BEYOND REPAIR - Totaline

IN THIS ISSUE:

BEYOND REPAIRSeptember 2013

What are you working on today?TM

Stock your truck with aftermarketmotors at your Totaline® Sales Center

page 4

Keep your customers’ equipmentin tune with Totaline chemicals

page 7

News and information that drives your business.

Factory Authorized Parts™ certification program launched.

page 9

© Carrier Corporation 9/2013

BEYOND REPAIR • 2

Welcome to the September edition of Beyond Repair. Fall is in theair, and school has either started, or will be starting soon. With thoselazy, hazy days of summer now in the rearview mirror, this is thetime of year when people start thinking about getting their homesready for the cooler weather ahead, which for folks in the HVACindustry means that it’s time for those fall tune-up calls to startcoming in.

That’s where your local Totaline® Sales Center comes in. We stockeverything you need for those tune-up and repair appointments –from Factory Authorized Parts™ for your Carrier®, Bryant® andPayne® customers, to quality Totaline chemicals, to aftermarketmotors for virtually any repair, Totaline Sales Centers have youcovered.

This month, I’ll talk about fall tune-ups – if you’re not alreadyproviding preventive maintenance, you should – I’ll explain why.Madge is on board chatting about the full Payne heating lineup, and

we’ll tell you about an upcoming Carrier University course in thismonth’s Bynum Bits. And – fall allergy season is right around thecorner, too – find out about a great indoor air quality product inSeptember’s IAQ Corner.

And, you’ll learn about Totaline aftermarket motors – keeping themon your truck helps you be prepared for any repair emergency. And,find out about our comprehensive lineup of Totaline chemicals –these are a must for your preventive maintenance program. We’llalso tell you how we’re preparing our Totaline Sales Center countersalespeople to better help you every time you visit our stores.

Thanks for checking out the September edition of Beyond Repair –the news and information that drives your business.

Jim FlynnTotaline Training & Marketing Manager

IN THIS ISSUE

When your customer needs a filter housingfor their furnace, you can count on your Totaline Sales Center to provide high-qualityproducts at a great value. You’ll be able tochoose from the Totaline Air-Tite Series, or theTotaline Perfect-Platform Series, which aremade for use in gas or electric furnaces andair handlers.

The Totaline Air-Tite Series filter housing offersthe best built, most sleekly designed and easiest-to-use galvanized sheet metal filterhousings on the market, for both residentialand light commercial use. It allows for easy access to furnace filters—no panels or door toremove. The housing is made to fit all gas furnaces through five tons and makes a cleanand professional installation. The Totaline Air-Tite Series uses standard size pleated orpanel filters.

The Totaline Perfect-Platform Series filterhousings offers space saving design for vertcal installations, keeping the furnace off floor eliminating need for wooden platform, therebyreducing installation time and costs. The filterhousing allows for easy access to furnace filters without having to enter the furnace anduses one-inch, two-inch or four-inch standardsize pleated or panel filters which are positioned on an angle to maximize surfacearea. The filter housing is made to fit one tothree ton, or three and one-half ton electric airhandlers or gas furnaces.

The Totaline Perfect-Platform Series media aircleaner platform helps eliminates the possibiityof dust, pet hair, insects, rodents, and water orsewer backup from entering the furnace. Theplatform also allows the filter to work at maximum efficiency by eliminating the needfor transitions, deflectors or turning vanes,thereby saving installation time and costs.

I.A.Q.TOTALINE® FILTER HOUSINGOFFER SLEEK DESIGN; EASY USE

CORNERASK MADGE

BEYOND REPAIR • 3

Madge, as in the Ask Madge article is a fictional character.

Hi there! It’s me, Madge. Can you believe it’s September already? That means fall isin the air, and that makes me happy – it is, after all, one of my four favorite seasons!When that cooler air starts to blow in, so do calls from our customers who areconcerned about their heating equipment.

That goes double for customers who may have had issues with their equipment lastwinter, or those with older equipment, or those who have been experiencing energybills that are a little higher than they like. For our customers who are looking for qualityequipment at a value, we happily offer Payne heating equipment.

