Johnson Controls: If I took one thing away from my last meeting with my Johnson Controls distributor and his Johnson Controls sales rep, it was Johnson Controls commitment to the 2-Step Distribution Channel and the independent controls contractor. This channel has huge growth potential! Johnson Controls has delivered a host of great FX and FX-PCG products. Enhanced options on the communication platform including Bluetooth, and new software tools will support channel growth! I was impressed!
GOOD: A complete A-Z product line enriched by the FX PCG Controllers, FX-PCT Tool System Selection Tree (nice), Expansion Panels, the FX Documentation Portal, and the newly arrived FX-ASSET Estimating Software (more nice) that will help develop a whole new set of contractor customers and satisfied end users, while giving the experienced integrators plenty of features and horsepower to do their thing.
BAD: The sad sunset of N2 products (needs time-clarified again). Where is the FX-VAV-N2 or did I miss the release?
UGLY: Favoritism: the kind where you favor one child over another. A parent playing favorites is one sure way to guarantee getting called out and yelled at on the Jerry Springer show. As the parent of a great DDC product line, Johnson Controls brings their product to market through two channels (children, if we will be kind enough to indulge the metaphor): The Branch and the distributor/independent contractor network. Is it just me, or do other independent automation controls contractors feel like “red headed step children” only getting to sell Johnson Controls on jobs that the branch does not want?
The reality is, that in today’s marketplace, the independent contractor is going to have a lower cost structure allowing companies like Johnson Controls to gain market share in areas Branch operations cannot be competitive. To be successful, Johnson must treat both their channels ( children) equally. Open up all markets to both your children and let the best child win.
Maybe it’s a case of hyper-sensitivity or I might be all wet on this. Let me know what you think about this and your thoughts on the new Johnson FX product offering in comments.