全球建筑行业正在经历快速转型, with owners and developers of both new and established buildings seeking ways to transition from old, 能源浪费解决方案, 绿色, 节能方法. 而ESBE的产品和技术往往隐藏在建筑物的结构中, 他们处于暖通空调行业现代化的前沿, 开发使用更少能源的产品和解决方案, 提高舒适, 并增加了加热的安全性, 冷却, 自来水系统.

而ESBE是欧洲主要的制造商, the opportunities now emerging in the US market offer growth potential that could not be ignored. 但是没有当地乐博彩票官方app的知识, the ESBE team needed practical and strategic support that would provide insights and access to viable partners and networks.

评论他们对美国乐博彩票官方app感兴趣的理由, 约尔特林, ESBE的销售总监, 说:

“ESBE has become a strategic supplier to several leading 欧洲an heat pump manufacturers and our smart valves and actuators are unique in the market. 美国的热泵乐博彩票官方app正在起飞, 我们想要探索这个乐博彩票官方app的机会.”

为了克服这些障碍, the ESBE team engaged Business 乐博彩票官方app to investigate how the recently introduced and significant rebates, 税收抵免, and subsidies available to incentivise new technologies are shaping the current and future state of heat pump usage in the US. 采取了多方面的方法，不仅评估乐博彩票官方app准备情况, 但也能快速产生销售.

Initial interviews with local installation technicians enabled Business 乐博彩票官方app to identify additional competitors’ perceived market share and brand awareness.

 

而最近的法规被认为是关键的乐博彩票官方app驱动因素, 确定的障碍包括缺乏训练有素的安装人员, 疫情后供应链持续中断, 以及普遍缺乏关于热泵的知识. 然而, supply chain disruptions posed a great opportunity for ESBE as US manufacturers were willing to source products globally, preferring to have multiple supplier options in different geographies to reduce risk.

并行, Business 乐博彩票官方app tested ESBE’s market positioning by arranging several meetings with heat pump manufacturers, which led to ESBE and Business 乐博彩票官方app travelling together to discuss product customisation with a leading domestic manufacturer.

与潜在的合作伙伴和供应商建立联系, 乐博彩票官方app商业部推荐并促进了亚特兰大AHR博览会的出席, 美国领先的暖通空调贸易展. ESBE received feedback on product-market fit and connected with interested stakeholders from across the industry. 通过这些对话, ESBE了解到，其定制解决方案在美国乐博彩票官方app存在空白, 现在，该公司正在定位资源，以增加在美国的销售.

Jörgen在反思所建立的见解和联系时说:

“我们的重点是为客户提供最佳解决方案, and we wanted to understand how ESBE can provide value to the US manufacturers of heat pumps. With great support from the Business 乐博彩票官方app team, we learned plenty during our intense US visit. 如果不去乐博彩票官方app，这是不可能的.”

 

挑战

ESBE needed to understand how the US heat pump market differed from the 欧洲an market, and also identify relevant OEM partners to test its product portfolio and value proposition

解决方案

ESBE engaged with the US Business 乐博彩票官方app team to evaluate the attractiveness and competitive landscape of the heat pump market in the US, and contact manufacturers for their feedback on the market’s development and ESBE’s products

结果

Business 乐博彩票官方app held interviews with key industry actors including HVAC industry associations. This strong networking led to a site visit with a leading geothermal heat pump manufacturer, plus several other leads as Business 乐博彩票官方app supported ESBE at the AHR Expo in Atlanta. 在提供的支持中还产生了四个合格的线索.


联系: Would you like to learn more about how we can help to grow your global sales in the 美洲? 更多信息请联系杰西卡·康纳利.