Building Automation System (BAS) competitive buying strategies

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Building Automation Building Automation Systems Systems Methods to enable Methods to enable competitive purchase for competitive purchase for expansion projects expansion projects without sacrificing without sacrificing performance. performance.

description

In spite of open protocols there has been a real problem with multi-vendor competitive procurement to keep costs down yet still provide owners with functional, high performance systems. This slide show provides some tips on how to achieve success.

Transcript of Building Automation System (BAS) competitive buying strategies

Page 1: Building Automation System (BAS) competitive buying strategies

Building Automation Building Automation SystemsSystems

Methods to enable Methods to enable competitive purchase for competitive purchase for expansion projects without expansion projects without sacrificing performance.sacrificing performance.

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All I need is open All I need is open protocol, right?protocol, right? This over-simplified and false This over-simplified and false

belief may have prevailed for a belief may have prevailed for a short time.short time.

Open protocol (BACnet, LON, Open protocol (BACnet, LON, MODBus, etc.) is just the starting MODBus, etc.) is just the starting point.point.

If no more effort than “give me If no more effort than “give me BACnet” is put into specification BACnet” is put into specification writing and quality assurance, writing and quality assurance, failure is almost guaranteed.failure is almost guaranteed.

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Forcing the issue of Forcing the issue of competitive purchasecompetitive purchase Vendors don’t want competition Vendors don’t want competition

because that lowers prices and profits.because that lowers prices and profits. Vendors spread propaganda that Vendors spread propaganda that

interoperable systems will either not interoperable systems will either not work or will be extremely work or will be extremely costly/cumbersome to maintain.costly/cumbersome to maintain.

Vendors and manufacturers have a Vendors and manufacturers have a conflict of interest, don’t expect a very conflict of interest, don’t expect a very truthful message about open protocols truthful message about open protocols from MOST of them.from MOST of them.

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Breaking down the Breaking down the integration taskintegration task Device to device communication Device to device communication

(equipment level, VAV boxes, (equipment level, VAV boxes, chillers, air handlers, etc.).chillers, air handlers, etc.).

Building level controlling devices.Building level controlling devices. The Holy Grail- The “Front end” The Holy Grail- The “Front end”

graphical interface.graphical interface.

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Device to device Device to device communication:communication: BACnet IP devices use EthernetBACnet IP devices use Ethernet If your system is all BACnet IP, If your system is all BACnet IP,

you can have all the brands you you can have all the brands you want.want.

Controllers may still use different Controllers may still use different kinds of internal logic, the front kinds of internal logic, the front end has to be able to adapt (more end has to be able to adapt (more on that later)on that later)

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Device to Device Device to Device comm.comm. What about BACnet MS/TP – 18/2 What about BACnet MS/TP – 18/2

twisted shielded?twisted shielded? Might be slight variations in Might be slight variations in

speed, other communication speed, other communication tweaks.tweaks.

Route to BACnet IP. Routers only Route to BACnet IP. Routers only cost $300. Easy solution for cost $300. Easy solution for multi-brands.multi-brands.

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Building level Building level communicationcommunication These devices will most always be BACnet These devices will most always be BACnet

IP, so they can co-exist from a IP, so they can co-exist from a communication perspective.communication perspective.

BUT, the internal programming and BUT, the internal programming and architecture can vary, so be careful about architecture can vary, so be careful about mixing and matching brands.mixing and matching brands.

Multi-brand operation means good Multi-brand operation means good documentation, testing, and owner documentation, testing, and owner training.training.

Keep as much logic resident in the Keep as much logic resident in the equipment as possible. This helps equipment as possible. This helps reliability as well as multi-brand function.reliability as well as multi-brand function.

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The Achilles Heel- The Achilles Heel- Graphical User Interface Graphical User Interface “Front end”“Front end” This is where systems often fail in their This is where systems often fail in their

ability to be interoperable.ability to be interoperable. To most end users the equipment To most end users the equipment

controllers are “black boxes”. Once the controllers are “black boxes”. Once the logic is debugged and they run, the logic is debugged and they run, the program code doesn’t need modification.program code doesn’t need modification.

Most of the attention needs to be on the Most of the attention needs to be on the front end.front end.

