NORDYNE Advertising Program for Distributors and Dealers

Transcription

1 NORDYNE Advertising Program for Distributors and Dealers Proper Logo Usage ALL RESIDENTIAL BRANDS THE BRAND USAGE AGREEMENTS ARE FROM THE LATEST DISTRIBUTOR AGREEMENTS AND ARE LEGALLY BINDING CONTRACTS HOLDING THE DISTRIBUTOR RESPONSIBLE FOR CORRECTLY USING THE BRAND LOGO, ITS IDENTITY AND PRODUCT POSITIONING. The agreements are located under their respective brands. All advertisements, promotions using the brand name must be represented in the logo format according to the Brand Usage Agreements. All brand advertisements must be accompanied by the license statements indicated in the Brand Usage Agreement Sales Promotion Page 1

2 Program Information, Literature and Advertising Support How do I start? To get started on any of the programs listed, you may retrieve the information two ways. First, easiest access to this information is through enora. When you login to enora, go to the Marketing Support menu. In this area you will find literature ordering, coop processing, current finance and rebate programs and branded advertising support materials. Some menu options may only be visible based on user s access privileges. These privileges are assigned by the distributor primary contact. If you have detailed questions about how a program works, or program order, etc., please contact the program administrator at ext For literature order questions, contact the literature department, ext or If program information is not available through NORDYNE internal staff, then specific directions of where to get the information is listed at the end of the program description Sales Promotion Page 2

3 Dealer Programs Dealer programs are accessible online through enora. However, there are program manuals available for select brands that can be ordered through the literature department. Order our Dealer Program Manual through the Literature Department or the Literature StoreFront on enora. SKU numbers are as follows: Maytag 629B0000, Frigidaire 630B0000, Tappan 631B0000, Westinghouse 632B0000 and NuTone 660C0000. The Dealer Program Manual will help develop your dealer s marketing plan, it includes information on the following: General Consumer Finance Program Direct mail Advertising materials Yellow pages Uniforms Vehicle I.D. programs Site signs Illuminated signs/clocks Banners Dealer incentive Programs vary per brand, (see chart on the following page). To view dealer programs log on to enora, select Support Documents menu. Under the menu will be a link to marketing literature. When the next screen pops up, select Residential & Light Commercial. This will take you to an area that has downloadable forms, links to partnering web sites and consumer kit coop ads just to name a few items Sales Promotion Page 3

4 NORDYNE Distributor and Dealer Program Chart Below is a chart with a list of available programs for distributors and dealers. A detailed description of each program available via: enora, (NORDYNE's ecommerce distributor site). Enter the marketing support area to browse for programs. Many are available in PDF formats, to quickly download to your PC. The distributor program CD The dealer marketing program manual, designed to help dealers convert from another brand, develop a branded advertising campaign for the season, and more. (Currently available in the premium brands only.) Frigidaire, NuTone PROGRAM OFFERING Maytag Tappan, Broan Westinghouse DEALER SUPPORT Advertising Coop Program Billboard Templates Canned TV Spot Program ComfortPlus TM Finance Program Consumer Literature Program Customer For Life TM Program Dealer Program Manuals Dealer Web Templates Direct Mail Template Graphic Library Illuminated i d Sign Program Merchandising Program Newspaper and Print Ad Templates NORDYNE Interactive Network dealer On Line Training Radio Scripts Showroom Materials Uniform Program Vehicle Decal Program Yard Sign Program Yellow Page Templates DISTRIBUTOR SUPPORT MATERIALS Ad Novelty Program Banners Builders Rebate Program Dealer Recruitment Training Distributor Boot Camp Literature Fulfillment Program Merchandising Program NORDYNE I Interactive Network Product Manual Promotional Equipment Program Promotional Fund (Coop) Program Technical & Sales Training Tradeshow Booth Rental Program WARRANTY PROGRAMS Standard (Without Registration) 5 5 Standard (With Registration) Quality Pledge Available Yes Yes Extended Protection Plan Philco Kelvinator Gibson 5 10 Yes 10 Mammoth 1 1 N/A N/A 1009 Sales Promotion Page 4

