How to Address the “Always On” Issue without Triggering the A17.1 Alteration Clause

1. How to Address the “Always On” Issue without Triggering the A17.1 Alteration Clause Today’s Webinar

2. About the Presenters Mr. Jim Marinelli Electrodyn Systems, Chief Engineer • Over 40 years elevator systems experience • Inventor of the Fire Service Retrofit • ASME Board Member • National speaker Ms. Angela von Dietrich Electrodyn Systems, Product Marketing Manager • 18 years experience in product marketing & business development • Designs strategies to increase sales revenue • Industries: manufacturing, service, technology, aerospace & healthcare • Top Influencer in BOMA’s LinkedIn group of 34,684 members • 2nd Top Influencer in Elevator World’s LinkedIn group of 6,087 members

3. In this Webinar • The Building “Landscape” in 2013 and beyond • The A17.3 Alteration Clause – why it’s important • How Service Companies can Avoid Triggering the Clause • Sales Tools You Can Use

4. Take-Away’s • An understanding of the Alteration Clause • How to sell without triggering the Clause accidentally • Discussing the “energy topic” with customers • What sales tools and information are available to you

5. Question If you had to guess: What is the total cost for energy for buildings today in the United States? (if you added together every building’s electric bill)

6. Energy Conservation: The New Frontier • Annual Energy Costs for US Commercial Buildings & Industrial Facilities is $202.3 Billion • United States ranks 5th in the world in energy conservation behind the entire EU, China, Japan & Australia Source: Buildings Magazine, February 2013

7. Legislation! • The United States Green Building Council (USGBC) has tracked more than 80 bills across 28 states to incentivize buildings and facilities to reduce energy consumption. • Introducing policy-based standards for energy use • Offering tax incentives for retrofitting equipment Source: USGBC 50 for 50 Green Schools Caucus Initiative, July 2012

8. Energy Conservation: The New Frontier Clean energy practices are becoming “standard” procedures in the US. • 56% have made Green House Gas (GHG) reduction goals • 13% have set specific goals for energy reduction Source: Buildings Magazine, February 2013

9. Energy Conservation: The New Frontier • Commercial buildings are realizing the “hidden” value of conservation: • Reduced maintenance material costs • Reduced maintenance labor costs • Improved building value Source: Buildings Magazine, February 2013

10. “Retrofit” is the #1 Search Term March 8, 2013, email:

11. Elevator Energy Conservation still a Small % of the Market Percentage of elevators that have energy conservation capabilities: 5% 5% Percentage of elevators that do not have conservation capabilities: 95%* Source: BOMA Survey, December 2012

12. The Problem with Energy Reduction for Elevators Until recently, elevator energy savings was limited to replacing the elevator controller and/or motor drives. • Expensive & Time-consuming • Return on Investment isn’t realized for many years, if at all • Triggers the 8.7 Alteration Clause in ASME A17.1

13. Alteration Clause 8.7 in A17.1 8.7.1 General Requirements 8.7.1.1 Applicability of Alteration Requirements When any alteration is performed, regardless of any other requirement of 8.7, the installation, as a minimum, shall conform to the following applicable Code requirements: (a) the Code at the time of installation (b) the Code requirements for the alteration at the time of any alteration (c) ASME A17.3 if adopted by the authority having jurisdiction

14. If 8.7 Triggers In addition to the cost of the elevator upgrades, the building also must: • Add HVAC for the machine room • Upgrade mainline disconnects • Upgrade machine room lighting • Add/Upgrade Fire alarm initiating equipment

15. 8.7 Trigger

16. Where’s the ROI?

18. Optimum Choice

19. The Way to Address the “Always On” Issue Without Triggering A17.1

20. Manages “always on” without any alteration to the controller • Fast Return on Investment • Conserves energy / Saves Money • In a January 2013 BOMA poll, we asked, • “Would you opt to turn off elevator lights and fans?” • 85% said YES

21. Installs directly in the Car Operating Panel Image courtesy of Star Lift Group

22. Fast Installation • No Machine Room Wiring • Installation Diagram Included • Reduced Elevator Downtime • Less than 4 hours

23. Flexible Design • Eight Signal Inputs • Two demand inputs • One door zone input • Front gate input • Rear gate input • Fire service input • Independent input • Car button active input • Logic Switching Capability • Works with any Controller

24. Advanced Technology • Passive Infrared (PIR) Monitoring – an Industry First • Fail-safe Control in Case of a Breakdown • Adjustable Shut-off Time • Up to 5 hours

25. Tools You Can Use

26. Selling tool: Customer Information Brochure Front Cover Inside View

27. Selling tool: ROI Assessment Prepare and send to each customer.

28. ROI Assessment

29. Case StudyMiami/Dade School System, 300 elevators

30. Public Sector Be sure to include this certificate for bids/quotes created for public sector buildings:

31. Send an Assessment to Your Clients Include a brochure Include WBENC Certification --------

32. Stay ahead of competition: • You’re getting this Assessment first • I’m delaying the announcement so you can get a head start. • Ask sales, consultants & even mechanics to “leave behind” the Energy Saver brochure and/or fact sheet • Promote in newsletters, luncheons and any other customer-related event

33. This product positions your company to “lead the way”: • Attracts new opportunities • Strengthens business • Boosts the “bottom-line”

34. Sales/Marketing Support: • Call Angela for marketing support - 1-800-447-5442avondietrich@electrodyn.com • Request an Energy Saver2 Free for 30-days so your engineers can try it.Send request to: sales@electrodyn.com

35. Thank you for your time today. Questions?