Most end users do NOT want multiple Most end users do NOT want multiple front end brands. Still, even if this front end brands. Still, even if this occurs, if they are just “mouse clicker” occurs, if they are just “mouse clicker” end users, is it really that terrible to have end users, is it really that terrible to have multiple front ends? See vendor multiple front ends? See vendor propaganda again.propaganda again.

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So what is a “front So what is a “front end” GUI?end” GUI?

A Graphical User Interface for a building A Graphical User Interface for a building management system is a “Window” into management system is a “Window” into the system. For viewing live graphic the system. For viewing live graphic images, changing setpoints, changing images, changing setpoints, changing schedules, monitoring alarms. Typically schedules, monitoring alarms. Typically these would be B-AWS or B-OWS BACnet these would be B-AWS or B-OWS BACnet Testing Laboratory certified software Testing Laboratory certified software programs, running under a Microsoft programs, running under a Microsoft Windows platform.Windows platform.

http://www.bacnetinternational.net/btl/http://www.bacnetinternational.net/btl/

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Dual Purpose GUI Dual Purpose GUI /building controller/building controller B-BC building controller devices are often B-BC building controller devices are often

dual purpose. They offer building level dual purpose. They offer building level programming/management features. But programming/management features. But many of the B-BC profile devices are also many of the B-BC profile devices are also GUI’s, web servers. A B-BC device can GUI’s, web servers. A B-BC device can have some of the same features, and the have some of the same features, and the same issues, as B-OWS or B-AWS software.same issues, as B-OWS or B-AWS software.

A B-BC is a “black box” whereas the B-OWS A B-BC is a “black box” whereas the B-OWS or B-AWS software typically runs on a PC.or B-AWS software typically runs on a PC.

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What the GUI means to What the GUI means to the average BMS the average BMS manufacturermanufacturer

For most DDC controller manufacturers For most DDC controller manufacturers the development cost for the GUI is never the development cost for the GUI is never recovered. So the tendency is to run with recovered. So the tendency is to run with a product for years, long after it has a product for years, long after it has become a stale technology.become a stale technology.

The reason to develop and sell the GUI The reason to develop and sell the GUI isn’t to make money on the GUI, it is to isn’t to make money on the GUI, it is to keep systems closed! This protects profits keep systems closed! This protects profits and sales for the controller hardware.and sales for the controller hardware.

Key means to manipulate the Key means to manipulate the marketplace.marketplace.

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An open protocol (such An open protocol (such as BACnet) GUI may still as BACnet) GUI may still be hostilebe hostile

Proprietary Database methodsProprietary Database methods Software expirationSoftware expiration License restrictionsLicense restrictions Password restrictionsPassword restrictions Pigeonholed featuresPigeonholed features Training restrictionsTraining restrictions

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Proprietary Database Proprietary Database MethodsMethods GUI may use proprietary GUI may use proprietary

database methods exclusively for database methods exclusively for software functions.software functions.

Doesn’t seem to be a problem, Doesn’t seem to be a problem, but would be a really nasty but would be a really nasty feature if you may encounter it.feature if you may encounter it.

Look for SQL, CSV export, etc. for Look for SQL, CSV export, etc. for standardized data format.standardized data format.

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Software ExpirationSoftware Expiration

Obvious tactic to force the Obvious tactic to force the purchase of service contracts, purchase of service contracts, mandate expansion work to the mandate expansion work to the GUI supplier.GUI supplier.

There should be no expiration.There should be no expiration. Upgrades optional.Upgrades optional. Also not much of a problem Also not much of a problem

recently.recently.

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License RestrictionsLicense Restrictions

The end user may not own the The end user may not own the license.license.

End user can only be an operator, End user can only be an operator, no other software rights.no other software rights.

No sub-letting of license rights to No sub-letting of license rights to another party, AKA a contractor for another party, AKA a contractor for another control manufacturer.another control manufacturer.

This has improved in recent years, This has improved in recent years, but read your fine print.but read your fine print.

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Password restrictionsPassword restrictions

This is more often an installer This is more often an installer choice and not a manufacturer choice and not a manufacturer mandate.mandate.

One of the most important things One of the most important things to police and monitor prior to to police and monitor prior to system approval/payment.system approval/payment.

Keep them in a safe place in Keep them in a safe place in MULTIPLE locations.MULTIPLE locations.

