Target account development Reach decision-makers at target companies.
New market entry Test a sector before investing in it.
International expansion First customers in a new country.
Launching a new offering Measure market interest in a product.
Commercial opportunities programme Qualified meetings every week for 90 days.
Signal-based outreach Engage when the need arises.
Trade shows and events A full schedule before the trade show opens.
Account reactivation Reconnect with lost accounts.
Eleven industry groups
Nine engagements, from situation to outcome
Regulations and markets
Firm presentation
A commercial growth firm
The phase-out schedule for fluorinated gases changes the commissioning conditions for several categories of equipment. Manufacturers and integrators must identify the operators genuinely affected based on voltage, power, fluid, use and project date.
A different timetable depending on the equipment
Since 1 January 2026, the commissioning of certain electrical switchgear using fluorinated gases has been prohibited up to and including 24 kV. Further thresholds are due to take effect in 2028, 2030 and 2032. The published timetable also sets a deadline of 1 January 2035.
For chillers and heat pumps, certain bans take effect in 2027. Their application depends in particular on the type and capacity of the equipment. The same organisation may therefore face several deadlines depending on the composition of its installed base.
The date alone is not enough to qualify a project
The relevant population includes manufacturers, integrators and operators of equipment covered by the F-gas prohibitions. Qualification must take account of voltage for electrical switchgear, as well as the fluid and capacity for thermal equipment. Use and commissioning date complete this analysis.
Some situations remain outside the immediate scope. A piece of equipment may be excluded from the annex, be subject to a retrofit or maintenance exemption, or have been commissioned before the applicable deadline. A different requirement may also change how the project is treated.
The regulatory signal does not guarantee a purchase
An operator may choose to repair existing equipment rather than replace it. It may also invoke a technical exemption, have placed an order before 11 March 2024 or have no plans for renewal during the period under review. Regulatory compliance is therefore not sufficient to establish an active commercial need.
A requirement does not automatically determine the choice of supplier either. Before beginning commercial outreach, we must verify that the replacement is genuine, the decision timetable and the condition of the equipment. This verification prevents us from confusing an installation that is theoretically covered with an accessible project.
What this changes for suppliers
Manufacturers of SF6-free switchgear, chillers and heat pumps using alternative fluids have a specific reason to target certain replacements. Their integrators may also work with network operators, manufacturers, commercial buildings and installers. Within these organisations, relevant contacts include technical procurement, maintenance, energy and engineering teams.
We filter accounts by voltage, power, fluid, order date and whether an exemption exists. We then seek to confirm the planned commissioning date and whether the replacement will actually take place. This approach enables commercial directors and market managers to focus their efforts on projects that are compatible with their offering and the regulatory timetable.
