Ponencia Ing - Cesarchilet

Support Canalis Business
0. Introduction
1. The marketing approach
2. The Canalis offer
3. The competition
4. Conclusion
> x
0.
0. Introduction
Introduction 1. The marketing approach 2. The Canalis offer 3. The competition 4. Conclusion

> 0. Introduction
1.1. The Canalis concept
1.2. The marketing strategy and the business model
2.1. The range
2.2. Mounting Canalis
2.3. The associated documentation and tools
3. The competition
4. Conclusion
Schneider Electric – Low voltage – 2011 April << < > x 2

0. Introduction 1. The marketing approach 2. The Canalis offer 3. The competition 4. Conclusion
Introduce the person sitting next to you!

20 min
● Use the following interview guidelines to ask the person next to you
who s/he is:
● First name and last name
● Country
● Experience at Schneider Electric
● Experience of Canalis offer
● Expectations of this training
● Is s/he a Canalis trainer in her/his country?
● Introduce her/him to the other members of the group

Target audience and prerequisites
● Target audience
● Product Manager
● Newcomer in Low Voltage busway business
● Prerequisites
● Electrical engineering rules
● Schneider Electric Low Voltage protection components knowledge
● Basics on IEC 439-1 and 439-2 Standard
● Laptop computer CANBRASS
● We’re a connected team, but on training . . .

● 8:00  late late late late late . . . .
● Last day limit ? (3:30 planed)
● Labtop / phone
Objectives roadmap Introductions / Presentation

PRE-Training Brainstorming to
understand the trainee needs
 
Know the Present the marketing
competition
approach to salespeople

Present the
range
 
To Support Know how to
Argue in favour assemble
Canalis
of Canalis
Business
 Use the
associated
documentation
 Propose a
 and tools
Use the killing solution to a
phrases
customer
POST-Training quiz
Schneider Electric – Low voltage – 2011 April << < > x Course evaluation 5
Program overview (1/2)

Duration : 4 days
Day 1 : Day 2 :
● Introduction
● Present the strategy approach to salespeople ● Present the Canalis
●The Canalis concept range to a customer
●The advantages of Canalis Busbar trunking ● Medium and high
system versus cable (brainstorming) power range
(case-studies)
●The applications
● Visit of the laboratory
●The business model and the marketing strategy
● Workshop
● Present the Canalis range to a customer
KDP,KBA,KBB
●Lighting and low power range (case-studies)
● Workshop KN

Program overview (2/2)
Day 3: Day 4 :
● Argue in a selling situation ● Propose a solution to a customer

●The competition ●Introduction to CanBRASS
●The killing phrases ● Workshop KS, KT
● iBusway + Visit showroom ● Visit of the competition room
● How to use the catalogue (case- ● Conclusion
studies) ●Acquired knowledge
● Use the documentation (intranet and assessment
Internet) ●Course evaluation
● Propose a solution to a customer
R.E.U team

Exercises / Presentation
Exercises : 70 %
● Brainstorming (to share experiences)

● Workshops (to assemble)
● Visits (to see some Canalis solutions
and competitors)
● Case-studies (to use associated Presentation : 30 %
documentation and tools, to select the
right range and the right components ● Animated PowerPoint presentation
in a selling situation)

Exercise #0
30’
● It’s easy to support the Canalis business!

● In your opinion, why is it easy?
● In your opinion, why is it not easy?


0. Introduction
> 1. The marketing approach
> 1.1. The Canalis concept
2.1. The range
3. The competition
4. Conclusion

Exercise #1
30’
● In your opinion, what are the main advantages

of Canalis versus cables?
● Sort them by customer values!

Example
● LTT 1000 kVA (1500 A)

● KTA 16 = 1600 A
● cable =ph. 4x300 mm²
N 4x300 mm²
PE 2x300 mm²
1 1 1 1 P
N 2 3 3 2 N N 2 3 3 2 N P
140 mm
300 mm 27 kg/m
63 kg/m

Illustration of easiness of site erection

Cable solution Canalis solution
● Connections are prepared
in the workshop
● Devices are “plug & play”
on site without specific
competencies

Illustration of reduce implementation

team needs on site
Many workers necessary for Only 2 workers necessary

cable pulling for Canalis erection
Illustration of faster connection time
● Connection on switchboard ● Connection on switchboard needs:

needs:
● Cut the cables ● Insert the elbow
● Curve the cables ● Tighten only 2 bolts
● Crimp the connectors
● Insulate the
connections
● Bolt the cables on the
switchboard busbar


0. Introduction
> 1. The marketing approach
> 1.2. The marketing strategy and the business model
2.1. The range
3. The competition
4. Conclusion


0. Introduction
> 2. The Canalis offer
> 2.1. The range
3. The competition
4. Conclusion

The range
● For each range:
● Run components
● Feed units and end covers
● Fixing system (and cable trays)
● Tap-off units (or/and prefabricated connections and light fittings)

The range
For each range:
● No toxic emission in case of fire :

Halogen free
no presence of PVC’s
(PVC : Reduced visibility, Smoke toxicity)
● Health :
● Steel casing reduces the risk of exposure to electromagnetic fields
 shielding effect
● RoHS Compliant
certificates availables on Planet

Exercise #4.1
30’ + 30’
● Try to find out each range
name of Canalis devices for
lighting displayed on
the poster!
● Try to find out the

components in the
classroom!
● Try to find applications for
the busway and the
business model!
● Present the range

Exercise #4: correction

Canalis lighting concept
Fixing systems
1 3 4 5 6 7 8 Cable duct
Straight lengths
KBA (section 46 x 30); L3 m & 2 m
KBB (section 46 x 46); L3 m & 2 m
Light
fittings KBL
Flexible lengths
Tap-off units
Feed unit

KDP

20 A flexible busbar trunking
● Can be installed
● In false ceilings when lights are
supported by the building
● In false floors as power sockets
● Tap-off centre-distances
● In accordance with building
construction standards
● Prefabricated cords to supply
a number of lights from
a single connector
● Degree of protection
● IP55
● Business model
● Transaction

20 A flexible sections - IP55
● To transport current, feed lighting and power sockets

1 2 3
4 5
1- Flat cable 3 x 2.5 mm2: copper (2-pole)

2- Flat cable 5 x 2.5 mm²: copper (4-pole)
3- Tap-off points at 1.2, 1.35, 1.5, 2.4, 2.7 or 3 m intervals
4- Shutter for tap-off point (IP 55)
5- Mismatch mechanism (tap-off point / connector)

Packaging of flexible sections
● 2 types of packaging:
• On a wheel: 24 m of KDP • 2 end shields can be clipped-on
and clipped-off the reel to facilitate
cable unreeling
• On a reel: 192 m rolled and

continuous
>Click on the icon

to watch the video
Fire resistance
● 1 - Insulating material resistance test to abnormal temperatures : YES
Objective
To check a material will not be suspected as being the origin of a secondary fire
outbreak.
As defined in standards § 8.2.13 IEC 60439-2 and IEC 60695-2-10 and 2-13. Conservation
Method Of circuits
Application of an incandescent wire for 30 seconds on the insulating materials in
contact with live parts. Wall
Result criteria Fire barrier
The specimen is considered to have passed the incandescent wire test if:
if there is no visible flame and no sustained incandescence Flame
the specimen’s flames and incandescence go out within 30 seconds of the Propagation
incandescent wire being removed.
Material resistance
● 2 - Flame propagation resistance test : YES Abnormal temperatures
Objective
To check a busbar trunking will not create secondary fire outbreaks.
As defined in standards § 8.2.14 IEC 60439-2 and IEC 60332 part 3.
Method
Application of a flame for 40 minutes on a straight length of busbar trunking
whose centre is located 2.5 metres from the edge of the burner.
Result criteria
The specimen is considered to have passed the test if:
combustion does not occur
the maximum extent of the burned part (external and internal) of the busbar

Fire resistance
● 3 - Fire barrier test through a partition wall : NO
Objective
To check a busbar trunking will not propagate a fire from one room to another by
crossing a fire barrier wall for 60, 120, 180, or 240 minutes.
As defined in standard EN 1366-3; EN 1363-1; ISO 834; DIN 4102 part 9. Conservation
Method Of circuits
The fire barrier busbar trunking section to be tested is placed in an oven which
executes a standardised temperature-time curve. Wall
there are no flames behind the fire barrier Flame
there is no smoke or gas behind the fire barrier (not requested by the standard; Propagation
can appear as a remark in the test report)
the temperature rise of the casing behind the fire barrier does not exceed 180°C.
Material resistance
● 4 - Conservation of all circuits in fire conditions test : NO Abnormal temperatures
Objective
To check all the busbar trunking’s electrical circuits are preserved in fire conditions.
As defined in standard DIN 4102 part 12.
Method
Its entire length inserted, the busbar trunking is taken as a specimen in an
insulating sheath.
Result criteria
conductor continuity is preserved
there is no short-circuit between conductors.

