Nortek Global HVAC Advertising Program for Distributors and Contractors

Transcription

1 Nortek Global HVAC Advertising Program for Distributors and Contractors Proper Logo Usage ALL RESIDENTIAL BRANDS THE BRAND USAGE AGREEMENTS ARE FROM THE LATEST DISTRIBUTOR AGREEMENTS AND ARE LEGALLY BINDING CONTRACTS HOLDING THE DISTRIBUTOR RESPONSIBLE FOR CORRECTLY USING THE BRAND LOGO, ITS IDENTITY AND PRODUCT POSITIONING. The agreements are located under their respective brands. All advertisements, promotions using the brand name must be represented in the logo format according to the Brand Usage Agreements. All brand advertisements must be accompanied by the license statements indicated in the Brand Usage Agreement. 614A0117 Sales Promotion Page 1 Residential Distributor Marketing Manual

2 Program Information, Literature and Advertising Support How do I start? To get started on any of the programs listed, you may retrieve the information two ways. First, easiest access to this information is through enora. When you login to enora, go to the Marketing Support menu. In this area you will find literature ordering, coop processing, current finance and rebate programs and branded advertising support materials. Some menu options may only be visible based on user s access privileges. These privileges are assigned by the distributor primary contact. If you have detailed questions about how a program works, or program order, etc., please contact the program administrator at ext For literature order questions, contact the Customer Service, If program information is not available through Nortek Global HVAC internal staff, then specific directions of where to get the information is listed at the end of the program description. 614A0117 Sales Promotion Page 2

3 Contractor Programs Contractor program information is accessible online through enora. Contractor Marketing Programs on enora Programs vary per brand. To view contractor programs log on to enora > Marketing Support > Marketing Programs. Listed to the right are marketing programs available to contractors. *These programs are only available to 12th Man Plan members. **These programs are only available to 12th Man Plan Tier II Members. Genuine Contractor Program** Vehicle Wrap Program TURNS Financial Second Look Program* 12th Man Plan Dealer Incentive Dealer Locator* CustomerforLife TM * Merchandising Program Banners, Signage, Vehicle Decals, Uniforms Brand Builder Advertising Materials Brochure Builder Advertising Materials** Comfort Quote TM Proposal Program NORDYNE Interactive Network NORDYNE University Consumer Finance Programs ComfortPlus TM Finance Program FTL Finance Program Contractor s Preferred Program Coop Advertising 614A0117 Sales Promotion Page 3 Residential Distributor Marketing Manual

4 Genuine Contractor Program GENUINE CONTRACTOR CERTIFICATION PROGRAM POLICY Participation Requirements Contractors interested in pursuing a Genuine Contractor certification must first be a participant in the 12th Man Plan Tier II level. Please refer to additional requirements as outlined in the Genuine Contractor Certification Program Details. This document can be found at enora > Marketing Support > Marketing Programs > Genuine Contractor Tab. 614A0117 Sales Promotion Page 4

5 Nortek Global HVAC Distributor and Contractor Program Chart Below is a chart with a list of available programs for distributors and contractors. A detailed description of each program available on enora, (Nortek Global HVAC's ecommerce distributor site). Enter the Marketing Support area to browse for programs. Many are available in PDF formats, to quickly download to your PC. PROGRAM OFFERING Maytag Frigidaire, NuTone Westinghouse Broan CONTRACTOR SUPPORT 12th Man Plan Program Advertising Coop Program Billboard Templates Canned TV Spot Program ComfortPlus TM Finance Program Consumer Literature Program CustomerforLife TM Program Dealer Locator Direct Mail Template Graphic Library Illuminated Sign Program Merchandising Program Newspaper and Print Ad Templates EdgeTek HVAC contractor Online Training Radio Scripts Showroom Materials Uniform Program Vehicle Decal Program Yard Sign Program Yellow Page Templates DISTRIBUTOR SUPPORT MATERIALS Ad Novelty Program Banners Builders Rebate Program Dealer for Life TM enewsletter Program Contractor Recuitment Training Distributor Boot Camp Literature Fulfillment Program Merchandising Program EdgeTek HVAC Product Manual Promotional Equipment Program Promotional Fund (Coop) Program Technical & Sales Training Tradeshow Booth Rental Program WARRANTY PROGRAMS Standard (Without Registration) Standard (With Registration) Quality Pledge Available Yes Yes Yes Extended Protection Plan Philco Kelvinator Gibson 5 10 Yes 10 Mammoth 1 1 N/A N/A 614A0117 Sales Promotion Page 5 Residential Distributor Marketing Manual

6 Literature Fulfillment Policies Nortek Global HVAC maintains an allinclusive resource for consumer, technical, training and marketing materials online through Literature Storefront on enora. Literature Storefront allows you to shop, view and get order and shipping confirmation. To order literature, log on to enora and select Literature Storefront to begin shopping. Orders are filled promptly and our intent is that complete orders be sent within three (3) days. All orders will be shipped and delivered by the most economical way unless expedited shipment is requested. You may request that your order be shipped immediately at additional cost. SUBSTITUTIONS When superseded items are ordered, Nortek Global HVAC will substitute the correct new replacement literature in the quantity originally ordered, unless there is a specific request to provide only the specific form number listed on the original literature order. SUPERSEDED LITERATURE Each piece of literature will be identified by a form number and date of publication. Unless specifically requested, current literature will be sent. Through the OnLine Literature Library on enora you can also download our black and white technical literature. The documents are available in.pdf format, and the site is updated weekly, and is free. Requirements include being a registered user of enora, and having Adobe Reader 5.0, which is free software available at COST/PROMOTIONAL FUND CREDIT Storefront literature orders can be paid for via credit card. If funds exists, Storefront literature can be submitted for coop at 50%. INQUIRIES You will receive an confirmation when you place an order through literature storefront. Once your literature has shipped, you will receive another with shipping tracking information. If you have additional questions about literature, you can contact our Customer Service team at A0117 Sales Promotion Page 6

