acson distributor meeting 2009
DESCRIPTION
Acson Distributor Meeting 2009. SALES & DEVELOPMENT. C. REATIVE. C. HALLENGE. C. HANGE. Sum Chee Choong Operating Manager Global UP Sales & Distribution. Customer Survey Results Performance Review Market Quality Situation Supply Chain Management Trainings Sales and Market Focus. - PowerPoint PPT PresentationTRANSCRIPT
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Acson Global Distributor Meeting
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Acson Global Distributor Meeting
1. Customer Survey Results2. Performance Review3. Market Quality Situation4. Supply Chain Management5. Trainings6. Sales and Market Focus
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Acson Global Distributor Meeting
Customer Survey Results
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Acson Global Distributor Meeting
2009 Survey Result 2009 2008
Overall Performance 3.5 3.0
Each Product Group Quality rate a. Residential 3.5 2.7b. Light Commercial 3.3 3.1c. Commercial (Ducted) 3.5 3.3d. Packaged Unit 3.4 3.0e. FCU 3.9 3.7f. Mini Chiller 1.7 2.8 Others Quality Rate a. Piping/Joint/Brazing 3.1 2.9b. Coil/Fin Surface 3.2 2.9c. Paint Work 3.3 3.0d. Capillary/Distributor/TXV 3.4 2.5e. Vacuum/Contamination/Charge Level 2.9 2.7f. Controller/Handset/Wiring 2.9 2.5g. Plastic casing finishing / Gap 3.3 2.8h. Motor/Fan Balancing & noise 2.8 2.6I. Packaging/labeling 3.8 2.9QUALITY 3.2 2.9
Product range coverage 3.4 3.5Acceptability 3.2 3.3New Product Development Speed 2.4 1.6Innovative 2.5 1.9PRODUCT 2.9 2.6
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Acson Global Distributor Meeting2009 Survey Result 2009 2008
Overall Customer Service Performance 3.0 2.7Speed of response 2.9 2.5Proactive in proposing service 2.1 2.5CUSTOMER SERVICE 2.7 2.6Overall Technical Support Performance 2.9 2.8Accessibility 3.0 2.8Knowledgeable & Skill 3.2 3.3Speed of response 2.8 2.6Effectiveness of the solution provided 3.1 3.2TECHINICAL SUPPORT 3.0 3.0Delivery Delivery Performance a. Finish Goods 2.8 2.3b. Spare Parts 1.9 1.9c. Shipping Documents 3.6 2.9 Logistics Performance a. Packaging Quality 3.6 3.0b. Product Stacking in Container 3.4 3.1c. Container Space Optimization 3.3 3.0d. Accuracy of Loading 3.6 3.5DELIVERY 3.5 3.2Overall Cost and Value Rate 2.6 2.5Price competitiveness a. Residential 1.8 2.0b. Light Commercial 2.2 2.5c. Commercial (Ducted) 2.6 2.4d. Chilled Water System 2.6 3.0 Advertising & Promotional Material Support 1.2 1.8COST & VALUE 2.2 2.4
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Acson Global Distributor Meeting
Performance Review CY2008/09
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Acson Global Distributor Meeting
MARKET QUALITY SITUATION
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Acson Global Distributor Meeting
~ Aug 09
Claim Qty 8,400
Sales Qty 698,104
000 ~ Aug 09
Claim Qty 8,400
Sales Qty 698,104
Improve from 2.14% to 1.20%
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Acson Global Distributor Meeting
~ Aug 09
Claim Qty 426
Sales Qty 158,350
0.3% Market Claim
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Acson Global Distributor Meeting
~ Aug 09
Claim Qty 46
Sales Qty 18,823
0.24% Market Claim
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Acson Global Distributor Meeting
Supply Chain Management
1.Rolling Forecast2.Project Tracking
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Acson Global Distributor Meeting
Sales Planning Manager
Forecast Operation Team
Regional Sales Manager (4) Sales Planning Executive (2) Customers Service (6)
SCM Committees
1. Supply Chain Management(Forecast)
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Acson Global Distributor MeetingSupply Chain Management