5 Literature Fulfillment Policies NORDYNE maintains a literature fulfillment facility at the corporate location, as well as provides most black and white literature online through enora. You can order literature from our fulfillment center through enora. This will allow you to shop, view and get order confirmation. It also immediately puts the order in the system which reduces the time a normal fax order would take. You can also download our technical literature from enora. The documents are available in.pdf format, and the site is updated weekly, and is free. Requirements include being a registered user of enora, and having Adobe Reader 5.0, which is free software available at To order, literature, log on to enora and select Literature Storefront to begin shopping. BACK ORDERS Orders are filled promptly and our intent is that complete orders be sent within two (2) days, but material not available will be back ordered. All back ordered items are shipped as soon as they become available, unless there is a specific request that the order be shipped only if literature is available at the time of the original order. In the event a literature item has become obsolete, you will be notified upon receipt of your order. COST/PROMOTIONAL FUND CREDIT Literature will be billed to distributors by NORDYNE at standard prices and is eligible for standard promotional fund credit. Our program allows automatic deduction of the promotional fund credit from the billing for all distributors that have this requirement in their account setup. If the distributor does not want this allowance, his account setup must indicate so. DELIVERY All orders will be filled within two days, shipped and delivered by the most economical way unless expedited shipment is requested. You may request that your order be filled, packed and shipped immediately at additional cost. INQUIRIES If it becomes necessary to call NORDYNE in order to inquire about an order, have as much information as possible available about the order. Include the order reference number from the packing list, the date of the original order, and the form numbers of items requested. Call for Literature Customer Service. INVOICES All literature will be invoiced to the distributors by NORDYNE on the date of shipment. A handling charge will be added to all orders to cover order filling, packaging and normal postage or freight charges. ORDERING REQUIREMENTS 1) Your NORDYNE customer number (located in the upperright hand corner of an invoice), 2) A complete shipping and billing address, and 3) A literature form number for each item ordered. 4) There are minimum order quantities on certain types of literature and marketing material. Literature may be ordered only by authorized NORDYNE distributors. All literature orders must be directed to NORDYNE Literature 8000 Phoenix Parkway, O Fallon, MO Orders 1009 Sales Promotion Page 5

6 may be phoned in at , or faxed at It is recommended that printed order forms be used where possible for economy and prevention of errors. PACKING SLIP Each order will be assigned an identifying number by NORDYNE. The number will be printed on the packing slip enclosed with each shipment. The packing slip will indicate the items shipped and will show any back orders. Back ordered items will be shipped when the material becomes available and identified by using the original transaction number. SUBSTITUTIONS When superseded items are ordered, NORDYNE will substitute the correct new replacement literature in the quantity originally ordered, unless there is a specific request to provide only the specific form number listed on the original literature order. SUPERSEDED LITERATURE Each piece of literature will be identified by a form number and date of publication. Unless specifically requested, current literature will be sent Sales Promotion Page 6

7 Residential Distributor Promotional Fund Advertising Guidelines GENERAL COOP PROGRAM GUIDELINES Eligible Brands Broan, Frigidaire, Maytag, NuTone, Tappan, and Westinghouse. Program Year The promotional fund year program runs October 1st, thru September 30th. All claims for the program year must be received at NORDYNE by October 31st. Funds that are not utilized within the program year do not carry over. Coop Reimbursement Rate Reimbursement at 50% when NORDYNE approved materials are utilized in advertising. Creative Resources NORDYNE agencies will be responsible for creative development for all major media types eligible for 50% coop reimbursement. Production expenses for creative developed independent of NORDYNE provided templates will not be eligible for coop reimbursement. Creative Usage Exception Policy While discouraged, on a rare occasion it may be necessary for distributors or dealers to locally develop advertisements or campaigns that may be eligible for reimbursement at the 50% rate. For locally created advertising the following procedures must be followed. A completed prior approval form along with a copy of the advertisement, storyboard or script must be submitted to the Coop Administrator 15 days prior to production. If the advertisement is in color, a full color copy must be provided. If approved, NORDYNE will sign the Prior Approval Form, and return it to the Distributor. It is the Distributors responsibility to submit a copy of the Prior Approval with the Coop Claim. General Creative Specifications Advertisement must feature brand products exclusively. No other brands. Brand logo must be printed compliant with the brand guidelines in the correct proportion and PMS colors. License statement must accompany brand logo on all applicable printed media. Brand logo must be represented equal in size to the Distributor or Dealer name. Include only images of brand products using proper artwork (video footage, photographs, or line art) in high resolution. Advertisement must meet all standards for responsible advertising. (e.g. no false or misleading offers, offensive materials, etc.) Advertisement that is detrimental to the brand image, or implies the brand is distressed, overstocked, or that is otherwise adverse to the reputation of the brand is not eligible for reimbursement. No cartoon or animated images allowed. COOP PROGRAM ADVERTISING REIMBURSEMENT GUIDELINES BROADCAST (Television, Radio, Cable) Television Advertising Guidelines There are 2 types of TV Commercials. Brand Image Driven Brand driven ads are only provided by NORDYNE Sales Promotion Page 7

