What is a Green Building

What is a green building?
“The building is a citizen of the city and has an
obligation to society”
—Xiaowei Xu, PhD., LEED AP, Chief Engineer,
Shenzhen Institute of Building Research
“A high performance green building is designed for economic and environmental
performance over its entire life cycle, considering unique local climate and
3
cultural needs and providing for the health, safety and productivity of its
occupants. With continuous care over its life cycle, it minimises energy use,
CO2 emissions, and total environmental impacts, and provides ongoing
measurable value to building owners, occupants and society”
— Schneider Electric
? Does a green building have to be certified as
green or is about optimizing performance?

A modern promise: green buildings…
Fast
Lower energy
costs
Regulatory
compliance
Corporate Social
Responsibility
4
construction
delivery
Safe, secure
working
environment
Availability of
power & data
Adaptable
throughout
building
lifecycle
Powering
better business
outcomes
Occupant
experience
Freedom to
restructure
space

…creating a sustainable future
Improved
Lower energy
use & CO2
emissions
Regulatory
compliance
Corporate
Social
Responsibility
5
stock
performance
Higher talent
retention rates,
employee
loyalty
Fewer sick
days, improved
well-being
Increased
occupancy
and tenant
retention
rates
Empowering
economic &
environmental
sustainability
Improved
occupant
experience
Increased
building value
& rental rates

Why do we need a
green building promise?
6

The energy dilemma is here to stay
The facts The need
vs
7
Energy demand
By 2050
Electricity by 2030
CO2 emissions to
avoid dramatic climate
changes by 2050
Source: IEA 2007
Source: IPCC 2007, figure (vs. 1990 level)

Energy costs are not just rising,
they are accelerating
● Energy prices are increasing
because of
0.4
● Increased demand
0.35
● Declining energy availability
● Looming threat of energy
legislation 0.25
0.3
Energy Price, €/kWh
8
● In the European Union,
energy costs have increased
47%1 since 2003 and are
projected to grow 30%2 in
the next 5 years
● In the US, electricity costs
have increased 20%3 since
1995 and are projected to
grow 10%4 in the next year
0.2
0.15
0.1
2003 2005 2007 2009 2015 2025
1 Eurostat, http://epp.eurostat.ec.europa.eu/portal/page/portal/eurostat/home, Includes average of EU 27
2 2009 Electric Market Forecasting Conference, Dr Stephan Sharma
3 Average cost per kWh in United States from Energy Management Systems for Commercial Buildings, Pike Research, 2009
4 Energy Information Administration
Year

Energy is more than expense;
it can be a liability.
● The power cuts - the worst in decades -
come amid sweltering temperatures during
the fasting month of Ramadan…. The
Egyptian authorities are urging consumers
not to waste electricity.1 Kuwait uses
98,5 % of grid
capacity2
9
● There is huge wastage and overuse of
electricity in Kuwait.3
● Middle East has one of the world highest
per capita consumption rates of electricity.2
1 British Broadcasting Corporation
2 Arabian Business
3 Dr. Saad Akashah, an Advisor of Arab Fund for Economic and Social Development

Regulation in the European Union
CO2 reduction
below 1990 levels
Energy
Performance
10
renewables
all new buildings
Certificates
are nearly net zero

Regulation in China
CO2 reduction per GDP below 2005 levels
11
renewables
energy reduction in cities compared to 1980 levels

Payback improves as
energy prices rise
5.0
4.5
4.0
3.5
Energy price Payback years Euro/KWh
0.19
0.18
0.17
0.16
0.15
0.14
Years
2000 2001 2002 2003 2004 2005 2006
3.0
2.5
0.13
0.12
0.11
Payback time has decreased 30% over 5 years
due to increase in energy prices
13
•Example based on a commercial building project
•Eurostat
2.0
0.10
0.09

Being energy efficient is key
to being competitive
●Energy costs in the UK account
for as much as 1/5 of business
expenditures, so investing in
efficiency can lead to gains in
competitive advantage.1
●72% of owners are driven most
Expected Benefits from Green Features
(According to Owners)
Decreased Operating Costs
Attracting New Tenants
93%
79%
14
strongly by the competitive
advantage gained from
greening buildings.2
Increased ROI
Increased Building/Asset Value
Higher Tenant Retention/Renewal
Source: McGraw-Hill Construction, 2010.
1 Guardian Sustainable Business, N. Grant, February 2011
2 McGraw Hill Construction, Green Outlook 2011: Green Trends Driving Growth, 2010
71%
64%
64%

Green buildings return more
● ROI improvements
reported by owners of
green projects in US:
● Return on investment
improves 9.9% new
construction and 19.2%
10.0%
9.0%
8.0%
7.0%
Australia’s Green Star: returns for office market
annualised 2 year returns to December 2010
6.0% existing building projects.
1
● Office buildings with
environmental ratings in
Australia deliver better
returns for owners in
capital growth, rental yield.2
15
5.0%
4.0%
3.0%
2.0%
1.0%
0.0%
Non rated all stars 4 star 5 star 6 star
Non rated return
Source: IPD Research
2 Property Council of Australia/IPD Green Property Investment Index, March 2011

Cost benefits of green buildings
● Operating costs decrease 13.6% for new
construction and 8.5% for existing
building projects.
● Building value increases 10.9% new
construction and 6.8% existing building
projects.
● Occupancy increases 6.4% new
Commercial
building owners
Commercial
building tenants
Increased rental rates Lower operating costs
Attracting tenants Healthier, cleaner indoor
environmental quality
Cost effective Immediate and
16
projects.
● Rent increases 6.1% new construction
and 1% existing building projects.
measureable results
Competitive differentiation PR and community
benefits
Risk mitigation Contribution to triple
bottom line
Source: McGraw Hill Construction, Green Outlook 2011:
Green Trends Driving Growth, 2010
Source: The US Green Building Council, The Business Case for Green Building

Ethical companies perform better
50%
40%
30%
20%
10%
17
0%
-10%
-20%
-30%
-40%
-50%
WME
S&P 500
2007 2008 2009 2010 2011
1 Ethispshere, 2011 World’s Most Ethical Companies

We must consider building life cycles
19

LEED certification today –
too many broken promises?
Measured Losses | Measured Savings
Certified
Silver
Gold-Platinum
20
These buildings use
more energy than
the code baseline!
Proposed Savings %
Source: New Buildings Institute report, Energy Performance of LEED® for New Construction Buildings, March 4, 2008

Evolution of green buildings
Future
Today
21
Time
Past
Focus on efficiency and operational
performance over time (LEED EB:O&M)
Focus on environmental impact of construction
(green design)

Evolution of standards:
BREEAM In-Use
Established in 2009, it is designed to:
●Reduce operational / running costs
●Reduce carbon and improve
sustainability
22
●Enhance the value and marketability
of property assets
●Give a transparent platform for
negotiating building improvements with
landlords and owners
●Demonstrate compliance with
environmental legislation and standards,
such as carbon labeling and ISO 14001

Evolution of standards: LEED
LEED EB v2.0 2004
Upgraded in 2009
23

When green is not green enough
“Typical” Existing Home
New “Code” home
ENERGY STAR Home
LEED for Homes (min req.)-
NAHB National Green Building Standard (min req.)-
Architecture 2030
Passive House
Net Zero Energy Home
Source: green.blogs.nytimes.com; When green is not green enough, September 27, 2010 24

An evolution
Green
Air & Energy
Reduced GHG emissions
Improve IAQ
Improve Energy Efficiency
Waste to Energy
Water
Intelligent
Converged Networks
Data collection, measurement
& verification, diagnostics,
sensors, control, monitoring,
remote monitoring, etc.
Integrated Controls
Bright Green
Energy Management
Asset management
Space utilization
25
Reduce wastewater discharge
Lower contamination release
Waste & Remediation
Reuse and recycle products
Reduce Waste disposal
More brown fields instead
of green fields
Green architecture
HVAC, lighting, energy, AV,
security, fire & life safety, etc.
Infrastructure
Structured cabling
solution, wireless
systems, unified
communication system
Water Management
Monitoring and metering
Integrated design process
Sustainability—easier to
maintain and built to last
Renewable energy
Healthy and comfortable
environment (IEQ)
“Green” loans
Higher resale
or lease rates
Green buildings Enablin ga rhei gbhe cpoemrfoinrgm manocree… intelligent

Our green buildings promise:
We partner with our
customers to deliver
high performance
green buildings that
26
achieve sustained
results over time.

