PFC Low voltage components
Offer &Positioning
USP- Sales Arguments
Answers to Competition
PQ Offer Marketing
April’14
Components to build solution
« High Performance & Flexibility »
VarPlus DR
VarPlus Can & Box
Technology
Comparison
Varlogic
Varlogic NRC6/12
Varlogic NR6/12
« The easy choice for savings »
EasyCan
RT Range** Controller
Varlogic RT6/8
** RT Range will be commercialized by 1st Aug2014
Schneider Electric - Division - Name – Date
2
VarPlus Can
« High Performance &
Flexibility »
EasyCan
« The easy choice for
savings »
Schneider Electric - Division - Name – Date
3
VarPlus Can
« High Performance & Flexibility »
 Save up to 30% panel space
 Engineered for harsh
environments
 Seamless integration in
Schneider Electric solutions
 Extended warranty (Optional)
Schneider Electric - Division - Name – Date
4
EasyCan
« The easy choice for savings »
 Designed to deliver the
performance you need
 Compact and Safe
 Easy installation
Schneider Electric - Division - Name – Date
5
Offer Kitting
with VarPlus Can
VarPlus DR
Detuned Reactor
TeSys
Capacitor Duty
Contactor
High performance and flexible
basket to build your solution
Schneider Electric - Division - Name – Date
Varlogic NR/NRC
PF Controller
6
Offer Kitting
with EasyCan
TeSys
Capacitor Duty
Contactor
VarPlus DR #
Detuned Reactor
# if the application
demands reactors
Easy choice of components to
optimize your solution
Schneider Electric - Division - Name – Date
Varlogic RT
PF Controller
7
Technical differentiation between VarPlus
and EasyCan
Electrical parameters
Parameter
EasyCan
VarPlus
Over Current Handling
Capacity
1.5 X IN
1.8 X IN
Life Expectancy
100,000 Hrs
130,000 Hrs
Number of Operations /
year
5000
7000
Schneider Electric - Division - Name – Date
8
Environmental safety
Manufacturing certification
ISO 9001
ISO 14001
ISO 50001
Schneider Electric - Division - Name – Date
Product compliance
IGBC Green
building
Gold medal
9
Technology
Comparison
Technically
and commercially differentiated
ranges to defend the market dynamics
Varplus Energy
Special technology of oil
impregnated DMP
Superior life and performance
Available in Box
Partner as a customer (PB)
Professional retail
EasyCan
Elements made of Zn/Al MPP
films in Soft resin
Standard life and performance
Available in Can
Schneider Electric - Division - Name – Date
Projects through partners (Special
projects)
Varplus HDuty
Elements made of Special
profile film & Sticky resin
Enhanced life and performance
Available in Can & Box
Professional retail
Projects through partners ( Utility)
Partner as a customer (PB)
10
Technical USPs of
VarplusCan/Box
Current Handling
 Wave Cut films
 Slope metalisation
 Reduced chances of hot spots
Enhanced Life
Wave cut film after spraying – More surface
area of metalised film will be in contact.
Use of Resin & Stacked design
 Better cooling media than inert gas
USP against Epcos/Vishay
 Sticky resin prevent mechanical
vibrations
 Stacked design for cooling
Robustness
Schneider Electric - Division - Name – Date
11
Pressure Sensitive Disconnector ( PSD )
or Overpressure-Disconnector
PSD allows the capacitor to
disconnect safely at the end of the
useful life or at a high fault level.
1. Self healing will generates gases inside the
Can which will build the pressure.
2. Specially designed lid in the top are 10 times
sensitive than the walls to the pressure.
3. Pressure can only lead to vertical expansion
by bending lid outwards.
3. All 3 phases Connecting wires break at
intended spots.
4. Capacitor is disconnected irreversibly.
Schneider Electric - Division - Name – Date
12
Unique Schneider PSD System
 Disconnection mechanism does not depend on fault current,
which is unpredictable, hence more reliable.
 All three connecting wires are disconnected providing
complete electrical isolation.
 Connections to the elements are around the periphery of the
can and not through the core.
 Special flat conductor to better handle current and this
facilitates better thermal dissipation.
