BEYOND REPAIR. News and information that drives your business. IN this IssuE: May Totaline Sales Centers great products, great people page 4

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1 BEYOND REPAIR News and information that drives your business. May 2013 IN this IssuE: Totaline Sales Centers great products, great people page 4 Factory Authorized coils are the right choice page 6 Keep in mind - Totaline Sales Centers are the place for hermetic compressors page 9 What are you working on today? TM Carrier Corporation 5/2013

2 IN this IssuE Welcome to the May edition of Beyond Repair. The days have gotten longer, and the temperature has gotten warmer, which means you re heading into AC season. By now, you re probably nearing the end of your annual tune-up calls, and now you ll be gearing up for those repair calls and new installations. You ll find everything you need for the upcoming summer season right at your local Totaline Sales Center. Whether you need Factory Authorized Parts, a hermetic compressor, or a whole new Payne air conditioning unit, you ll find it there along with qualified people who are happy to assist you. Do you have customers who are in the market for an entirely new air conditioning system this summer, but aren t sure if they can afford it? I ll offer you some tips on making the sale... and making your customers more comfortable all the way around. Plus, Madge is on hand to tell you all about Payne AC, and how offering it to your customers makes good sense. And, we ll share with you a Carrier University course offering that not only helps you grow professionally, but gives you college credit as well. This month, we ll talk about hermetic compressors, and how finding the one you need is as easy as visiting your local Totaline Sales Center. We ll also talk about the benefits of using Factory Authorized replacement coils. We ll give you the lowdown on our media air cleaners in this month s IAQ Corner. And, we ll tell you why stocking up at your Totaline Sales Center is always the right choice it s not just our great variety of HVAC products, it s our terrific counter sales people, too! Jim Flynn Totaline Training & Marketing Manager BEYOND REPAIR 2

3 I.A.Q. CORNER totaline high EffICIENCY MEDIA AIR ClEANERs help ClEAR the AIR Do you have customers who are suffering at the hands of poor indoor air quality? Then consider offering them the Totaline High Efficiency Media Air Cleaner. This air cleaner has been designed to remove atmospheric and household dust, mites, pollen, mold, spores, fungi, bacteria, pet dander, cooking smoke and grease, tobacco smoke particles and more, down to 0.3 micron (1/84,000 of an inch). The Totaline High Efficiency Media Air Cleaner is ideal for homes with allergy, asthma or respiratory sufferers, smokers, pets and mustiness. And, it helps protect and prolong the operating efficiency of your customers home heating and cooling equipment. Filter material on the Totaline High Efficiency Media Air Cleaner is constructed of special fibers that won t shred, absorb moisture and will not sustain mold growth. The filters do not contain foam, sponge or fiberglass filler, which means that all air is passing through the filter, not filler material, maximizing the system s ability to clean the air. AsK MADGE Madge here! Hope you ve had a wonderful spring so far. I know we have! Our annual maintenance calls are winding down, and while it would be great to kick back and relax a little, we like to keep busy. And we ve sure kept busy this spring, because we ve been offering our customers Payne air conditioning! Payne air conditioning is built just like all other Payne equipment with quality and value in mind. So you can feel confident that you re offering customers terrific equipment and helping them save a little money. Payne air conditioning is effective, efficient and affordable. Payne offers three models: PA17NA, PA16NA and PA13NA. All of these models feature the environmentally sound refrigerant R-410A. R-410A is chlorine-free, EPA-approved and industry accepted, and it delivers smooth operation and energy efficiency. And, no matter what model your customers choose, they ll enjoy comfort from the minute they turn it on. That s because Payne air conditioners are designed to operate quietly. And, they can expect savings and comfort for years to come, because Payne products are designed, built and tested for long-lasting operation. Plus, Payne air conditioners come with a 10-year limited warranty, which is a sure way to get your customers to consider making that purchase. Not to mention, the only thing you need to do to start offering your customers Payne AC today is mosey on down to your local Totaline Sales Center, where you ll find the full line-up of great Payne equipment. And, you ll find everything else you need to make your customer s installation a breeze. So don t wait visit your Totaline Sales Center today... and tell them Madge sent you! See you next month! And, the Totaline High Efficiency Media Air Cleaner is user-friendly as well. Customers will find that the filter is easy to change, and lasts up to one year in standard applications. And, the cabinet is constructed of heavy gauge galvanized steel and painted with a durable powder coat finish to withstand corrosion. The Totaline High Efficiency Media Air Cleaner, as well as replacement filters, are readily available at your local Totaline Sales Center. Madge, as in the Ask Madge article is a fictional character. BEYOND REPAIR 3