8 Dealer Driven Developed by anyone outside of NORDYNE. A. Dealers may show brand being installed in the commercial. B. Commercial cannot exceed more than 10 seconds of brand images or voiceovers for every 30 second spot. C. Anything over 10 seconds is considered a branded commercial, and the templates must be used. D. Brand logo must follow the standard logo guidelines for color & application. Commercials following these guidelines are eligible for coop reimbursement as follows: Brand Driven: 20/10 commercials provided by NORDYNE are eligible at the standard rate of 50%. (Local tags are done by your local station.) Dealer Driven: Commercials following the above noted guidelines are eligible for reimbursement at 30%. A copy of the approval, script and notarized invoice must accompany the coop claim. Radio Advertising Guidelines For consistency, NORDYNE provided radio scripts are highly encouraged, and are the only preapproved commercials eligible for coop at the standard rate of 50%. Radio commercials produced by an outside source must contain the brand name a minimum of 3 times for every 30 seconds. Commercials produced by an outside source must be submitted to NORDYNE for approval. Commercials produced by an outside source and approved by NORDYNE are eligible for coop reimbursement at a rate of 30%. NOTE: Only brand provided radio scripts and television commercials are eligible for coop reimbursement at the full rate of 50%. Approval Process for Dealer Driven Commercials Provide materials to the Distributor who will go through the proper channels at NORDYNE. Rough cuts are approved by NORDYNE through the Distributor. Copy of the approval should be kept on file with the Distributor for claim filing. PRINTED MEDIA Brand Driven Printed Advertisement (NORDYNE Provided Materials) Print ads utilizing brand approved templates available through NORDYNE are automatically eligible for coop at the standard rate of 50%. Dealer Driven Printed Advertisement (Materials Created by an Outside Source) Advertisements created by an outside creative source, when approved by NORDYNE are eligible for coop reimbursement at a rate of 25%. To be considered for coop reimbursement Dealer Driven ads must follow the guidelines below. A. Dealer Driven ads must follow all brand compliances and guidelines. B. L i c e n s e s t a t e m e n t m u s t b e incorporated into the ads as specified in brand guidelines. C. Brand must be represented equal in size to the company name. D. No competitive logo or images are allowed. E. Ads must be produced from high resolution graphics Sales Promotion Page 8

9 F. Color ads must be submitted in full color for final approval. G. Ads must be tasteful, and graphically appealing. (Over crowded, unprofessional ads will not be eligible.) Approval for Dealer Driven Printed Advertisement The ad being considered should be submitted to NORDYNE through the Distributor for approval. Ads are approved by NORDYNE through the Distributor. A copy of the final approval should be kept on file with the Distributor for claim filing. Claim Filing Process: Request for coop reimbursement should be filed by the Distributor on behalf of the Dealer. If (Brand) provided materials are used prior approval forms are not required, but all other documentation shown below must accompany the coop claim form. Claim Filing Process for Newspaper & Magazine: Distributor submits a copy of the final approval from NORDYNE, a copy of the prior approval, paid invoice and full size tear sheet showing the publication date and the publishers name with the coop claim form. Qualifying Items Newspaper Industry Newspaper Magazine Billboard Yellow Page Ads Direct Mail Exclusions School Yearbooks School Programs Church Bulletins Theatrical Programs Political or Congratulatory Ads Office Supplies (invoices, letterhead) Approval for Dealer Driven Printed Advertisement The ad being considered should be submitted to NORDYNE through the Distributor for approval. A copy of the final approval should be kept on file with the Distributor for claim filing. Claim Filing Process: Distributor submits a copy of the final approval from NORDYNE, a copy of the paid invoice and full size tear sheet showing the publication date and the publishers name with the coop claim form. Claim Filing Process for Direct Mail: A copy of the prior approval, production invoice, postage statement, invoice from direct mail vendor, and a sample of the actual mail piece need to accompany the coop claim form. Claim Filing Process for Billboard: A copy of the prior approval, vendor invoice listing dates, and a photo of the original sign once posted will need to accompany the coop claim form Sales Promotion Page 9

10 RF or RK Use this form to request coop credit Sales Promotion Page 10

11 MERCHANDISING & MARKETING MATERIALS Approved Merchandising Program The NORDYNE Merchandising program contains a variety of preapproved promotional and marketing materials. The program is an exclusive program available to Brand Distributors and Dealers. All promotional and merchandising materials provided through the NORDYNE program are preapproved and eligible for coop reimbursement. To receive coop reimbursement the following identity items MUST be ordered through the NORDYNE approved program. Site Signs (Yard Signs) Illuminated Signs Uniforms Vehicle Decals Counter Stools Floor Mats Banners Claim Filing Process: The NORDYNE approved vendor will directly bill for products purchased through the program. Attach a copy of the invoice to your coop claim form, and submit to NORDYNE. Since all materials are preapproved no further documentation is required. Brand Merchandising Materials from Outside Sources When using a vendor other that the NORDYNE approved source for merchandising, apparel or promotional products, prior approval is required. A sample of the product showing the brand logo or a vendor proof needs to accompany the prior approval form. Claim Filing Process: To file a claim, a copy of the signed prior approval, invoice and a sample or photo of the product needs to accompany the coop claim form. Submissions of claims that did not receive prior approval will be rejected. TRADE SHOWS Participation in trade shows requires a prior approval. Prior approval request must include the name of the show, dates and estimated expense. If approved, the following items are eligible for coop reimbursement. Participation fees. Booth space rental. Approved brand signage. Ground shipping for product & display material to and from event. Drayage charges. Claim Filing Process: Photographs of booth displaying brand equipment and signage, along with copies of all invoices must be submitted with coop claim form. BOOTH RENTAL AND PURCHASE PROGRAM The brand booth rental program is administered by Advertiser s Display and Exhibits. The program includes rental of a 10 x 10 portable booth with brand graphics or graphics only. 10 x 10 booths and brand graphics are also available for purchase. Claim Filing Process: Advertisers Display will bill NORDYNE for the booth rental charges and all applicable freight, and NORDYNE will invoice the Distributor. Since Advertisers Display is an approved vendor only a copy of the NORDYNE invoice needs to accompany the coop claim form. DISTRIBUTOR LOCAL MARKETING PROGRAM NORDYNE has entered into an agreement with Feature Group USA to provide our distributors with professional ad agency services in your local market Sales Promotion Page 11

