The document describes Trane's experience zone at the HT Fair from May 24-26, 2013. The objectives were to raise awareness of Trane's interactive air conditioners and locks, give customers hands-on experience of Trane's unique features, and generate leads, secondary sales, and support for their trade sales personnel. The process involved greeting customers, asking questions to understand their AC needs, explaining Trane features to meet those needs, highlighting the 5-year warranty and free installation, taking on-the-spot bookings, and following up on leads. As an output, 15 air conditioning units were booked on the spot for Rs. 456500, and 50 additional customers provided hot leads for future sales worth Rs.

1. TRANE EXPERIENCE ZONE
Trane at HT Fair – 24th
~ 26th
May 2013

2. TRANE EXPERIENCE ZONE
Trane at HT Fair – 24th
~ 26th
May 2013

3. TRANE EXPERIENCE ZONE
Trane at HT Fair – 24th
~ 26th
May 2013

4. Objective:
Awareness and trial of Trane interactive AC & Lock to Customers and
AC Dealer
 Give touch and feel of Trane Unique features
 Generate leads, secondary sales and support TSP
Objective:
Awareness and trial of Trane interactive AC & Lock to Customers and
AC Dealer
 Give touch and feel of Trane Unique features
 Generate leads, secondary sales and support TSP
CONSUMER ELECTRONICS FAIR – DELHI PRAGATI MAIDAN
Trane at HT Fair – 24th
~ 26th
May 2013

5. Process followed
Trane team greeted each customer walking at Trane interactive exhibition stall
Engaged customer by asking where would they like to install the AC Home or office?, How many units they want to install and where?, what kindly of
features they are looking in AC?,
Introduction of Trane wad given to end customer
According to there response the features were explained (Eg: If the customer says Energy consumption should be less then Energy efficiency meter which
saves 25% more electricity compared to any other same star rating AC and 20% additional saving with multi room control was explained and if Fast cooling
is main criteria then 20 ft air flow which helps in cooling the room in just t5 to 7 min and Trane whether sink mode was explained
Once the customer expectation are addressed then Other functions were also explained saying that our other unique features will help you in your daily
life which no other AC has
5 Yrs Comprehensive and free installation was highlighted
On the spot booking was also taken and booking form was filled
 If the customer shows interest then his details was taken and recee at his place is arranges
Also rest of the leads are been followed up by Sales, Service and Marketing team
Process followed
Trane team greeted each customer walking at Trane interactive exhibition stall
Engaged customer by asking where would they like to install the AC Home or office?, How many units they want to install and where?, what kindly of
features they are looking in AC?,
Introduction of Trane wad given to end customer
According to there response the features were explained (Eg: If the customer says Energy consumption should be less then Energy efficiency meter which
saves 25% more electricity compared to any other same star rating AC and 20% additional saving with multi room control was explained and if Fast cooling
is main criteria then 20 ft air flow which helps in cooling the room in just t5 to 7 min and Trane whether sink mode was explained
Once the customer expectation are addressed then Other functions were also explained saying that our other unique features will help you in your daily
life which no other AC has
5 Yrs Comprehensive and free installation was highlighted
On the spot booking was also taken and booking form was filled
 If the customer shows interest then his details was taken and recee at his place is arranges
Also rest of the leads are been followed up by Sales, Service and Marketing team
CONSUMER ELECTRONICS FAIR – DELHI PRAGATI MAIDAN
Trane at HT Fair – 24th
~ 26th
May 2013

6. CUSTOMER ENGAGEMENT AT TRANE EXPERIENCE ZONE
Trane at HT Fair – 24th
~ 26th
May 2013

7. CUSTOMER ENGAGEMENT AT TRANE EXPERIENCE ZONE
Trane at HT Fair – 24th
~ 26th
May 2013

8. CUSTOMER ENGAGEMENT AND SPOT BOOKING
Trane at HT Fair – 24th
~ 26th
May 2013

9. On the Spot Booking
QTY
15 Units
Hot Leads
650 + Customer experienced Trane interactive Air
Conditioner and Door Lock
1500 + Customer visited Trane Experience Zone
Value
Rs.456500
QTY - 50
Value
Rs.187900
OUTPUT OF ACTIVITY
Trane at HT Fair – 24th
~ 26th
May 2013