In 2007, U.S. district cooling manufacturer Johnson Controls made several sales to the United Arab Emirates, including two large sales of $11 million and $6 million of YORK chiller products. The sales were facilitated by the company's participation in a Market Development Cooperator Program (MDCP) project run by its trade association, International District Energy Association (IDEA). The association's MDCP project focuses on educating potential customers in Saudi Arabia, United Arab Emirates (UAE), and Qatar on the U.S. industry's superior technology, standards, and services. Specific activities have included the development of market intelligence, technical workshops, and trade missions that have involved various ITA staff including industry specialists from Manufacturing and Services, and Commercial Service officers.

The success of Johnson Controls in working with ITA and IDEA earned it an Export Achievement Award. In her presentation of the award, Colleen Litkenhaus, Deputy Assistant Secretary for Domestic Operations for the U.S. & Foreign Commercial Service noted that “These exports helped lead to the creation of around 25 new jobs in the U.S. In addition, they also made significant sales of YORK chillers in the countries of Bahrain, Qatar and Saudi Arabia, all supporting large district cooling projects in those countries. It’s the dedication and hard work of U.S. businesses like Johnson Controls that keep our country strong and growing.”

With headquarters outside of Boston, Mass., and a branch office in Abu Dhabi, UAE, the 1,000-member IDEA was founded in 1909. The association comprises district heating and cooling executives, managers, engineers, consultants and equipment suppliers. IDEA’s core mission is to support the growth and utilization of district energy as a means to conserve fuel and increase energy efficiency to improve the global environment.

Colleen Litkenhaus, Deputy Assistant Secretary for Domestic Operations for the U.S. & Foreign Commercial Service, presents an Export Achievement Award to Johnson Controls, represented far left by Anwar Hassan, vice president of Industrial Products, and Joseph Brillhart, service branch manager, based in Manhattan, N.Y. (Photo: Brian Phillips Photography)

MDCP Project Summary:

Cooperator: International District Energy Association (Westborough, MA)

Industry: District cooling (combined heat/air conditioning/power generation).

Markets: Saudi Arabia, U.A.E., Qatar

MDCP award: $399,600

IDEA match: $2,226,271

MDCP-generated exports to date: $253,977,312

Period: 2005-2009

Scope of project: Promote the export of equipment, technology, standards, and services by: (1) Developing market intelligence; (2) Disseminating a best practices guidebook; (3) Developing Middle East chapters and outreach programs; (4) Establishing an international segment website; and (5) Organizing trade missions/workshops/conferences.

Key ITA team members: Manufacturing and Services, Energy Team; Commercial Service Dubai/ Abu Dhabi.

Dubai's building boom has been a major factor in the increased demand for combined air conditioning and power cogeneration capacity on the eastern shore of the Arabian Peninsula. U.S. manufacturers generally have a distinct competitive advantage.