Three Leading Brands Climate Control Technologies Americas Asia Pacific European Served Area
Situation Analysis <ul><li>SWOT  - strengths, weakness, threats and opportunities </li></ul><ul><ul><li>Does a  strong und...
Situation Analysis <ul><li>External  market forces, market opportunities, competitive  analysis </li></ul><ul><ul><li>Iden...
Potential Plan of Attack – Marketing and Sales <ul><li>Set the target: $5.0 to $6.0 B by 2012 </li></ul><ul><ul><li>Grow f...
Building an Innovation and Growth Engine <ul><li>Utilize Platform/Customer-focused vs. Product Business strategy </li></ul...
Climate Control Technologies <ul><li>Solutions to transport, preserve, store and display temperature-sensitive products: <...
Environment <ul><li>Market </li></ul><ul><li>Product Integrity  – Enhanced interest/concern over freshness, potential    c...
Competitor Overview IR - Carrier Competition – Transicold, Linde, Tyler, Beverage Air, International Cold Storage Heat Tra...
Industry Dynamics <ul><li>March 2004 - Carrier acquirers Linde Ag </li></ul><ul><ul><li>European leader in Commercial refr...
Carrier <ul><li>World Leader in Air Conditioning, Heating and Refrigeration Systems: </li></ul><ul><ul><li>Residential, Co...
IR Climate Controls’ Strategic Thrusts  <ul><li>Grow Cold Chain Position </li></ul><ul><ul><li>Moderate: Refrigeration for...
Additional Options  <ul><li>Expand Controls & Monitoring Capability </li></ul><ul><ul><li>Competing firm’s offerings appea...
Additional Options - Acquisitions  <ul><li>Trane Div. of American Standard </li></ul><ul><ul><li>$ 6B Sales, 11.0 % Operat...
Growth Options Market/Customer Product Same Pdt New Cust Same Pdt Same Cust New Pdt Same Cust New Pdt New Cust <ul><li>Ref...
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Strategic Analysis, Option Development

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  • Last year I talked about the major reorganization we undertook in Climate Control. Today we have three P&amp;L leaders: Americas, ESA and Asia Pacific with responsibility for driving our total portfolio of products and the cost synergies from consolidating our back office and manufacturing operations.
  • Strategic Analysis, Option Development

    1. 1. Three Leading Brands Climate Control Technologies Americas Asia Pacific European Served Area
    2. 2. Situation Analysis <ul><li>SWOT - strengths, weakness, threats and opportunities </li></ul><ul><ul><li>Does a strong understanding/appreciation of Market, Customer and Competitor dynamics exist? </li></ul></ul><ul><ul><ul><li>What is the Scenario of future market conditions – areas of change, growth? </li></ul></ul></ul><ul><ul><ul><li>Are there any potential disruptive technologies, products, approaches </li></ul></ul></ul><ul><ul><ul><li>Are Competitive Profiles up to date (Product/Service Portfolio, Capabilities, Market Position, Dimensions on which they compete)? </li></ul></ul></ul><ul><ul><ul><li>Are Customer Profiles (Product Sales, Profit, Investment, Performance, Satisfaction, Key Decision Makers) up to date? </li></ul></ul></ul><ul><ul><li>Profitability Analysis - What Products, Segments and Customers actually contribute to IR’s profit? </li></ul></ul><ul><ul><li>Tactically chasing programs or executing Product Plans ? Which Customers are Key? </li></ul></ul><ul><ul><li>Can we sell more of what we have today? Do we need new products to win programs and improve margins? How can we increase our win rate ? </li></ul></ul><ul><ul><li>Do we have a differentiated competitive position ? Are we unique or like all the rest in the eyes of the Customer? </li></ul></ul><ul><ul><li>What should IR be doing? - Industry and Opportunity Analysis </li></ul></ul><ul><ul><li>What is IR doing? - is there a solid, robust Strategic and Tactical Plan? </li></ul></ul><ul><ul><li>How effectively is it getting done? - growing as fast as the competition or industry? Customer Satisfaction Survey, Marketing Audit </li></ul></ul><ul><ul><li>Where are improvements needed? And why do it? </li></ul></ul><ul><ul><ul><li>What is the payoff if achieved? What are the priorities and timing? </li></ul></ul></ul><ul><li>Should the </li></ul><ul><ul><li>Holes in the boat be plugged first (problems w/ current programs, products, customers and partners)? </li></ul></ul><ul><ul><li>Or can we Add more sail to go faster (new programs, products, customers, partnerships)? </li></ul></ul>