Objective
1. Master Plan Yearly master plan for factory capacity and material planning
2. Improve Lead Time To improve delivery and project lead time up to 4-5 weeks.
3. Enhance Inventory To improve customers & factory inventory turnover.
4. Factory Enhancement To enhance factory capacity & shift planning. Suppliers able to plan in advance.
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Acson Global Distributor Meeting
Products Analysis:1. Implement monthly forecast update template as below:
2. Step 1: yearly target forecast quantity/customer master plan
3. Step 2: 5 months rolling forecast
4. Step 3: 2 months confirmed forecast and 4-5 weeks PO receive (RA and LCU) with 80% commitment
ID ODForecast
Jan Feb Mar Apr
AWM007G ALC009C
AWM007GR ALC009CR
AWM010G ALC010C
AWM010GR ALC010CR
AWM015G ALC015C
AWM015GR ALC015CR
Supply Chain Management -Forecast
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Acson Global Distributor Meeting
Sales Trend Analysis:1. Purchase, Sales, and Inventory (PSI)2. Latest info for factory material planning, and easy to monitoring
customer’s forecast accuracy. 3. Future shipment plans to avoid any shipment cancellation/ delay issues
to occur.
4. Info received will act as private & confidential for OYLM
Jan Feb Mar2009 Monthly Closing Stock (USD)
2008 Actual Sales Value (USD)
2009 Actual Sales Value (USD)
CY09 Forecast Sales Value (USD)
2008 Actual Purchase Value (USD)
2009 Actual Purchase Value (USD)
2009 Forecast Purchase Value (USD)
Supply Chain Management- Forecast
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Acson Global Distributor Meeting
2. Project Tracking WorkflowProject Management
Sheet(From Customer)
Project Management Sheet
(From Customer)
Checked By Sales and Customer
Service
Checked By Sales and Customer
Service
Feedback to Customer
Feedback to Customer
Internal Project Tracking Sheet
Internal Project Tracking Sheet
Forecast UploadForecast Upload Material PreparationMaterial Preparation
Clarification
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Acson Global Distributor MeetingProject Tracking Sheet
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Acson Global Distributor Meeting
Those that can provide1. Monthly Rolling Forecast
2. Project Tracking List
5 weeks lead time!
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Acson Global Distributor Meeting
OperationUpdates
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Acson Global Distributor Meeting
Strengthen on Workplace – Storage racking system
• Fully implemented racking system for parts storage.
• Implemented racking labeling & stock card system by items. • Reduce mistake and speed up packing process.
• Fully implemented racking system for parts storage.
• Implemented racking labeling & stock card system by items. • Reduce mistake and speed up packing process.
