What are you working on today? TM

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1 BEYOND REPAIR News and information that drives your business. September 2013 IN THIS ISSUE: Stock your truck with aftermarket motors at your Totaline Sales Center page 4 Keep your customers equipment in tune with Totaline chemicals page 7 Factory Authorized Parts certification program launched. page 9 What are you working on today? TM Carrier Corporation 9/2013

2 IN THIS ISSUE Welcome to the September edition of Beyond Repair. Fall is in the air, and school has either started, or will be starting soon. With those lazy, hazy days of summer now in the rearview mirror, this is the time of year when people start thinking about getting their homes ready for the cooler weather ahead, which for folks in the HVAC industry means that it s time for those fall tune-up calls to start coming in. That s where your local Totaline Sales Center comes in. We stock everything you need for those tune-up and repair appointments from Factory Authorized Parts for your Carrier, Bryant and Payne customers, to quality Totaline chemicals, to aftermarket motors for virtually any repair, Totaline Sales Centers have you covered. This month, I ll talk about fall tune-ups if you re not already providing preventive maintenance, you should I ll explain why. Madge is on board chatting about the full Payne heating lineup, and we ll tell you about an upcoming Carrier University course in this month s Bynum Bits. And fall allergy season is right around the corner, too find out about a great indoor air quality product in September s IAQ Corner. And, you ll learn about Totaline aftermarket motors keeping them on your truck helps you be prepared for any repair emergency. And, find out about our comprehensive lineup of Totaline chemicals these are a must for your preventive maintenance program. We ll also tell you how we re preparing our Totaline Sales Center counter salespeople to better help you every time you visit our stores. Thanks for checking out the September edition of Beyond Repair the news and information that drives your business. Jim Flynn Totaline Training & Marketing Manager BEYOND REPAIR 2

3 I.A.Q. CORNER TOTALINE FILTER HOUSING OFFER SLEEK DESIGN; EASY USE When your customer needs a filter housing for their furnace, you can count on your Totaline Sales Center to provide high-quality products at a great value. You ll be able to choose from the Totaline Air-Tite Series, or the Totaline Perfect-Platform Series, which are made for use in gas or electric furnaces and air handlers. The Totaline Air-Tite Series filter housing offers the best built, most sleekly designed and easiest-to-use galvanized sheet metal filter housings on the market, for both residential and light commercial use. It allows for easy access to furnace filters no panels or door to remove. The housing is made to fit all gas furnaces through five tons and makes a clean and professional installation. The Totaline Air-Tite Series uses standard size pleated or panel filters. ASK MADGE Hi there! It s me, Madge. Can you believe it s September already? That means fall is in the air, and that makes me happy it is, after all, one of my four favorite seasons! When that cooler air starts to blow in, so do calls from our customers who are concerned about their heating equipment. That goes double for customers who may have had issues with their equipment last winter, or those with older equipment, or those who have been experiencing energy bills that are a little higher than they like. For our customers who are looking for quality equipment at a value, we happily offer Payne heating equipment. Payne offers a variety of furnace products to meet the needs of any customer, all of which provide exceptional quality, performance and efficiency. You ll be able to offer customers Payne condensing furnaces, which range in efficiency from 96 percent AFUE to 90 percent AFUE, and offer two models that provide two-stage heating. Or, choose from Payne s gas furnace line-up, which offers three models, each providing 80 percent AFUE. Although we re in the North, where heat pumps aren t always practical, Payne also offers a comprehensive lineup of heat pumps for customers in milder climates as well. There are three models to choose from, ranging in efficiencies from 16 to 13 SEER. The Totaline Perfect-Platform Series filter housings offers space saving design for vertcal installations, keeping the furnace off floor eliminating need for wooden platform, thereby reducing installation time and costs. The filter housing allows for easy access to furnace filters without having to enter the furnace and uses one-inch, two-inch or four-inch standard size pleated or panel filters which are positioned on an angle to maximize surface area. The filter housing is made to fit one to three ton, or three and one-half ton electric air handlers or gas furnaces. The Totaline Perfect-Platform Series media air cleaner platform helps eliminates the possibiity of dust, pet hair, insects, rodents, and water or sewer backup from entering the furnace. The platform also allows the filter to work at maximum efficiency by eliminating the need for transitions, deflectors or turning vanes, thereby saving installation time and costs. Madge, as in the Ask Madge article is a fictional character. BEYOND REPAIR 3

