Transcript Spec Stopper

Spec Stoppers
Sweet Spots
Specials
1
How To Make $6,000
MORE on a 26 ton
Data Aire Series DX Unit
2
Specification Control = $$$
● Increase Liebert Cost
● Reduce Data Aire Cost
● Liebert can still be basis of design
3
Spec Stopper
● Locking Disconnect Switch
– Standard option with Data Aire
– Liebert charges about $50 more than Data
Aire
• Liebert standard is non-locking disconnect
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Justification
● Locking Disconnect Switch
– Safety
• Locking disconnect can be locked in the
off position preventing accidental power
up of the unit while it is being serviced
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Spec Stopper
● Dual Float Condensate Pump with Alarm
– Standard option with Data Aire
– Liebert charges about $60 more than Data Aire
• Liebert standard is single float no alarm
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Justification
● Dual Float Condensate Pump with Alarm
– Provides an alarm if condensate pump fails
– Alerts operator before water is under floor
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Spec Stopper
● Fire Stat
– Standard with Data Aire
– Liebert charges about $75
• Liebert standard is no firestat
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Justification
● Fire Stat
– Responds to heat not smoke
– Required by some codes
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Spec Stopper
● Crankcase heaters
– Standard with Data Aire
– Liebert charges about $125
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Justification
● Crankcase heaters
– Prevents refrigerant from
diluting compressor oil
– Extends compressor life
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Spec Stopper
● Steam Generator Humidifier
– Standard with Data Aire
– Liebert charges about $350
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Justification
● Steam Generator Humidifier
– Capacity
• 36% higher capacity than infrared
– Efficiency
• 22% more efficient than infrared
– Maintenance
• Five minutes to replace canister
– Indoor Air Quality
• Enclosed water reservoir heated to boiling
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Spec Stopper
● Minimum 18 gauge panels
– Standard with Data Aire
– Liebert standard is 20 gauge
• 18 gauge not available
• Charge about $550 for 16 gauge panels
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Justification
● Minimum 18 gauge panels
– Superior sound attenuation
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Spec Stopper
● R-407c Refrigerant
– No added cost with Data Aire
– Liebert charges about $ 750
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Spec Stopper
● R-407c Refrigerant
– Environmentally friendly
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Specification Control = $$$
Liebert Data Aire
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Non-Locking Disconnect $
50
0
Dual Float Condensate Pump $
60
0
Firestat $
75
0
Crankcase Heaters $ 125
0
Steam Generator $ 350
0
18 Gauge Panels $ 550
0
R-407C $ 750
0
Total Increase in Cost $1,960
0
Spec Stopper (Ceiling Units)
● Belt Drive Fans
– Standard with Data Aire
– Liebert cost about $575
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Justification
● Belt Drive Fans
– Generates higher external static
pressure to overcome duct losses
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Spec Stopper (for Liebert)
● 4 Analog Inputs
– Standard with Liebert
– Data Aire *Cost about $250
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* Example only; refer to PSG for current price
Reason to Omit
● 4 Analog Inputs
– Seldom, if ever used
– Increases cost
– Only provide information, perform
no useful function
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Spec Stopper (for Liebert)
● Motor overload alarm
– Liebert Cost about $100
– Data Aire *Cost about $300 to $400
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* Example only; refer to PSG for current price
Reason to Omit
● Motor overload alarm
– Redundant alarm
• No air flow alarm does same thing
• Internal overloads protect motor
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Spec Stopper (for Liebert)
● Infrared Humidifier
– Standard Liebert
– Data Aire *Cost about $1,400
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* Example only; refer to PSG for current price
Reason to Omit
● Infrared Humidifier
– Efficiency
• 22% less efficient than steam
generator
– Maintenance
• Difficult and time consuming to clean
– Indoor Air Quality
• Infrared has pan of standing water in
air stream in violation of ASHRAE
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Spec Stopper (for Liebert)
● Field split frame into 3 pieces
– Standard Liebert DS
– Data Aire *Cost about $1,300 / split
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* Example only; refer to PSG for current price
Reason to Omit
● Field split frame into 3 pieces
– Spec only when required
– Increases Data Aire cost needlessly
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Spec Stopper (for Liebert)
● Self adjusting motor base
– Not available from Data Aire
● 5 year warranty on drive train
– Standard with Liebert
– Data Aire adds 8% to our price
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How to Handle
● Specify direct drive plug fans instead
of warranty and self-adjusting motor
base
– Cost less
– More efficient
– No maintenance
– No belt dust
– Better airflow management
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Spec Stopper (for Liebert)
● Semi-hermetic Compressors
– Standard with Liebert
– Data Aire *Cost about $2,500
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* Example only; refer to PSG for current price
How to Handle
● Specify Scroll Compressors In Lieu
of Semi-hermetic Compressors
– Scrolls are 11.5% more efficient
– Scrolls are More reliable by 5 to 1
– Scrolls are Less expensive
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Specification Control = $$$
Liebert Data Aire
4 Analog Inputs $
33
0
$ 250
Motor Overload Alarm $ 100
$ 300
Infrared Humidifier $
0
$1,400
Split Frame $
0
$1,300
5 Year Drive Train Warranty $
0
$1,600
Semi-Hermetic Compressors $
0
$2,500
Total Increase in Cost $ 100
$7,350
Specification Control = $$$
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● Increased Liebert Cost by adding
Data Aire Spec Stoppers
$1,960
● Reduced Data Aire Cost by
Deleting Liebert Spec Stoppers
$7,250
Specification Control = $$$
$ 8,860 Price Difference
On Data Aire Series DX
$ 5,835 Price Difference
On Chilled Water Unit
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Specification Control = $$$
We Are Just Getting Started!
