Energy Savings Quick Wins Emissions Calculator World Leaders in Combustion Management Solutions Sales Strategy in Today’s Market Place

Energy Savings

Quick Wins

Emissions Calculator

World Leaders in Combustion Management Solutions

Sales Strategy in Today’s Market Place


Sales Strategy

• Meet market pressures and trends

• Adaptable

• Match resources

• Communicate to team


Strategy

A strategy is the integration of an organisation’s purpose, customer domain & internal capabilities, into a cohesive whole.

It is how the organisation finds ways to solve the problem of harmonising its internal capabilities with the changing external market space, to please its stakeholders


Levels of Strategy

Corporate• Concerned with the overall purpose and scope of the

organisation to meet the expectations of owners or major stakeholders and add value to the different parts of the different parts of the enterprise.


Levels of Strategy



Business Level• How can we compete effectively – how can we deliver

sustainable competitive advantage in this market.


Levels of Strategy



Business Level• How can we compete effectively – how can we deliver

sustainable competitive advantage in this market.

Operational• How can the different business operations contribute to

effective business/corporate strategy?


Where to Compete

How to gain competitive advantage

What assets are required?

What assets do we have? Change / Acquire

Strategy QuestionsMarkets/customers

Value Proposition

Energy Savings

Quick Wins



What is your strategy?

Think of a particular part of your business and in a few sentences outline your strategy.

Energy Savings

Quick Wins



What is your strategy?

Think of a particular part of your business and in a few sentences outline your strategy.

e.g.

Increase market share for Autoflame and Limpsfield in UK by engaging the end user market, focusing on quick payback retrofit projects for commercial and industrial clients. Aim for corporate customers with multiple sites, and target growing businesses with a carbon reduction plan.


Where to Compete

How to gain competitive advantage

What assets are required?

What assets do we have?

Change / acquire

Strategy QuestionsMarkets/customers

Value Proposition

Energy Savings

Quick Wins



Objectives:

How are you going to achieve your strategy?

If your strategy is a map, your objectives are what is going to get you there.

Energy Savings

Quick Wins



Strategic Accounts

• Coca Cola Enterprises

• Johnson Controls

• Aggregate Industries

• Cofely GDF Suez

Energy Savings

Quick Wins



Strategic Accounts

• Johnson Controls• Aggregate Industries• Cofely GDF Suez• Coca Cola Enterprise

Benefits

• Multiple Sites• Investment of time• Build strong relationships• Facilities Management already won tender

Combustion Management Systems

Autoflame Retrofit

Coca Cola, Edmonton

Pre-install


Coca Cola Eterprises,

Retrofit

Combustion Management Systems


Coca Cola Eterprises,

Retrofit

Autoflame Retrofit

Coca Cola, Edmonton

Post-install


CCE Autoflame Roll Out


Improve Boiler Efficiency

• ‘Best Practice’ Autoflame Retrofit

• CCE Edmonton 8%+ gas saving

• Other Coca Cola sites using Autoflame: Chile, Russia, Gent, Wilrijck, Milton Keynes, Madagascar

• Precise digital Air/Fuel ratio control

• Enhanced Emissions Monitoring

• Next Step- Limpsfield Burner Upgrades


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• How efficiently is our boiler plant currently running?O2 levelsCO levels

• Assess potential for specific plant• Conservative savings %• Payback period

Combustion Efficiency Audits & Reports


Mk. 7 DTI


Mk. 7 DTI


CCE Autoflame Roll Out

• Next Step: Limpsfield Burners and MK7 DTI

• Quoted for CCE Leeds, Edmonton and Milton Keynes

• Work with European Tech Centres for Belgium and French sites

• Target other soft drink manufactures- e.g. Britvic

Energy Savings

Quick Wins



Global Work Place Solutions- Day to Day running of buildings- Key service customer - Energy Saving projects, working with

onsite Energy Managers

Global Energy Solutions-Team of JCI Consultants-Offering Energy Performance Contracts-Finance upgrades

Energy Savings

Quick Wins



• Johnson Controls Global Energy Solutions

-Started with BBC ‘Spend to Save ‘ Programme

-Top level presentation

-Uploaded onto Global portal

-Site surveys and quotes

-Maintain relationships

- Next sites BBC Maida Vale Studio, and Kingspan


Franky, I spoke with Jamie Budd and someone did contact him. He stated they had a great conversation and everything sounded positive at his end.