Fixing to beams or slabs
● Fixing to metal frames
>Click on the icon

to watch the video
● Fixing to concrete slabs

or wooden frames
>Click on the icon

to watch the video

Fixing to cable trays
● Fixing to cable trays or

perforated sheets
>Click on the icon

to watch the video
● Fixing to wire mesh cable

trays

KBA

Rigid busbar trunking bearing light

fittings
● Adapted to the most
common needs
● Fast and easy mounting
● Lighting distribution
● Power socket distribution
● Combined with KBL it is highly
competitive for buildings with
intensive illumination level
as car parks, warehouses...
● IP55
● T option
● bus compatible with DALI standard
international standard for lighting
control
● Business model
● Transaction x
Schneider Electric – Low voltage – 2011 April << < > 69
25 and 40 A straight length section - IP55

>Click on the icons
to watch the videos
● To transport current, to support and feed the light fittings

Cable support for 3 cables ( 5 to 16 mm)
and 2 IRL tubes
Flexible element
40 A - length: 0.5 or 2 m
1- Bearing element (CSA: 46x30);

length: 3 m & 2 m
2- Ribbon cable (2-pole or 4-pole)
3- Tap-off outlet behind shutter
(2 or 3 per section) Empty
4- Electrical junction element
5- Mechanical junction Length: 2 m

Fire resistance KDP

Conservation
Of circuits
Wall
● 1 - Insulating material resistance test to abnormal temperatures : YES Fire barrier
Objective Flame
Propagation
To check a material will not be suspected as being the origin of a secondary fire Material resistance
outbreak. Abnormal temperatures
As defined in standards § 8.2.13 IEC 60439-2 and IEC 60695-2-10 and 2-13.
Method
contact with live parts.
Result criteria
if there is no visible flame and no sustained incandescence
the specimen’s flames and incandescence go out within 30 seconds of the KB
Conservation
● 2 - Flame propagation resistance test : YES Of circuits
Objective
To check a busbar trunking will not create secondary fire outbreaks. Wall
As defined in standards § 8.2.14 IEC 60439-2 and IEC 60332 part 3. Fire barrier
Method
Flame
Result criteria Propagation
combustion does not occur Material resistance
the maximum extent of the burned part (external and internal) of the busbar Abnormal temperatures

Fire resistance KDP

Conservation
Of circuits
● 3 - Fire barrier test through a partition wall : NO Wall
Fire barrier
Objective Flame
To check a busbar trunking will not propagate a fire from one room to another by Propagation
Material resistance
crossing a fire barrier wall for 60, 120, 180, or 240 minutes. Abnormal temperatures
As defined in standard EN 1366-3; EN 1363-1; ISO 834; DIN 4102 part 9.
Method
executes a standardised temperature-time curve.
Result criteria
there are no flames behind the fire barrier
there is no smoke or gas behind the fire barrier (not requested by the standard; KB
the temperature rise of the casing behind the fire barrier does not exceed 180°C. Conservation
● 4 - Conservation of all circuits in fire conditions test : NO
Of circuits
Objective
Wall
As defined in standard DIN 4102 part 12. Fire barrier
Method
Its entire length inserted, the busbar trunking is taken as a specimen in an Flame
insulating sheath. Propagation
Result criteria
The specimen is considered to have passed the test if: Material resistance
conductor continuity is preserved Abnormal temperatures

25 and 40 A feed units / end covers - IP55

 Feed units - left side  Feed units - right side
40 A
40 A
Cable maxi :
ø 19 mm
ø 15 mm
25 A
 End covers  End covers

for feed units for feed units
- left side - right side
>Click on the icon

to watch the video

Fixing and hanging

Fixing the busway Hanging the light fittings
2 7
8
>Click on the icons
to watch the videos
1 3 4 5 6- Universal bracket for the light fittings

7- Open hook
1- Universal bracket for threaded rod (Ø 6mm) 8- Ring
2- Pigtail for small chain
3- Hanger system using threaded rod > Fixings are fitted to the light fittings on the floor
4- Hanger system using steel wire > Quick fixing to the busway
available with and without wire
separated wire catalogue page 98
5- Raised bracket for wall or floor board fixing
Exercise #4: correction

KBB

Very rigid busbar trunking

● Dedicated to installations
● Allowing large fastening
centre-distances
● Heavy or numerous light fittings
● Has 1 or 2 circuits allowing
● Twice the number
of lighting circuits
● Creation of a circuit
for power sockets
● Lighting by zones management 5m
● Combination of lighting
and emergency lighting
● IP55
● T option
● bus compatible with DALI standard
international standard for lighting control
● Business model
● Transaction
25 and 40 A straight length section /

additional element - IP55
● To transport current, to support and feed the light fittings in installations
with large distances between fixing centres and/or heavy or numerous
light fittings
Cable support
for 3 cables (Ø 5 to 16 mm)
and 2 IRL tubes
Flexible element 40 A
length: 0.5 or 1 m
1- Bearing element (CSA 46x46);

length 3m & 2 m (40 A)
2- 1 or 2 Ribbon cable (2-pole or 4-pole)
CSA: 2.5 mm2 (25 A) and 6 mm² (40 A)
3- Tap-off base behind shutter Empty element
(2 or 3 for the single ribbon / 3+2 Length: 2 m
or 2+1 for the double ribbon )
4- Electrical junction
5- Mechanical junction (2 half plates)

Fires resistance KDP

Conservation
Of circuits
● 1 - Insulating material resistance test to abnormal temperatures : YES Wall
Fire barrier
Objective Flame
Propagation
To check a material will not be suspected as being the origin of a secondary fire
Material resistance
Method
Result criteria
the specimen’s flames and incandescence go out within 30 seconds of the KBA-KBB
Conservation
● 2 - Flame propagation resistance test : YES
Of circuits
Objective
Wall
Method Fire barrier
whose centre is located 2.5 metres from the edge of the burner. Flame

Fire resistance KDP

Conservation
Of circuits
Wall
● 3 - Fire barrier test through a partition wall : NO Fire barrier
Flame
Objective Propagation
To check a busbar trunking will not propagate a fire from one room to another by Material resistance
Abnormal temperatures
Method
Result criteria
there is no smoke or gas behind the fire barrier (not requested by the standard;
KBA-KBB
Of circuits
Objective Wall
To check all the busbar trunking’s electrical circuits are preserved in fire conditions. Fire barrier
Method Flame
Its entire length inserted, the busbar trunking is taken as a specimen in an Propagation
insulating sheath.
Result criteria
Material resistance

40 A feed units / end covers - IP55
● 2 feed units for the right or the left side:

● 1 x 4-pole circuit
● 2 x 4-pole circuits
Ø max cable 19 mm
End cover
delivered with
feed unit

Fixing and hanging

Fixing the busway Hanging the light fittings
2 7
1 3 4 5 6- Universal bracket for the light fitting

7- Open hook
1- Universal bracket for threaded rod (Ø 6mm) 8- Ring
2- Pigtail for small chain
3- Hanger system using threaded rod > Fixings are fitted to the light fitting on the floor
4- Hanger system using steel wire > Quick fixing to the busway
available with and without wire
separated wire catalogue page 126
5- Raised bracket for wall or floor board fixing
KBA, KBB 25 and 40A

