Mike Dziok Totaline marketing manager. * Copeland, Danfoss, Trane, Lennox, and York are trademarks of their respective organizations.

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2 PAGE 2 Finally. Summer has arrived. And I know summer is the busy season, so maybe you re looking for ways to find more time in your day. Read the article in this issue of Working Together about time management by Ed Gancarz of the SHA + RP Institute. It has some great tips so you can spend less time on the job and more time enjoying the nice weather the way you want to. Later in this issue, you ll notice an article about Danfoss and Copeland commercial scroll compressors. You might not always think of Totaline for commercial compressor replacements for Trane, Lennox, York,* and other equipment brands, but we ve got em. And starting this month, when you purchase one, you ll get a Totaline thermos to keep those cold drinks cold on hot days. Our website, has the details. Jim Flynn is at it again with a North Carolina motor mystery, so don t miss that one. There s a great story, too, about Doug Mapstone Inc., a dealer in Manlius, N.Y., that is succeeding despite some tough times. Along with the thermos I mentioned above, Free Stuff this month includes an EZ DMM (a great tool!). As always, has more information, including all of the Free Stuff offers available this year so far while supplies last. So grab a cold drink and start reading! Mike Dziok Totaline marketing manager * Copeland, Danfoss, Trane, Lennox, and York are trademarks of their respective organizations.

3 PAGE 3 FREE TOTALINE EZ DMM OFFERED IN JUNE The Totaline EZ Digital Multimeter is one of the most popular tools in the Totaline Tools of the Trade line, and beginning June 1, contractors and technicians can get one free. With the purchase of seven Totaline or Emerson motors from a Totaline distributor, customers can receive the EZ DMM as part of the 2008 Totaline Free Stuff offers celebrating the company s 20th anniversary. The EZ DMM changes from AC, DC and OHMs automatically. The only switch contractors have to push is the on/off switch a great feature when contractors are busy working on multiple jobs. You don t have to worry about blowing it up when switching from AC to OHMs, as long as the meter is used within it s specified electrical ranges, said Jay Seitz, Totaline product manager. You can let the meter do the thinking. All the Totaline Tools of the Trade are high-quality, fundamental HVAC/R tools designed with the red and black Totaline colors (that hide fingerprints and dirt) and they carry one of the best warranties in the business: a minimum of three years. Full details of the EZ DMM offer and eligible part numbers are available at Contractors and technicians should act fast, said Mike Dziok, Totaline marketing manager. This offer is available only as long as supplies last and we expect a high demand for the EZ DMM. Totaline Free Stuff offers are available to U.S. and Canadian customers only.

4 ACHIEVING A DREAM: DOUG MAPSTONE INC. Debbie Mapstone s husband, Doug, dreamed of making Doug Mapstone Inc. in Manlius, N.Y., into a successful, respected, full-service electrical, heating and air conditioning company. But four years after forming the company, Doug passed away from cancer, and it was up to Debbie to continue to make her husband s dream come true. Now, with the love and support of her two children, Jon and Jackie, Debbie has led Doug Mapstone Inc. to become a thriving light commercial and residential electric, heating and air conditioning service provider, and it continues to grow. It was my husband s dream, and it s a dream I did not want to lose along with him, she said. Keeping Doug Mapstone Inc. going shortly after Doug s death wasn t easy, Debbie admitted. I grieved and then realized that the first thing I had to do was talk to our customers and say no, nothing is going to change. Yes, he passed away but you will still get the same quality. You are in good hands. She said the company did lose some business at first, so she began working to build relationships with new customers. It didn t take long, though, for new and old clients alike to see that Doug Mapstone Inc. was continuing its honest, quality service. It doesn t matter who the customer is, their house becomes my house, Debbie said. And that s the philosophy that technicians servicing homes follow, too. I think Doug Mapstone PAGE 4 Inc. makes a difference to people with the quality of work we provide, the loyalty and our honesty. Doug Mapstone Inc. is truly a family business. Doug and Debbie s son, Jon, has worked for two years at the company. Jon loves the business, Debbie said. He has ambition, and he wants to grow it to a whole new level, and get into more commercial work. But that family feeling extends beyond blood ties and she considers her employees to be family, too, Debbie added. As for my relationship with my employees, I probably cross the line, she said. I am very tough but I am fair, and if they have a problem, they can talk to me about it. I ve had colleagues to Christmas dinner. They become family. They come first. The closeness and support of that Doug Mapstone Inc. family is one of the things that has helped Debbie succeed in what is traditionally a very male-dominated industry. I think a benefit that Debbie brings to the business is that nurturing side that women have the way of treating everybody like a family member, including her customers, said Maria Ucchino, manager for marketing and advertising in the Northeast Distribution of Carrier Corp. And on the other hand, she also recognizes that she has a business to run and she needs to be tough and fair. Ucchino and Todd Jenkins, Northeast Distribution territory manager for Carrier, work often with Debbie and watched with admiration as she took the helm of Doug Mapstone Inc. during such a difficult time. I can t imagine how daunting it must have been to have to pick up the reins and know that you have to keep the business going, not only because it s what you and your husband worked for, but also because you have a family to support, Ucchino said. Even with all her success, though, Debbie is humble. She credits much of the company s achievements to loyal employees, her family, her faith, and her husband. I think the odds were against me, she admitted. It was a challenge to take over the business, but we made it.

