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Strategies & Market Trends : Gorilla and King Portfolio Candidates -- Ignore unavailable to you. Want to Upgrade?

To: kumar who wrote (18687)	2/24/2000 10:55:00 PM
From: Robert Jacobs	Read Replies (1) \| Respond to of 54805

ansi sets standards that provide "references" for manufacturers' products and designer/installer specifications. Many archtects or engineers will say things like" all wallboard shall conform to ansi #1234 meaning it has certain rigidity, accoustical isolation, fire retardency etc. Any manufacturer can bid on the spec as long as their product meets or exceeds the reference standard. Sometimes a manufacturer becomes the standard thru years of use and testing allowing specs to read something like "all wallboard shall be 5/8" gypsum as mfgr'd by USG or equal. Since LON (local operating network) software, wiring, nodes, etc is new, ANSI was looking for a model spec...and Echelon was the only one to be able to provide it. So in essence, the took the quality/performance characteristics of LONworks and created the spec which in the absense of other mfgrs essentially makes them (currently) the "standard". So when a building designer says something like: All local operating network hardware, software and interconnectivity shall meeet or exceed ANSI #1234, it means an Echelon product as their specs are the only ones that meet the standard...since the standard was written from them. One day other vendors will produce products that can meet the same ANSI standard but at that time they will be like USG...meaning the same spec could just as easily read: "All local operating network hardware, software and interconnectivity shall be Echelon LON I1000 xyz or equal" Guess which one will get installed? This is called being the gorilla.