RM6 Extensible range

Marketing approach

Marketing approach
Reason for development
to have an offer available against competitors proposing modular
switchgear insensitive to environment (MIE)
to enlarge possibilities of use RM6 units in MV distribution
networks
Market positioning
RM6 units are still mainly dedicated to energy market
possibility for proposal on buildings segment where internal arc
protection is requested
Opportunities with extensible range
new access to 5-bay (or more) unit switchgear
growth of market share when taking initial 4-bay market with
RE- 3-bay units to competitors

MVP - P.GAIN - 05/2002 - EN

Extensible range : competition situation

Manufacturer
Product name
Unit type
Insulation
Breaking medium
Costs

MVP - P.GAIN - 05/2002 - EN

F&G

ABB

Siemens

Ormazabal

Holec

Alstom AEG

RM6

GE

Safe+

RGC

ZX0

8DH10

CGC/CGM

SVS

GMA

RMU Ext

MIE

RMU Ext

MIE

MIE

MIE

RMU Ext/MIE

MIE

MIE

SF6

SF6

SF6

SF6

SF6

SF6

SF6

Epoxy

SF6

SF6

SF6

Vacuum

Vacuum

Vacuum

Vacuum

SF6

Vacuum

SF6/Vacuum

Competition situation : F&G / GE range

Weak point :
Busbar insulation as an option
MV connection not at same height

Tricky fuse installation, plastic insulated

Strong point
Complete range incl. metering panel
low selling prices on export market
(but certainly weaker design than in Germany)

Switch

MVP - P.GAIN - 05/2002 - EN

CB outgoing

CB busbar section
(left or right)

Switch busbar
section (left or right)

Metering panel

Fuse-switch

Competition situation : ABB / Safe+ range

Weak point :
New

range, not commercially available

(end of 99), not completely type-tested
Difficult

installation of busbar connection

Strong point
Complete

range incl. metering panel

Possibility to remove 1 extensible
module inside switchgear
Semi-modular

MVP - P.GAIN - 05/2002 - EN

Modular

Competition situation : ABB / RGC range

Weak point
Old

range which will certainly disappear

after Safe+ final launching
Very important height
CB very expensive (rather like DM1-A price)

Strong point
Not

Switch

MVP - P.GAIN - 05/2002 - EN

Fuse-switch

found

Fuse-switch

Metering panel

CB busbar
section

CB outgoing
(vacuum)

Competition situation : ABB / ZX0 range

Weak point :
Important

dimensions
Range designed for MV
metering substation

Strong point
LV compartment

for all type

of LV protection relays

CB outgoing

MVP - P.GAIN - 05/2002 - EN

Switch

Fuse-switch

CB busbar section Metering panel

Busbar earthing

Competition situation : Siemens / 8DH10

range
Weak point :
Busbar

insulation as an option
Expensive vacuum CB protection
Range designed for MV metering
substation (high manufacturing cost)

Strong point
Complete

MVP - P.GAIN - 05/2002 - EN

range incl. metering panel

Competition situation : Ormazabal / CGM-CGC

Weak point :
Only

1 type of 3-function RMU,

other configuration to be made using
double-extensible module
Installation on ground needing iron
embedded in concrete ground

Strong point
Complete

range incl. metering panel

low extra-cost for extensibility
cable connection on left/right side
IIQ Ring main unit, option for extension
on right and/or left side

Fuse-switch

MVP - P.GAIN - 05/2002 - EN

CB outgoing

Metering panel

Competition situation : Holec / SVS range

Weak point :
limited

range (no CB available),

vacuum switches
totally epoxy solid insulation,
impossible to recycle

Strong point
No

Switch

MVP - P.GAIN - 05/2002 - EN

SF6 insulation

Fuse-switch

Design of vacuum
load-break switch

Design of busbar connection

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Competition situation : Alstom / GMA range

Weak point :
SF6

handling during installation

Range designed for MV metering
substation (high manufacturing cost)

Strong point
1250

Fuse-switch

MVP - P.GAIN - 05/2002 - EN

A CB

Switch

CB outgoing

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Extensible range : customer s key values

