2008 ICS Champions Club

1. 2008 ICS Champions Club How to Earn Points

2. ICS Champions ClubLast Year’s Results in the NE • PENNSYLVANIA • 40,210 • NEW YORK / VERMONT • BALTIMORE • ONTARIO • WASHINGTON DC • BOSTON • NEW YORK/NEW JERSEY • PHILADELPHIA • QUEBEC • CONNECTICUT • WILMINGTON • BUFFALO • CHARLESTON WV • LONDON • HALIFAX • CHICOUTIMI • 23,426 • 13,464 • 10,744 • 64,188 • 27,933 • 20,278 • 5,127 • 13,726 • 10,232 • 6,660 • 2,242 • 2,123 • 1,503 • 1,061 • 856

3. ICS Champions ClubThe C2 Competition Names • Amazon Time Traveler • (Brazil) • Back to the Controls • (St. Louis/Davenport) • Back To The Future • (Tennessee) • Galileo • (Tampa) • Great Northern Sentinel • (Twin Cities/Dakotas) • ICSpaceship One • (San Francisco) • Northern CA/Nevada Navigator • (Sacramento) • Rum Rock its! • (Kansas City/Omaha) • Sweet Home Alabama • (Birmingham) • TARDIS • (Virginia) • The Force • (Louisville) • The Indiana Imperial Starship • (Indianapolis) • The Time Warp • (New York/Vermont) • Time Warp • (Ontario) • To Infiniti and Beyond!!! • (Philadelphia) • Tranescender • (Gulf South) • Not Provided (Seattle) • Not Provided (Wisconsin)

4. ICS Champions ClubPA’s Team Name Nominations • Steve and Joel and Tim’s Excellent Adventure • SPACE CADETS • Time Trekies • Time Bandits • Space Trekies • Galactic  Ambassadors • Space Bandits • The Eloy • The Morlocks • Speed lightening • Beyond Infinity. • Pennsylvania Piloteers • Time Travelers • Controlled Infinity.    • Star Crew • Starlight Crew • Shooting Stars • Back to the Future • The Butterfly Effect • Time Warp Crew • Galactic Gladiators • Millennium Falcon Crew • TEAM STRATOSPHERE • A Clockwork Executive Beige • Enterprise Crew • Trane Trekies • The Time Bandits

5. ICS Champions ClubAnd the Winner Is….. • The Flux Capacitors • Congratulations to Matt Farkus for contributing the winning name! • In celebration of this auspicious event, Matt has named his new baby “Flux Farkus”. We wish the entire Farkus family, and especially little Flux, all of the best.

6. ICS Champions Club2008 Program • Three stages in the race. • March-May • June-August • September-December • Be in 1st Place in your office group at the end of each Stage Gate to win office

7. Individual Awards and Recognition • What account managers can win • Top 30 account managers win prizes at each Stage Gate • Stage Gate #1: March 1 - May 30 = Leather “bomber” jackets • Stage Gate #2: June 1 - Aug. 29 = GPS travel assistant • Stage Gate #3: Sept.1 - Dec. 15 = Apple iPodTouch • Top 60 account managers receive recognition from leadership • Bottom 60 account managers receive recognition from leadership • Point totals for account managers will reset to “zero” to start each “decade” (Stage Gate) “Don’t get left in the past!”

8. District Office Awards and Recognition • Track points by each district office • Prize winning members of each office team, in each Stage Gate, for each “C” group • Offices compete with other offices in their “C” group only • Points are reset to “zero” at start of each Stage Gate • Grand Prize Awards – District Offices (based on their grand total of points from March 1 – Dec.15) • 1st Place in each office group will win an ICS Champions Club crystal bowl and banner • 1st Place offices get a visit from John Conover, Larry Wash or Mark Weldy • 2nd – 5th Place receive banner and plaque “Race Through Time”

9. Points-Earning Activities • Owner Direct Sales • Increase controls sales to existing Trane controls customers • Replace existing competitive controls installations with Trane • Utilize Energy Retrofit Services (ERS) sales tools (New!) • Customer Presentations and Visits • Give presentations on ICS, systems or controls to owners and engineers • Take owners and engineers to St. Paul for a customer visit • Take customers to a job site to demonstrate Trane’s controls capabilities (New!) • Indirect Sales / Consulting Engineers • Increase the quantity and quality of projects designed on Trane controls • Promote and utilize Pre-Packaged Solutions (PPS) (New!) • Internal Training (New!) • Conduct controls training for Trane associates • ICS Product Goals • Achieve ICS Hardware sales goals • Sell wireless controls (New!) “Race Through Time”

10. Owner Direct SalesIncrease controls sales to existing Trane customers • Growth in controls business requires us to maintain relationships with our current customers • Sell existing products and services to existing controls customers • Points earned: • Tracer R’newal retrofit kits = 300 points • BAS-2-Service contract = 200 points • Existing Trane Controls system expansion = 200 points

11. Owner Direct SalesReplace competitive installations with Trane controls • There is a large installed base of DDC control systems, many are obsolete or in need of upgrade • Trane can provide operator workstation or install new control system • Single panel up to entire BAS system • Points earned: • New Trane OWS and integration = 300 points • Complete system replacement = 300 points • Replace system level panel = 75 points

12. Owner Direct SalesUtilize Energy Retrofit Services (ERS) selling tools • Increase contracting sales to existing customers by using Energy Retrofit Services sales process and tools • Use Trane Energy Analyzer (TEA) for initial energy audit • Use Trane Energy Optimizer (TEO) to quantify cost savings and ROI • Points earned: • Each use of TEA = 25 points • Each use of TEO = 75 points • ERS only available to account managers who have completed program training.

