BEYOND REPAIR. No matter what you re working on... No HVAC equipment is alien to us. News and information that drives your business.

Transcription

1 BEYOND REPAIR News and information that drives your business. September 2011 No matter what you re working on... No HVAC equipment is alien to us. What are you working on today? TM Carrier Corporation 09/2011

2 In this Issue Welcome to the September edition of Beyond Repair. It s fall, and that means that heating season has arrived. Most likely, you re busy with fall annual maintenance for your customers. Getting their furnaces and heat pumps ready for the cooler months ahead is a great way to help your customers save on costly expenses down the road, but don t miss out on the opportunity to touch base with them on any other concerns they might have. For instance, this month I talk about selling fall IAQ in my Jim s Tips column learn to look for the signals in your customers homes that might mean they need IAQ products. Do you have a customer who needs a furnace, but is concerned about cost? Offer them a great Payne product. Payne equipment offers both quality and value, and is available over the counter at your local Totaline sales center. And what s more, if you need to repair any Payne unit, you can find Factory Authorized Parts at any Totaline sales center they re the perfect drop-in replacement when repairing Carrier, Bryant, and Payne equipment. A great furnace needs a great thermostat to go along with it luckily, Totaline offers a variety of thermostats to meet those needs. Whether your customers just need a simple thermostat for a small home, or if they need one that can handle multiple zones and home comfort equipment, Totaline sales centers have just the right thermostat for the job. Read more about Payne furnaces and Totaline t-stats this month. I m on board with another great edition of Stump Jim Flynn this month, I answer a question about good accumulators going bad. And Bob has a fully stocked HVAC backpack ready for you in September s Tools of the Trade. And, you ll meet Craig Thorson of Speer Air a 2011 winner of the Carrier President s Award, and this month s Dealer Spotlight. Thanks for reading the September edition of Beyond Repair the news and information that drives your business. Jim Flynn Totaline Aftermarket Training Manager

3 Leave Your BusIness Card on their WaLL! Offering value-priced, high-quality thermostats to your customers is good for business. Adding your company name so they know whom to call the next time they need HVAC assistance is even better. So Totaline sales centers have made it easy for you to leave your calling card every time you install a new Totaline thermostat in your customers homes, with our private label text and logo programs. The Totaline text program allows you to place up to three lines of text on Totaline thermostats, such as your company name, your name and contact number. As if having this information at your customers fingertips wasn t enough, this plain text program is available at no charge when you order 12 or more thermostats. If you want to make an even bigger impression on your customers, you can order thermostats printed with your logo in full color at an additional charge. The thermostat is really the only HVAC/R equipment customers see and use regularly, so it s a great place for dealers to put their identifying information, said Totaline Category Manager Jeff Seabury. It s good marketing and ensures that the customer will call them back the next time they have an HVAC concern. And both of these programs are available on the full lineup of Totaline thermostats from basic to deluxe programmable so no matter what type you re installing, you ll be able to leave your information behind for future use. To find out how the Totaline text and logo program can work for you, stop by your local Totaline sales center, where you ll find everything you need from thermostats to Payne equipment to Factory Authorized Parts. Come visit us today, and one of our friendly, knowledgeable counter sales associates will be happy to assist you, whatever your HVAC need.

4 stump JIM FLYnn - with Jim Flynn, totaline aftermarket training Manager When Good accumulators Go Bad Q. Good day to you, Jim! After searching the web, and asking several different people (all who had different answers) I am still not sure... so here goes Do all heat pumps have accumulators? How can you tell when it s bad? And most of all, when replacing a compressor should you also replace the accumulator? Some say yes and some say no, so I m turning to the expert. Thanks, Nelson W., Rhoads Co. A. Nelson, good to hear from you. This is what I know virtually all HP units have suction line accumulators. Their function is to store liquid refrigerant and prevent it from returning to the compressor. During the reverse cycle heating mode the amount of heat that is being transferred drops as a function of the outdoor temperature. With less heat being absorbed by the refrigerant in the outdoor coil it s possible (and probable) that all of the refrigerant will not boil off to vapor. The accumulator s job is to insure that only vapor refrigerant is returned to the compressor, and it does so by returning refrigerant from the top of the accumulator where the vapor collects. If a refrigerant component failure occurs and debris is generated in the system this debris will eventually make its way back to the accumulator. Being heavier than the refrigerant it will drop to the bottom. The problem arises when this debris then blocks the small oil return hole at the bottom of the accumulator suction loop. This hole is there to control the return of system oil that collects with the liquid refrigerant during the heating cycle. If this hole gets blocked oil is not returned to the compressor and could result in a lubrication failure. This system debris is also why we recommend that the reversing valve and TXV be replaced when replacing a compressor. You may try to clean up these parts but it s impossible to see if they are really clean plus the cost of cleaning may exceed replacing with new. Hope this helps! Because he asked such a great question, we ll be sending Nelson some great FREE merchandise. Would you like to receive some free merchandise for yourself? Then send in those questions, and if I use them here, we ll send you your very own Totaline treat! James Flynn Jim Flynn Totaline Aftermarket Training Manager Totaline Aftermarket Training Manager Jim Flynn answers your questions about Totaline sales centers and the HVAC/R industry.