We deliver smarter, converged solutions
designed for high performance
Interoperability and openness
Efficient & Productive
• Measure and control energy,
automate, provide relevant diagnosis
• Manage processes
• Make all the utilities of any
Convergence to third party systems
HVAC control
Lighting control
Access control
Reliable
Prevent from power outage & quality
variance
Safe
•Protect people and assets
•Transform and distribute power safely
27
Infrastructure more efficient
Green
Make the connection of renewable energy
sources easy, reliable and cost-effective
Video security
Electrical distribution
Energy monitoring
Motor control
Critical power
IT data
Renewable energies

: The right ecosystem to
support the convergence of 5 key domains
promise:
● Guaranteed compatibility / synergy /
capability between the 5 domains
of expertise
● Energy monitoring everywhere, with
up to 30% energy efficiency
Power
Management
IT Room
Management
28
● Enabled by the right connecting
technologies:
● Seamless integration
● IP as a common highway
● Web services as a common language
(SOA architectures)
Process
& Machine
Management
Building
Management
Security
Management
Making energy safe, reliable, efficient, productive and green

Future
Today Use of BIM and IPD
29
Time
Past
smart and green come together to
deliver “bright green” buildings
(green design)

Buildings are connected to man-made
and natural ecosystems
Natural Habitats
30
Transportation
Neighborhoods
The Grid
Weather
Conditions
People

What is smart grid?
●Creates two-way communication
between the grid and load (building)
●Allows two-way energy flow between
the grid and load (building)
31
●Distributes energy intelligently across
a region to manage the load better

Smart grid requires energy management
Centralised
Generation Electric Vehicles &
3 Energy Storage
Residential
Demand / supply mgt :
Active Energy Efficiency
Energy visibility
Energy control & optimisation 2
Transmission Distribution Commercial & Industrial
32
Industry
Building
Datacenter
Renewable
Energy
Plants
Communication and
software at all levels of
Decentralised
Generation 1
4 the “Smart Grid”

Smart buildings can tap the power
of a smart grid
Centralised
Generation
33
There is Renewable
Energy
no smart grid
Plants
without smart buildings.
Decentralised
Generation

Smart buildings can interact with the smart
grid to bring value to owners & occupants
34

Future
Net Zero Energy buildings
Use renewable energy
Use of BIM and IPD
Today
Carbon Neutral buildings,
micro grids, eco-districts
Connect to Electrical Vehicles
35
Time
Past
smart and green come together to
deliver “bright green” buildings
(green design)

The future promise of green
renewables
net zero homes
36
carbon neutral
micro grids
carbon neutral
buildings
eco-districts

How do we deliver on the
evolving promise of green?
people
●partnering
●innovating
37
process
a
technology
●leading the
transformation to a
sustainable future

Make the most of
your energy™
38

We provide a green buildings promise, in
alignment with our vision and mission.
Our Vision:
A world where we all can achieve more while using less
of our common planet
Our Buildings Mission:
40
Help people make the most of their energy
Green Buildings Team
We catalyze ONE Schneider
teams to deliver differentiated
green buildings solutions and
life cycle building services.

Green Buildings Solutions Team
Buildings Business - Customer Solutions
Melissa O’Mara
Solutions VP, Green Buildings
Syracuse, NY, USA
Kathleen Batcheller
Marketing Project Manager
North Andover, MA, USA
Régis Largillier
New Initiatives &
Opportunity Manager
Grenoble, France
Shan Bates
Kevin Weaver
41
Solutions Program Manager
Dallas, TX, USA
Open
Solutions Architect
Business Development Manager
Americas
Houston, TX, USA
Sami Siltainsuu
EMEA
Helsinki, Finland
Open
Asia Pacific
Olivier Demazure
Segment Expertise &
Offer Manager
Grenoble, France
Katherine Woodhouse
Program Manager
Leeds, UK

Green buildings in China
billion sq ft new construction per year
44
GBL 3 Star projects in China
LEED projects in China
LEED APs in China
3-Star Green
Building Label
quickly
catching up
with LEED

Green buildings in India
million sq ft new commercial construction per year
75% of Green
45
Building
projects in
India are
LEED
certified, but
market share
for other
programs will
grow
million sq ft existing LEED certified green buildings
million sq ft of green building expected in 3-4 years

Green buildings in Australia
GBCA is
Green Star certified or registered projects
46
developing a
new rating tool
to assess the
operational
performance
of existing
buildings—
95% of the
market.
Green Star rating required for new government
buildings (5 stars) and existing buildings (4 stars)
Mandatory Disclosure legislation
requiring NABERS certificates for all
transacting office buildings

Green buildings in the US
billion US$ green retrofit market by 2014
47
6.4 billion $US
has been
saved by
increased
productivity of
people
working in
green
buildings
LEED certified or registered projects
billion sq ft certified or registered
green building surface

Green Buildings
The market demand for Green Buildings is accelerating rapidly. This is not a passing fad—it is the
buildings business of the future, and we need to be in the center of it.
Customers expect their green buildings to enable better business outcomes—like improved stock
performance, increased asset value and rental rates, increased occupancy and tenant retention rates,
improved employee productivity and well-being, and fulfilment of corporate social responsibility goals.
Schneider Electric is uniquely qualified to deliver on the promise of green and the triple bottom line.
We offer energy management and certification expertise at all phases of a building’s life cycle—from
the integrative design/build process, to systems installation and commissioning, to ongoing energy
management services.
In addition to our expertise, we deliver comprehensive integrated building solutions through
EcoStruxureTM system architecture—from enterprise level software down to hardware components
across the five critical domains of an enterprise.

Challenges faced in the Buildings space
The Energy Dilemma
Energy demand versus the Environment
Total Building Life Cycle Costs
Initial Capital, ongoing Operations and Energy
Connectivity
Too many disparate systems in the Building
Security
As a growing concern

Challenges in the IBMS Industry
● Know-how on Integrated Solutions
field level implementation Experience.
● Ownership of Products / Systems
versus Outsourced Products
● Organizational Project Management Capability
deliver at every stage of tthhee pprroojjeecctt lliiffee ccyyccllee
● Service Set-up
to serve post implementation

2009
Acquisition of Conzerv Systems
and Meher Capacitors, leaders in
energy efficiency
Power & Security Solutions
Contro
1999
Groupe Schneider becomes
Schneider Electric,
focused on Power & Control
1996
Modicon, historic leader in
Automation, becomes a Schneider
Energy
Management &
2008
Acquisition of
Xantrex, leader in renewable energy
solutions
2007
Acquisition of
APC corp.
More than 170 years of history
2003-2008
Targeted acquisitions in wiring devices
and home automation
(Lexel, Clipsal, Merten, Ova, GET, etc.) Steel
Industry
7
brand
1991
Square D joins Groupe
Schneider
1988
Telemecanique joins Groupe
Schneider
1975
Merlin Gerin joins Groupe
Schneider
1836
Creation of Schneider
at Le Creusot, France
2005
Acquisition of
Power Measurement Inc.
2003
Acquisition of
T.A.C
2000
Acquisition of
MGE UPS Systems
19th century 20th century 21st century

Integrated and Balanced Business Portfolio
Integrated Building
Management System
(Building Automation,
Security, Fire Detection)
Integrated Security
solution
(CCTV Systems &
Access Control System)
Energy Management,
(Lighting Management,
Power distribution and
Management, Energy
Efficiency, Power
reliability, etc… )
Alliance of Zicom’s depth in Security Systems & Schneider’s
breadth in Building & Energy Management Systems

Integrated solutions in a building
HVAC control
Lighting control
Energy monitoring & control
Efficient & productive:
• Measure and control energy, automate,
Renewable energies
Green: Make the connection of renewable
energy sources easy, reliable and cost-effective
Software integration to third party systems
Motor control
Access control
Security
provide relevant diagnosis
• Manage processes
• Make all the utilities of any
infrastructure more efficient
Critical Power & cooling Reliable: Prevent power outages & quality variance
Electrical distribution Safe: Transform and distribute power safely

Integrated Building Management Systems (IBMS)
Fire
Detection
Waste Water
Management
Fire
Supp ( Dry )
VESDA
Systems
Water Leak
Systems
Ventilation
System
Elevator
Control
Energy
Metering
Paging
System
Access
Control
CCTV
Systems
Intrusion
Systems
HVAC
Systems
DG Set
Monitoring
Lighting
Control
Chiller
Management
Perimeter
Protection
Gate
Automation
Third Party –

Brands with Schneider-Electric

System Architecture – Fire Detection & Alarm
Main Fire Alarm Panel
( with connectivity to VESDA,
Public Address System & Gas
based Suppression System)
Speakers
Amplifiers
Mic
Controller
Public Address System
Ethernet LAN
Main IBMS Software –
Workstation License for
Fire Alarm System
Integrator
Vesda
Detectors
(Smoke/Heat)
Manual Call
Point
Monitor
Module
Loop-1
Detectors
(Smoke/Heat)
Manual Call
Point
Control
Module
Loop-8
System
Ventilation
System
Elevator
Control
Gas
Supp ( Dry )
Access
Control

System Architecture – Access Control
4 reader
BIO Readers
4 reader
Ethernet LAN
Card Readers
Main IBMS Software –
Workstation License for
Access Control System
controller Door Contact
Lock
Card Readers
Door Contact
Lock
controller Door Contact
Lock
Card Readers
Door Contact
Lock

System Architecture – CCTV System
Cameras Cameras
LCD 2
LCD 1
Digital Video Recorder

System Architecture – Gas based Fire Suppression
Piping
Smoke
Detector
Nozzle
Cross Zoned
Fire Panel
Clean agent
Gas Cylinders

IBMS Environment – Control Actions – Fire example
Open All Doors
Ground Lifts
Start CCTV Recording
Start Voice Evacuation
Activate
Fire Damper
Shutdown AHU
Remote Notification
Cut off Electrical
Disable Chiller
Activate Exit Sign
Start Smoke
Extraction
Activate Fire
Suppression

Salient Features of Solution offered
Graphics – IBMS

Reports – Access Control System

Closed Circuit Television System
Directional Motion
• Triggers an alarm when motion is detected in a specific
direction.
• Users have wide flexibility in defining areas of interest
and activity thresholds, to minimize false alarms.
• Ideal for parking, traffic settings, aass wweellll aass aann eennddlleessss
array of other security scenes.
Adaptive Motion
• Calibrates to scene conditions, allowing the system to
distinguish targets from other movement in a scene
• Headlight glare,
• Leaves blowing,
• Ideal for outdoor applications, perimeter detection and
parking lots,
• Reduces false alarms due to environmental conditions.