12 As part of the full scope of services offered by NORDYNE and Feature Group USA, it is now possible to add the power of media analysis and market advertising strategies to your business. Everything from electronic media, newspapers, videos, television, radio, direct mail and more will be taken into account to deliver programs that let the power of the brand generate profits for you. How To Get Started The first step to implementing this program is the Situation and Market Analysis. This analysis will include a full market analysis, market mapping, evaluations of sales force abilities, competitive environment analysis, and market potential. Based on the results of the analysis Feature Group will create and assist in implementing a custom marketing program designed to generate new sales and profit. Having a professional marketing team with over 20 years of experience in the HVAC industry providing an objective evaluation of your market situation is an investment that will pay off for years to come. For Information or to Schedule a Consultation Contact: Feature Group USA 1415 Elbridge Payne, Suite 170 Chesterfield, MO Phone: Fax: Coop Reimbursement and Claim Filing Process: Feature Group USA is the ONLY agency whose services qualify for coop reimbursement. To file a claim, attach a copy of the Feature Group invoice to the coop claim form. Since Feature Group is an approved vendor no further documentation is necessary. SPONSORSHIP Sponsorships of any kind, requires Prior Approval. Prior Approval needs to be completed with the following information. Name of the event. Date of the event. Estimated cost. Details on how the brand will be represented or promoted. Sponsorship Exclusions Local sports team such as Little League or High School Teams. Unless an actual approved ad is published, church bulletins, school year books, theatrical programs political or congratulatory ads are not eligible. Claim Filing Processing: Photography of event or exhibit showing the brand representation, list of participants (when applicable), detailed vendor invoice for services or goods, and a copy of the prior approval need to accompany your coop claim form. DEALER INCENTIVE PROGRAMS Dealer or Customer Incentive Programs, which includes trips, rebates, golf, fishing and other related incentive programs require prior approval. A Prior Approval form needs to be completed with the following information. Details of the program. How the Brand is being represented or promoted. Details on how the dealer or contractor is awarded the incentive. Date of when the program will begin and end. Estimated cost. Claim Filing Process: Because various programs require different documentation NORDYNE will 1009 Sales Promotion Page 12

13 specify on the Prior Approval form the type of documentation required for the requested event. A copy of the Prior Approval, the documentation listed on the Prior Approval, all related vendor invoices, and a signed copy of the Prior Approval will need to accompany the coop claim form. NOTE: If the Incentive program requires a deposit NORDYNE will allow the deposit to be submitted for coop reimbursement, but all other expenses are to be filed after the event has taken place. CUSTOMER VISIT / CONTRACTOR TOURS NORDYNE offers factory visits for you to bring your qualified contractors and customers to visit our facilities. After the tours have been completed, the following expenses are eligible for coop reimbursement. Eligible Expenses Expense for hotel room while in St. Louis Expenses for airfare Expense for local transportation when in St. Louis Expense for meals Expense for some entertainment Program Exclusions Souvenirs Transportation to and from departing airport Parking expenses from departing airport Food or Beverages at airport or in route NOTE: NORDYNE will bill the Distributor for Rooms, Local Transportation and Entertainment while in St. Louis. Customer Visits are filed under the Promotional Fund Account. Elite Training funds cannot be used for Customer Visits. Claim Filing Process: Attach a copy of the NORDYNE invoice along with all other applicable expenses with coop claim form, and submit to NORDYNE for processing. DISTRIBUTOR DEALER MEETINGS Dealer Meetings and/or Open Houses require a Prior Approval from NORDYNE. The following items must be noted on the Prior Approval form and submitted to NORDYNE. Documentation showing how the brand will be represented or promoted. Dates of the event. Location of the event. Estimated Expenses. Meeting Items Eligible for Coop Reimbursement Printing cost for invitation or agenda that contains the brand logo. Cost of the meeting room. Rental Fee for AV Equipment. Cost to ship our product to the meeting. Graphics or Promotional items showing or displaying the brand logo. Cost of breakfast, lunch or dinner that is a part of the meeting. Exclusions Transportation and lodging expenses for approved sales meeting held by the Distributor are not covered. Refreshment for Distributors internal meetings with employees. Unless special approval is obtained, dinners and activities associated with the meeting, but not part of the actual meeting are not covered. Qualifying Requirements To receive the full 50% coop reimbursement the meeting must not contain information pertaining to any competitive brands. Regional Sales Manager or a NORDYNE representative must be present. Prior Approval Form must be completed and signed by NORDYNE. Claim Filing Process: Attach a copy of the prior approval, agenda, a list of attendees, photos of 1009 Sales Promotion Page 13

