Installing Factory Authorized Parts is easy as pie.

Transcription

1 BEYOND REPAIR News and information that drives your business. November 2010 Installing Factory Authorized Parts is easy as pie. In this issue: Old Man Winter is on his way! page 5 Totaline motors = opportunities! page 7 Is this your sales center? page 8 Stay safe Jim will tell you how! page 11 What are you working on today? TM Carrier Corporation 2010

2 The right choice for every season... IN THIS ISSUE It s that time of year again the beginning of the holiday season, and a time of feasting and family. Here at Totaline, we just want to express our gratitude to you, our loyal customers. We think of each and every one of you as part of our Totaline family, which is why we work so hard to deliver you terrific products at the best possible pricing. So from all of us here at Totaline thank you for making us your choice for HVAC/R products every day. This month, we ll talk about how your local Totaline sales center can help see you though any heating emergency you might have this season. And, we ll also discuss how F.A.P. motors can help you get the job done any time you need to repair a Carrier, Bryant or Payne unit. And, as promised last month, we ll show you another 2009 Sales Center of the Year is this your store? I m on board with some tips for preparing your truck for winter, and I ll answer a question about split systems in this month s Stump Jim Flynn. And Bob s away, but no worries we ll share a past installation of Tools of the Trade. So once again, many thanks for making Totaline your sales center of choice, and enjoy the November edition of Beyond Repair the news and information that drives your business. Jim Flynn Totaline Marketing and Training Manager 2 NOVEMBER 2010

3 Land of Opportunity Come to Totaline and discover the products that open doors for business. From Factory Authorized Parts to universal parts to indoor air quality products to remanufactured compressors, Totaline sales centers have what you need to build solid customer relationships. F.A.P. save installation time and may reduce customer callbacks. They're always the right choice when working with Carrier, Bryant, or Payne equipment and if you're not, don't worry. Your Totaline counter sales person will help you find the right universal part for your customer. And while they're at it, they can show you easy-to-install IAQ products that you can suggest and sell at every job and other products to save you and your customers time, hassle and money. Installing Factory Authorized Parts is the right choice! Still FREE! + + Even easier to get... Now that Totaline has made Factory Authorized Parts more affordable to its distributors, your opportunity for Free Stuff is even greater and easier to get. 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. You must be a certified HVAC/R professional to be eligible for Free Stuff. Offer good while supplies last. Offer subject to change or discontinuance without notice. Totaline has done it again! We have made key cooling and now key heating Factory Authorized Parts more affordable. Carrier Corporation 2010

4 Totaline has a lot to be thankful for... especially for our customers. It's been a great year, and we want to thank you. Totaline sales centers have got a lot to be thankful for including the best customers in the world. We know it, and here's 10 ways we plan to show it in 2011: 1. By helping you reduce your environmental impact with products like environmentally sound Puron refrigerants and energy-efficient Payne heat pumps. 2. By looking out for the safety of you and your customers by providing UL-certified products and wireless thermostats. 3. By making your repairs quicker and easier by providing exact, drop-in replacements with F.A.P. 4. By helping you to up-sell. Ask one of our sales associates about our easy-to-install indoor air quality products that you can suggest on any job. 5. By featuring dealers like you in our Dealer Spotlight columns. 6. By providing entertainment and information in our Beyond Repair newsletter. 7. By training our counter sales people to remind you of things you're likely to forget. 8. By keeping everything you need in one place. 9. By making key F.A.P. more affordable. 10. By making our FREE STUFF program better than ever in Watch for details in next month s issue of Beyond Repair, it is a Win/Win. We promise to work hard to let you know how thankful we are to be doing business with you. 4 NOVEMBER 2010 Carrier Corporation 2010

