‘We believe in providing solution which is safe, comfortable and sustainable’

Sanjeev Seth is the General Manager and Sales Leader for Trane Commercial Businesses in SAARC Markets that form part of the Climate Solutions sector at Ingersoll Rand. Trane is Ingersoll Rand’s strategic brand and world leader in Heating, Ventilating, Air-Conditioning and Refrigeration (HVACR) industries that serve commercial, institutional, hospitality, industrial and pharma market. Seth is responsible for driving innovation and growth of Trane business by understanding customers’ needs and developing solutions to meet customer expectations in SAARC countries. Siromani Dhungana of New Business Age talked with him during his recent visit to Nepal.

Excerpts:

What is the purpose of your visit?

Trane is one of the leading brand in heating ventilation and air conditioning and we are now trying to increase our presence in Nepal market and we appointed MAW Engineering Pvt. Ltd as business partner for the entire Nepal. We see Nepal as a very strategic market, it’s definitely grow substantial for near future. Trane is a brand which caters to HVAC system, service and solutions for both commercial and industrial segment. We see a lot of opportunity for providing air conditioning solution in this market. So we are here to meet customer and establish relationship and engagement with the customer.

What sort of strategies has Trane adopted to target the Nepali market?

As we know, energy is becoming more and more expensive and it is important to have solutions which are environmentally efficient and sustainable. We believe in providing solution which are safe, comfortable and sustainable. The products which we are launching here are going to be very energy efficient and use gases which are environmental friendly with latest technology.

With a growing interest of customers in appliances such as AC and refrigeration, there must also be competition in the market. How has Trane made sure that its market share does not get reduced by cheaper competitors?

There are a lot of choices available to customers and Trane believes in partnering with customers to find the right choice. We have wide range of products available from small conditioners to huge centrifugal chillers. The product portfolio Trane manufactures, is able to meet diverse needs of the customers. They are highly energy efficient and reliable. And there is a very strong service network of Trane service technicians. We partner with the customer to provide the right kind of solutions.

With new ideas coming in each day for every sector of technology, how do you brainstorm ideas for a new and refined product?

It is the regular and continuous process. We continue to innovate new products and technology. In India we have our research and development centres for this. 

How do you see market of air conditioner in South Asia and especially in Nepal?

The economy in Nepal is definitely grown and there is a need for providing the right kind of solution for customers in Nepal. The customers in Nepal will require more solution from Trane. Trane is very bullish about the Nepal market. Our partner here, MAW, is in the right position to offer the right products and solution to market.

Would you please tell us about the major unique features of the Trane brand?

This year Trane has completed its hundred years. Now we are committed as well as geared up for the next century. Our products and services are unique in the sense that they are able to provide energy efficient solutions, are sustainable and some of the major installation in the world use Trane products. 

We also have building automation systems which can integrate the entire equipment of the building. Overall we have wide portfolio which meets the diverse needs of customers.

What are your major branding strategies?

Today the customers are looking for not just the products. It should be backed by proper services as well. The product itself should be reliable and of good quality. Trane is very well established in commercial segments of the markets and is recognized as a very strong and reliable brand. It continue to focus on the same values of providing reliable and high quality products and it will be backed by strong after sale services with our partner here, MAW, and we also hope that our new products and innovations will address the need of the customers.

What is the current market share of your products in Nepali market?

We have been working with a lot of corporate house here since a long time and we see here a lot of opportunity and we are bullish about the future.

Where do you want to see Trane brands in Nepali market five years from now?

We want to see Trane being recognized as a brand which can provide energy efficient and reliable and high quality products and entire systems and solutions of the costumers’ needs. And it should be a recognized as a brand which can actually help the customers on saving energy also. And Nepal is already struggling due to power outage. So any product or system which can save energy will help address the need of customers here. And our focus is energy efficient products at reasonable price.