Frost & Sullivan's recent analysis, North American UPS Market -- Government Sector, selected Eaton Corporation as the recipient of the 2005 Customer Development Leadership Award for its ability to best perceive customer's uninterruptible power system (UPS) needs and develop products that have resulted in exceptional market penetration rate growth.
Each year, this Award is given to a company that has demonstrated excellence in understanding consumer needs, successfully introducing products/services, and identifying new market segments to expand its existing customer base. The Award lauds the combination of vision, technology, and successful marketing enabling the company's strong market growth.
Frost & Sullivan
"Eaton's customer orientation, supported by an extensive product- and market-focused distribution strategy has led to a superior position in the government UPS product sector," says Frost & Sullivan's Program Manager for Backup Power Solutions, Farah Saeed.
The company has extensive experience in the market and an unmatched UPS range from 300VA to 4,000kVA. It is constantly enhancing its product offering by introducing new UPS products specifically targeted for the government sector. Recently, Eaton introduced Powerware 5115 in the 500 to 1500VA power range, which fulfilled the "Made in the USA" provision for U.S. Government sales. The product is designed to protect NT workstations, small servers, hubs, routers, and PCs.
Patented technologies such as Hot Sync™ and (ABM®) have further positioned Eaton as a technology leader in the UPS systems market. Hot Sync™ technology enables reliable wireless paralleling with minimum component failure. The system reviews the power flow from the different three-phase UPS devices and helps balance the load between them. It can connect several UPS modules in parallel to increase capacity or redundancy, with as many as eight UPS modules working in tandem.
ABM technology extends the life of the battery to allow a higher return on investment for the end users. Instead of the conventional trickle charging technology, this advanced battery management technology charges the battery in three stages, which can even double the battery life.
"Eaton's UPS products are supplemented with value-added offerings such as surge protectors, power management software, filters, isolation transformers, ferroresonant transformers, tap charging transformers, rotary UPS, and generators, among others," says Saeed.
Their services range from preventive maintenance to remote monitoring including battery maintenance, UPS enhancements, and spare kits. A global network services personnel is constantly being trained to support the service program. Eaton conducts classes on the UPS products across the country to focus on resolving the latest customer issues.
The company's core strength is in its ability to offer integration service that aims at handling end-to-end turnkey projects. This involves power quality audit, system design/build, engineering and installation, project management and procurement, deployment and logistics support, and maintenance and support.
"Eaton's success is attributed to a customer-centric product line and sales channel," notes Saeed. "On multiple GSA schedules, the company has successfully delivered systems to the U.S. Air Force, Navy, Department of Defense (DoD), Department of Energy (DoE), and NASA."
Eaton offers a whole breadth of products and services specifically targeted for the government sector. For these achievements, the company is a worthy recipient of the 2005 Frost & Sullivan Award for Customer Development Leadership.
Eaton Corporation (NYSE:ETN) is a diversified industrial manufacturer with 2004 sales of $9.8 billion. Eaton is a global leader in electrical systems and components for power quality, distribution and control; fluid power systems and services for industrial, mobile and aircraft equipment; intelligent truck drivetrain systems for safety and fuel economy; and automotive engine air management systems, powertrain solutions and specialty controls for performance, fuel economy and safety. Eaton has 56,000 employees and sells products to customers in more than 125 countries.
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