Required Printouts

1. Required Printouts • Price Sheet • Office Business Plan • Estimating Work sheets • Integrations you office has done worksheet • Business card or handout listing next steps and contact information

2. Sales Training on New Integration Platform

3. Introductions and Tracer Update Lynxspring/Trane Relationship Where does Lynxspring solution fit within Trane Product Introduction System Architecture Overview Products Databases Key Sales Points Legacy Solutions Solution Examples Price Sheet Review Estimating Projects Support and Resources Next Steps Terminology Review/Terminology Equivalents Discussions Agenda

4. Session 1 Introductions and Tracer Controls Update

5. Introductions – In 30 Seconds or less Who are you? What do you do? What Office?

6. Tracer ES Tracer Summit Industry Specific IT Standards TCP/IP (HTTP/XML) BACnet/IP Tracer SC Integration Platform Tracer BCU BACnet LonTalk Siemens Modbus JCI Comm 3 Honeywell Lighting Comm 4 Security Other LonTalk Adding an Integration Platform

7. Session 2 Trane – Lynxspring Relationship For a New Integration Platform

8. Objective of the Integration Sales Training Provide information necessary for sales personnel to successfully present and sell the new integration platform • The new integration platform • The applications and fit with Tracer • How to leverage capabilities for incremental business • The business process

9. Background and Vision for the Integration Platform

10. Background Trane • A new construction oriented controls provider • Controls sold primarily with equipment • Strategy is leveraging depth of knowledge in HVAC applications • Provide open, standard systems (protocols) • LonWorks, BACnet and Modbus • Promote integrated systems and solutions

11. Current Integration Capability • Open system oriented • BACnet at the system level • LonTalk at the field controller level • Investing in new, open standards • Effective for newer systems and future installations • Minimal capability to integrate proprietary systems • Varying methods • Replace rather than integrate - expensive. • Investment required to develop software and drivers for Trane designed integration platform (Tracer SC) • Time • Schedule

12. Integration Vision • Renewed focus on retrofit • Ability to provide system solutions • To the customer... “Yes, we can work with your current system” “Yes, we can provide an integrated solution” • Trane controls product portfolio includes an integration platform • Integration platform facilitates moreTrane controls, contracting andservice sales in existing buildings • Integration platform extends Tracerability to expand Trane retrofitcapability

13. New Integration Platform Lynxspring JENEsys™

14. Lynxspring Lynxspring is now a Trane Integrated Solutions Partner Trane is now a Lynxspring Business Partner (LBP) “...a tremendous opportunity to grow your BAS business!” Mike Mumma, Controls Sales Leader

15. Some Definitions in the Tridium World • Niagara Framework – Owned by Tridium • Windows • Vykon Products – Division of Tridium • Excel • Word • Personal Computer etc.

16. Who is Lynxspring? • Control manufacturer, developer,value added reseller • Core product is a hardware/software suite - JENEsys™ • Specialize in Internet technologies and interoperability • Focus is distribution channel and service • Use software and technology instead ofhead count where possible • Employees • Engineers, software developers, technicians, sales professionals • Backgrounds include consulting engineers, controls contracting, software designers, service providers

17. Why Did Trane go with Lynxspring? • Speed to market • Established training and support program • Custom development capabilities • Available software components to simplify integration • Licensed to build their own hardware (JENE) • Based on a widely accepted platform • No competitive service organization • We have momentum • Independent Trane offices are successfully using this integration platform

18. What Does Lynxspring Do? • Manufactures the JENEsys product line • JENEsys includes hardware and software • JENEsys uses Tridium NiagaraAX operating system • Brings offerings through sales channels • Lynxspring Business Partners • Software Development • National Accounts • Original Equipment Manufacturing (OEM)

19. What Does Lynxspring Do?Under the new Trane agreement • Lynxspring Business Partners • Controls sales/support • Training services • Professional services • Software Development • Communication drivers • Management software • Drivers and Niagara appliances

20. How Can Lynxspring Help Trane? • JENEsys products complement Trane controls • Adds an integration platform • Integration platform brings additional protocol capability • Integrate beyond HVAC (lighting, security, etc.) • Additional protocol capability enhances Trane’s position as an integrated solutions provider • More information to deliver comfort, energy savings, safety, serviceability, sustainability Embrace… if you can’t replace!

21. Product Overview Bob Mealey Vice President – Marketing and Sales Previously TAC Partners OEM Sales Federal Sales

22. JENEsys™ Integration Platform JENEsys™ PC 1000 JENEsys™ PC 6000 JENEsys™ ProBuilder

23. Standard Protocols BACnet  LonWorks Modbus  Modem oBIX  OPC SNMP  Zigbee Existing 3rd Legacy Drivers Andover 256, Infinity  JCI N2 American Automatrix  CSI INET Invensys Network 8000  Titus Niagara™/ Fox JENEsys™ Communications Options 1st RJ45 Ethernet Connection (TCP/IP or Any Browser Interface) 2nd RJ45 Ethernet Connection (BACnet IP/BACnet Ethernet, TCP/IP) Earth Ground Communication Module (LON, Modem, Zigbee) RS485 Connection (BACnet MS/TP, Modbus)

24. Data Integration Options • Export using: • .pdf • .csv • .txt • SQL queries • Oracle queries • Java • Email • SNMP • Web Services • HTML • XML • OPC