Vibration Removal
• Reduces video shake in applications where cameras are
subject to vibration.
• Ideal for cameras with long focal lengths & pole-mounted
cameras.
Object Removal
• Allows the user to define an object or area of interest in a
scene.
• Motion is allowed in the protected zone.
• An alarm triggers when a stationary object is removed
from the scene.

Object Counting
• Counts objects when motion detected in a specific
direction.
• Users have wide flexibility in defining areas of interest and
activity thresholds.
• An alarm is generated when the threshold is exceeded.
Camera Sabotage
• Detects when video has been compromised;
• For example, a vandal covers a lens or moves a fixed
camera away from an intended scene.
Abandoned Object
• Allows the user to define an object or area of interest in
a scene. Motion is allowed in the protected zone.
• An alarm triggers when a stationary object is left in the
scene.

Network Storage Manager – Hardware Reliability
Recording Throughput – 250 Mbps
Linux Operating System
RAID 6 Architecture
Real Time Video , Audio and Data Recording
Supports Resolutions – High Definition video
Hardware designed to meet Single point of failure
Redundant Power Supply
Automatic Distributed Load Balancing
N+N Failover Across Storage Pool
99.99% Fault tolerant system
Built in Diagnostics monitoring provides SNMP Monitoring
Huge storage support – 3 TB / 6 TB / 9 TB / 12 TB / 24 TB
UL Listed

Third Party Systems
●Guard Tour system
Datex make Using a proxy pen to autosense
RFID tags, specific for guard tour application
●Visitor Management System
Schneider make Visitor management software
for online appointment enrolment && vveerriiffiiccaattiioonn
●Pedestrian Traffic management turnstiles
Motorised turnstile in SS finish with bi-directional
access and free egress in case of alam or emergency
●Boom barriers and motorised track gates
Articulated boom barrier with RFID based access

Integrated System Architecture
TCP/IP
Workstations
Endura Continuum VISTA
PA
WLD
VESDA
Access
Control
CCTV
System
FAS
System
BMS
System
Lighting
System
Future Requirement

Energy Management Tool
Salient Features:
Draws on real-time information so you accurately see the big picture, or drill down for
details to:
• Track budgets across organizations and buildings
• Respond to and manage service calls
• View and manage energy consumption
• Handle work orders for suppliers and contractors
• Analyze trends and set targets
• Develop strategic plans for optimum building performance and cost

Different customers, different needs
● Offices
● Data Centers / ITES
● Education / University
● Government & Military
● Healthcare
● Hospitality
● IInnffoorrmmaattiioonn TTeecchhnnoollooggyy
● Life Sciences / Pharmaceutical
● Residential
● Retail
● Transportation
Delivering Segment-Specific Expertise

Banking / Finance Industry
Name : Barclays Banking Services
Location : Chennai
Value : Rs. 130Lakhs
System : BMS Systems
Fire Detection System
CCTV Systems
Name : Kotak Bank
Location : Mumbai
Value : Rs. 300 Lakhs
System : Building Management Systems
Fire Detection & Alarm Systems
Access Control Systems
CCTV Systems

Name : HDFC
Location : Mumbai
CCTV Systems
Name : HSBC Bank
Location : Mumbai, Delhi, Bangalore
System : Access Control System
CCTV System
Fire Alarm system

Corporate IT Complexes
Name : HCC 247 IT
Location : Mumbai
Value : Rs. 230 Lakhs.
CCTV Systems (63 cameras)
Gate Automation
Name : Lodha IThink
Location : Mumbai
IP CCTV Systems (100 Cameras)
Gate Automation

Name : Techno polis IT Park
Location : Kolkatta
Value : Rs. 100 Lacs
Corporate IT Complexes
Name : Oracle
Location : Mumbai
System : Fire Detection & Alarm Systems
CCTV Systems
Barriers & Turnstiles

Name : Bharati Airtel Datacentre
Location : Pune
Value : Rs.435 Lakhs
Data Centres
IP Based CCTV systems
Rodent Repellent
Water Leak Detection System
VESDA System
FM 200 based suppression system

Data Centres
Name : Nokia Siemens Networks
Location : Chennai / Bangalore / Noida
Systems : BMS Systems
AAcccceessss CCoonnttrrooll SSyysstteemm
Analog CCTV systems
Rodent Repellent
VESDA System
FM 200 based suppression system

Data Centres
Name : WNS Global
Location : Pune / Mumbai / Gurgaon / Nashik
Systems : Integrated Building Management System
Pune
Mumbai
Fire Detection System (5000 devices)
Public Address System (5000 speakers)
Access Control System (800 readers)
Gurgaon Analog CCTV systems (2000 cameras)
Nashik

Name : Cognizant Technologies Ltd
Location : Pune (2 projects)
CCTV system
Name : Cognizant Technologies
Software Houses
Location : Coimbatore
CCTV system
Fire Suppression System
VESDA
Rodent Repellant System

Location : Chennai
CCTV Analog system
Inergen Based Fire Suppression
Software Houses
Location : Kolkatta
CCTV Analog system

Name : Tata Consultancy Services Ltd
Location : Mumbai – Banyan Park
IP CCTV Systems
Software Houses
Location : Pune – Sahayadri Park
170 AHUs
4 Chillers
More than 300 Controllers

Location : Hyderabad
Value : Rs.44Lakhs
System : IP CCTV Systems (100 cameras)
Software Houses
Location : Kolkatta
Value : Rs.88 Lakhs
System : Fire Alarm System
IP CCTV System

Name : Select City Mall
Location : Gurgoan
IP Based CCTV Systems
Malls / Multiplex Industry
Name : Ambiance Mall
Location : Gurgoan
Value : Rs.380Lakhs
IP Based CCTV Systems

Name : Leela Kempinski
Location : Gurgoan
Analog CCTV Systems
Hotels / Hospitality Industry
Name : Courtyard Marriot
Location : Ahmadabad
DG Integration
Chiller Integration (Clivet (4)
CCTV Systems (76 cameras)

Hotels / Hospitality Industry
Name : Taj
Location : Yeshwantpur, Bangalore
Fire Detection System (1400
Analog CCTV Systems (178)
Baggage Scanner System

Name : Cipla
Location : Baddi
Pharmaceutical Industry
Name : Cipla
LLooccaattiioonn :: GGooaa
Name : Cipla
Location : Sikkim

Name : Royal Bank Of Scotland
Location : Gurgaon
Water leak Detection System
Rodent Repellent System
FM200 Suppression Systems
VESDA systems
Name : HDFC Bank Ltd
Location : Mumbai
Fire Alarm System (14 Loop)
CCTV Systems (76 IP cameras)

Name : Manipal Health Care
Location : Delhi
CCTV System
Healthcare Industry
Name : Fortis Health care
Location : Gurgoan

Name : Fitness First
Location : Mumbai
Delhi -2 locations
Chennai
IP CCTV systems
Sports / Fitness Industry

Magarpatta Builders
Our Clients…. Builders / Developers

Our Clients…. Software Houses

Our Clients…. Industry players

Our Clients….Government Establishments

Raising the Level of Appreciation
Schneider Electric – Buildings Business - Corporate Presentation, August 2010 61

Raising the Level of Appreciation
Schneider Electric – Buildings Business - Corporate Presentation, August 2010 62

Make the most of
your energy™

What is a Customer Solutions
Value Proposition?
●It is the unique and/or differentiating value our business offers
to customers. It is what convinces customers to do business
with us over our competition.
●The Schneider Electric model for value propositions:
● A statement that identifies a trend and the implication of that trend to the
customer, including a unique solution Schneider Electric can provide to
that customer.
Schneider Electric - Green Buildings – 2011 1

How can value propositions be used?
● Corporate Level
● Enforce strategies, identify unique value to the market, build brand awareness
● Marketing Teams
● As core messaging for global ads, brochures, PR
●Consistency in form and tone will drive thought leadership
● Sales Teams
● Deliver a customer-facing PPT that can be tailored to meet unique customer needs.
● Arming yourself with 3 to 5 formal value propositions empowers you to craft a
conversation that reveals how Schneider Electric can build the best solution for a
customer.
● With the TIPS (Trends, Implications, Possibilities, and Solutions) methodology at its
foundation, a value proposition enables a conversation that clarifies the connection
between our solution expertise and the customer’s specific priorities.