13. Customer Presentations and VisitsGive ICS, systems or controls presentations to owners & engineers • Presentations demonstrate that Trane can provide controls on any project • Conduct a formal ICS, systems or controls presentation to owners and engineers. PowerPoint presentations are available on the Global Controls & Contracting web site. The presentation must be pre-planned and last a minimum of one hour. Demo Tracker panels and Demo Tracer Summit panels are available from St. Paul and should be used as appropriate for the presentation • Account managers must conduct formal presentations to owners and engineers • Sales manager to validate presentations-route details thru Karen post presentation • Points earned: • Presentations to owners = 35 points • Presentations to engineers = 20 points • Presentations with a Tracer Summit demo = Add 10 points • Presentations to contractors = 20 points (sole purpose to close project) • Points limitation: Maximum of 2,500 points for any one event

14. Customer Presentations and VisitsSt. Paul customer visits • Customer visits are one of most effective closing activities • Key is to focus on high-level, high-potential customers • Points earned for each type of customer: • Owner = 400 points (+200 points each add’l owner) • Engineer = 300 points (+150 points each add’l engineer) • Contractor = 100 points (+50 points each add’l contractor) • Points earned for each type of visit. An additional: • Project pre-sale = 200 points • General education = 100 points • Business “thank you” = 50 points • In conjunction with LAX (or other Trane plant) visit = 100 points

15. Customer Presentations and VisitsTake customers to a Trane job site • Bring high level, high potential prospects to a local job site for greater visibility of Trane offerings • Visit must include two of the following: • System Architecture presentation of the site visited • Customer testimonial of the use and benefits of Tracer Summit • Tracer Summit general overview presentation • Points earned for each type of visitor: • Owner = 200 points (+100 points each add’l owner) • Engineer = 100 points (+50 points each add’l engineer) • Contractor = 50 points (+25 points for each add’l contractor)

16. Indirect Sales / Consulting EngineersIncrease projects with Trane Controls • Working with consulting engineers is cornerstone of success; and “basis of design” is key • Engineers must include two (2) of the following items in their systems design: • Controls specification • Points list • Sequence of operation • Air flow diagrams (with unit components and point type) • System diagrams (indicating equipment and control points) • Riser diagrams (indicating Trane equipment and systems controllers)

17. Indirect Sales / Consulting EngineersDrive and promote Pre-Packages Solutions (PPS) • INTRODUCTION • The TCS Americas Contracting Productivity Program team is preparing to deploy Pre-Packaged Solutions on April 16, 2008 to all Americas company owned offices prior to this the PPS Local Office Champions (LOCs) will be trained. This training will provide LOC’s with an understanding of Pre-Packaged Solutions. • WHAT ARE PRE-PACKAGED SOLUTIONS? • Pre-Packaged Solutions are a library of pre-designed subsystem solutions designed to meet customer requirements, improve contracting fulfillment productivity and leverage system expertise. • The Main deliverable is a library of re-usable Pre-Packaged Solutions, each solution will consist of: Flow Sketch for sales Generic I/O Summary for sales Trane Estimator assembly Control drawings Flow diagram Bill of materials Sequence of operation Controller wiring detail End device details • Controller programming • Technician Application Notes • Tracer Summit custom workstation graphic • Jeff Thompson is the local office Champion-more details to follow as they become available • Points earned on basis of PPS in GraphICS: • 25-30% of submittals with at least one PPS = 100 points • 31-40% of submittals with at least one PPS = 150 points • 41+% of submittals with at least one PPS = 200 points

18. Internal TrainingConduct controls training for Trane associates • Associates need to be thoroughly trained on BAS systems, applications and products • Controls training includes: • CAST II, III & IV, TCN Webinars and Trane College of Building Automation • Points earned: • CAST II = 50 points per person • CAST III, IV or Trane CBA = 200 points per person • “Sales Track” TCN Webinar = 100 points per office + 10 points per person (max. of 500 points per webinar) • Attend local training presentation (one hour minimum) = 15 points per person

19. ICS Product GoalsAchieve ICS hardware goals • Trane manufactures and installs controls and the contracting business must support the manufacturing business • Use Trane controllers on controls projects • We will use the monthly ICS Hardware Report to track factory and field-mounted hardware • Points earned on a monthly basis: • Points tied to a % of monthly office goals • Start earning points at 85% of quota • Max. points earned at 150% of quota • Achieve 100% of monthly goal = 400 points/month

