What are you working on today? TM

Transcription

1 BEYOND REPAIR News and information that drives your business. January 2010 In this issue: Got Carrier, Bryant, or Payne equipment? Then choose F.A.P.! pages 4 IES: A multimillion dollar company with family values at heart. page 6 New Decade - new FREE STUFF! page 8 Stump Jim Flynn is back! And don't miss Jim's Tips! page 11 What are you working on today? TM

2 Welcome to the very first edition of Beyond Repair for You ll notice that our look has changed a little, but inside you ll still find all the great features you ve come to expect like Stump Jim Flynn... Tools of the Trade... exciting product information... and much more! This month, we ll introduce you to all the great new FREE STUFF you can get this year from Totaline sales centers. From boom boxes to fishing rods, we have the FREE STUFF you ve asked for and all you have to do to get it is purchase items that you need anyway! We ll also be talking about why Factory Authorized Parts are always the best choice when it comes to repairing Carrier, Bryant, and Payne units. You can rely on F.A.P. to be the perfect drop-in replacement on these brands, and your Totaline sales center carries the full line of F.A.P. products, so you ll always be prepared. So get your new year started right by enjoying the January edition of Beyond Repair the news and information that drives your business. Jim Flynn Totaline Marketing and Training Manager 2 JANUARY 2010

3 We'll point you in the right direction. Your Totaline sales associates are trained to provide the best possible solutions like Factory Authorized Parts. Why are Factory Authorized Parts a great choice? Installing F.A.P maintains the original efficiency of your customer s systems and preserves their warranty and UL and/or CSA-approvals. Plus, since F.A.P. feature the exact mounting characteristics and lead-lengths, you'll save time and hassle. Install F.A.P. whenever you work with Carrier, Bryant, or Payne equipment and everyone wins! FREE! Get a set of 2-way radios.* 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 Distributor will be required. See site instructions for complete details. One set of 2-way radios per person - certified HVAC/R professionals only. Offer good while supplies last. Offer subject to change or discontinuance without notice. FREE!Actual promotional brand and item style may vary from image. Substitute product may be used other then featured item. BEYOND REPAIR 3

4 MAKE F.A.P. YOUR REPLACEMENT PART CHOICE When considering replacement parts, you want a product that saves time, removes guesswork, and preserves warranties. That s why Totaline sales center makes it easy for you they offer a full line of Factory Authorized Parts. F.A.P. are exact, drop-in replacements on Carrier, Bryant, and Payne equipment, and offer numerous benefits to you and your customers. Of course, a primary benefit of F.A.P. is the convenience they offer. F.A.P. products such as gas valves, control boards and motors are designed to work perfectly with Carrier, Bryant, and Payne equipment. That s because lead lengths, electrical connections and mounting characteristics are all exact. Not only does this make your job easier, but it also provides a real benefit to your customers as well. When you use F.A.P. on your customers equipment, you maintain the manufacturer s warranty, the original system efficiency, and engineered sound requirements. Additionally, UL and/or CSA-approvals and listings are maintained. That means you re providing your customers with products that have been tested by Underwriter's Laboratories, Inc. and/or the Canadian Standards Association, and have met their rigorous safety standards. And, when you purchase F.A.P. products in 2010, you ll also be eligible for FREE STUFF. A set of two-way radios, a digital AM/FM radio with weather band, and a sports watch are just a few of the great FREE STUFF offers available when you purchase F.A.P. Visit today to find out more about these and other FREE STUFF offers. 4 JANUARY 2010

5 It's gonna be a good year. Resolve to use F.A.P. in 2010 and get the best FREE STUFF Totaline has ever offered! HVAC/R pros have a lot to celebrate this year. See for yourself by going to to check out all the FREE STUFF you can get by buying the parts you need anyway. Plus, you'll have more time to celebrate and enjoy the new year since every Totaline store is stocked full of Factory Authorized Parts, the ultimate time-savers. FREE! Get a CD boom box with AM/FM tuner.* Buy 15 different line items** on one invoice including a minimum of 2 F.A.P. products totaling at least $ in purchases. * ** 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 CD boom box with AM/FM tuner 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, package products) do not count as line items. Actual promotional brand and item style may vary from image. Substitute product may be used other then featured item.

