NORDYNE Tours NORDYNE Tours - Page 1 Residential Marketing Manual

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1 NORDYNE Tours NORDYNE offers factory visits for you to bring your qualified contractor customers to our facilities. These visits have proven to be invaluable in building loyalty and a quality dealer base. Distributors that have utilized these tours for their customers consider this to be one of the most immediate ways to drive new business. Missouri is the Show Me State ; Let us show you the following results: Immediate sales Reduces price pressures Extends new loyalty to you and NORDYNE Develops a stronger business relationship between you and your customer Distributor sales representatives become better at representing NORDYNE with existing customers as well as qualifying new prospects for the brand Contractors become much more confi dent in their presentations of our brands Fosters friendships Quality initiatives become real when viewed in person Dealer programs are discussed in detail Small and personalized to needs of the group - NORDYNE personnel attend with you. Your group experiences personal attention during presentations and tours NORDYNE Tours - Page 1 Residential Marketing Manual

2 PLANNING YOUR TOUR: NORDYNE schedules one week each month for tours except for July and September there will be NO tours. Trips can be scheduled for one night - two day visits or two night-three day visits. Bus transportation can be acquired for large groups. Groups are limited to a maximum of twenty people. For the best results plan on one distributor representative for each five contractors. Contact your regional sales manager or the NORDYNE Residential CBU Administrative Assistant for assistance and scheduling. We recommend that your sales personnel and contractors maximize this investment through meeting criteria set by you. To insure that customer visits are successful we need your help. First, below is an outline of a typical 2-day customer visit. Please note the time it takes to travel to the plants. The regional sales manager will get dates and times pre-approved by the Residential CBU Administrative Assistant prior to setting the final schedules. The Customer visit form needs to be completed by the distributor in its entirety, and turned into the customer visit coordinator 18 days prior to the actual visit. The information required includes names and titles of attendees, the customer profile, and both the arrival and departure times for the guests on your visit to insure your time slot. The following table gives you an allocation of time for a customer visit. A normal visit including a trip to Poplar Bluff with Corporate presentation at Winghaven with a tour of the R&D facilities. Location Corporate tour of R&D facility Corporate presentation Boonville plant tour & presentation Note: Boonville is approximately 2 hrs from Corporate office. Poplar Bluff plant tour & presentation Note: Poplar Bluff is approximately 3 hours from Corporate office. Dyersburg plant tour & presentation Note: Dyersburg is approximately 3 1/2 hours from Corporate or 2 hours from Memphis Airport. Time Allotted 45 minutes 2 1/2 hours for contractor 3 hours 3 hours 3 hours 1106 NORDYNE Tours - Page 2

