Selling the Clean Power VFD — Partner Sales Training

Thanks for joining us, everyone. Um, a lot of what I’m going to be showing here, uh, you may have already seen. So, uh, just a quick disclaimer is, you know, use the shopping cart method, just take what you want off the shelf. And, uh, you know, if I throw some extras at you, it’s, it’s for multiple audiences, multiple levels. Um, and yeah, so I’m going to go through two presentations just a little bit on me. If you haven’t met myself before, I’ve been in motors and drives, uh, since ninety seven. Uh, I started with Toshiba distributor, went to work for Siemens. I worked for Rockwell all in Western Canada. Uh, and then I became a, I joined and started a distribution, uh, out here for Danfoss and for marathon Motors and GE and all that stuff.

So, um, yeah, so it’s just been doing that. And then I’ve been with, uh, smart D now for a year. I wanted to get back to a manufacturer once our distributor project was done. So that’s my background And, uh, yeah, so thankfully I’m still in the industry. There’s been changes in the industry, uh, over the last few years recently, I guess, and not everyone, uh, has stayed within. I’m just going to look to share this. Here we go. Share. So I am going to share this presentation. So this is the partner presentation. And I’ll just open up the slide here. Perfect. So partner presentation. And again just uh, there’s going to be some things that you would already know.

We’re just gonna cover it in case there’s, uh, a wide range of experiences in the audience. All right. So, uh, selling a clean power VFD. So that’s the name of our series, our VFD series. Uh, we’re going to cover, uh, you know, where they’re used and how to recognize customer pain points and why, uh, explain advantages, introduce, uh, some pre-sales support and so on. Um, or when to introduce us for support and whatnot. Um, what is your quick description of a VFD? So a lot of times the folks that we’re presenting to you could be in a room with, let’s say forty two engineers, for example. Um, but not everyone is as familiar with VFD.

So, you know, we encourage all our partners, uh, you know, what is your best way to describe a VFD in one or two sentences, a small paragraph, something like that that people can grasp. They’re usually technical people, but of course they’re not dealing with VFD every day like we are. So, um, if you can build a, an analogy or some sort of way to break out the three sections of VFD, you know, converter side, uh, the DC bus and then the inverter side, things like that. Um, so at the bottom here, we’ve got a simple analogy example. A VFD is like the accelerator in a car. It only uses the energy needed to reach the speed desired instead of always running at full throttle.

So that is an analogy that would work for some people. You can develop your own. That may be different. Um, I like to say it’s, uh, it’s a way to chop up three, uh, an AC wave coming in turns it into a DC, and then we chop it up to simulate a fake wave going out to the motor. I used a dimmer switch analogy, but yours is. Yeah. Okay. Hey, it’s all whatever works for you, right? How you want to read the audience and all that? Um, basic reasons to use a VFD. Usually you go through, uh, speed control, how to get that ROI or energy consumption optimization. It could be high number of starts, things like that. Um, provide a smoother operation.

So process optimization could be protecting your motors and equipment better, right? Uh, so whatever, um, application they may come up, you might hit all those pain points. Who knows. Right. Finding a VFD need. Of course, we all know pumps. Hvac conveyors are great examples. There’s a multitude of other variations. For example, not every pump is a centrifugal pump application. Um, sometimes they’re overhauling pumps like a pump jack in oil and gas. Um, sometimes the head that you’re running into means you’re not really using a cubic law anymore for energy savings. Uh, here’s a quick graphic of all the different areas that we can apply Vfds to different market segments and industries.

And every partner, every distributor, every channel is going to have their own specialties or maybe their master of none and, and jack of all trades, which is still pretty good, right? So there we go. Um, customer pain points, when you bring up things like are your motors failing? Are they overheating? Are you, are your insulating your bearings all the time? Every time you have to replace a motor or things like that. Um, water hammer, you know, is do you, do you have issues with your, with your, uh, holding, with regeneration, all that stuff. Right. Um, what about mechanically protecting the equipment? Are you, do you need a soft start?

