1vga671028 - transportable substation and pp business

8/20/2019 1VGA671028 - Transportable Substation and PP Business

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©

A B B A u s

t r a l i a –

0 5 - 2 0 0 8

Transportable Substationand PP Business

ABB Australia Pty. Limited

1VGA671028, Rev.A Oct 2008


2/13

Uncontrolled Once Printed. Electronic Copy Can Be Found at:

G:\PT\PTPM\MV Switchgear\MASTERS\Training\AUTIL Internal Training - Eng Depart

© ABB Australia - Page 2

Content

1. Transportable Substation – What is means?

2. Positioning

3. Players

4. Why this Business ?

5. Key Success Factors

6. Cost Analysis

7. People8. Products

9. Price Structure

10. Questions


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Transportable Substation - What it means?

PowerHouse

U P S & D C s u p

p l i e s

L V S / g e a r &

M C C

6 . 6 k V

M V

M C C

& S / g

e a r

L V D r i v

e s

33kV S/gear Fire Systems

P l a n t F

i r e N e t w o r k

Process

Design Process

Design

Process

Design

6 6 - 1 3 2 k V

G I S S w i t c h g e a r

I n t e r c o n

n e c t i o n

P r e C o m m i s s i o n i n g

H V A C

P o w e r M a n a g e m e n t S y s t e m

Process

Design

1 1 k V S / g

e a r

Packaged products PLUS integration in plug and play transportable building.

For this presentation, transportable building means shipping or custom made

container, pre-fabricated switchroom, E-House, mobile PDC, skid enclosure,

or similar.

Transformers

Equipment External to

Switchrooms

Harmonic Filter

Motors


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Positioning

A

B

D

E

Apparatus business

Product business

Transportable Substation business

System business

C Packaged Products business

A

B

D

E

Products, Solutions and Integration

Business Risk

C


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Players

Many – Local and Global competitors

Almost all contractors and sometimes EPC’s can be your competitors.

All contractors and EPC’s can source products, perform installation and

testing, i.e. they can be in transportable substation business.

Beware! You may take business away from your repeat customers.

Beware! You may even take business away from your customers that are

in competing traditional “brick and mortar“ substation business. Beware! You may lose some customers.


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Why this Business ?

D C S

M E S

P L C

S a f e t y

R o b o t s

D r i v e s

M o t o r s

I n s t r u m e n

t s ,

s e n s o r s

A c t u a t o r s

S u b s t a t i o n

A u t o m a t i o

n

T r a n s f o r m

e r s

M o t o r C o n

t r o l

C e n t e r s

S w i t c h g e a

r

P r o c e s s

K n o w l e d g

e

ABB

Siemens

GE Fanuc

Rockwell

Honeywell

Invensys

Emerson

- Leader - Fair - None or niche

Market Demand – AUABB have existing skill sets, products and structure.

Differentiate – ABB have world’s leading products and can integrate them.

Eliminate – Single product price war. Better to have bigger package.


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Key Success Factors

ABB have right PEOPLE (knowledge and skill sets)

ABB have right key PRODUCTS, complement with local 3rd party partners.

ABB have right PRICE STRUCTURE to avoid duplicate margin

PRICE STRUCTURE

PEOPLE

PRODUCTS

KEY SUCCESS FACTORS

3P


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Cost Analysis

Major projects - Typically 50/50 split between ABB and 3rd party vendors

Win or Lose depends on managing 3rd party non-electrical vendors

50% - MV, LV, Control, DC&AC UPS,

Bus Duct, TX, VSDs, People, etc.

50% - Transportable Building,

Installation, Testing, Logistic, etc.


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People

Key is having people with sales and execution expertise on bothTransportable Building and Products. Project Managers are essential.

Drivers are using knowledge to: -

(i) Solution sell

(ii) Transportable Building Optimisation

(iii) System Design and Products Optimisation

Solution Sell: - Sales team capable to discuss and sell optimise solution.

Transportable Building: -(i) Optimise structural & civil construction for light economical design

(ii) Optimise equipment layout for smaller size

(iii) Produce design that minimises factory installation and testing

(iv) Produce design that minimises transportation cost

System Design and Products Optimisation: -

(i) Optimise by offering complying functional solutions, NOT products

(ii) Consider different technologies that provide equivalent solutions.

