welcome 2021 supplier conference
TRANSCRIPT
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January 20, 2021
Welcome2021 Supplier Conference
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Agenda – January 20, 2021
8:00 Welcome & Message from Mike Lamach
8:30 International Business Update
9:00 Commercial HVAC Business Update
9:30 Residential HVAC & Supply Update
10:00 Break
10:15 Trane Technologies Transformation
11:00 Voice of Supplier
11:45 Closing
❑ If you have a question or technical
issue use the Q&A feature.
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Mike LamachChairman and Chief Executive Officer
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Questions?
❑If you have a question or technical
issue use the Q&A feature.
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International Business Update
Dave RegneryPresident and Chief Operating Officer
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Questions?
❑If you have a question or technical
issue use the Q&A feature.
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Commercial HVAC AmericasBusiness Update
Donny Simmons, President
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OUR MISSION
It’s our duty to protect the global environment we
all share. That’s why energy intensity reduction is
the guiding principle in everything we do.
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HOW WE WINTrane makes buildings better and delivers
outcomes so our customers can achieve their
mission. We combine leadership technology,
deep expertise, and unmatched customer
experience. Simply, we’ve got the best people.
Our Unmatched Talent
Provides Application Expertise
Our Approach Delivers Outcomes
for the Life of our Customer’s
Building(s)
Leading Provider of Integrated
HVAC Products, Systems and
Controls
Leading Provider of Maintenance
and Rental Services, Energy
Management Services, and
Turnkey Solutions
Leading Provider of Connected
Solutions that Provide Data to
Improve Overall Building and
System Performance
SYSTEMS
SERVICES
DIGITAL
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+17k
• Clarksville, TN
• Columbia, SC
• Curitiba, Brazil
• Fair Lawn, NJ
• Fort Smith, AK
• Grand Rapids, MI
• La Crosse, WI
• Lexington, KY
OUR PLANTSOUR PEOPLE
• 17k+ Associates
• 1500+ Account Managers
• 2400+ Technicians
OUR OFFICES
• 150 Sales Offices
• 10 Independent Sales
Representatives
COMMERCIAL HVAC AMERICAS PROFILE
• Lynn Haven, FL
• Monterrey, MX
• Newberry, SC
• Ontario, CAN
• Pueblo, CO
• Rushville, IN
• St. Paul, MN
• Waco, TX
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Uplift Our People, Culture & Communities
• Employee Experience & Diversity
• Community Engagement
• Sustainability
Innovate for Our Customers
• Excellence in Pricing, Direct Materials, Digital,
Quality, Service & Contracting
• Market Growth
World Class Lean Enterprise
• Transformation
• World Class Lean Regions and Plants
COMMERCIAL HVAC AMERICAS 2021 PRIORITIES
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KEY PRIORITIES:
A CLOSER LOOK
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COMMERCIAL HVAC SUPPLIER QUALITY EXPECTATIONS
• Partner with Trane to Create an Exceptional Customer Experience
• Comply with the Global Supplier Quality Manual
• Actively Drive Failure Analysis and Product Improvements
• Focus on 2021 KPI Continual Improvement
• On-Site Assessment (OSA) Compliance
• Supplier Caused Non-Conforming Material (NCM) Reduction @Manufacturing Sites
• Supplier Corrective Action Requests (SCAR) Response Time
• 24 Hour Initial Response & Containment
• 30-Day Irreversible Corrective Action Implementation
• Contractual Financial Reimbursement for Failures as Required
We’re
Starting
To Keep
Score By
Supplier
Need Quality Help From Us – Contact Kevin Bollom/Maggie Nibbe
Our
2021
Focus
Areas
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• Trane knows Buildings and IAQ
• Balance with Energy and
Sustainability
• Hundreds of IAQ Assessments
completed in response to COVID
• Portfolio of IAQ Mitigation Solutions
to meet customers’ unique needs
TRANE and INDOOR AIR QUALITY
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TRANE’S APPROACH TO INDOOR AIR QUALITY
Dilute Exhaust Contain Clean
A Balanced Approach
Each of ASHRAE/CDC’s recommendations has an
effect on other building considerations. Our Trane
professional engineers find the balance and make
improvement recommendations that will result in the
best return on investment.