5 PAGE 5 Sleep soundly with Totaline. FREE! Get Why do HVAC/R pros who buy Totaline remanufactured semi-hermetic compressors sleep so soundly? UL-certification combined with competitive prices and the Totaline name make this product the go-to guy for professionals who want peace of mind from their compressors. For people in the HVAC/R business, Totaline is the key to a good night s sleep. Totaline watch* a FREE Totaline watch with online offer completion and proof of purchase (2008 invoice showing purchase of any Genuine Carlyle or Totaline semi-hermetic compressor from a Totaline distributor. See site for details.) Log on to click the link to Free Stuff for full details and follow the instructions. *While supplies last. One per person; certified HVAC/R professionals only.

6 PAGE 6 STUMP JIM FLYNN Totaline training manager Jim Flynn answers your questions about Totaline and the HVAC/R industry. Q: On some of the refrigeration racks used in supermarkets in our area, there is a head cooling fan package 06ER on the E bodies and 06DR on the D body Carlyle compressors. The motor is the same in both packages: HC27GB230. I ve had a customer request a replacement, and the problem is that some of the OEM rack manufacturers use a 460v 1ph version of this motor and I can t replace it. Based on the specs of the HC27GB230, can you tell me what the same motor in 460V 1ph is? Lee Mullinax, sales center manager, Greenville, S.C. A: First off, thanks for the question, Lee. I checked in with Igor Bychkov, our product manager for commercial refrigeration, and he tells me that the part # (10 pc in stock, 460/1 motor) fits the bill. And because of our new rules here at Stump Jim Flynn, Lee earned himself some Free Stuff from Totaline! Do you want to get Free Stuff, too? Simply send me an HVAC/R question, and if I use it in this column, you get Free Stuff! Keep those questions coming! James Flynn James.Flynn@totaline.com A GREENVILLE, S.C., MOTOR MYSTERY Every month, we ask readers to send Jim a question about Totaline and the industry. Contact him at James.Flynn@totaline.com.

7 The Total Package! PAGE 7 Specially designed to withstand the rigors of HVAC/R repair and installation, Totaline tools help you be the pro you are. Take the Totaline EZ Digital Multimeter. Blown meters? Now a thing of the past. Switch from ohms to AC or DC volts without twisting the dial. Stop into a Totaline store and see for yourself how the entire line of Totaline tools can make your job easier. EZ Digital Multimeter Download the entire Totaline tools catalog on our "FREE TOTALINE TOOLBOX" offer page! FREE! Get Totaline toolbox* a FREE Totaline toolbox with online offer completion and proof of purchase (2008 invoice showing purchase of all seven of the above Totaline tools from a Totaline distributor. See site for details.) Log on to click the link to Free Stuff for full details and follow the instructions. *While supplies last. One per person; certified HVAC/R professionals only.

8 PAGE 8 Identify time wasters. Everybody has wasted time in their workday. Do a waste analysis identifying your own wasted time. Typically, most of the time wasters in your day are within your control. Identify two or three areas where you would like to improve. Do you want to sell more service agreements? Get more new construction jobs? Decide what you want your business to look like, and then rate how well you re doing in each area. Then, focus on these large rocks not the trivial many small rocks! Put relationships first and tasks second. Work with the customers in front of you first; handle phone calls and s later. Deliver highest quality service, anticipate needs and respond. Callbacks are the biggest time wasters. Take the time to do the job right, and eliminate wasted time later. Know that people who write things down are three times more likely to accomplish them. TIME MANAGEMENT: THE COMPASS SUPERCEDES THE CLOCK Many people in their business day are out of control because they re making the wrong choices on what to do with their time, says Ed Gancarz, principal of the SHA + RP Institute. The whole issue of time management in our business lives revolves around making choices, he said. For example, recently, a friend was visiting Gancarz at his home. As we were momentarily waiting for my garage door opener to raise the door, my friend said, Hey, you don t have that high-speed garage door opener. You should get one of those. Gancarz said, But I didn t understand the need. How much of a hurry are we in these days that not only can we not manually open the garage door, but now we need to have a super-fast automatic overhead door opener? Faster garage doors won t find us the time we re looking for, but making the right choices will. Gancarz offers some tips for time management: Decide weekly, then daily, what to work on. Be driven by the compass what you need to get done rather than the clock. Decide on your priorities for each week, then each day, and accomplish them. For example, some contractors haven t invoiced jobs simply because they don t have time to send out their bills. This leads to cash-flow problems. Choose importance over urgency. If phone messages or s don t contain issues that need to be dealt with immediately, respond after your priorities are finished. Many contractors go into business on their own to make more time in their lives. After all, nobody says on their deathbed, I wish I would ve worked more! But after beginning their businesses, they find that they have less time. Although business may be good and you re busy, busyness is not success. We can still work less hours than we worked for someone else and make money, if we manage our time a little bit more. Coming Next Month: Once-a-Year Cost Cutting Ideas. Set it and Forget it! Edward Gancarz is the principal of the SHA + RP Institute. Its services include small business consulting and training, individual and group coaching, organization development, call center management and marketing and selling support. If you would like business training conducted at your Totaline store, contact your parts store manager or the SHA + RP Institute. Phone: (315) egancarz@twcny.rr.com Slow down to work faster. Organize your work space, including your store or your truck. There s a saying: Sort. Straighten. Shine. Standardize. Sustain. Everything has a place, and putting it there will increase productivity.