But you still need the full torque. Well, the soft starter can’t do that for you, but a VFD can flow control problems. Uh, do you need a a good p d loop? You don’t want to have to bring in an extra PLC for an existing starter. You may as well make the whole system efficient. Uh, process inconsistency. Um, are there ride through problems for, you know, line disturbances, things like that. Uh, downtime. So critical applications where they can’t afford downtime, like, uh, David’s, uh, Irving oil applications, for example, a lot of critical, uh, applications that can’t afford a lot of downtime. So what is causing your downtime?

Is it a failure in the motor? Failure in the cable? Um, is it a high ambient situation? Things like that. Excessive maintenance. Um, do people constantly have to clean out the drive? Maybe they got the wrong enclosure. Um things like that. So do they constantly have to clean them out and of course high electricity bills. Uh, what are you paying for billing wise? Uh, what is your total, uh, power factor on your branch on your, on your facility are harmonics. The harmonics, you know, from the vfds are going to affect your total power factor because it’s going to, it’s going to be a burden to the k factor of your upstream transformer, for example, you know, so things like that, that a lot of VFD people may not necessarily look at.

They’ll only look at the ROI on, on a pump upgrade, you know, that kind of thing. So we try our best to listen to what the customer is going to say? I’ve had a situation recently where, um, we’ve got sort of a beginning partner out here in the West, uh, who’s trying to sell our drives into a facility, a large facility. And the customer is, is waiting for motors to be built, custom built, and then they’ll order the drives with us. But in the meantime, they’ve got a down situation. They’re very critical process went down. And unfortunately, the distributor doesn’t want to talk to them about them and point them in the direction of a temporary solution, uh, for fear of losing the sales later.

And, uh, so that’s not really listening to the customer. We want to listen to the customer. What, what’s causing them to go down? How can we get you back up and running? We’re all Team Canada here. Let’s make sure that we get team USA making sure we get our processes up and running so we can keep things moving. Right? So, uh, we all have allegiances to help our societies wherever we’re at, just. Josh. It’s all Team Canada today. Is it all okay? Yeah. Awesome, I love it, I love it. All right, so let’s motor and whining failures without additional external filters. That’s the this is the clean power series, right. Um, low harmonics on the grid side and regenerative management.

Uh, we can have unlimited cables between the VFD and the motor that catches a lot of people’s attention, especially end users, because they’ve had this problem. Let’s say you’ve got a hazardous location, hazardous atmosphere, the motors inside the hazardous atmosphere, but the drive now needs to be packaged in in a zone one, you know, purge and pressure panel. Well, that’s very expensive. Why not put it outside into the safe atmosphere away from the hazardous location. And the cable length is the is no longer restriction, right. Easy retrofits. Uh, so when you’re upgrading, a lot of people don’t realize that part of their ROI is a new motor and new cables because all the traditional drives can’t handle, um, the output going to the motor and they have to put in some sort of sine wave filter and then upgrade the cables, upgrade the motors, things like that.

For us, we don’t need any of that. You can leave the old motor in if it’s been healthy. You can leave the old cable in if it’s been healthy, does not need to be VFD cable. Uh, strong technical support by being in Montreal, being in North America, being Canadian, we’re able to support on this side of the border, including the ability to have a factory refurbish your drive, for example, if it’s under warranty and all that, um, including, uh, getting, uh, software designed in a quick sprint if you need something designed special, uh, is there enough volume in this project enough to justify doing that? Well, we can do that and we can do it very quickly.

Uh, local inventory. So we stock a lot of the frames, the S3 and S4 frames, and we keep them unfinished. So they’re mostly done, mostly tested. And when you order them, we do a final test. We, uh, flash it with the right software, we put the right nameplate on it, uh, for the horsepower that you’re looking for. And that takes about seven to ten business days. And so that’s pretty quick to get, uh, a drive off the shelf from us, if you will, quote unquote, off the shelf. Right. But it’s finished. And we go, uh, our warranty, uh, we like to say, hey, eighteen months and it’s extendable, but we also like to say it’s eighteen months from start up because typically people will be installing the drives within about six months of buying it from us.