4 totaline sales CENtERs GREAt PRODuCts, GREAt PEOPlE When you re in the market for HVAC parts, wouldn t it be nice to know that the people who you rely on for customer service are highly trained to help meet your needs? And wouldn t it be even better if those people worked at a place that truly was a one-stop shop? Getting both of these benefits is easier than you may think it s as simple as shopping at your local Totaline Sales Center. Totaline Sales Centers provide thorough training to their sales force, including both counter sales associates and managers. Totaline sales staff have more than 100 hours of training available to them, so they can be prepared to answer your questions about such items as Factory Authorized Parts, the Totaline product line, and Payne equipment. Totaline provides extensive training with you, the customer, in mind. It is always their goal to make your experience the best possible. Totaline Sales Centers want you to feel comfortable shopping, as well as asking their employees for the assistance you need to meet your HVAC/R needs. That s why Totaline sales people are always highly trained, professional, and ready to assist. Not to mention, Totaline carries all the products you need to get the job done right. Whether you need to repair or replace, Totaline is your one-stop shop supplying everything from Factory Authorized Parts for Carrier, Bryant and Payne equipment, TotalSaver motors, Totaline tools and durable, built-to-last Payne equipment. Totaline also carries the little incidentals you might need on a job, like duct tape and wasp spray. At Totaline Sales Centers, everything you need is under one roof from experienced, professional sales staff to some of the best HVAC/R products available. Stop by your local Totaline Sales Center today to see how they can make a difference for your business. BEYOND REPAIR 4

5 They say... a picture is worth a thousand words. This one says we have it at your local Totaline Sales Center. New For 2013* Danfoss R-410A Performer Series Compressors New For 2013* LG Scroll Compressors Totaline Sales Centers are the quick stop for your list of hermetic and semi-hermetic compressors, offering a complete lineup including Genuine Carlyle, Totaline, Copeland, Danfoss, Tecumseh, Bristol, LG, Maneurop, Goldstar, Toshiba, Panasonic and Hitachi. New for 2013* is our residential LG Scroll Series and the addition of commercial Danfoss R-410A models to our Performer line up. No matter what OEM equipment you re using we have the compressor you're looking for. To find the locations of your local Totaline Sales Centers, please visit * New for 2013 compressors are available now to order from your local Totaline Sales Centers Carrier Corporation 05/2013

6 factory AuthORIzED COIls ARE the RIGht ChOICE! When you need a replacement coil for Carrier, Bryant or Payne equipment, turn to the brand you trust Factory Authorized Parts. These coils are designed to meet exact specifications, ensuring optimum system performance, proven reliability, easy installation and maintenance, and safe system operation. Factory Authorized coils are manufactured to the same specifications as OEM coils. They are built to current product designs and enhancements for optimum system performance. Additionally, Factory Authorized coils are built with the same coil surfaces as the factory for exact performance. Standard evaporator and condenser coils have copper or aluminum plate fins mechanically bonded to internally grooved tubes for maximum heat transfer capability. These coils are also tested to comply with the UL fatigue and burst system requirements. And, because they are consistent in design and performance with OEM coils, Factory Authorized coils ensure that system performance through the AHRI certification program is maintained. Factory Authorized coils are made of quality materials and manufactured to rigid quality standards to maintain their durability and integrity under design operating conditions. These coils undergo stringent quality testing, including leak tests as 150 psig and pressure tests at 450 psig. What s more, Factory Authorized coils are UL listed and approved. Every coil is built to comply with internationally recognized safety standards, minimizing the risk of premature failure. Factory Authorized Parts, including replacement coils, are readily available at your local Totaline Sales Center. Stop in today for everything you need to keep your business running smoothly! BEYOND REPAIR 6

7 Jim s Tips selling AIR CONDItIONING systems IN A trying ECONOMY with Jim Flynn, Totaline Aftermarket Training Manager Tax Credits: Did you know that right now, there s up to $500 in federal tax credits being offered for home improvements, including the purchase of air conditioning systems? Every little bit helps. Financing: Some manufacturers offer financing to qualifying customers. Payne, which is readily available at your local Totaline Sales Center, offers financing for customers who can t afford to pay for a new system up front. And what s more, Payne equipment is made with both quality and value in mind, so your customers will be saving right from the beginning. Energy Audits: If your company doesn t offer energy audits, you might want to consider it. That way, you can show customers that they re losing money every day because of inadequate insulation or ineffective equipment, like window AC units. Some auditors find that people lose enough energy from their homes from outdated, inefficient equipment that installing new equipment would actually pay for itself in utility savings! As people are cutting extras and living on shoestring budgets, it s become more and more difficult for HVAC dealers to sell customers on extras, like IAQ products and air conditioning. But there are ways you can help customers decide that cool comfort all summer long doesn t necessarily have to be a luxury item and it can be affordable and may even help them save money in the long run. There are lots of ways you can help your customers save money and be able to afford a new installation so be on top of what your manufacturers, utility companies and state and federal governments are offering. You ll help your customers stay cool and save money in the process. Rebates: Many manufacturers of HVAC equipment offer rebates during certain times of the year. Many times, these rebates can add up to a savings of well over $1000. Often, the higher the efficiency of the equipment, the greater the rebate is. While it s true that equipment that is more energy efficient tends to be more costly up front, between the rebates and the longterm savings on utility bills, it can actually save your customers money. Utility Incentives: Your customers might benefit from incentives offered by your local utility companies. It s well worth it for you to be on top of what s being offered, because when you help your customers save, it shows them you re concerned about them, and it helps you sell that system! Statewide Incentive Programs: Your state s energy department may offer incentives for homeowners who are working on ways to save energy in their homes, like through the installation of higher-efficiency HVAC equipment. Keeping abreast of these programs gives you new ways to show your customers how they can save. BEYOND REPAIR 7