Payne offers a variety of furnace products to meet the needs of any customer, all ofwhich provide exceptional quality, performance and efficiency. You’ll be able to offercustomers Payne condensing furnaces, which range in efficiency from 96 percentAFUE to 90 percent AFUE, and offer two models that provide two-stage heating. Or,choose from Payne’s gas furnace line-up, which offers three models, each providing80 percent AFUE.

Although we’re in the North, where heat pumps aren’t always practical, Payne alsooffers a comprehensive lineup of heat pumps for customers in milder climates as well. There are three models to choose from, ranging in efficiencies from 16 to 13 SEER.

I.A.Q.CORNER

BEYOND REPAIR • 4

When it comes to stocking your truck with all the things you need to get the jobdone right, you know that your local Totaline Sales Center is the place for all ofyour HVAC needs. From quality Payne® equipment to tools of the trade toFactory Authorized Parts™ (and everything in between), Totaline Sales Centershave you covered.

You know that Factory Authorized Parts are always the right choice whenreplacing a motor in your customer’s Carrier®, Bryant® or Payne equipment. Butwhat about other customers who require a replacement? Luckily, Totaline SalesCenters carry a full lineup of both Totaline and TotalSaver®motors – engineeredto provide you with total motor solutions for your aftermarket needs.

Totaline multi-horsepower motors have been long established as a quality choice.Because they’re multi-horsepower, they can be used in several applications.And, Totaline Sales Centers offer condenser fan motors, direct drive blowermotors, belted blower motors and oil burner motors, so you can easily keepthem in stock as well – so you’ll be fully prepared for a motor emergency.

When you stock all seven multi-horsepower TotalSaver motors on your truck,you’ll be prepared for virtually any motor service call. The TotalSaver lineup is acomplete, cost-effective motor series that offers affordability and adaptability.With the TotalSaver lineup, you’ll enjoy the following benefits:

• Quality manufactured with superior design life• Reliable bearing systems (multi-horsepower)• Automatic reset thermal protection• Multi-horsepower motors feature reversible rotation and can be operated in all positions

So why make your customers wait for a fix? When you stock your truck withTotaline and TotalSaver motors, you’ll be ready for most any HVAC emergencythat comes your way – keeping all your customers happy, no matter what typeof equipment they own. Visit your local Totaline Sales Center today to discoverour full Totaline and TotalSaver lineup.

STOCK YOUR TRUCK WITH AFTERMARKETMOTORS AT YOUR TOTALINE® SALES CENTER


We’ve got all the parts and supplies you need to help get you back to work and on to the next job quickly.• Replacement parts for most makes of HVAC including Factory Authorized Parts for Carrier®, Bryant® and Payne®equipment

• Over-the-counter Payne heating and cooling equipment• Critical supplies, tools and commodities• Advice and answers from highly-trained, counter salespeopleTo find the locations of your local Totaline Sales Centers,please visit www.totaline.com

For your service and repair requirements you can count onbeing dealt a winning hand at your local Totaline® Sales Center.

Never A GambleNever A Gamble

Jim’s Tips INCREASE CUSTOMER SATISFACTION –OFFER FALL PREVENTIVE MAINTENANCE with Jim Flynn, Totaline Aftermarket Training Manager

BEYOND REPAIR • 6

When September comes around, your customers will likely startto think about the cooler weather to soon come, and some maywonder if their equipment is prepared for the chilly months. Oneway you can assure your customers that they’ll be preparedonce those temperatures start to dip is by providing them withfall preventive maintenance. Not only is proper preventive maintenance important for the life of their equipment, it servesthe dual purpose of keeping you top-of-mind – those biannualmaintenance calls keep you familiar to customers, so when theyneed other services, you’ll be the one they call.

Offering preventive maintenance doesn’t have to be a chore –it’s simple when you have everything you need in stock, and achecklist to follow when you go on the calls. Generally speaking,a fall preventive maintenance tune-up encompasses thefollowing, according to ENERGY STAR®:

• Check thermostat settings to ensure they’re providing maximum comfort and efficiency.

• Tighten all electrical connections and measure voltage and current on motors.

• Lubricate all moving parts. • Check and inspect the condensate drain in central airconditioner, furnace and/or heat pump.

• Check controls of the system to ensure proper and safe operation.

• Check the starting cycle of the equipment to assure the system starts, operates, and shuts off properly.