 PSD Mechanism is independed of mechanical assembly of the
capacitor
Schneider Electric - Division - Name – Date
13
Unique Schneider PSD System – X Ray Video
Schneider Electric - Division - Name – Date
14
things to
remember
Unique PSD technology
Tamper proof Discharge resistors
Slope metalisation and Wavecut
films for HDuty
Sticky & Soft Resin – Better than Gas
What Competition Does
1 FRAKO & EPCOS Disconnection inside the mechanical assembly for two phases
2 ABB : Current based fuse disconnection -Malfunctions…
3 EPCOS/VISHAY : Gas filled technology - Reduced life, bigger size capacitors
4 EPCOS/ELECTRONICON :Removable discharge resistors
Schneider Electric - Division - Name – Date
15
Discharge resistors
fitted 3Phase terminals
Wound elements from Special
profile – Wave cut with slope
metallization - metalized
polypropylene film
- Self healing Dielectric
3 types based on Power
rating
Pressure Sensitive
Disconnector
3Phase uniform
disconnection in depend of
mechanical assembly
Aluminum Can
Better in heat dissipation and
no risk of melting or
inflammability like plastic can
Zink layer for better
conductivity and current
handling
Special designed
conductors for better
thermal management
Insulation sheet
Inner tube for better gas
flow for proper
disconnection
Non inflammable
Resin act as a thermal
equalizer
Bottom insulating cup
Efficiency with VarplusCan
Schneider Electric - Division - Name – Date
Most compact design with extra safety
16
Robust terminals with
bushings for better
insulation and easy
cable termination
Pre Fitted Discharge
resistors
Connecting wires to
form a three phase
capacitor
Metal Enclosure for
robustness in outdoor
and stand alone
installations
PU Resin filled
Aluminum Can type
capacitors inside the
metal box
Robustness with VarplusBox
Additional safety with Dual metal protection
Schneider Electric - Division - Name – Date
17
Competition analysis
LV Capacitors
Schneider Electric - Division - Name – Date
18
Competition analysis
Schneider Electric - Division - Name – Date
19
Competition with EPCOS – Snap Shot
Target Markets : APOD, Middle East, Turkey, South America, Mexico, Russia
Product
 VarplusCan Hduty (Optimum )
 VarplusCan SDuty (Medium )
Advantages
Product
 Phicap (Medium)
PhaseCap (Optimum)
MKV(Optimum)
 Pressure sensitive disconnector superior to
EPCOS design
 Wide range 230V to 830V
 Stacked element design with resin
impregantion & Use of wavecut films with
slope metalisation
 Non Removable discharge resistors.
 Smaller in Size ( better power density )
Advantages
Limitations/Roadblocks
 Gas filled design is still popular
 Reach limited to PFC
 New offer and yet to reach complete =S=
network of distribution
 Worldwide network and PFC competency
 Aggressive pricing structure
 Claims triple safety with PSD + Resistros +
Dry technology (??)
 Superior terminal block with paraleling
option.
Limitations/Roadblocks
Promotion
Price
Selector tool for System Integrators /PBs by Q1 2014
 Convert existing Epcos customers who is Schneider partners
 Offer bundling to PBs and volume based discount schemes to
distributors
Strategy
Position 5-10% above
EPCOS
Concentrate on offer
bundling discounts
Place
Partner as a customer & Professional retail
Facts about EPCOS
PhaseCap PhaseCapPhaseCap PhiCap MKV
Compact Premium HD
 EPCOS Business Model
Professional retail (Pref 1)
Partner as a customer ( Pref 2)
Projects through partners ( pref 3)
EPCOS brand belongs to TDK Japan
 EPCOS still uses the “EPCOS a German Company “ in
the name plate to attract customers
 Distributors Still uses “Siemens” brand name in
some markets.
 Produces capacitors from India and Brazil
 Their success is the result of international
presence and dedicated sales teams for PFC.
 Best feature :Availability of all types of
capacitor offer and their reach
 Weak point : Offer restricted to PFC only.
 Our Strategy : Do not compete EPCOS with price only.
Step1: Lots of Schneider partners, Distributors are tied with EPCOS for PFC
Capacitors. Convert them as a first step
Step2 : Offer Bundling strategy : making a package of Capacitor + Contactor +
Switchgear +Detuned Reactor ( Wherever required) will ensure order winning.