And we’ll still give them an eighteen month warranty from that point and all that’s. Right. So all of this together should help solve some problems. And if the customer has previously identified problem points, pain points, we have the solutions for them. Okay. How to spot an opportunity. And these are just common questions. You guys probably have your own questions that you ask already, but this may jog some more. Is the motor always running at full speed? There’s an opportunity to optimize your electrical bill. Is there a valve or damper controlling the flow? Again, an opportunity to optimize the process. Uh, our energy costs are a concern.

Our smart D drive is unique from other drives. We don’t just give you a return on investment for upgrading for centrifugal pumps or fans. We also don’t introduce losses to the system. So we don’t need the sine wave filter. We don’t need the passive harmonic filter or the active harmonic filter or dynamic braking resistor. We don’t need those things. And every time another drive introduces those things, they’re introducing losses to the system. So we have another layer on top of our drive that no one else has in that we take that ten percent extra heat that a motor sees on a VFD, and that’s prevented. So there’s, there’s no loading to the Hvac system that has to take care of that excess heat coming in.

Uh, or if you got your transformer inside, there’s no loading on your Hvac system to handle that excess transformer heat. And so that’s something that’s very unique to us. Do you have motor failures in terms of overheating? Um, or whining or bearing. And of course, if they’ve already voiced that concern this question is redundant. Are you upgrading equipment. Mr. customer you’ve been using a drive for the last ten years, and you’ve identified it as in need of replacement because it’s aged out. Um, why not upgrade it to a drive that doesn’t need any line or load filtration? You can keep your old motor, keep your old cables.

And we’re not going to introduce any losses to your transformer or your motor. All your other drives do that. So why not upgrade, right. And if it’s a retrofit for a direct online start or a soft starter, again, there’s all the advantages of optimization. Do you want to maybe take a quick session to second to mention the guarantee that we offer for municipalities? Uh, go ahead, Jerry, you go ahead and, uh, explain that we have a massive campaign right now for smaller municipalities across Canada. And, uh, we’re offering any it would actually fit for pretty much any client, but please ask if it’s other than a municipality.

But if they have a motor between twenty and sixty hp controlled by a soft starter or a contactor will guarantee ROI within a year. and, uh, backed by electricity bills. And if we don’t make it. It’ll be money back. So. And that’s something that gets the conversation going with a lot of our clients. That’s perfect. And we’re, we’re pretty confident on that because you don’t have to upgrade your motors, your cables. And yet the prevention of these excess heat loads that are happening. So between those two things, plus the normal ROI that you see with other Vfds, uh, we’re very confident you’ll get your ROI on any retrofits.

Um, is the, is the plant expanding? Um, if so, can we get written in the spec, get the brand accepted? What do you need to see? Um, and what is the power range of the motors that you’re using? That’s an important one too. Uh, because our power ranges are typically nameplate wise is from twenty horsepower up to one hundred and fifty horsepower and six hundred volt. Um, we can de-rate the motor we can or the drive. We can take our twenty horsepower drive, and we can run a motor as low as two horsepower in volts per hertz. Uh, but until our S2 frame is released next year, that’s kind of how we’re approaching the smaller horsepower.

But it’s worth noting, uh, what we have available our one hundred, our seventy five through one hundred and fifty horsepower and four eighty volt and six hundred volt, depending on what you’re looking for. That S5 frame that’s going to be released at the end of this year. So it’s coming quick, and we’re actually able to start taking orders on that, uh, depending on what the process is. So there’s our little range there that’s available today, but at the end of the year, this will expand out on the four eighty five, it’ll be to one hundred and twenty five horse. And on the six hundred volt side, it’ll be two hundred and fifty horse, one hundred and fifty horse.