• Check all fuel connections, gas pressure, burner combustion and heat exchanger. Improperly operating fuel connections are a fire hazard and can contribute to health problems. A dirty burner or cracked heat exchanger causes improper burner operation. Either can cause the equipment to operate less safely and efficiently.

For the chemicals you’ll need to offer preventive maintenance,such as cleaners and lubricants, simply visit your local TotalineSales Center. There, you’ll find the complete lineup of Totalinechemicals that will make offering fall preventive maintenancesimple. Stop in and stock up today!

BEYOND REPAIR • 7

When your fall preventive maintenance calls start coming in, you can beprepared by simply making sure you’re stocked up on quality Totalinechemicals. Your local Totaline Sales Center offers a complete line of HVACchemicals including coil cleaners, water treatment and general usechemicals. This lineup of chemicals will help make your fall maintenancecalls a breeze.

The entire lineup of Totaline chemicals are packaged with colored labelsand contain all the information you’ll need for safe application. What’smore, Totaline chemicals are offered in a wide array of sizes to best meetall your application needs. Choose from this comprehensive listing ofchemical products:

Coil Cleaners

• Condenser Cleaner• Indoor & Outdoor Cleaners• Indoor Coil Cleaner• Foam Cleaning Fluid• Internal Coil Cleaner

Water Treatments

• Algaecide• One-Shot Scale & Corrosion Control

• Scale Removers• Winter Corrosion Protector• Condensate Pan Treatment Strips

General Use

• Electronic Air Cleaner Concentrate• Ice Machine Cleaner• Wasp & Hornet Spray• Degreasing Solvents• Coil Coatings• Coil & Duct Sanitizer• System Sanitizer

So before your fall preventive maintenance calls start, be sure your truckis stocked with the full lineup of Totaline chemicals – available every dayat your local Totaline Sales Center, your one-stop shop for all thingsHVAC/R.

KEEP YOUR CUSTOMERS’ EQUIPMENTIN TUNE WITH TOTALINE® CHEMICALS

CSD400 - HVAC SYSTEMS FUNDAMENTALSThis first course covers the subjects that are fundamental in thedesign of all types of HVAC systems. Students learn thefundamental principles of HVAC design, including psychrometrics,heat transfer, mechanical refrigeration and load estimating.Participants learn to become proficient with HVAC's two mostimportant design tools, the psychrometric chart and the pressureenthalpy diagram. At the completion of the course, participantsknow how to do an accurate commercial load estimate that is thebasis to the other system design decisions. The concepts of thiscourse are prerequisite for taking the other three courses and thebuilding blocks of the student's HVAC design career. Computer-assisted work sessions and a design project are used to practicethe principles taught.

Upon completion of this course, participants will be able to:

• Explain the parameters that must be controlled to achievehuman comfort.

• Describe the procedural steps common to all HVAC design.• Explain the principles of heat transfer and their impact on heating and cooling load estimates.

• Zone a commercial building with fixed or open floor plans.• Use the principles of psychrometrics to describe air cycles.• Apply the PH (Pressure Enthalpy) chart to describe the principles of mechanical refrigeration cycles.

• Do a computerized block and zone load estimate fora commercial building.

A cumulative score of 70 percent is required to pass this course.The score is a combination of attendance, class participation, anda demonstration of skills and knowledge through quizzes and/orwork sessions.

This course will commence on Sept. 9, 2013 at the Bynum TrainingCenter in Syracuse, N.Y. To learn more about this course or to register, please visit our website at:http://www.carrieruniversity.com/index.php/csd400.

BEYOND REPAIR • 8

Bynum Bits

What do contractors and dealers expect to find when they visit their local partsand equipment distributor? Often, they’re looking for more than just parts andequipment. They need a distributor who understands the parts they’re selling,and whose ultimate goal is meeting customer needs, so that they can getback to work quickly. They rely on knowledgeable sales staff that can provideefficient assistance, as well as a quick transaction time. And, they need adistributor they can trust – one that has a proven track record in the HVACindustry. Fortunately, Totaline® Sales Centers work not only to meet theseparticular needs – they go above and beyond for contractors and dealers,providing them with the best experience possible.

