FADE TO GREEN The Transition to R-410A

Transcription

1 BEYOND REPAIR News and information that drives your business. September 2009 FADE TO GREEN The Transition to R-410A In this issue: Larry Hamer provides maintenance, plus a lot more! page 5 Preventive maintenance + Totaline sales centers Perfect chemistry. page 6 Breakfast cereal? No. Biodegradable packing material? You bet. page 7 You need Payne equipment. You get FREE STUFF. page 11 What are you working on today? TM

2 IN ThIs IssuE September is here, and that means your HVAC/R business is entering into an important transitional time. Just like the changing of the leaves, your business is changing from AC to furnaces and heat pumps. There s no better time to make sure your truck is stocked with everything you need to help your customers get ready for the cooler weather ahead. In this month s Beyond Repair, we ll discuss the essential chemicals you need to provide your clients with great preventive maintenance. From coil cleaners to degreasers to leak reactants, your Totaline sales center has all the chemicals necessary to get the job done. We ll also talk about Payne heat pumps and their benefits both economical and ecological. You might notice our cover has "gone green" this month, too. Don t worry Totaline hasn t moved away from the red and black you re used to. We ve just changed things up a bit to emphasize some of the great ways Totaline sales centers are going green from a switch to biodegradable packing materials at one RCD facility to the phasing out of R-22 refrigerant in favor of the more environmentally friendly R-410A. And don t miss our great monthly features Stump Jim Flynn will discuss limits, and the importance of safety on every HVAC/R job. In Tools of the Trade, Bob Carré gives some great business tips that will help you as you transition into fall. And Larry Hamer of Maintenance Plus in Lady Lake, Florida is in our Dealer Spotlight. Find out how Larry uses education and preventive maintenance to make the most of his business. So take a relaxing break and enjoy the September edition of Beyond Repair, the news and information that drives your business. Jim Flynn Totaline Marketing and Training Manager 2 SEPTEMBER 2009

3 PAYNE OFFERS ECOLOGICALLY SOUND R-410A HEAT PUMPS Although R-410A has been around for the last several years, it is only recently that the refrigerant has gained popularity in the HVAC/R world. By the end of 2009, the commonly used refrigerant R-22 will start to be phased out and replaced by R-410A. HVAC/R techs in the know can find Payne R-410A heat pumps at their local Totaline sales center. Products containing R-22 refrigerant will stop being manufactured after Dec. 31, 2009, said Payne Brand Manager Tom Archer. And R-22 refrigerant will only be available in limited quantities. Luckily, Payne heat pumps containing R-410A are readily available at Totaline sales centers, and provide a perfect alternative to the R-22 units, he added. Archer also said that the primary environmental benefit of using R- 410A as an alternative to R-22 is that it does not contribute to ozone depletion. R-410A contains less volatile organic compounds, so it complies with new energy and environmental standards regarding leakage and gas emissions, Archer explained. Archer added that Payne offers heat pumps that comply with the new environmental standards. The PH3A and PH4A heat pumps are smooth-running and energy saving, Archer said. These models incorporate the EPA-approved and industry accepted R-410A refrigerant. Archer said that the PH13, an R-22 unit, would continue to be available throughout 2009 as well. When you purchase a Payne heat pump at your local Totaline sales center in 2009, you ll be eligible to receive FREE STUFF. When you choose a Payne R-410A heat pump and 10 additional items, you can receive a FREE 20 duffle bag. But that s not all: with the purchase of a Payne R-22 heat pump and 10 additional items, you can receive a FREE project calculator. For more information on these and other great FREE STUFF offers, go to BEYOND REPAIR 3

4 Grime doesn't pay. But preventive maintenance does. Stop into your Totaline sales center to check out all the chemicals you need to start offering preventive maintenance. Customers appreciate preventive maintenance programs because they help them to: Lower energy bills and save on operating costs. Maintain system efficiency. Avoid expensive downtime. Preserve equipment life. FREE! Get a deluxe cinch bag.* Buy at least 1 F.A.P. product plus 9 different line items** of chemicals and/or cleaning products all on one invoice. *Go to and click the FREE STUFF link. Then, follow the directions and complete the offer. Offer must be completed and a proof of purchase from a Totaline sales center will be required. See site instructions for complete details. One deluxe cinch bag per person - certified HVAC/R professionals only. Offer good while supplies last. Offer subject to change or discontinuance without notice. **Equipment purchases (air conditioners, heat pumps, furnaces, packaged products) do not count as line items.