5 Don t let Old Man Winter get your customers down... Trust Totaline. Winter is right around the corner, and that means that you need to be prepared for heating emergencies. Techs in the know stock their trucks at Totaline sales centers, which carry everything they need for winter emergencies, from igniters to motors. Totaline sales centers offer two types of universal igniters, which are able to fit almost every brand of equipment. When you re working on a customer s furnace in winter, and the problem is the igniter, you know it needs to be replaced quickly. By carrying universal igniters on your truck, you ll be prepared to replace almost any igniter on any brand of furnace immediately. These universal igniters work well in situations where the factory warranty isn t an issue, and they re tested for reliability as well. Universal igniters are an affordable option for many emergency repair jobs, but what else do you need on your trucks for emergency situations? Stocking a variety of motors can also help you out of a wintery fix. By stocking Totaline or Emerson motors on your truck, you ll be prepared for just about any furnace motor emergency. What about customers who have Carrier, Bryant or Payne furnaces? Factory Authorized Parts, which are exact, drop-in replacements on these equipment brands, are readily available at your Totaline sales center as well. The fully trained counter sales people will be able to find you the F.A.P. part you need in a jiffy so your customers don t have to wait. For customers who need more than a fix, Totaline sales centers also offer Payne equipment over-the-counter, so for those needing a furnace or heat pump replacement, there s no need to wait. Not to mention, Payne equipment offers quality products at a value price, and comes with a 10-year limited parts warranty. So prepare yourself for the winter months ahead - stop into your local Totaline sales center and stock up. From igniters to motors, you ll find just what you need, and the friendly counter salespeople are always on hand to help. When you make Totaline sales centers your one-stop shop for winter emergency preparedness, you can receive FREE STUFF! Throughout 2010, when you purchase F.A.P. motors and other select items, you ll be eligible to receive such great FREE STUFF items as a fishing rod and reel, a digital compass, or a spotlight/floodlight flashlight. And, when you purchase Payne heating equipment, you can receive a front-seat mobile office, a deluxe chair cooler, or an auto tumbler and flask. Visit for more details on these and other FREE STUFF offers.

6 What are you working on today? No matter who you are or what you re doing, if it s HVAC/Rrelated, Totaline sales centers can provide the solution. We carry a full line of Factory Authorized Parts, which provide an exact-fit, drop-in replacement on Carrier, Bryant, and Payne products. Need chemicals, tools, fittings, and installation items? Or maybe the little things, like duct tape and wasp spray? We've got those, too. From motors and compressors to thermostats and IAQ products, and everything in between, we ll help you get the job done. Installing Factory Authorized Parts is the right choice! 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. Still FREE! + + Even easier to get... Now that Totaline has made Factory Authorized Parts more affordable to its distributors, your opportunity for Free Stuff is even greater and easier to get. 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. You must be a certified HVAC/R professional to be eligible for Free Stuff. Offer good while supplies last. Offer subject to change or discontinuance without notice. Totaline has done it again! We have made key cooling and now key heating Factory Authorized Parts more affordable. Carrier Corporation 2010

7 Increase Your Opportunities with Motors from Totaline. When you re in the market for replacement motors for just about any equipment brand, your local Totaline sales center is your land of opportunity. That s because Totaline sales centers carry a full line of motors. From our Totaline and Emerson lines of replacement motors, to Factory Authorized Parts motors which are designed to fit perfectly into Carrier, Bryant and Payne equipment, Totaline sales centers will have what you need to make those winter emergency repairs quickly and efficiently which will keep you and your customers happy this heating season. When you re looking for motors that can work in a variety of situations, look no further than Totaline and Emerson motors. These are the perfect motors to stock on your truck, because they can be used in a number of applications and with a variety of brands. You ll be able to make the repairs you need without leaving the jobsite, and you can service customers with equipment brands other than Carrier, Bryant and Payne easily and efficiently. For customers with Carrier, Bryant and Payne units, Factory Authorized Parts offer an exact, drop-in replacement motor on these brands of equipment. Choosing an F.A.P. motor provides many benefits to both technicians and customers, said Totaline Category Manager John Loeffler. F.A.P. motors preserve the equipment s original manufacturer s warranty, as well as the system s efficiency and sound requirements. Additionally, Loeffler explained that Factory Authorized Parts motors meet run-life design specifications and have passed a 500- hour salt spray test, which measures the motor s ability to withstand corrosive conditions. What s more, F.A.P. motors are UL and/or CSA approved and are built with internal automatic reset overload protection. Loeffler also said that Factory Authorized Parts can be a timesaver for techs. F.A.P. are the right choice because electrical connections, lead lengths, shaft length, and mounting characteristics are exact on these motors, which will save techs time and call-backs. And, in 2010, when you purchase F.A.P. motors you ll be eligible for FREE STUFF. When you buy one F.A.P. motor plus at least six different line items all on one invoice, you ll be eligible to receive a FREE fishing rod and reel. For more information on this and other FREE STUFF offers, visit