So, uh, there you go. There’s some questions and quick conversations. So a lot of times we see our our consultants and everyone saying, I don’t have a lot of time. I don’t have a lot of time to talk. Um, okay, well, can we get a quick five, ten minute discussion with you? Right. So if you, if you do have a chance, I’m sure you guys have something canned already or some methodology that you use already. But you know, as soon as we identify a complaint or we can prompt them to identify a complaint, they may not remember it right away. Then we can ask some qualifying questions. Uh, then we can always recommend, of course, the Clean Power VFD.

And if they need a case study, we’ve got case studies for them depending on what their pain point is. Uh, and then of course, we organize a follow up meeting and we’re offering always that you can bring us into the meetings and introduce us to these folks. Um, a lot of times there’s a, there’s a level of comfort, um, when customers are able to talk to both mom and dad. Right. Uh, so if they, if mom’s saying one thing and dad saying the same thing. There’s that unified level of, of comfort and, and also backup as well. So I might be saying things that will prompt memories for you for applications that you can now bring into the conversation.

Um, you might be saying things that I might learn some things from. So there’s a, a nice cohesion, a nice, uh, co mentoring going on, uh, when we do these presentations together to the end users. And of course, we always say as salespeople, we say close the sale. Um, in our type of sales, we’re selling to committees a lot of time, not just individuals. And so it’s a soft close, not necessarily a hard close, uh, sales rep don’t need to size or program the drive. We, we typically say that as a rule of thumb, because the person asking for their quote already has their size in mind, but it’s always good to double check. So we always ask for the motor for what the application type is.

And we double check that. But the the onus or the responsibility of sizing still has to come from the end user or their representative, their consultant. So we’re looking to identify these opportunities. Okay. So, uh, common objections and short responses. Of course, we’ve all heard it’s too expensive. There’s many ways to play that. Um, here’s a suggested answer. Um, if it’s it, the fact that these drives often pay for themselves. Of course we’ve added our one year guarantee for the return on investment. And it’s through energy savings and reduced maintenance and optimizing your process and so on. And, uh, then we always ask them, do you source your drives as a panel package or standalone?

Are they going indoors or outdoors? You know, so we start qualifying these questions so that they understand they need to they need to compare apples to apples. We’re not just a drive to compare to another drive. We’re a drive that competes with panels, right? People that need to put in sine waves and sine wave filters and line reactors or passive harmonic filters, etc.. So that’s what we’re competing with. We’re competing with systems. The next one. Yeah. Go ahead. No, I was just going to say if a client is requesting just a drive that needs absolutely no mitigation, whether it be a line or load, uh, go with your other products.

They’ll find us too expensive as soon as there’s mitigation, then we are more than competitive, will be cheaper and better. But if there’s no mitigation, we’re more expensive and not as good. So that’s it. Yeah, I, I compare this to the Danfoss, uh, h f c one hundred and two Hvac drive, which is their, uh, lower cost, but advanced drive. Right. And I compared us to that drive just in their chassis offering without any additions to it. And we’re about double that price. But the moment you start adding Ethernet cards, um, expanding your I o, uh, those kind of things. Um, and going to a Nema one instead of a chassis. The moment you do that, our prices start to get a little closer.

And then of course, the moment you start adding filters, it’s game over. We’ve, we’ve pretty much got that, uh, competitive edge at that point. Um, our, another question that the or another objection, I might say, hey, look at our motors are working fine already. I don’t need your stuff. Right. And, uh, the question then becomes, well, what about your electrical bill? Are you concerned about that? If they say no, hey, no big deal. You’re good. Um, you know, let us know when you need a replacement on your drive. Uh, there’s. Would you be interested, Mister customer in the rebates that or the incentives that the the government has for this.

And, uh, they may not be aware that there are some government federally and provincially. There’s some government rebates and incentives that could be of interest. Um, does it really work? We get a lot of people saying, hey, you’re saying you have a pure sine wave to the motor, a utility grade sine wave. Is that for real? And then we have to show them. We have to show them the lab results, uh, the recordings, everything, all the information, the data. Give them the case studies and help them out that way. Uh, and then yeah, so the we’ll send you whatever, uh, case studies we have. So you have access to them and go from there.