5 hamer Provides Maintenance, Plus Much More Dealer Spotlight When Larry Hamer went into business for himself in 1995, he knew he wanted to create an HVAC/R company that provided all customers with excellent service, regardless of the size or scope of the job. Fourteen years later, his company, Maintenance Plus, has fulfilled this promise. Through dedication to their client base and their community as a whole, Maintenance Plus has become one of the largest HVAC/R companies in the Lake County region of Florida. We ve built our business on excellent customer service, said Larry Hamer, owner and president of Maintenance Plus. Our clients are our number-one priority. When customers call us, their concerns are taken care of that day. Hamer said that despite the economic downturn, Maintenance Plus has thrived because they have a good, strong clientele. And the clientele Hamer speaks of is massive. Currently, Maintenance Plus serves nearly 17,000 customers in their region, with more than 5,000 of those clients having preventive maintenance contracts. Our company earns half a million dollars per year in maintenance contracts alone, Hamer said. With such a large number of clients holding maintenance contracts, Hamer has enlisted a team of five employees dedicated solely to this aspect of the business. In all, Hamer employs 17 people and has an entire fleet of vehicles fully stocked to provide HVAC/R service promptly and efficiently. He has also created teams that specialize in certain aspects of the company s services. Specialized teams within our organization make a difference, Hamer said. We have a cleaning crew, a service crew, a sales team, and office personnel. This helps us stand out from our competition because it allows us to provide a high level and wide breadth of services. Hamer s company provides all aspects of HVAC/R services, from residential heating and cooling, to large commercial jobs and refrigeration. We do everything from commercial jobs to small residential jobs, he said. We ve done four-story hotels, restaurants, hospitals, and entire communities. Additionally, Hamer believes that the tenant of honesty being the best policy also has helped his company become a success. I ve always believed that being honest, even if it means taking a loss, is one of the best ways to win a customer, Hamer said. He told of a situation in which a technician out on a $200 job dropped a knife onto a customer s sofa, creating a small tear. We could have walked away and not admitted what had happened, or we could tell the customer and offer to make the situation right, Hamer said. I chose to cut the customer a check so that he could purchase a new sofa. When I did that, sure, it cost more money, but it also gave the customer confidence in our integrity as a company. And when customers have a good feeling about us, they tell their friends. Hamer said that creative advertising methods have helped integrate the Maintenance Plus name into the community as well. Hamer said that his company sponsors several local youth sports teams and does panel advertising at many of the local community ballparks. His company often provides services to community and non-profit organizations free of charge. The company also provides a free educational service to communities. We conduct an awareness program, where we go into different communities and conduct seminars on the fundamentals of home cooling, heating, and ventilation, he said. Hamer has also moved his business forward by the recent addition of a new website. Those interested in learning more about Maintenance Plus can visit where there is detailed contact forms and information, service descriptions, and many additional consumer resources. Today s businesses need websites, places where customers can go and learn more about services and products offered. I think we ve accomplished that with this new site. Hamer also believes that his Totaline sales center has played an important role in building his company. I believe in Totaline, and the long-term respect my customers have for their products has played a huge part in our company s success. He primarily installs the Bryant and Payne lines. Bryant has an upstanding reputation as a leading brand, and Payne offers an excellent warranty, and is a great product for the value, he said. BEYOND REPAIR 5