8 Another 2009 Sales Center of the Year Winner Back row: James Witz, Tim Moyer, Chester Klapwyk, Gord Lambert; Front Row: Jamie Allison, Perry Blakeman, Bob Carre IS THIS YOUR SALES CENTER? Last month, the Sigler Totaline sales center of Ontario, California was featured as one of the recent recipients of a 2009 Sales Center of the Year award. This month, we re pleased to announce another 2009 winner WWG/Totaline in London, Ontario, Canada. According to Totaline Business Development Manager Bob Carré, the Sales Center of the Year awards are an achievement award that recognizes top performing distributors in Carrier s owned Carrier, Bryant and Payne distribution network. Stores are ranked in the areas of customer sales leadership, key product development, timely solution-based service, productivity and safety. The London, Ontario store came in first among all 84 eligible Totaline sales centers. The London team has been adept at providing its customers with one-stop shop service, Carré said, adding, They have the ability to fulfill a very high percentage of their customer needs the first time, every time. In just two years this sales team has built up quite a following among the HVAC/R dealer contractors in London, and the customers keep returning a definite sign of satisfaction. Customers like the quick in-and-out service provided by this brightly lit, easy-to-navigate store, as well as the very knowledgeable, professional sales team. 8 NOVEMBER 2010

9 TOOLS OF THE TRADE - with Bob Carré, Totaline Business Development Manager THE BEST OF BOB Bob is away this month, so we ve brought back his column from last November. We enjoyed it, and we hope you do, too. Thanksgiving time the beginning of the holiday season has arrived, and it s time to pause and reflect. Take the time to evaluate what in your life YOU are the most thankful for, and you ll quickly see that the things you value most are all a part of the same thing. Your family, your health, your business, and your customers they all are parts of what makes your life whole. Are they working together well? What can you do to ensure that they do? Service sales: We re in a people business, aren t we? And, as the saying goes, people are strange. In reality, they just seem strange because they don t know the finer points of our business, the same way we don t know the details of their business. They can t really appreciate the knowledge, skill and creativity needed to make a repair or install. They just expect it to be done correctly the first time, every time. That s why we need to remember that our knowledge and skill are just what gets us the game, but it s our passion that carries the day or wins it. That excellence is not easily seen by people outside our field and often escapes detection. Our passion, however, is unmistakable. Our customers know it when they see it. More likely, they will feel it. So bring it on next time and every time. Business development: Here in the Northeast the first frost has come and gone. Most tune-ups, start-up repairs, and planned heating system installs are behind us. The real cold and system breakdowns are several weeks away. So it s time to take stock, and give thanks for what bounty we ve enjoyed. It s a good month to refresh ourselves and take advantage of the many sales and service training programs being offered by your distributor or manufacturer; or perhaps your financial advisor, associations or affiliations. New ideas spring from these sessions and add to our effectiveness going forward. overcome. The more people you know and the more associations you have in the community, the more you increase your familiarity. And that will surely make your next call or sale that much easier. Finally, remember to make new friends, but keep the old. That message is simple enough, but really reflect on those words this holiday season. New customers, when treated the right way, quickly become old customers, and sometimes, old friends. When you value the ties you already have and willingly make new ones, you re ensuring your business s future. Best wishes to you and yours for a very happy Thanksgiving! Good habit: Before you try to sell yourself, make yourself familiar. The old adage, familiarity breeds contempt couldn t be more off the mark. It s the lack of familiarity that breeds contempt. It s just human nature to approach the unfamiliar with suspicion and treat it as a threat to avoid or 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.