5 Jim s Tips selling FaLL IaQ with Jim Flynn, Totaline Aftermarket Training Manager When you think of IAQ products, your mind probably turns to spring, and your customers who suffer from mold, mildew and pollen allergies. But fall can be just as bad for allergies, especially those found in the home. Why? Because oftentimes, cool fall nights mean that your customers are firing their furnaces up for the first time in months and all the stuff that has been lurking in their ductwork like spores and dust infiltrates their living space. Not to mention, outdoor allergens from ragweed and wet, dead leaves follow people into the house on clothes, shoes and even pets. When you visit your customers homes for annual fall maintenance, be on the lookout for allergen warning signs: Are your customers sneezing and coughing? Do they have runny noses and watery eyes? Is there a lot of dust, either in the air or on furniture? Does the house seem exceedingly damp? Exceedingly dry? Do you spot any signs of mildew? Are your customers complaining about the air quality in their home because of musty odors, smokers or pets? If you can answer yes to any of the above questions, then it might be a good idea to offer your customers the benefit of improved in-home air. You can find any and all IAQ products, from UV bulbs to electronic air cleaners to HEPA filters, at your local Totaline sales center. And, if you need to make a repair on your customers Carrier, Bryant or Payne equipment, don t forget Factory Authorized Parts, the perfect drop-in replacement. Stop in today our friendly, highly trained counter sales associates will be happy to help you find just the right products you need to help your customers breathe easier! Jim Flynn, Totaline Aftermarket Training Manager

6 No matter what you re working on... No HVAC equipment is alien to us. No matter what brand, no matter what challenge, you can find out-of-this-world value every day at Totaline Sales Centers. Quality replacement parts for all makes of HVAC equipment Over-the-counter Payne heating and cooling equipment Critical supplies, tools, commodities and equipment Advice and answers from highly trained counter sales people Check out for the location nearest you. SALES CENTERS Carrier Corporation 09/2011 BEYOND REPAIR is now 100% Online News about promotions, handy tips, industry news, and plenty of useful insight all online. Sign up to get your copy each month at It s going to be a Win/Win for everybody! BUY Qualifying items from your Totaline Sales Center GET FREE Win/Win Merchandise with qualifying purchases PLUS a chance to win a $500 Best Buy* gift card for you and your counter sales person. Visit for the instructions and details. *Best Buy is a trademark of BBY Solutions, Inc. and is not associated with or a sponsor of this promotion.

7 CooL CustoMers? Warm them up to Payne Equipment. When cold weather hits, you want to be able to provide fast, affordable solutions to your customers during a heating emergency. If that emergency involves needing a new furnace, consider one of then great Payne furnaces available at your local Totaline sales center. Payne condensing furnaces offer many benefits to your customers, including reliability, affordability, and efficiency. In addition, they require minimal maintenance and provide quiet operation. Because they are fuel efficient, your customers may also look forward to lower utility bills. When you offer your customers Payne condensing furnaces, you re offering them high efficiency, with AFUE ratings between 90 and 95 percent. AFUE ratings allow consumers to compare fuel efficiencies of furnaces, and the higher the rating, the better the efficiency. The Payne PG9UAA and PG9YAB offer the highest efficiency, scoring an impressive 95 percent AFUE (Annual Fuel Utilization Efficiency). The Payne PG9MXA offers a 92 percent AFUE, and the PG9M furnace model provides a 90 percent AFUE. These furnaces will help your customers save on their fuel bills as compared to older, less efficient models, and deliver years of reliable performance. Additionally, Payne condensing gas furnaces are backed by a 10-year limited parts warranty, when properly registered. All models also feature precise comfort control. Your customers can count on accurate furnace control and performance with the reliable electronic control board that monitors furnace operation. And, all models are housed in a pre-painted, scratch-resistant cabinet that resists corrosion for long-lasting good looks. If you should need to make repairs to any Payne furnace, you can count on your local Totaline sales center to carry just the parts you need, like Factory Authorized Parts. They provide an exact, drop-in replacement for your customer s Payne equipment, and won t void the manufacturer s warranty giving you and your customers peace of mind. When customers are looking for high efficiency and great value, offer them Payne condensing gas furnaces. You can find these and other Payne products every day at your local Totaline sales center. Learn more at

8 sensing BuLB LoCatIon Q: What is the correct position for the TXV Sensing bulb? A. The placement of the remote sensing bulb of the TXV onto the suction line is critical to proper TXV performance. The important points to follow are: Clean the suction line near the outlet of the evaporator; Emerson Climate Technologies and the Emerson Climate Technologies logo are trademarks and service marks of Emerson Electric Company. Copeland is a registered trademark of Emerson Electric. All other trademarks are property of their respective owners Copeland Corporation. The entire length of the sensing bulb must be in contact with the cleaned portion of the suction line. The sensing bulb should be placed several inches downstream of the external equalizer connection. The sensing bulb should be attached at 12 o'clock on any suction line of 7/8" diameter or smaller. On lines larger than 7/8" diameter the bulb should be placed at either 4 or 8 o'clock. The bulb should never be placed at 6 o'clock. Always insulate the sensing bulb after installation. A sensing bulb can be installed on a vertical suction line if necessary but never place bulb downstream of a trap. Bulb placement before a trap (upstream) is recommended.

