Dave Pannier, president of Residential Systems for American Standard, addresses the National Distributor Meeting in Marco Island, Fla.
MARCO ISLAND, Fla. - More than 200 American Standard distributor customers and guests attended the company's recent distributor meeting to celebrate past successes and reflect on future goals.

Dave Pannier, president of the American Standard Air Conditioning Systems and Services Division, issued a sales challenge to the group during the 2002 meeting. If the group of distributors reached its sales goal for 2003, American Standard would pay the travel and lodging costs for every distributor.

Company sales for 2003 were up 20 percent in the residential division, and up 10 percent in the light commercial sector. Total sales increased by 19 percent, paving the way for the distributors' free trip.

"You earned it, you deserve it, and I am delighted to make good on my wager," said Pannier.

American Standard and its distributors also reached several other milestones during the past year. In 2003, approximately 775 new dealers were added, and 12 new branches opened. Also, distributors sold almost 54,000 units on the Stars and Stripes program.

Will Lange, American Standard product manager (right), explains the features of a new light commercial product to Mark Waters of Specialty AC Products (left) and Roch St. Hilaire of EMCO during the American Standard National Distributor Meeting.
"What's most encouraging about these sales numbers is they validate the effectiveness of our strategy and initiatives, and confirm that your hard work and focus on execution are truly paying off," said Dale Green, vice president of marketing and sales, who informed the group about upcoming marketing strategies.

"Our marketing efforts this year are designed to continue to build the bridge between American Standard HVAC and American Standard Bath & Kitchen in order to maximize our presence with the American consumer," he said.

Green also announced plans to strengthen the Customer Care Program to ensure every single element in the program is linked to customer satisfaction directly.

"End-user satisfaction is what it is all about. That is the key to our success today, tomorrow, and in the future," said Green.

Distributors also learned about several new product initiatives that will be introduced during 2004. These products include PTAC units, humidifiers, thermostats, and boilers.

Publication date: 03/29/2004