Results 1 to 13 of 13
  1. #1
    Join Date
    Nov 2000
    Posts
    1,251

    What is Trane up to now?

    Got a call today from my new TM, he says he's got to call me every Friday from now on and find out how many motor bearing units and Perfect air cleaners I sold that week. Not how many I ordered, or any info about them, just how many. I can't figure out what they're up too.
    "You do not merely want to be considered just the best of the best. You want to be considered the only ones who do what you do.".... Jerry Garcia
    "You just have to decide if you're a Tigger or an Eeyore,..I think you know where I stand on the great Tigger/Eeyore debate." Prof. Randy Pausch

  2. #2
    Join Date
    May 2000
    Location
    Indianapolis, IN, USA
    Posts
    34,238
    Reminds me of my retail days. The big boss would call constantly to nag on how many overpiced service plans we sold or how many people we conned into high interest credit!

  3. #3
    Join Date
    Feb 2005
    Posts
    665
    My Trane TM got so fed up with Tranes new high pressure, or unrealistic sales goals that if each month wasn't more than the previous months sales than he would loose commissions or something crazy like that. So he now works for Carrier.

  4. #4
    Join Date
    Jun 2001
    Location
    Louisville, KY
    Posts
    12,189
    Trane and Carrier are turning the screws. They are losing market share to the lower priced competition. Look for more reps to jump.
    Perhaps you should have read the instructions before calling.

  5. #5
    Join Date
    Feb 2005
    Location
    GEORGIA
    Posts
    1,532
    These are the reasons I threw my hands up, and through in the towel 4 years ago..

    The more productive you were, the more expectations were lumped on you for the next quarter..

    My hats off to you guys that can put up with this, and keep the industry going at the same time.......

    Stephen
    "Value our Differences"

  6. #6
    Join Date
    Jan 2004
    Location
    Here and there
    Posts
    4,805
    I feel the same pain. I can out produce some metro branch salesmen with 3-5 times the population density and still get my chopps busted for more. Hell I want to sell more. It's more $ for me and the family. Just get tired of the constant bs. rant over
    i belong to peta ... people eating tasty animals. all my opinions are just mine.

  7. #7
    Join Date
    Jun 2001
    Location
    Louisville, KY
    Posts
    12,189
    Tech Rep...

    All the perks of wholesale distribution. No pressure to make quotas.

    The good life.
    Perhaps you should have read the instructions before calling.

  8. #8
    Join Date
    Nov 2000
    Posts
    1,251

    Market Share

    Why is Market Share the yardstick by which all the manufacturers measure their success or failure? They don't seem to care so much about profit dollars. I assume that the manufacturers make more profit from the sale of a high end piece of equipment but they don't seem to care about that, only the number of units sold. It makes me think of Sam Walton when he started Wal-Mart all the other retailers used % of profit to measure their success. They felt that they needed to clear 10% net to be successful but Sam realized that even 3% of millions of dollars is a lot of money. Everyone knows how that worked out. My TM told me that the reason Trane dropped the local distibuter and went back to DSO was that they had let the market share drop 2%. I wonder what they will do if THEY can't bring it up?
    "You do not merely want to be considered just the best of the best. You want to be considered the only ones who do what you do.".... Jerry Garcia
    "You just have to decide if you're a Tigger or an Eeyore,..I think you know where I stand on the great Tigger/Eeyore debate." Prof. Randy Pausch

  9. #9
    Join Date
    Nov 2006
    Location
    Southeastern Pa
    Posts
    18,616
    Perhaps the better question besides "what will they do?" is "what have they done?"

    Sounds like the answer is that they have pi**ed off a lot of people.

    You would think we would have learned something about corporate management from Toyota, but no.

    I recall vividly how a friend of mine who had a position of service manager at a national repair chain would have to dial in and listen to a recorded message from the district manager every morning. It was laced with cursing, threats, and outright BS, all about pushing tires and batteries and a lot of numbskull stuff. Everything EXCEPT great customer service.