9 TOOLS Of THE TRADE BoB ShareS his hvac Backpack - with Bob Carré, Totaline Business Development Manager to catch up on any heating system product bulletin updates that have come out during the summer months that you were too busy to read at the time. Most manufacturers announce their heating season training schedules and begin courses this month. Give some thought and time to getting your people signed up for the courses that are most helpful. SerVice SaleS: Late summer and until the first frost is when many people feel their allergies kick-in. Ragweed outside and dust in the cleanest of homes are primary sources. Fortunately, you have some solutions. Replacing the filters is the first step, while whole house electronic air cleaners and HEPA filtration units will provide immediate relief from the discomfort. Remember to mention these in your mailings, and while your making service calls. We used to offer free throwaway filters a couple of weekends every spring and fall Clean Air Day for our customers. They don t cost much, and make a nice enticement for a fall system inspection and tune-up. Back To School BaSicS: For most of us September is a time of transition from the cooling to heating business. You begin actively performing heating system startup and annual performance and maintenance inspections. You get your heating parts truck stock up to snuff and make sure your specialized heating instruments and tools are ready to perform to spec. You must also prepare yourself and your people for the mental shift of solving cooling system problems and thinking heating. It s somewhat like coming back to school after a summer s vacation, and takes a bit to get your mind recovering all your heating system knowledge. You may want to do some refresher training for your team and remember BuSineSS development: As a small business owner, whenever you are out and about remember that you are always on stage presenting yourself and your business. You want to leave people with a smile on their face and a positive thought in their mind. Doing this will insure the word-of-mouth on your business spreads the right message. Apply it when you re getting a haircut, saying hello to the teller at your bank or picking up coffee at the local convenience store. Bob wants to hear from HVAC/R dealers and technicians like YOU who would like tips on business, sales, and marketing. Just send your questions to Bob at Bob.Carre@carrier.utc.com, and you might find the answer to your question in our next e-newsletter! Send those questions, and stay tuned.

10 dealer spotlight speer air Keeping People Comfortable for More Than 100 Years How many small businesses can say they have been in business for more than 100 years? Not many, but for Speer Air of Denville, N.J., keeping families comfortable has been a priority since From their early beginnings as a coal and oil supplier, to the 1950s when they first began selling heating and cooling systems, to the fullservice HVAC company they are today, Speer Air takes pride in providing homeowners and businesses in Northern New Jersey and Northeastern Pennsylvania with quality products and optimal service. Speer Air is predominantly a residential HVAC provider, and we also are involved in some light commercial, indicated Craig Thorson, a partner in the company. Thorson, who worked for several years as a homebuilder in the Poconos, said that Speer Air truly is a full-service HVAC company providing not only home comfort systems, but service, maintenance and electrical systems as well. Having a good reputation is our main driving force, he said. We are multigenerational here, and repeat business is important to us. Our priority is always to keep the customers we have had for years, while acquiring new ones in the process. Thorson said that there are several competing HVAC providers in their area, so having a good reputation and providing a good product is essential for business success. We ve built a partnership with Carrier because we feel their dedication to manufacturing superior products, as well as staying on the cutting edge of technological advances, enables us to provide the best products and service, he said. As a Factory Authorized Dealer for Carrier, we re able to provide the most economical solutions and best possible service to our customers. Thorson, who owns the company along with Henry Klausman and Bill Crisafulli, said that all three partners in the business are customer-service oriented, which is one of the reasons Speer Air continues to be successful. All of us believe in providing our customers with a quality installation, Thorson said. And when our customers need repair work, we work diligently to find a solution to their concern. We don t give up, and go back until the problem is fixed to their satisfaction. Currently, Speer Air employs a staff of 35, and has a fleet of 32 vehicles. Annually, the company makes close to six million dollars in revenue, and 50 to 60 percent of their business is comprised of repeat customers. According to Thorson, in addition to new installations of home comfort systems, the HVAC company also offers duct cleaning, duct installation, standby generators, hot water heaters, IAQ and electrical services. Speer Air s dedication to customer service and their broad range of services has not gone unnoticed by Carrier Corporation, and this year, they were honored once again as Carrier President s Award winners. Carrier President s Award recipients focus on delivering exceptional products and service to customers while appropriately leveraging the value and trust behind America s first, true HVAC brand. Their successes often exceed our expectations. It s our privilege to honor them, said Bob McDonough, President, Residential and Commercial Systems, Carrier Corp. Winners will enjoy added rewards in the form of support from the Carrier family exclusive to President s Award recipients, and therefore, continue to shape, grow and succeed in their business. Thorson said that brand recognition and reputation has made providing Carrier products to their customer base easy. Everyone recognizes the Carrier blue oval, and we put it on everything we can, he said. It feels good that Carrier recognizes and validates the efforts of its dealers our sales staff is proud of this achievement, and pleased to offer our customers products from the biggest name in HVAC.