Ralph E. Grabowski - marketingVP - fact-gathering, analytical Marketing to steer the enterprise



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Phoenix Controls case study

Phoenix Controls case study
"Your key contribution was the Market Research that gave us a handle on where to go."
VP of Marketing launching a new firm dominating their market
Creating a new field

The problem and my assignments
Process, methods, and tools
M/E Ratio™, an investment in Marketing
Results and payback
A role model for startups
About Phoenix Controls


A role model for startups and new business

The MIT Enterprise Forum, in their 1992 Fall Workshop, spotlighted Phoenix' successful financing and continuous growth.   INC Magazine honored Phoenix in their "Fastest Growing 500 Private Firms" three years running, in 1991, 1992, and in 1993.  Less than 10% of the INC 500 repeat for three years.


Award-winning Projects 

Laboratory projects incorporating Phoenix airflow control systems have won recognition for their design engineers from the American Society of Heating, Refrigeration and Air-Conditioning Engineers, Inc. (ASHRAE).  ASHRAE's Technology Awards recognize outstanding achievements by members who have successfully applied innovative building designs, which incorporate ASHRAE standards for effective energy management and indoor air quality.

High Honors, 2002 Lab of the Year - R&D Magazine
Stowers Institute for Medical Research
Kansas City, Missouri
The generosity and vision of two cancer survivors is driving the development of this world-class laboratory and research campus.  The 10-acre site will include 600,000 square foot of laboratory and support space, including a vivarium with one of the few automated cage wash systems in the U.S.
2001 Lab of the Year - R&D Magazine
Waltham, Massachusetts
The airflow equipment selected to control the fume hoods for this winning project include 95 hood monitors, each with a face velocity display.  Phoenix also controls the ventilation for the laboratory animal facility.
2001 ASHRAE Technology Awards
First Place:
University of Quebec, Montreal
Honorable Mention:
St. John's University Science Building
St. John's University in Minnesota
1998 Lab of the Year - R&D Magazine
Georgia Public Health Laboratory
Decatur, Georgia
Airflow controls for the BL2 & BL3 labs were provided by Phoenix Controls.
1997 ASHRAE Technology Award
Medical Sciences Research Building
University of Michigan
Phoenix Controls were used for the entire building - over 950 valves in labs, vivariums, equipment support rooms and office areas.
1996 FAME Award of Excellence
Boehringer Ingelheim Pharmaceuticals
Ridgefield, Connecticut
The Association of Facilities Engineers recognized the project engineers at Boehringer for using energy efficient fume hood controls.
1995 Lab of the Year - R&D Magazine
Ciba-Geigy, Life Sciences Building
Summit, New Jersey
Phoenix Controls' pressurization solution for Ciba-Geigy included 1,742 constant volume valves and 1,273 variable air volume valves, as well as fume hood controls for this 192-hood project.
1993 ASHRAE Energy Award
Dartmouth College, Burke Hall Chemistry Building
Hanover, New Hampshire
Phoenix Controls' laboratory airflow control system helped reduce the university's annual energy costs by $350K.
1992 Lab of the Year - R&D Magazine
Rice University
Houston, Texas
1991 Design/Build Award
Michigan Molecular Institute
Midland, Michigan
Fume hood controls furnished by Phoenix Controls were the single-most important element to the success of the project.  Other issues were a manifold exhaust and energy efficiency.


Invited papers, presentations, and articles
a partial list

Grabowski, "How To Raise $100 Million"  128 Venture Capital Group, Waltham MA, December 12, 2002.

Grabowski, "Who Is Going To Buy The Darn Thing? Invest More In Marketing Than In Engineering To Find Out!"  Boston, June 21, 1995, IEEE Electro/95 Conference Proceedings: 69-96.


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