14 the event, promotional materials, and all related invoices to the coop claim form and submit to NORDYNE for processing. WEB SITE GUIDELINES Coop dollars can be used to cover the cost of web sites only if the following apply: If a NORDYNE Distributor or Dealer has our brand logo on their web site and have a link from that site to our consumer brand site. The programming cost to add the brand logo with link to the site is coopable only. If a NORDYNE Distributor or Dealer advertises our brand at another site (clearly an exclusive advertisement for brand and not just a link) then the cost for the ad is coopable. The ad cannot be on the dealer or distributor s site. NOT ACCEPTABLE: Fees associated with website hosting, development and programming, site renewal, etc. DEALER WEB TEMPLATE SITES Distributors can purchase custom branded sites for their dealer if the dealer is listed on the brand Dealer Locator. Distributors can create the site for the dealer using approved templates or allow their dealer the opportunity to create their own site using the NORDYNE provided templates. The sites not only allow the dealer to highlight their personal company information, but to complete the package, the sites also link directly to the brand consumer site. NOTE: Only dealers that are listed on the brand Dealer Locator are eligible to purchase Dealer Web Template Sites. The only web sites that are allowed to be listed on the Dealer Locator are the sites available through NORDYNE. If a dealer has purchased a brand Web Template Site, they can link from their site to the Web Template Site. Sites are good for 1 year from the date of purchase, and unless advised, will be automatically renewed. Templates are cooped at 50%. Claim Filing Process: No need to file a claim! Once the site is purchased NORDYNE will automatically apply to coop if automatic coop has been selected for literature purchases. TRAINING NORDYNE believes that the success of any company is measured by the ability of the personnel that are part of that company. The training of these people in product application, installation, sales and service is paramount to a competitive edge and keeping operating cost under control. Training sponsored or conducted by NORDYNE is eligible for coop reimbursement. Information on training available through NORDYNE can be located on enora and the NORDYNE Interactive Network. Training conducted by an outside source must be approved by NORDYNE prior to the training event. Details of the training will need to be submitted to NORDYNE along with your Prior Approval Form. Claim Filing Process: Once the training is complete, NORDYNE will bill the Distributor for the seminar. To file a claim submit a copy of the NORDYNE invoice along with your coop claim. If training was done off site, invoices for all related expenses along with NORDYNE invoice will need to accompany your coop claim. If Training was conducted by an outside source a copy of the signed Prior Approval form, a copy of the training agenda, a list of participant, and copies of all invoice or receipt associated with the training will need to accompany your coop claim Sales Promotion Page 14

15 PROGRAM ECLUSIONS The NORDYNE Promotional Fund Program does not cover any portion of: Political or congratulatory ads such as those in: School programs School yearbooks Theatrical programs Church bulletins Sponsorship of ball teams or little league. New software. Installation and maintenance of software programs. Monthly fee for accessing internet. Donations to sports programs. Refreshments for distributor internal meetings with employees. Clothing without brand logo on it. Office supplies such as memo forms, invoices, service order forms, letterhead, and stationery. Tools purchased for use by employees. Education or Training not provided by NORDYNE or an approved NORDYNE trainer. Transportation and lodging expenses for approved sales meeting held by distributor are not covered. Business equipment (i.e: calculators, computers, FA machines, etc.) Materials requiring prior approval when such approval has not been secured on the correct form before the advertising is run. Advertisement of any type that displays a competitors brand. Since NORDYNE is not considered a brand, any ads or promotional materials that display the NORDYNE logo will not be eligible for coop reimbursement. Unless preapproved, equipment for showrooms, promotions or incentives are not eligible for coop reimbursement. Season Tickets for Sports Event. (Professional or Amateur) 1009 Sales Promotion Page 15

16 NORDYNE Promotional Equipment Program PURPOSE: The purpose of this program is to provide NORDYNE S Regional Sales Managers and their Distributors the ability to provide special pricing on NORDYNE HVAC systems for the employees of our Distributors and key HVAC Dealers and Homes Builders for their personal use. This program is applicable for the following brands: Broan, Frigidaire, Maytag, NuTone, Tappan and Westinghouse. This Program does not include standard brands i.e., Gibson, Kelvinator or Philco. The Program will be based on distributor sales volume and apply only to the exact brands the distributor carries. The Program requires the Regional Sales Managers to file a signed Equipment Promotion Form with description and use with the Residential and Light Commercial CBU prior to the sale of any equipment at a special price. The Regional Sales Manager can authorize up to 450 single credit on two systems per distributor for every 250,000 in purchases from NORDYNE by a Distributor. EAMPLE: The Distributor with purchases of 2,500,000 would be eligible for 20 systems for promotional use in the Program. GUIDELINES: 450 per system (all on one system). Two (2) systems allowed for every 250,000 in distributor equipment purchases minus returns of same brand. One (1) system per dealer display or employee annually for personal use. System is defined as an indoor motor bearing unit and outdoor compressor bearing unit or a package unit that does heating and cooling. Invoice must show billing to the customer whether dealer or employee. Invoice must show total amount of product, and the 450 credit deduction given to the customer. This must be submitted with Promotional Equipment Program Form. The Program Year is January to December 31st. Funds will not rollover to the next Program Year. Request submitted after December 10th of each year will be applied to the following year. Submit signed Promotional Equipment Form and invoice copies to: NORDYNE Communications Department. The system must be given to a contractor or employee of distributor. Technical schools do not qualify. One (1) system per dealer display OR one (1) system per contractor key employee annually. Maximum of two (2) HVAC systems per dealer for his personal home. The system cannot be split up. EAMPLES Total of three (3) systems annually based on purchases by distributor. For example: 250,000 of purchases = 2 systems 375,000 of purchases = 3 systems 1009 Sales Promotion Page 16

