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Sales Training Presentation
Sales Presentation
Otis Elevator Company – Restricted and Confidential
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™
Agenda
Introduction
Product overview
Marketing strategy
Sales Strategy
MarComm Summary
Service guidelines
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Introduction
What is Gen2 Switch™?
230V single phase battery powered Gen2® elevator
A new Gen2 product
Max 21m rise / 7 stops /
up to 630kg 8P / 0.63 to
1mps variable speed/
Max 90 starts per hour
For mature and emerging
markets
Premium residential
segment
Europe / India / South East
Asia / South America
Low rise NE & BEX
Premium class A
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Introduction
Increased Gen2 value
Gen2 standard
green features:
 ReGen® drive
 LED lighting
 Standby mode
 VDI Class A
Gen2 Unique
MRL belt
technology:
 Space saving
 Comfort
 Otis quality
 Reliability
Core
product
Actual
product
Augmented product
Gen2 Switch technology:
 Non stop service / with battery power operation
 Plug and run with single phase
 Reduced installed power
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Product overview
Normal operation mode - Motoring
Battery power with
230 VAC
0.5 kW
Motor powered with
28 VAC
2.2 kW
 Battery is charged continuously from a single phase power outlet
 An intelligent battery charging system ensures that battery charge is
maintained at optimal levels [53 volts] for long life.
 The battery powers the drive, which powers the Gen2 PM gearless machine
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Product overview
Normal operation mode - Regenerating
Battery power with
230 VAC
0.5 kW
Smart energy recyling
Motor powered with
28 VAC
2.2 kW
 When the car moves in the direction of the unbalanced load (i.e. empty car in up
direction) the motor generates electricity into the ReGen drive
The ReGen drive then recharges the batteries
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Product overview
Black out operation mode
Battery is not charged
anymore
Motor powered with
28 VAC
2.2 kW
 The battery stores energy for up to 100 trips
 In case of power shutdown the system continues
operation – Passengers will not notice the outage.
 The system runs until the battery is discharged
 When the battery is discharged the system stops at
the nearest landing, where it’s doors remain open
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Product overview
Compatible with green energy sources
Gen2 Switch 230V single phase technology
makes it 100% ready for alternate energy
sources like solar panels or wind turbines
They are in customer scope
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Product overview
How Gen2 Switch compares with other systems?
Gen2
Gen2 Switch
480
480
Passengers
6
6
Speed (m/s)
1
0.63 - 1
Motor Power (kW)
2.8
2.2
Power supply (V)
400V
three-phase
230V
single-phase
~ 10
~2
6
< 0.5
Duty (kg)
Current (A)
Contract power (kW)
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Product overview
Variable speed




Otis innovative and patented control system
Improves efficiency of the flight time while reducing waiting time
Optimises performance by varying the speed dependent on the car load
Passengers benefit from Gen2 ride quality
Example: 630kg / 18m rise / 5stops
Car load
Direction
Speed
100%
up
0.63m/s
50%
up
0.85m/s
100%
down
1m/s
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Speed Load Graph
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Product overview
Codes and certifications
Gen2 Switch is compliant with:
 Internal: WWJSSS & 51628 OTIS standard
 External: ECM 2004/108/CE, 95/16 CE, EN 81-70, EN 81-1 A3
 Local codes to be verified by each country
 Gen2 Switch is designed to reach
VDI Class A
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Product overview
Gien Gen2 Switch description
Low Voltage Architecture
Battery pack installed in the hoistway
Otis Low Voltage Drive
installed in the hoistway
E&I panel (controller)
integrated in landing door
column = non visible from
landing
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Product overview
High quality new components
Low Voltage Machine
 Specific green power arrangement
 Synchronous permanent magnet motor
 Arrangements for two and three belts
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Low Voltage Drive
 Regenerative drive developed by
OEC-Berlin
 Based on Ultra Drive Technology
Marketing strategy
Building technology for the real world
Otis Gen2 Switch is single phase powered, battery operated,
green elevator
Simple
Safe
Sustainable
All you need is single
phase power supply
No three phase power.
Switch has a battery, so it
works even when the
power doesn’t.
ReGen energy goes right back
into the battery – Energy stays
within the system and ready for
the next run.
Also, solar energy enabled
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Marketing strategy
Gen2 Switch value proposition
Tenants
Increased handicapped access
Consequence
Safety and convenience
Increases &
markets
assets value
Energy regeneration into battery
Satisfied
decision
makers
Reduced installed power
Developers/
Contractors
Plug & Go easing installation
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Consequence
Architectural flexibility for both
new and existing buildings
Optimizes
costs and
payback
Sales strategy
A unique promotion on the market
Product image
Safety
Reliability
Quality
Green evolution
Unique product
Premium
Belts

ReGen drive

Advanced Standby

Reduced Power
Belts with gearless
+
Pulse
+
ReGen drive
+
Battery
Premium product
for residential
market segment
Customer Value
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Sales strategy
Key selling propositions over competition
Industry innovation
• For the first time, the main elevator in the building with single phase power supply
• That too with belt technology with PM and ReGen
Safe
• Operates even when there is no power in the building
Faster ROI
• Saves initial cost on three phase power cable and meter installation
• No need of ARD/Gen set/UPS to operate the elevator during no power situation
• Gives up to 80% savings in energy billing
European product
• Designed and manufactured in Gien, France
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Sales strategy
Sales arguments
Gen2 platform
Bringing belt technology benefits and
Gen2 quality
Variable speed
Efficient flight times with optimised
performance and great ride quality
Energy Regeneration
No wastefulness, you keep the
regenerated energy. Gen2 regenerates
into the battery
Less power, good performance
Reduced installed power makes it even
more green
Plug and run
230V single phase concept optimizes
installation time, costs and reduces
interface with other trades
Safety and convenience
With battery rescue power
management, no passengers trapped
during a power cut. Gen2 elevator
availability is increased
Enhanced handicap access
Handicapped people mobility 100% of
the time, even during power cuts
Battery powered
Non stop service even during power
outages, up to 100 runs with batteries.
Proven and reliable battery providing
UPS-like service
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Marketing collateral
Product brochure
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Communication strategy
Two-tier Approach: Global Brand / Local Placement
Maximize launch to maximize communications opportunities
Leverage Otis’ global strength to create global hit
Supported with fact sheet, press release, brochure
Global
Area / Country
Press Release
Press Release
Feature Story
Customer
Communications
Exec. Talking Points
Trade Advertising
Online / Web
Local Stakeholders
Global Stakeholders
Social Media
Social Media
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Cadence
Amplifies
Awareness
Service guidelines
Service Sales Strategy
Service Contracts
Features
Battery maintenance under Otis contract
(labor, batteries, recycling)
Customer
Benefits
Peace of mind with OEM service
Otis
Benefits
- Customer satisfaction improvement
- Increased maintenance pricing
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Thank you
Otis Elevator Company – Restricted and Confidential
Company Private