● For same selling price as galvanized, more aesthetic colour and more
robust product
● Also better performances
KBA KBA 25 3L+N KBA 40 3L+N KBA 25 2X2L KBA 40 2X2L
Rating 35° 27A 42A 2x23A 2x36A
KBB KBB 25 3L+N KBB 40 3L+N KBB 25 2X3L KBB 40 2X3L KBB 25 2X2L KBB 40 2X2L KBB 25 4X2L KBB 40 4X2L
Rating 35° 27A 42A 2x23A 2x38A 2x27A 2x42A 4x20A 4x32A
● Ageing & heating improvement for the whole range

● Reduction of risk of overheating due to thermal runaway
Conform behaviour under the limit of 70°K during 17 day test
● Ageing  from tinned copper to copper
● Limited oxidation  from no grease to silver grease (as KN-KS)
● Heating gain  from galvanized to RAL9003 colour
● Resistance to aggressive environment with Pre-lacquered casing from

summer 2012 (white RAL9003 on hot galvanised steel double face)
● Better behaviour than painted galvanised products due to the fact the paint is
done in the mass

CONNECTORS (KDP, KBA,

KBB)

Tap-off units
● For instantaneous connection of electrical devices to the busway:
● on-load operation
● PE connected before phase and neutral
● load balancing of 3-phase distribution
by phase selection
● locking onto the busway tap-off point
10 A 2-pole connectors 10 A 2-pole connectors, 16 A 2-pole or 4-pole

10 A single-phase
with phase selection direct connection connectors (option T
connectors
compatible with DALI)
for lighting control

10 A connectors for lighting control

To feed and control light fittings in partitioned sites
● Advantages:
● Time saving: 1/2 hour per control point
● Cost: 30% less expensive than a traditional solution
● Safety: cables (0.75 to 2.5 mm2) connected using
spring terminals
● Easy installation and maintenance: mismatch
system, easy-to-read
● Modifiable installation
● Covers all lighting configurations:
● Single control point
● Double control point
● Two-way switching >Click on the icon
to watch the video
● Timer and remote control

Cable-duct
● A fixing accessory offer to:
● hold cables downstream of connectors and tap-off units
● hold circuits such as network cables, VDI, telephone…
● Simple fixing above the busway
Duct 25 mm wide, 3 m length
Duct
jointed on
the duct
support
Duct support
clipped on
the hanger
system
>Click on the icon
to watch the video
LIGTHS AND LIGHT FITTINGS

(KBA, KBB)

A range of light fittings to complete the

KBA offer
● IP20 industrial light fittings:
● 2 x 35 w (T5)
● 2 x 58 w
● 2 x 80 w (T5) with intensive reflector
for high buildings
● IP55 industrial light fittings:
● 2 x 35 w (T5)
● 2 x 58 w
● Quick installation:
● Light fixings are fitted whilst on the floor
● Fitted to busway using brackets
● Supplied, assembled, and cabled, with
phase selection connector, cable and
fixing bracket
>Click on the icons
to watch the videos
Fire resistance KDP

Conservation
Of circuits
Wall
● 1 - Insulating material resistance test to abnormal temperatures : YES Fire barrier
Objective Flame
Propagation
To check a material will not be suspected as being the origin of a secondary fire Material resistance
Method
Result criteria
the specimen’s flames and incandescence go out within 30 seconds of the KBA-KBB
Conservation
Objective
To check a busbar trunking will not create secondary fire outbreaks. Wall
As defined in standards § 8.2.14 IEC 60439-2 and IEC 60332 part 3. Fire barrier
Method
Flame

Fire resistance KDP

Conservation
Of circuits
Wall
● 3 - Fire barrier test through a partition wall : NO Fire barrier
Flame
Objective Propagation
To check a busbar trunking will not propagate a fire from one room to another by Material resistance
Method
Result criteria
KBA-KBB
Of circuits
Objective Wall
To check all the busbar trunking’s electrical circuits are preserved in fire conditions. Fire barrier
Method Flame
Its entire length inserted, the busbar trunking is taken as a specimen in an Propagation
insulating sheath.
Result criteria
Material resistance

KN

Exercise #4.2
15’ + 10’
low-power distribution
displayed on the poster!

components in the
classroom!
the busway and the
business model!
● Present the range.

Exercise #4.2: correction

KN

Straight length sections

● rating :40,63,100,160A
• Shaped galvanized steel,
closed by crimping, lengths: ● Tap-off points with automatic
3 m or 2 m opening/ closing shutter at 1 m
or 0.5 m intervals (on one side
only), and clip-on blanking
plates
● Mechanical and electrical

jointing plate supplied with
every straight length and
flexible section
>Click on the icons
to watch the videos
● T option: DALI transmission

bus up to 100A
Fire resistance KDP

Conservation
KBA-KBB
Conservation
Of circuits Of circuits

Fire barrier
Wall
Fire barrier
Objective Flame Flame
Propagation Propagation
To check a material will not be suspected as being the origin of a secondary fire Material resistance Material resistance
outbreak. Abnormal temperatures Abnormal temperatures
Method
Result criteria KN
if there is no visible flame and no sustained incandescence Conservation
the specimen’s flames and incandescence go out within 30 seconds of the Of circuits
Wall
● 2 - Flame propagation resistance test : YES Fire barrier
Objective
Flame
Method Propagation
whose centre is located 2.5 metres from the edge of the burner. Material resistance
Result criteria Abnormal temperatures
the maximum extent of the burned part (external and internal) of the busbar

Fire resistance KDP

Conservation
KBA-KBB
Conservation
● 3 - Fire barrier test through a partition wall : NO Wall

Fire barrier
Wall
Fire barrier
To check a busbar trunking will not propagate a fire from one room to another by Material resistance Material resistance
crossing a fire barrier wall for 60, 120, 180, or 240 minutes. Abnormal temperatures Abnormal temperatures

Method
Result criteria KN
there are no flames behind the fire barrier Conservation
there is no smoke or gas behind the fire barrier (not requested by the standard; Of circuits
the temperature rise of the casing behind the fire barrier does not exceed 180°C. Wall
Fire barrier
Objective
Flame
As defined in standard DIN 4102 part 12. Propagation
Method
Its entire length inserted, the busbar trunking is taken as a specimen in an Material resistance
insulating sheath. Abnormal temperatures
Result criteria
conductor continuity is preserved

Changing direction
●Flexible elbow sections 40 to 160A
● straight length: 0.355 m
● variable internal and external angles: 80°
to 280°
●Flexible straight section 40 to 160A
● to go around obstacles or to shorten the
length
● straight length: 1 m
Edgewise bending
●Sections flexible in 2 axes up to 100A Ratings: 40/63 A,100 and 160 A
● length: 3 m
● able to bypass obstacles in all directions
●T option:
● DALI transmission bus) up to 100A

Feed units and end covers

● Feed connectors fitted with
terminals for 16 mm² copper cables
● Central feed units (40/63 A, 100
and 160 A) and left or right feed
units (100 and 160 A)
● End feed unit supplied with 1 end
cover, central feed unit supplied
with 2 end covers
● Fitted with terminals for 16 mm²
copper cables (63 A), terminal pads
for 35 mm² lugs (100 A) and 95
mm² lugs (160 A)
● Multi-diameter knock-outs for fitting
compression glands (not supplied)
T option(transmission bus) up to
100A
>Click on the icon
to watch the video
Tap-offs: connectors
●Single-phase with phase selection

● fitted with a Schneider Electric16 A
Acti9 circuit-breaker (supplied)
● with 16 A fuse holder (NF, BS)
●Three-phase
●for 32 A modular devices (not
supplied)
●5-module (18 mm) capacity
●available with lead sealable cover
●for NF (20/25 A), BS (20 A), DIN
(16 A) fuses
Tap-offs: connectors and tap-off units