• Fact based, data-driven analysis
of your building’s indoor air quality
• Aligned to latest CDC and ASHRAE
guidelines for operating HVAC systems
• Recommend ways to improve IAQ today
• Highlight opportunities for future
investment
Trane® Indoor Air Quality Assessment
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Questions?
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Residential HVAC & SupplyBusiness Update
Jason Bingham, President
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OUR VISIONOne team delivering the best experience
OUR PURPOSEServing moments that matter most for
customers, communities, and the environment
CUSTOMERS
COMMUNITIES ENVIRONMENT
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Residential HVAC & Supply Profile
Bridgeton, MORegional Distribution Ctr.
Vidalia, GAAir Handlers & Coils
Trenton, NJGas Furnaces & Coils
Tyler, TXOutdoor Units
Operational Footprint
Charlotte, NCAftermarket
Memphis, TNSupply Distribution Ctr.
Channel Footprint
Stores
~200 Trane Supply
Retail Stores
~25 Commercial
Independent Stores
Sales and Distribution
21 Company Owned
(DSOs)
42 Independent
Wholesale Distributors
20,000+ Affiliated Dealers
Atlanta, GARegional Distribution Center
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Manufacture (GISC)
• Quality
• On-time delivery
• Productivity
We Deliver the Best Experience to Every Customer
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End-customer
• Comfort
• Satisfaction
Dealers
• Right products
at the right time
Independent Distributors
• Reliability
• Shared Success
Supply Stores
• Availability
• Convenience
• Consistency
District Sales Office
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Residential HVAC & Supply
Diverse
& Engaged
Workforce
Dealer
Efficiency
Consumer
Experience
Supply
Transformation
One Team
Lean
Culture
Operational
Innovation
Sustainability
1
4
5
6
7
2021
BIGROCKS
2
3
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Where is the Opportunity?
• Looking
• Seeing
• Testing
• Maturing
• Faster than others
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Where are We Finding Opportunity?
• Consumers want “whole home health” – taking care of the
castle
• Adoption of digital tools
• Virtual customer interactions or working
• Acceleration of e-commerce… for everything
• Shift working location; home, hybrid, geographic flexibility
• Resiliency of manufacturing becomes important
• Supply chain relationships are critical
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Questions?
❑If you have a question or technical
issue use the Q&A feature.
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Trane Technologies Transformation Ray Pittard & David Brennan
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Brand Transformation
Purpose, Strategy, and Leadership
Principles Refresh
Structural Transformation
Trane Supply Transformation
Investment Transformation
Agenda
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Our New Name
Elevating the Trane name to the enterprise level
harnesses the powerful brand we’ve already built
in a way that will benefit the entire organization.
The word “Technologies” - accompanied by a
new and very different visual identity - allows us
to celebrate our commitment to the innovations
that will lead us into the future and to differentiate
from the strategic brand Trane.
Our strong strategic brands
Thermo King and Trane will continue to serve
their customers and markets and drive our
business performance.
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Our brand story
Our world contends with unprecedented
challenges. Our future has never been
more uncertain. Urbanization is dramatically
reshaping our communities, our resources are
more constrained than ever before, and climate
change is accelerating at an astonishing rate. At
Trane Technologies, we view this as a call to
lead. It inspires us to think bigger, act bolder,
and take actions that not only improve our own
performance but also influence global change.
With sustainability embedded in all that we do, we have a
responsibility to push the boundaries of what’s possible.
As a climate control leader, we operate where global
megatrends and innovation intersect, giving us a unique
ability to envision audacious solutions for our customers
and for the world.
The goals we’ve set for ourselves seemed implausible
not so long ago. Not only have we exceeded them,
we’re now intent on inspiring others to rise to the
challenge. Leading a coalition of our peers, customers,
and partners, Trane Technologies is redefining what’s
possible for a more sustainable future.
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The New Trane Technologies: Reimagined to Unlock Our Full Potential
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Sustainable OperatingLeverage Improvement
Business Transformation Delivers $300M in Cost Savings to Fund Continued Market Outgrowth With 25% Sustainable Leverage
Increased
reinvestment in
innovation
1
2Above market
growth profile
Improved cost
structure
Sustainable
leverage (25%
plus) & margin
improvement
4
3
High Performance Flywheel
16%
2017-2019 Actual Transformational Model
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25% +
Operating leverage calculated based on change in historical Climate
segment adjusted operating income less adjusted unallocated corporate
costs divided by change in Climate segment revenues.
