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

To: 100cfm who wrote (18715)	2/25/2000 5:12:00 PM
From: Mike Buckley	Read Replies (2) \| Respond to of 54805

it has been Carrier and Trane who are the number 1 & 2 equipment manufacturers who have developed their own proprietary systems at great expense who have been resisting the most. I learned from my sad experience during my pre-Gorilla Game days about the nature of building engineers earning a living in the HVAC/facilities management career path. ErickErick and I could write volumes about how Carrier was SO slow to adopt desiccant-based air conditioning. A lot of it has to do with investments Carrier has already made, but a lot of it also has to do with Carrier's customers -- the building engineers working for the developers and owners of commercial real estate properties. They are a very conservative lot, unwilling to embrace change. That's the case because they can easily lose their job if they make a recommendation involving change to the property manager/developer about something as basic as the stuff ELON is all about. My point is that if Carrier is already entrenched with ELON's competition of any kind, ELON is not only fighting that battle but also the general battle of trying to get its influencers (the building engineers) to get the decision makers (the property owners) to take the risk of doing things differently. When Erick and I think about Gorilla Game, we only wish it had been around before we thought of investing in desiccant-based air conditioning. Had we understood the product adoption life cycle and Carrier's role in preventing the product from being adopted moreso, neither of us would ever have invested. I'm reasonably confident I'm speaking for him accurately. If not, I'll immediately instruct him to RTFM again! --Mike Buckley