Installation on site possible by customers within 2 hours
Without any SF6 handling (direct connection on busbar)
Without any specific tools
Total insulation respected after installation to keep insensibility to
environment (Extensibility bushings coated and earthed)
The only limitation for number of double-extensible module is made
by the busbar current rating (630 A)
Simple technical criteria for ground preparation : standard 7 mm / 2
meter for concrete flatness, fixing to ground by bolts

MVP - P.GAIN - 05/2002 - EN

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Market price level

Analysis based on the average market price level registered through
all main RM6 markets
Non extensible range
3 function IQI unit 5,3 k
4 function IIQI unit 6,6 k
4 function QIQI unit 8,5 k
3 function IDI unit 6,1 k

Extensible range
Right extensible 3 function units : 6 k,
4 function units : RE-IIQI : 7,3 k, RE-QIQI : 9,2 k
Double extensible module DE-I : 3 k
DE-Q : 4 k
DE-D : 4,6 k
DE-B : 6,9 k

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Application # A : Alternative solutions to

strengthen competitiveness of our offer
Customers may request 4-function units partially for future use
Extensible range allow cheaper solutions compared to competitors
Non extensible range
Supply of 3&4 function units
Only 10 % of fourth function used

X 30 units (5,4 k each)

X 10 units (7,2 k each)

Total contract value : 234 k

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Extensible range
Supply of 3 function RE units
Supply of DE-I when needed

X 30 units (5,4 k each)

X 10 units
(6 k each)

X 2 units
(3 k each)

Total contract value : 228 k

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Application # B : Saving spaces for more than

2 transformer protection in single switchroom
Large commercial and infrastructure area
GIS or environment free requirements
Non extensible range
Supply of two 4 function units
Connection with MV cables and
connectors

Total contract value : 22,5 k

MVP - P.GAIN - 05/2002 - EN

Extensible range
Supply of 4 function RE units
Supply of DE-D when needed
Increase selling price with cost
of MV cable and connectors

Total contract value : 23 to 24 k

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Application # C : Complex substation with

both TFO and interfeeder protection
Cost effective solutions for customers who require GIS technology
or environment free solutions
Non extensible range
No available cost effective solutions

Extensible range
Supply of 3 function RE-IQI for
transformer protection
Supply of DE-B for sub-loop

To ring
network

MVP - P.GAIN - 05/2002 - EN

Sub-loop
protection

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Application # D : Access to 5 / 6 functions

market in MV distribution segment
Some utilities network requires switching substation
up to 5/6 functions
Non extensible range
No available technical
effective solutions

To main ring
network

MVP - P.GAIN - 05/2002 - EN

Extensible range
Supply of 4 function RE-IIQI for
transformer protection
Supply of DE-I for connection to other
ring network

Other ring network

interconnection

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Application # E : Access to MV consumer

substation with RMU design
Solution to be offered only in case of strong requirement regarding
GIS technology or environment withstand
SM6 offer remain more profitable in all cases
Non extensible range
No available technical
effective solutions

Extensible range
Supply of 4 function RE-IIQI for
transformer protection
Supply of DE-I for connection to
other ring network
Metering panel
(local design)

To main ring
network

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Application # F : Retrofit in old tower

substation
Application specific to German market
DE offer required because of space availability during installation

MVP - P.GAIN - 05/2002 - EN

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Extensible range : sales increase within 2005

Country
Saudi Arabia
Spain
Belgium
Australia
Germany
Switzerland
Isral
Europe
World
Total

A
X
X

B
X
X

X
X

X
X

RE-..(Fct. nb)
+ 250
+ 20
+ 30
+ 50
+ 50
+ 50
+160
+ 300
+ 250
+ 1160

DE-(fct.nb)
+ 25
+ 20
+ 10
+ 20
+ 265
+ 10
+ 70
+ 50
+ 30
+ 500

These figures includes as well real sales increase as supply

of extensible units instead of non extensible
Sales of extensible unit will always remain below 5/10 %
of total RM6 sales

MVP - P.GAIN - 05/2002 - EN

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