http://asiapacific.abb.com/au/mrb/Divisions/Pt/PTPM/MV%20Switchgear/INDOOR/SALES/MASTERS/Tender%20Kit/GA%20dwgs/Communication%20Architecture/77027-Worsley-SystemOverview-Rev0.pdfhttp://abblibrary.abb.com/global/scot/scot235.nsf/veritydisplay/dfe9396c7108f5a8ca2574e2001f9b78/$File/1VGA673012%20-%20Optimised%20ABB%20REx5xx%20protection%20scheme.pdfhttp://abblibrary.abb.com/global/scot/scot235.nsf/veritydisplay/4b1ef8f01eba0c83ca2574cf002bbf2e/$File/1VGA675003%20-%20Bus%20Zone%20Protection%20-%20Pressure%20sensor%20Fault%20Detection%20(Nuclear%20PP,%20Oil%20and%20Gas).pdfhttp://abblibrary.abb.com/global/scot/scot235.nsf/veritydisplay/4b1ef8f01eba0c83ca2574cf002bbf2e/$File/1VGA675003%20-%20Bus%20Zone%20Protection%20-%20Pressure%20sensor%20Fault%20Detection%20(Nuclear%20PP,%20Oil%20and%20Gas).pdfhttp://abblibrary.abb.com/global/scot/scot235.nsf/veritydisplay/dfe9396c7108f5a8ca2574e2001f9b78/$File/1VGA673012%20-%20Optimised%20ABB%20REx5xx%20protection%20scheme.pdfhttp://asiapacific.abb.com/au/mrb/Divisions/Pt/PTPM/MV%20Switchgear/INDOOR/SALES/MASTERS/Tender%20Kit/GA%20dwgs/Communication%20Architecture/77027-Worsley-SystemOverview-Rev0.pdf


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Products

Key is product selection that limits cost of Transportable Building scope.

Drivers are using smaller and less split modules for: -

(i) Lower construction cost

(ii) Lower transportation cost

Product selection that support above drivers: -

(i) Use local transportable building manufacturer

(ii) Use integrated products for smaller footprint (MNS, ZVC, DC UPS)

(iii) Use compact products for smaller footprint (ZVC, MNS, GIS, RMU)(iv) Use products that can be mounted against the wall (ZVC, MNS)

(v) Use products that requires minimum operator space (ZVC, MNS)

(vi) Use products that do not require “arc blast” space (UniGear, GIS)

(vii) Use products that reduces HVAC cost (ZVC)

(viii) Consider bus duct to save space and installation cost

(ix) Others…

http://abblibrary.abb.com/global/scot/scot235.nsf/veritydisplay/066d5662dce79885ca2574c0000d3598/$File/1VGA671013%20-%20Performance%20Comparison%20between%20ZVC%20and%20CB.pdfhttp://abblibrary.abb.com/global/scot/scot235.nsf/veritydisplay/c1c60b091bfdf2ccca2574ba000e8fd3/$File/1VGA671014%20-%20UniGear%20ZVC%20Variants.pdfhttp://abblibrary.abb.com/global/scot/scot235.nsf/veritydisplay/c1c60b091bfdf2ccca2574ba000e8fd3/$File/1VGA671014%20-%20UniGear%20ZVC%20Variants.pdfhttp://abblibrary.abb.com/global/scot/scot235.nsf/veritydisplay/c1c60b091bfdf2ccca2574ba000e8fd3/$File/1VGA671014%20-%20UniGear%20ZVC%20Variants.pdfhttp://abblibrary.abb.com/global/scot/scot235.nsf/veritydisplay/8d82b289ee629fb5ca2574be0011c5f8/$File/ZVC%20Typical%20installation%20in%20Transportable%20Containers.pdfhttp://abblibrary.abb.com/global/scot/scot235.nsf/veritydisplay/8d82b289ee629fb5ca2574be0011c5f8/$File/ZVC%20Typical%20installation%20in%20Transportable%20Containers.pdfhttp://abblibrary.abb.com/global/scot/scot235.nsf/veritydisplay/8d82b289ee629fb5ca2574be0011c5f8/$File/ZVC%20Typical%20installation%20in%20Transportable%20Containers.pdfhttp://abblibrary.abb.com/global/scot/scot235.nsf/veritydisplay/44e97e98edaa8b2aca2574e5001e59fb/$File/1VGA678004%20-%20UniGear%20ZVC%20and%20Electrification%20Packaging%20Banner%20(General).pdfhttp://abblibrary.abb.com/global/scot/scot235.nsf/veritydisplay/44e97e98edaa8b2aca2574e5001e59fb/$File/1VGA678004%20-%20UniGear%20ZVC%20and%20Electrification%20Packaging%20Banner%20(General).pdfhttp://abblibrary.abb.com/global/scot/scot235.nsf/veritydisplay/44e97e98edaa8b2aca2574e5001e59fb/$File/1VGA678004%20-%20UniGear%20ZVC%20and%20Electrification%20Packaging%20Banner%20(General).pdfhttp://abblibrary.abb.com/global/scot/scot235.nsf/veritydisplay/27580cb4e2d48217ca2574c90012fbb1/$File/1VGA673011%20-%20UniGear%20ZVC%20Application%20Notes.pdfhttp://abblibrary.abb.com/global/scot/scot235.nsf/veritydisplay/27580cb4e2d48217ca2574c90012fbb1/$File/1VGA673011%20-%20UniGear%20ZVC%20Application%20Notes.pdfhttp://abblibrary.abb.com/global/scot/scot235.nsf/veritydisplay/27580cb4e2d48217ca2574c90012fbb1/$File/1VGA673011%20-%20UniGear%20ZVC%20Application%20Notes.pdfhttp://abblibrary.abb.com/global/scot/scot235.nsf/veritydisplay/f6ec1691dc700e4bca2574db004d58e5/$File/200660.pdfhttp://abblibrary.abb.com/global/scot/scot235.nsf/veritydisplay/f6ec1691dc700e4bca2574db004d58e5/$File/200660.pdfhttp://abblibrary.abb.com/global/scot/scot235.nsf/veritydisplay/69a5b6493c8933dbca2574de0008ebd2/$File/200791.pdfhttp://abblibrary.abb.com/global/scot/scot235.nsf/veritydisplay/69a5b6493c8933dbca2574de0008ebd2/$File/200791.pdfhttp://abblibrary.abb.com/global/scot/scot235.nsf/veritydisplay/f6ec1691dc700e4bca2574db004d58e5/$File/200660.pdfhttp://abblibrary.abb.com/global/scot/scot235.nsf/veritydisplay/27580cb4e2d48217ca2574c90012fbb1/$File/1VGA673011%20-%20UniGear%20ZVC%20Application%20Notes.pdfhttp://abblibrary.abb.com/global/scot/scot235.nsf/veritydisplay/44e97e98edaa8b2aca2574e5001e59fb/$File/1VGA678004%20-%20UniGear%20ZVC%20and%20Electrification%20Packaging%20Banner%20(General).pdfhttp://abblibrary.abb.com/global/scot/scot235.nsf/veritydisplay/8d82b289ee629fb5ca2574be0011c5f8/$File/ZVC%20Typical%20installation%20in%20Transportable%20Containers.pdfhttp://abblibrary.abb.com/global/scot/scot235.nsf/veritydisplay/c1c60b091bfdf2ccca2574ba000e8fd3/$File/1VGA671014%20-%20UniGear%20ZVC%20Variants.pdfhttp://abblibrary.abb.com/global/scot/scot235.nsf/veritydisplay/066d5662dce79885ca2574c0000d3598/$File/1VGA671013%20-%20Performance%20Comparison%20between%20ZVC%20and%20CB.pdf