3 NORDYNE Residential & Light Commercial Customer Visit Customer Name Date of Visit Customer Account Number Visit Should Be Charged Type of Customer (prospect, contractor, distributor, etc.) Maytag Frigidaire Tappan Westinghouse Brand Name (Please DO NOT bring in a mix of different Brands in for your customer visit) RSM RSM Must Attend with Customer Poplar Bluff Plant Boonville Plant All Philco, & Kelvinator (Deluxe) Split System Units All Export Split Systems Units Small & Large sizes All Manufacturing Housing Split System Units All Maytag Splits System Units Small & Large Sizes All Mammoth 5 ton and below Split Systems All Frigidaire, Westinghouse, Tappan Small Split Primary Frigidaire, Westinghouse & Tappan Large System Units (low volume) Split Systems Units Secondary Frigidaire, Westinghouse & Tappan Secondary Gibson Split Systems Units Large Split System All Uncased coils Residential Furnaces M1 Furnace, M3 Furnace, CMF Furnace, Flues, Air Handlers, Cased Coils Plenums Residential Dist. Warehousing Manufacturing Housing Dist. Warehousing Dyersburg Plant NORDYNE Corporate Headquarters All Packaged AC/HP Products All Ton Split System Units Most Gibson Split System Units All Commercial Packaged Products Brand Value Presentation Research & Development Lab Please Check All Options You Would Like on Your Tour Poplar Bluff Plant Which Tour 8:30 AM Tour 1:00 PM Tour Options for Poplar Bluff - Holiday Inn Poplar Bluff (1 st Night) Hilton Garden Inn O Fallon We recommend if you have the early morning tour in Poplar Bluff that you spend the first night at the Holiday Inn Boonville Plant Which Tour 8:30 AM Tour 1:00 PM Tour Options for Boonville Plant - Hilton Garden Inn O Fallon Dyersburg Plant Which Tour 8:30 AM Tour 1:00 PM Tour Options for Dyersburg Plant - Hampton Inn Dyersburg Hilton Garden Inn O Fallon Other NORDYNE Corporate Office for Brand Value Presentation Hilton Garden Inn O Fallon (Be sure to indicate which Brand at the top of this form) Options for Corporate Office - R & D Lab Tour Group is ONLY coming to Corporate Office Flight Schedule Will Be Driving Arrival Date & Time Departure Date & Time Yes No What date and time will you be arriving? Name of Attendees Title of Attendees Name of Attendees Title of Attendees Note: Maximum attendees will be 20 people per customer tour. There will be a $ charge per name for sending in false names just to hold your date. All names must be in 18 day prior to customer visit. Still photography and video equipment are not allowed inside of our manufacturing facilities. All information must be complete and returned to NORDYNE 18 days prior to arrival date Last Revised: 1/10/ NORDYNE Tours - Page 3 Residential Marketing Manual

4 NORDYNE Residential & Light Commercial Customer Visit Brief Background on Customer Brand Carried Markets Served Specific Items Needs to be Addressed Area They Cover Additional Information for New Prospect Customers Primary HVAC Brand Used Secondary HVAC Brand Used Third HVAC Current Business Mix Brand Used Commercial Retrofit % % % % $ Commercial New Construction % % % % $ Residential Retrofit % % % % $ Residential New Construction % % % % $ Planning Your Tour Annual HVAC Purchases NORDYNE reserves one week each month for tours except for July and September there will be NO tours. Bus transportation can be acquired, for an additional cost, for large groups. Groups are limited to a maximum of twenty people. For the best results, plan on one distributor representative for each five contractors. Contact your regional sales manager for scheduling the visit. NORDYNE Corporate Office & Research and Development Laboratory 8000 Phoenix Parkway O Fallon, MO Phone: (Switchboard) Donna Meurer Joe Brandt Chris Johnson NORDYNE Facilities Address & Phone Numbers Poplar Bluff Manufacturing Facility 1747 Cravens Road Poplar Bluff, MO Phone: Greg Simpson Plant Manager Boonville Manufacturing Facility 2501 Boonslick Drive Boonville, MO Phone: Dodd Schimpf Plant Manager Dyersburg Manufacturing Facility 2800 Hoff Road Dyersburg, TN Phone: Doug Rowe Plant Manager Driving Times Corporate Office to Poplar Bluff 3 hours Corporate Office to Dyersburg 3 ½ hours Corporate Office to Boonville Plant 2 hours Dyersburg Plant to Poplar Bluff Plant 2 hours Memphis Airport to Dyersburg Plant 2 hours Memphis Airport to Poplar Bluff 3 hours Memphis Airport to Tunica 44 minutes If you cannot keep your appointments, or you are running late, please call the responsible person involved ASAP. Still photography and video equipment are not allowed inside of our manufacturing facilities. All information must be complete and returned to NORDYNE 18 days prior to arrival date Last Revised: 1/10/ NORDYNE Tours - Page 4

5 All information must be complete and returned to NORDYNE 18 days prior to arrival date. AGENDA DATE/TME FUNCTION NORDYNE PERSONNEL Dress Code Business Casual Note NORDYNE is a smoke free facility Rental Car Hotel Confirmation Numbers 1106 NORDYNE Tours - Page 5 Residential Marketing Manual