7 Residential Distributor Promotional Fund Guidelines PROGRAM YEAR The Promotional Fund Program runs from January 1st thru December 31st All claims and support documents for the program year must be submitted to Nortek Global HVAC no later than December 15th Funds that are not utilized within the program year do not carry over COOP REIMBURSEMENT RATE Reimbursement rates vary depending on the advertising or promotion type. On page 9 is a chart that outlines the coop reimbursement rate, along with information and instructions on what is considered Nortek Global HVAC approved materials and what projects require prior approval. CREATIVE USAGE ECEPTION POLICY While discouraged, on a rare occasion it may be necessary for distributors or contractors to locally develop advertisements or campaigns that may be eligible for reimbursement. For locally created advertising the following procedures must be followed: A completed prior approval form along with a copy of the advertisement, storyboard or script must be submitted to the Coop Administrator 15 days prior to production If the advertisement is in color, a full color copy must be provided If approved, Nortek Global HVAC will sign the prior approval Form, and return it to the distributor It is the distributors responsibility to submit a copy of the prior approval with the Coop Claim GENERAL CREATIVE SPECIFICATIONS Advertisement must feature the brand products exclusively. No other brands. The brand logo must be printed compliant with brand guidelines in the correct proportion and PMS colors License statement must accompany brand logo on all applicable printed media The brand logo must be represented equal in size to the distributor or contractor name Include only images of the brand products using proper artwork (video footage, photographs, or line art) in high resolution Advertisement must meet all standards for responsible advertising. (e.g. no false or misleading offers, offensive materials, etc.) Advertisement that is a detriment to the brand image, or implies the brand is distressed, overstocked, or that is otherwise adverse to the reputation of the brand is not eligible for reimbursement No cartoon or animated images allowed 12th MAN PLAN Homeowners are utilizing the web for searching and referrals. The 12th Man Plan helps your contractors be where the homeowners are searching. The program offers: Professional customer service on your behalf Exclusive, prequalified leads National online advertising targeting primed buyers Online dashboard to manage leads and track performance 614A0117 Sales Promotion Page 7 Residential Distributor Marketing Manual

8 Coop Reimbursement Rate Chart Marketing Program Exclusive to 12th Man Plan Exclusive Brand Programs Requires PreApproval? Where to find PreApproved Materials NonExclusive Brand Programs Requires PreApproval? Using Nortek Global HVAC creative Using thirdparty creative 12th Man Plan Registration and Lead Fees Yes 50% No 12th Man Plan Reenrollment if Enrolled before Yes 100% No 12th Man Plan Reenrollment after December 17th Yes 50% No 12th Man Plan Merchandising Starter Kit Yes 100% No Contractor Marketing Site 95% AFUE Furnaces or Higher Print Advertisements 50% No, if using Brand Builder Contractor Marketing Site Up to 25% Yes Billboard Advertisng 50% No, if using Brand Builder Contractor Marketing Site up to 50% Yes Branded Dealer Group Meetings 50% Yes Branded Merchandising 50% No, if using RLK Program Contractor Marketing Site 25% Yes Brochure Builder Yes 50% No Contractor Marketing Site 25% No ComfortConsultant App 50% No Contractor Marketing Site ComfortQuote Mobile Consultant Software (Wrightsoft) 50% No ComfortQuote Plus Software (Wrightsoft) 50% No ComfortQuote Training (Wrightsoft) 50% No Customer Visits Plant 50% No CustomerforLife Program Yes 75% Tier ll / 50% Tier l No Contractor Marketing Site Dealer Uniforms 50% No, if using RLK Program Contractor Marketing Site 25% Yes DealerForLife enewsletter Program 50% No Direct Mail 25% No, if using Brand Builder Contractor Marketing Site 25% Yes Industry Trade Print Advertising (Distributor) Internet Directory Listings (must include consumer site embedded links or expanded dealer listing) 50% Yes CD on enora Literature Storefront 25% Yes 50% No ipad Jump Start Training for Tier II players Yes Tier II 50% N/A App Store ipad Program 50% up to 400 / each ipad Must be purchased after 10/1/11 iq Drive Print Advertisements 50% No, if using Brand Builder Contractor Marketing Site Up to 25% Yes Literature Program 50% No, if Nortek Global HVAC Literature enora Literature Storefront Magazine Ads 25% No, if using Brand Builder Contractor Marketing Site 25% Yes NexTraq Fleet Management 35% No, if using NexTraq Contractor Marketing Site Newspaper Print Ads 25% No, if using Brand Builder Contractor Marketing Site 25% Yes Nortek Global HVAC Dealer Recruitment Training 50% No EdgeTek HVAC EdgeTek HVAC 50% No EdgeTek HVAC Up to 25% Yes Online Web Advertisements Up to 50% Yes Open House (Distributor) 50% No, if using Nortek HVAC Global Rental Booth Program enora Forms and Policies up to 50% Yes Print Advertising 25% No, if using Brand Builder Contractor Marketing Site 25% Yes Radio Advertising 25% No, if using preapproved scripts Contractor Marketing Site Up to 25% (brand must be mentioned 3 times) Yes Signage 50% No, if using RLK Program Contractor Marketing Site 25% Yes Technical Training (live & onsite) 50% No Up to 25% Yes Trade Shows (Dealer) 25% No, if using Nortek Global HVAC Rental Booth Program enora Marketing Support up to 25% Yes Trip/Merchandise Incentive Program (with guidelines) N/A N/A Up to 50% Yes TV Advertising N/A N/A N/A Up to 25% (brand must be mentioned/seen 3 times) Vehicle Decals 50% No, if using RLK Program Contractor Marketing Site up to 50% Yes Yellow Page Advertising Branded Display Ad Yellow Page Advertising Branded Trade Listing 25% No, if using Brand Builder Contractor Marketing Site 0% 25% No, if using Brand Builder Contractor Marketing Site 0% Yes 614A0117 Sales Promotion Page 8

