United Technologies (NYSE:UTX) | Customers & Markets

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UTC's operating units include businesses with operations throughout the world. Otis and UTC Climate, Controls & Security (collectively referred to as the 'commercial businesses') serve customers in the commercial, government infrastructure and residential property sectors worldwide. UTC Climate, Controls & Security also serves industrial, transport refrigeration and food service equipment customers. Pratt & Whitney, UTC Aerospace Systems, and Sikorsky (collectively referred to as the 'aerospace businesses') primarily serve commercial and government customers in both the original equipment and aftermarket parts and services markets of the aerospace industry. Pratt & Whitney also serves customers in certain industrial markets.

For 2014, commercial and industrial sales (generated principally by UTC's commercial businesses) were approximately 45% of consolidated sales vs. 47% in 2013, 51% in 2012 and 57% in 2011. Commercial aerospace sales accounted for 35%, 34%, 28%, and 23% of total sales in 2014, 2013, 2012, and 2011, respectively. Military aerospace sales accounted for 20%, 19%, 21% and 20% of total sales in 2014, 2013, 2012, and 2011, respectively. Commercial and military aerospace sales were generated exclusively by UTC's aerospace businesses. Consolidated international sales including U.S. export sales, were 61%, 62%, 60%, and 62% of total sales in 2014, 2013, 2012, and 2011, respectively.

The U.S. Government is the company's largest single customer. Total sales to the U.S. Government were $9.6 billion in 2014 (15% of total sales), $9.9 billion in 2013 (16%), $10.1 billion in 2012 (18%), and $9.1 billion in 2011 (16%). UTC's most important commercial customers are Boeing and Airbus.



Pratt & Whitney's Customers


Pratt & Whitney's products are sold principally to aircraft manufacturers, airlines and other aircraft operators, aircraft leasing companies and the U.S. and foreign governments. Pratt & Whitney's products and services must adhere to strict regulatory and market-driven safety and performance standards. The frequently changing nature of these standards, along with the long duration of aircraft engine development, production and support programs, creates uncertainty regarding engine program profitability. The vast majority of sales are made directly to the end customer and, to a limited extent, through independent distributors and foreign sales representatives. Sales to Airbus (Pratt & Whitney's largest non-governmental customer by sales) were 41%, 35%, 25% and 16% of total Pratt & Whitney segment sales in 2014, 2013, 2012, and 2011, respectively. Sales to the U.S. Government were 22%, 25%, 27%, and 24% of total Pratt & Whitney segment sales in 2014, 2013, 2012, and 2011, respectively. Sales generated by Pratt & Whitney's international operations, including U.S. export sales, were 62%, 64%, 57%, and 57% of total Pratt & Whitney segment sales in 2014, 2013, 2012, and 2011, respectively.



UTC Aerospace Systems' Customers


UTC Aerospace Systems products serve commercial, military, regional, business and general aviation, as well as military ground vehicle, space and undersea applications. Aftermarket services include spare parts, overhaul and repair, engineering and technical support and fleet maintenance programs. UTC Aerospace Systems sells aerospace products to airframe manufacturers, the U.S. and foreign governments, aircraft operators, maintenance, repair and overhaul providers, and independent distributors. UTC Aerospace Systems' largest non-governmental customers are Boeing and Airbus with a combined 29% and 28% of total segment sales in 2014 and 2013. Sales to the U.S. Government were 19%, 21%, 24%, and 25% of total UTC Aerospace Systems segment sales in 2014, 2013, 2012, and 2011, respectively. Sales generated by UTC Aerospace Systems' international operations, including U.S. export sales, were 54%, 55%, and 49% of total UTC Aerospace Systems segment sales in 2014, 2013, and 2012, respectively.



Sikorsky's Customers


Sikorsky sells helicopters, helicopter and aircraft aftermarket parts and services to military and commercial customers. Sales to the U.S. Government were 52%, 58%, 66%, and 68% of total Sikorsky segment sales in 2014, 2013, 2012, and 2011, respectively. Sales generated by Sikorsky's international operations, including U.S. export sales, were 48%, 30%, 32%, and 34% of total Sikorsky segment sales in 2014, 2013, 2012, and 2011, respectively.



Otis' Customers


Otis serves customers in the commercial and residential property industries around the world. Otis sells directly to the end customer and through sales representatives and distributors. Sales generated by Otis' international operations were 81% of total Otis segment sales in 2014, 82% in 2013 and 2012, and 83% in 2011.



UTC Climate, Controls & Security's Customers


UTC Climate, Controls & Security sells directly to end customers and through manufacturers' representatives, distributors, wholesalers, dealers and retail outlets. Certain of UTC Climate, Controls & Security's HVAC businesses are seasonal and can be impacted by weather. UTC Climate, Controls & Security customarily offers its customers incentives to purchase products to ensure an adequate supply of its products in the distribution channels. The principal incentive program provides reimbursements to distributors for offering promotional pricing on UTC Climate, Controls & Security products. UTC Climate, Controls & Security products and services are used by governments, financial institutions, architects, building owners and developers, security and fire consultants, homeowners and other end-users requiring a high level of security and fire protection for their businesses and residences. UTC Climate, Controls & Security provides its security and fire safety products and services under Chubb, Kidde and other brand names and sells directly to customers as well as through manufacturer representatives, distributors, dealers and U.S. retail distribution. Sales generated by UTC Climate, Controls & Security's international operations, including U.S. export sales, were 59%, 61%, 62%, and 65% of total UTC Climate, Controls & Security segment sales in 2014, 2013, 2012, and 2011, respectively.

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