Since the end customer preferred to go with the existing brand because of the good service they had received in the past. Having such a good service and parts experience with the McQuay brand, he decided to stay with the same brand. However, since it was a public auction, the decision was made by the lowest bidder. Identified the contractor that had the best chance of winning the contract, explained the advantages of using the same brand (footprint, part-load efficiency, lower refrigerant charge). Supporting small contractors who participate in direct replacements is a win-win for Daikin. We must develop a greater number of medium sized contractors who feel comfortable with our product. Support our DNA’s through technical training and increase support as sales engineers.