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Acson Global Distributor Meeting
Build up stock for major components across models
Stock up starts from March 2009Stock up starts from March 2009
• Compressor• Fan motor• PCB • Handset• Propeller fan• BPHE• Water pump• Pressure switch• etc
• Compressor• Fan motor• PCB • Handset• Propeller fan• BPHE• Water pump• Pressure switch• etc
Our stock valueOur stock value
USD 0.43 MillionMonthly average 2008USD 0.43 Million
Monthly average 2008
USD 0.55 MillionMarch 2009
USD 0.55 MillionMarch 2009
Increase 28%Increase 28%
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Acson Global Distributor Meeting
Customized Technical Training
Venue Europe
Topic 1. Multi Digital Scroll
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Acson Global Distributor Meeting
Customized Technical Training
Venue Asia
Topic 1. Multi Digital Scroll2. Ducted Split3. Inverter Split Y-Series
4. Mini Chiller5. Residential Product
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Acson Global Distributor Meeting
Customized Technical Training
Venue Middle East
Topic 1. Product Introduction2. e-Distributors3. Software
4. Multi Digital Scroll
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Acson Global Distributor Meeting
Commissioning Support
Venue Europe
Date Jan’09
Product Multi Digital Scroll
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Acson Global Distributor Meeting
Commissioning Support
Venue Africa
Date Sept’09
Product Multi Digital Scroll
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Acson Global Distributor Meeting
Training PlanAnnual Technical Training
•December 2009•Location : OYLM, Malaysia
Venue OYLM, Malaysia
Date December 2009
Training Topics 1. Introduction to New Product2. Single Split Inverter-Y Series3. R410A Rooftop
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Reaching out to you…………………
Visits to your regions and country toUnderstand more your needs and
Requirements
Assistance provided by• Product engineers• Service Engineers• Regional Sales
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Acson Global Distributor Meeting
2009 Customer Visit Chart
YTD: 31 trips (59 persons)
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Acson Global Distributor Meeting
Our Focus
Target Segment&
Product Strategy
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Acson Global Distributor Meeting
2 years ago in our presentation……Target Segment
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Acson Global Distributor MeetingTarget Market Zone in develop countriesTarget Market Zone in develop countries
Grade
Residential CommercialMarket Size(x1,000units) Market Size(x1,000units)
Product/Main Brand Product/Main Brand
High
Middle
High
Middle
Low
Low
1,525
798
1,462
720
RA
High Spec. Inv.DAIKINMELCO
TOSHIBAHitachi
Standard Inv.Fujitsu
LGSamsung
Non inv.Carrier
McQuayAcson
Non inv.GreeHaierMidea
LCU VRV(MDS) PA
277
44
48 65
7 87
Inv. LCUJapanese VRV
DAIKINMELCO
TOSHIBAHitachiFujitsu
Non inv. LCUOther VRV
AcsonCarrierMcQay
LGGree
Projection of market growth :
upkeepdownDaikin McQuay/Acson
(Source: Global Operation Divisions (made this data to study own production capacity)
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Acson Global Distributor MeetingTarget Market Zone in developing countriesTarget Market Zone in developing countries
Grade
Residential CommercialMarket Size(x1,000units) Market Size(x1,000units)
Main Brand Product/Main Brand
High
Middle
High
Middle
Low
Low
415
40
RA
DAIKINMELCO
PanasonicFujitsu
LGSamsungMcQuay
Acson
LCU VRV(MDS) PA
87
37
3
51
CentralizedDAIKINMELCOCarrierTRANEYORK
Basic featureFujitsuMcQay
LGAcson
Al-Zamil
Daikin McQuay/Acson
(Source: Global Operation Divisions (made this data to study own production capacity)
22
Projection of market growth : upkeepdown
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Acson Global Distributor Meeting
Last Year our product direction……..
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Acson Global Distributor Meeting
With ever increasing high cost of energy
Increasing standards of Energy Efficiency Regulation. EUP, MEPS, China Regulation etc.
Leading to environmental consideration of promoting inverter technology of energy saving products
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Acson Global Distributor Meeting
OYLM is moving towards developing cost competitive and energy efficient products
Changing the non-inverter Low cost to Inverter Low cost productsHow?
Daikin Industries R&D engineers dispatched to OYLM
OYLM dispatched Malaysian engineers to Japan for training
OYLM join Co-development with Daikin
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Acson Global Distributor MeetingWhat is happening?United State•SEER 13
Europe•Energy labeling
•Restriction of using HCFC
China•Energy Rating
Hong Kong•Restriction of
using HCFC•Energy Labeling
Singapore•Energy Labeling
Austraia•Minimum Energy
Performance Scheme
Malaysia•Energy Labeling
•Tax exemption for high efficient product
Why is this happening?• Montreal Protocol• High Crude Oil Price
Why is this happening?• Montreal Protocol• High Crude Oil Price
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Acson Global Distributor Meeting
Where is OYLM Going?