Regards,

Eric GregoireEric Gregoire, Vice President-Sales Trojan Energy Systems, Inc

http://www.johnsoncontrols.co.uk/publish/gb/en.html

Energy Savings

Quick Wins



Aggregate Industries

Autoflame Retrofitted Sites

• Purfleet• London, Greenwich• Liverpool - Crawley• Devon• Cornwall

Limpsfield Sites

• Liverpool• Wembley

Energy Savings

Quick Wins



Energy Savings

Quick Wins



Energy Savings

Quick Wins



Scope of Works The Retro-fit of the existing asphalt burner with Autoflame Combustion Management System, Mk7 MM. In order to make sure that the burner retro fit project is undertaken in a controlled and managed manor, keeping down-time to a minimum we need to make sure that all parties are 100% clear as to their roles and associated responsibilities. The works will be undertaken in two stages defined as the First Fix and Second Fix. First Fix stage includes the running of all the cables, mounting of Autoflame Mk 7 MM Control Panel, Servo Motors and Sensors. This stage will prepare the installation ready for the plant shut down and controls changeover, during Second fix stage.The First Fix Stage will be undertaken whilst the plant is running. Second Fix will require the shutdown of the plant, and it is understood that this will happen over a weekend to ensure minimal disruption. Second Fix will require the removal of the current burner controls, the installation of the Autoflame Combustion Management System, and finally the commissioning of the burner. Autoflame will assign an engineering team to undertake these works starting at a mutually agreeable date and time. Outlined below is each parties responsibilities throughout the project. First Fix Stage Autoflame Engineering Arrive on site fill out any work permits and attend safety inductions.Position Servomotors, Sensors and Autoflame Mk7 MM Panel without affecting plant running.Cables to be run between the Autoflame Mk7 MM Panel, Servomotors and Sensors only.Fully test all equipment is working correctly ready for the Second FixHours of work will be 07:30 to 16:30 for 3 days. Aggregate Industries Provide Site inductions and work permits for a 07:30 start on the first day.Provide access to a welder over the 3 days.Provide platforms if required for safe working conditions. (Will be stated if required during project meetings prior to the First Fix).Pre Install cables in preparation for second fix works (as per wiring schedule) Aggregate Industries Electrical Support To provide a live connection to power the Autoflame MM before the final day of the First Fix so that the Autoflame Combustion Management System can be tested before the Second Fix.

Energy Savings

Quick Wins



Second Stage Fix Autoflame Engineering Friday (10:00 – 19:00) Arrive on site at 10:00 to ensure all work permits and safety inductions are completed ready for the plant handover at 12:00pmRemove existing burner control and begin installing positioned Autoflame Servomotors, Sensors. Saturday (08:00– 17:00) Finish fitting Autoflame Servomotors and sensorsTest the Autoflame System and electrical signals with AI Electrical Support ready for commissioning on Sunday.Light off the burner to complete testing before commissioning on Sunday. Sunday (08:00 – 17:00) Commission the burner on a single fuel ready for plant running on the Monday Monday (06:00 – 15:00) Attend Site at 6:00 to ensure a smooth handover on plant startup and provide training to operators.Will provide Documentation and Electrical Drawings upon completion of the project. Aggregate IndustriesBurner plant will be handed over to Autoflame Engineers at 12:00pm on Friday.Provide platforms if required for safe working conditions. (Will be stated if required during project meetings prior to the First Fix).Provide availability of a welder Friday and Saturday for the fitting of the Autoflame Servomotor Brackets, UV Sensors, and auxiliaries. Autoflame Engineers will inform the Site Manager if a welder is not required on the Saturday.Aggregate Industries will provide a truck from 08:00-17:00 on Sunday for the commissioning of the burner. Commissioning requires the plant to run at full capacity so the burner can be taken up to high fire. A truck is required to remove the stone being run through the plant for commissioning.Ensure the plant can be run at maximum capacity for Commissioning on Sunday from 08:00 – 17:00 .All specified fuels are available ready for the system test on Saturday and commissioning on Sunday.Ensure that there are no delays that will prevent Autoflame Engineers installing.


• Working in partnership, focused on energy saving and return on investment for end user

• Autoflame’s deliver turnkey boiler room projects

• Autoflame Engineering Team

• Preferred Supplier

• Targeting Cofely Communal Heating

Energy Savings

Quick Wins



IndustrialArjo Wigins – PaperCase New Holland – TractorsNestle Purina- Pet Food

Energy Savings

Quick Wins




Museums:Museum of London, Victoria and Albert, Museum of Childhood,National Maritime Museum, Blythe House

Energy Savings

Quick Wins




Museums:Museum of London, Victoria and Albert, Museum of Childhood,National Maritime Museum, Blythe House

London Office Blocks:More LondonLloyds LondonOne America SquareDepartment for Business and Innovation21 Bloomsbury Street

St Georges Hospital

Energy Savings

Boiler Room Upgrade: Museum of Childhood


Energy Savings

Quick Wins



National Maritime Museum


National Maritime Museum – Kidbrooke Site

Existing Boiler Capacity kW Year Manufacture

Burner

Hoval ST200 590 1985 Riello RS 70

Hoval ST200 500 1985 Riello RS 70

Hoval ST200 500 1985 Saacke Eurotherm

Retrofit


Option 1-

Re-burner the existing boilers with High Performance Limpsfield Burners with integrated Autoflame controls

Reduction in fuel consumption 55,983kWh Reduction in fuel costs per year £1,402% Reduction in Fuel use 9.89%

Upgrade


Option 2- Replace boilers and supply with High Performance Limpsfield burners with integrated Autoflame controls.

Reduction in fuel consumption 72,433 kWh Reduction in fuel costs per year £1,814% Reduction in Fuel use 12.80%

Energy Savings

Retrofit

Quick Wins



Survey

Energy Savings

Retrofit

Quick Wins



Survey

Energy Savings Proposal


Covering Letter


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Boiler Inventory & Combustion

Analysis

Consultancy



Consultancy


Consultancy

Energy Savings

Quick Wins



Specification

Energy Savings

Retrofit

Quick Wins



Survey


PresentationID Decision Makers

Energy Savings

Retrofit

Quick Wins



Survey



Marketing &Saving Justification

Energy Savings

Retrofit

Quick Wins



Survey




Pre Project MeetingFinal Quote

Energy Savings

Retrofit

Quick Wins



Survey





Installation

Energy Savings

Retrofit

Quick Wins



Survey





Installation

Customer Feedback & Case Study

Energy Savings

Retrofit

Quick Wins



Survey





Installation


Next Site or Referral

Energy Savings

Retrofit

Quick Wins



Survey





Installation


Next Site or Referral

Energy Savings

Quick Wins



Questions?

Reference List

Energy Savings

Quick Wins



Documents

Energy Savings Quick Wins Emissions Calculator World Leaders in Combustion Management Solutions Sales Strategy in Today’s Market Place