Uh, Terry, did we also start adding case studies to the website as well? I think we did, didn’t we? There’s some are missing. We’re working on, uh, getting the, the full list on there. We have some. Um, yeah, it’s not finalized working. All right. That’s cool. It’s coming though. Right. Um, so this is kind of a list of the case studies that we send out regularly. And they, they address different pain points, whether it’s long cable length. Uh, or if they want a retrofit situation where they don’t have to replace their old motor, if it’s a stray voltage situation for things like that. So that’s all available to you guys. Uh, resources available are online.

Sorry, are you going to say something? Uh, yeah, we’ve got twenty minutes. Just a heads up. Okay, great. Yeah. I wanted to kind of push through this quick and then get to the other presentation real quick. Um, so resources online, uh, of course, there’s an RFQ checklist, uh, product selection guide. Um, that one’s a drop down list version, quick reference brochure. Uh, and of course, we can provide additional training right at the, uh, facility in Montreal. So if you send your field service texts or if you yourself want to come over, we’ll do training and you’ll get to meet the folks and you get to put your hands on the drive and we give you a certificate as well, Marketing materials.

As Siri said, if you need some things printed, just let give us the word. We’ll send a bunch of copies to you for your trade shows or for in-house, etc.. Um, people. So we have technical pre-sales support. That’s kind of the big one before you sell a drive. And, you know, have we adequately addressed or identified anything that’s oddball? Um, anything that’s required for derating, things like that. How’s the controls going to work? Uh, we have application engineers. Uh, we have technical support for Post-sales as well. So if you’ve got people in the field looking at the drive and they need help, you call in and you get live help during business hours.

And we do have after hours as well. Uh, there may be a call out charge for the after hours, but it’s pretty reasonable. But we have the help that you need. Uh, if you’re standing in front of that drive startup assistance troubleshooting, same thing all falls under that category. So full support from pre-sales through commissioning. And that’s sort of a partner overview with smart D. And was there any questions or thoughts, things that we may have brought up and triggered some memories or ideas? We good or good there? Okay, let me come back in and share this other PowerPoint. I’m just going to open it up here. Here we go. And share.

All right everyone seeing that. Not yet. Yes. Yeah. It’s okay now. Very good, very good. All right. So this is a copy of the presentation. That’s the simplified version or the simplified but shortened version abbreviated version that we’re going to send you guys right away. We will also send you a longer version if you like. You know, that’s seventy page uh, seventy slide version as well. Uh, that one’s always also good because a lot of consultants like to see the longer version and, uh, and of course, if you get good with that, you can present it yourself and away you go. But here’s the overview. So we like to start off with the background on smart D.

Give them a little bit of a timeline when we started where we started, um, and how we progressed through the years and the different versions and, and ratings that we get through when we certified. And that brings us to today and what’s next. So people just like to know a little bit about who we are, you know, how long have we been around? Uh, what if Vcfd does? Well, we like to remind them of these things. The smoother operation protecting the motor equipment. Uh, speed control optimization. And then we give them this sort of analogy as well. You can go in and change this to whatever you like. Um, this one’s not bad. Works pretty good.

Uh, did your team see. And so we’re always asking them. Mr. Customer, uh, what are you seeing for pain points? Right. And there’s your list there of what we what we’ve talked about already. Um, what about on Gensets? Now, the thing about Gensets is our drive has, uh, it draws the cleanest sine wave from the utility. It meets IEEE five nineteen harmonic levels at the drive, and it’s less than three percent t h d when it’s under full load. Um, and that is the cleanest you can get on the market. There are others that match that. Um, but they don’t match our efficiency in doing that. So we have a very unique active front end on our drive.

And it’s the highest efficiency active front end, uh, that you can get in the industry. And, um, not only that, it helps us reduce the common mode voltage problem. That’s the, the commonwealth voltage is what really causes most of the bearing discharges in motors, why you have to ground the shaft and so on both sides of the drive. If you’ve got an active front end, the traditional active front end will actually amplify that problem. It’ll contribute more, uh, common mode voltage issues, uh, for the motor, whereas ours both ends, we use something called a three level topology. That’s something we normally use in medium voltage drives.