6 FIND GREAT ChEMIsTRy AT TOTAlINE sales CENTERs Looking for a way to rekindle your relationship with your customers? Consider offering preventive maintenance programs a surefire way to maintain your customer base and put some money in your pocket while you re at it. And offering preventive maintenance to your customers is as easy as shopping at your local Totaline sales center. There, you ll find all the essential chemicals you need to offer topnotch preventive maintenance to all your customers. Totaline Assistant Category Manager Frank Dzialo explained that frequently, HVAC/R equipment is exposed to a variety of contaminants and moisture. Without the proper maintenance, this exposure can cause equipment failure and damage. When techs provide preventive maintenance programs, they can help their clients avoid costly repairs and maintain system efficiency. This is a great way for a contractor to cement their client relationships. HVAC/R equipment like air conditioners and furnaces are bigticket items with expectations of years of service, he said, and big ticket items require preventive maintenance. We carry a wide variety of the chemicals you need under the Totaline brand. Dzialo said that Totaline sales centers offer a wide breadth of chemicals that can help techs offer preventive maintenance programs easily and affordably. Totaline sales centers offer a full line of both indoor and outdoor coil cleaners, including one formulation which is an environmentally sound choice. Additionally, Dzialo said that general-use chemicals like degreasers and leak reactants are also available. We even carry the convenience items, like wasp spray, hand cleaners, and sanitizers, he said. When you look to Totaline sales centers for all your preventive maintenance needs, you ll also be eligible for FREE STUFF. In 2009, when you purchase nine different line items of chemicals and/or cleaning products and one F.A.P. product, you can receive a FREE deluxe cinch bag. For more information on this and other great FREE STUFF offers, visit

7 SMYRNA FACILITY GOES GREEN, SAVES CUSTOMERS MONEY What s economical, ecological, great for packing Totaline products for shipment, and edible? That might seem like a strange riddle, but at Carrier s Replacement Components Division (RCD) facility located in Smyrna, Tennessee, the answer is simple. The Smyrna facility has switched their packing materials to a product called Puffy Stuff, said Pam Duke, operations manager at the Smyrna facility. Not only is this an environmentally friendly choice, but it s also going to save the end consumers HVAC/R techs money in the long run. Duke said that Materials Analyst Gail Sudlow and Operations Supervisor Tony Spelta initially began researching an alternate packing material due to customer complaints. Customers didn t like the traditional polystyrene peanuts, Duke said. They disliked the static and the mess caused by the peanuts we used in the past. When Sudlow and Spelta were reevaluating the packing peanut usage at the Smyrna facility, Duke said that they discovered they generally purchase 55,000 cubic feet of polystyrene peanuts per year. RCD, which ships more than 700,000 parts annually, uses the peanuts when they pack Totaline replacement parts for shipment to customers. The polystyrene peanuts are not biodegradable, and scientists estimate that it takes a million years or more for items made of the material to decompose. Polystyrene is also a petroleum-based product, and therefore is subject to price increases in oil. Ultimately, the team decided on Puffy Stuff, a packing material created by a Tennessee company of the same name. Puffy Stuff manufactures biodegradable packing peanuts made from a non-toxic grain based protein. According to their website, the peanuts are allnatural, static free, humidity-resistant, and rugged. And since they don t shrink, they can be reused for packing, Duke said, adding that Puffy Stuff can also have a second life as compost or garden fertilizer. For RCD and its customers, one of the biggest benefits of choosing Puffy Stuff was the cost. The Smyrna facility was able to save around $3,000 annually by choosing Puffy Stuff over the traditional polystyrene packing peanuts, Duke said. This helps RCD cut costs at the source, which trickles down to the HVAC/R techs who shop at Totaline sales centers. So using Puffy Stuff helps the environment and saves money, but what about the edible part? I took a call from a parent whose child had eaten some Puffy Stuff, Duke said. I was happy to be able to tell them that the peanuts were natural, biodegradable, and there was no need for alarm. In fact, we ve all given them a try they actually smell a little like popcorn! BEYOND REPAIR 7

8 F.A.P.piness is UL-certification and a preserved warranty. Commercial customers can't afford a system failure. Give them F.A.P. motors to keep their equipment - and business - running smoothly. Here are just a few reasons you and your customers will love F.A.P.: For the home or business owner, Factory Authorized Parts: preserve the original manufacturer s warranty, preserve the original efficiency of the system, preserve engineered sound requirements (for applicable components such as motors), and meet rigorous factory run life design specifications. For the dealer or technician, Factory Authorized Parts: provide an exact drop-in replacement, feature exact electrical connections and lead lengths, feature exact mounting characteristics, and preserve the UL and/or CSA approvals and listings for the parts in the original equipment. FREE! Get a durable, refillable Zippo hand warmer.* Buy 2 F.A.P. motors plus at least 6 different line items** all on one invoice. * Go to and click the FREE STUFF 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 Zippo hand warmer per person - certified HVAC/R professionals only. Offer good while supplies last. Offer subject to change or discontinuance without notice. ** Equipment purchases (air conditioners, heat pumps, furnaces, packaged products) do not count as line items. Zippo is a trademark of Zippo Manufacturing Company. Zippo is not associated with or a sponsor of this promotion.

