Rain Bird Central Control Against the Competition
Central Control System Architectures • The indicates the location of the brains of the system • A wide variety of Central Control Systems architectures are used in our industry • Understanding these differences allows you to: – Target the best system for your customer needs – Understand the strengths and weaknesses of your system compared to competitor systems
Multiple noncontiguous sites: Architecture Type A Web-based Central Server to individual satellite/decoder controllers Products • Rain Master i. Central • Signature e. Constellation • Hydro. Point Weather. TRAK Pro ET • ET Water
Advantages • Low start-up cost (no software to purchase) • Programming from any PC that has Internet access • Single (vs. multiple) enclosure/box installation • Single software instance is easy to maintain • Recurring revenue source for Manufacturer Disadvantages • Expensive for larger systems or long-term control • Limited communication options • 100% reliant on Manufacturer, server, ISP, and communication vendor
Target Customers • First-time Central Control users • Small number of sites/Satellites • Operating customers systems that may go to another lowbidder next year • Small Public Agency/Company where multiple people at multiple locations need control of the system
Multiple non-contiguous sites: Architecture Type B Off-Site Central to individual satellite/decoder controllers Products • Hunter IMMS (ACC) • Calsense ET 1 • Rain Master Evolution • Toro Sentinel • Signature Constellation • Tucor • Baseline* • Acclima/Nelson • Rain Bird MDC** • Rain Bird IQ Phase 1
Advantages • Enables two-way programming on some systems • Able to view/edit programs at the satellite • Single (vs. multiple) enclosure/box installation Disadvantages • No overall system control or coordination • Some system require a separate communication connection with central for each Satellite • Each Satellite runs its own program and has limited or no interaction with other Satellites on the site • Requires separate sensors, MV, etc. for each Satellite
Target Customers • Public Agency/Company that requires control of multiple small sites • Same person(s) need control at central computer and at Satellite (two-way programming)
Multiple non-contiguous sites: Architecture Type C Off-Site Central to “router” device (then to additional satellite/decoder controllers) Products • Hunter IMMS (SI+ICC or ACC) • Calsense ET 1 • Rain Master Evolution • Toro Sentinel • Signature Constellation • Tucor • Rain Bird IQ Phase 2 (future NPD)
Advantages • Only one communication connection required per site • Enables two-way programming on some systems • Able to view/edit programs at the satellite • On/off sensors can be connected to Router and affect entire site Disadvantages • No overall system control or coordination • Each Satellite runs its own program and has limited or no interaction with other Satellites on the site • Some systems require separate sensors, MV, etc. for each Satellite
Target Customers • Public Agency/Company that requires control of multiple small to large sites • Multiple Satellites per site • Same person(s) need control at central computer and at Satellite (two-way programming) • Management by committee not a single system manager
Multiple non-contiguous sites: Architecture Type D Off-Site Central to supervisory interface (then to additional satellite controllers/decoders) Products • Motorola Irrinet • Hunter Genesis • Rain Bird Maxicom 2
Advantages • Only one communication connection required per site • Enables real-time decision making and control on some systems • Enables cross-control programming on some systems • Enables site-wide control functions like Flo. Manager, Flo. Watch, Cycle+Soak, etc. on some systems • Sensors (on/off, pulsed, analog) can be located anywhere and used across entire site Disadvantages • Cannot view or edit programming at the Satellite • Does not provide two-way programming
Target Customers • Public Agency/Company that requires control of multiple small to large sites • Great tool for an independent Water Manager • Multiple Satellites per site • Desire for higher-end features such as flow sensing, flow management, etc. • Dedicated system computer operator • Desires centralized control of system (lock field personnel out of system)
Single contiguous-site applications: Architecture Type E On-Site Central to satellite controllers/decoders Products • Toro Site. Pro • Hunter Vista/Surveyor • Signature Aurora
Advantages • Only one communication connection required per site • Enables two-way programming on some systems • Able to view/edit programs at the satellite • Some systems provide for on/off sensor inputs that can be connected to Computer and affect entire site Disadvantages • Each Satellite runs its own program and has little to no communication with other Satellites on site • Limited or no site-wide real-time control and sensor reaction
Target Customers • Single contiguous site application • Same person(s) need control at central computer and at Satellite (two-way programming) • Management by committee not a single system manager
Single contiguous-site applications: Architecture Type F On-Site Supervisory Central to satellite controllers and/or decoders Products • Baseline • Rain Bird Stratus. II/Nimbus. II/Cirrus • Rain Bird Site. Control
Advantages • Only one communication connection required per site • Real-time decision making and control • Cross-control programming • Site-wide control of features like Flo. Manager, Flo. Watch, Cycle+Soak, etc. • Real-time map including GPS integration • PC-based control, easy to add features without changing hardware • Sensors (on/off, pulsed, analog) can be located anywhere and used across entire site • Ability to easily allow internet management of the system Disadvantages • No two-way programming • No program review or edit at Satellite
Target Customers • Public Agency/Company that requires control of large, single site • Desire for higher-end features such as flow sensing, flow management, etc. • Dedicated system computer operator • Desires centralized control of system (lock field personnel out of system)
Feature/Benefit - System ET-Mi IQ MDC Maxicom Site. Control Single-Site Application X X X Multi-Site Application X X X PC Programming X X PC Monitoring/Logging X X PC Manual Operation X X X X X Automatic Communication X WB/SA% Adjustments X X ET Adjustments X MAD ET Management X X X Automatic ET Adjustments X X X High Flow Shut-Off X X X SEEF Lateral Line Isolation X Flow Management X Map-Based Control Interface X X Satellite or Controller Control X Two-Wire Decoder Control X Review/Edit Program at Satellite X X X X
Central Control System Architectures • What type of system architecture is popular in your Region? Why? • How can we take advantage of our strengths in your Region? • Questions?