8 Bynum Bits ser027 hvac ElECtRICAl PRO-tROuBlEshOOtING fad APPROVED This course teaches the fundamental and advance skills of troubleshooting residential and light commercial HVAC electrical system problems. In this course, technicians learn and practice proven diagnostic techniques that they can apply immediately, back on the job. The goal is to provide technicians with both the skills and confidence to tackle any electrical system malfunction, with emphasis on rapid discovery of the failed component and root cause determination. Following this logical, systematic procedure for troubleshooting electrical systems makes the job much less intimidating. This course was developed as a stand-alone seminar, or to be taken in conjunction with HVAC Mechanical Pro- Troubleshooting. This is not a course for a technician just entering the HVAC field. Develop practical troubleshooting approach to isolate and correct electrical system malfunctions Develop safe electrical troubleshooting practices and procedures Perform root cause analysis to prevent repeat failures A cumulative score of 70% 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. Suggested Prerequisites: A minimum of one year of field experience in servicing and maintaining residential and light commercial HVAC equipment or appropriate vocational education. Course Objectives: Identify essential characteristics of an electrical circuit Distinguish various types and styles of wiring diagrams and their intended purpose Recognize electrical symbols and industry standards Read and interpret various wiring schematics and determine sequence of operation Define the function of various printed circuit boards Additional Accreditation: This course provides 3 credit hours from Onondaga Community College, a member of the State University of New York educational institution. (Credits may be transferable to other college degree programs.) To learn more about this course or to register, visit BEYOND REPAIR 8

9 KEEP IN MIND totaline sales CENtERs ARE the PlACE for hermetic COMPREssORs If you need a hermetic compressor, but don t want to run all over town looking for just the right model, then make your local Totaline Sales Center the place you stop first. Totaline Sales Centers offer many popular hermetic compressor brands all under one roof, making them your one-stop compressor shop. The use of hermetic compressors as opposed to semi hermetic compressors in commercial applications has been on the rise for more than a decade, and this is largely due to cost. Generally speaking, hermetic compressors are also lighter weight, easier to install, and are often used in R410-A applications. Hermetic compressors are entirely sealed, so they are replaced rather than repaired. So with the many different equipment brands out there, how can Totaline Sales Centers help technicians find the compressor they need? First of all, Totaline Sales Centers go beyond Carrier, Bryant and Payne equipment if you re working on Trane, York, Lennox or just about any other brand, they can help meet your hermetic compressor needs. The breadth of line at Totaline Sales Centers ensures that you ll likely find just the hermetic compressor you re looking for. What s more, Totaline Sales Centers carry a full line of popular hermetic compressor brands, including Copeland, Bristol, Danfoss, Tecumseh, Toshiba, Goldstar, LG, Maneurop, Panasonic and Hitachi. Stop in today for expert advice on the entire hermetic compressor lineup from one of their highly trained sales associates. BEYOND REPAIR 9

10 hvac/r victories. Every day. Totaline is proud to celebrate 25 years of HVAC/R moments like this one. In the HVAC/R business, wasted time is wasted money. That s why Totaline strives to be your one-stop shop. From Puron refrigerant to linesets to copper fittings, Totaline is your number one source for everything you need to do your job. ACR copper tube air conditioner whips black pipe and fittings refrigerant REF copper coils brass fittings thermostat wire copper fittings PVC fittings To find the locations of your local Totaline Sales Centers, please visit Carrier Corporation 05/2013

11 totaline 2013 Win/Win Merchandise Offers Tools are not included. starting in May you can get a Tool Belt* Buy any Hermetic Compressor and at least 2 compressor installation items listed below: start capacitor run capacitor copper fittings solder flux sanding cloth wire nuts electrical tape liquid drier suction drier refrigerant refrigerant oil all on one invoice. start relay crankcase heater compressor lead kit phase monitor acetylene contactor 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. Tools are not included. starting in June you can get a Factory Authorized Parts embellished tool bag* Buy any Hermetic Compressor and at least 2 compressor installation items listed below: start capacitor run capacitor copper fittings sanding cloth contactor wire nuts electrical tape liquid drier suction drier refrigerant all on one invoice. start relay crankcase heater compressor lead kit phase monitor refrigerant oil acetylene solder flux 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 July you can get a 12 Can Beverage Cooler* Buy 1 Factory Authorized Motor, plus any capacitor and any fan blade or blower wheel 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 merchandise giveaway item per unique invoice and unique certificate - certified HVAC/R professionals only. Offer good while supplies last. Offer subject to change or discontinuance without notice. 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 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 12