• Used to instantly connect loads or sub-distribution
lines
• live fitting and operation, off-load
• IP55 by construction
• modular circuit-breaker or fuse protection, 16 to 63
A
• Connector for surge arresterQuick PF10; 10 KA max
discharge current
• Tap-off unit for for surge arrester Quick PDR40r; 40 KA
max discharge current
• Material : plastic, colour: RAL 9001
• Disconnection
• by unplugging for connectors
• by opening the door for tap-off units, off-
load(disconnector)
• Partial compatibility between tap-off units and first,
last position on straight length(contact us)
Clips for
• Toption (bus) for disconnector locking on
• Safety busway
• IPxxB, (door opened) means no access to live parts
with the finger
● self-extinguishing and Halogen free material
• plug-on/plug-off safety mechanisms <<
Schneider Electric – Low voltage – 2011 April < > x 102
Fixing accessories: brackets

● Universal bracket
● suspension by threaded rod, hanger,
internal beam, wall…
● edgewise or flat busway
● maximum distance between brackets: 3 m
edgewise, 1.5 m flat
● Adjustable suspension
● suspension by threaded rod, and quick
adjustment system
● bracket supplied pre-mounted on
suspension
● edgewise busway, max distance between
brackets: 3 m
● Wall bracket
● partition wall and edgewise busway
● simple clips-on, max distance between
brackets: 2 m
● Pendard kit (L = 1 m)
● 100 mm arm delivered
WARM-UP DAY #2
30’
●In your opinion, what are

the 3 key points about
what you have learned
during the first day of this
training?
Exercise #4.3
15’ + 10’
High-power
distribution displayed on the
poster!

components in the
classroom!
the busway and the
business model!
● Present the range.
KS
Straight length sections

● Shaped and ribbed case in galvanized
steel
● excellent rigidity: resistant to bending and twisting
54 mm 146 mm
● 2 widths to simplify design
● Lengths for all ratings
● standard lengths: 5 and 3 m
● additional lengths: 1.5 and 2 m
● made-to-measure lengths with or without fire
barriers
100, 160, 250 & 400 A
● Jointing plates
● mechanical and electrical connection
113 mm 146 mm ● supplied with every straight length section
● Tap-off points
● shutter with automatic opening/closing and a
blanking plate
● on both sides at 1 m intervals, staggered
● Adaptation between former and new:
500, 630, 800 & 1000 A
● straight length : adapter
● New feed unit on former straight length: contact us
Principle of the mechanical and electrical

jointing plates Jointing plate 100 & 250 A
● The electrical connection is made using a block fitted

with elastic silver-plated copper contacts.
● Automatic and simultaneous connection of all live conductors,
as well as connection of the protective conductor and its link
to the case Jointing plate 400 A
● This connection also absorbs the difference in expansion

between the conductor and the case
Expansion absorbed Bars
at jointing plate blocked
Bars Jointing plate 500 to 1000 A

blocked
>Click on the icons

to watch the videos
Fire resistance KDP

Conservation
KBA-KBB
Conservation

Fire barrier
Wall
Fire barrier
outbreak. Abnormal temperatures Abnormal temperatures
Method KN
Application of an incandescent wire for 30 seconds on the insulating materials in Conservation
Of circuits
Flame
The specimen is considered to have passed the incandescent wire test if: Propagation
if there is no visible flame and no sustained incandescence Material resistance
the specimen’s flames and incandescence go out within 30 seconds of the Abnormal temperatures
● 2 - Flame propagation resistance test : YES KS

Objective
To check a busbar trunking will not create secondary fire outbreaks. Conservation
As defined in standards § 8.2.14 IEC 60439-2 and IEC 60332 part 3. Of circuits
Method
Application of a flame for 40 minutes on a straight length of busbar trunking Wall
Fire barrier
Result criteria
Flame
the maximum extent of the burned part (external and internal) of the busbar Propagation
Material resistance
Fire resistance KDP

Conservation
KBA-KBB
Conservation
● 3 - Fire barrier test through a partition wall : YES Wall

Fire barrier
Wall
Fire barrier
To check a busbar trunking will not propagate a fire from one room to another by Material resistance Material resistance
crossing a fire barrier wall for 60, 120, 180, or 240 minutes. Abnormal temperatures Abnormal temperatures

Method KN
The fire barrier busbar trunking section to be tested is placed in an oven which Conservation
Of circuits
executes a standardised temperature-time curve. Wall
Flame
The specimen is considered to have passed the test if: Propagation
there are no flames behind the fire barrier Material resistance
the temperature rise of the casing behind the fire barrier does not exceed 180°C.
KS
Objective Conservation
To check all the busbar trunking’s electrical circuits are preserved in fire conditions. Of circuits
Method Wall
Its entire length inserted, the busbar trunking is taken as a specimen in an
Fire barrier
insulating sheath.
Result criteria
Flame
conductor continuity is preserved Propagation
Material resistance
Feed units
● Feed connectors
● 100 A only
● Feed units
● end feed units:
●100/250 A, 400 A: left or right fitting
●500 to 1000 A: left and right versions
available
● central feed units: all ratings
● End cover supplied with the feed unit
● End connector
● fitted with splayed bars and a mounting
plate
● allows direct connection to a
switchboard
>Click on the icons
to watch the videos
Protected end feed unit
●From 250 to 1000 A

●Protection by Compact
●NSX 250A  630A
●NS 800A – 1000A
! The breaker is not
supplied with the end
feed unit
Plastic connectors and tap-off units

colour: RAL 9001 ● For M9 and A9 type modular switchgear
● 32 to 100 A
● capacity: 8 or 12 modules
● lead-sealable transparent window
● With fuse holders
● 16 to 100 A
● Connector with surge arrester quick PF10
Disconnection system
10 KA Max discharge current (catalogue p.218)
● Tap-off unit with surge arrester Quick PDR40r
40 KA max discharge current (catalogue p.218)
● Protection of personnel and equipment
● disconnection by
●opening tap-off unit door (off-load)
●unplugging for connector <= 32A
● IPXXB (door opened) means no access to live
•Homogeneous shape parts with the finger
and colour for the ● plugging-on/plugging-off not possible with door
whole range closed
•Large internal volume ● door cannot be closed if the tap-off unit is not
makes connection locked to the busway
easy ● self-extinguishing and Halogen free material
>Click on the icon
x to watch the video
Schneider Electric – Low voltage – 2011 April << < > 114
Steel tap-off units (1/2)

● 160 to 400 A
● Homogeneous: colour, shape, fixing
and plug-in systems, convenient door
opening
● Simple fixing to busway via hooks:
● the tap-off unit is hung on the busway;
its weight is no longer supported
by the electrician
● Protection of personnel and
equipment
● disconnection by opening tap-off unit
door (off-load)
● no access to live parts
● plugging-on/plugging-off not possible
with door closed
● door cannot be closed if the tap-off
unit is not locked to the busway
● no dangerous zones (sharp edges…)
● Tap-off units for Compact NSX100

to 400 A, fixed front connection Steel tap-off units (2/2)
● rotary handle or motor mechanism
● pre-fitted mounting plate
● Tap-off units for NG 125/160 A
● Modular rail pre-fitted
● Tap-off unit for Fupact INFB(D) 250 A, 400 A
● Tap-off units with isolators for blade fuses:
● 160 to 400 A
Disconnector tap-off unit for modular units
M9, A9: 24 x18mm units, 48 x 9mm
● Access
● door handle
● 120° door opening and unhingeable
● double thickness door for rigidity
● Gland plates 25 mm hole centres
● Carrying handles: top and jaw side
• Partial compatibility between tap-off units and first, last
position on straight length(contact us)
● Door locking:
● screw fixing for circuit-breaker units >Click on the icon
to watch the video
● 1/4 turn for fuse units
Changing direction and specific sections
● Elbow sections Fire barrier

section
● Edgewise (left or right hand bend)
● flat (1 for going up, 1 for going down) Edgewise elbow
sections
● Edgewise "T" sections
● Made-to-measure straight length
sections Edgewise
"T" sections
● length: 500 to 1995 mm Made-to-
● sections without tap-off points measure
straight
● Fire barrier section lengths
● fire withstand: 2 h (E120)
as defined in ISO 834 Flat elbow
sections
● length: 900 to 2190 mm
● sections without tap-off points Upon request, sections can be manufactured
with made-to-measure lengths, multiple elbows
>Click on the icon and integrated fire barriers.
to watch the video
KS riser KSBxxxZV1 bottom