4 STOCK YOUR TRUCK WITH AFTERMARKET MOTORS AT YOUR TOTALINE SALES CENTER When it comes to stocking your truck with all the things you need to get the job done right, you know that your local Totaline Sales Center is the place for all of your HVAC needs. From quality Payne equipment to tools of the trade to Factory Authorized Parts (and everything in between), Totaline Sales Centers have you covered. Quality manufactured with superior design life Reliable bearing systems (multi-horsepower) Automatic reset thermal protection Multi-horsepower motors feature reversible rotation and can be operated in all positions You know that Factory Authorized Parts are always the right choice when replacing a motor in your customer s Carrier, Bryant or Payne equipment. But what about other customers who require a replacement? Luckily, Totaline Sales Centers carry a full lineup of both Totaline and TotalSaver motors engineered to provide you with total motor solutions for your aftermarket needs. So why make your customers wait for a fix? When you stock your truck with Totaline and TotalSaver motors, you ll be ready for most any HVAC emergency that comes your way keeping all your customers happy, no matter what type of equipment they own. Visit your local Totaline Sales Center today to discover our full Totaline and TotalSaver lineup. Totaline multi-horsepower motors have been long established as a quality choice. Because they re multi-horsepower, they can be used in several applications. And, Totaline Sales Centers offer condenser fan motors, direct drive blower motors, belted blower motors and oil burner motors, so you can easily keep them in stock as well so you ll be fully prepared for a motor emergency. When you stock all seven multi-horsepower TotalSaver motors on your truck, you ll be prepared for virtually any motor service call. The TotalSaver lineup is a complete, cost-effective motor series that offers affordability and adaptability. With the TotalSaver lineup, you ll enjoy the following benefits: BEYOND REPAIR 4

5 Never A Gamble For your service and repair requirements you can count on being dealt a winning hand at your local Totaline Sales Center. We ve got all the parts and supplies you need to help get you back to work and on to the next job quickly. Replacement parts for most makes of HVAC including Factory Authorized Parts for Carrier, Bryant and Payne equipment Over-the-counter Payne heating and cooling equipment Critical supplies, tools and commodities Advice and answers from highly-trained, counter salespeople To find the locations of your local Totaline Sales Centers, please visit Carrier Corporation 09/2013

6 Jim s Tips INCREASE CUSTOMER SATISFACTION OFFER FALL PREVENTIVE MAINTENANCE with Jim Flynn, Totaline Aftermarket Training Manager Offering preventive maintenance doesn t have to be a chore it s simple when you have everything you need in stock, and a checklist to follow when you go on the calls. Generally speaking, a fall preventive maintenance tune-up encompasses the following, according to ENERGY STAR : When September comes around, your customers will likely start to think about the cooler weather to soon come, and some may wonder if their equipment is prepared for the chilly months. One way you can assure your customers that they ll be prepared once those temperatures start to dip is by providing them with fall preventive maintenance. Not only is proper preventive maintenance important for the life of their equipment, it serves the dual purpose of keeping you top-of-mind those biannual maintenance calls keep you familiar to customers, so when they need other services, you ll be the one they call. Check thermostat settings to ensure they re providing maximum comfort and efficiency. Tighten all electrical connections and measure voltage and current on motors. Lubricate all moving parts. Check and inspect the condensate drain in central air conditioner, furnace and/or heat pump. Check controls of the system to ensure proper and safe operation. Check the starting cycle of the equipment to assure the system starts, operates, and shuts off properly. Check all fuel connections, gas pressure, burner combustion and heat exchanger. Improperly operating fuel connections are a fire hazard and can contribute to health problems. A dirty burner or cracked heat exchanger causes improper burner operation. Either can cause the equipment to operate less safely and efficiently. For the chemicals you ll need to offer preventive maintenance, such as cleaners and lubricants, simply visit your local Totaline Sales Center. There, you ll find the complete lineup of Totaline chemicals that will make offering fall preventive maintenance simple. Stop in and stock up today! BEYOND REPAIR 6

7 KEEP YOUR CUSTOMERS EQUIPMENT IN TUNE WITH TOTALINE CHEMICALS When your fall preventive maintenance calls start coming in, you can be prepared by simply making sure you re stocked up on quality Totaline chemicals. Your local Totaline Sales Center offers a complete line of HVAC chemicals including coil cleaners, water treatment and general use chemicals. This lineup of chemicals will help make your fall maintenance calls a breeze. The entire lineup of Totaline chemicals are packaged with colored labels and contain all the information you ll need for safe application. What s more, Totaline chemicals are offered in a wide array of sizes to best meet all your application needs. Choose from this comprehensive listing of chemical products: Coil Cleaners Condenser Cleaner Indoor & Outdoor Cleaners Indoor Coil Cleaner Foam Cleaning Fluid Internal Coil Cleaner Water Treatments Algaecide One-Shot Scale & Corrosion Control Scale Removers Winter Corrosion Protector Condensate Pan Treatment Strips General Use Electronic Air Cleaner Concentrate Ice Machine Cleaner Wasp & Hornet Spray Degreasing Solvents Coil Coatings Coil & Duct Sanitizer System Sanitizer So before your fall preventive maintenance calls start, be sure your truck is stocked with the full lineup of Totaline chemicals available every day at your local Totaline Sales Center, your one-stop shop for all things HVAC/R. BEYOND REPAIR 7