Preferred Business model – Projects through partners (1) ,Professional retail (2),
Partner as a customer (3)
Schneider Electric - Division - Name – Date
21
Offer Name
Description
Positioning
Preffered Channel
Our Offer
Phicap
1-30kvar Semidry resin filled
Medium
Professional Retail
VarplusCan SDuty
PhaseCap Compact
5-33kvar Dry resin filled
Optimum
Project through Partners
VarplusCan HDuty
PhaseCap Premium
5-33kvar Gas filled
Optimum
Partner as a customer (PB)
VarplusCan HDuty
PhaseCap HD
40-60kvar Gas filled
Optimum
Partner as a customer (PB)
VarplusCan HDuty
MKV
DMP technology Oil filled
Optimum +
Project through Partners
VarplusBox Energy
Removable Discharge resistors - Safety risk
Comments
Price of EPCOS Gasfilled
caps are generally less
compared to Resin filled.
Take advantage of resin
filled
Our Technical advantages
Vs EPCOS
Claims higher life at lower temperature categories B & C - Low life at Class D
 Safety device – Pressure disconnection inside the mechanical assembly (Notch wire
type) and disconnection on two phases only - low reliability
 Inert Gas as impregnant is the insulator and coolant in PhaseCap HD & Premium. Resin
technology is proven as a better coolant and it provides mechanical stability also for the
elements - Low life in comparison with resin filled and big in size.
 Safety device – Pressure disconnection inside the mechanical assembly (Notch
wire type) and disconnection on two phases only low reliability
Schneider Electric - Division - Name – Date
22
Removable Discharge Device of EPCOS
● Discharge resistor is one of the key integral safety device of the capacitor and
if you have a provision of removing these it can be very dangerous.
● The Charge will be accumulated in the capacitor if this happens and when the
capacitor is switched on the next time we can have a risk of even a flash over
One can remove discharge resistor unit from a Live
capacitor !!!
Schneider Electric - Division - Name – Date
23
Easy to parallel feature to make the
terminals to burn
● Some Panel builders find EPCOS capacitors as easy to “Parallel” – When you have
More than 1 capacitors connected in a step.
This is due to Interconnected dual terminals they have in the capacitors (See the
picture in the previous slide )
This paralleling is forbidden even in EPCOS instruction sheet , still they provide dual
terminals to provoke user to do this mistake.
Result : Burned terminals.
Schneider Electric - Division - Name – Date
24
OPTIMUM OFFER
Technical Differentiation with market leader
Offer Specification
HDuty
Phase Cap
Over Current Handling
1.8 X In
1.6 X In #
Life Expectancy
130,000 hrs
150,000 hrs*
No of Switching operations
7000
7500
Inrush current
250 X In
300 X In
Mounting position
Upright/ Horizontal
Upright/ Horizontal*
# up to 2.0XIn for >40kvar; * Not throughout PhaseCap
Range
Voltage Range
230 V to 830V
230V to 800 V
Max Kvar in Single Can
5- 57 (Up to 68 kvar)
5-56
Detuned Reactor option
Yes ( up to 25 kvar)
Yes ( up to 25kvar)
Schneider Electric - Division - Name – Date
25
MEDIUM OFFER
Technical Differentiation with market leader
Offer Specification
SDuty
Phi Cap
Over Current Handling
1.5 X In
1.5 X In
Life Expectancy
100,000 hrs
100,000 hrs
No of Switching operations
5000 hrs
5000 hrs
Inrush current
200 X In
200 X In
Mounting position
Upright
Upright
Voltage Range
400V to 525V
230V to 525 V
Max Kvar in Single Can
5-25
5-30
Detuned Reactor option
Yes ( Limited to 15 kvar)
Yes ( Limited to 15 kvar)
Range
Schneider Electric - Division - Name – Date
26
Competition analysis
Schneider Electric - Division - Name – Date
27
Competition with ABB – Snap shot
Target Markets : North Asia, China, SEA
Product
 VarplusBox Hduty
 VarplusCan SDuty
Product
 CLMD
(China used SDuty to compete with
ABB in professional retail market ( WuHuproject))
Advantages
Advantages
 Pressure sensitive disconnector superior to
internal fuse.
 Smaller in Size ( better power density )
 Internal fuse
 fire retardant Vermiculate for extra safety
 2 Year Warranty policy in selected markets
 CLMD03 – New Product – for Module
designs in aluminum cast
Limitations/Roadblocks
 Promotion of ABB with fire retardant
vermiculate as a safety feature
 No promotional warranty policy
 offering only up to 50kvar against 100kvar Box
of ABB.