10 Stump Jim Flynn Q. Jim, I have recently had the opportunity to work on a residential split system that had me completely baffled for a while. See if you can determine the problem. First, this system is a one-year-old R-22 system with an expansion valve. The customer s complaint was that the system s cooling capacity has been slowly going down. It runs constantly with minimal cooling in the home. The customer informs me that he has not noticed any icing and that he changes the filter regularly. After a check of the blower wheel and evaporator coil I connected my manifold to the service ports on the condensing unit and started the system up. Superheat and sub-cooling temperatures are in line with the pressure readings. After 15 minutes of operation the head pressure climbs to 485 psi and the suction pressure maintains 75 psi. Sub-cooling temperature drops to 65 degrees and superheat temperature maintains 62 degrees. Amp draw drops to 6.5 amps on a 13.7 amp compressor. The condenser coils are clean as a whistle. Outdoor ambient temperature is 85 degrees and indoor temperature is 78 degrees. The customer is a loyal customer and swears that no one else has touched the system. ~Matt Richards, Legend Mechanical, Riverdale Utah A. Matt, let me first say without actually being there it s difficult to be exact. It seems like you touched on all the right bases. That being said, best guess based on your sub-cooling/superheat temperatures being levels and not actual temperatures would be that there is a liquid line/metering device restriction. This most likely is debris (brazing slag or a drier core breaking down) and pretty well matches with everything you have described EXCEPT the compressor current dropping. I would expect that the compressor current would go UP slightly. Again not being there is a handicap for me. Don t forget, for Carrier, Bryant and Payne equipment we offer local service managers who can assist you in most any situation relative to our equipment. Let me know when you find the answer. And then, Matt answered me back: Jim, I thought the same thing. I recovered the refrigerant and purged the system. I then removed and replaced the filter drier. I pulled the expansion valve and checked the screen. I vacuumed the system to a 50-micron vacuum and weighed in a fresh charge of R-22. After restarting I checked to be sure the TX valve was stroking, and it was. The system again started out as I had previously described. I have never encountered a compressor that could build 485 psi and still be bad but that was the problem. I am guessing that the low amp draw on the compressor should have been a tell tale sign. So, I answered Matt back: Matt, have you replaced the compressor? And if so, is everything working properly now? And Matt answered me: Jim, yes I replaced the compressor along with another filter dryer and new charge. I am still wondering what inside the compressor is broken and almost wish that it were not under warranty so that I could cut it open and take a look! And so I said: Matt, because of your question (and great conversation, too!), I m going to send you some FREE STUFF. And for my readers, I really enjoy your challenges, so please feel free to me any questions you might have. And if I use your question here, you can get some FREE STUFF for yourself! James Flynn Totaline Marketing and Training Manager Jim Flynn answers your questions about Totaline sales centers and the HVAC/R industry. 10 NOVEMBER 2010

11 Jim s Tips Is your truck ready for the winter? We ve talked a lot about how you can make sure your truck is stocked for winter emergencies, but what do you actually need to do to get your truck ready? Here s a checklist from theautochannel.com that will help you make sure your truck is ready for the rough winter roads: Have you had an oil change and tune-up? In addition to an oil change helping your vehicle run at an optimal level, you ll want to make sure your brakes are in good working order and that your lights, heater, and defroster are working properly. Are your wiper blades in good working condition? Changing your wiper blades a couple of times a year is a good idea, as is making sure your windshield washer reservoir is filled with a good freeze resistant washer fluid. Is your battery in good shape? If it s more than three years old, you might want to have your technician test it. Make sure your battery terminal ends are corrosion-free, too. How are your belts and hoses? Your coolant hoses wear from the inside out, so damage might not be visible. Make sure belts and rubber hoses don t have heavy cracks and chunking. Is your tire pressure at an optimal level? This is because when it s colder out, the air inside your tires contracts and pressure drops. Make sure your spare tire has the right pressure level as well. And don t forget to keep tire-changing equipment in your vehicle, too. Are your snow tires in good shape? How is your tread depth? Check this by placing a penny headfirst between the treads can you see the top of Lincoln s hair? Then it s time to change the tire. Does your radiator have the right anti-freeze mix? The best ratio of anti-freeze to water is 50/50. Prevent problems by having your cooling system flushed every two years. Do you have an emergency kit ready? Keep a blanket, boots, winter wear, shovel, flares, flashlight, jumper cables, ice scraper, kitty litter (for traction if stuck in snow), bottled water, and a first-aid kit at the ready, should an emergency arise. Are the roads snowy and icy? Protect yourself by driving for the weather! If the roads are less than perfect, allow yourself additional time and slow down! The best way you can ensure that your truck is winter-ready is by taking it to a professional mechanic. Just like you re the most qualified person to troubleshoot your customers HVAC systems, a licensed automotive technician is most able to identify problems with your vehicle and make the necessary repairs. Make sure your truck is prepared for when the snow flies...your safety out on the road is important! Source:

12 Handy people to have around. Your Totaline sales associates are trained to provide the best possible solutions like Factory Authorized Parts. Totaline sales associates are trained to provide solutions for whatever you're working on today. That's why they stock lots of Factory Authorized Parts. Installing FAP maintains the original efficiency of their systems and preserves the warranty and UL and/or CSA-approvals. Plus, since FAP feature the exact mounting characteristics and lead-lengths, you'll save time and hassle. Install FAP whenever you work with Carrier, Bryant, or Payne equipment and everyone wins! Still FREE! + + Even easier to get... Now that Totaline has made Factory Authorized Parts more affordable to its distributors, your opportunity for Free Stuff is even greater and easier to get. 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. You must be a certified HVAC/R professional to be eligible for Free Stuff. Offer good while supplies last. Offer subject to change or discontinuance without notice. Totaline has done it again! We have made key cooling and now key heating Factory Authorized Parts more affordable. Carrier Corporation 2010