9 The contractor can be signed up for participation in the 12th Man Plan at Tier I: Basic or Tier II Competitive. Enrollments fees and exclusive 12th Man Plan programs are eligible for coop reimbursement. Reimbursement percentages vary and can be found on the chart at the end of this section. Visit enora>contractor Marketing Programs for more information regarding the 12th Man Plan. BRANDED BOOTH RENTAL AND PURCHASE PROGRAM The booth rental and purchase program is administered by Greg Pohlen at Big River Exhibits. The program includes rental of a 10 x10 portable booth with branded graphics. 10 x10 booths and graphics are also available for purchase. To reserve or purchase a booth use the Nortek Global HVAC Trade Show Rental/Purchase Form (558B) located on enora > Distributor Marketing Program > Policies & Forms. Directions are on the form. Big River Exhibits Attn: Greg Pohlen 7027 Pennsylvania Avenue St. Louis, MO Cell Fax Claim Filing Process: Big River Exhibits will bill Nortek Global HVAC for booth rental charges and all applicable freight. Nortek Global HVAC will invoice the distributor. Since Big River Exhibits is an approved Nortek Global HVAC vendor, only a copy of the Nortek Global HVAC invoice needs to accompany the coop claim form. Booth purchases will be paid by distributor or contractor directly to Big River Exhibits. CONTRACTOR INCENTIVE PROGRAMS Contractor or Customer Incentive Programs, which includes trips, rebates, golf, fishing and other related incentive programs, require prior approval. A prior approval form needs to be completed with the following information. Details of the program How the brand is being represented or promoted Details on how the contractor or contractor is awarded the incentive Date of when the program will begin and end Estimated cost Claim Filing Process: Because various programs require different documentation Nortek Global HVAC will specify on the prior approval form the type of documentation required for the requested event. A copy of the prior approval, the documentation listed on the prior approval, all related vendor invoices, and a signed copy of the prior approval will need to accompany the coop claim form. NOTE: If the Incentive program requires a deposit Nortek Global HVAC will allow the deposit to be submitted for coop reimbursement, but all other expenses are to be filed after the event has taken place. 614A0117 Sales Promotion Page 9 Residential Distributor Marketing Manual

10 COOP PROGRAM ADVERTISING REIMBURSEMENT GUIDELINES BROADCAST MEDIA (Television, Radio, Cable) Television Advertising Guidelines Contractors may show the brand being installed in the commercial Commercial cannot exceed more than 10 seconds of brand images or voiceovers for every 30 second spot Anything over 10 seconds is considered a branded commercial, and the templates must be used The brand logo must follow the standard logo guidelines for color & application The brand name must be mentioned in the script No competitor brands can be mentioned or displayed Commercials following these guidelines are eligible for coop reimbursement as follows: Contractor Driven: Commercials following the above noted guidelines are eligible for reimbursement at 25%. A copy of the approval, script and notarized invoice must accompany the coop claim Radio Advertising Guidelines For consistency, Nortek Global HVACprovided radio scripts are highly encouraged, and are the only preapproved commercials eligible for coop at the standard rate of 25%. Radio commercials produced by an outside source must contain the brand name a minimum of 3 times for every 30 seconds Commercials produced by an outside source must be submitted to Nortek Global HVAC for approval Commercials produced by an outside source and approved by Nortek Global HVAC are eligible for coop reimbursement at a rate of 25% Approval Process for Contractor Driven Commercials Provide materials to the distributor who will go through the proper channels at Nortek Global HVAC Rough cuts are approved by Nortek Global HVAC through the distributor Copy of the approval should be kept on file with the distributor for claim filing PRINTED MEDIA Brand Driven Print Advertisement (Nortek Global HVAC Provided Materials) Print ads utilizing Brand Builder approved templates available through Nortek Global HVAC are automatically eligible for coop at the standard rate of 25% Contractor Driven Print Advertisement (Materials Created by an Outside Source) Advertisements created by an outside creative source, when approved by Nortek Global HVAC are eligible for coop reimbursement. See chart on page 8 for coop rates. To be considered for coop reimbursement contractor Driven ads must follow the guidelines below: Contractor driven ads must follow all brand compliances and guidelines License statement must be incorporated into the ads as specified in the brand guidelines 614A0117 Sales Promotion Page 10

