Carrier Corporation: The Future of R410A Harvard Case Solution & Analysis

Rick Roetken, manager of Carrier Corporation, examines the competitiveness of products with a new air conditioner refrigerant R410A. The Clean Air Act called for the gradual elimination of all ozone-depleting refrigerants, including the widely used Freon 22, but many years remained before they would be banned altogether. R410A, which was produced by Allied Signal, probably would look cleaner replacement. The carrier was the first to include the new refrigerant in some of their air conditioners, but dealers and distributors have been reluctant to sell new products, and the first sales results were disappointing. However, the focus group research showed new products can have significant appeal to consumers. After a review of research, Roetken wondered whether positioning strategy can be found that would justify further investment in the line of R410A. "Hide
by Mark Parry, Emily Jean Gibbons Source: Darden School of Business 16 pages. Publication Date: November 14, 2000. Prod. #: UV2908-PDF-ENG

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