9 NEVER PUT A LIMIT ON SAFETY Q: We installed a 58PHA S# 1108A29524 in a vertical application. The unit has two limits, one of which is tripping. We measured the inlet air at 64 F leaving air at 106 F. A new limit has to be ordered from the factory so we have not replaced it yet. I had another technician call me with the same problem on the same size heater. He even switched the two limits and the limit in the same position, closest to the vent, still tripped. Do you have any ideas on what we should do? I don't think replacing the limit when it comes in is going to solve this problem. Thanks! Steve Maddux, P & M Air Conditioning and Heating A: Glad to hear from you, Steve. My initial thought was to have you speak with the local Carrier service manager, but I wanted to find you some kind of an answer first. So I contacted our engineers in Indiana and they said: "There are many possibilities for tripping the limit and sending him to the service manager is the correct thing to do. We suspect there is some kind of unacceptable turbulence that needs to be addressed possibly in the ductwork." I like answering the trivia type questions, but get concerned when safety can be a factor. So check for turbulence and if that doesn't solve the problem contact your local service manager. If you don't know who it is let me know and I'll find out. Because I used Steve s question, he ll be getting some great FREE STUFF. Do you want some for yourself? Then send me your question, and if I use it here, FREE STUFF will be on its way to you! James Flynn Jim Flynn Totaline Marketing and Training Manager Totaline Marketing and Training Manager Jim Flynn answers your questions about Totaline sales centers and the HVAC/R industry. BEYOND REPAIR 9

10 Totaline Sales Centers Fade to Green With 2009 nearly over and 2010 quickly approaching, the phasing out of R-22 refrigerant should be on the minds of technicians everywhere. Since refrigerant is used in both cooling (AC) and heating (HP) applications, techs should be ready for the transition from R-22 to the more environmentally friendly R-410A. What do technicians need to know as the HVAC/R industry moves away from R-22 applications, and how will Totaline sales centers help in the transition? Technicians need to be aware that equipment utilizing R-22 will no longer be manufactured after 2009, said Senior Product Manager for Training Tom Kelly. The reason it has been phased out is because R-410A, or Puron refrigerant as it s known at Carrier, is a far more environmentally proactive choice. Kelly explained that R-22 causes ozone depletion, and under both the Montreal Protocol and the Clean Air Act is being phased out internationally. R-410A has been in use since 1995, but with the recent trend toward green technology, as well as stiffer government regulations, it has become increasingly more popular. R-410A is more environmentally friendly, generally more efficient, and is backed by such programs as Energy Star. Kelly said that after December, service supplies of R-22 refrigerant will still be available at Totaline sales centers, but because of the limited quantities, prices will likely increase. As a result, technicians might choose to recover and reuse the R-22. Techs will still have customers that own R-22 units, Kelly said. They need to know that if they choose to use recycled refrigerant, it can only be used in its original unit, and under no circumstances should they replace R-22 with R-410A in any unit. Kelly added that one of the best ways techs can get ready for the industry transition from R-22 to R-410A is to get educated. Training is a very important element for technicians as these changes go into effect, he said. R-410A units have different pressures, pipe sizing, and charging methods, so techs need training to know what to expect and how to properly install and service this equipment. There are many good training avenues available for technicians who want to learn more about this transition, Kelly said, adding that many distributors and organizations such as RSES hold product-training classes. He also said that while the benefits of R-410A use might be readily apparent to technicians, customers might not realize them. It s important for techs to inform their customers of the benefits of R-410A products. Today s customers are more aware of environmental concerns. They re looking for products that are Energy Star rated and approved, and R-410A equipment fits the bill. While many technicians have been installing Puron units over the past decade, those who have not yet used R-410A applications might wonder what kinds of equipment they ll need to purchase in order to successfully make the transition. Because R-410A operates at a higher pressure, techs will need compatible tools, Kelly said. Some of the items that techs will need to purchase include gauges, hoses, recovery machines, refrigerant cylinders, leak-detection devices, vacuum pumps, moisture indicators, and R-410A pressure and temperature charts. Kelly said that all of these tools, as well as the items necessary to maintain existing R-22 units, are available at Totaline sales centers. Everything technicians need to transition to R-410A and take care of customers with R-22 equipment can be found right at Totaline sales centers, Kelly said. And techs can count on counter sales associates to help them find everything they need and educate them on how to make the transition to R-410A a success. Editor s Note: Stay tuned for the December edition of Beyond Repair, when we take another look at the phase-out of R22 and bust those myths you might have heard as you transition your business.