11 The brand must be represented equal in size to the company name No competitive logos or images are allowed Ads must be produced from high resolution graphics Color ads must be submitted in full color for final approval Ads must be tasteful, and graphically appealing (Overcrowded, unprofessional ads will not be eligible) Approval for Contractor Driven Print Advertisement The ad being considered should be submitted to Nortek Global HVAC through the distributor for approval Ads are approved by Nortek Global HVAC through the distributor A copy of the final approval should be kept on file with the distributor for claim filing Claim Filing Process: Request for coop reimbursement should be filed by the distributor on behalf of the contractor. If Nortek Global HVAC approved materials are used prior approval forms are not required, but all other documentation shown below must accompany the coop claim form. Claim Filing Process for Newspaper & Magazine: Distributor submits a copy of the final approval from Nortek Global HVAC, a copy of the prior approval, paid invoice and full size tear sheet showing the publication date and the publishers name with the coop claim form. Claim Filing Process for Direct Mail: A copy of the prior approval, production invoice, postage statement, invoice from direct mail vendor, and a sample of the actual mail piece need to accompany the coop claim form. Claim Filing Process for Billboard: A copy of the prior approval, vendor invoice listing dates, and a photo of the original sign once posted will need to accompany the coop claim form. Qualifying Items Newspaper Industry Magazine Billboard Yellow Page Ads Direct Mail Exclusions School Yearbooks Newspaper School Programs Church Bulletins Theatrical Programs Political or Congratulatory Ads Office Supplies (invoices, letterhead) CUSTOMER VISITS AND TOURS Nortek Global HVAC offers factory visits for you to bring your qualified contractors and customers to visit our facilities. After the tours have been completed, the following expenses are eligible for coop reimbursement. Eligible Expenses: Expense for hotel room while in St. Louis Expenses for airfare Expense for local transportation when in St. Louis Expense for meals Expense for some entertainment Program Exclusions: Souvenirs Transportation to and from departing airport Parking expenses from departing airport Food or beverages at airport or in route Contact your District Sales Manager for more information. 614A0117 Sales Promotion Page 11 Residential Distributor Marketing Manual

12 NOTE: Nortek Global HVAC will bill the distributor for rooms, local transportation and entertainment while in St. Louis. DISTRIBUTOR CONTRACTOR MEETINGS Contractor Meetings and/or Open Houses require a prior approval from Nortek Global HVAC. The following items must be noted on the prior approval form and submitted to Nortek Global HVAC: Documentation showing how the brand will be represented or promoted Dates of the event Location of the event Estimated expenses Meeting Items Eligible for Coop Reimbursement: Printing cost for invitation or agenda that contains the brand logo Cost of the meeting room Rental fee for AV equipment Cost to ship our product to the meeting Graphics or promotional items showing or displaying the brand logo Cost of breakfast, lunch or dinner that is a part of the meeting Exclusions: Transportation and lodging expenses for approved sales meeting held by the distributor are not covered Refreshment for distributor s internal meetings with employees Unless special approval is obtained, dinners and activities associated with the meeting, but not part of the actual meeting are not covered Qualifying Requirements to Receive Reimbursement The meeting must not contain information pertaining to any competitive brands District Sales Manager or a Nortek Global HVAC representative must be present Prior approval form must be completed and signed by Nortek Global HVAC Claim Filing Process: Attach a copy of the prior approval, agenda, list of attendees, photos of the event, promotional materials, and all related invoices to the coop claim form and submit to Nortek Global HVAC for processing. DISTRIBUTOR LOCAL MARKETING PROGRAM Nortek Global HVAC has entered into an agreement with Feature Group USA to provide our distributors with professional ad agency services in your local market. As part of the full scope of services offered by Nortek Global HVAC and Feature Group USA, it is now possible to add the power of media analysis and market advertising strategies to your business. Everything from electronic media, newspapers, videos, television, radio, direct mail and more will be taken into account to deliver programs that let the power of the brand generate profits for you. How to Get Started The first step to implementing this program is the Situation and Market Analysis. This analysis will include a full market analysis, market mapping, evaluation of sales force abilities, competitive environment analysis, and market potential. Based on the results of the analysis Feature Group will create and assist 614A0117 Sales Promotion Page 12

13 in implementing a custom marketing program designed to generate new sales and profit. Having a professional marketing team with over 20 years of experience in the HVAC industry providing an objective evaluation of your market situation is an investment that will pay off for years to come. For Information or to Schedule a Consultation Contact: Feature Group USA 1415 Elbridge Payne Suite 170 Chesterfield, MO Phone: Fax: Coop Reimbursement and Claim Filing Process: Feature Group USA is the ONLY agency whose services qualify for coop reimbursement. To file a claim, attach a copy of the Feature Group invoice to the coop claim form. Since Feature Group is an approved vendor no further documentation is necessary. ipad PROGRAM Nortek Global HVAC will coop 50% up to 400 of the cost of an ipad providing the brand app has been downloaded. Contractors can download a FREE app from two places: NORDYNEU.com in our etools section The Marketing Site Claim Filing Process: Attach a copy of the ipad receipt, and an image of the actual ipad displaying the app. MERCHANDISING & MARKETING MATERIALS Approved Merchandising Program The Nortek Global HVAC Merchandising program contains a variety of preapproved promotional and marketing materials. The program is an exclusive program available to both distributors and contractors. All promotional and merchandising materials provided through the Nortek Global HVAC program are preapproved and eligible for coop reimbursement. To receive coop reimbursement the following identity items MUST be ordered through the Nortek Global HVAC approved program. Site Signs (Yard Signs) Illuminated Signs Uniforms Vehicle Decals Counter Stools Floor Mats Banners Claim Filing Process: The Nortek Global HVAC approved vendor will directly bill for products purchased through the program. Attach a copy of the invoice to your coop claim form, and submit to Nortek Global HVAC. Since all materials are preapproved no further documentation is required. Merchandising Materials from Outside Sources Eligible for coop at 25% When using a vendor other that the Nortek Global HVAC approved source for merchandising, apparel or promotional 614A0117 Sales Promotion Page 13 Residential Distributor Marketing Manual