17 One (1) system for the contractor owners home One (1) system for the key employee i.e., his service manager. One (1) for display OR Total of three (3) systems annually based on purchases by distributor. For example: 250,000 of purchases = 2 systems 375,000 of purchases = 3 systems Two (2) systems for contractor owners home One (1) system for display OR Total of three (3) systems annually based on purchases by distributor. For example: 250,000 of purchases = 2 systems 375,000 of purchases = 3 systems One (1) system for contractor display annually Two (2) systems for key employee annually A system is defined as a matched system consisting of NORDYNE products only, which include evaporator coil, furnace, air handler, air conditioner, heat pump or package unit Sales Promotion Page 17

18 PROMOTIONAL EQUIPMENT FORM Date Distributor Location Account Contact Check type of equipment promotion: *Employee HVAC Dealer Builder * Name of Installer License # Name Address City State Zip Code Employee Name Social Security Address and/or Builder Name or Fed ID# Phone Number City State Zip Code NORDYNE Regional Sales Manager Authorization Equipment Supplied: Model Model Model Model Model Serial Number Serial Number Serial Number Serial Number Serial Number Amount of Credit to be Issued: NOTE: Copies of the Distributor s invoice showing the amount of credit given must accompany this form in order to receive proper credit. Internal Use Only: Approved by: Date: Charge to account: Sales Promotion Page 18

19 NORDYNE Builders Program Effective Period: January 1, 2009 thru December 31, 2009 Eligible Participants: All independent NORDYNE distributors and their dealers. Eligible Products: All eligible products for the NORDYNE Builder Program pertain to residential new construction only. All indoor and outdoor equipment must be manufactured by NORDYNE. Qualifications: The target builder for this program is any builder who has a minimum of 50 systems installed in their homes annually. This program is designated for regional & custom builders who have the luxury of designing a comfort system to suite the needs of the homebuyer. Rebate Programs: NORDYNE will support: 65 per system rebate on F(S,T)4BF & FS4BI systems 45 per system rebate on E(S,T)5BD, F(S,T)4BD, F(S,T)5BD and F(S,T)4BE systems 25 per system rebate on all J, NSeries and DSeries systems, any SEER The maximum NORDYNE contribution is listed above. Any additional rebate amount will qualify for 100% distributor coop through accrued funds. HVAC contractor pricing is determined by the distributor at the local and regional level. Rebate Claims: Rebate request must be filed within fifteen days after the close of the quarter. Only the approved reporting form may be used to file on rebates. The rebate credit will be issued back to the distributor within thirty days of receipt. NORDYNE will submit rebate monies directly to participating NORDYNE distributors for distribution and will be distributed after NORDYNE receives a signed builder agreement and proper information required on the reporting form. The MODEL HOME EQUIPMENT ALLOWANCE INCENTIVE will be offered as follows: A system must consist of NORDYNE produced: Condensing Unit, Coil, Gas Furnace Condensing Unit, and Air Handler Heat Pump and Air Handler Packaged Cooling, Heat Pump or Gas/Electric Unit 1009 Sales Promotion Page 19

20 NORDYNE Builder Program One equipment system (as defined above Heat Pump, A/C, or package system) to the builder for every 50 systems installed2 systems MAIMUM. Model home cost will be split 50/50 with the distributor through coop. Only Single Family Home Builders (50) or more systems annually can qualify for this program. Multi Family (apartment) projects are not eligible for participation. BUILDER PROGRAM APPLICATION Distributor Name: Account # Date: Select Brand: Broan Frigidaire NuTone Gibson Kelvinator Philco Tappan Westinghouse Builder: Plot Plan : Project: # of Lots: : Contact: Contact # Contact Fax: Address RSM: RSM Signoff Date: Completion Date: 1009 Sales Promotion Page 20

21 Builder Rebate Reporting Form Distributor: Account # Brand: Builder: Project: Date: Lot Number Address A/C Model # A/C Serial # Air Handler / Furnace Model # Serial Model # Coil Model # Internal Use Only Approved By: Date: Charge to Account Serial Model # Rebate Amount Total Amount 1009 Sales Promotion Page 21

