Tuesday, Jan. 24, 2006: Emerson Focuses On Differentiation, Upselling In A 13 Seer World

January 24, 2006
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Tom Bettcher
CHICAGO - Tom Bettcher, business leader for Emerson Climate Technologies, said this year's AHR Expo provides a timely platform for communicating to contractors how they can continue to improve their business in a 13 SEER world.

"The transition to 13 SEER is one of the biggest challenges - and opportunities - our industry has confronted in many years. It's estimated that 95 percent of residential products available have been designed or redesigned to comply with the 13 SEER standard," said Bettcher. "Across the industry, nearly one billion dollars has been invested in design and capital for these new platforms."

Because of the magnitude of this transition, Emerson Climate Technologies is featuring new technologies, such as Copeland Scroll UltraTechâ„¢, Comfort Alertâ„¢ Diagnostics, White-Rodgers' 90 Seriesâ„¢ Blueâ„¢ touchscreen thermostat, and Emerson PerfectSpeedâ„¢ variable speed blower motor, which are designed to help contractors differentiate themselves and take advantage of upselling opportunities. The booth will also feature information on resources, such as Emerson Authorized Full-Line Wholesalers, training programs and seminars, EmersonClimateContractor.com, and 24/7 technical support hotlines, to help contractors gain a better understanding of all of Emerson's new or redesigned technologies.

"I think we are at the point now where most contractors understand that in the new 13+ SEER world, selling on efficiency alone is not going to be enough to succeed," said Karl Zellmer, vice president of air conditioning sales for Emerson's Copeland Corp. "The big question on the mind of contractors now is: ‘How can I market and sell these new products to homeowners and continue to improve my business.' With Emerson's broad view of the industry, we believe we are in a unique position to help answer that question."

Also available in the booth is Emerson's 16-page Get SEERious booklet, which is designed to help contractors better understand the issues and opportunities presented by the 13 SEER transition.

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