8 Bynum Bits CSD400 - HVAC SYSTEMS FUNDAMENTALS This first course covers the subjects that are fundamental in the design of all types of HVAC systems. Students learn the fundamental principles of HVAC design, including psychrometrics, heat transfer, mechanical refrigeration and load estimating. Participants learn to become proficient with HVAC's two most important design tools, the psychrometric chart and the pressure enthalpy diagram. At the completion of the course, participants know how to do an accurate commercial load estimate that is the basis to the other system design decisions. The concepts of this course are prerequisite for taking the other three courses and the building blocks of the student's HVAC design career. Computerassisted work sessions and a design project are used to practice the principles taught. Upon completion of this course, participants will be able to: Explain the parameters that must be controlled to achieve human comfort. Describe the procedural steps common to all HVAC design. Explain the principles of heat transfer and their impact on heating and cooling load estimates. Zone a commercial building with fixed or open floor plans. Use the principles of psychrometrics to describe air cycles. Apply the PH (Pressure Enthalpy) chart to describe the principles of mechanical refrigeration cycles. Do a computerized block and zone load estimate for a commercial building. A cumulative score of 70 percent is required to pass this course. The score is a combination of attendance, class participation, and a demonstration of skills and knowledge through quizzes and/or work sessions. This course will commence on Sept. 9, 2013 at the Bynum Training Center in Syracuse, N.Y. To learn more about this course or to register, please visit our website at: BEYOND REPAIR 8

9 FACTORY AUTHORIZED PARTS CERTIFICATION PROGRAM LAUNCHED What do contractors and dealers expect to find when they visit their local parts and equipment distributor? Often, they re looking for more than just parts and equipment. They need a distributor who understands the parts they re selling, and whose ultimate goal is meeting customer needs, so that they can get back to work quickly. They rely on knowledgeable sales staff that can provide efficient assistance, as well as a quick transaction time. And, they need a distributor they can trust one that has a proven track record in the HVAC industry. Fortunately, Totaline Sales Centers work not only to meet these particular needs they go above and beyond for contractors and dealers, providing them with the best experience possible. With 25 years of experience in the replacement parts industry, Totaline has become a leader in the field of replacement components. At its conception, the very idea of the Totaline Sales Center as a one-stop shop for all things HVAC was innovative it was the first store of its kind that allowed customers self-service of the parts they needed, right from the sales floor. And the main reason that Totaline has sustained and has grown for a quarter of a century? According to Totaline Training and Marketing Manager James Flynn, it s Totaline s overarching philosophy of customer service. Why have we been in business for 25 years? Because we do everything we can to help our distributors dealers and contractors, Flynn said. That s what drives our business and helps us continually make improvements that enhance our customers experience. One of the ways Totaline is doing this is through their newly launched Factory Authorized Parts certification program. Flynn explained that this program, in combination with Totaline University, Totaline Masters 1 and 2, attendance at Totaline regionals and most importantly, on-the-job training, all help to advance the knowledge base of Totaline Sales Center counter salespeople and managers which helps the customers have the best possible experience at Totaline Sales Centers. The Factory Authorized Parts certification program is much like NATE it tests our counter salespeople and our branch managers on their understanding of these parts. We want to be able to help our customers the dealers and contractors with all of their needs, and this program helps to test employees levels of knowledge. Flynn explained that the program is multilevel, starting at an entrance level and ending at elite. Levels 1 and 2 test beginner and basic knowledge, Level 3 tests for advanced knowledge, and Level 4 targets branch managers and senior employees on a leadership career path. Once the third level is completed, counter salespeople achieve Factory Authorized Parts certification, Flynn said. They receive a special patch for their uniform and a diploma. Plus, many of our distributorships offer their employees additional incentives, like clothing and gift cards, for working toward this achievement. Flynn said that there are currently more than 1500 participants in the Factory Authorized Parts certification program, and that this January the cream of the crop was recognized during the Alpine Program Best Practices event in Las Vegas, a meeting attended by the aftermarket leaders of each of the 32 distributors in the Totaline network. Joel Cordova of Carrier West; James Laukshtein of Carrier Enterprises Florida; Trisha Turner of Carrier Enterprises Mid-Atlantic; Kyle Kreuter of Temperature Systems, Inc.; Bruce Schmidt of CP Distributors; Charles Cristwell of Sigler; and Joseph Almeida of Distributor Corporation of New England achieved the highest overall grades. For their outstanding efforts, they received a $500 gift card courtesy of Totaline. Flynn emphasized that while the certification program is centered on Factory Authorized Parts, the content that is learned and tested on carries over into all aspects of the counter salesperson s job. All the same principals that are learned through the Factory Authorized Parts certification program apply to all products at the Totaline Sales Center, Flynn said. It helps our counter salespeople provide dealers and contractors with the very best experience possible. Knowledgeable counter salespeople who work toward building relationships and providing solutions and efficient transaction times so that busy dealers and contractors can get in, get the products they need and get back to work quickly that s what this program is all about. Like everything we do... it s about our customers. BEYOND REPAIR 9