11 TOOLS OF THE TRADE - with Bob Carré, Totaline Business Development Manager When the weather changes from warm to cool, you might be thinking primarily of your customers heating needs. But don t forget now is the perfect time to discuss indoor air quality concerns with your clients. People are spending more time than ever indoors some studies indicate that the average American is inside for more than 20 hours a day! Adding IAQ to your list of services isn t just good customer service; it s good business, too. Service sales: Late summer until the first frost is the time of year when many people feel their allergies kick in. Ragweed outside and dust in the cleanest of homes are primary sources. Fortunately, you can offer your clients a number of solutions. Replacing the filters is the first step, while whole house electronic air cleaners and HEPA filtration units will provide immediate relief from the discomfort. Remember to mention IAQ products in your mailings and while you re making service calls. At my HVAC/R company, we held a Clean Air Day every spring and fall. We offered free throwaway filters to our customers. The program didn t cost much, and made a nice enticement for a fall system inspection and tune-up. Business development: As a small business owner, whenever you are out and about remember that you are always representing yourself and your business. You want to leave people with smiles on their faces and a positive thoughts in their minds. Doing this will ensure the word-of-mouth on your business spreads the right message. Apply it when you re getting a haircut, saying hello to the teller at your bank, meeting and greeting after the service at your church, or picking up coffee at the local convenience store. YOU are your best advertisement! Good habit: Keep it straight. Except in poker, bridge and similar leisure activities, don t con anybody. Not your spouse; not your children; not your employees; not your customers; not your boss; not your associates; not your suppliers; not even your competitors; and don t con yourself either. (Up the Organization, Robert Townsend.) Keeping yourself open to new technology, like the growing number of IAQ products on the market, and being positive and honest with everyone you meet will put you on the road to HVAC/R success. Smart, savvy business choices coupled with good old-fashioned service will help you grow your business and ensure that your current customers will call you for every HVAC/R need. BEYOND REPAIR 11

12 Think inside the box. No need to get creative. Smart techs save time and hassle by using exact drop-in F.A.P. replacement parts. Chances are, customers who own Carrier, Bryant, or Payne equipment selected these brands because they prefer quality, reliability and efficiency. These customers deserve a repair solution that restores their equipment to its original performance. F.A.P. products help you provide exactly that solution! For the home or business owner, Factory Authorized Parts: preserve the original manufacturer s warranty, preserve the original efficiency of the system, preserve engineered sound requirements (for applicable components such as motors), and meet rigorous factory run life design specifications. For the dealer or technician, Factory Authorized Parts: provide an exact drop-in replacement, feature exact electrical connections and lead lengths, feature exact mounting characteristics, and preserve the UL and/or CSA approvals and listings for the parts in the original equipment. FREE! Get a Totaline trunk organizer* Buy 20 different line items** on one invoice including a minimum of 2 F.A.P. products. Total invoice must be at least $ * Go to and click the FREE STUFF 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 Totaline trunk organizer per person - certified HVAC/R professionals only. Offer good while supplies last. Offer subject to change or discontinuance without notice. ** Equipment purchases (air conditioners, heat pumps, furnaces, packaged products) do not count as line items. Carrier Corporation 2009