Limitations/Roadblocks
 Plastic cans used inside
 Reach is not good in professional retail
market
Promotion
Dedicated comparison sheets /Sales Memos for consultants approval
for Box type markets ( Against ABB, Nokian )
 Selector tool for System Integrators /PBs by Q1 2014
Place
 Most preferred channel against ABB is projects through partners
Price
Strategy
Aggressive – Position
at equal.
Facts about ABB
CLMD
33S
CLMD 43, 53, 63, 83
CLMD13
 ABB Business Model
Projects through partners ( pref 1)
Partner as a customer ( Pref 2)
Very strong position in East Asia and China
Markets
 Major concentration in projects
 Produces capacitors elements in Thailand and
Belgium and assemble in many parts of the world
 Many success stories in project market
 Special warranty policies in some markets
 Best feature :Vermiculate filled Boxes for extra
safety against fire hazards.
 Weak point: No concentration in professional
retail and limited range.
Our Strategy : Aggressive pricing strategy with offer bundling – Position Equal
against ABB for VarplusCan HDuty when capacitor sold as a component
Specifies : Work with specifies to change the “Over Current Handling capacity”
& “Life expectancy “ to the catalogued values of VarplusCan HDuty. ( Higher than ABB)
Preferred Business model – Projects through partners (1) , Partner as a customer (2)
Schneider Electric - Division - Name – Date
29
Offer Name
CLMD03
CLMD 13 - 83
Description
Positioning Preffered Channel
20-60kvar Modules – Resin
filled Plastic elements inside
Optimum
aluminum frame
10-100kvar Box type metal
enclosed capacitors with Plastic Optimum
cells inside
Project through Partners
Project through Partners
Our Offer
Comments
VarplusBox Hduty & We can also position
VarplusCan Hduty VarplusCan Sduty
against ABB as we meet
VarplusBox Hduty & all technical specs with
VarplusCan Hduty ABB
How we can technically defend ABB
 Can type offers is ~70% Smaller due to its compact design than CLMD – Space savings
 Varplus offer has a better technical characteristics ( Over Current handling & life
expectancy – CLMD is a Just enough offer
 Safety device – Pressure disconnection is a reliable three phase uniform disconnection
system compared to internal fuse. Internal fuse may lead to form unbalance delta
connection and low life expectancy - low reliability
 Varplus offer uses the raw materials of higher melting points and temperature withstands
life Aluminum can , PU resin etc Vs Plastic Can of ABB – CLMD Vermiculate protection
proves that cells ABB use inside are inflammable !!
 No Homogenous range – Adaptation of CLMD in panel becomes difficult
compared to Varplus range.
 See some interesting pictures in next slides.
400V 25 kvar Offer
How you save space
Schneider Electric - Division - Name – Date
ABB
Schneider
Size ( L X H X D) (MM) Volume (CM2)
CLMD 43
220 X 275 X 152
Varplus Can 116 Dia X 242 (h)
9196
2559
30
CLMD Does not catch fire ! Why Vermiculate does not work?
Lesson : Plastic cells are highly inflammable
Is it not complicated ? Is it reliable with too many small wires inside ?
Lesson : Vermiculate kind of a substance is required to Quench the fire due to this
type of high risk design
Schneider Electric - Division - Name – Date
31
Technical Differentiation with ABB
Offer Specification
HDuty
SDuty
CLMD
Over Current Handling
1.8 X In
1.5 X In
1.3 X In
Life Expectancy
130,000 hrs
100000 hrs
?
Inrush current
250 X In
200 X In
200 X In
Maximum kvar in single Can
67kvar
25kvar in Can
100kvar
Mounting position
Upright/ Horizontal
Upright
Upright
Compatibility with SE panels
Certification
Compactness
• We can target to position HDuty ( Box or Can – Depending up on Projects ) in the Project market based
on the Positive advantages between HDuty and ABB
Electric - Division - Name
– Date we can target ABB with VarplusCan SDuty – Price oriented market.
32
• InSchneider
the Distribution
market
Competition analysis
Schneider Electric - Division - Name – Date
33
Our Answer for
CLZ-FPT
Faston
terminal
IP00
CLZ-FP
terminal
IP20
• No Life expectation declaration
• Non tamper proof terminals – Risk
of terminal loosening.