14 products, prior approval is required. A sample of the product showing the brand logo or a vendor proof needs to accompany the prior approval form. Claim Filing Process: To file a claim, a copy of the signed prior approval, invoice and a sample or photo of the product needs to accompany the coop claim form. Submissions of claims that did not receive prior approval will be rejected. NexTraq Fleet Management Program Contractors enrolled in the 12th Man Plan Tier ll received special discounts on the NexTraq fleet management system. This fleet tracking platform integrates GPS systems with Google maps for realtime tracking, vehicle routing and driving directions. More information can be found on the Contractor Marketing site under the Marketing tab. The NexTraq program is available for coop up to 35%. Claim Filing Process: A copy of the NexTraq invoice showing the contractors name must accompany the coop claim. TRADE SHOWS Participation in trade shows requires a prior approval. Prior approval request must include the name of the show, dates and estimated expense. If approved, the following items are eligible for coop reimbursement. Participation fees Booth space rental Approved brand signage Ground shipping for product and display material to and from event Drayage charges Claim Filing Process: Photographs of booth displaying brand equipment and signage, along with copies of all invoices must be submitted with coop claim form. SPONSORSHIPS Sponsorships of any kind, requires prior approval. Prior approval needs to be completed with the following information. Name of the event Date of the event Estimated cost Details on how the brand will be represented or promoted Sponsorship Exclusions Local sports team such as little league or high school teams Unless an actual approved ad is published, church bulletins, school year books, theatrical programs political or congratulatory ads are not eligible. Claim Filing Processing: Photography of event or exhibit showing the brand representation, list of participants (when applicable), detailed vendor invoice for services or goods, and a copy of the prior approval need to accompany your coop claim form. WEBSITE GUIDELINES Coop dollars can be used to cover the cost of websites only if the following apply: If a Nortek Global HVAC distributor or contractor has our brand logo on their 614A0117 Sales Promotion Page 14

15 website and have a link from that site to our consumer brand site. The programming cost to add the brand logo with link to the site is coopable only. If a Nortek Global HVAC distributor or contractor advertises our brand at another site (clearly an exclusive advertisement for the brand and not just a link) then the cost for the ad is coopable. The ad cannot be on the contractor or distributor s site. Not Accepted: Fees associated with website hosting, development and programming, site renewal, etc. TRAINING Technical Nortek Global HVAC believes that the success of any company is measured by the ability of the personnel that are part of that company. The training of these people in product application, installation and service is paramount to maintaining a competitive edge and keeping operating cost under control. Nortek Global HVAC has a technical training staff that teaches onsite for distributors as well as a complete training facility at Nortek Global HVAC corporate office. Business and Sales Training Nortek Global HVAC has teamed up HVAC professionals to develop training programs specific for Nortek Global HVAC which provide the student the training and tools necessary to develop a plan for long term success. Sales training includes courses for distributor sales force, contractors, inside counter sales, technicians, as well as a course on selling and marketing commercial products. To find out more about business and sales training for distributors contact your District Sales Manager. Brand Training Nortek Global HVAC s Brand Training is designed to maximize the power of our brands. This full day seminar has a number of objectives designed to maximize Nortek Global HVAC s investment in the brand names. To find out more about brand training contact your District Sales Manager. Load Calculation, Economic Analysis, and Equipment Selection Training Nortek Global HVAC has partnered with Wrightsoft for branded Manual J load calculation and presentation software. You can see the full suite of products at com/nordyne. Eligible Coop Expenses When training is completed at the Nortek Global HVAC Corporate Facility, the cost of the seminar is eligible for coop reimbursement. When purchased through Energy Design Systems, load calculation software is eligible for coop reimbursement. When requested by the distributor and training is provided by Nortek Global HVAC off site, the following expenses are eligible for coop reimbursement. Standard charge paid to Nortek Global HVAC to conduct training Meals if furnished during the school Rental of any meeting rooms used Audio Visual equipment rental (if required) 614A0117 Sales Promotion Page 15 Residential Distributor Marketing Manual

16 NOTE: Unless preapproved, additional expenses such as airfare, ground transportation, and hotel accommodations are not eligible for coop. Claim Filing Process: Once the training is completed, Nortek Global HVAC will bill the distributor for the seminar. To file a claim attached a copy of the Nortek Global HVAC invoice to your coop claim form and submit to Nortek Global HVAC for processing. If training was done off site, invoices for all related expenses along with the Nortek Global HVAC invoice will need to accompany your coop claim form. PROGRAM ECLUSIONS The Nortek Global HVAC Promotional Fund Program does not cover any portion of: Political or congratulatory ads such as those in: o School programs o School yearbooks o Theatrical programs o Church bulletins Sponsorship of ball teams or little league New software Installation and maintenance of software programs Monthly fee for accessing internet Donations to sports programs Refreshments for distributor internal meetings with employees Clothing without brand logo on it Office supplies such as memo forms, invoices, service order forms, letterhead, and stationery Tools purchased for use by employees Education or Training not provided by Nortek Global HVAC or an approved Nortek Global HVAC trainer Transportation and lodging expenses for approved sales meeting held by distributor are not covered Business equipment (i.e.: calculators, computers, FA machines, etc.) Materials requiring prior approval when such approval has not been secured on the correct form before the advertising is run Advertisement of any type that displays a competitor s brand Since Nortek Global HVAC is not considered a brand, any ads or promotional materials that display the Nortek Global HVAC logo will not be eligible for coop reimbursement Unless preapproved, equipment for showrooms, promotions or incentives are not eligible for coop reimbursement Season Tickets for Sports Event (Professional or Amateur) 614A0117 Sales Promotion Page 16