Maximum height: 70 m  Up to 150m:
floor supports
KSBxxxZV3 on
each floor
(none KSBxxxZV1)
• Fire barrier for each floor available
! When installing: Neutral right !
>Click on the icon

to watch the video
N1 N2 N3 N
Specific elements
(catalogue KS 100-1000A)
Tap off unit with Tap off unit Made to measure

Isolator or fuses For 1 compact NSX elbows with fire-barrier
+ modular devices (Z also exists)
2x25 modules
KT
Exercise #4.4
20’ + 15’
high-power distribution
displayed on the poster!

components in the
classroom!
the busway and the
business model!
KTA
Canalis KT busbar trunking
● 800 A to 5000 A
● Aluminium (KTA) or copper (KTC)
● IP55
● Business model: consultation
For all markets

● Automotive industry, industrial plants …
● Office buildings, hospitals …
● Shopping centers, airports, exhibition centers …
● Data centers …
● Petrochemical plants …
● Shipyards …
● Nuclear …
Seismic resistance
● Canalis KT is seismic validated in accordance with :

● the protocol described in IEC 60980
● seismic level equivalent to >7 on the Richter scale
severity 9 on the international MSK- 64 scale.
● The spectrum used for testing is the one specified for civil engineering and nuclear
applications in GOST 17516.1-90.
Indoor application
• In standard : indoor application
• Outdoor application :
Use of extra aluminium roof
+ derating factor
Fire resistance KDP

Conservation
KBA-KBB
Conservation
Wall Wall
● 1 - Insulating material resistance test to abnormal temperatures : YES Fire barrier Fire barrier
Objective Flame
Propagation
Flame
Propagation
Abnormal temperatures Abnormal temperatures
outbreak.
Method KN
Application of an incandescent wire for 30 seconds on the insulating materials in Conservation
Of circuits
Fire barrier
Result criteria
Flame
The specimen is considered to have passed the incandescent wire test if: Propagation
if there is no visible flame and no sustained incandescence Material resistance
the specimen’s flames and incandescence go out within 30 seconds of the
incandescent wire being removed. KS
Conservation
Wall
Objective Fire barrier
To check a busbar trunking will not create secondary fire outbreaks. Flame
Propagation
As defined in standards § 8.2.14 IEC 60439-2 and IEC 60332 part 3. Material resistance
Method Abnormal temperatures

whose centre is located 2.5 metres from the edge of the burner. KT
Result criteria Conservation
The specimen is considered to have passed the test if: Of circuits
combustion does not occur Wall
the maximum extent of the burned part (external and internal) of the busbar Fire barrier
Flame
Propagation
Material resistance
Fire resistance
● 3 - Fire barrier test through a partition wall : YES
KDP KBA-KBB
Conservation Conservation
Objective Of circuits Of circuits
To check a busbar trunking will not propagate a fire from one room to another by Wall Wall
Fire barrier Fire barrier
crossing a fire barrier wall for 60, 120, 180, or 240 minutes. Flame Flame
As defined in standard EN 1366-3; EN 1363-1; ISO 834; DIN 4102 part 9. Propagation Propagation
Material resistance Material resistance
Method Abnormal temperatures Abnormal temperatures
executes a standardised temperature-time curve. KN
Result criteria Conservation
The specimen is considered to have passed the test if: Of circuits
Wall
there are no flames behind the fire barrier Fire barrier
there is no smoke or gas behind the fire barrier (not requested by the standard; Flame
Propagation
can appear as a remark in the test report) Material resistance
the temperature rise of the casing behind the fire barrier does not exceed 180°C. Abnormal temperatures
● 4 - Conservation of all circuits in fire conditions test : YES KS

Conservation
Objective Of circuits
To check all the busbar trunking’s electrical circuits are preserved in fire conditions. Wall
Fire barrier
As defined in standard DIN 4102 part 12. Flame
Method Propagation
Material resistance
Its entire length inserted, the busbar trunking is taken as a specimen in an Abnormal temperatures
insulating sheath.
Result criteria KT
The specimen is considered to have passed the test if: Conservation
conductor continuity is preserved Of circuits
there is no short-circuit between conductors. Wall
Fire barrier
Derating factor to apply in accordance with respective dimensions Flame
of busway and casing: Propagation
! Specific calculation for each case (ie: k=0,52 for smallest extra boxes) Material resistance
Run components (1/2)
● ET straight lengths for feeding

current:
● Fixed length 2 m and 4 m
● Made-to-measure from 0.5 m to 3 m
Type ED
● ED straight lengths for horizontal and Type ET

vertical distribution for Canalis KS
plug-in tap-off units:
● Fixed lengths 2 m and 4 m (3 tap-off
points on one side)
● Supplied with blanking plates
Run components (2/2)
● EB straight lengths for horizontal and

vertical distribution for bolt-on tap-off
units:
● Fixed lengths 4 m (2 tap-off points) or
2 m (1 tap-off point)
● EH straight lengths for horizontal and

vertical distribution for KH plug-in tap-
off units:
● Fixed lengths 4 m (3 tap-off points) or
2 m (3 tap-off points)
Junction block principle
● Supplied with the run components

and the components for changing
direction
● Single junction block (1 to 2 bolts per
bar) provides continuity for all
conductors
● The bolt is made up of a screw and a
double headed nut, the external head
of which breaks when the tightening Indication of the correct
torque is reached. A second head is tightening torque
available for disassembly or

maintenance operations (torque
6 daNm = 60 Nm)
● When the run has a feed unit at both
ends, an additional junction block
must be ordered
To simplify connections: phases, neutral transposition unit,

reducer unit
• Reducer : Increase the performances

and adapt ratings : decrease voltage drop,
optimize rating
• Phase, neutral transposition
- Make the design and installation easier
- Reduce measurement and simplify the logistics
- Adapt products to applications to avoid special
parts
MV - LV
substations
Components for changing direction
● Simple elbows:
Edgewise elbow
● flat
Flat elbow
● edgewise
● lengths fixed or made-to-measure
● made to measure angle
● Zed units:
● with 3 or 4 limbs
● flat or edgewise
● edgewise/flat
● lengths made-to-measure
● Edgewise tees: Edgewise/flat
zed unit
Edgewise
tee
● lengths fixed
To increase the implantation possibilities:

elbows & zeds
• Increase the performances Example to KTA 3200 A
and adapt ratings
500 x 500  400 x 400
• Make the design and
installation easier
• Reduce measurement and 500 x 510 x 500  400 x 90 x 400
simplify the logistics
• Adapt products to
300 x 220 x 300  300 x 130 x 300
applications to avoid special
parts
Connection to Prisma Plus, Okken and

Trihal by Canalis interface
● Schneider Package: economy of time,
simplicity
Easiness for adaptation to
Trihal
- transformer phase order
- switchboard neutral position
● Dry transformer Trihal + Canalis KT +
switchboard Prisma Plus or Okken equipped
with a protection device (Compact NS or
Masterpact NT or NW type)
● Transformer and switchboard delivered with
specific junction block allowing the direct
connection with the Canalis KT busway
● The electrical connection between the
Canalis KT & the Trihal transformer or the
Prisma Plus or Okken switchboard, is
realized as simply as the junction between
2 KT run elements Prisma Okken
Plus
Universal connection to switchboards or

tranformers
● Flange feed units for switchboards and oil-
filled transformers:
● Straight or elbow ends
● Copper or aluminium
● Direct connection or via flexible bars, braids,
or cables
● Universal connection to dry-type
transformers:
● For dry-type transformers with neutral
between phases
● Joined to trunking at the ends or in the middle
● Edgewise or flat mounting
● Connection with the switchboard via flexible
bars, braids, or cables
● Protective cover flexible or rigid
Connection components and feed units