With 25 years of experience in the replacement parts industry, Totaline hasbecome a leader in the field of replacement components. At its conception,the very idea of the Totaline Sales Center as a one-stop shop for all thingsHVAC was innovative – it was the first store of its kind that allowed customersself-service of the parts they needed, right from the sales floor. And the mainreason that Totaline has sustained and has grown for a quarter of a century?According to Totaline Training and Marketing Manager James Flynn, it’sTotaline’s overarching philosophy of customer service.

“Why have we been in business for 25 years? Because we do everything wecan to help our distributors’ dealers and contractors,” Flynn said. “That’s whatdrives our business and helps us continually make improvements thatenhance our customers’ experience.”

One of the ways Totaline is doing this is through their newly launched FactoryAuthorized Parts™ certification program. Flynn explained that this program,in combination with Totaline University, Totaline Masters 1 and 2, attendanceat Totaline regionals and most importantly, on-the-job training, all help toadvance the knowledge base of Totaline Sales Center counter salespeopleand managers – which helps the customers have the best possible experienceat Totaline Sales Centers.

“The Factory Authorized Parts certification program is much like NATE® – ittests our counter salespeople and our branch managers on theirunderstanding of these parts. We want to be able to help our customers – thedealers and contractors – with all of their needs, and this program helps totest employees’ levels of knowledge.” Flynn explained that the program ismultilevel, starting at an entrance level and ending at elite.

Levels 1 and 2 test beginner and basic knowledge, Level 3 tests for advancedknowledge, and Level 4 targets branch managers and senior employees ona leadership career path. “Once the third level is completed, countersalespeople achieve Factory Authorized Parts certification,” Flynn said. “Theyreceive a special patch for their uniform and a diploma. Plus, many of our

distributorships offer their employees additional incentives, like clothing andgift cards, for working toward this achievement.”

Flynn said that there are currently more than 1500 participants in the FactoryAuthorized Parts certification program, and that this January the cream of thecrop was recognized during the Alpine Program Best Practices event in LasVegas, a meeting attended by the aftermarket leaders of each of the 32distributors in the Totaline network. Joel Cordova of Carrier West; JamesLaukshtein of Carrier Enterprises Florida; Trisha Turner of Carrier EnterprisesMid-Atlantic; Kyle Kreuter of Temperature Systems, Inc.; Bruce Schmidt ofCP Distributors; Charles Cristwell of Sigler; and Joseph Almeida of DistributorCorporation of New England achieved the highest overall grades. For theiroutstanding efforts, they received a $500 gift card courtesy of Totaline.

Flynn emphasized that while the certification program is centered on FactoryAuthorized Parts, the content that is learned and tested on carries over intoall aspects of the counter salesperson’s job. “All the same principals that arelearned through the Factory Authorized Parts certification program apply toall products at the Totaline Sales Center,” Flynn said. “It helps our countersalespeople provide dealers and contractors with the very best experiencepossible. Knowledgeable counter salespeople who work toward buildingrelationships and providing solutions and efficient transaction times so thatbusy dealers and contractors can get in, get the products they need and getback to work quickly – that’s what this program is all about. Like everythingwe do... it’s about our customers.”

FACTORY AUTHORIZED PARTS™ CERTIFICATION PROGRAM LAUNCHED

BEYOND REPAIR • 9

It's gonna be big...Get ready. In 2014 Totaline is announcing something big - something NEW, bigger, bolder, and better. But we're not telling you until January. So you'll just have to stay tuned to discover what we are up too.

To find your local Totaline Sales Center please visit www.totaline.com

and it is coming to a Totaline® Sales Center near you in 2014.


SALES CENTERS

Totaline® 2013Win/Win Merchandise Offers

All offers are good until November 30, 2013 after they have been initially introduced. Offer paperwork must be postmarked no later then December 1, 2013 and must be received no later then December 15, 2013.

* Go to www.totaline.com and click the “Win/Win” link. Then, follow the directions and complete the offer. Offer must be completed and a proof of purchase from a Totaline Distributor will be required. See site instructions for complete details. One Win/Win merchandise item may be received per each unique invoice with unique issued certificate, no exceptions. Certified HVAC/R professionals only. Offer good only while supplies last. Offer subject to change or discontinuance without notice.

Note: Actual promotional brand anditem styles may vary from image. Substitute product may be used otherthen featured item.

