Post on 12-Jan-2016
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McQuay Global Distributor Meeting
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Sum Chee ChoongOperating Manager
Global UP Sales & Distribution
McQuay Global Distributor Meeting
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1. Customer Survey Results2. Performance Review3. Market Quality Situation4. Supply Chain Management5. Trainings6. Sales and Market Focus
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Customer Survey Results
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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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2009 Survey Result 2009 2008Overall 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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Performance Review CY2008/09
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MARKET QUALITY SITUATION
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~ 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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~ Aug 09
Claim Qty 426
Sales Qty 158,350
0.3% Market Claim
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~ Aug 09
Claim Qty 46
Sales Qty 18,823
0.24% Market Claim
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Supply Chain Management
1.Rolling Forecast2.Project Tracking
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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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Supply Chain ManagementObjective
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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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
MWM007G MLC009C
MWM007GR MLC009CR
MWM010G MLC010C
MWM010GR MLC010CR
MWM015G MLC015C
MWM015GR MLC015CR
Supply Chain Management -Forecast
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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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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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Project Tracking Sheet
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Those that can provide1. Monthly Rolling Forecast
2. Project Tracking List
5 weeks lead time!
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OperationUpdates
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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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Build up stock for major components across modelsStock 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 2008
USD 0.43 MillionMonthly average 2008
USD 0.55 MillionMarch 2009
USD 0.55 MillionMarch 2009
Increase 28%Increase 28%
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Customized Technical Training
Venue Europe
Topic 1. Multi Digital Scroll
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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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Customized Technical Training
Venue Middle East
Topic 1. Product Introduction2. e-Distributors3. Software
4. Multi Digital Scroll
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Commissioning Support
Venue Europe
Date Jan’09
Product Multi Digital Scroll
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Commissioning Support
Venue Africa
Date Sept’09
Product Multi Digital Scroll
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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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2009 Customer Visit Chart
YTD: 31 trips (59 persons)
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Our Focus
Target Segment&
Product Strategy
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2 years ago in our presentation……Target Segment
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Target 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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Target 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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Last Year our product direction……..
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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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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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What 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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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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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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Sales and Market Focus
What we expect you to do……
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e.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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A. Building Sales Distribution Network
1. Professional sales – project sales , consultants2. Distribution network – dealer sales, wholesalers, retail,
installers
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B. McQuay 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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C. Building a business plan and model together
1. Require financial investment and local stocking2. Investment of stronger sales force
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Sales and Market Focus
What we will do……
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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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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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New Residential Product range< >
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RA Product① 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 M5LCY-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 M5LCY-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 M5WMY-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 M5WMY-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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RA Product (Size 2.5 & 3.5kW)
New K-series Indoor Chassis
M5WMY-KR• High EER/COP (exceeds Euro Energy Label A/A)
• Daikin Indoor Inverter Model
• Lower Sound Level
New K-series Indoor Chassis
M5WMY-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 M5LCY-ER• High Performance (Daikin Inverter Compressor)
• Daikin Outdoor Inverter Model)
New E-series Outdoor Chassis M5LCY-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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2010 FOB Price Positioning2.5 KW 3.5kW
120120
130130
140140
100100
110110
9090
CapacityCapacity
Pric
e In
dex
Pric
e In
dex
MWM-JRMWM-JR MWM-JRMWM-JR
150150
160160
170170
MWM-GRMWM-GR MWM-GRMWM-GR9696
M5WM-JR/GRM5WM-JR/GR 106106
5MWMY-KR(G2)5MWMY-KR(G2) 132132
M5WMY-JRM5WMY-JR 162162
9797
M5WM-JR/GRM5WM-JR/GR 101101
M5WMY-KR(G2)M5WMY-KR(G2) 132132
M5WMY-JRM5WMY-JR 157157
AvailableAvailable
Coming SoonComing Soon
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New Y-series Inverter-MultiNew Y-series Inverter-Multi Daikin Inverter Controls & Protections Protocol Daikin Inverter Controls & Protections ProtocolSystem 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 M5MSY-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 M5MSY-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 M5WMY010/015/020JR
• C-SERIES CEILING-CONCEALED M5CCY010/015/020CR
• C-SERIES CEILING-CASSETTE M5CKY010/015/020CR
• E-SERIES CEILING-CONVERTIBLE M5CEY015/020ER
Complete Y- series Inverter Indoors • J-SERIES WALL-MOUNTED M5WMY010/015/020JR
• C-SERIES CEILING-CONCEALED M5CCY010/015/020CR
• C-SERIES CEILING-CASSETTE M5CKY010/015/020CR
• E-SERIES CEILING-CONVERTIBLE M5CEY015/020ER
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New Light Commercial Product Range< >
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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 M5LCY-ER• High Performance (Daikin Inverter Compressor & Control)
• Daikin Outdoor Inverter Model
New E-series Outdoor Chassis M5LCY-ER• High Performance (Daikin Inverter Compressor & Control)
• Daikin Outdoor Inverter Model
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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
M5CKY010/015/020CRM5CKY010/015/020CR
M5CKY020/025/028/040/050ERM5CKY020/025/028/040/050ER
M5CCY010/015/020/025/028/038/050/060CRM5CCY010/015/020/025/028/038/050/060CR
M5CMY015/020/025/028/040/050ERM5CMY015/020/025/028/040/050ER
M5CMY062CRM5CMY062CR
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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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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New Package Product Range< >
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PA 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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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
McQuay Export Sales!
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Thank You
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