20. ICS Product GoalsSell wireless controls • Trane manufactures a number of wireless sensors • Wireless sensors create greater tie to customers • Positions Trane as wireless technology leader • Paves way for future wireless products • Market, sell and install Trane wireless sensors • Points earned on a monthly basis: • Each wireless sensor sold = 10 points • Maximum points = 2,500 points/month

21. Tracking and Reporting • Karen will administer the ICS program • All correspondence concerning ICS point validation and accountability should be routed thru her

22. ICS Product GoalsWhat’s New – Where to Focus • Some of the elements of 2008’s Controls expansion • Adaptaview • Wireless Zone Sensors • St. Paul Visits • Custom Graphics • Pre-Packaged Solutions • LonTalk VAV • Low-cost Bacnet Chillers • Remote Monitoring

23. Leveraging Tracer AdaptiView To Sell Chiller Plant Control Business • Increases project value • Customer lifetime value • Service, adds, replacements Technical • IPLV defensive strategy/ similar to R123 • Our defense depends upon operating map • % load Chiller Sequencing • Condenser Temp Tower optimization Tracer AdaptiView Upgrades • Hundreds of customer touch points • Offer them more than just a color screen • Reducing energy • Improving operations Controls Retrofits that other controls companies can’t match!

24. Updated Zone Sensor Line • New display sensor completes wireless sensor line • New wired sensor line – consolidation, new look, simpler to support • New Sensor Product Line recorded webinar Promoting Trane wireless solutionis an important strategic effort! Wired sensors available now, WDS available in May

25. St. Paul Customer VisitsSolutions Center - ICS Plus Integration MAKINGBUILDINGSBETTER • Comfortable • Energy Efficient • Safe • Economical • Sustainable • Serviced New centerpiece of St. Paul customer visits

26. Custom Graphics Productivity for Trane • Centralized graphics creation Sales Tool • Illustrates depth and ease-of-use of Trane systems • Positive feedback from customer visits and trade shows Action • Make this a part of your customer presentations • Leverage our capabilities for cost and competitive advantage • Contact Kathi LaValle at (651) 407-4177 Sales Brochure BAS-SLB022-EN Watch for announcement of new graphics demo site

27. Pre-Packaged Solutions (PPS) • Library of pre-designed sub-system solutions created to meet customer requirements, improve controls contracting productivity, leverage Trane systems expertise and improve project margins. Pilot • Pilot Discoveries: • PPS delivery tools effective (Web Site, TOPSS, GraphICS, Estimator) • Need more solutions with initial release: Expanding library from 40 to 98 • Working through some programming related issues • Improving and expanding office training • Planned Completion: 04-04-08 • Pilot Offices: Mexico City, Virginia, Kansas City, New Jersey Deployment • After successful pilot, deploy simultaneously to all Territories (Planned start 04-16-08) • Provides fast adopters the shortest route to PPS usage • Focuses limited deployment resources on offices that need extra help • Training via Net Meeting as well as supporting Camtasia Video • Supported by PPS team training visits to select districts

28. LonTalk VAV Productivity • Single Comm Link – lower cost wire • Auto-commissioning features (includes Service) • Optimization strategies • Standardize to gain efficiency Positioning • Supports the features we are promoting • LEED, EarthWise Systems, Open protocol • Set up for future upgrades to Tracer SC Improvements • Intellipak II – LCI-I and Tracer Summit available early 2Q • Additional enhancements later this year Training and Support • Application Guide • Webinars in the TCN archives BAS-APG003-EN Available on e-Library Improvements coming soon – Training, Literature and Support available

29. Low Cost BACnet Chiller Solution • Interim solution introduced November 2007 • Price-reduced, pre-programmed BCU • Order through Pueblo • Lower installed price to protect chiller margin • Requires local office co-operation • Mixed results to date • Better solution TBA late 2008 RTHD CGWF RTAC RTAA CGAF RTWD For price-sensitive jobs involving Pueblo chillers in non-Tracer Summit installations Focusing on lower installed costs!

30. Trane Centralized Monitoring • Trane Centralized Monitoring will monitor critical alarm activity and provide remote support for CSO customers 24 hrs a day, 365 days a year. • TCM will provide: • Remote Alarm Monitoring • Initial system setup - diagnostic check/operation verification • Critical alarm point setup and data trend based on a specific set of critical system alarms for standard HVAC system applications • User Security setup / access controls • Data reporting setup (optional with Level 3 support) • Communication verification (automated)

31. The Contest Within the Contest • Guess the points that we, The Flux Capacitors, will attain by May 31st and you will be the proud recipient of a fabulous prize (which we haven’t figured out yet). • Have your guess to Karen by April 15th. • The winner will be announced the first week of June and that person can start benefiting from the yet-to-be-determined fabulous award.

32. Questions • Go ahead and ask.