● Connection via bars:
● Flange feed unit, straight or angled
● Only in copper
● Fixing plate + spread bars either along the
trunking axis, or at right angles
● Protective cover flexible or rigid
● Copper flexible connection bars 100x5 mm
isolated or tripped and drilled at one end :
- Connector plate with S central shape
1. thermal expansion absorber,
2. vibration absorber
Warning for Trihal transformer:
- direct compatibility with 1600KVA transformer
- necessary made to measure adapters
6301250KVA and 2000, 2500 KVA to adapt
connectors plates holes distances(not supplied)
● Braids in copper, isolated and drilled at both
ends  possible to absorb vibration but with a not
stressed installation / small S central shape In distribution, don’t forget
● Spacer plates with bolts, washers and snap-off the end cover
head nuts
Fire-barrier kit
● To comply with fire barrier

test through a partition wall
● KTA  Length 650 mm
● KTC length:
650 mm / 1000-1600A
750 mm / 2000-3200A
950 mm / 4000-5000A
● Filler material not supplied
KH/KT connection elements
●Rating 1000 to 5000 A

! Equipotential link : contact us
Extension of a Canalis KH line with

Canalis KT
With 1 connection element
with 2 connection-elements
and 1 T-elements
Fixing supports
● For horizontal mounting:
● Steel bracket+2 M10 rods (2 m)
●maximum distance
edgewise = 3 m Flat = 2 m
● Hook used to secure the trunking and
allow movement due to thermal
expansion
● For vertical mounting:
● The height can be adjusted to correct
positioning errors
● The spring can be adjusted to ensure
the load is distributed at each level
- rear support up to 1600A,
- lateral support up to 5000A
(Depth adjustable)
● The constraints of the building
(expansion, vibration…) are not
transferred to the trunking
KS plug-in tap-off units mounted on KT
● KS tap-off units for circuit-breakers

NSX 100 to 400 A
● KS tap-off units for fuses 25 to 400 A
● Increase the performances and adapt
ratings
● Make the design and installation easier
● Reduce measurement and simplify the
logistics
● Adapt products to applications to avoid
special parts
Industrial applications -
automotive - manufacturing
KH plug-in tap-off units
●KH tap-of units for circuit-breakers

● 250 or 630 A for compact NSX
●KH tap-off units for fuses

● 100 to 1000 A
Bolted tap-off unit for circuit-breakers

1250 A
● Compact NSX 400 A, 630 A (IP54) NSX630: k=0.94
● Compact NS 800 A, 1000A (IP54) NS1000: k=0.93
● Compact NS 1250 A (IP31)
Bolted tap-off units with switch-

disconnectors for DIN fuses
630 and 1000 A
● Interpact
● IP31
● Derating factor k = 0,8
To organise networks: coupling isolator

and/or protection unit (IP55)
● KT 1000 to 1600 A
● Increase the performances and adapt
System supplied with switch-disconnector
ratings
or circuit-breaker Compact NS
● Make the design and installation
● KT 2000 and 2500 A
easier
System supplied with switch-disconnector
Interpact INV ● Reduce measurement and simplify
the logistics
● Adapt products to applications to
avoid special parts
Loop power supply

With 2 transformers/generator
● KT 3200 A Continuity of service, rating
System supplied with switch-disconnector optimized
Masterpact NW
● only in vertical position Industrial applications - automotive -
manufacturing
Contact quality, an original concept
● Aluminium conductors (KTA): ● Junction block:

● Contact faces made of ● Silver-plated copper contacts (KTA /
aluminium/copper laminated strips KTC)
● Copper conductors (KTC): ● Plug-in tap-off:
● Contact is made directly on the bare ● Silver / silver contacts
copper. ● Bolted tap-off:
● Copper / copper contacts
Plug-in tap-off units contacts
● The KS plug-in tap-off units are

connected to the energized
busbar trunking without load via
spring jaw connections
● Contact zone coating:
● Silver-plated copper at jaw
contact points
● Aluminium / silver-plated copper
bimetallic saddle welded to the
live conductors
The benefits
● Speed and simplicity of installation

● Monobloc joint for standard tool with automatic tightening torque bolt
● No Fire barrier by design: because we must install extra Promat box around
the busway
● Fixing centers: 3 m (edgewise only)
● Transformer and switchboard equipped with KT junction blocks
● IP 55 and sprinkler resistance tested to be installed in all types of buildings
● Continuity of operation
● KS tap-off units for circuit breakers or with fuse isolators, inserted and
removed with trunking live (range common to KS)
● Reduced maintenance
Exercise #4.5
5’
● Why KTA and KTC ?
KTC
KTC compared to KTA
● Copper instead of Aluminium

● Why copper could be preferred?
● Compact design(lower dimensions for same rating :
ex : optimize size inside Promat casing for continuity of service
requirement)
● Higher current rate : up to 5000A
● Culture (country/customer)
Synthesis Lighting / Power Distribution
Synthesis > Lighting
Synthesis > Power distribution
DALI Introduction
DALI for lighting management in brief

● Energy saving
● Share of expense lighting.
- Industry = 10 à 15 % Up to 40% savings
- Tertiary = 25 à 50 %
DALI
● Is not a product but a protocol dedicated purely for lighting control
● Allows individual control and monitoring of lighting systems
● Provides precise dimming
● Promises flexibility in design and ease of installation
Easy to install and maintain

- Maximization of lean-time installation.
- Plug & Play
- Intervention undervoltage.
- Installation monitoring (defective ballast)
- Security (no inversion of polarity, IP55, Sprinklerproof)
DALI Architecture Exemple

Decentralized (wiring device) architecture
Actuators and switches out of SB Canalis KB/KN
T option = dashed green line
A A
P C
Switchboard
P Protection C Control unit Power cable

Load (ex: light,
A Actuator motor etc…) Control cable
(ballasts)
Exemple / products
( 2 or 3 wires)
Category Product Réference

CANALIS Canalis feed unit KBB40ABD44TW
tips
Canalis Distribution element KBA/KBB + T option KBB40ED44305TW
16 A Connection + Bus extension accessory KBC16DCB21
KBC16ZT1
Universal fixation KBB40ZFU
MTN550619
Light Ballast from Phillips, Osram or other DALI maker
KNX Presence detection with automatic light regulation MTN630919
MTN550619
Bridge DALI / KNX MTN680191
pushbutton ALB45151 Ecran tactile Télécommande
KNX feed unit MTN684064
INTEGRATION OF CONTROL COMMAND IN CANALIS
CANALIS IBusway
CANALIS : Products for Electrical distribution Solutions to integrate control inside power
architecture for control command applications
- Low power: KDP, KBA, KBB, KBX
through the main growing field protocols
- Medium power: KN, KS
- High power: KT
With a T option for:

 KBA/KBB: 1 twisted pair
3 main applications:
 KN: 3 wires (100A Max)
Lighting control HVAC
Power monitoring
Exercise #5
20’ + 15’
● Laboratory visit.
● Part 1: Try to find out the different ranges, components, and fixing systems
● Part 2: Tests and standards

0. Introduction
2.1. The range
> 2.2. Mounting Canalis
3. The competition
4. Conclusion
Exercise #6.1
90’
● Workshop KDP: 1 group
Installation under cable tray 1KDP(3ph,n) -1KDP(3ph/n) +1 luminair + 2 tap-off unit
connected on ph1 , ph2
● Prepare the assembly
● Mount
● Then show and explain key points (Safety, Quality,...)
● Dismantle
● Compare the two technologies
● Workshop KBA + KBB: 2 groups (one for KBA, one for KBB)
1run KBA+1 runKBB +feed units (KBB central) +1 lumair(KBA), 1 luminair to be
mounted(KBB) +2 tap-off unit on each run (ph1/n, ph2/n)
● Mount
● Dismantle
Groupe 1 :poteaux bleus :