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Structural Transformation: Four Focus Areas
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• Lean-based, customer-focused organizational model
• Increased speed and agility to lead in the marketplace
• Strong competitive position with full spectrum of capabilities
Transformed Platform
Fit For Purpose Organizational
Model
1
Strategic Choice
Budgeting
2
RepositioningIT
3
Supply Chain Excellence
4
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Fit-For-Purpose Organizational Model – More Focused, Less Complex
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Realigned for customer focus and agility with G&A workforce to regions
Redeployed ~20% of corporate functions to business enhancing cost transparency
Achieved reduced cost at benchmark levels in functions
Minimized global reporting for simplicity & optimized spans of control for reduced cost
Maintained strong control environment
Actions
Alignregionally
Strengthen accountability
Streamline functions
Flatten organization
Controlenvironment
TransformedOrganization
Outcomes
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Strategic Choice Budgeting Delivers Structural Cost Reductions Aligned with Climate-Focused Strategy
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All spend aligns with climate-focused priorities
Eliminates spend not tied to customer or shareholder value
Outcomes
G&A alignment to functional benchmarks
Climate Focus
• Clean sheet framework
CostTransparency
• Expenditures analyzed in detail
CostOwnership
• Strategic Choice decisions and accountability
Benchmarking
• Industry benchmarks for effectiveness and efficiency
Demand Orientated
• Focus on what’s driving costs
Clean Sheet Approach
By Spend Category
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Reimagine role
of technology
Reinvent
technology
delivery
Future-proof
the foundation
Repositioning IT to Fuel Growth Supports Further Margin Expansion
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• IT redeployed closer to customer with direct accountability to business and optimized spans and layers
• Redeploying savings to high return investments
• Architecture deliberately designed for speed and value with increased cloud based systems
• Rationalized application portfolio with 40% reduction
• Strategic sourced services to optimize efficiency & effectiveness
Repositioned Outcome
$XXMSavings
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Best in Class Benchmark
Accelerating deployment of sourcing productivity levers (e.g. price evaluation analytics, “should cost” modeling)
Key Initiatives
Supply Chain Excellence Initiatives Support Further Margin Expansion
Strategic Sourcing
Aligning procurement, engineering, and manufacturing to drive productivity across 70+ spend categories
Digitization of Supply Chain
Deploying advanced eProcurement / analytics tools to drive productivity
Lean Cycle Time Reduction
Cross functional teams driving cycle time reductions
25-30% to increase productivity
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Trane Supply: Growth Opportunity within Our Installed Base
• Aftermarket parts and supplies has opportunity for accretive growth
• Trane can grow by capturing “entitlement” market share
• Developing plans to capture in next three years
• Work stream focused on refreshing growth strategy
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Investment Transformation for Improved Returns & Growth Acceleration
Accelerated investment process for increased efficiency
Capability development at all levels of the company around investment decision making and management
Better returns through better decision making
Investment Review Transformation
Growth acceleration through better projects, alignment and accountability
Advancer, Latest Innovation in European Trailer Refrigeration
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Questions?
❑If you have a question or technical
issue use the Q&A feature.
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Voice of Supplier
Gene Hahnenberg
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▪ What has been the 2021 impact of COVID-19 to our businesses?
▪ The pandemic has changed how we do business. What changes will we keep
after the pandemic?
▪ Share your experience with increasing diversity and inclusion at Trane
Technologies.
▪ How do you get more involved in NPD projects at Trane Technologies?
▪ What is the long-term vision of how suppliers help us with sustainability?
Questions from Voice of the Supplier Survey
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▪ Forecasts continue to be inaccurate. How are we improving forecasting of
our demand?
▪ How do we insure on-time payment to suppliers?
▪ Quarterly Business Reviews are not happening consistently. What actions
are we taking?
▪ It takes too long to implement change in product design. What is being done
to reduce this cycle time?
Questions from Voice of the Supplier Survey
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Questions?
❑If you have a question or technical
issue use the Q&A feature.
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Closing
Keith Sultana
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Post Conference Survey
➢ At the end of each day when you
leave WebEx you will see the
message to the right.
➢ Click continue, to be taken to a survey
to get your feedback for that day’s
conference.
➢ We would love to hear from you!
➢ The presentations from both days will
be posted to the registration site
following the close of the conference.