• To provide full range of Green Products using Zero Ozone Depletion Refrigerant (0-ODP)
• To provide better energy efficiency product (Utilizing the Inverter technology from Daikin)
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Acson Global Distributor Meeting
R22
RA Range LC Range PA Range
Inverter Series
- NA -
What do we have?0-DOP
Refrigerant
R410A
R410A
R410A & R407C
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Acson Global Distributor Meeting
Sales and Market Focus
What we expect you to do……
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Acson Global Distributor Meetinge.g.Market Structure of Malaysia UPe.g.Market Structure of Malaysia UP
Sales ChannelApplication
Residential 60% Commer
cial 40%
Whole Sale(88)31%
22%9%
Retail (77)27% 14% 13%
Electrical (28)10% 8% 2%
Project
Private (71)25% 13% 12%
Goverment
(19)7% 3% 4%
(Market Size : MUS$)Total UP Market size : 283MUS$
63 25
40 37
37 34
22 6
118
OYL Strong pointOYL Strong point1)Wide Sales Network2) Service
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Acson Global Distributor Meeting
A. Building Sales Distribution Network
1. Professional sales – project sales , consultants2. Distribution network – dealer sales, wholesalers, retail,
installers
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Acson Global Distributor Meeting
B. Acson as key supplier and potential sole supplier
1. We build the business together with full commitment from both parties
2. If we commit , you must commit!!! Yearly Sales Target
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Acson Global Distributor Meeting
C. Building a business plan and model together
1. Require financial investment and local stocking2. Investment of stronger sales force
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Acson Global Distributor Meeting
Sales and Market Focus
What we will do……
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Acson Global Distributor Meeting
A. Intensive Sales Approach1. Increase sales force to concentrate on developing
distributors. 2. Knowing in/out of your business3. Tracking all sales activities and assistance to expand
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Acson Global Distributor Meeting
B. Product Marketing Team 1. Study price positioning of each country against competitors2. Regional/ Country requirements3. Product Specification (benchmarking)4. Marketing requirements(exhibitions, literatures etc)
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C. Sales Support Team1. Application and product selection assistance2. Trainings3. Commissioning4. Troubleshooting
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What we will deliver for 2010!!!!!!!!!
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Acson Global Distributor Meeting
New Residential Product range< >
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Acson Global Distributor MeetingRA Product
① High Performance & Energy Efficiency① High Performance & Energy Efficiency
② Improved Product Quality & Reliability② Improved Product Quality & Reliability
New Y-series InverterNew Y-series Inverter Daikin Inverter Controls & Protections
Protocol Daikin Inverter Controls & Protections
Protocol
New D-series Outdoor Chassis A5LCY-DR• High Performance (Panasonic DC1P Inverter Compressor)
• High Energy Efficiency (Electronic Expansion Valve)
• Lower Sound Level (Daikin Design Propeller Fan)
New D-series Outdoor Chassis A5LCY-DR• High Performance (Panasonic DC1P Inverter Compressor)
• High Energy Efficiency (Electronic Expansion Valve)
• Lower Sound Level (Daikin Design Propeller Fan)
New J-series Indoor Chassis A5WMY-JR• Superior EER/COP (exceeds Euro Energy Label A/A)