    3. 3. Situation Analysis <ul><li>External market forces, market opportunities, competitive analysis </li></ul><ul><ul><li>Identify market trends to access future profit potential of business </li></ul></ul><ul><ul><ul><li>Scenario of future market conditions - potential areas of change, growth </li></ul></ul></ul><ul><ul><li>Sales opportunities - territory market potential, competitive profile & where compete </li></ul></ul><ul><ul><ul><li>IR relative strengths/weaknesses, image & reputation re customers, prospects and competitors, customer issues </li></ul></ul></ul><ul><ul><ul><li>Definition of IR’s value proposition and Unique Selling Points - five greatest strengths in the market </li></ul></ul></ul><ul><li>Review Strategic and Tactical plan elements and execution – profit and investment profile </li></ul><ul><ul><li>Market Strategy – Civil, Military </li></ul></ul><ul><ul><li>Product Strategy/Roadmap – OE and Aftermarket, New Improved, Mature, End-of-Life </li></ul></ul><ul><ul><li>Technology Strategy/Roadmap – Research, Product Development, Product Enhancements, Prioritization, Funding Sources </li></ul></ul><ul><ul><li>Customer Account Strategy – to implement Market and Product Strategy and balance investment across Customer base </li></ul></ul><ul><ul><ul><li>Strategy defines needed products, services, marketing and selling strategies and efforts to achieve operational excellence in the eyes of this customer </li></ul></ul></ul><ul><ul><li>Alliance, Acquisition Strategy </li></ul></ul><ul><ul><li>Operational Strategies </li></ul></ul><ul><ul><li>Organization Alignment – Customer & Product Strategy, OE & Aftermarket </li></ul></ul><ul><ul><li>Balance of Portfolio of Investments – Account Development, Strategic Pursuits, </li></ul></ul><ul><ul><li>Technology and Product Development, CapEx, Skill Development </li></ul></ul><ul><ul><li>Define need for increasing product/service coverage, presence to the sale and hit rate to grow market share </li></ul></ul><ul><ul><li>Evaluation of Marketing & Sales Force Organization </li></ul></ul>
    4. 4. Potential Plan of Attack – Marketing and Sales <ul><li>Set the target: $5.0 to $6.0 B by 2012 </li></ul><ul><ul><li>Grow faster than market within designated “Growth” Markets, Customers, Platforms and Products, Aftermarket Product and Service Expansion </li></ul></ul><ul><ul><li>Leadership with Directional Customers </li></ul></ul><ul><ul><li>Achieve desired balance in sales base – OE/AM, Regional, Customer base </li></ul></ul><ul><li>Define Differentiation and Positioning strategy that provides </li></ul><ul><ul><li>Competitive advantage in product/service offering, way IR does business </li></ul></ul><ul><ul><li>Best in category position in mind of customer – Technology and Relationships, Speed, Service? </li></ul></ul><ul><ul><li>Reduction in selling efforts, expense and emphasis on price </li></ul></ul><ul><ul><li>Differentiates on the quality of ideas and tangible top and bottom-line impact on customer’s business </li></ul></ul><ul><ul><ul><li>Build IR value proposition around business know-how, supply chain optimization, operation support, ease of doing business, organizational strength as well as product/service design </li></ul></ul></ul><ul><li>Identify high-level Market Segment, Platform, Customer and Product Strategies </li></ul><ul><ul><li>Strategies to create strategic leverage and build upon IR’s