Carrier Corporate News

CONTACT: Jonathan Shaw
Carrier Corporation
(315) 432-3147

FOR IMMEDIATE RELEASE  

CARRIER DISTRIBUTORS PREVIEW 1997 OFFERING

SYRACUSE, N.Y., Dec. 23 -- More than 650 distributors, sales managers and territory managers attended the Carrier National Sales Meeting in Orlando, Fla., recently. As HVAC "Agents of Change," they began transforming the HVAC landscape -- studying the latest marketing and sales information and previewing Carrier's 1997 residential and commercial product offerings. These included a new air-cooled packaged chiller, a new air handler and controls for a variety of residential and commercial applications.

Carrier President and CEO John Lord discussed several challenges for Carrier in 1997: increasing competition from both "backyarders" and multi-national corporations, technology changes and meeting changing customer demands.

Carrier North American Operations President Guy Fauconneau emphasized focus on the end user and what it takes to support and encourage channel partners to share that focus.

"Together, we must find ways to engage our customers, ways to involve them in the process of developing products and services they value," he said.

Sessions covered marketing trends, manufactured housing, sales strategies, selling tools, financing and competitive equipment.

In addition, Carrier's new advertising campaign was unveiled. Based on the theme, "custom-made indoor weather," the multi-media campaign will focus on the reliable comfort Carrier systems provide homeowners. An "indoor weather reporter" will deliver the message.

Top Gun Awards

Ten distributors were named Carrier "Top Gun" distributors by Carrier's Commercial Unitary Systems business unit. The "Top Gun" program recognizes the ten best distributors of Carrier Commercial Unitary Systems. "Top Gun" distributors demonstrate the highest level of leadership in support of Carrier's strategic and financial objectives for commercial unitary systems. Leadership is demonstrated in the following performance-based categories: share of market, share of market growth, asset management, percentage of engineered systems sales, and percentage of controls sales. In addition, "Top Gun" distributors must set an example in customer support and best practices.

Carrier awards a $10,000 prize to each of its Top Gun distributors, with the stipulation that the award must be invested in training and business development.

The 1995-1996 Top Gun distributors are: CAC Distributing Company, Cincinnati; Carrier-Bock Company, Irving, Texas; Carrier Hawaii, Waipahu; R.J. Murray Company, Inc., Schenectady, N.Y.; Refrigeration Sales Corporation, Cleveland; Southern California Air Conditioning Distributors, City of Industry; Standard Air & Lite Corporation, Pittsburgh; Thermo-Industries, Inc., Charlotte, N.C.; Temperature Systems, Inc., Madison, Wisc., and United Products Distributors, Inc., Baltimore.

In other announcements, Kevin Brabon on Mingledorff's, Inc., Norcross, Ga., was named Territory Manager of the Year and Mark Gallivan was tapped Carrier Regional Sales Manager of the Year.

Carrier Corporation is the world's largest manufacturer of heating and air conditioning systems and equipment. It is a subsidiary of United Technologies Corporation, provider of a broad range of high-technology products and support services to the aerospace, building systems and automotive industries.

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