The METUS National Account Program

As part of the Mitsubishi Electric Trane HVAC US (METUS) distribution network, Aireco’s Advanced Products Group (APG) is able to provide equipment and support for large brands through Mitsubishi Electric’s National Accounts Program. These exciting projects offer both APG and the selected contractors the opportunity to work with well-known brands, build an even stronger knowledge of Variable Refrigerant Flow (VRF) technology and potentially secure business on multiple job sites.

While there are many benefits to working on one of the National Accounts, each and every client project looks different and has a different project team structure. We spoke with Tom Varga, National Accounts Manager, METUS, who below details the specifics of the program and provides a look into a recent client project.

What is the purpose of the National Accounts Program?

Our group supports the desires of large corporations in multiple vertical markets – such as office buildings, retail and hospitality venues – that are trying to open multiple sites across Mitsubishi Electric’s varying business units. We don’t promote the program, generally clients come to us with a request.

How are the project teams assembled?
Generally, the company will have a developer or general contractor selected. Once they see Mitsubishi Electric VRF is the preferred product, they’ll reach out to me and my partners. From here, things can go several ways: the company will either choose to procure equipment directly from METUS or they’ll want to use one of our distributors. In any case, we rely on our distribution network as well as commercial area and regional managers to find quality and experienced mechanical contractors.

What are the benefits of the program for HVAC contractors?

Typically, the installing HVAC contractor will already have a one-year product warranty for a building after a job completion. That said, it’s an opportunity for the contractor to then start a two- to three-year service contract for each building they work on. It is in the contractor’s interest to become well known to METUS reps and distributors. We tend to do business with and pull teams together from trusted professionals we’ve worked with before.

Spotlight: SunTrust Bank

Details

# of Projects Total: 150+ branches
Project Team for the Purcellville, VA Branch:

Overview

SunTrust wanted to standardize a high-efficiency HVAC solution and decided that all of its new branches as well as certain existing locations would have Mitsubishi Electric VRF. The plan included working on 4 – 6 projects per month.

Project Team Setup:

SunTrust chose not to buy equipment directly through us but through a traditional distribution channel – in this case, Aireco APG. Once I got the product specifications and HVAC designs together, I then became their single-source contact for ensuring the project was running smoothly. SunTrust’s facility management partner, Lincoln Harris, was responsible for executing the work.

Once the general contractors were asked to provide a bid and saw Mitsubishi Electric was specified for the job, we needed to pull three to four mechanical contractors in the appropriate business units. We spoke with our area and regional managers and they recommended several qualified contractors for selection. For this project, we specifically chose HVAC contractors who understand our product and the extended 10-year warranty of the equipment.

While the sales process for these types of projects are long-term, VRF is relatively young in this country. The National Account Program helps brands understand and ultimately embrace the technology on a wide scale.