Selling Rain Bird Central Control Against Individual Competitors
Agenda • • • Rain Master Calsense Signature Motorola Toro Tucor Hunter Baseline Acclima/Nelson
RAIN MASTER • Product Lines: – Offsite central to satellite or router – Evolution • Offsite central to satellite or router • Central Control – EV-Central/IM/ET ($12, 800)* • 24 -station sat – DX 24 -PWM + DX-HW ($2, 917)* – i. Central Internet-based central • Web-based central server • Central Control – 1 -year $485 + minimum $16. 95/mo per controller* • 24 -station sat – RME 24 EG + EG-ICENTRAL ($2, 414)* – Eagle controller plus interface cartridge *Based on 2004 price list
RAIN MASTER • Where they hit us: – – – – – No CCU Two-way programming (modify in field and upload) Modular software approach – buy what you need Internet based irrigation control Up to 16 Sensor inputs per controller Low/zero flow - Maxicom² now has this! Simpler programming Willing to sell software only Can use CIMIS weather station network
RAIN MASTER • Where we exceed: – Maxicom • CCU optimizes multi-site management at system level while coordinating satellites at the site level • Superior flow sensing. Doesn’t require one MV/sensor per satellite. Flo-Manager/SEEF • Programming flexibility (they limit to 12 programs per controller) • Network-communications capable • More cost-effective for larger systems against i. Central or Evolution • Enhanced hardware surge protection comes standard
RAIN MASTER • Where we exceed: – Site. Control • Superior real-time, site-level management capabilities • Multiple controllers acting in concert for optimal cross controller programming • Interactive map based software • Works with hardwire, UHF and/or decoders • Site. Control offers more tailored modular approach • Network-communications capable • More cost-effective for larger systems against i. Central or Evolution • Enhanced hardware surge protection comes standard
RAIN MASTER • How do we fight: – Sell our architecture philosophy – Products specifically designed for multi- and single site application – Sell our flow management capabilities (Flo-Manager and SEEF) – Complete line vs. just controllers (Maxicom $) – Do you really want field changes to overwrite central? – i. Central service plan costs add up quickly and access fees likely to increase in future – Security - i. Central depends on Rain Master server – Only i. Central communcations option is GPRS, which is expected to become obsolete within next few years – Service and support network
Calsense • Products: – Offsite central to satellite or router – Central Control – COMM 1 ($5, 150)* – 24 -station sat – ET 1000 -24 ($2, 436)* *Based on 2004 estimates
CALSENSE • Where they hit us: – – – Two-way programming Ability to learn flow Ability to read amp draw Low/zero flow - Maxicom² now offers this! On-site service plan built into product pricing Provide installation and water management services in some markets – Can use CIMIS weather station network
CALSENSE • Where we exceed: – Maxicom • CCU optimizes multi-site management at system level while coordinating satellites at the site level • Superior flow sensing. Doesn’t require one MV/sensor per satellite. Flo-Manager/SEEF • ET is stacked versus just a daily value • Enhanced hardware surge protection comes standard
CALSENSE • Where we exceed: – Site. Control • Superior PC-based management capabilities for single site • Interactive map based software • Superior flow sensing. Doesn’t require one MV/sensor per satellite. Flo-Manager/SEEF • Works with hardwire, UHF and/or decoders • ET is are stacked versus just a daily value • Enhanced surge protection comes standard
CALSENSE • How do we fight: – Sell our architecture philosophy (CCU) – Sell our flow management capabilities (Flo. Manager and SEEF) – Global irrigation manufacturer vs. limited distribution • Not available where there is no service capability in place – Complete line vs. just controllers (Maxicom $) – Service and support network – Do you really want field changes to overwrite central?