9 We wear many hats. Nine compressor brands and all of the parts, supplies, tools and accessories you need to get the job done. The Totaline compressor warehouse carries everything you need, including brands like Carlyle, Copeland, Bristol, Danfoss, Tecumseh, Toshiba, Matsushita and Goldstar*. It's also the only place you'll find the UL-certified Totaline remanufactured compressor, the perfect combination of peace of mind and affordability. FREE! Get Totaline thermos* a FREE Totaline thermos with online offer completion and proof of purchase (2008 invoice showing purchase of any Copeland or Universal Danfoss Scroll commercial compressor from a Totaline distributor. See site for details.) Log on to click the link to Free Stuff for full details and follow the instructions. *While supplies last. One per person; certified HVAC/R professionals only. * Copeland, Bristol, Danfoss, Tecumseh, Toshiba, Matsushita and Goldstar are trademarks of their respective organizations.

10 PAGE 10 NOW AT TOTALINE: COMMERCIAL COMPRESSORS FOR ANY BRAND OF EQUIPMENT Offering a full line of Copeland and Universal Danfoss scroll compressors, Totaline has commercial compressors to fit virtually any brand of equipment at competitive prices. Surprised? Customers think of us for Carrier or Bryant equipment, but they might not think of us for parts for a Trane or a Lennox or a York* unit, said Bob Mann, Totaline product manager. But we have what they need and we will save them a significant amount of money. Danfoss scroll compressors fit Trane units, and, for example, technicians could save approximately $500 on a Danfoss compressor purchased at a Totaline store. Totaline also offers Copeland scroll commercial compressors to fit any manufacturers units. If it has a Copeland compressor in it, we have a replacement at an attractive price. Mann said. We re the one-stop shop for compressors. Totaline counter sales associates are prepared to find customers the replacement commercial compressor they need, regardless of the brand. Bring us the part number of the failed compressor, and we ll match it up, Mann said. We ve spent the last two years training our counter sales associates to take the Copeland part number and find a suitable replacement in stock. Beginning June 1, contractors and technicians can receive a free Totaline thermos with the purchase of any Danfoss or Copeland scroll compressor. Visit for details and part numbers. Totaline Free Stuff offers are available to U.S. and Canadian customers only. * Copeland, Danfoss, Trane, Lennox, and York are trademarks of their respective organizations.

11 PAGE 11 With seven motors in your truck... nothing stands in your way. Call it HVAC/R Repair 101. Call it the 80/20 rule. We call it common sense. The last thing you want to do is show up at the job site unprepared! Keep these seven motors on your truck to cover most cooling jobs in the field. Totally enclosed for shaft-down applications Slinger protects bearing when motor is mounted in shaft-up or horizontal position Rated continuous air over Permanent split capacitor Class B insulation 26 leads Reversible by electrical reconnection Six-inch shaft with two full flats, 90 apart FREE! Get Totaline EZ DMM* TOTALSAVER MULTI-HORSEPOWER MOTORS DIRECT DRIVE MOTORS P257-E5460 1/2-1/3-1/4-1/5-1/6 H.P., 115V P257-E5461 1/2-1/3-1/4-1/5-1/6 H.P., 208/230V P257-E5470 3/4-1/2-1/3-1/4-1/5 H.P., 115V P257-E5471 3/4-1/2-1/3-1/4-1/5 H.P., 208/230V CONDENSER FAN MOTORS (208/230V) P257-E5462 1/3-1/4-1/5-1/6 H.P., 1075 RPM, 208/230V P257-E5464 1/3-1/4-1/5-1/6 H.P., 825 RPM, 208/230V P257-E5465 1/2-1/3-1/4-1/5 H.P., 1075 RPM, 208/230V a FREE Totaline EZ DMM with online offer completion and proof of purchase (2008 invoice showing purchase of seven Totaline or Emerson motors from a Totaline distributor. See site for details.) Log on to click the link to Free Stuff for full details and follow the instructions. *While supplies last. One per person; certified HVAC/R professionals only.

12 FREE Stuff in 2008 AVAILABLE NOW LAUNCHED IN JANUARY LAUNCHED IN FEBRUARY LAUNCHED IN MARCH LAUNCHED IN APRIL LAUNCHED IN MAY COMING SOON LAUNCHED IN JUNE JULY AUGUST Tools not included SEPTEMBER OCTOBER NOVEMBER DECEMBER Actual promotional item styles may vary slightly. Visit and click the FREE STUFF link.