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Market Entry Strategy in HVAC Equipment

Situation

A well-established Japanese producer of electronic control devices was in the early stages of commercializing a new line of energy efficient control modules focused on the HVAC industry.

Approach

Principia helped develop a market-entry strategy in North America with a thorough overview of key market segments and potential OEM customers. Key trends in usage and types of HVAC equipment were developed, along with insights into the future use of high energy efficient devices. Principia aided pre-marketing efforts by establishing point-of-sale and point-of-marketing contacts at the OEMs with an interest in advanced control products.


Outcome

The Client initiated several product development programs that were integrated into full systems by a major OEM. In two years, sales exceeded three-year revenue targets and totaled more than $90 million after five years.

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