Um, but we brought it into low voltage. And by doing that we eliminate the bearing discharge problem. So that’s uh, so there’s some serious advantages that we have on our front end of our VFD, very friendly to generators Because it’s drawing a. Near a perfect sine wave. The generator, the the the regulator, the voltage regulator is not going to start hunting. Right. So we’re very, very good with generators. The area you do have to watch with us is we also handle the region. So if there’s regeneration coming back, the generator, if it’s not sized properly it won’t like it. Or if there’s not parallel loads to the VFD that can consume that energy, the generator may not like it.

So what we tell folks is, hey, if you got a large fan with a high inertia, let the the stop, let it be a coast to stop or extend out the the the ramp down time to a couple of minutes, things like that, just to prevent that regen from coming back on the generator if it’s too tightly sized. Uh, so anyway, that’s kind of a little bit of an overview on generators. We’re great for data centers, hospitals, hotels, more, uh, you know, we’re military and hospital grade when it comes to our harmonic mitigation. So those are great opportunities for you guys to look out for, uh, current mitigation solutions and trade offs. So we remind them.

Other people need to put in line reactors or DC choke. They’ll put in a passive harmonic filter, which has to be tuned to a certain speed range. And once you’re outside of that speed range, the harmonics go crazy, right? Um, and then your power factor becomes a leading power factor at certain speeds and things like that. Uh, there’s active harmonic filters at the bottom here and in the middle we’ve got the twelve and eighteen pulse, uh, solution. Canada has kind of been stuck with using these solutions for a long time because no one was making a proper active front end at six hundred volts. Uh, and we were kind of the first people to really focus on an active front end for six hundred volts A four.

You know, horsepower is under two hundred horsepower, right? Everyone out there was nothing else on the market. So you’re stuck with one of these options. But now, with smart D, we now have the benefit of using an A, F e, an active front end, instead of an active harmonic filter. So that brings all our efficiencies up in total systems and whatnot. The benefits are off the charts. Um, an active front end today is the best practice in terms of harmonics because they’re integrated into the drive. It used to be in the in and there’s still around where you have a VFD. And then next to it, you would have another VFD that has been programmed to be an active front end.

So you’re end up buying two VFD bodies. And, uh, and it became very inefficient and, uh, it worked, but the efficiency wasn’t quite there. Uh, however, now you’ve got the integrated active front ends inside the drive itself. So all these manufacturers over here on the right do make them. Not every one of them makes them for six hundred volts under two hundred horsepower. Um, there’s really only two of us that do that. Uh, Rockwell does an okay job of it, but it’s again, it’s an igBT based, low efficient, active front end where the ultra high, efficient, active. So we’re the only one doing six hundred volt with the proper engineering.

Um, so it’s, it’s, it’s kind of a unique position to be in. All right. Uh, different technology, of course, we’re using what opens up our drive design is using the silicon carbide MOSFETs instead of igbts. And we never used to be able to access them before. But then the EV market came along. And now it’s widely available to people that want to engineer with those. And we’re the first people to bring that into a VFD. And with that comes some problems because we’re switching so fast. But we’ve overcome those problems with our custom made filtration systems within the drive at the board level. So we patented that. That’s our patent.

We’ve got six patents on it. It’s Canadian patent, but it’s recognized internationally. And with that, we’re able to have our active front end three level topology on the front. And then on the back on the inverter end, we’re producing a true sine wave three level topology on the back. We’ve got switching algorithms that are unique to us. We’ve got um, uh, we’ve got, uh, uh, double stage filtration that’s happening on both ends. So all these patents come into play and it creates a new design for the VFD. It is a differently built VFD. All right. No additional mitigation equipment by design. So everything is integrated again, reminding the customer that they never need to add anything to the front or the back, or even to the dynamic braking resistor.