Buy 5 Totaline® branded Saber 24V Magnetic UV Systems part no.: P103-SABER24/16-GM**all on one invoice.

Starting in September you can get a Shoulder Sling Bag*

Buy 2 Totaline® or 2 TotalSaver® branded Motorsplus any 2 other line items**all on one invoice.

Starting in October you can get a Jumper Cable kit*

* Go to www.totaline.com and click the “Win/Win” link. Then, follow the directions and complete the offer. Offer must be completed and a proof of purchase from a Totaline Distributor will be required. See site instructions for complete details. One Win/Win merchandise item may be received per each unique invoice with unique issued certificate, no exceptions. Certified HVAC/R professionals only. Offer good only while supplies last. Offer subject to change or discontinuance without notice.** Equipment purchases (air conditioners, heat pumps, furnaces, package products) do not count as line items.

Note: Actual promotional brand and item styles may vary from image. Substitute product may be used other then featured item.

Buy 1 Factory Authorized Part plus any 10 additional line items**.all on one invoice.

Starting in November you can get a Factory Authorized Parts™embellished pullover hoodie.*

* Go to www.totaline.com and click the “Win/Win” link. Then, follow the directions and complete the offer. Offer must be completed and a proof of purchase from a Totaline Distributor will be required. See site instructions for complete details. One Win/Win merchandise item may be received per each unique invoice with unique issued certificate, no exceptions. Certified HVAC/R professionals only. Offer good only while supplies last. Offer subject to change or discontinuance without notice.** Equipment purchases (air conditioners, heat pumps, furnaces, package products) do not count as line items.

Note: Actual promotional brand and item styles may vary from image. Substitute product may be used other then featured item - size runssmall so order up a size bigger.

SALES CENTERS© Carrier Corporation 08/2013

YOU’LL HAVE TIME ON YOUR HANDSExpect faster installation times and reduce time-consuming callbacks. Time is on your sidewhen you install Factory Authorized Parts™ Motors.Be secure in the knowledge that you'vedone the job right with Factory Authorized PartsMotors.

• Exact fit and easy to install.• Maximize the life of the system.• Maintain low sound levels andsystem vibration.

• Maintain UL and CSA qualification.• The only motors that help maintain warranty.

Factory Authorized Parts are the right choicewhen making repairs to your customers’Carrier®, Bryant® or Payne® equipment.

For the location nearest you visitwww.totaline.com

LOOK IN

SIDE AND

GET THE SCOOP!

What are you working on today?Your job is anything but easy. That’s why you should count on yournearest Totaline® Sales Center. Totaline Sales Centers save youtime by stocking Factory Authorized Parts™ - exact, drop inreplacement components for Carrier®, Bryant® and Payne®equipment. Chances are, customers who own Carrier, Bryant, orPayne equipment selected these brands because of theirpreference for quality, reliability and efficiency. These customersdeserve a repair solution that restores their equipment to its originalperformance. Factory Authorized Parts help you do just that.

When you use Factory Authorized Parts, you preserve the warranty,the efficiency, the original specs and the UL and/or CSA approval.Smart technicians choose Factory Authorized Parts because theyknow that these products save time while removing guesswork fromrepair tasks. Factory Authorized Parts also preserve UL and/or CSAapprovals and listings for parts in the original equipment - and thatdelivers peace of mind.

But Factory Authorized Parts are only one solution among many.The Totaline sales team provides smart guidance and quick accessto thousands of aftermarket parts. You’ll find motors, compressors,thermostats, and IAQ accessories that will work well with any brandof equipment that you might run into out there. Replacingequipment instead of repairing it? Totaline Sales Centers offer alltechnicians a full line of Payne air conditioners, heat pumps,furnaces and packaged products- good, dependable solutionsbacked by a 10-year limited warranty. And of course you’ll find tools,fittings, chemicals, tape, nuts, wire, even wasp spray- the stuff youneed almost every day, on every job, all in one place.

No matter what you are working on today, you'll find the solutionyou need to get the job done at your local Totaline Sales Center.Learn more at www.totaline.com. And while you're there, be sureto check out Win/Win 2013 and the great free merchandise youcan receive, just for purchasing the items you need anyway.

BEYOND REPAIR • 13

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BEYOND REPAIR - Totaline