Project Description

Company background
Lennox designs, manufactures, and markets a range of products for the heating, ventilation, and air conditioning industries. With over 12,000 employees and over $5 billion in sales, Lennox is a leader in the HVAC industry. Its headquarters is in Richardson, Texas.

Project background

• There are many residential HVAC contractors who also do some commercial business (e.g., restaurants, retail, etc.). There are also commercial-only focused HVAC contractors.
• Lennox Commercial HVAC does a good job working with “commercial-only” contractors but doesn’t identify and reach the residential contractors who do some commercial business.
• We are looking to build a marketing campaign to reach these residential contractors who also do commercial work.

Project scope and deliverables
This project aims at selling more commercial units to residential contractors. More details on the project:

• You’ll be working with Lennox Commercial, which manufactures “roof top units” that go on commercial buildings like Walmart, Home Depots, K-12 schools, restaurants and retail “big box” like Best Buy or Ross. We do not make residential air conditioners.
• Typically, we sell directly to two types of customers: 1) National accounts like Walmart and 2) contractors who install and service equipment on commercial buildings.
• There are many contractors who do both residential and commercial work. We have not done a good job with the contractors that do both. We believe there is a desire from these contractors to increase their commercial work, as the dollar value tends to be higher, and they can make more money.
• We need to develop a strategy to increase our business with these residential contractors who also do commercial work.

Required student skills
Sales and marketing focused.