6 DEALER SPOTLIGHT INDOOR ENVIRONMENTAL SERVICES One hundred fifty employees. One hundred ten vehicles. Offices in Sacramento and Santa Rosa, Ca. You would think that for a company this size, turning a profit would be the top priority, but at Indoor Environmental Services (IES), it s the people that truly come first. Our mission statement as a company is, to work together as a team to earn the trust, respect and confidence of our most valued assets: our customers and employees, said IES President Charlie Butts, Jr. We ve grown from a $4 million dollar company in 2001 to $35 million, and that s largely because of the dedication of our employees and because of the confidence of our clients. IES is a full-service facility solutions contractor providing HVAC/R solutions from service, controls, design/build construction services and mechanical system retrofits, to interior and exterior sheet metal design and fabrication, to industrial refrigeration. The company specializes in commercial and industrial HVAC/R, serving such sectors as healthcare, institutional, agricultural, and food and beverage processing. Notable clients include Campbell s Soup, AT&T, and Wells-Fargo Bank. Currently, IES serves northern California including the greater Sacramento Valley, as well as Napa, Sonoma, Solano, and Marin counties. In addition to HVAC/R, they also offer such services as water treatment, trash management, and lighting. They market their services through direct sales, word of mouth, and organizational involvement. Butts said IES also makes sure to not skimp on quality, using the best parts and equipment on the market. One item they use is Factory Authorized Parts from Totaline sales centers. We use F.A.P. because of their reliability, Butts said. Butts is proud that his company is an MSCA-STAR qualified HVAC/R contractor. This achievement means that IES has been recognized by the Mechanical Service Contractors of America as achieving a standard of excellence unparalleled in the HVAC/R field. Additionally, the company is MCSA-GREEN STAR rated as well, which indicates that the company has excelled in their efforts to provide environmentally conscious choices to their customers. IES is also U.S. Green Building Council-certified, further cementing their commitment to green building and contracting practices. The company is active in their community, providing quarterly heater and air conditioning maintenance to their local Ronald Mc- Donald House of Sacramento. IES also received the Sacramento Business Journal s A-Plus Employer s Award for their positive, proactive relationship with their employees. Butts sees the secret to IES s success as being something quite simple. It starts with viewing our company as an extended family, he said. I really see IES as a family of 150 people. He said that this helps create a team environment focused on the customer. We believe that ingenuity and creativity should always be applied when meeting the customer s needs, Butts said. We work diligently with our customers to define their real need and to provide them with exactly what they need. 6 JANUARY 2010

7 Make sure you re the one they call. Totaline Private Label LOGO Program Totaline Private Label TEXT Program Looking for a great way to make sure your customers call you when they need HVAC/R service? The Totaline label program allows you to put your name, logo and phone number right on the thermostat you install in their home. Go to for more details. FREE! Get a F.A.P./Totaline embellished T-Shirt.* Buy any combination of at least 10 Totaline thermostats and any length of thermostat wire 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 F.A.P./Totaline embellished tee shirt per person - certified HVAC/R professionals only. Offer good while supplies last. Offer subject to change or discontinuance without notice. FREE!Actual promotional brand and item style may vary from image. Substitute product may be used other then featured item.

8 Brand New Decade Brand New FREE STUFF! It s a brand new decade, and with 2010 comes a whole new year of super FREE STUFF offers. Whether you re new to FREE STUFF or you ve taken advantage of the program before, you ll want to learn all about this year s offers so keep reading to find out more! HVAC/R technicians asked Totaline sales centers for bigger and better FREE STUFF items, and they listened. As a result, Totaline is offering some of their best FREE STUFF ever in For nearly the same purchase requirements as in 2009, techs will be able to get some amazing new FREE STUFF, said Totaline Training and Marketing Manager Jim Flynn. We re really excited about what we re offering this year, and we think the techs will be, too. Flynn said that in 2010, techs purchasing F.A.P. products will be eligible to receive terrific new FREE STUFF items like a CD boom box, a digital compass, and an MP3 player. These items are totally new this year. We really wanted to pull out all the stops for techs using Factory Authorized Parts, he said. In addition, some familiar FREE STUFF items will be available in 2010, such as the deluxe chair cooler with padded seat, the Tuff Lite flashlight, or the travel warming cup. These offers were popular last year, Flynn said. We kept them because we know they re items that techs want and can use. Like in 2009, earning FREE STUFF is still as easy as shopping at your local Totaline sales center for the HVAC/R items that you need anyway. First, go to click on the FREE STUFF link, and complete a short survey and fun quiz. Second, print a certificate and make the required purchases. Third, mail in the certificate and invoice. Within approximately three to six weeks, your FREE STUFF arrives. It's that simple! But you'll have to see this year's FREE STUFF for yourself to believe it. You can learn more about FREE STUFF 2010 from Totaline counter sales associates, advertisements in ACHR News and Contracting Business, and online banner ads. Also, FREE STUFF 2010 brochures outlining all the offers will be available at Totaline sales centers. Or, simply visit and click on the FREE STUFF link. Rewarding techs for using our products is just our way of thanking them for shopping at Totaline sales centers, Flynn said. And we think FREE STUFF is an awesome way to show our appreciation.