Valuable information on how to use this
presentation
● This presentation is designed to help you open discussions about existing
building projects and retrofits for customers who are interested in green
buildings.
● This presentation targets end users (Corporate Real Estate, CFO, Sustainability
VP) and real estate asset and property managers. Opening the door at the C-level
gives you the sponsorship you need to get full project buy-in later with
facilities.
Notes for Sales: These are unique notes from the
global segment leader to the sales force about how
to use this value proposition effectively.
● The presentation begins with “Trends” (Slide 5). It follows the standard TIPS
demand-creation/solution selling methodology used in our C-level sales training
courses. Slides 1-3 and the appendix are introduction/background for your
information only and should not be included in customer presentations.
● Slides 20-21 are case studies. Some of these might not be relevant, depending
on who you are presenting to; please tailor to best reach your particular client.
● The notes section of each slide provides background information.

Improve financial performance
and occupant satisfaction
Global Green Buildings, Existing Buildings
Value Proposition

Green mandates underway worldwide
● European Performance Building Directive requires building owners to make
energy performance certificates available to prospective buyers, tenants
during a sale or lease transaction.1
● Energy laws already actively enforced in all the 27 EU member states
● New economies are also creating standards.
● GBL in China is expected to become mandated standard over time
● GRIHA and ECBC in India
● US has strong codes, energy efficiency standards in place; nationwide
mandates are pending.
● Requirements already in place for government buildings
● Country-wide energy mandates held up by Senate
● California’s Public Utilities Commission’s net zero requirements2
● Other state and local governments have own initiatives
● Australia’s Parliament introduced laws that require building owners to disclose
energy information when selling a building.3
1 European Commission on Energy, http://ec.europa.eu/energy/efficiency/buildings/buildings_en.htm
2 California Public Utility Commission, http://1.usa.gov/tgr8D9
3 The Star, “Australian Laws to Promote Energy Efficiency,” March 18, 2010

Shareholder demand for green
is on the rise
● Sustainable companies perform better.1,4
● Dow Jones Sustainability Indexes track financial performance of leading
sustainability-driven companies worldwide; licensees manage over $8B USD.2
● Studies show significantly negative impact on productivity and return on equity
for abandoning Corporate Social Responsibility (CSR) standards.3
● Global 500 companies demonstrating leadership in carbon disclosure or
performance yielded twice the average return than the index as a whole.4
● Corporate Real estate execs balancing environmental,
financial, and workforce issues.5
● Sustainability is a critical business issue today for 64% of corporate real estate
executives of multinational companies.
● 92% consider sustainability criteria in their location decisions.
● Number of CRE execs willing to pay more for green leased space has
increased by 35% in 2010 compared to 2009.
1 Ethispshere, World’s Most Ethical Companies, 2011
2 Dow Jones Sustainability Index, SAM, 2010
3 Ethical Stock Indexes: Does Sustainability Pay Off? C. Consolandia, P. Nascenzib, A. Jaiswal-Dale, Italy, US, 2008
4 CDP's Annual Report Finds Sustainable Companies are More Profitable T. Herrera, GreenBiz, September 2011
5 CoreNet Global/Jones Lang LaSalle, 4th Annual Sustainability Survey, 2011

And the public wants green, too…
● Public sentiment is pushing for green.
● 1,049 American mayors have committed to Kyoto Protocol targets,
representing 85 million Americans.1
● 677 university presidents have signed the American College and University
Presidents Climate Commitment to accelerate progress towards climate
neutrality and sustainability.2
● CSR has increased: many companies listed in the world’s leading stock
markets now issue sustainability reports.
1 The US Mayors Climate Protection Agreement; http://www.usmayors.org/climateprotection/documents/mcpAgreement.pdf
2 The American College and University Presidents Climate Commitment; http://www.presidentsclimatecommitment.org

Real estate market says it wants green
●Investors recognising that sustainability makes financial sense.1
● 64% of property companies and institutional investment in Europe
embed sustainability in their investment strategy.
● 62% of investors in Europe plan to invest significantly more in
green buildings in the future.
●Investors and asset managers investing to assess how green
portfolios are.2
● Leading pension asset managers in the world have signed up as
members of the GRESB Foundation, representing $1.7 trillion in
aggregate assets under management.
● Top real estate owners, investors, and financial institutions,
including Jones Lang LaSalle and Deutsche Bank, joined
Greenprint Foundation, committed to reducing carbon emissions
across the global property industry.3
1 Union Investment Survey, 2010
2 Global Real Estate Sustainability Benchmark; http://gresb.com/
3 Greenprint Foundation; http://greenprintfoundation.org/

Early adopters already benefit from improved
financial performance of building portfolio
● Studies in USA, UK,
Australia, and France
already show better
financial performance for
green buildings.1,2,3,4,5
5.0%
10.0%
9.0%
8.0%
7.0%
6.0%
Annualised 2 year returns to December 2010
environmental ratings
in Australia deliver
better returns for owners
in capital growth, rental
yield.6
Non rated return Source: IPD Research
4.0%
3.0%
2.0%
1.0%
0.0%
1 Doing green by doing good? An analysis of the financial performance of Green Office Buildings in the USA, RICS research, 2009
2 Environmental Performance: a Global Perspective on Commercial Real Estate, Maastricht University, 2010
3 Europe Real Estate Yearbook, 2009
4 Who pays for Green? The economics of sustainable buildings, CB Richard Ellis, 2009
5 Effect of LEED Ratings and Levels on Office Property Assessed and Market Values, S. Dermisi, Journal of Sustainable Real Estate, 2009

To remain competitive, existing buildings
must incorporate green innovations
Existing buildings without
high-performance green
measures may:
● Be more expensive to
condition, operate, and
maintain.
Occupancy
Rate (%)
Rent
$/sq. ft
Overall (LEED, Energy
Star, and non-labelled
78.63 18.00
● Run the risk of high
vacancy rates.
● Face quick asset value
depreciation.
● Give tenants more negotiation
power over lower rental
rates.1
buildings) Median
LEED Multi-tenant
Median2
99.00 25.92
Greening existing buildings
can protect and increase
property value.3
1What is the effect of eco-labelling on office occupancy rates in the USA?, Fuerst and McAllister, RICS research, 2010
2 Ibid.
3 Building and Construction Authority (BCA) and the Department of Real Estate (DRE) in National University of Singapore (NUS) Study, 2011

The business case for green buildings
Commercial
building owners
Commercial
building tenants
●Operating costs decrease 8.5%
for existing building projects
●Building value increases 6.8% for
existing building projects
●Return on investment improves
19.2% for existing building
measureable results
benefits
bottom line
projects
●Occupancy increases 2.5% for
existing building projects
●Rent increases 1% for existing
building projects1

Investors, building owners, and occupants
have multiple options for reaping benefits
● Compliance with standards OR high-performance life cycle design?
● Retrofit building with sustainable features in mind
● Create comprehensive Operation & Maintenance (O&M) strategy for all
buildings in portfolio
● Obtain full certification (i.e. LEED O&M or BREEAM In-Use)
● Utilize a green lease
While incremental improvements are beneficial, the real gains
accrue to those who invest in high-performance
measures and attain green building certification
–in design phase and during operation.

We guide clients to green building solutions
for certification and high-performance
Life-cycle Evaluation/
Retrofit
Planning/
Assessment
Design /
Construction
Operation &
Maintenance
New Construction Existing Buildings
OPEX, CO2 footprint
Green Value, business productivity
● Energy Efficiency Service
● Audit, Inspection, EPC, Retro-Cx
● Critical System Maintenance & Retrofit
● Energy Management Services
Green Value, CAPEX
● Green Building Consultancy
●Green Building Certification
●Energy Modeling
●Engineering and Design
● Building Converged Solutions
● Energy Management Platform
Green Buildings Solutions
Business
Drivers
Schneider
Electric
Offers
Schneider
Electric
Solutions
Energy Management Services

Existing building life cycle solutions
We implement a customised upgrade plan for each building using innovative
and proven business models
Green Building Solutions
Preparation Implementation
Systems Installation
Energy Services
Solutions
selection
Follow
up
Monitoring and Analysis
Portfolio planning
Upgrade
planning
Solution Architect
Certification Consulting

Our Energy Management Services
offering
Supply
services
Demand
Services around the optimised supply
of energy from customer and utility
perspective (“before the meter”)
services
Commercial
services
Services around the optimised use
of energy (“behind the meter”)
Services supporting supply or use
of energy

Services for every side of energy
• Energy sourcing, rate/tariff optimization
• Demand response management
• Risk assessment and reliability services
Supply
services
Demand
• Energy/emissions audits and benchmarks
• Monitoring and analysis
• Design, engineering, and retrofit consulting
• Performance contracting
• Certification services
• Consultative services
services
Commercial
services

Critical success factors of energy
management

Answers that transform energy into
an asset
Energy & Sustainability Consulting
●Strategic Energy Planning
●Sustainability Roadmaps
●Certification Assessments
●Energy Market Intelligence
●Energy Rebates & Incentive Support
Energy Procurement Services
●Energy Sourcing
●Renewable Asset Management
●Rate & Tariff Analysis
●Demand Response
●Energy Risk Management
What is my strategy?
Make a comprehensive plan that fits your goals
and charts your progress.
How do I buy?
Negotiate the best terms with every supplier and
minimize risk.
Power Reliability & Metering
●Metering Design & Commissioning
●Third-party Systems Integration
●Remote Energy Monitoring
●Emergency Power Supply Systems
●Power System Control
Infrastructure & Efficiency Upgrades
●Design/Build Energy Projects
●Performance Contracting
●Mechanical & HVAC Retrofits
●Renewable Energy Solutions
●Systems Automation & Integration
Measurement & Reporting
●Performance Assurance
●Energy & Carbon Reporting
●Operations & Maintenance Support
●Sequence of Events Reporting
●Energy Data Analysis
How do I control?
Monitor your operations to ensure reliability, uptime,
power quality and billing accuracy.
How do I optimize?
Execute targeted efficiency projects with ROI that
can be proven.
How am I performing?
Use robust support services and reporting
software to ensure optimum performance.