22 Right Choice Program Distributor Advantages This program is designed to give our distribution the opportunity to compete for the consolidators and/ or industry group organizations (group) business. Currently other equipment manufacturers are either selling direct to or making agreements where they fix the sale price to a group. We feel by offering the Right Choice Program to a Dealer, we create a better offering by partnering with our distribution so that the Dealer has a single source to deal with for equipment, parts and supplies. Right Choice is a voluntary program; you do not have to participate. If you desire to join us, you must make a written commitment. You must be consistent with your rebate to a single group. Cost: Yes, there is a cost. The cost of this program will be shared with NORDYNE. NORDYNE will reimburse the distributor up to 40% of the rebate paid to the dealer of a group. The total distributor equipment rebate can be a maximum of 5%. This is a cost of doing business with these groups and we do not want to use coop to support this effort. We do not feel that all groups will need rebates and maximum discounts, but we feel we need to be prepared for the worst case position. The benefits to NORDYNE distributors though are many. More incremental sales, plus business. Members of these groups pay their bills in a timelier manner. Members of these groups purchase a better mix between equipment and supplies. Each distributor sets their sell prices. Distribution sells more high efficiency equipment. These groups will offer a lead into commercial market. As you can see, there are many reasons to take a good look at this program. Whether you are interested in participating in the Right Choice Program or not, please sign the attached form and return to David Garvin at (fax) or at garvind@ nordyne.com Distributors wanting to participate will also complete the Distributor Agreement addendum for each group and return it along with your Right Choice Participation form. Right Choice Rules Distributor must follow the guidelines for the Right Choice for processing claims quarterly. Distributor must have enrolled to NORDYNE the Dealer 30 days prior to any rebate disbursements from the Right Choice Program. NORDYNE pays rebate on NORDYNE product only. Distributor sets their sale prices. NORDYNE will not set distribution pricing. NORDYNE will not pay more than 40% of 5% of the selling price Dealers can only receive rebate on sale invoices paid with in Distributors agreed upon terms. Special Price Quotations are excluded from the program Sales Promotion Page 22

23 Right Choice Guidelines Distributor indicates he is interested in the Right Choice Program by signing the Right Choice Distributor Participation Agreement and returning to NORDYNE. This distributor will work and support the needs of the group. The NORDYNE distributor signs an agreement with the group member. The agreement states that the distributor will rebate the group member a maximum of 5% on equipment. NORDYNE will reimburse the distributor 40% of this rebate. The Right Choice Program rebates on a quarterly basis. 1. See Fiscal Calendar (refer to back of Distributor Manual) 2. Distributor submits rebate spreadsheet with proof of rebate payment. This statement must be received at NORDYNE by the Friday following the end of the quarter. If the spreadsheet is not received by this date, credit will not be issued until the next quarter. Any claim over six months old will not be honored. 3. NORDYNE spreadsheet requirement: (A sample spreadsheet is attached) a) Distributor must submit a separate rebate page for each dealer. b) The spreadsheet must show the total rebate amount paid to the dealer. This must be shown by: Invoice number Each invoice listed separately by number with amount of NORDYNE product. Percent rebate applied to sale. Total rebate amount paid to dealer. Spreadsheet should then calculate NORDYNE s share which is 40% of the total rebate amount paid. The distributor can fill in the figures on this spreadsheet or simply track on a computer as indicated with a copy sent to NORDYNE. c) Rebate spreadsheets maybe ed to NORDYNE, contact Dave Garvin garvind@nordyne.com for more information. 4. NORDYNE issues rebate credit of 40% of the rebate amount distributor paid to the dealer. 5. Distributor has approximately 11 days to issue a rebate check to the dealer. 6. Timetable for rebate payout is shown below and must be followed: After quarter ends distributor spreadsheet due at NORDYNE within 7 days After spreadsheet is received NORDYNE issues credit to distributor within 7 days. After credit is issued, distributor issues check to group member within 11 days NORDYNE reserves the right to audit distributor invoices that support rebate spreadsheets provided to NORDYNE Sales Promotion Page 23

24 Right Choice Program for All Brands Rebate Claim Form Dist. Name Dist. No. Dealer Date: Invoice Date Invoice No. Gross Amt of Sale Rebate Percentage Rebate Amount Today sample 1, % Total Sales 1, Total Rebate Return claim form to: NORDYNE Inc. Attn: Dave Garvin 8000 Phoenix Parkway, O'Fallon, MO to: or fax to: Total Rebate x 40% = Total Rebate Paid to Distributor 8.00 ( ) Approval: FOR NORDYNE USE ONLY NORDYNE Signature 1009 Sales Promotion Page 24

25 RIGHT CHOICE PARTICIPATION AGREEMENT Distributor Form I have reviewed the attached proposal and want to participate in the program. Distributor Principal I have reviewed the attached proposal and do not want to participate in the program. Distributor Principal Please return this to David Garvin at NORDYNE, garvind@nordyne.com or fax to Sales Promotion Page 25