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Pigeonholed FeaturesPigeonholed Features

BACnet BTL products still have BACnet BTL products still have variations in how they work.variations in how they work.

The GUI may be built to do scheduling The GUI may be built to do scheduling in a specific manner, and trending, and in a specific manner, and trending, and alarm notifications.alarm notifications.

Try to use another BTL BACnet Try to use another BTL BACnet product, it may not work so well.product, it may not work so well.

Similar impacts with LON and other Similar impacts with LON and other protocols as well.protocols as well.

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Broad Features of Broad Features of Open GUIOpen GUI The open GUI products must offer The open GUI products must offer

broad features to work with as broad features to work with as many open protocol brands as many open protocol brands as possible.possible.

Scheduling- Multiple methods.Scheduling- Multiple methods. Alarming- Multiple methods.Alarming- Multiple methods. Trending- Multiple methods.Trending- Multiple methods.

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Training RestrictionsTraining Restrictions

No manuals and poor/no help files.No manuals and poor/no help files. Training only available to the Training only available to the

territorially protected supplier.territorially protected supplier. Makes success a challenge for a new Makes success a challenge for a new

vendor who must “seamlessly vendor who must “seamlessly integrate” to an existing GUI.integrate” to an existing GUI.

This is the most often abused issue This is the most often abused issue with the proprietary GUIs.with the proprietary GUIs.

Favors large BMS vendors. Solution to Favors large BMS vendors. Solution to integrate: Steal employees from each integrate: Steal employees from each other.other.

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Training- The Right Training- The Right WayWay Training available to anyone.Training available to anyone. Doesn’t have to be free, but a Doesn’t have to be free, but a

reasonable cost.reasonable cost. Fair pricing policy would charge Fair pricing policy would charge

end users and competitors the end users and competitors the same price.same price.

No dealership or volume No dealership or volume commitment needed.commitment needed.

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Other benefits of open Other benefits of open GUI: The “Protocol GUI: The “Protocol Wars”Wars” When the GUI is provided by the When the GUI is provided by the

controller manufacturer, there is an controller manufacturer, there is an agenda to promote a protocol agenda to promote a protocol (BACnet, LON, OPC UA, MODbus, (BACnet, LON, OPC UA, MODbus, etc.).etc.).

With the open GUI, the GUI supplier With the open GUI, the GUI supplier wants to be neutral and will develop wants to be neutral and will develop a product to speak as many a product to speak as many languages as possible.languages as possible.

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GUI features to GUI features to specify:specify: Submittal requiring an open software Submittal requiring an open software

license to the owner, with full level license to the owner, with full level passwords, no expiration.passwords, no expiration.

Require in the submittal a signed letter Require in the submittal a signed letter saying that training will be offered to saying that training will be offered to anyone, including a competitor, at a anyone, including a competitor, at a reasonable cost. This will cause many reasonable cost. This will cause many GUI manufacturers to be disqualified! GUI manufacturers to be disqualified! Tell them to stick to selling controllers!Tell them to stick to selling controllers!

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CCTV system analogyCCTV system analogy

With CCTV systems cameras are With CCTV systems cameras are specified and then VMS (Video specified and then VMS (Video Management Software) solutions are Management Software) solutions are specified separately.specified separately.

Best practice for BMS systems is Best practice for BMS systems is probably to do the same thing. Open probably to do the same thing. Open protocol helps with controller protocol helps with controller interoperability, but system interoperability, but system interoperability requires a “cooperative” interoperability requires a “cooperative” front end.front end.

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Military analogyMilitary analogy

UFGS 25 10 10 provides the “front UFGS 25 10 10 provides the “front end” specification for military projects.end” specification for military projects.

Controllers for equipment in one bid, Controllers for equipment in one bid, “front end” integration often is another “front end” integration often is another bid.bid.

UFGS 230923 is oriented to LNS Lon. UFGS 230923 is oriented to LNS Lon. New versions forthcoming for BACnet.New versions forthcoming for BACnet.

Again demonstrates that interoperable Again demonstrates that interoperable systems need a “front end” that is systems need a “front end” that is broad and not restrictive.broad and not restrictive.

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Industrial analogyIndustrial analogy

Years ago PLCs (Programmable Years ago PLCs (Programmable Logic Controllers) and HMIs Logic Controllers) and HMIs (Human Machine Interface, front (Human Machine Interface, front end in the industrial world) were end in the industrial world) were made by the same companies.made by the same companies.