• Lower Sound Level (Daikin Design Blower)
• Japanese quality and build level (Daikin-McQuay Joint Development Model)
New J-series Indoor Chassis A5WMY-JR• Superior EER/COP (exceeds Euro Energy Label A/A)
• Lower Sound Level (Daikin Design Blower)
• Japanese quality and build level (Daikin-McQuay Joint Development Model)
2.5, 3.5, 5.0, 6.0 kW2.5, 3.5, 5.0, 6.0 kW
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Acson Global Distributor Meeting
RA Product (Size 2.5 & 3.5kW)
New K-series Indoor Chassis
A5WMY-KR• High EER/COP (exceeds Euro Energy Label A/A)
• Daikin Indoor Inverter Model
• Lower Sound Level
New K-series Indoor Chassis
A5WMY-KR• High EER/COP (exceeds Euro Energy Label A/A)
• Daikin Indoor Inverter Model
• Lower Sound Level
2.5, 3.5 kW2.5, 3.5 kW
New E-series Outdoor Chassis A5LCY-ER
• High Performance (Daikin Inverter Compressor)
• Daikin Outdoor Inverter Model)
New E-series Outdoor Chassis A5LCY-ER
• High Performance (Daikin Inverter Compressor)
• Daikin Outdoor Inverter Model)
New K-series InverterNew K-series Inverter Daikin Inverter Controls & Protections Protocol Daikin Inverter Controls & Protections Protocol
Cost competitiveCost competitive
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Acson Global Distributor Meeting
2010 FOB Price Positioning2.5 KW 3.5kW
120120
130130
140140
100100
110110
9090
CapacityCapacityPr
ice
Inde
xPr
ice
Inde
x
MWM-JRMWM-JR MWM-JRMWM-JR
150150
160160
170170
MWM-GRMWM-GR MWM-GRMWM-GR9696
5MWM-JR/GR5MWM-JR/GR 106106
5WMY-KR(G2)5WMY-KR(G2) 132132
5WMY-JR5WMY-JR 162162
9797
5MWM-JR/GR5MWM-JR/GR 101101
5WMY-KR(G2)5WMY-KR(G2) 132132
5WMY-JR5WMY-JR 157157
AvailableAvailable
Coming SoonComing Soon
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Acson Global Distributor Meeting
New Y-series Inverter-MultiNew Y-series Inverter-Multi Daikin Inverter Controls & Protections Protocol Daikin Inverter Controls & Protections Protocol
System 1-to-2, System 1-to-3, System 1-o-4System 1-to-2, System 1-to-3, System 1-o-4
New B-series Outdoor Chassis A5MSY-BR• High EER/COP (exceeds Euro Energy Label A/A)
• Daikin High Efficiency Inverter Compressor
• Daikin Inverter Control Board
• Daikin Propeller Fan & Fan Motor
New B-series Outdoor Chassis A5MSY-BR• High EER/COP (exceeds Euro Energy Label A/A)
• Daikin High Efficiency Inverter Compressor
• Daikin Inverter Control Board
• Daikin Propeller Fan & Fan Motor
RA Product (Multisplit)
Complete Y- series Inverter Indoors • J-SERIES WALL-MOUNTED A5WMY10/15/20JR
• C-SERIES CEILING-CONCEALED A5CCY10/15/20CR
• C-SERIES CEILING-CASSETTE A5CKY10/15/20CR
• E-SERIES CEILING-CONVERTIBLE A5CEY15/20ER
Complete Y- series Inverter Indoors • J-SERIES WALL-MOUNTED A5WMY10/15/20JR
• C-SERIES CEILING-CONCEALED A5CCY10/15/20CR
• C-SERIES CEILING-CASSETTE A5CKY10/15/20CR
• E-SERIES CEILING-CONVERTIBLE A5CEY15/20ER
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Acson Global Distributor Meeting
New Light Commercial Product Range< >
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Acson Global Distributor Meeting
New Y-Series InverterNew Y-Series InverterDaikin Inverter Controls & Protections ProtocolDaikin Inverter Controls & Protections Protocol
2.5, 3.5, 5.0, 6.0, 7.1, 10.0, 12.5 & 14.0 kW2.5, 3.5, 5.0, 6.0, 7.1, 10.0, 12.5 & 14.0 kW
① High Performance & Energy Efficiency① High Performance & Energy Efficiency
② Improved Product Quality & Reliability② Improved Product Quality & Reliability
Complete Range of Light Commercial Indoor Model
• Using existing McQuay Indoor Design
• Utilizing Daikin Control Algorithm & Communication Protocol
• Superior EER/COP
Complete Range of Light Commercial Indoor Model
• Using existing McQuay Indoor Design
