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Iowa State University and Trane Launch Nation’s First Collegiate Sales Engineering Club

October 21, 2008

AMES, Iowa, Oct. 21 /PRNewswire/ — Would you believe that sales and engineering are as good together as peanut butter and jelly?

Sales and engineering have crossed paths over the years, but today companies are taking a closer look at that relationship and seeing more opportunities for the two fields to converge.

In order to sell and consult on technologically and scientifically advanced systems, companies need professionals that can walk the talk in front of customers, and design and modify these solutions to meet their business needs and goals.

Iowa State University is taking action. In addition to introducing courses this year in sales engineering, it is now offering students a unique and real-world experience.

Together with Trane, the university is launching the nation’s first collegiate Sales Engineering Club, designed to provide students with real-world experiences in technical sales through field trips, simulations, networking and internships. The intent is to help produce graduates who can meet the need for technically savvy sales professionals.

“Products today are becoming much more technically sophisticated, and their value propositions require a solid engineering background to explain,” said Dave Sly, engineering sales lecturer in Industrial & Manufacturing Systems Engineering at Iowa State. “Educating students about persuasive speaking and the sales process is fundamental for their success in industry today, and the demand for these students is far outstripping their supply.”

“Sales engineers utilize their technical and engineering skills by applying them to business issues and environments,” said Dan Wendl, vice president for Trane in the northeastern United States, who is also an Iowa State alumni and a professional engineer. “A sales engineering club is an outstanding opportunity for students to get a taste of the career as well as an insight on how a solid engineering foundation can create solutions and applications to business problems today.”

Visiting and Recruiting from Iowa State

Wendl will visit Iowa State University on Oct. 22 to meet with students and faculty to celebrate the club and discuss sales engineering career options as well as his own sales engineering career ascent. Wendl’s schedule includes:

   --  Addressing members of the Sales Engineering Club at 11:30 AM in Room       2004 of the Black Engineering Building    --  Meeting with members of the Technical Sales for Engineers class at       3:10 PM in Room 1034 of the Black Engineering Building.     Sales Engineering Field Trip  

The Technical Sales Engineering Class includes six Sales Engineering Club members who recently participated in an extensive hands-on field trip experience with Trane.

On Oct. 9 and 10, 10 members of the Sales Engineering Club were immersed in the Trane business. This included visiting a sales office and a HVAC Parts and Supply retail store in St. Paul, Minn., and touring Trane’s hub for its building controls business in White Bear Lake, Minn.

The group proceeded to La Crosse, Wis., where they engaged with new Trane employees who are students in the Graduate Training Program (GTP), which combines five months of intensive technical and business training in La Crosse with six months of on-the-job mentoring for new sales engineering hires.

The students observed the GTP and toured the production plant for Trane’s EarthWise(TM) CenTraVac(TM) chilled water system, the most energy efficient on the market today.

Engineering Better Careers, Engineering Better Environments

The Engineering Better Careers, Engineering Better Environments program was created by Trane in response to the impending engineer shortage. By 2015, the HVAC industry will be short roughly 700,000 engineers with more than 70 percent of energy services companies expecting their future to be impacted by shortages of skilled personnel.

The program is designed to connect Trane’s senior executives with college engineering students looking to make a difference in the built environment, today.

Trane teams with top engineering schools, like Iowa State, to engage students in the issues important to their careers like the environment, energy use and business ethics. It also creates experiences for students that better prepare them for the business world including sponsoring clubs, events, internships and limited scholarships as well as providing software and lab equipment at reduced rates.

About Wendl

Wendl is responsible for all areas of the business in the Northeast, including sales, service, parts, controls and performance contracting that includes 19 district offices across 13 U.S. states and four Canadian provinces. During more than 25 years with Trane, Wendl’s responsibilities have included engineering, marketing, sales and management.

Wendl is a registered Professional Engineer and a graduate of Iowa State University. He is a chapter past-President of the American Society of Heating, Refrigeration and Air-Conditioning Engineers (ASHRAE). He is also an active member in the Building Owners and Management Association (BOMA), the U.S. Green Building Council (USGBC), and a member of the Hospital Engineer’s Association and Presidential roundtable.

   Wendl is available for interviews upon request and appointment.    About Iowa State  

Iowa State University has one of the 10 largest undergraduate engineering programs in the nation, and the program continues to be highly rated. The College of Engineering’s graduate and undergraduate programs have recently been ranked in the top 25 of public universities by U.S. News and World Report magazine. The college also ranks second nationally in R&D100 research and development awards, fifth nationally in patents awarded, and twelfth nationally in start-up companies launched from its research. Fields of engineering study at Iowa State include aerospace; agricultural and biosystems; chemical and biological; civil, construction, and environmental; electrical and computer; industrial and manufacturing systems; materials science; and mechanical.

About Trane

Trane, a wholly-owned subsidiary of Ingersoll Rand , provides systems and services that enhance the quality and comfort of air in homes and buildings around the world. The business offers a broad range of energy-efficient heating, ventilation and air conditioning systems; dehumidifying and air cleaning products; aftermarket service and parts support; advanced building controls; and building and financing solutions including those that allow energy-efficient systems to pay for themselves through energy savings. Trane’s systems and services have leading positions in premium commercial, residential, institutional and industrial markets; a reputation for reliability, high quality and product innovation; and a powerful distribution network. The business has more than 29,000 employees worldwide. For more information, visit http://www.trane.com/ and http://www.americanstandardair.com/.

Trane

CONTACT: Melinda Paulson, +1-651-407-3974, mpaulson@trane.com; or PerriRichman, +1-732-980-6386, prichman@trane.com, both of Trane

Web Site: http://www.americanstandard.com/http://www.trane.com/




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