We deliver an integrated platform to
enable high-performance buildings
Enterprise sustainability management
Emissions & water efficiency reporting
Opportunity monitoring & forecasting
Renewable energies & EV charging
Active Energy Management™ Architecture from Power Plant to Plug™
Intelligent power & motor control
Critical power & cooling
Voice data image
HVAC control
Lighting control
Energy visibility
Access control
Video surveillance

Earth Rangers using Schneider Electric
solution to upgrade to LEED Platinum
● "To upgrade to LEED Platinum, we have to continue to
reduce energy usage. Schneider Electric's system will
help us achieve this goal…to the point where we are
completely self-sustainable."
- Peter Kendall, Executive Director, Earth Rangers
Canadian organization makes children
aware of environmental impact,
inspiring them with a lasting passion
to build a green future
• Headquarters building is 80% below the national
average energy usage of a standard building.
• EcoStruxure solution includes power, building,
and security management.
• Our solution allows for real-time, on-line monitoring of
the building, creating a virtual centre to expand the
Earth Rangers' visibility and learning opportunities.

Energy savings retrofit will save
Musgrove Park Hospital £17 million
● “We are excited to be leading the way in introducing
energy efficiency on this scale in the NHS.”
-Jo Cubbon, Chief Executive of Taunton
and Somerset NHS Foundation Trust
Project will reduce average energy
consumption by over 40% and
cut carbon emissions by 43%
•Implementation of 180 technical energy
saving solutions will save Musgrove Park
Hospital in Taunton £17 million over 20 years.
•Fully self funding project with the costs of
replacing old energy inefficient infrastructure,
equipment and £2.5 million in essential estate
projects financed by the fuel savings achieved—
meaning there is zero cost to the taxpayer.

Let us help you step up to high-performance
green buildings that sustain results over time
Building owners gain value in green—whether a single building or an
enterprise-wide high-performance certified green building project. Why
Schneider Electric?
● Expertise from a partner present during every step of your project
● Green building certification and energy management services from
accredited professionals
● Engineering
● Project management
● On-site installation and commissioning of technical systems
● Full integration through EcoStruxure system architecture—across all the
domains of an enterprise, ensuring scalable and future-proof systems.
● Proven track record of seamlessly delivering results that will increase
property value and rental rates, attract and retain tenants, improve stock
performance and help you differentiate from the competition.
● Verified results to help you meet CSR goals and improve public, market and
leadership efficacy perceptions of your company.

Schneider Electric delivers high-performance
Green mandates, increased public pressure, and rising energy costs are driving
the demand to build green. Companies that embrace these trends will be rewarded with
better business outcomes—like improved stock performance, increased asset value and
rental rates, increased occupancy and tenant retention rates, improved employee
productivity and well-being, and fulfilment of corporate social responsibility goals.
Schneider Electric is uniquely qualified to deliver on the promise of
green and the triple bottom line. We offer energy management and
certification expertise at all phases of a building’s life cycle—from the
integrative design/build process, to systems installation and
commissioning, to ongoing energy management services.
Only Schneider Electric is positioned
to help you make the most of your energy as your
Energy Manager | Energy Expert | Green Partner.

What’s next?
●Visit one of our clients who has achieved full integration of building and
energy management
●Meet with Schneider Electric’s program manager and energy specialist
to discuss your requirements for your next retrofit project
●Learn how you will achieve your objectives

High-performance green building specification
is lost in traditional processes
Prelim retrofit plan
Detail retrofit scope
Working drawings & specs
End User
Property Developer
Construction Manager
Consultant
Architect Connection Point
Green Buildings
Technology Providers Tender (bidding)
Solution Architect
Planning & scheduling
Construction operations
Commissioning
Integrators/
Installers
Professional and Trade
Responsibilities
(Functional gaps)
Building Retrofit Process
(Management discontinuities)
Operational Islands
(Ineffective coordination; poor
communication)

Reach green building goals with a
Green Building Solution Architect
End User
Property Developer
Consultant
Architect
Connection Point
Green Buildings
A Green Buildings
Solution Architect:
●Sits on the core retrofit team
●Is a single point of contact for
building technologies
Technology
Providers
Integrators/
Installers
Technology Solutions
Solution Architect
Schneider Electric bridges gaps in the
model with expertise and EcoStruxureTM
integrated system architecture
●Understands and participates in the
integrative retrofit process
●Designs an integrated building solution
through EcoStruxureTM system architecture
●Provides performance-based design (instead
of traditional functional base design) in order
to deliver ongoing high performance in
operational phase

Consumers
Consumers
Active
Residential
Active
and the Smart Grid
Communication and software at all levels “Smart Grid”
Utility network Consumers
Transmission Distribution
Centralised Generation
Industry
Buildings
Data Centres
Infrastructure
Electric Vehicles
& Energy Storage
Distributed Generation
Active Energy Efficiency:
Renewable Energy Plants Distributed Generation Energy visibility & Means to act

Consumers
Consumers
Active
Energy Mgt Services - Supply Side
Residential
Active
Supply
Services
• Energy sourcing, rate/tariff
optimization
Industry
Buildings
• Demand response
management
Data Centres
Infrastructure
Electric Vehicles
& Energy Storage
Energy visibility & Means to act
Renewable Energy Plants Distributed Generation Distributed Generation

Consumers
Consumers
Active
Energy Mgt Services - Demand Side
Residential
Active
Demand
Services
• Risk assessment and reliability services
Industry
Buildings
Data Centres
Infrastructure
(backup/continuity)
• Energy/emission audits and benchmarks
• Energy/emission monitoring and analysis
• Design, engineering and retrofit consulting
Energy visibility & Means to act
Electric Vehicles
& Energy Storage
• Performance contracting
Renewable Energy Plants Distributed Generation Distributed Generation

Energy Mgt Services - Commercial Services
Consumers
Consumers
Active
Residential
3
Active
Industry
• Certification services
• Consultative services
Buildings
Data Centres
Infrastructure
3
Electric Vehicles
& Energy Storage
Distributed Generation
Commercial
Services
Renewable Energy Plants Distributed Generation Energy visibility & Means to act

Valuable information on how to use this
presentation
Notes for Sales: These are unique notes from the
global segment leader to the sales force about how
to use this value proposition effectively.
● This presentation is designed to help you open discussions about new
construction projects for customer who are interested in green buildings.
● This presentation targets end users (Corporate Real Estate, CFO, Sustainability
VP) and real estate developers. Opening the door at the C-level gives you the
sponsorship you need to get full project buy-in later with facilities.
● The presentation begins with “Trends” (Slide 5). It follows the standard TIPS
demand-creation/solution selling methodology used in our C-level sales training
courses. Slides 1-3 and the appendix are introduction/background for your
information only and should not be included in customer presentations.
● Slides 16-18 are case studies. Some of these might not be relevant, depending
on who you are presenting to; please tailor to best reach your particular client.
● The notes section of each slide provides background information.

Improve profitability and cash
flow with green buildings
Global Green Buildings, New Construction
Value Proposition

Green mandates underway worldwide
● European Performance Building Directive requires nearly
zero-energy buildings (NZEB) for all buildings built after 20201
● Energy laws already actively enforced in all the 27 EU member states
● New economies are also creating standards
● GBL in China is expected to become mandated standard over time
● GRIHA and ECBC in India
● US has strong codes, energy efficiency standards in place;
nationwide mandates are pending
● Requirements already in place for government buildings
● Country-wide energy mandates held up by Senate
● California’s Public Utilities Commission’s net zero requirements2
● Other state and local governments have own initiatives
1 European Commission on Energy, http://ec.europa.eu/energy/efficiency/buildings/buildings_en.htm
2 California Public Utility Commission, http://www.cpuc.ca.gov/NR/rdonlyres/6C2310FE-AFE0-48E4-AF03-
530A99D28FCE/0/ZNEActionPlanFINAL83110.pdf