26 Right Choice for Consolidators and/or Industry Group Organizations Distributor commitment to Group member NORDYNE and our distributors have teamed up to offer you the Right Choice Program. The purpose of this program is to provide you with a partner that is easy to do business with and someone you choose in your market. Highlights of this program; Right choice is buying from an independent businessperson in your market that knows and earns their living as you do in the market you serve. Their distribution location depends on sales and service to your market, so they work hard everyday to earn your business and loyalty. We are delivering to you consumer brand names. These names are rich in heritage and the bestrecognized consumer brand names in our industry. We offer a full product line of quality HVAC equipment with a choice of efficiencies and configurations to meet your market. Our distribution locations offer parts and supplies to meet your daily needs. We, NORDYNE and your distributor, have made a commitment to work within the requirements of your corporate structure. Our growth and sincere efforts to achieve excellence in everything we do means we want to commit to you and to provide you with the products and services you want and need at competitive pricing in your market. Program Details The Right Choice Program is designed to partner our distributors with your company. Right Choice gives your branch locations the opportunity to work with a Distributor that is located in and knows their market. Your distributor will work and support your branch locations needs and efforts in each individual market that they serve. Our Distributors offer complete a heating and cooling product lines and services as well as many of the preferred support items, parts and indoor air quality items necessary to satisfy your branches. Our Distributors are independent business people who live and work in their market areas. Our Distributors sign the attached agreement with the group member to provide a rebate to the group member. The rebate amount will be based on the value of your equipment purchased on a quarterly basis. Your distributor will send you your rebate with a quarterly report of your equipment purchased by the 25th of the month following the end of the quarter. NORDYNE will not set the distributor pricing. Distributors must be paid on time and within distributors agreed upon terms. NOTE: Products must be purchased at the NORMAL agreed upon market price. Job quotations and special price quotations are not included in this agreement. Our distributors will meet with the individual group locations to schedule and plan the support and long term efforts for our joint success. We feel that our local distributors understand their individual markets and can do a much better job in supporting your market needs Sales Promotion Page 26

27 Distributor Agreement Group Member and Distributor Agreement Distributor Name: Principal: Salesperson Phone: Store Contact Fax: We,, being a NORDYNE Distributor agree and commit to reimburse the agreed upon discounts and support all necessary normal services to support our business arrangement on a continuing basis. being a NORDYNE Distributor agree to reimburse % on all supplies and parts and % on all equipment for all purchases that are at regular market pricing. Items sold on quotations or other special purposes will not qualify for rebates. Rebates will be sent on the 25th of the month following the end of the quarter, provided payments were made in accordance with the terms of sale. It is responsibility to claim back to NORDYNE for the rebate on the equipment. S igned Date: Dealer name Dealer number Contact 1009 Sales Promotion Page 27

28 Web Site Policy For All Brands Web sites featuring our logos or pictures representing the brand must follow the same logo usage guidelines outlined in the sales promotion section which covers the proper uses of the logos and the trademark statement. This web site cannot mislead the consumer into perceiving that the site is the main site for the brand. To prevent this, the following guidelines must be followed: Distributor/contractor business name must be listed before the brand name Brand names must not be larger than the distributor or contractor s business name Business and brand relationship must be clearly identified as follows: YZ Supply is a distributor for brand name(s)* heating and cooling supplies ABC Cooling sells and/or service brand name(s)* heating and cooling products All site copyright statements usually listed at the bottom of the site pages, must be registered to the contractor/dealer or distributor s business name. Copyright statements cannot reference the brand name. The brand license statement must be identified on the first page the brand is mentioned and/ or logo is placed on. It can be located at the bottom of the page. See logo guidelines for specific required license statement on the applicable brand(s). All sites featuring a brand logo or NORDYNE products the brand product must be submitted for approval for review of proper use. Legal guide for usage of logos, pictures, files etc. : Pictures, files, graphics and text listed at the NORDYNE branded web sites are Copyrights of NORDYNE and are not for use by distributors or dealers at their own sites. Written permission for use must be obtained by NORDYNE Communications Department, and NORDYNE reserves the right of refusal. Doing so without such stated permission is a violation of copyright laws. Images for web use are available on the Art/Logo CD available through the literature department. NORDYNE recommends that distributors and dealers link to the consumer sites instead of showing product pictures or document files because the NORDYNE brand sites are maintained daily. This avoids the publishing of outdated pictures and documents. Our Distributors and dealers are permitted to link to our brand site (eg. if they carry the brand line. These links are: or The brand links should be linked to the brand site web address and not the www. nordyne.com address. The NORDYNE logo or using the word NORDYNE to imply it as a brand is not allowed to be displayed on distributor or dealer web sites because NORDYNE is not a residential brand. If you sell Mammoth light commercial products, the Mammoth logo can be used. If you sell NORDYNE product parts and accessories, you can use the Partner s Choice logo. If you sell parts only, you can not use the logos of brands that you do not carry as a full product line Sales Promotion Page 28

29 Brand Usage Agreements For Brand Requirements check your Marketing Coop Advertising Guidelines available in published form and at Brand Dealer Extranet Web Sites Sales Promotion Page 29