SIGNATURE • Products: – Multiple Site Central Control • • Offsite central to satellite or router Constellation Lite ($12, 160)* 24 -station sat – ($2, 930)* e. Constellation – Single Site Central Control • Onsite central to satellite • Single Site Central Control – Aurora • 24 -station sat – ($2, 930)* *Based on 2004 estimates
SIGNATURE • Where they hit us: – – – Two-way and peer-to-peer programming Middle manager (CCU equivalent) is optional Works with hardwire, UHF or decoders e-Constellation Internet-based system Software controller interface feature
SIGNATURE • Where we exceed: – Maxicom • CCU optimizes multi-site management at system level while coordinating satellites at the site level • Superior flow capabilities, including Flo. Manager/SEEF • Enhanced surge protection comes standard
SIGNATURE • Where we exceed: – Site. Control • Superior site-level management capabilities • Superior interactive map capabilities • Easier to program • Enhanced surge protection comes standard
SIGNATURE • How do we fight: – Sell our architecture philosophy (CCU) for multisite – Sell our flow management capabilities (Flo. Manager and SEEF) – Global irrigation manufacturer vs. limited distribution – Complete line vs. just controllers (Maxicom $) – Service and support network – Do you really want field changes to overwrite central?
MOTOROLA • Products – – Off-Site Central to supervisory interface Irri. NET Central – Prices as high as $50 K+ quoted Irri. NET CCU equivalent - $14, 000* 8 -station Scorpio sat - $2, 500* * Estimates from 2004
MOTOROLA • Where they hit us: – – – Radio communications Wireless flow sensors/valves Astronomical clock Stations can be run directly from intermediary device Intermediary device is modular Powered (Scorpio) and battery-operated (Piccolo) controllers – Can broadcast same message to all irri. NETs and sats simultaneously.
MOTOROLA • Where we exceed: • Maxicom² – System design flexibility (not dependent on radio alone) – Superior flow capabilities, including Flo. Manager/SEEF – Superior ET capabilities – Programming flexibility (they are limited in lines of code) – Maxicom² offers Site Sat option
MOTOROLA • Where we exceed: • Site. Control – System design flexibility, including decoders – Greater programming flexibility – Superior flow management, including Flo. Manager – Superior weather capabilities, including ET and Smart. Weather. – Superior map capabilities, combined with real-time operation
MOTOROLA • How do we fight: – We are an irrigation company, they are a communications company • Have gone through numerous changes in their distribution network over the years (Toro, Thompson, Weathermatic, etc. ) – We offer more communications options, not just radio. – Complete line (rotors, sprays) vs. just controllers (Maxicom $) – Service and support network
TORO • Products – Offsite central to satellite or router – Sentinel Central Control ($18, 500) – 24 -Station Satellite ($5, 000) – Toro Decoder Controller TDC-100 ($800900? ) *Prices from 2004
TORO • Where they hit us: – No CCU – Remote control – Willing to give away the Central
TORO • Where we exceed: – Maxicom • Weather programming (Rain Watch, integrated ET calculation) • Programming capabilities (they have only 4 start day patterns per Sat) • Maxicom is specifically designed as a multisite system • Enhanced surge protection is standard • Communications flexibility – not primarily dependent on radio
TORO • Where we exceed: – Site. Control • Interactive site map – Sentinel has maps for sats only • Weather programming (Rain Watch, integrated ET calculation) • Programming capabilites (they have only 4 start day patterns per Sat) • Enhanced surge protection is standard • Communications flexibility – decoders and sats • Communications flexibility - not primarily dependent on radio
TORO • Where we exceed: – MDC • Software, modem and serial cable included • Upgradeable to Site. Control • Works with standard valve solenoids, not just latching solenoids
TORO • How do we fight: – You get what you pay for – How many systems has Toro gone through? • Sentinel used to be the Eicon system • Previously Toro sold Motorola (MIR 5000) • Other previous systems – – Network 8000 OSMAC VT-2/VT-3 Video LTC
TUCOR • Products: – – – Onsite central to router Decoder controller with software capability RKD Controller ($1, 600)* TWC 50 (~$4, 000)* Decoders (prices similar to Rain Bird) *Based on 2004 estimates
TUCOR • Where they hit us: - Entry level decoder system with RKD Dial interface on controllers Flow capabilities Virtual controller feature in software UHF handheld compatible Multi-site capability Same OEM vendor and similar products
TUCOR • Where we exceed: – MDC • • • Software, modem and serial cable come standard MDC is UL listed and outdoor-rated MDC 2. 0 chips have been and remain flashable MDC 2. 0 software thoroughly tested MDC 2. 0 will work with phone and UHF Freedom MDC has a clear upgrade path to Site. Control, which is beyond the capabilities of any Tucor product • Service and support