• Utilizing Daikin Control Algorithm & Communication Protocol
• Superior EER/COP
New E-series Outdoor Chassis A5LCY-ER• High Performance (Daikin Inverter Compressor & Control)
• Daikin Outdoor Inverter Model
New E-series Outdoor Chassis A5LCY-ER• High Performance (Daikin Inverter Compressor & Control)
• Daikin Outdoor Inverter Model
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Acson Global Distributor Meeting
Model Name 10 15 20 25 30 40 50 60
Capacity Index 2.5 3.5 5.0 6.0 7.1 10.0 12.5 14.0
A5CKY10/15/20CRA5CKY10/15/20CR
A5CKY20/25/28/40/50ERA5CKY20/25/28/40/50ER
A5CCY10/15/20/25/28/38/50/60CRA5CCY10/15/20/25/28/38/50/60CR
A5CMY15/20/25/28/40/50ERA5CMY15/20/25/28/40/50ER
A5CMY62CRA5CMY62CR
Ceiling Cassette C SeriesCeiling Cassette C Series
Ceiling Cassette E SeriesCeiling Cassette E Series
Ceiling Concealed C SeriesCeiling Concealed C Series
Ceiling Convertible / Exposed
Ceiling Convertible / Exposed
New Inverter Y Series – LC Range
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Variable Refrigerant Flow Product Range
(Multi Digital Scroll)< >
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Acson Global Distributor Meeting
2010 Product LineupSIZE 2008 2009 2010
Outdoor(R410A)
Indoor
Controller
MASS PRO MONTHMASS PRO MONTHMASS PRO MONTHMASS PRO MONTH
JanJanJanJan
Ceiling Cassette
Ceiling Concealed
Ceiling Convertible
Wall Mounted
JanJanJanJan
Wired Central Controller
Smart Commander
JanJanJanJan
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Acson Global Distributor Meeting
New Package Product Range< >
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Acson Global Distributor MeetingPA Product (Roof Top)
① High Performance & Energy Efficiency① High Performance & Energy Efficiency
② Improved Product Quality & Reliability② Improved Product Quality & Reliability
New R410A High Efficiency High Efficiency RooftopNew R410A High Efficiency High Efficiency Rooftop
Highlight:• R410A Product
• Superior EER & Cooling Capacity
(exceed Australia MEPS)
• Lower Sound Level (Daikin outdoor Propeller)
• Operate up to 52⁰C and down to -15⁰C
• 3rd party thermostat connection ready at std PCB
• Dry contact for Basic BMS as standard
• Economizer & Free Cooling *
• Dirty Filter indication
Highlight:• R410A Product
• Superior EER & Cooling Capacity
(exceed Australia MEPS)
• Lower Sound Level (Daikin outdoor Propeller)
• Operate up to 52⁰C and down to -15⁰C
• 3rd party thermostat connection ready at std PCB
• Dry contact for Basic BMS as standard
• Economizer & Free Cooling *
• Dirty Filter indication
30/35/45/55/65/75 kW30/35/45/55/65/75 kW
Note: * launching economizer is later than launching of basic unit.Note: * launching economizer is later than launching of basic unit.
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2010 Rooftop Product Lineup
Product 2008 2009 2010
R22 & R407CRooftop – A
R410A rooftop(25,35,45,55kW)
R410A rooftop(65,75kW)
MASS PRO MONTHMASS PRO MONTHMASS PRO MONTHMASS PRO MONTH
JanJanJanJan
DecDecDecDec
AprAprAprApr
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R220-DOP
RefrigerantInverter Series
RA Range R410A LC Range R410A PA Range R410A &
R407C- NA -
OYLM Products are Ready!
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Acson Global Distributor Meeting
Y-series InverterJ-series ON/OFF
OYL-Daikin InverterY-series Multisplit Inverter
OYL-Daikin LCU InverterR22/R410A MDS SystemR410A RT
Inverter and Energy Efficient Series
RA Range New Y,K and Multi Series
LC Range New Y
PA RangeNew R410 with BMS and
Economisers
VRF MDS R410A
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Our 2010 TargetDouble Acson Export
Sales!
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Thank You
- END-