Public and shareholder demand
for green is on the rise
● Sustainable companies perform better1
● Dow Jones Sustainability Indexes track financial performance of leading
sustainability-driven companies worldwide; licensees manage over $8B USD.2
● Studies show significantly negative impact of productivity and return on equity
for abandoning Corporate Social Responsibility (CSR) standards.3
● Public sentiment is pushing for green
● 1,049 American mayors have committed to Kyoto Protocol targets,
representing 85 million Americans.4
● 677 university presidents have signed the American College and University
Presidents Climate Commitment to accelerate progress towards climate
neutrality and sustainability.5
● CSR reporting has increased: many companies listed in the world’s leading
stock markets now issue sustainability reports.
● 64% of Germany’s DAX 30, 48% of France’s CAC 40, 22% of the UK’s FTSE
100 and 13% of the US’ S&P 5006
1 Ethispshere, World’s Most Ethical Companies, 2011
2 Dow Jones Sustainability Index, SAM, 2010
3 Ethical Stock Indexes: Does Sustainability Pay Off? C. Consolandia, P. Nascenzib, A. Jaiswal-Dale, Italy, US, 2008
4 The US Mayors Climate Protection Agreement; http://www.usmayors.org/climateprotection/documents/mcpAgreement.pdf
5 The American College and University Presidents Climate Commitment http://www.presidentsclimatecommitment.org
6 Green Economy Post, T. de Morsella, 2009

Real estate market says it wants green
●Investors recognising that sustainability makes financial sense1
● 64% of property companies and institutional investment in Europe
embed sustainability in their investment strategy
● 62% of investors in Europe plan to invest significantly more in
green buildings in the future
●Real estate execs balancing environmental, financial, and
workforce issues2
● Sustainability is a critical business issue today for 64% of
Corporate Real Estate (CRE) executives of multinational
companies
● 92% consider sustainability criteria in their location decisions
● Number of CRE execs willing to pay more for green leased space
has increased by 35% in 2010 compared to 2009
1 Union Investment Survey, 2010
2 CoreNet Global/Jones Lang LaSalle, 4th Annual Sustainability Survey, 2011

Early adopters already benefit from improved
financial performance of building portfolio
● Studies in USA, UK,
Australia, and France
already show better
financial performance for
green buildings.1,2,3,4,5
5.0%
10.0%
9.0%
8.0%
7.0%
6.0%
Annualised 2 year returns to December 2010
environmental ratings
in Australia deliver
better returns for owners
in capital growth, rental
yield.6
4.0%
3.0%
2.0%
1.0%
0.0%
Non rated return Source: IPD Research
1 Doing green by doing good? An analysis of the financial performance of Green Office Buildings in the USA, RICS research, 2009
2 Environmental Performance: a Global Perspective on Commercial Real Estate, Maastricht University, 2010
3 Europe Real Estate Yearbook, 2009
4 Who pays for Green? The economics of sustainable buildings, CB Richard Ellis, 2009
5 Effect of LEED Ratings and Levels on Office Property Assessed and Market Values, S. Dermisi, Journal of Sustainable Real Estate, 2009

To remain competitive, new buildings
must incorporate green innovations
New buildings without
high-performance green
measures may:
● Be more expensive to
condition, operate, and
maintain
Occupancy
Rate (%)
Rent $/ft2
Overall (LEED, Energy
Star, and non-labeled
78.63 18.00
● Run the risk of high
vacancy rates
● Face quick asset value
depreciation
● Result in costly design
rework
buildings) Median
LEED Multi-tenant
Median1
99.00 25.92
1What is the effect of eco-labeling on office occupancy rates in the USA?, Fuerst and McAllister, RICS research, 2010

Cost benefits of green buildings
Commercial
building owners
Commercial
building tenants
● Operating costs decrease 13.6% for
new construction and 8.5% for existing
building projects
● Building value increases 10.9% for new
projects
● Return on investment improves 9.9% for
measureable results
benefits
bottom line
new construction and 19.2% existing
building projects
● Occupancy increases 6.4% for new
construction and 2.5% existing
building projects
● Rent increases 6.1% for new construction
and 1% existing building projects
Source: McGraw Hill Construction, Green Outlook 2011:
Green Trends Driving Growth, 2010

Investors and building owners have
multiple options for reaping benefits
● Compliance with standards OR high-performance life cycle design?
● Design building with sustainable features in mind
● Sometimes, green intent doesn’t make it into final plans
● Create comprehensive Operation & Maintenance (O&M) strategy for all
new buildings built
● Obtain full certification (i.e. LEED NC and later O&M rating)
While incremental improvements are beneficial, the real gains
accrue to those who invest in high-performance
measures and attain green building certification
–in design phase and during operation.

We guide clients to green building solutions
for certification and high-performance
Life-cycle Evaluation/
Retrofit
Planning/
Assessment
Design /
Construction
Operation &
Maintenance
New Construction
Type of Building
High End Office, University
Government buildings
Existing Buildings
Type of Building
Education, Offices, Hospital, Government
buildings Hotel, Retail, Life Sciences
OPEX, CO2 footprint
Green Value, business productivity
● Energy Efficiency Service
● Audit, Inspection, EPC, Retro-Cx
● Critical System Maintenance & Retrofit
● Energy Management Services
Green Value, CAPEX
● Green Building Consultancy
●Green Building Certification
●Energy Modeling
●Engineering and Design
● Building Converged Solutions
● Energy Management Platform
Green Buildings Solutions
Business
Drivers
Opportunity
Solutions
Schneider
Solutions

High-performance green building specification
is lost in traditional processes
Prelim.design
Detail design
Working drawings & specs
End User
Property Developer
Consultant
Architect Connection Point
Green Buildings
Technology Providers Tender (bidding)
Solution Architect
Planning & scheduling
Construction operations
Commissioning
Integrators/
Installers
Professional and Trade
Responsibilities
(Functional gaps)
Building Delivery Process
(Management discontinuities)
Operational Islands
(Ineffective coordination; poor
communication)

Reach green building goals with a
Green Building Solution Architect
End User
Property Developer
Consultant
Architect
Connection Point
Green Buildings
A Green Buildings
Solution Architect:
●Sits on the core design team
●Is a single point of contact for building
technologies
Technology
Providers
Integrators/
Installers
Technology Solutions
Solution Architect
Schneider Electric bridges gaps in the
model with expertise and EcoStruxureTM
integrated system architecture
●Understands and participates the integrative
design/build process including Building
Information Modeling
●Designs an integrated building solution
through EcoStruxureTM system architecture
●Provides performance-based design (instead
of traditional functional base design) in order to
deliver ongoing high performance in
operational phase

We deliver smarter, converged solutions
designed for high performance
Efficient & Productive
•Measure and control energy,
automate, provide relevant diagnosis
•Manage processes
Convergence to third party systems
Renewable energies
Electrical vehicle charging
HVAC control
•Make all the utilities of any
infrastructure more efficient
Reliable
•Prevent power outage and
quality variance
Safe
•Protect people and assets
•Transform and distribute power safely
Green
•Make the connection of renewable energy
sources easy, reliable and cost-effective
Lighting control
Energy visibility
Critical power & cooling
IT data
Electrical distribution
Access control
Video surveillance

Genzyme Center depends on Schneider
Electric to control entire LEED building
●Schneider Electric is “the brain that monitors
everything in the building.”
– Lou Capozzi, Facilities Manager
Headquarters building in US earned
LEED® Platinum rating.
• Intelligent, integrative planning & design,
along with EcoStruxureTM system architecture helped
• reduce projected overall energy cost
by about 42%
• reduce water usage by 34% below
standard established by 1992 Energy Policy Act
• Environmental features have made employees
happier and more productive:
• Sick time reduced by 5%
• 88% employees report improved well-being
• 72% employees report improved alertness & productivity

Orchard Ostrava center trusts complete
solution from Schneider Electric
●With the integration of Schneider Electric
technologies, The Orchard boasts high building
performance and guaranteed energy savings
The Orchard, a commercial office and
hotel center in Czech Republic, earned
BREEAM® Excellent rating
• Schneider Electric supplied a complete
solution to virtually all of the Orchard’s
systems, including HVAC; security; energy
management/monitoring; uninterrupted power
supply; and medium, high voltage
• All the systems are monitored, measured,
and controlled in a single, command-central
location

Delta Electronics maximises LEED
rating with the help of Schneider Electric
●Schneider Electric was involved in the design
phase of this project to understand full client
needs and support goal of achieving highest level
of green building certification
Company’s headquarters in India
maximizes LEED® rating with
Schneider Electric’s portfolio of
integrated solutions.
•Schneider Electric’s solution provides:
• Integration of systems to achieve energy
efficiency
• Dashboard to make energy use visible
• Safety of people and assets with
electrical distribution system, access
control and video surveillance

Schneider Electric delivers high-performance
Green mandates, increased public pressure, and rising energy costs are driving
the demand to build green. Companies that embrace these trends will be rewarded with
better business outcomes—like improved stock performance, increased asset value and
rental rates, increased occupancy and tenant retention rates, improved employee
productivity and well being, and fulfilment of corporate social responsibility goals.
Schneider Electric is uniquely qualified to deliver on the promise of
green and the triple bottom line. We offer energy management and
certification expertise at all phases of a building’s life cycle—from the
integrative design/build process, to systems installation and
commissioning, to ongoing energy management services.
Only Schneider Electric is positioned
to help you make the most of your energy as your
Energy Manager | Energy Expert | Green Partner.