This was a functional mess.This was a functional mess. Separate HMI products evolved Separate HMI products evolved

circa 15 years ago.circa 15 years ago.

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Five year expansion Five year expansion exampleexample BTL listed native BACnet system BTL listed native BACnet system

installed 5 years ago.installed 5 years ago. Supplier installed their own brand Supplier installed their own brand

of GUI, with some hostile features of GUI, with some hostile features discussed earlier.discussed earlier.

Expansion project with no option Expansion project with no option for competition. Price inflated for competition. Price inflated $50,000 by the vendor – $50,000 by the vendor – profiteering on the situation.profiteering on the situation.

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Five year expansion- Five year expansion- do it rightdo it right The proprietary GUI is giving the The proprietary GUI is giving the

existing vendor too much leverage.existing vendor too much leverage. Include GUI upgrade as part of the new Include GUI upgrade as part of the new

project.project. The savings in having competitive The savings in having competitive

procurement will most always procurement will most always outweigh the cost of the new GUI.outweigh the cost of the new GUI.

The open GUI will almost surely be a The open GUI will almost surely be a better product with lower cost of better product with lower cost of ownership in the long run.ownership in the long run.

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What options are there What options are there for an open HMI?for an open HMI? Tridium NiagaraAX 3.6+ (BTL listed)Tridium NiagaraAX 3.6+ (BTL listed) Iconics GENESIS64 (BTL listed)Iconics GENESIS64 (BTL listed) Plexus Technologies OPISPlexus Technologies OPIS Priva Top Integration (BTL listed)Priva Top Integration (BTL listed) Copadata XenonCopadata Xenon Open Source “Freeware”. Why not? Open Source “Freeware”. Why not?

Users that do this help the industry. See Users that do this help the industry. See Linux.Linux.

Exponential growth now like we saw with Exponential growth now like we saw with PLCs and industrial controls years ago.PLCs and industrial controls years ago.

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What else is needed What else is needed for the expansion for the expansion project?project? The owner often doesn’t know what The owner often doesn’t know what

he has in the way of controllers, he has in the way of controllers, panels, etc. He just knows the brand panels, etc. He just knows the brand of system.of system.

Press the basis of design vendor for Press the basis of design vendor for an accurate riser diagram to be an accurate riser diagram to be included in bid documents.included in bid documents.

The riser diagram is the most The riser diagram is the most important bid item for a competing important bid item for a competing vendor.vendor.

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Lighting ControlsLighting Controls

It seems that the lighting control It seems that the lighting control business parallels some of the issues of business parallels some of the issues of HVAC controls, more-so than CCTV and HVAC controls, more-so than CCTV and card access.card access.

Look for things such as DALI, and Look for things such as DALI, and EnOcean open lighting solutions.EnOcean open lighting solutions.

Ask the same questions of lighting Ask the same questions of lighting control vendors as HVAC control control vendors as HVAC control vendors.vendors.

Lighting uses lots of energy. True Lighting uses lots of energy. True “energy management systems” should “energy management systems” should include lighting controls.include lighting controls.

ASHRAE 90.1 is going to accelerate the ASHRAE 90.1 is going to accelerate the use of automated lighting controls.use of automated lighting controls.

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What is coming about What is coming about now:now: Fully integrated buildings: HVAC, Fully integrated buildings: HVAC,

lighting, card access, security, network lighting, card access, security, network cameras, fire and life safety.cameras, fire and life safety.

The big vendors/manufacturers are The big vendors/manufacturers are ready to jump on this to provide single ready to jump on this to provide single vendor solutions, provided you give vendor solutions, provided you give them a blank check, of course.them a blank check, of course.

We need to take design responsibility We need to take design responsibility away from the vendors and get it back away from the vendors and get it back to the specifying engineers, otherwise to the specifying engineers, otherwise pricing is only going to get worse. pricing is only going to get worse. Much worse.Much worse.

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Thank You Thank You

Prepared by:Prepared by:

Rich PurtellRich Purtell

Climate Control Technologies, Inc.Climate Control Technologies, Inc.

Cell phone: 607-425-9730Cell phone: 607-425-9730

[email protected]@stny.rr.com