Report: HVAC/R manufacturers lack guided selling
A recent Cincom survey notes that none of the commercial HVAC/R manufacturers have true predictive guided selling systems.
Despite selling complex engineer-to-order products that are challenging to sell, none of the commercial HVAC/R manufacturers that responded to a recent Cincom survey stated that they had true predictive guided selling systems.
This is according to a 2009 research report by software maker Cincom Systems based on a national survey to sales and IT executives that sheds light on how these commercial HVAC/R (heating, ventilation, air conditioning, and refrigeration) manufacturing organizations are managing their businesses for increased efficiency and effectiveness.
The research also showed that 27% of HVAC/R manufacturers have real-time availability of catalog content, pricing and sales data, including integration to engineering specifications and drawing--indicating this may be a best practice.
Download a copy of Cincom's "2009 HVAC/R Equipment Industry Survey Report."