor Project Life Span – Concept to Order (1 month – 2 Years) Specification Tender Stage

3. Learning, our way Daikin Europe, Consulting sales section3 Consultant Visit – Invitation Tool Box Splits SKY VRV Chillers Controls

4. Learning, our way Daikin Europe, Consulting sales section4 Preparation before the visit Plan your Visit and Technique Collect Project Information Identify Key Daikin Factors

5. Learning, our way Daikin Europe, Consulting sales section5 When you say *********** WHAT DO YOU MEAN ? When you say High Level Interface what do you mean ? When you say noise level is important what do you mean ? When you say Energy Efficiency what do you mean ? Avoid asking – Yes/No Questions BE GENUINE AND SINCERE

6. Learning, our way Daikin Europe, Consulting sales section6 Specific needs Each building is different The legislation varies from country to country. However, we may group common needs for: –Office –Hotel –Shops –Residential

7. Learning, our way Daikin Europe, Consulting sales section7 Residences: specific needs Small capacity indoor units Small ducted indoor units to perfectly integrate in interior Silent outdoor units especially during night-time Quick answer to demand Small and simple refrigerant piping Simple remote control in each room Central control for total house Single phase power supply

8. Learning, our way Daikin Europe, Consulting sales section8 Fresh-air legislation Low energy consumption Variable occupancy Electronic devices Easy to maintain Office buildings: specific needs Same comfort all over the year Flexible zoning Independent metering of energy consumption

9. Learning, our way Daikin Europe, Consulting sales section9 Hotels: specific needs Integrated in the interior design No noise and draft Connectable to Hotel BMS Refrigerant legislation Pleasant indoor environment No temperature variations Different solutions for rooms and public areas Low operation costs

10. Learning, our way Daikin Europe, Consulting sales section10 Escalators Air curtains Special equipment for Food / wine storage Shops: specific needs Big variation of people occupancy Fresh air legislation Low energy consumption Lights

11. Learning, our way Daikin Europe, Consulting sales section11 EXAMPLE 9 Storey office Building – Daikin Sales Engineer 1 st Appointment with Consultant Engineer

12. Learning, our way Daikin Europe, Consulting sales section12 Consultant Overview 30 years old building Nine Floors Refurbishment Existing CW Central System Vacant Property VRV Option ?

13. Learning, our way Daikin Europe, Consulting sales section13 Inside Building

14. Learning, our way Daikin Europe, Consulting sales section14 Key Information to Discuss Who will be occupying the building – One tenant or Multi Tenants ? What is the planned floor zoning ? Will the building be refurbished in stages ? What are your time commitments for this project ? Are you considering VRV for this project ? Is it possible to refurbish the existing Chiller Plant ? If yes, are you considering Chilled Water Fan coils (2 pipe / 4 pipe)? What model of fancoils (indoor units) are you thinking of? How will the Fresh Air be treated ? Are you considering a central BMS control systems? Have you calculated Heat Loads? Are the specification documents and drawings already available?

15. Learning, our way Daikin Europe, Consulting sales section15 Information required for VRV Proposal FLOOR PLAN / HEAT LOADS / ZONING 9.2 kW 7.9 kW 7.4 kW 10.2 kW 8.2 kW 7.2 kW 8.2 kW 7.5 kW Sensible or Total Heat Loads !!!!!!

16. Learning, our way Daikin Europe, Consulting sales section16 Preference for Indoor Units ? Ceiling Height – only 380mm

17. Learning, our way Daikin Europe, Consulting sales section17 Clarify Zoning of each Floor Level

18. Learning, our way Daikin Europe, Consulting sales section18 Heat Recovery – OPTION 1

19. Learning, our way Daikin Europe, Consulting sales section19 Heat Recovery – OPTION 2

20. Learning, our way Daikin Europe, Consulting sales section20 Heat Pump / 2 Pipe

21. Learning, our way Daikin Europe, Consulting sales section21 Pipe runs and Outdoor Unit Locations

22. Learning, our way Daikin Europe, Consulting sales section22 Units Located on Roof

23. Learning, our way Daikin Europe, Consulting sales section23 1st Refnet 100m length 40m length

24. Learning, our way Daikin Europe, Consulting sales section24 Control System Often avoided by new Sales Engineers Recent Developments are not understood by consultant Requires practical application knowledge Can be the difference between winning or loosing your project at tender stage

25. Learning, our way Daikin Europe, Consulting sales section25 Centralised Control A/C side What is purpose of centralised control?

26. Learning, our way Daikin Europe, Consulting sales section26 A/C side COMMAND ON-OFF Status ON-OFF Centralised Control

27. Learning, our way Daikin Europe, Consulting sales section27 Status Malfunction A/C side Code Centralised Control

28. Learning, our way Daikin Europe, Consulting sales section28 A/C side COMMAND MODE STATUS MODE Centralised Control (Heating/cooling/Fan only)

29. Learning, our way Daikin Europe, Consulting sales section29 STATUS Room Temperature A/C side COMMAND TEMPERATURE SET Centralised Control

30. Learning, our way Daikin Europe, Consulting sales section30 STATUS AIR FLOW RATE A/C side COMMAND AIR FLOW RATE Centralised Control

31. Learning, our way Daikin Europe, Consulting sales section31 A/C side Remote Control Operation Centralised Control

32. Learning, our way Daikin Europe, Consulting sales section32 Power Proportional Distribution Electricity Consumption Billing information Electricity Consumption

33. Learning, our way Daikin Europe, Consulting sales section33 Office buildings In Japan in 2000 5% Initial cost 1000 yen/m2 VRV Controls impact on total price

34. Learning, our way Daikin Europe, Consulting sales section34 Salesman Checklist Have you understood the Project Concept? Have you understood Consultant requests? Have you got the drawings? Have you got the Heat Loads? Did you received enough elements to build the Control Strategy? Building Schedule Project Leader / Key Persons Preference for installation contractors Next meeting schedule File all collected information

35. Learning, our way Daikin Europe, Consulting sales section35 Problem Areas or, “things to watch out for” when working a solution Poor Comfort Bad zoning Inappropriate capacity index Wrong indoor units (draft or noise) Oversize units RA sensor position Price Too many, or wrong indoor unit type. Too many zones on heat recovery unit

36. Learning, our way Daikin Europe, Consulting sales section36 Reasons for losing a Daikin spec-in project Insufficient Budget (not qualified properly) Budget over-run (poor design or estimating) Poor relationships Poor follow-up and planning Service Credit Extended delivery periods