End Customers Main Value Proposition
Needs
Simple to use aesthetic solutions
Improved functionality in the guestroom
Connected to the world
Better service through communicative
solutions
Guest enabled environmental impact
reduction
Secured hotel environment for public and
private areas
Safe hotel environment for Emergency
situation
Continuity of service reliable processes
Guest Delight
Peace of Mind
Differentiating offer versus competition ($+)
Reduced cost of the integration of the multiple systems of the hotel (Clock-/ $-)
Reduced number of system to manage the hotel ($- / Job easier)
Shorter installation time world wide consistency ($- / Clock -)
Reduced Energy Consumption better understanding of cost ($-)
Reduced operating cost through better servicing ($-)
Environmental Friendly Operation
Operational Excellence
Boost the Hotel Business – Francois Carle – 2008 41

Operational Excellence - Energy Savings
Customer
Expectations
Optimization of Heating, Air Conditioning, Water heating, Lighting
Autonomous, distributed or centralized systems
Presence Detectors, Door Windows open detection
Information exchange with guest management system
Optimization of water heating
Use of renewable energy
…

Operational Excellence - Integration Customer
Expectations

Operational Excellence - Environmental Friendly
Customer
Expectations
Reduction of energy consumption / CO2
Eco-design of products
ISO 14001 Factory
ROHS Directive
Participation to the Global Compact program from the United Nation
Development and use of renewable energy solutions

Main Targeted Customer Applications
Guest Room Control
The Guestrooms represent around 70% of the space in an hotel and are the center of the Guest
experience. Lighting, temperature blinds, safe, Mini-bar, Door-entry system are some key elements of
the room. Innovative solutions can reduce the energy consumption and increase the customer
experience. Integration of the Guestroom to the Building Management System Property Management
System (ex: Fidelio) can as well increase value proposition.
Building Management
Hotels are complex buildings with several processes working in parallel : Specialized Guest Management
systems (ex:Fidelio), Specialized Entertainment Systems (ex:Quadriga), HVAC Management systems
(ex:Vista), Entry CCTV Systems (ex:TAC)
Those systems needs a strong IP infrastructure and a centralized point of control.
Main benefit is the reduction of the investment, the maintenance cost and the increase of visibility on all
the different processes. This solutions need to be adapted to the size and the complexity of each Hotel.
Electrical Efficiency
Hotels are very sensitive to Energy Consumption and communicate on Environmental Friendly approach.
HVAC, Hot Water, Lighting needs are found in public and private parts of the Hotels.
Schneider Energy Efficient solutions can be adapted to the Hotel market taking into account the
importance of the Guest comfort versus the economy.

Building Management Architecture
ED
TAC Vista
Or Continuum
Video On Demand
IP Network
GMS lie Fidelio
Or Opera
CCTV
CCbbuuss NNeettwwoorrkk
For Lobby
Corridor
KNX Network
For Guestroom LON Network
For Backoffice
Access
Control
Integrated Architecture should be demonstrated in Hotel Competency Center in Dubai
Unified IP Network. Convergence towards IP is a strong trend in Hotel industry.
Gateway with Guest Management Systems

Mandarin Oriental Project
Examples
Mandarin Oriental
9500 rooms in 20 countries with 16 hotels in Asia, 12 in America,
7 in Europe 6 North Africa
15 under development in Riviera Maya, Mexico and Hainan
Island, China (2007), Barcelona, Boston and Beijing (2008),
Dallas, Chicago, Las Vegas, Macau, Marrakech, Turks and
Caicos and Grand Cayman (2009) and Guangzhou, Taipei and
Paris (2010).
Last Hotel References
Chiang-Mai (Thailand) – 144 rooms - ISC 200 kEuro
Landmark (Hong Kong) – 113 rooms – ISC 400 kEuro
Flagship (Hong Kong) – 502 rooms – ISC 800 kEuro
Current project in MO Munich, Barcelona Paris
Scope of Schneider Offer in MO Barcelona
Low Voltage equipment
Room Control based on Clipsal Ulti in collaboration with Inncom
Building Management System in negotiation phase.

Hesperia Tower - 5* Hotel Project
Examples
Hesperia
51 hotels with 45 in Spain / More than 7500 rooms available
Key Hotel Information
280 rooms 20 suites - 80m – 26 floors
Convention Center of 5000 m2 – Sport Center – Hesperia HQ
Scope of Schneider Offer – 700 k Euro
All electrical equipment are provided by Schneider (except the Fire
Detection from Siemens) – Local agreement
Medium Voltage Cubicles Transformers
Low Voltage cubicles including PM710 for power quality
Unica Top for rooms and common area
HVAC and Lighting control with TAC Vista
Development
Similar agreement in preparation in Venezuela
17 new hotels in Poland during the next 5 years
1 hotel in St Petersburg

Le Méridien Montparnasse
Scope of offer was a differentiating factor – Low Medium voltage,
transformers, retrofit and maintenance service – Support 24/24h
Visit of the French National Assembly building to present our solutions and
support to define the needs
Installation through an installer
The Ritz Paris
Project
Examples
Support on defining the needs
Collaboration with the English consultant
Low Medium voltage, HVAC Building Management system
Retrofit offer with maintenance and 24/24h support

Specialist solutions Project
Examples
Hotel
24 floors, 550 rooms
Need : Telephone, Message service, High speed Internet, Email in every
rooms. Video conferencing in the conference room
Differentiating factors
Partnership with a data system integrators – Lifetime warranty
Global data offer : cables, connectors with common aesthetic than other wiring
accessories, Cabinets every 3 floors
Full installation in less than 10 months organized per group of 4 floors to limit
Marriott Hotel
Sydney
customer impact

Integrated Solutions Project
Examples
Moon Palace Hotel - Cancun
Centralized management of the HVAC (Ex : detection of door windows open to
stop air conditioning)
Management of the Lighting system
CCTV security system
Communication with third party systems
Boost the Hotel Business – Francois Carle – 2008 59

Healthcare Security
Sales Guide
September 2010
Make the most of your energySM

This material is confidential and for internal use only.
Summary
Introduction.....................................................................................................3
Market opportunity.........................................................................................4
Technology ..................................................................................................4
Growth projections.......................................................................................5
Organisations that impact healthcare security.............................................7
Accreditation organisations...........................................................................7
Other influential organisations.......................................................................7
Organisation and key roles.............................................................................9
Organisational structure................................................................................9
Key security roles in healthcare facilities........................................................9
Security budget............................................................................................11
Healthcare security needs...........................................................................12
Security risks..............................................................................................12
High-risk areas ..........................................................................................13
Adverse events...........................................................................................15
Sensitive security issues.............................................................................16
Schneider Electric’s value proposition for healthcare safety......................18
Improve patient, visitor, and staff safety ......................................................18
Help to improve staff productivity................................................................18
Regulatory compliance and reporting..........................................................19
Help to improve financial performance (OpEx).............................................19
Design a better hospital, and deliver it on target..........................................19
Reduce investment costs (CapEX)..............................................................19
Sales strategy...............................................................................................20
Learn the segment.....................................................................................20
Develop key relationships............................................................................20
Uncover needs ..........................................................................................21
Start small..................................................................................................21
Pricing........................................................................................................21
Deliver excellent customer service..............................................................21
Competition..................................................................................................22
Healthcare resources...................................................................................23
Schneider Electric resources.......................................................................26

Healthcare Security Sales Guide | 3
Introduction
As mentioned in our internal segment knowledge guide, Introduction to
the Healthcare Market, hospital facilities are among the most complex
environments and typically have a high demand for integrated systems. In
recent years, growth in this market has outpaced many other segments.
Even in a down economy, healthcare tends to be more resilient than other
segments, making it a very attractive market to pursue.
Hospitals have significant security needs and have to work within remarkably
tight budgets. On the other hand, healthcare facilities have a low risk tolerance
and require specialized application knowledge which, when coupled together,
may present a significant barrier to entry. In addition, North American hospitals
are faced with the uncertainty of what the Healthcare Reform will mean for
healthcare security.
This guide specifically addresses security opportunities within hospitals. For
general information on the healthcare market, refer to Introduction to the
Healthcare Market.
While this guide is intended for a global audience, note that many influential
healthcare organisations are based in the U.S. Examples include the American
Hospital Association, the Joint Commission, and the International Association
for Healthcare Security and Safety. Accordingly, much of the existing research
material that is published is focused on the U.S.