25. Target Application Legacy Integration

26. Andover CSI Tracer Summit Honeywell JCI Legacy Integration Projects

27. A Complement to Tracer • Add • Ability to integrate existing (competitive) systems • Ability to integrate non-HVAC building systems • Accelerate • Ability to penetrate existing buildings • Ability to develop protocol drivers • Data acquisition for intelligent services • Data gathering capabilities • Strengthen: • Backward compatibility Siemens JCI Honeywell Lighting Security Other JENEsysIntegration Platform

28. Gather Information

29. Leveraging Legacy Integration Developing Opportunities

30. Marketing Approaches • The Red Coats and the Open Field Attack • Trade Shows • Specification Writing • Broad Sweeping Marketing Programs • Puts in playing field with mom and pop shop • Guerilla Tactics – Trane and Lynxspring Preferred Method • Direct Sales Channel • Service Sales Channel • Ambush Tactics

31. Getting Into Legacy Integration • It’s a different business model • Presents many opportunities • Involves non-Trane systems andcomponents • It requires different resources • Design, engineering, estimating • In-house product knowledge • Technicians brought in from other controls companies • Competitive subcontractor relationships at times

32. Opportunities • Non-Trane systems in existing buildings • Service customers with competitive control systems • Comprehensive solutions customers • Turnkey retrofit projects • Multi-site owners • Facility and campus expansions • NiagaraAX-based (Tridium) school districts • Plan and spec jobs with competitive front end • Other building system solutions • Legacy Security • Legacy Power Management • Legacy Lighting • Prepackaged Integrated Solutions Expand relationship with institutional customers!

33. Targeting Opportunities • Local market assessment • Competitor relationships • Competitors’ market share and service records • Open architecture vs. legacy protocols • Local resources • Competitive systems servicecapability • Integration experience • Customer pain • Technical pain • Relationship pain • Financial pain

34. Qualifying Opportunities • Identify legacy systems Identify and understand the use of legacysystems in customer facilities • Acquire system knowledge Acquire knowledge about the design, operation and programming of relevant competitive automation systems • Develop an integration and migration path Develop overall (initial and ongoing) integration and migration path for system improvement and customer satisfaction Utilize a simple project development process!

35. Developing Opportunities • Consider legacy system impact on contracting • Clear scope with regard to integration • Comprehensive network design and documentation • Intelligent estimates • Qualified subcontractors • Understand funding mechanisms • Planned upgrades (capital projects) • Operations / maintenance (expense projects) • Energy savings / efficiencies (cost reductions) • Apply legacy-system-specific resources • Qualified control system technicians • Networking (IT) expertise • Correct tools and training

36. Leverage Opportunities Deepen your relationship with customersdisgruntled with competition who don’t feel they can afford to replace all existing controls • Gain access to sell service contracts • Use data to feed intelligent services • Pull through Trane controls • Pull through Trane equipment • Increase scope of performance contracts • Pull through turnkey contracting “Embrace, if you can’t replace!”

37. Business Information Working With Lynxspring

38. Lynxspring Business Partner • Trane appointed as a buyer for the purpose ofresale and servicing of Lynxspring products on a worldwide and non-exclusive basis • Authorized JENEsys™ installer • Certified NiagaraAX integrator • Access to Lynxspring support program • Competitive pricing • Member of the LBPnetwork

39. Business Processes • Ordering • Order directly from Lynxspring in writing usingprovided order entry form • Online order entry coming! • Warranty • 18 months from date of shipment or 12 monthsfrom date of installation • Pricing • Parity for company-owned and independent offices • Reference Lynxspring JENEsys™ Price List • Multiplier is .24

40. More Business Processes • Shipping • Product is shipped FOB from Leawood, KS or from the Lynxspring supplier • Shipping expenses are the responsibility of Trane office • Cancellation and Restocking • Requires prior approval from Lynxspring • Restocking Charges • Within 60 days – 20% ($100 minimum) • 60-90 days – 30% ($200 minimum) • 90+ days – 50% ($300 minimum • Return Material Authorization (RMA) • Contact Lynxspring and obtain a RMA

41. Technical Training • Lynxspring TCP training (NiagaraAX certification training) • REQUIRED • Each participating District must have at least one certified technician • Full five-day class • Trane scheduled classes • Tentative dates and locations LocationPlanned Week Kansas City October 20th Kansas City November 3rd Kansas City December 8th

42. Trane Support • Trane Product Support (1-877-78TRANE) • Pre-sale marketing support • First line technical support for integration between JENEsys products and Trane controls • Centralized Services • Support for offices that need contracted resources

43. Lynxspring Support • Help desk support for JENEsys products and higher-level integration support • Lynxspring University • Trane secure website • LBP Group Support • Project support • Central Engineering Services • Documentation • In accordance with Lynxspring Partner Sales Technical Support Published Operating Procedures • December 12, 2005 Version 1.1

44. Be Aware • Not plug and play • Easy to over commit • Understand legacy system • Associated resources required • Tools • Software • Technicians • Drivers • Different business/project model • Estimating • Support

45. Resources • Lynxspring website: http://www.lynxspring.com/Trane • Lynxspring forum: http://forum.lynxspring.com • General Lynxspring Forum • Trane Specific Forum • iTrane (Portal) • Presence within the Integrated Solutions pages • ICSLs

46. Copies of Training Material www.lyxnspring.com/Trane

47. Go to forum.lynxspring.com and click the “Register” link, you will be presented with this:

48. Fill out the information and we approve it, and associate them with the groups they can see including Trane forum.

49. http://forum.lynxspring.com

50. Getting Involved