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ABB to take 35% of UK HVAC drives market by 2005
With the global market for HVAC drives increasing at 5 percent per annum,
ABB is gearing up to become the dominant force in the market.
'We have grown from 5 to 20 percent of the market 'm two years and 1 believe
we are well on the way to capturing 35 percent of the market by 2005,
becoming number one 'm drives for HVAC," says Mike Carman, sales manager,
HVAC, ABB, who is confident of ABB achieving its goal.
Drive prices are now at a level where, HVAC customers see them more and more
as a technical and commercial alternative to mechanical flow control.
With the Climate Change Levy in force and electricity prices set to rise,
users are giving more attention to the control of pumps and fans to optimise
energy use. OEMs, consultants and end users are all seeing the advantages of
energy efficiency and are being encouraged by the government to buy energy
efficient equipment through schemes such as Enhanced Capital Allowances and
interest free loans to small and medium sized enterprises.
In this atmosphere of increasing acceptance of variable speed drives in HVAC
applications, Carman feels the time has come to make ABB number one in the
market. "ABB's new dedicated HVAC drive is a major part of this strategy”,
says Carman. “We have put three years of effort into producing a drive
dedicated to the needs of HVAC applications. With input from major
customers, our new drive has been designed by HVAC engineers, both within
ABB and outside, to produce a product with dedicated features that will be a
global offering for a wide range of HVAC applications.
"We are now approaching the market from the top," Carman explains his
strategy, "talking to the main consultants, OEMs, BMS integrators and
building owners, convincing them they should specify the equipment we have
on offer."
But it is not just products that ABB is basing its strategy on. Carman sees
excellent service as just as vital. "Ours is a value added approach. As well
as system design and installation, we ensure that the customer gets the
right advice on how the drive system meets all the G5/4 harmonic
requirements. Our products are supported by all aspects of the mix
technology, product selection, supply and install, as well as after sales
support"
In addition to its global reach and in house expertise, ABB is also working
on a local level to bring the advantages of variable speed drives to HVAC
specifiers.
Over the past twelve months, the company has appointed nine regional HVAC
Partners, each of whom provides a range of services such as energy audits,
commissioning, supply and install, as well as local after sales support.
With its reliability, expertise, and track record, ABB is adding a tailor
made drive to meet the needs of HVAC customers and help it reach the top
spot in the challenging HVAC market.
ENDS
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