strengths/core competencies </li></ul></ul><ul><ul><ul><li>Establish IR Unique Selling Points and leverage in execution </li></ul></ul></ul><ul><ul><ul><li>Target is sustainable competitive advantage </li></ul></ul></ul><ul><ul><li>Create guidelines for investment consistent with strategies, balance and manage portfolio, address multi-year timeframe </li></ul></ul><ul><ul><li>Delineate and pursue appropriate alliances and acquisitions </li></ul></ul><ul><ul><ul><li>Craft a global footprint and manage set of global extended enterprise relationships </li></ul></ul></ul><ul><ul><ul><ul><li>Satisfy customer needs for global service and support </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Required to stop development and growth of new competitors </li></ul></ul></ul></ul><ul><ul><li>Pursue Innovation and create best practices in Product Strategy, Marketing and Business Development </li></ul></ul>
    5. 5. Building an Innovation and Growth Engine <ul><li>Utilize Platform/Customer-focused vs. Product Business strategy </li></ul><ul><ul><li>Define and pursue “growth” platform opportunities as primary focus – products secondary </li></ul></ul><ul><ul><li>Focus on Customer Value to build Customer Preference and Loyalty </li></ul></ul><ul><ul><li>Deploy key account Customer development strategy </li></ul></ul><ul><ul><li>Pursue selective partnerships/acquisitions </li></ul></ul><ul><ul><ul><li>Enhance system integration capability, fill product void, provide next gen technology </li></ul></ul></ul><ul><ul><ul><li>Extend Customer base, Market access, geographic base </li></ul></ul></ul><ul><li>Grow Installed Base – WIN the new platforms </li></ul><ul><li>Identify, build position with profitable, high-growth market segments/niches </li></ul><ul><ul><li>Entrepreneurial teams focused on high-impact opportunities ($25-50 M/yr) </li></ul></ul><ul><li>Focus on the Customer and Follow Market Growth re product/market expansion </li></ul><ul><ul><li>Services are integral, not secondary to growth strategy, build Service Portfolio </li></ul></ul><ul><li>Differentiate and WIN with technology – Doing the Right R&D </li></ul><ul><ul><li>Pursue and invest to achieve technical leadership, Innovate along several fronts </li></ul></ul><ul><ul><li>Reduce product maintenance to help fund new product R&D </li></ul></ul><ul><ul><li>Establish Engineering Centers of excellence to eliminate duplication </li></ul></ul><ul><ul><li>Leverage technology from other IR Groups </li></ul></ul><ul><li>Upgrade sales/marketing techniques to improve effectiveness </li></ul><ul><ul><li>Strategic Selling, Large Account Management, Account/Competitive intelligence </li></ul></ul><ul><li>Discipline creates focus </li></ul><ul><ul><li>Move away from unprofitable products, market segments and customers </li></ul></ul><ul><ul><li>Reduce # of Marketing and Engineering projects – focus on high payoff </li></ul></ul><ul><ul><li>Finance incremental Marketing/R&D, lower cost of operation </li></ul></ul>Includes Products, Technologies, Customers and Marketing
    6. 6. Climate Control Technologies <ul><li>Solutions to transport, preserve, store and display temperature-sensitive products: </li></ul><ul><ul><li>Transport Temperature Control Units - #1 Worldwide Transport Refrigeration </li></ul></ul><ul><ul><li>HVAC Systems </li></ul></ul><ul><ul><li>Refrigerated Display Merchandisers - #1 NA </li></ul></ul><ul><ul><li>Beverage Coolers </li></ul></ul><ul><ul><li>Walk-in Storage Coolers and Freezers </li></ul></ul><ul><li>Core Competencies: Climate Control, Packaging, Service </li></ul><ul><li>Corporate Objectives: </li></ul><ul><ul><li>Sales Growth – 8-12%/yr (4-6% Organic, 4-6% Acquisition) </li></ul></ul><ul><ul><li>Operating Margin – 15% </li></ul></ul><ul><li>Recent Financial Performance: 9 mos. 2006 2005 2004 2003 </li></ul><ul><li>Sales $2.3 B $2.9 B $2.8 B $2.6 B </li></ul><ul><li> Op Profit 261 M 315 M 309 M 217 M </li></ul><ul><li> Op Profit % 11.3 11.0 11.1 8.3 </li></ul><ul><li> Cap Ex 9.7 M 13.5 M 18.1 M </li></ul><ul><li>Acquisition Targets: </li></ul><ul><ul><li>Well-run, complimentary businesses </li></ul></ul><ul><ul><li>Fill strategic voids (new products/technology, geographic coverage) </li></ul></ul><ul><ul><li>Accelerate growth </li></ul></ul><ul><ul><li>Last acquisitions – 2001- National Refrigeration Services, Taylor Industries </li></ul></ul>