17 Nortek Global HVAC Promotional Equipment Program PURPOSE: The purpose of this program is to provide Nortek Global HVAC S District Sales Managers and their Distributors the ability to provide special pricing on Nortek Global HVAC HVAC systems for the employees of our Distributors and key HVAC Contractors and Homes Builders for their personal use. This program is applicable for the following brands: Broan, Frigidaire, Maytag, NuTone and Westinghouse. This Program does not include standard brands i.e., Gibson, Kelvinator or Philco. The Program will be based on distributor sales volume and apply only to the exact brands the distributor carries. The Program requires the District Sales Managers to file a signed Equipment Promotion Form with description and use with the Residential and Light Commercial CBU prior to the sale of any equipment at a special price. The District Sales Manager can authorize up to 450 single credit on two systems per distributor for every 250,000 in purchases from Nortek Global HVAC by a Distributor. EAMPLE: The Distributor with purchases of 2,500,000 would be eligible for 20 systems for promotional use in the Program. GUIDELINES: 450 per system (all on one system). Two (2) systems allowed for every 250,000 in distributor equipment purchases minus returns of same brand. One (1) system per contractor display or employee annually for personal use. System is defined as an indoor motor bearing unit and outdoor compressor bearing unit or a package unit that does heating and cooling. Invoice must show billing to the customer whether contractor or employee. Invoice must show total amount of product, and the 450 credit deduction given to the customer. This must be submitted with Promotional Equipment Program Form. The Program Year is January to December 31st. All claims for the program year must be received at Nortek Global HVAC by December 15th. Funds will not rollover to the next Program Year. Request submitted after December 15th of each year will be applied to the following year. Submit signed Promotional Equipment Form and invoice copies to: Nortek Global HVAC Communications Department. The system must be given to a contractor or employee of distributor. Technical schools do not qualify. One (1) system per contractor display OR one (1) system per contractor key employee annually. Maximum of two (2) HVAC systems per contractor for his personal home. The system cannot be split up. EAMPLES Total of three (3) systems annually based on purchases by distributor. For example: 250,000 of purchases = 2 systems 375,000 of purchases = 3 systems 614A0117 Sales Promotion Page 17 Residential Distributor Marketing Manual

18 One (1) system for the contractor owners home One (1) system for the key employee i.e., his service manager. One (1) for display OR Total of three (3) systems annually based on purchases by distributor. For example: 250,000 of purchases = 2 systems 375,000 of purchases = 3 systems Two (2) systems for contractor owners home One (1) system for display OR Total of three (3) systems annually based on purchases by distributor. For example: 250,000 of purchases = 2 systems 375,000 of purchases = 3 systems One (1) system for contractor display annually Two (2) systems for key employee annually A system is defined as a matched system consisting of Nortek Global HVAC products only, which include evaporator coil, furnace, air handler, air conditioner, heat pump or package unit. 614A0117 Sales Promotion Page 18

19 PROMOTIONAL EQUIPMENT FORM Date Distributor Location Account Contact Check type of equipment promotion: *Employee HVAC Contractor Builder *Name of Installer License # Name Address City State Zip Code Employee Name Social Security Address and/or Builder Name or Fed ID# Phone Number City State Zip Code Nortek Global HVAC District Sales Manager Authorization Equipment Supplied: Model Model Model Model Model Serial Number Serial Number Serial Number Serial Number Serial Number Amount of Credit to be Issued: NOTE: Copies of the Distributor s invoice showing the amount of credit given must accompany this form in order to receive proper credit. Mail to: Nortek Global HVAC Communications Department, 8000 Phoenix Parkway, O Fallon, MO Internal Use Only: Approved by: Date: Charge to account: A0117 Sales Promotion Page 19 Residential Distributor Marketing Manual

20 Nortek Global HVAC Builder Program Eligible Participants: All independent Nortek Global HVAC distributors and their contractors. Eligible Products: All eligible products for the Nortek Global HVAC Builder Program pertain to residential new construction only. All indoor and outdoor equipment must be manufactured by Nortek Global HVAC. Qualifications: The target builder for this program is any builder who has a minimum of 50 systems installed in their homes annually. This program is designated for regional & custom builders who have the luxury of designing a comfort system to suite the needs of the homebuyer. Rebate Programs: Nortek Global HVAC will support: 65 per system rebate on F(S,T)4BF & FS4BI systems 45 per system rebate on F(S,T)4BD, F(S,T)5BD and F(S,T)4BE systems 25 per system rebate on E(S,T)5BD 25 per system rebate on all J, N and DSeries systems, any SEER Any additional rebate amount will qualify for 100% distributor coop through accrued funds. HVAC contractor pricing is determined by the distributor at the local and regional level. Rebate Claims: Rebate request must be filed within fifteen days after the close of the quarter. Only the approved reporting form may be used to file on rebates. The rebate credit will be issued back to the distributor within thirty days of receipt. Nortek Global HVAC will submit rebate monies directly to participating Nortek Global HVAC distributors for distribution and will be distributed after Nortek Global HVAC receives a signed builder agreement and proper information required on the reporting form. The MODEL HOME EQUIPMENT ALLOWANCE INCENTIVE will be offered as follows: A system must consist of Nortek Global HVAC produced: Condensing Unit, Coil, Gas Furnace Condensing Unit, and Air Handler Heat Pump and Air Handler Packaged Cooling, Heat Pump or Gas/Electric Unit 614A0117 Sales Promotion Page 20

