Trane gets only one shot to sell a homeowner an HVAC system and they don’t even get to do it themselves. They sell through a dealer network that made it difficult to deliver consistent messages about the quality and value of these expensive products.
After careful consumer research, persona development and an understanding of Trane’s underlying problems, we recommended, designed, and built Trane MAP. This unique iPad-based, guided selling application used by dealers improves the customer experience dramatically and provides a consistent sales process. The results were stunning–revenue increased by 22%, and margin increased by over 2%, and Trane MAP became the backbone of Trane’s digital engagement strategy.