We don’t need to add any of that, and we’re switching twenty times faster than a normal igBT. And as a result, all our filtration is two hundred times smaller. That’s why we could do all our filtration at the board level. And this gives you a clean sine wave on the front and a clean sine wave on the back. In fact, the sine wave going to the motor is probably the most important part, because no one else in the industry can do this. And it is a utility grade sine wave. In fact, a lot of times we’re better than the utility for a clean sine wave to your motor. The motor thinks it’s on the utility. It runs ten percent cooler than it normally would on a VFD, and you just use a standard motor.

Standard cables don’t have to insulate the bearings don’t have to ground the shaft. ET cetera. ET cetera. I just reverting here. We’re jumping on that. But motors running ten to twelve percent cooler. What does that mean. Um so what happens is when you put a motor on a VFD, it’s getting a square wave signal. And as a result it’s not efficiently using all that energy. Right. So there’s losses happening at various levels in the motor itself, in the windings, in the, the, the hysteresis, the eddy currents, all that stuff. So there’s these losses that are happening. And so it runs about ten percent higher than it normally would on a utility sine wave.

Uh, so Nema one part thirty one took away service factor from from a motor. It said, hey, whenever you put a motor on a VFD, it should only be one point oh service factor. No matter what you’re seeing on the nameplate, because of this extra heating, we want to reserve that thermal envelope for you to overload the motor for 60s every ten minutes, and the motor temperature can go up to one hundred degrees above ambient, not just eight. Class B was eighty degrees above ambient. Plus your hotspot. Well, now every one is saying you’re allowed to go one hundred degrees above. So there is a thermal impact on the motors for sure.

That happens with standard Vfds. And then if you put a big sine wave filter between the drive and the motor, that helps. That helps a lot. But now you’ve introduced losses about a five percent efficiency loss just by having a sine wave filter. And so just relocating the efficiency at that point, the different CO2 emission reports that we we got there due to the motor heat. It’s both sides. So yes, a big chunk of it is the motor heat, excess heat. If it’s inside a room, the Hvac system has to take care of that heat. So that has a CO2 footprint impact, or if you want to call it grid dependency, because some provinces, they don’t care about CO2 so much because they’re on hydro or nuclear.

Um, but they do care about grid dependency. And so there are incentives, uh, in some places and some utilities, uh, providers and so on to reduce your dependency on the grid. And so if your client has grid dependency issues or CO2 concerns, it’s also a good product to consider. Absolutely. So this part’s unique to us. One sixty horse drive from us will prevent, uh, just over seven tons of CO2 from entering the atmosphere every year. So that’s equivalent to, uh, you know, one, one and a half cars being removed from, from the road every year. Or if you want. Uh. That’s crazy. Yeah. It’s crazy. Thirteen acres of sequestered land, sequestered, undeveloped land for a year.

Right? Uh, what is it, three hundred and seventy three trees being allowed to grow for ten years. That’s the equivalent of one of our sixty horsepower drives. Wow. Right. Because of that. Right. Uh, of course, we take care of of eliminating the excess heat on your transformer as well. Other drives can do that. Other drives can do that. So, uh, those that have an active front end, but again, it’s six hundred volts. Your options are very limited at forty volts. Your options are limited as well, but that you have more. Okay. So the hidden tax system, and this is what we were talking about is there is ten percent lost in the motor, uh, that you normally wouldn’t see.

And, uh, your system efficiency is what you got to look at. So we are going to be at ninety six point five percent efficiency as an overall system. Uh, as soon as you use someone else’s drive, that starts to rise to about ten eleven and all the way up to twenty twenty one percent losses overall. So that’s a hidden system of loss. Uh, retrofit simplified a real world constraints, uh, that we talk about, uh, specs written around fixed speed systems that you kind of have to pay attention to. So you get a bid request and you go through the spec and you have to take your comments and exceptions to that. If you need help with that, just let us know.