1 : alim centrale + 2 x KBB (2+4) 2m+2m new B + connecteurs KBC10 phase 2,3
ensuite mise en place élément flexible en bout pour connecter sur ligne KBB
suspendue
2 : alim bout + 2+2m new B KBA + connecteurs KBC10 phase 1 et 2
Groupe 2 : ligne suspendue:
Montage au préalable des supports sur tiges filetées
1 ligne KBB 3m old W+2m new w+ éclairage IP55(dédié KBA=> remplacer
support KBA par KBB)) + éclairage IP20 (carton)+ alim bout
1 ligne KBA 3m old w +2m new w +2 éclairages IP20(compatible direct KBA) +
alim bout
Montage KBC10 avec selection phase
Groupe 3 : sur chemin de cables suspendu :
Montage 2 lignes KDP bout à bout via bloc alim sur chemin câbles
+ supportage 1 luminaire réflecteur IP20+ montage KBC10 avec sélection de
phase
Exercise #6.2
60’
● Workshop KN: 2 groups
Connexion former KN-newKN, new KN – new KN with former and new tap-off units
● Mount
● Dismantle
Groupe 1 : sur poteaux bleus

1 ligne KN 2m+2m 160A new/new, montage flexible plat + alim 160A
bout, alim centrale 160A
Groupe 2 : ligne suspendue
1 ligne KN 3m+2m 100A new/new et new old + flexible rond et plat 100A
+ alim bout 100A
Montage coffrets new et old sur ligne new et old, croisement pour vérif
compatibilité
WARM-UP DAY #3
30’
●Ask the group two questions about what seemed

complicate or about what you have not understood

0. Introduction
2.1. The range
> 2.3. The associated documentation and tools
3. The competition
4. Conclusion
Exercise #7
30’
● Try to explain how to use the two catalogues to support Canalis

business:
● The main parts of the catalogue (why and when should you use it)?
● How to use each part of the catalogue?
● Think about real situations:

● Face to face with a customer:
●To present Canalis offer (concept, advantages, benefits...)
● To design a solution
●To find out references, specifications, characteristics...
● To tender
●To find out references, to quote, to install, customers references...
4 catalogues
● Canalis KDP,KBA,KBB- KN – KS (standard elements) : 20 to 1000 A
● Canalis KS 100-1000 A (specific elements)
● Canalis KTA: 800 to 4000 A
● Canalis KTC: 1000 to 5000 A
The introduction
● Use the introduction of the catalogue to:

● Explain the concept
● Show the benefits
● Find applications similar to those of the customers
● Show how Canalis is already used in the customers’ environments
● Show that Canalis is a part of a global offer from Schneider Electric
The range
●To make a quotation

●To propose a solution
● ...and to show how it is
easy:
● to study
● to install
The design guide
●To discuss with specialist

●To answer technical
questions
●To promote CanBRASS
The technical specifications

questions
The installation guide
●To discuss with

specialist
questions
●To tender
Maintenance and recommandations for

special applications

questions
Catalogues comparisons
Exercise #8
30’
● Here is an example of application for Canalis: ( Car workshop)

● KS:
●1 x 30 m wall mounted
●Feeds KN and KBA lines
●3 vehicle lifts (32A each)+ 1 compressor (32A)
+ 1 balancing machine (32A)
● KBA:
●2 x 18 m lighting lines
●Each line: 6 x (2x58W KBL Light IP20)
● KN:
●1x15 m for 10 power sockets (16A) for
>Click on the link to open the
hand-held tools (wall mounted) statement and the correction
● Try to find out the references of the components inside the

catalogue!
Exercise #10
10’
● What can you find on Pl@net?
● What can your customers find on .com?
● What can your customers find on your country site?
Pl@net
....................................... PL@net portal
Canalis KDP
Canalis KBB
The Schneider Electric corporate site
Home > Products and Services > Electrical Distribution > Busway & Cable Management > Busway
Exercise #11
30’
● Try to find:
● Leaflets
● Catalogues
● Certificates
● User guides
● Present your own country’s web site and how to find information about
Canalis
Where to find architecture examples?

Inside application
Inside catalogues datasheets
A complete set of tools

Technical doc
Certificate Exploitation
End user Promoleaflet
PEP
Catalogue
guide
Userguide
Technical doc Catalogue

Contractor Catalogue canBRASS
Promoleaflet
Design Press release
Conformity
Catalogue canBRASS
institute certificate
Solution guide
Conformity Technical Catalogue

Promoleaflet
certificate doc/DVD Solution guide Exploitation
Partner Press release
PEP Catalogue Quotation guide
Solution guide
Test report Design software software
Technical
specification
Training plan Specification Catalogue
Sales force Marketing guide Solution guide
REU/HD3 presentation Specification CanBRASS
for tender
Training Promote Prescribe Design Quote Install Service and

maintain
WARM-UP DAY #4
30’
●Ask the group two questions about what seemed

complicate or about what you have not understood
CANBRASS
Introduction
● During a work session with the quick quotation tool (linear meter
quotation) of CanBRASS, you will be able to create and to modify a
Canalis run
● The price of this run will be estimated by functions:
● Price of transport
● Distribution of parts…
Presentation of the software: description

of the working space
● How to:
● open CanBRASS
● start
● personalize a project
● configure a project with commercial data
● work with the software
● use the printing system
● save a quotation
● update the pricelist
How to open CanBrass
How to start
● The working space of the linear quotation tool is made up
of 3 frames:
The navigation tabs

The tree 
The working
space
How to personalize the project
● EasyCan
enables to
customise some
options of the
application
How to configure a project with

commercial data
 Click on tab “data”

Select “Project”
in the tree
How to work with the software
 Click on tab “Quote the run”

Select “New run”  Define the
characteristics of
busway

● Define the characteristics of the run

● Display the quotation of the run

● Display the quotation with a KT run
How to use the printing system of

EasyCan
●It's only possible to print:

● "A Quotation of a run"
● "Quotation of all runs of a range"
● "Quotation of every run of a project"
How to use the printing system
●Choose an Excel
printing model
proposed by the
software
How to save a quotation

● Choose "Export to Excel" in "Printing" menu
● Work as "to print a quotation"
How to update the pricelist
Exercice #12 (1/4)

60’
● CanBRASS demonstration:
● Linear meter quotation tool
● References quotation tool
● Graphic quotation tool
● Case studies
● With previous case studies
● Other cases
Exercice #12 (2/4)
● KBA:
● Lenght of the busway: 11 m
● Rating current: 25 A
● Left end feed unit of 25 A
● Number of conductors: 2
● Number of light fittings: 5
● Connectors used: KBC 10 with fixed polarity
● Luminars are directly suspended under the KBA busway
Exercice #12 (3/4)
● KN40:
● Length of the busway: 12 m
● Rating current: 40 A
● End feed unit of 40 A
● 2 x 16 A NF Fuse tap offs (L+N+PE)
● 1x 32 A modular 3L+N+PE tap-off (tap-off for 5 modules)
● Wall fixing method every 2 m
Exercice #12 (4/4)
● KSA250
● Length of the run: 13 m
● Rating current of the busway: 250 A
● End feed unit of 250 A
● 2 x modular tap offs 3P+N+PE of 32 A
● 1 x modular tap 3P+N+PE of 63 A
KS – KT assembly
Exercise #6.3
45’
● KS (new range): 1 group
Connexion new range-new range KSA400 + former and new tap-off unit + feed unit
● Mount
● Dismantle
● Workshop KS (previous range / new range): 1 group

Connexion former- new KSA250 , former –new KS400 + new and former tap-off units
● Mount
● Dismantle
Groupe 1 : poteaux bleus

Connection 1 ligne 400A new, new 3m+2m + alim KSA400 ? + coffrets
KS new et old
Adaptation KS250 new(1,5m) /old(3m) avec KSA250FA4 « au sol »
limitation pour feed unit
Groupe 2 : tréteaux :
Connection 1 ligne 1000 A new/new (1,5m +2m ou 2m+2m) + coffrets
new et old
Adaptation KSA400 new (2m)/old(3m) avec KSA400FA4 au sol
limitation pour feed unit
Exercise #6.4
45’
● Workshop KT: 1 group
Connexion KT2000 bolted and distribution : KT bolted , KS plug in tap-off units
● How to mount a KT solution
Exercise #13
30’
● A solution based on Canalis : iBusway!

● Visit of the showroom!