6 Name Company & Title * * Twenty people maximum for each plant tour 1106 NORDYNE Tours - Page 6

7 EXISTING DISTRIBUTOR COSTS: The cost for existing distributors visits will be as follows: NORDYNE will invoice the Distributor at 100% of all ground costs, including hotel rooms, meals, entertainment and transportation. At the conclusion of the visit the Distributor will be billed for all these expenses and after the bill is paid this bill can be submitted for co-op from the Distributors available funds up to 50% of the total. Note: Three weeks prior to a customer visit, NORDYNE will pre-bill the distributor $500 towards the cost of the customer visit; and deduct this amount from the total customer visit billing. If a distributor visit is cancelled within 2 weeks of the scheduled date, the distributor forfeits the $500 deposit. If the itinerary information form is not completed on time, the entire trip will be cancelled and deposit forfeited by the distributor APPROXIMATE CUSTOMER VISIT COST PER DAY: Item Type Cost Per Day Vehicles: 7-Passenger Van $59.00 / day / unlimited 15-Passenger Van $129.00/ day / unlimited Full-size Car (i.e. Sebring, Camry) $39.00 / day / unlimited Premium Car (i.e. Ford 500 Limited) $47.00 / day / unlimited Large SUV (i.e. Durango, $89.99 / day / unlimited Explorer) Luxury (Charger, Chrysler 300) $59.00 / day / unlimited Large Bus Hotel Rooms Entertainment & Evening Meals $ $1, / day $ per day (includes taxes and breakfast) Average: $ per day / per person 1106 NORDYNE Tours - Page 7 Residential Marketing Manual

8 Facilities: NORDYNE Corporate Office 8000 Phoenix Parkway O Fallon, MO Corporate headquarters. Receive a brand value presentation on the brand you are selling. Tour offices. Located 25 miles west of St. Louis, take I-70 west to the Bryan Road exit. Reserve three hours minimum for tour and sessions. Research and Development Lab 8000 Phoenix Parkway O Fallon, MO Houses engineering test labs and is a ARI/ GAMA certifi ed testing laboratory. Located in the lower level of the Corporate Offi ce. Poplar Bluff Manufacturing and Distribution Facility 1747 Cravens Rd. Poplar Bluff, MO Located 173 miles South of St. Louis on Hwy 67. Reserve 3 hours minimum for tour. Dyersburg Manufacturing Facility 2800 Hoff Road Dyersburg, TN Located 128 miles north from Memphis airport or 238 miles south from Corporate offi ce. Reserve 3 hours minimum for tour. Dyersburg Plant All Packaged AC/HP Products All Ton Split System Units Most Gibson Split System Units All Commercial Packaged Products Boonville Manufacturing Facility 2501 Boonslick Dr. Boonville, MO Located 145 miles west of St. Louis Hwy. I-70 exit 103 Rt. B. Reserve 3 Hours minimum for tour. Dyersburg Plant All Packaged AC/HP Products All Ton Split System Units Most Gibson Split System Units All Commercial Packaged Products Poplar Bluff Plant All Philco, & Kelvinator (Deluxe) Split System Units Small & Large sizes All Maytag Splits System Units Small & Large Sizes All Frigidaire, Westinghouse, Tappan Small Split System Units (low volume) Secondary Frigidaire, Westinghouse & Tappan Large Split System Residential Furnaces Air Handlers, Cased Coils Residential Dist. Warehousing 1106 NORDYNE Tours - Page 8

9 Entertainment: A wide variety of entertainment is available while in St. Louis. Most successful tours include visiting one of the following: Harrah s Casino, Ameristar Casino The Eighth Wonder of the World the St. Louis Gateway Arch Anheuser Busch Brewery St. Louis Cardinals Baseball St. Louis Blues Hockey Lodging: Due to the large volume NORDYNE books we are usually able to acquire preferred room rates for hotel lodging. Hotel is located 1 mile from the corporate offi ce. Expenses: During your visit the business tours and presentations are made available at no cost to you. Expenses for rooms, meals, local transportation and entertainment can be held by NORDYNE until completed and invoiced to you later for payment and co-op submittal. You may submit these expenses through the normal co-op procedures. We look forward to seeing you in St. Louis! 1106 NORDYNE Tours - Page 9 Residential Marketing Manual

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