• Low over current handling
capacity
• No mention about number of
switching operations
• One product for all markets
Our
answer
• Accessories for IP20, IP54
• Comprehensive offer ( Less
references to cover the entire range )
Range
Type
Max
Power
Voltage
Frequency
Low
power
CLZFPT
7,5 kvar
230 – 480V
50, 60Hz
High
power
CLZ-FP
50 kvar
230 – 520V
50, 60Hz
• Resin technology
• Disconnection system ( Comparison
with EasyCan)
Schneider Electric - Division - Name – Date
• Dimension
34
Our Answer for
Parameter
Circutor CLZ
Schneider
EasyCan
Comp
arison
Over Current
1.3 X Rated Current
1.5 X Rated Current
Life Expectancy
Not declared
100,000 Hours in Std operating
No of switching
Not declared
5000 Switching/year
kk
kk
k
Technology
Resin impregnated
Resin Impregnated
=
Terminals
Removable terminals with
risk of terminal loosening
Tamper proof terminal
cover with inbuilt discharge
resistors
kk
Pressure
disconnector
3 Phase Disconnection
system
3Phase disconnection
system in depended of
mechanical assembly
k
Element
impregnation
Nitrogen gas impregnated
technology
Nitrogen gas impregnated
technology
=
Schneider Electric - Division - Name – Date
condn
35
CS Prismatic Capacitors ( Box type)
Overall Safety
Mechanism:
• In the case of dielectric breakdown, the zinc layer
vaporises and the fault is isolated
• The INTERNAL FUSE disconnects the capacitor in case
of high currents
• If the fault in not limited by the fuse, the gases generated
inside the capacitor will push the OVERPRESSURE
COVER upwards and disconnect the capacitor from the
supply
• For better safety, the VERMICULITE prevents any form
of deflagration
Schneider Electric - Division - Name – Date
36
CLZ Capacitors ( Can type)
Overall Safety
Mechanism:
• In the case of dielectric breakdown, the zinc
layer vaporises and the fault is isolated
• Due to successive breakdowns, the
increasing pressure in the can will push the
OVERPRESSURE COVER upwards and the
power cables are disconnected from the
supply
Schneider Electric - Division - Name – Date
37
Annexure Slides
Schneider Electric - Division - Name – Date
38
What is metallized film?
Metallized film is a microscopically thin layer of conducting material, usually
Aluminium or Zinc on an underlying layer of insulating film. The conducting layer is
called the electrode and the insulating film is called the dielectric.
What is Self-healing?
Metal layer
Polypropylene
film
Self-healing is a process by which a capacitor restores itself
in the event of a fault in the dielectric. Self-healing is a
characteristic which is unique to Metallized Film capacitors.
A capacitor can undergo dielectric breakdown due to voltage
stress, presence of impurities in the dielectric, accumulated
effect of temperature etc.
In the event of dielectric breakdown, an arc is created
between the two electrodes. The intense heat generated by
this arc causes the metal electrodes to vaporise around the
area of the fault. The vaporization continues until sufficient
separation exists between the faulted electrodes to
overcome the voltage level. Thus, the fault is isolated and the
capacitor continues operation with negligible change in its
rated capacitance.
Schneider Electric - Division - Name – Date
In the event of dielectric
breakdown, an arc is created
The intense heat generated causes
the metal layers to vaporize
The fault is Isolated
39
Why do you need an Overpressure
Disconnector System in a Capacitor?
In the event of a fault, dielectric breakdown occurs. Due
to the self-healing property of the metallized film, the
metal layer vaporizes and the fault is isolated.
Overvoltage, thermal overload or ageing at the end of
the capacitor’s useful service life increases the rate of
self-healing breakdowns and can cause an increasing
pressure inside the can. To prevent the capacitor from
bursting or catching fire, an Overpressure Disconnector
system is included inside the capacitor.
Schneider Electric - Division - Name – Date
40
Protection system how does it work in VarPlus
and EasyCan
After PSD
Clamptite
terminals
Fast-on
terminals
Before PSD
Schneider Electric - Division - Name – Date
41
Temperature Catagories
Temperatur
e Category
Ambient
Temperatur
e Limits
Maximum
Max.
Average
Over 24
Hours
Max.
Average
Over 365
Days
B
45°C
35°C
25°C
C
50°C
40°C
30°C
D
55°C
45°C
35°C
Schneider Electric - Division - Name – Date
42