Selling the ABB VR-3S Recloser with PCD2000 Controls

The 15 and 27 KV VR-3S recloser is the most exciting product that ABB has developed for the utility market since the Alpha meter in 1992. The potential for WESCO and ABB is huge. ABB has less than 10% of the available market share for reclosers (substation and line), while Cooper has nearly 90%. Until now, Cooper has not been challenged with real competition to their Kyle recloser line.

But that is changing in big way. Not only are WESCO and ABB promoting the new lightweight VR-3S recloser, but Joslyn has a new line recloser too. Joslyn is teaming with Schweitzer, a major competitor in protective relays, who now makes very competitive controls. So with two new solid entries in the market, customers are taking notice and opening their bid lists, which have basically been sole-sourced to Cooper.

And the really good news for WESCO is that the ABB VR-3S is clearly the most innovative and simple recloser on the market. Cooper has countered with the NOVA which operates under the same principle design of encapsulated vacuum bottles and magnetic actuators…..but clearly the ABB design is superior and you should be able to sell these benefits to your customers. Some key selling points are:

· The VR-3S magnetic actuator mechanism is really three independent actuators. Each actuator has only one moving part. It is bi-stable, meaning it does not require control power to stay in the open or closed position.

· The polyurethane insulator encapsulates each vacuum bottle and current sensor. For over 15 years ABB has supplied medium voltage instrument transformers encapsulated in polyurethane.

· The PCD2000 control has fully integrated control functions, enhanced protection and metering, flexible communications options, and has the same protection capability as the DPU2000 family of products, the most complete multi-function relaying line on the market.

· The PCD has an option that allows for single-phase tripping, an option greatly desired by co-ops in particular, to isolate their long single phase line taps.

· The PCD allows voltage inputs and PTs can be mounted easily on the VR-3S. This is a significant advantage over Cooper’s 4 C controls which do allow for voltage input.

· The PCD can easily be retrofitted to existing Cooper controls (3A or 4C). ABB has a specific PCD retrofit package that they keep in stock at their plant.

· ABB has many display reclosers and PCD control cabinets ready for you to demo to your customers. There is no substitute to getting these displays in front of customers in order to get quick acceptance.

· Many specifications will call for the Cooper type reclosers. In these cases, WESCO and ABB should be able to price a unit to get the customer’s attention as Cooper will think they have the business locked up.

· Get your customer to order a trial unit. Make sure that he then installs the unit, even if only as a switch out on the system, in order to get operational experience. Getting the follow-up sale is your true test!

Go out and get some orders. ABB has added many incentives to their Volume Incentive Plan to reward your efforts on the VR and PCD.

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