There Are More Ways to Lock
up a Job!
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Spec Stopper (for Liebert)
● Digital Scroll Compressors
– Option with Liebert
– Data Aire cannot do
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How To Handle
● Digital Scroll Compressors
– Proprietary
• Liebert is only CRAC manufacturer
allowed to buy digital scroll.
– Specify hot gas bypass instead
• Functionally equivalent
– Not needed in a room with multiple 2
compressor units
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Spec Stopper
● DAFC with factory mounted pumps
– Standard Data Aire product
– Liebert only offers free-standing pumps
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Justification
● DAFC with factory mounted pumps
– Less field labor
– Single point power connection
– Takes up less space
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Sweet Spot
● Floor mounted DX equipment
– Especially with 2 compressors
• Promote economy of DX systems
• Suggest use of dual cooling units
• Suggest use of a DX unit as a CW backup
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Sweet Spot
● 10 ton and 13 ton ceiling units
– Standard Data Aire product
– Liebert does not offer
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Special
● Plug fans in floor units
– Data Aire *Cost about $1,000 to
$1,500 net per fan
– Available On Data Aire DX and CW units
• Both on up flow and down flow
– Only On Liebert Chilled Water >= 30 tons
• Only on down flow
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* Example only; contact Data Aire for current price
Justification
● Plug fans in floor units
– Up to 50% energy savings
– Less than one year payback on cost of fans
– No maintenance
– No belt dust under floor
– Excellent air flow management under floor
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Special
● Condensing unit > 10 tons
– Data Aire *Cost about $1,200 net
– Liebert will not do
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* Example only; contact Data Aire for current price
Justification
● Condensing unit > 10 tons
– Fewer service techs in the data room
• Improved security
• Fewer disruptions
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Special
● R-410a
– Data Aire *Cost, add 10% to price
– Liebert will only offer R-407c
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* Example only; contact Data Aire for current price
Justification
● R-410a
– All major manufacturers have made
R-410a the standard
– R-407c charge cannot be topped off
• When a leak is repaired entire charge must
be recovered and circuit charged with new refrigerant
– Refrigerant Cost
• R-407c costs 33% more than R-410a
• R-407c costs are rising and R-410a
costs are falling
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Special
● Dual power source with automatic
power transfer switch
– Data Aire *Cost about $1,400 net
– Liebert does not like to do?
• Eliminates a single point of failure
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* Example only; contact Data Aire for current price
Special
● Condenser fans with EC Motors
– Have not seen Liebert quote this
– Stulz will supply them
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Justification
● Condenser fans with EC Motors
– Saves 40% of condenser fan energy
– Increased motor reliability
– Lower noise level at off peak loads
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Special
● Stainless steel DARC cabinet
– Data Aire *Cost about $600 net / fan
section
– Will Liebert do?
– How much?
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* Example only; contact Data Aire for current price
Specials
Data Aire Is Flexible!
Following Are Examples of
Specials Reps Have Requested
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Electrical Specials
● VFD mounted and wired
● High AIC disconnects
● TEFC Motors
● 2 condensate pumps with auto changeover
● Special location for electrical connections
● Special reheat kW
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Controls Specials
● Isolation damper control relays
● Various relays for special purposes
● Red/Blue/Yellow alarm beacon
● Mount and wire controls by others (CW only)
● Custom control sequence of operation
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Coil Specials
● Alternate piping locations
● Copper fin coils
● Heresite coating on coils
● Stainless steel coil casing
● Special chilled water valves
● Special coil circuiting, row and fin count
● Dual chilled water or dual DX coils
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Cabinet Specials
● Reverse blowers
● Aluminum panels on ceiling units
● “Lead-lined” acoustical insulation
● 16 gauge panels
● Double wall construction
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Cabinet Specials
● Foil faced insulation
● Special length, width, and height
● Mirror image units
● Return air plenums on down flow units
● Plenums to hide duct on up flow units
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Cabinet Specials
● Special filters
● V-bank filter sections
● Floor stands enclosed with insulated panels
● Factory painted ceiling units
● Totally special unit e.g. Exxon-Mobil unit
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