Um, clean power. So this is a reminder to the end users as well to make sure that they’re looking at their specs. And is it updated to the latest technologies or inclusive of the latest technologies. And it’s a soft way of getting us or getting our technology accepted at the user. Um, and then we remind them just kind of an overview, hey, if you’re going to retrofit, you don’t have to worry about cable lengths, cable types, motor types, age, as long as they were healthy to begin with, with the starter throwing one of ours in. It’s not a problem. Uh, cleaner specifications. So by eliminating these externals, um, it becomes a much simpler system.

And of course, much less losses because of those systems. Uh, then we introduce them to the app and we encourage them, hey, you don’t have to buy a drive to get this app downloaded onto your phone. Download it anytime you want Android or Apple and play with it. You can configure your drive, um, you know, get familiar with it and you’ll see the how user friendly it is. Everything is drop down menu. It’s not a phone book of parameters and numbers that you have to remember, but it’s all intuitive. If you have any sort of automation experience, instrumentation, experience, etc., it’ll be easy to start up and commission these drives.

Uh, and of course, the support for it connect, connect Bluetooth to the drive, but you can also send off the, uh, the programming files to us. Our engineers can look at it, reprogram it, send it back to you, things like that. Uh, the product envelope. So we remind them what our range is, what’s available today and what’s coming. Of course, our certifications, we cover ul, ul. We also have, uh, IEC certifications as well, uh, under the C label. So there is that opportunity. We’re doing a project for Australia right now and we’re getting the Australian certifications for that. So it’s starting to open up globally and we’re already selling drives in Europe.

So it’s working out really well. Uh, so our S3 frame right now, we’re fifty K a short circuit rating with a class G fuse or with a Schneider power pack H series breaker. Um, without those, our default is twenty two K a and that’s for all the tribes, right? Um, but our S4 frames are forty horsepower on up. We’re one hundred k a and so that’s pretty good. And the same thing with the class J fuses or with the Schneider Power Pack H series. Um, our S3 frame, we will be retesting them. We’re, we’re redesigning our boards for next year and we retest them next year. We’re going to go back and do the one hundred K A certifications for them.

At the time we did it, we just didn’t have the test capabilities. This test testing range to go up to one hundred K. But later we did have it. Uh, comms native to the drive is Modbus TCP. It’s a dual net. It’s a dual port Ethernet. So we have Modbus TCP native, Bacnet IP is native and Ethernet IP is native, meaning you don’t have to go out and buy a five hundred dollars card to to add one or the other Ethernet being industrial Bacnet being Hvac, building automation. So when you get into those two areas, you don’t have to add a card. Uh, packaging out of the box for one wall mount, good for zero to plus fifty degrees C rating, uh, and then warranty, of course, we say eighteen months standard and we like to say eighteen months if commission installed by a certified partner.

Uh, of course, if we’re assisting you on the start up commissioning, we can look at that as well. And we like to always add to the customer, you know, verbally, hey, we can do it eighteen months from start up if that works for you. Okay. And then Mister customer, Mister end user, uh, here are a list of our case studies and then that’s it. So that’s sort of a quick, you know, what is that? That is a ten slide presentation there. Seventeen oh, is it seventeen sorry. Yeah, but you got to first intro. Outro. So that’s a fifteen slide presentation. Sorry. Thank you so much, Josh. Guys, we’ve exceeded the time by two minutes. Uh, thank you for sticking around.

I’ve added a generic two pager problem solution flyer, something you can print and just leave on your desk. Um, uh, we have some marketing budget for printouts. Uh, that is not busted for the year. So if you guys need anything printed, raise your hand and we’ll, uh, put your logo on there and print it out for you guys. No problem. Um, and that’s it for us today. Hope you enjoyed the presentation. I’ll send the, uh, the recording in a couple, uh, a couple days. Uh, so if you guys want to share with your, your team or whatnot, uh, either way, I appreciate your time, appreciate your effort. And Josh, as always, thank you. Not a problem.

Hope you enjoyed that, guys. We’ll see you. Cheers.