9 Rest easy. Your Totaline sales center has got you covered. You have a lot on your mind you're a busy HVAC/R pro with new challenges to meet every day. That's why your Totaline sales center is the one-stop shop for all your HVAC/R needs. From aftermarket motors and compressors to thermostats and IAQ products, we'll help you get the job done. Need chemicals, tools, fittings, and installation items? Or maybe the little things, like duct tape and wasp spray? We've got those, too. And remember we carry a full line of Factory Authorized Parts, which provide an exact-fit, drop-in replacement on Carrier, Bryant, and Payne products. FREE! Get a solar rechargeable AM/FM radio with flashing LED light.* Buy at least 5 different line items all on one invoice including at least 1 F.A.P. heating product. * 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 solar rechargeable AM/FM radio with flashing LED light per person - certified HVAC/R professionals only. Offer good while supplies last. Offer subject to change or discontinuance without notice. FREE!Actual promotional brand and item style may vary from image. Substitute product may be used other then featured item.

10 TOOLS OF THE TRADE - with Bob Carré, Totaline Business Development Manager Service sales: The weather pundits seem to be predicting a fairly mild winter. Last January was very cold in much of the country and fueled some strong service sales. While we can t expect another January like last year, we should expect a stronger February. It s always a little scary when the service calls come later in the season, but that s what we must be prepared for this year. Longer term, we should all be thinking natural gas. Natural gas reserves are up and growing. We ll talk more about what that means for us in upcoming articles. Business development: It looks like the economy is picking up steam and that s wonderful. So, it s time to ask yourself the question, am I prepared for a year of growth? We all understand the challenges of declining sales and how they impact our business, but we often forget the pressures of increasing sales on businesses. You need cash to fund the growth, and this can be especially difficult if your cash reserves have fallen during the hard times we ve faced these past many months. So how can you find out if your business is in good economic shape? Totaline Business Development Manager Bob Carré welcomes your feedback on this column. If you d like to contact Bob, please him at Bob.Carre@carrier.utc.com. It s a new year and a new decade, and that means it s time to take an in-depth look at your business. Do you have the stock you need to keep up with the heating calls that will be coming in the months ahead? Are you and your staff up-to-date on training? Are you ready for the demands that could be coming with the upturn in the economy? January is a good time to get all of these items mapped out. Get out your spreadsheet and run a monthly cash flow statement for See if you ve got the funds to support your business. Be vigilant with credit. Ensure your receivable days are fewer than your payable days. The cash flow statement is a heads up. It s much better to know now if you will need some funding in May or June. Good habit: You ve heard the political phrase, it s the economy stupid, which was made famous by James Carville as I recall. Well, for a small businessperson the key thought is protecting one s attitude. Your attitude is what your associates and customers feel. Maintain a positive outlook and those around you will feed off your energy. As we roll into a new year, think about where your business is financially. Are you prepared for the months to come? There s no better time than the present to make sure your business, and you, are on the right track for the year ahead. 10 JANUARY 2010

11 SPALLING? APPALLING!! Q: What causes the external bricks on a chimney to turn black and flake? ~Bobby Alderson JIM S TIPS You know you can get FREE STUFF when you send a question to Stump Jim Flynn. But the best way to get FREE STUFF? By going to your local Totaline sales center and picking up the items that you need anyway! And you asked for it, so we did it this year, there are tons of fantastic new FREE STUFF items for you. Here are just a few of the new items you can get when you shop at Totaline: - F.A.P./Totaline Embroidered T-shirt - CD Boom Box with AM/FM Tuner - Solar Rechargeable AM/FM Radio with Flashing LED Light - MP3 Player - Digital Compass - Fishing Rod and Reel A: Bobby, I checked with an old buddy of mine who owns a chimney cleaning company here in Syracuse. He says the condition you describe is called spalling. It is the deterioration of a brick s surface that is brought on by moisture. Brick is porous and absorbs water. When the water it absorbs expands due to freezing temperatures, it causes the brick to soften and flake, or spall. He suggests having the affected chimney inspected. The moisture could be coming from inside due to a cracked terra cotta chimney liner. He advises moisture inside can result from a high-efficiency furnace being vented into an oversized flue liner. So here s your opportunity to make a sale suggest a new liner to your customer. Hope this helps, Bobby! Because you sent me a question that I used here, you ll be getting some FREE STUFF! Want some FREE STUFF for yourself? Send me a question! James Flynn Jim Flynn Totaline Marketing and Training Manager Just go to and click on the FREE STUFF link. Choose the FREE STUFF item you re interested in and complete the survey and quiz. Print the certificate, purchase the required items, send in the certificate and invoice, and within three to six weeks, you ll have your FREE STUFF! It s easy, it s fun, and it s our way of saying thanks for shopping at your local Totaline sales center. Totaline Marketing and Training Manager Jim Flynn answers your questions about Totaline sales centers and the HVAC/R industry.

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! FREE! Get a MP3 player.* Buy at least 5 different line items all on one invoice including 1 F.A.P. product plus 4 tools or instruments. * 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 MP-3 player per person - certified HVAC/R professionals only. Offer good while supplies last. Offer subject to change or discontinuance without notice. FREE!Actual promotional brand and item style may vary from image. Substitute product may be used other then featured item. Carrier Corporation 2010