10 It's gonna be big... and it is coming to a Totaline Sales Center near you in Get ready. In 2014 Totaline is announcing something big - something NEW, bigger, bolder, and better. But we're not telling you until January. So you'll just have to stay tuned to discover what we are up too. To find your local Totaline Sales Center please visit Carrier Corporation 9/2013

11 Totaline 2013 Win/Win Merchandise Offers Starting in September you can get a Shoulder Sling Bag* Buy 5 Totaline branded Saber 24V Magnetic UV Systems part no.: P103-SABER24/16-GM** all on one invoice. Note: Actual promotional brand and item styles may vary from image. Substitute product may be used other then featured item. * Go to and click the Win/Win 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 Win/Win merchandise item may be received per each unique invoice with unique issued certificate, no exceptions. Certified HVAC/R professionals only. Offer good only while supplies last. Offer subject to change or discontinuance without notice. Starting in October you can get a Jumper Cable kit* Buy 2 Totaline or 2 TotalSaver branded Motors plus any 2 other line items** all on one invoice. Note: Actual promotional brand and item styles may vary from image. Substitute product may be used other then featured item. * Go to and click the Win/Win 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 Win/Win merchandise item may be received per each unique invoice with unique issued certificate, no exceptions. Certified HVAC/R professionals only. Offer good only 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. Starting in November you can get a Factory Authorized Parts embellished pullover hoodie.* Buy 1 Factory Authorized Part plus any 10 additional line items**. all on one invoice. Note: Actual promotional brand and item styles may vary from image. Substitute product may be used other then featured item - size runs small so order up a size bigger. * Go to and click the Win/Win 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 Win/Win merchandise item may be received per each unique invoice with unique issued certificate, no exceptions. Certified HVAC/R professionals only. Offer good only 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. All offers are good until November 30, 2013 after they have been initially introduced. Offer paperwork must be postmarked no later then December 1, 2013 and must be received no later then December 15, SALES CENTERS

12 YOU LL HAVE TIME ON YOUR HANDS Expect faster installation times and reduce time-consuming callbacks. Time is on your side when you install Factory Authorized Parts Motors. Be secure in the knowledge that you've done the job right with Factory Authorized Parts Motors. Exact fit and easy to install. Maximize the life of the system. Maintain low sound levels and system vibration. Maintain UL and CSA qualification. The only motors that help maintain warranty. Factory Authorized Parts are the right choice when making repairs to your customers Carrier, Bryant or Payne equipment. For the location nearest you visit Carrier Corporation 08/2013 SALES CENTERS

13 LOOK INSIDE AND GET THE SCOOP! What are you working on today? Your job is anything but easy. That s why you should count on your nearest Totaline Sales Center. Totaline Sales Centers save you time by stocking Factory Authorized Parts - exact, drop in replacement components for Carrier, Bryant and Payne equipment. Chances are, customers who own Carrier, Bryant, or Payne equipment selected these brands because of their preference for quality, reliability and efficiency. These customers deserve a repair solution that restores their equipment to its original performance. Factory Authorized Parts help you do just that. When you use Factory Authorized Parts, you preserve the warranty, the efficiency, the original specs and the UL and/or CSA approval. Smart technicians choose Factory Authorized Parts because they know that these products save time while removing guesswork from repair tasks. Factory Authorized Parts also preserve UL and/or CSA approvals and listings for parts in the original equipment - and that delivers peace of mind. But Factory Authorized Parts are only one solution among many. The Totaline sales team provides smart guidance and quick access to thousands of aftermarket parts. You ll find motors, compressors, thermostats, and IAQ accessories that will work well with any brand of equipment that you might run into out there. Replacing equipment instead of repairing it? Totaline Sales Centers offer all technicians a full line of Payne air conditioners, heat pumps, furnaces and packaged products- good, dependable solutions backed by a 10-year limited warranty. And of course you ll find tools, fittings, chemicals, tape, nuts, wire, even wasp spray- the stuff you need almost every day, on every job, all in one place. No matter what you are working on today, you'll find the solution you need to get the job done at your local Totaline Sales Center. Learn more at And while you're there, be sure to check out Win/Win 2013 and the great free merchandise you can receive, just for purchasing the items you need anyway. BEYOND REPAIR 13