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Price Structure

Key is to avoid multiple margin mark-up. This is the business foundation.

Drivers are: -

(i) Willingness to breakdown project into separable supply portions

(ii) Mind set to share project with other manufacturing factories

(iii) Discipline to make margin only on value add portion.

FESFactory # 3,4Factory # 1,2

Customer

Factory # 1,2

Factory # 3,4

FES

Customer

1st margin mark-up

2nd margin mark-up

3rd margin mark-up

Project Sales and Management Team

http://abblibrary.abb.com/global/scot/scot235.nsf/veritydisplay/db8f5c3b13977663ca2574e0003dc198/$File/1VGA671006%20-%20UniGear%20ZVC%20Major%20Projects%20Buying%20Guide.pdfhttp://abblibrary.abb.com/global/scot/scot235.nsf/veritydisplay/db8f5c3b13977663ca2574e0003dc198/$File/1VGA671006%20-%20UniGear%20ZVC%20Major%20Projects%20Buying%20Guide.pdf


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Please send all enquiries to …

ZVC Team

ABB Australia Pty LimitedBapaume Road

Moorebank NSW 2170

Australia

Ph: + 612 9821 0111Fax: + 612 9602 2454

Email: [email protected]

Product library:

Internal linkExternal link

Questions ?

http://abblibrary.abb.com/global/scot/scot235.nsf/veritydisplay/3b713a4fc7c05bbcca2574b800028a6f/$File/1VGA671017%20-%20UniGear%20ZVC%20Contact%20List.pdfhttp://../Data/Data/Desktop/[email protected]://search.inside.abb.com/library/Browse.aspx?CategoryID=9AAC30400668&DisableNavigationToID=9AAC720001http://www.abb.com/product/seitp328/c1256ccb004e3abb48256966001339c3.aspx?productLanguage=us&country=AUhttp://www.abb.com/product/seitp328/c1256ccb004e3abb48256966001339c3.aspx?productLanguage=us&country=AUhttp://search.inside.abb.com/library/Browse.aspx?CategoryID=9AAC30400668&DisableNavigationToID=9AAC720001http://../Data/Data/Desktop/[email protected]://abblibrary.abb.com/global/scot/scot235.nsf/veritydisplay/3b713a4fc7c05bbcca2574b800028a6f/$File/1VGA671017%20-%20UniGear%20ZVC%20Contact%20List.pdf

1vga671028 - transportable substation and pp business

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