    7. 7. Environment <ul><li>Market </li></ul><ul><li>Product Integrity – Enhanced interest/concern over freshness, potential contamination; Product inspection/record keeping </li></ul><ul><li>Efficiency – Fuel costs, improved productivity; Control/reduce refrigerant loss; </li></ul><ul><li>Optimize performance of individual and multiple HVAC systems </li></ul><ul><li>ECO-Friendly – Prevent CFC, HCFC loss into atmosphere, Montreal Protocol Compliant </li></ul><ul><li>Infrastructure development in emerging markets – India, China </li></ul><ul><li>Consolidation – Linde AG, York International, Sensitech </li></ul><ul><li>Technology </li></ul><ul><li>Efficiency, ECO-Friendly – More-efficient powerplants, control systems; </li></ul><ul><li>Puron, HFC-134a refrigerants </li></ul><ul><li>Smaller, Lighter, Faster, More Reliable – Hybrid diesel-electric powerplant; </li></ul><ul><li>Higher performance controls </li></ul><ul><li>Sensing, Control Automation – High-speed networks/communications; </li></ul><ul><li>Intelligent Facility architecture – electronic control, </li></ul><ul><li>Monitoring of Refrigeration, HVAC, Lighting, etc. </li></ul><ul><li>Integrated Systems – Cooling, Heating, Power with Security Management: </li></ul><ul><li> Total Building Energy and Control System </li></ul>
    8. 8. Competitor Overview IR - Carrier Competition – Transicold, Linde, Tyler, Beverage Air, International Cold Storage Heat Transfer Products Group
    9. 9. Industry Dynamics <ul><li>March 2004 - Carrier acquirers Linde Ag </li></ul><ul><ul><li>European leader in Commercial refrigeration, Asia & L America position </li></ul></ul><ul><ul><li>$1 B sales, $486 M purchase price </li></ul></ul><ul><ul><li>Refrigerated Display Cases/subsystems, Industrial & Commercial refrigeration </li></ul></ul><ul><ul><li>Wider product portfolio, geographic product/service balance </li></ul></ul><ul><li>Dec 2005- Johnson Controls acquires York Intl. </li></ul><ul><ul><li>Single source of integrated products/services to building owners to optimize comfort and energy efficiency </li></ul></ul><ul><ul><li>$5 B sales, $3.2 B purchase price </li></ul></ul><ul><ul><li>Provide ability to bundle Residential, Commercial and Industrial HVAC&R equipment </li></ul></ul><ul><ul><li>with Building Controls </li></ul></ul><ul><ul><li>Access to larger $200 B global market ($130 B building control, fire and security services) </li></ul></ul><ul><ul><li>Stronger position in China, C Europe, L America and Middle East </li></ul></ul><ul><li>June 2006 – Carrier acquires Sensitech </li></ul><ul><ul><li>Leading global provider of Cold Chain visibility solutions – Food, Pharmaceutical </li></ul></ul><ul><ul><li>$130 M purchase price </li></ul></ul><ul><ul><li>Data acquisition, enterprise software systems, analytic services – food quality/safety </li></ul></ul><ul><ul><li>Strategic importance – high potential cold chain monitoring market </li></ul></ul><ul><ul><li>Detects & documents temperature-critical control points, archives data, provides record </li></ul></ul>