    Sad.
    [Avatar photo from a Florida training accident. Everyone walked away.]
    2 Tim 3:16-17

    RSES CMS, HVAC Electrical Specialist

    AOP Forum Rules:







  10. #10
    Join Date
    Nov 2000
    Posts
    1,251
    I had the chance 2 yrs ago to talk with the senior VP of quality control and others from Trane at a 4 on 1 discussion. I had been complaining to the distributor about Trane's lack of quality control at the time. They showed me some very nice powerpoints with grafts and numbers trying to show me how rare it was for their units to have reported problems. After their show I asked them how important they thought it was that their products leave the factory with the stickers on straight, and looking in their eyes, I honestly don't think any of them had thought about it. I told them of the number of units that I had gotten and how hard it was to fix a problem like that and how things like that would never show up on their reports because their reports tracked functional parts. I pointed out that when a customer buys one of their units from me, that they know that they paid a premium for it and that the customer doesn't want to look at a crooked sticker everytime they see their unit. To be honest, I think they did make some changes and I haven't had many more problems with the quality of their units but the way they run the place still doesn't make sense to me. They seem to be in a world of their own. At the dealer meeting a few weeks ago, not one of them came and introduced themselves, only my new TM came and sat at our table for dinner.
    "You do not merely want to be considered just the best of the best. You want to be considered the only ones who do what you do.".... Jerry Garcia
    "You just have to decide if you're a Tigger or an Eeyore,..I think you know where I stand on the great Tigger/Eeyore debate." Prof. Randy Pausch

  11. #11
    Join Date
    May 2000
    Location
    Indianapolis, IN, USA
    Posts
    34,238
    Around there, Trane threw the market in a tizzy. Their locally owned distributor was a class act. Great service, great support, from what I could tell, top market share in replacement, good placement in RNC, decent light commercial sales.

    Last year Trane came in and set up shop themselves. No parts delivery, $12 shipping fee. Limited equipment delivery. When you call for a part, you could end up anywhere in the state. They did from what I hear lower the prices, for now anyway, and kept most of the Trane dealers that were set up although the biggest is pushing something else most of the time.

    The former Trane supplier took York. The former York supplier took American-Standard. The former A-S supplier took Comfortmaker. So far, haven't heard what the former Comfortmaker supplier took. Only real winner has been the new A-S supplier. They are doing more with it than they were before.

    All this mess and cost to distributors & dealers just so Trane could possibly up their market share!

  12. #12
    Join Date
    Nov 2000
    Location
    Coastal Georgia
    Posts
    34,902
    I don't spend much time worrying about equipment builders. They don't worry about you and they all suck!.

    Focus on your business. Sell and couple or few brands, but mainly sell yourself.

  13. #13
    Join Date
    Nov 2000
    Posts
    1,251

    Baldloonie

    He knows about what I've been going through with Trane, we're talking about the same distributer. Six years ago or so, Trane came out with a marketing plan that called for all dealers to increase their sales 20% each year for 5 years, at which point they figured Trane's market share would have doubled. In one of the training classes they put on as part of this, they showed a graph chart showing all the replacement market numbers . It showed a tremendous number of systems will be due for replacement in the coming years and the numbers get larger every year. When York flew us out to their factory this winter they showed us the same chart. The manufaturers are practically salivating to get at as much of this market as they can. So the way I see it is that if these are the numbers they use to figure the potential market then Trane wanted this distributer to hit a moving target. Throw in the fact that Indianapolis was ground zero for the consolidator wars which cost them at least two big dealers and it doesn't seem fair to hit them this hard by pulling the brand from them. Trane may just be trying to log sales to see what the current market is, but a part of me thinks they may be thinking of doing what Lennox did and buy up their own large dealers and weed out the small ones.
    "You do not merely want to be considered just the best of the best. You want to be considered the only ones who do what you do.".... Jerry Garcia
    "You just have to decide if you're a Tigger or an Eeyore,..I think you know where I stand on the great Tigger/Eeyore debate." Prof. Randy Pausch

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