21 BUILDER PROGRAM APPLICATION The MODEL HOME EQUIPMENT ALLOWANCE INCENTIVE will be offered as follows: One equipment system (as defined above Heat Pump, A/C, or package system) to the builder for every 50 systems installed2 systems MAIMUM. Model home cost will be split 50/50 with the distributor through coop. Only Single Family Home Builders (50) or more systems annually can qualify for this program. Multi Family (apartment) projects are not eligible for participation. BUILDER PROGRAM APPLICATION Distributor Name: Account #: Date: Select Brand: Broan Frigidaire NuTone Gibson Kelvinator Philco Westinghouse Builder: Plot Plan: Project: # of Lots: Contact: Contact #: Contact Fax: Address: DSM: DSM Signoff Date: Nortek Global HVAC V.P. / Director: Completion Date: 614A0117 Sales Promotion Page 21 Residential Distributor Marketing Manual

22 Builder Rebate Reporting Form Distributor: Account # Brand: Builder: Project: Date: Lot Number Address A/C Model # A/C Serial # Air Handler / Furnace Model # Serial Model # Coil Model # Internal Use Only Approved By: Date: Charge to Account Serial Model # Rebate Amount Total Amount 614A0117 Sales Promotion Page 22

23 Right Choice Program Distributor Advantages This program is designed to give our distribution the opportunity to compete for the consolidators and/or industry group organizations (group) business. Currently other equipment manufacturers are either selling direct to or making agreements where they fix the sale price to a group. We feel by offering the Right Choice Program to a Contractor, we create a better offering by partnering with our distribution so that the Contractor has a single source to deal with for equipment, parts and supplies. Right Choice is a voluntary program; you do not have to participate. If you desire to join us, you must make a written commitment. You must be consistent with your rebate to a single group. Cost: Yes, there is a cost. The cost of this program will be shared with Nortek Global HVAC. Nortek Global HVAC will reimburse the distributor up to 40% of the rebate paid to the contractor of a group. The total distributor equipment rebate can be a maximum of 5%. This is a cost of doing business with these groups and we do not want to use coop to support this effort. We do not feel that all groups will need rebates and maximum discounts, but we feel we need to be prepared for the worst case position. The benefits to Nortek Global HVAC distributors though are many. More incremental sales, plus business. Members of these groups pay their bills in a timelier manner. Members of these groups purchase a better mix between equipment and supplies. Each distributor sets their sell prices. Distribution sells more high efficiency equipment. These groups will offer a lead into commercial market. As you can see, there are many reasons to take a good look at this program. Whether you are interested in participating in the Right Choice Program, please sign the attached form and return to Dave Garvin at (fax) or at dave.garvin@nortek.com. Distributors wanting to participate will also complete the Distributor Agreement addendum for each group and return it along with your Right Choice Participation form. Right Choice Rules Distributor must follow the guidelines for the Right Choice for processing claims quarterly. Distributor must have enrolled to Nortek Global HVAC the Contractor 30 days prior to any rebate disbursements from the Right Choice Program. Nortek Global HVAC pays rebate on Nortek Global HVAC product only. Distributor sets their sale prices. Nortek Global HVAC will not set distribution pricing. Nortek Global HVAC will not pay more than 40% of 5% of the selling price Contractors can only receive rebate on sale invoices paid with in Distributors agreed upon terms. 614A0117 Sales Promotion Page 23 Residential Distributor Marketing Manual

24 Special Price Quotations are excluded from the program. Right Choice Guidelines Distributor indicates he is interested in the Right Choice Program by signing the Right Choice Distributor Participation Agreement and returning to Nortek Global HVAC. This distributor will work and support the needs of the group. The Nortek Global HVAC distributor signs an agreement with the group member. The agreement states that the distributor will rebate the group member a maximum of 5% on equipment. Nortek Global HVAC will reimburse the distributor 40% of this rebate. The Right Choice Program rebates on a quarterly basis. 1. See Fiscal Calendar 2. Distributor submits rebate spreadsheet with proof of rebate payment. This statement must be received at Nortek Global HVAC by the Friday following the end of the quarter. If the spreadsheet is not received by this date, credit will not be issued until the next quarter. Any claim over six months old will not be honored. 3. Nortek Global HVAC spreadsheet requirement: a) Distributor must submit a separate rebate page for each contractor. b) The spreadsheet must show the total rebate amount paid to the contractor. This must be shown by: Invoice number Each invoice listed separately by number with amount of Nortek Global HVAC product. Percent rebate applied to sale. Total rebate amount paid to contractor. Spreadsheet should then calculate Nortek Global HVAC s share which is 40% of the total rebate amount paid. The distributor can fill in the figures on this spreadsheet or simply track on a computer as indicated with a copy sent to Nortek Global HVAC. c) Rebate spreadsheets maybe ed to Nortek Global HVAC, contact Dave Garvin dave.garvin@ nortek.com for more information. 4. Nortek Global HVAC issues rebate credit of 40% of the rebate amount distributor paid to the contractor. 5. Distributor has approximately 11 days to issue a rebate check to the contractor. 6. Timetable for rebate payout is shown below and must be followed: After quarter ends distributor spreadsheet due at Nortek Global HVAC within 7 days After spreadsheet is received Nortek Global HVAC issues credit to distributor within 7 days. After credit is issued, distributor issues check to group member within 11 days Nortek Global HVAC reserves the right to audit distributor invoices that support rebate spreadsheets provided to Nortek Global HVAC. 614A0117 Sales Promotion Page 24