Market opportunity
According to Frost and Sullivan’s 2008 World
Healthcare Security Market report, there are seven
key market drivers for growth in the healthcare
security market: 1
1. Compliance with government initiatives and
regulations
2. General growth and demand for healthcare
services
3. Technological advances in security applications
4. Concern for patient safety
5. Concern for staff safety
6. Increase in associations championing
healthcare security
7. A high replacement rate of security devices in
other segments
Hospitals have high security needs. They are open
24/7, usually employ large numbers of employees,
and patients and visitors can come and go freely.
In addition, they have expensive assets and
controlled prescription drugs on site.
Consider the following statistics:
• The U.S. National Centre for Missing and
Exploited Children (NCMEC) estimates that
approximately 50% of infant abductions in the
U.S. occur in hospitals.
• One in five nurses has been assaulted 20+
times in the past 3 years, leading 67% of them
to consider leaving their job because they do
not feel safe.
Healthcare facilities are looking for solutions to
help prevent these issues as well as patient
elopement, and in addition, protect assets and
prescription drugs.
Technology
To address these crucial needs, common physical
security applications in hospitals include:
• Access control
• Intrusion detection
• Video surveillance
• Intercoms and video door phones
• Walk-through magnetometer
• X-ray scanners
• Parking management
In addition, there are several other applications that
are relevant to the security program and can offer
more comprehensive benefits if they are integrated
with the physical security system.
Examples include:
• Emergency call systems
• Visitor management
• Infant protection
• Mass notification
• Asset tracking
• Drug dispensing systems
• RFID tagging (infant protection and patient
elopement)
Many of these solutions rely on biometrics, IP-based
video, real time location systems (RTLS),
and smart cards.
Biometric technology is well-known in access control
systems. Increasingly though, biometric technology is
also used for data security. Fingerprint readers replace
the need to enter passwords, are more secure, faster,
and more convenient for hospital staff. Fingerprint
readers are also the most common form of biometrics
in healthcare with a 72% market share. 2
IP-based video is gaining acceptance in many
markets; hospitals are not an exception. As budgets
allow, they are replacing older, analog systems with
newer ones that rely on IP-based technology.
IP-based video systems allow multiple locations
to easily view requested or critical cameras. Within
healthcare facilities, general video surveillance is
commonly implemented. More recently though,
hospitals are expanding their video capabilities to
extend security staff resources and are also using it
to support access control through video verification in
key locations.
Radio frequency identification (RFID) is the core
technology behind RTLS. Hospitals use these
systems to track staff, patients, and infants, as well
1Frost and Sullivan, World Healthcare Security Market, N421-11, page 3-4
2Frost and Sullivan. World Healthcare Security Market, N421-11, page 2-5.

Market Size Forecast
Revenue Growth Forecast - Asia Pacific
$450.0
$400.0
$350.0
$300.0
$250.0
$200.0
$150.0
$100.0
35.0%
30.0%
25.0%
20.0%
15.0%
10.0%
5.0%
0.0%
2008 2009 2010 2011 2012 2013 2014
Video surveillance Access control
Intrusion detection Real time location systems
Infant protection Asset tracking
as equipment. RTLS are one of the fastest growing
security technologies in Europe and Asia Pacific.
However, the networks can be relatively expensive
to implement, which halts their growth rates.
Smart cards are encrypted and a highly secure
means to hold patient information and medical
records, as well as access rights for medical staff.
For example, a patient data card (PDC) can hold the
patient’s administrative data, in addition to medical
records. This has become increasingly important in
North America with the need for HIPAA-compliant
patient sign-in systems.
A health professional card (HPC), stores the rights
of the individual staff member to access certain
data fields on the patient’s cards. The result:
admissions staff can access administrative data
without compromising confidential patient medical
information. There is some controversy over
using the smart card for patient records, but as
technology and standards continue to evolve this is
expected to neutralize.
Growth projections
The following charts are prepared from data
extracted from Frost and Sullivan’s’ 2008 report,
World Healthcare Security Market. This report was
developed prior to the full impact of the global
economic crisis. Also, within the U.S., healthcare
reform initiatives have caused many hospitals to
postpone capital projects until funding becomes
more certain.
An overall look at the forecast is shown in the
Market Size Forecast chart to the right.
While these projections may be considered
somewhat optimistic, they are helpful in identifying
technology adoption and interests in the three
regions (Asia Pacific, EMEA and North America).
Asia Pacific
Intrusion detection, access control, and video
surveillance are well-adopted in technologically
advanced countries like Singapore and Australia.
Upgrades to new technology, like IP-based video,
and general hospital expansion will also contribute
to growth in that area. Strong demand for RTLS
Market Size Forecast
($ Millions USD)
$50.0
2009 2014 2009 2014 2009 2014
North America EMEA Asia Pacific
Video surveillance Access control Intrusion detection
Real time location systems Infant protection Asset tracking
Revenue Growth Forecast - Asia Pacific

Revenue Growth Forecast - EMEA
Revenue Growth Forecast - EMEA
2008 2009 2010 2011 2012 2013 2014
Revenue Growth Forecast - North America
45.0%
40.0%
35.0%
30.0%
25.0%
20.0%
15.0%
10.0%
5.0%
0.0%
40.0%
35.0%
30.0%
25.0%
20.0%
15.0%
10.0%
5.0%
0.0%
2008 2009 2010 2011 2012 2013 2014
is expected. The market for infant protection is
relatively small, but may grow significantly in certain
countries, depending on local legislative initiatives.
Europe, Middle East, Africa (EMEA)
Asset tracking and RTLS are the fastest growing
security applications in EMEA. And, RTLS is the
strongest security application in Europe today.
Within the Middle East, the demand for RTLS is
more modest owing to moral arguments against
human tracking.
In contrast, the market forecast for infant protection
is relatively small. However, if governments were to
impose legislation to prevent infant abduction, this
market could increase significantly.
North America
In North America, implementation of new security
components is often risk-based or incident-driven.
In addition, compliance with the Health Insurance
Portability and Accountability Act (HIPAA) and
accreditation requirements is a strong driver
for access control growth. The adoption of IP-based
video is also stronger in North America
than in the rest of the world. Demand for RTLS is
expected to maintain a strong pace as healthcare
facilities struggle to reduce theft of expensive
equipment and keep track of patients, particularly in
emergency departments.
Revenue Growth Forecast - North America

Organisations that impact
healthcare security
There are numerous external organisations and
regulatory agencies that impact healthcare. Some
may even directly affect the security program in a
hospital. Many are specific to a geographic area
and we cannot cover all of them in this guide. It is
important for you to investigate and uncover any,
particularly regulatory agencies, that are applicable
in your area. There are several websites listed in
the Healthcare resources section at the end of
this guide that can serve as a starting point for
your research.
Accreditation organisations
Accreditation organisations are covered in detail
in Introduction to the Healthcare Market. Within
the U.S., three accrediting organisations are
also authorized by the Centers for Medicare and
Medicaid Services (CMMS): The Joint Commission
(TJC), Det Norske Veritas (DNV), and Healthcare
Facilities Accreditation Program.
No matter which accreditation organisation a
hospital uses, there will be some impact on
hospital security. TJC addresses hospital security
functions in the section titled, “Management of the
Environment of Care,” containing the functional
areas “Security” and “Safety”.
Security aspects are also impacted by several
other sections and the Security Director will need
to coordinate across many departments to ensure
full compliance.
The DNV’s National Integrated Accreditation for
Healthcare Organizations (NIAHO) standards and
interpretive guidelines include a chapter on the
physical environment of a hospital. Sections of this
chapter are devoted to life safety management,
safety management, security management, and
emergency management.
It is useful to know which accreditation the
hospital follows. Take the time to understand
how accreditation impacts that specific hospital’s
security functions and reporting.
Other influential
organisations
American Society for Industrial Security
(ASIS) International
www.asisonline.org
ASIS is the largest security professional association
and is the publisher of Security Management
magazine. Founded in 1955, ASIS currently has
over 35,000 members. ASIS has developed a
number of guidelines and standards that are used
by security healthcare professionals and also has a
volunteer council for healthcare security.
International Association for Healthcare
Security and Safety (IAHSS)
www.iahss.org
The IAHSS is the only organisation that is solely
dedicated to advancing excellence in healthcare
security and safety worldwide. Formed in 1968,
it has a strong base in the U.S. (local chapters
are in 25 states). There are also a few chapters
in Canada and Australia, although IAHSS has
members located all over the world. Their
membership base is largely comprised of security
professionals working in healthcare or companies
that provide services and products for the
healthcare market.
IAHSS offers an extensive training and credentialing
program for security personnel and managers.
Multiple levels of certification, from basic to advanced,
are offered for healthcare security professionals.
Those who achieve certification are allowed to add
the appropriate credentials after their name.

• CHSO - Certified Healthcare Security Officer
• CAHSO - Certified Advanced Healthcare
Security Officer
• CHSS - Certified Healthcare Security Supervisor
• CHPA - Certified Healthcare Protection
Administrator
In addition to certification, the IAHSS produces
an extensive set on best practices specific to
healthcare security, titled, Healthcare Security:
Basic Industry Guidelines. These guidelines are
available free to members and are recognized
worldwide.
National Centre for Missing and Exploited
Children (NCMEC)
www.missingkids.com
A private, non-profit organisation in the U.S.,
NCMEC specializes in the prevention of abducted,
endangered and exploited children. NCMEC
publishes an extensive guideline for healthcare
professionals on the prevention of infant
abduction.3 Within the U.S., a hospital Security
Director is typically expected to ensure these
guidelines are followed.
National Fire Protection Association (NFPA)
www.nfpa.org
NFPA is an independent, non-profit group that
develops and publishes codes and standards to
reduce the risk of fire. While fire safety tends to
be regulated and monitored by local government,
NFPA’s Life Safety Code 101 is a recognised and
frequently adopted code that directly impacts a
hospital’s security systems and operations.
3http://www.missingkids.com/en_US/publications/NC05.pdf

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