    10. 10. Carrier <ul><li>World Leader in Air Conditioning, Heating and Refrigeration Systems: </li></ul><ul><ul><li>Residential, Commercial, Industrial HVAC Systems </li></ul></ul><ul><ul><li>Commercial, Transport Refrigeration </li></ul></ul><ul><ul><ul><li>SMARTAIR System (in-transit ripening), Ultima XTC (Next Gen Reefer) </li></ul></ul></ul><ul><ul><li>Food Service Equipment </li></ul></ul><ul><ul><li>Building Automation & Controls </li></ul></ul><ul><ul><li>Energy Management & Air Quality Systems </li></ul></ul><ul><li>Core Competencies: Climate Control, Packaging, Systems Integration, Innovation, Service </li></ul><ul><li>Recent Financial Performance: 9 mos. 2006 2005 2004 2003 </li></ul><ul><li>Sales $10.3 B $12.5 B $10.6 B $9.2 B </li></ul><ul><li> Op Profit 1044 M 1104 M 830 M 853 M </li></ul><ul><li> Op Profit % 9.6 8.3 7.8 9.2 </li></ul><ul><li> Cap Ex 243 M 176 M 89 M </li></ul><ul><li>Restructuring 65 M 220 M 240 M </li></ul><ul><li>Key Milestones: </li></ul><ul><li>2004 – Avant AC Electric AC technology for Bus, Coaches </li></ul><ul><li>2005 – Acquires Linde AG – Commercial Refrigeration </li></ul><ul><li>Evergreen energy-saving Variable Speed Chiller </li></ul><ul><li>UTC acquires Lenel – Security Management </li></ul><ul><li>2006 – Deltek Hybrid diesel-electric technology – leverage Ham-Sund </li></ul><ul><li>New range of 13 SEER Residential AC </li></ul><ul><li>Acquires Sensitech – Cold Chain Visibility </li></ul>
    11. 11. IR Climate Controls’ Strategic Thrusts <ul><li>Grow Cold Chain Position </li></ul><ul><ul><li>Moderate: Refrigeration for Warehousing, Walk-in Refrigerated Storage </li></ul></ul><ul><ul><li>Strong: Refrigerated Transport from Farm, Shipping Tracking & Monitoring, Multi-Temp </li></ul></ul><ul><ul><li>Refrigerated Transport, Retail Refrig Display, Refrigerated Home Delivery </li></ul></ul><ul><ul><li>Total Market India & China </li></ul></ul><ul><ul><li>Transport Refrigeration 3.0 B  5.0 B 26 M  302 M </li></ul></ul><ul><ul><li>Stationary Refrigeration 5.8 B  9.0 B 245 M  927 M </li></ul></ul><ul><ul><li>Refrigerated Production/Storage 6.7 B  11.0 B </li></ul></ul><ul><ul><li>Mass Transit HVAC 1.2 B  2.0 B 362 M  609 M, +125 M Rail China </li></ul></ul><ul><ul><li>Aux Power Units .2 B  1.0 B </li></ul></ul><ul><ul><li>HVAC Service/Installs 3.5 B  5.0 B 48 M  283 M </li></ul></ul><ul><li>Diversify Customer Base – Provide Business Solutions </li></ul><ul><ul><li>Big Box Retail, Food Service, Blood Banks </li></ul></ul><ul><ul><li>Food Processing Centers, Refrigerated Warehouses, Pharmaceutical Mfg. </li></ul></ul><ul><li>Growth Investments </li></ul><ul><ul><li>Technology: Expansion of Truck APU, Bus HVAC for China </li></ul></ul><ul><ul><li>Market Development: Cold Chain Expansion for India, China </li></ul></ul><ul><ul><li>Operations: Czech Republic Engineering Center </li></ul></ul>
    12. 12. Additional Options <ul><li>Expand Controls & Monitoring Capability </li></ul><ul><ul><li>Competing firm’s offerings appear to be broader, have higher level of sophistication </li></ul></ul><ul><ul><ul><li>Johnson Controls </li></ul></ul></ul><ul><ul><ul><ul><li>Refrigeration: Temp, Pressure, Lube Oil, Flow Switches, Water Reg. Valves, Fan Speed </li></ul></ul></ul></ul><ul><ul><ul><ul><li>System Level Controls: Convenience Store Controller – Refrigeation, HVAC, Lighting, etc. </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Up to 6 Condensing Systems, 5 HVAC zones, Remote Monitoring/Setup </li></ul></ul></ul></ul><ul><ul><ul><li>Emerson Climate Technologies </li></ul></ul></ul><ul><ul><ul><ul><li>Supermarket Controller: Parallel/Single Unit Compressor Systems, Condensers, Distributed </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Control at Display Fixtures, Packaged HVAC Units: Can be integrated </li></ul></ul></ul></ul><ul><ul><ul><ul><li>into Building Control, Leak Detection </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Convenience Store Automation: Lighting, HVAC, Refrigeration, Security, Fuel Systems, Car Wash </li></ul></ul></ul></ul><ul><ul><ul><li>Carrier Tyler Refrigeration </li></ul></ul></ul><ul><ul><ul><ul><li>Enviroguard: Reduction in Refrigerant Charge, Loss, Early Warning on Condensor Malfunction </li></ul></ul></ul></ul><ul><li>Leverage Internal Capabilities to