25 Distributor Name Distributor No. Contractor Date: Right Choice Program for All Brands Rebate Claim Form Invoice Date Invoice No. Gross Amt of Sale Rebate Percentage Rebate Amount Today sample 1, % Total Sales 1, Total Rebate Total Rebate x 40% = Total Rebate Paid to Distributor 8.00 ( ) Return claim form to: Nortek Global HVAC Attn: Dave Garvin 8000 Phoenix Parkway, O'Fallon, MO to: dave.garvin@nortek.com or fax to: Approval: FOR Nortek Global HVAC USE ONLY Nortek Global HVAC Signature 614A0117 Sales Promotion Page 25 Residential Distributor Marketing Manual

26 RIGHT CHOICE PARTICIPATION AGREEMENT Distributor Form I have reviewed the attached proposal and want to participate in the program. Distributor Principal Please return this to Dave Garvin at Nortek Global HVAC, dave.garvin@nortek.com or fax to A0117 Sales Promotion Page 26

27 Right Choice for Consolidators and/or Industry Group Organizations Distributor commitment to Group member Nortek Global HVAC and our distributors have teamed up to offer you the Right Choice Program. The purpose of this program is to provide you with a partner that is easy to do business with and someone you choose in your market. Highlights of this program; Right choice is buying from an independent businessperson in your market that knows and earns their living as you do in the market you serve. Their distribution location depends on sales and service to your market, so they work hard everyday to earn your business and loyalty. We are delivering to you consumer brand names. These names are rich in heritage and the bestrecognized consumer brand names in our industry. We offer a full product line of quality HVAC equipment with a choice of efficiencies and configurations to meet your market. Our distribution locations offer parts and supplies to meet your daily needs. We, Nortek Global HVAC and your distributor, have made a commitment to work within the requirements of your corporate structure. Our growth and sincere efforts to achieve excellence in everything we do means we want to commit to you and to provide you with the products and services you want and need at competitive pricing in your market. Program Details The Right Choice Program is designed to partner our distributors with your company. Right Choice gives your branch locations the opportunity to work with a Distributor that is located in and knows their market. Your distributor will work and support your branch locations needs and efforts in each individual market that they serve. Our Distributors offer complete a heating and cooling product lines and services as well as many of the preferred support items, parts and indoor air quality items necessary to satisfy your branches. Our Distributors are independent business people who live and work in their market areas. Our Distributors sign the attached agreement with the group member to provide a rebate to the group member. The rebate amount will be based on the value of your equipment purchased on a quarterly basis. Your distributor will send you your rebate with a quarterly report of your equipment purchased by the 25th of the month following the end of the quarter. Nortek Global HVAC will not set the distributor pricing. Distributors must be paid on time and within distributors agreed upon terms. NOTE: Products must be purchased at the NORMAL agreed upon market price. Job quotations and special price quotations are not included in this agreement. Our distributors will meet with the individual group locations to schedule and plan the support and long term efforts for our joint success. We feel that our local distributors understand their individual markets and can do a much better job in supporting your market needs. 614A0117 Sales Promotion Page 27 Residential Distributor Marketing Manual

28 Distributor Agreement Group Member and Distributor Agreement Distributor Name: Principal: Salesperson: Phone: Store Contact Fax: We,, being a Nortek Global HVAC Distributor agree and commit to reimburse the agreed upon discounts and support all necessary normal services to support our business arrangement on a continuing basis. being a Nortek Global HVAC Distributor agree to reimburse % on all supplies and parts and % on all equipment for all purchases that are at regular market pricing. Items sold on quotations or other special purposes will not qualify for rebates. Rebates will be sent on the 25th of the month following the end of the quarter, provided payments were made in accordance with the terms of sale. It is responsibility to claim back to Nortek Global HVAC for the rebate on the equipment. S igned Date: Contractor Name Contractor Number Contact 614A0117 Sales Promotion Page 28

29 Website Policy For All Brands Websites featuring our logos or pictures representing the brand must follow the same logo usage guidelines outlined in the sales promotion section which covers the proper uses of the logos and the trademark statement. This website cannot mislead the consumer into perceiving that the site is the main site for the brand. To prevent this, the following guidelines must be followed: Distributor/contractor business name must be listed before the brand name Brand names must not be larger than the distributor or contractor s business name Business and brand relationship must be clearly identified as follows: YZ Supply is a distributor for brand name(s)* heating and cooling supplies ABC Cooling sells and/or services brand name(s)* heating and cooling products All site copyright statements, usually listed at the bottom of the site pages, must be registered to the contractor/ dealer or distributor s business name. Copyright statements cannot reference the brand name. The brand license statement must be identified on the first page the brand is mentioned and/or logo is placed on. It can be located at the bottom of the page. See logo guidelines for specific required license statement on the applicable brand(s). All sites featuring a brand logo or Nortek Global HVAC products must be submitted for approval for review of proper use. Legal guide for usage of logos, pictures, files etc.: Pictures, files, graphics and text listed at the Nortek Global HVAC branded websites are copyrights of Nortek Global HVAC and are not for use by distributors or contractors at their own sites. Written permission for use must be obtained by Nortek Global HVAC Communications Department, and Nortek Global HVAC reserves the right of refusal. Doing so without such stated permission is a violation of copyright laws. Images for web use are available on the Art/Logo CD available through the Literature Department. Nortek Global HVAC recommends that distributors and contractors link to the consumer sites instead of showing product pictures or document files because the Nortek Global HVAC brand sites are maintained daily. This avoids the publishing of outdated pictures and documents. Our distributors and contractors are permitted to link to our brand site (eg. if they carry the brand line. These links are: A0117 Sales Promotion Page 29 Residential Distributor Marketing Manual