TUCOR • Where we exceed: – Site. Control • True decoder central control • Interactive map capabilities are beyond any Tucor product • More advance weather and sensor capabilities • Works with sats too, not just decoders • Part of a full line of irrigation products • Service and support
TUCOR • Where we exceed: – Maxicom² • Maxicom² provides true central control for multiple sites • CCU manages individual sites in real time • More advanced ET and sensor (SEEF) capabilities • Part of a full line of irrigation products Service and support
TUCOR • How do we fight: – More central control options – Rain Bird has 18 years of experience with decoder product – Upgrade path to full central control – Global irrigation manufacturer with strong service and support
HUNTER • Products: – Offsite central to sats (ACC) or router (SI + ICC) – IMMS Central ($4, 275) – ICC-800 PL-SAT-SI-HW ($1, 359) – ACC Decoder Satellite ($1, 798)
HUNTER • Where they hit us: – Simplicity – Price – Enhanced features in IMMS 2. 0, but release status is uncertain – ACC decoder controller price and ease-of-use – SI (site interface) can be adapted to Hunter controllers with Smart Port (SRC/PRO-C/ICC/ACC) – SI can interconnect up to 100 controllers on a site – Multi-site sat/decoder hybrid system
HUNTER • Where we exceed: – Maxicom • Two-way communication and logging • CCU optimizes multi-site management at system level while coordinating satellites at the site level • Weather Station and ET capabilities • Flow management (flow sensing only being introduced now to IMMS via ACC) • Programming flexibility vs. being limited to 310 programs per controller
HUNTER • Where we exceed: – Site. Control • Two-way communication and logging • Real-time, interactive map capabilities • Weather Station and ET capabilities – Smart Weather • Flow management (flow sensing only being introduced now) • Programming flexibility vs. being limited to 310 programs per controller
HUNTER • Where we exceed: – MDC • One controller can run up to 200 (vs. 99) addresses • Software, modem and interface cable all included with each controller • Full upgrade path to Site. Control • Proven product - Hunter ACC decoder controller hasn’t been released yet.
HUNTER • How do we fight: – Rain Bird is long established in central control. – Complete product line, ranging from remote programming and monitoring (MDC) to full central control (Maxicom²/Site. Control). – Superior service and support.
BASELINE • Products: – Onsite central to decoders – Base. Station Central ($3, 995)* – 24 -Valve Decoder ($1, 095)* *2004 Estimate
BASELINE • Where they hit us: – – – – PC (versus CCU) at site No CCU Simple software Price Moisture sensing Decoder technology E-mail logs and alarms
BASELINE • Where we exceed: – Maxicom and Site. Control provide full automated ET – Maxicom and Site. Control provide superior water management, including flow and weather – Maxicom provides true multi-site capability – Software comes standard with all Rain Bird decoder controllers – Maxicom and Site. Control have greater system capacity for shorter watering windows – Rain Bird grounding and surge protection better
BASELINE • How do we fight: – They have had technical problems with field decoders and moisture sensors – Moisture sensing is not universally accepted and not as proven as ET-based methods – Irrigation company with a full product line and strong track record in central control, including decoders – Best range of control products, including two-wire decoders with MDC and Site. Control. – Strong service and support network.
ACCLIMA/NELSON • Products: – – Onsite central to decoders Irrigation Manager Software CS 3500 Controller (64 addresses) Company was a spin-off of Baseline and pricing is similar
ACCLIMA/NELSON • Where they hit us: – – Simple software Price Moisture sensing Decoder technology
ACCLIMA/NELSON • Where we exceed: – Moisture sensing is not universally accepted and not as proven as ET-based methods – Irrigation company with a full product line and strong track record in central control, including decoders – Best range of control products, including two-wire decoders with MDC and Site. Control. – Strong service and support network.
ACCLIMA/NELSON • How do we fight: – Moisture sensing is not universally accepted and not as proven as ET-based methods – Irrigation company with a full product line and strong track record in central control, including decoders – Best range of control products, including two-wire decoders with MDC and Site. Control. – Strong service and support network
HIT Products • Products: – Standalone decoder controller – Logic LP-128 Controller ($1, 895)* – Logic LP-RP Decoder ($79)* *2005
HIT Products • Where they hit us: – Price – Decoder converter for standard controllers
HIT Products • Where we exceed: – – More advanced control capabilities MDC and Site. Control include bundled software. Sensor capabilities Product quality
HIT Products • How do we fight: – Irrigation company with a full product line and strong track record in central control. – Best range of control products, including two-wire decoders with MDC and Site. Control. – Strong service and support network. – Quality
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