achieve this </li></ul><ul><ul><li>Work with IR Security Technologies – Integrated Systems & Services </li></ul></ul><ul><ul><ul><li>Sensing, Monitoring, Detection, Alarm Management, Tracking, Information Security </li></ul></ul></ul><ul><ul><ul><ul><li>Biometric (Finger, Hand, Facial Recognition) Proximity, Temp Sensing, Bar Code, Smart Card, </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Closed Circuit TV </li></ul></ul></ul></ul><ul><ul><ul><li>Think Sniffers, Tasters, RFID Tags </li></ul></ul></ul><ul><li>Expand Aftermarket Options </li></ul><ul><ul><li>Diagnostics  Prognostics – Failure Prediction </li></ul></ul><ul><ul><li>Performance Upgrades – Energy, Reliability, Refurbished Equipment w/warranty </li></ul></ul><ul><ul><li>“ Cold-by-the Hour” </li></ul></ul><ul><ul><li>Tier 1 MRO Provider – responsible for other ‘s equipment within the system </li></ul></ul>
    13. 13. Additional Options - Acquisitions <ul><li>Trane Div. of American Standard </li></ul><ul><ul><li>$ 6B Sales, 11.0 % Operating Margin </li></ul></ul><ul><ul><li>Refrigeration, Comfort and Process Applications, Air Handlers, Large & Light Commercial </li></ul></ul><ul><ul><li>Automation & Controls, Residential </li></ul></ul><ul><ul><li>American Standard - $10.2 B – Kitchen & Bath - $2.4 B, Vehicle Control Systems - $1.8 B </li></ul></ul><ul><li>McQuay, JE Hall Div. of OYL Industries </li></ul><ul><ul><li>$1 B Sales, 7.4% Operating Margin </li></ul></ul><ul><ul><li>Commercial, Industrial HVAC, Refrigeration and Freezing Systems </li></ul></ul><ul><ul><li>Includes American Air Filter </li></ul></ul><ul><ul><li>OLY Industries - $1.45 B, Malaysia </li></ul></ul><ul><li>Daikin Transportation & Refrigeration Div of Daikin Industries </li></ul><ul><ul><li>A/C Business ~ 80 % of Daikin or $5 B </li></ul></ul><ul><ul><li>Includes Residential and Refrigerants with Marine Container </li></ul></ul><ul><li>Hill Phoenix Div of Dover Industries </li></ul><ul><ul><li>Refrigeration systems, display cases, walk-in coolers and freezers, electrical distribution products, engineering services </li></ul></ul><ul><ul><li>Dover Industries - $6.1 B </li></ul></ul>
    14. 14. Growth Options Market/Customer Product Same Pdt New Cust Same Pdt Same Cust New Pdt Same Cust New Pdt New Cust <ul><li>Refrigeration for W/Hing </li></ul><ul><li>Walk-In Refrigerated Storage </li></ul><ul><li>Refrigerated Transport from Farm </li></ul><ul><li>Multi-Temp Refrigerated Transport </li></ul><ul><li>Retail Refrig. Display </li></ul><ul><li>Refrigerated Home Delivery </li></ul><ul><li>Shipping Tracking & Monitoring </li></ul><ul><li>Hill, Phoenix, Daikin </li></ul><ul><li>Prdt Strat, Competitor Analysis </li></ul><ul><li>Product Improvements, Time to Market </li></ul><ul><li>Segment, Customer Focus </li></ul><ul><li>Customer Satisfaction </li></ul><ul><li>Service, Ease of Doing Business </li></ul>Extend Truck APU Bus HVAC for China Extend Sensing/Detection & Control/Automation Remote Diagnostics/Prognostics Aftermarket Service Extension Identify New Competencies License, Alliance, Acquisition to provide new Products technology - Indstrl, Comml HVAC - Trane, McQuay - Post Harvest Cooling - Food Processing and Packaging Refrig Residential HVAC - Trane Truck/SUV Tail-Gaiters Micro Vehicle Refrig. Toolkit - Strategic Planning, Portfolio Balance, Positioning - Strategic Leverage – Strengths, Core Competencies - Pdt/Technology Roadmaps <ul><li>Regional Focus </li></ul><ul><li>- India, China Cold Chain Expansion </li></ul><ul><li>Customer Diversification </li></ul><ul><li>- Big Box, Retail, Food Service, Blood Banks </li></ul><ul><li>- Food Processing Centers, Refrigerated W/Hs, </li></ul><ul><li>Pharma Mfg. </li></ul><ul><li>- Marine, RV </li></ul><ul><li>Military </li></ul><ul><li>Alliance, Acquisitions to provide </li></ul><ul><li>Market/Customer Access </li></ul>

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