0. Introduction
2.1. The range
> 3. The competition
4. Conclusion
Exercise #14
10’
● Do you know the competitors?

● Do you know their products?
SWOT analysis of Busways

• Very good image (experience, quality of the technology, …)
• Complete new Power offer with the best performance of the market
Strengths
• Key differentiating component for solutions requiring flexibility or small
spaces (Datacenters, Marine, Windpower, …)
• Difficulties creating interest in the countries with lighting

busways for business premises because:
Weaknesses - lighting is a different world
- has low synergy with the devices (low, medium, and high power)
• Difficult to maintain the competences in the country (projects)
• Big potential market against cables and in international countries

Opportunities • Energy efficient buildings  boost the circuit breaker solution with
communication
• In bad economic situation, reuse of traditional solutions

Threats • Zucchini with Legrand more aggressive on the « fragmented » market
• Launching of a new lighting offer by Siemens
Competitor Segmentation
Traditional solution Specialists Generalists
competitors
Busway specialists
Cable constructors (EAE, Naxso, Pogliano…)
(Nexans, Leoni …) Lighting constructors
Who? Cable trays (Phillips…) Busway + Devices
(Legrand, Siemens…)
Connection boxes Pre-fabricated
(Legrand, Sarel …) (Wieland, Wago…)
Canalis Flexibility Complete offer

Competitive Evolution (ultra terminals; Technology, quality
Advantage
Safety protections; (contacts), support
versus its (Team, CanBrass)
competitors Standards tested devices)
Busways 2007 – PAM -TAM
Potential market
Potential Busway market
SE Busways Busways =S= Turnover
3300 M
300 M Euros 1625 M Euros
Euros
Traditional solutions, (cable trays / cable with tube / cable only) + connection box,
remains our main competitors!
Potential market = Busway market today x2!
Traditional solution is today the most used solution:

huge opportunities for Busways
Canalis: Main arguments against

traditional solutions
● Tested solutions according to IEC 60439-2
And advantages of Canalis concept
Canalis: Main arguments against

specialists
● Tested solutions according to IEC 60439-2 with real devices
● And who knows the Schneider devices better than Schneider itself!
Comparison points against the generalists:

Quality and support
● High technology development:
● Quality of contacts, Field Test, Anticipation, ISO 9001, …
● Natural optimisation of the devices
● NS, Multi9, Prises PK, … (cascading, derating, …)
● Perfect finishing
● Aesthetic and Ergonomy
● High technology plant (Rollforming, Checkpoint, …)
● Environment friendly
● Compliance with RoHS directives limiting use of toxic
substances
● All components are recyclable
● Canalis factories are ISO14001 approved
● Available everywhere, worldwide, and for a long time
● Big support: Teams & Tools
SIEMENS “The same profile as Schneider”
• Good company reputation and high quality products

• Siemens can handle a complete project from A to Z
Strengths
• Geographical central position: can penetrate East European markets
• Complete offer, technical information and tools
• Availability in D.O. : weak on fragmented market

Weaknesses • Poor communication about the offer
• Weak presence in Southern Europe
LEGRAND “Will provide its power to Zucchini”
• Good distribution network

• Strong for services and offices projects
Strengths
• Common products for fragmented market. More simple, more clear.
• A LV specialized company. From UT to LV
• Present only in Southern Europe

Weaknesses • The Legrand name not already known as a Busbar constructor
• Doesn’t push the link between its offers
EAE “Busway specialist; very aggressive: low

price for minimum quality”
• Geographical position: near new markets

Strengths • Low price
• Panels, Distribution and lighting equipment
• Small geographical network

• Poor image of the product; poor information on the product
Weaknesses
• Quality
• Weak on small rating (lack of offer diversity)
To summarize…
They all have a complete range of Busways, part of electric systems offer… but:

Leader with a complete offer, supported by a strong network.
High quality offer supported by project management
 Good reputation for high quality offer. Focused on project

channel. Mainly solution and package oriented. Offer completed
by brand labelling product
Busway sold under Zuchini brand. Reduced package offer from

 low voltage to final distribution offer. Positioned on fragmented
market. Strong for building and office segments.
Try to penetrate in eastern Europe.

Busway specialist (no devices).
Very aggressive.
Can supply installation workforce.
Exercise #15
60’
● Visit of the competition room:

● Presentation (Competitors and products)
● Try to recognize:
● Competitors
● Products
● Strengths and weaknesses of the product in comparison with Canalis
Killing phrases and sales arguments
● Sales arguments available on Pl@net
● Killing phrases available on Pl@net

● KDP
● KBA
● KBB
● KN
● KS
● KT

0. Introduction
2.1. The range
3. The competition
> 4. Conclusion
Exercise #16
15’
● Canalis is a wide subject:

● In your opinion, what is really important to keep in mind in order to support
Canalis business?
Synthesis
2 business
models:
A wide range:
• Project
• Lighting • Fragmented market
• Low, medium, high
power
Tools and
documentation:
Applications in:
• Catalogues
• Large Sites • CanBRASS…
• Buildings
Arguments
against
Benefits for: competitors:
• End user (flexibility,
maintainability, • Cable
safety…) • Specialists
• Contractors and • Generalists
consultants (labor
time saved)
Exercise #17
30’
● Assessment
>Click on the link to open

the statement
>Click on the link to open

the correction
The training material

The classroom & The “train the trainer”
showrooms toolkit
●A fully equipped room for ●A professionally designed
workshops training toolkit
●Visit of showrooms : ●Available on demand
● Competition room
● i-busway room
● Laboratory
Course evaluation
The end
Thank you for your attention!

Ponencia Ing - Cesarchilet

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Support Canalis Business

Support Canalis Business

Schneider Electric – Low voltage – 2011 April << < > x 2

Introduce the person sitting next to you!

Schneider Electric – Low voltage – 2011 April << < > x 3

Target audience and prerequisites

● We’re a connected team, but on training . . .

Objectives roadmap Introductions / Presentation

Program overview (1/2)

Schneider Electric – Low voltage – 2011 April << < > x 6

Program overview (2/2)

● Argue in a selling situation ● Propose a solution to a customer

Schneider Electric – Low voltage – 2011 April << < > x 7

● Brainstorming (to share experiences)

Schneider Electric – Low voltage – 2011 April << < > x 10

● It’s easy to support the Canalis business!

Schneider Electric – Low voltage – 2011 April << < > x 11

Support Canalis Business

Schneider Electric – Low voltage – 2011 April << < > x 12

● In your opinion, what are the main advantages

● Sort them by customer values!

Schneider Electric – Low voltage – 2011 April << < > x 15

● LTT 1000 kVA (1500 A)

Schneider Electric – Low voltage – 2011 April << < > x 16

Illustration of easiness of site erection

Schneider Electric – Low voltage – 2011 April << < > x 17

Illustration of reduce implementation

Many workers necessary for Only 2 workers necessary

Illustration of faster connection time

Cable solution Canalis solution

● Connection on switchboard ● Connection on switchboard needs:

Schneider Electric – Low voltage – 2011 April << < > x 19

Support Canalis Business

Schneider Electric – Low voltage – 2011 April << < > x 29

Support Canalis Business

Schneider Electric – Low voltage – 2011 April << < > x 54

Schneider Electric – Low voltage – 2011 April << < > x 55

For each range:

● No toxic emission in case of fire :

Schneider Electric – Low voltage – 2011 April << < > x 56

● Try to find out the

Schneider Electric – Low voltage – 2011 April << < > x 57

Exercise #4: correction

Schneider Electric – Low voltage – 2011 April << < > x 58

Canalis lighting concept

Schneider Electric – Low voltage – 2011 April << < > x 59

Schneider Electric – Low voltage – 2011 April << < > x 60

20 A flexible busbar trunking

Schneider Electric – Low voltage – 2011 April << < > x 61

20 A flexible sections - IP55

● To transport current, feed lighting and power sockets

1- Flat cable 3 x 2.5 mm2: copper (2-pole)

Schneider Electric – Low voltage – 2011 April << < > x 62

Packaging of flexible sections

• On a reel: 192 m rolled and

>Click on the icon

Schneider Electric – Low voltage – 2011 April << < > x 64

Schneider Electric – Low voltage – 2011 April << < > x 65

Fixing to beams or slabs

● Fixing to metal frames

>Click on the icon

● Fixing to concrete slabs

>Click on the icon