Parts and people. In the news.

Transcription

1 March 2008 Edition In this issue: WORKING TOGETHER WE LL HELP YOU 'BREAK IN' TO IAQ Making more money is easier than you think. Parts and people. In the news. STUMP JIM FLYNN Our resident expert answers a tough one about replacement motors. SIMPLE AS ABC Carmen Ligoci, president of ABC Refrigeration and Air Conditioning, shares his keys to a successful business. THE BEST-KEPT SECRET IN THE HVAC/R INDUSTRY Find out what you ll never have to do again.

2 MARCH PAGE 2 Don t mess with oil samples. Introducing the TotalTest kit, a quick, non-messy acid and moisture sample kit. There s no need to ever take an oil sample again. The TotalTest kit allows you to check for acid and moisture by simply connecting it to a Schrader fitting. Its chemical crystals react to reveal contamination. That means no shutting down the system and, best of all, no more messy oil samples. The TotalTest 2 kit includes everything you need to test CFC/HCFC and HFC systems including R12, R11, R502, R500 and R410A. FREE! follow Totaline heavy duty rain poncho Get a FREE Totaline heavy duty rain poncho with online offer completion and proof of purchase (2008 invoice showing purchase of a TotalTest kit and a six-pack of TotalTest replacement tubes from a Totaline distributor. See site for details.) Just log on to click on the link to Free Stuff for full details and the instructions. While supplies last.* *One per person; certified HVAC/R professionals only.

3 MARCH PAGE 3 Soon, old man winter will be limping his way out, and this edition of Working Together is full of great information as you think ahead to spring and your busiest season of the year. Look for an article about the TotalTest test kit, Totaline s easy, no-mess acid and moisture sample test kit that can save you time on the job. And, did you know that Totaline stores are your one-stop motor shops for generic motors and accessories to repair all major brands of cooling and heating equipment? Find out more on page nine. Pollution and clean indoor air have been hot topics in the news lately, and your customers just might have IAQ on their minds. One of the easiest IAQ products contractors can offer clients is the Totaline CG1000 whole-home air cleaner. It s simple to install, fitting right in the one-inch filter installation area that virtually every unit has. Read more about the CG1000 and the big opportunity IAQ presents later in this issue. Our regular columns are back this month, too, including Stump Jim Flynn and our dealer spotlight. This month s highlighted dealer is ABC Refrigeration and Air Conditioning, and owner Carmen Ligoci talks about how people are the most important part of his business. We ve also included a Payne preview, outlining some new products offered by Payne and why they provide the most bang for your HVAC buck. And don t forget Totaline Free Stuff! Up for grabs this month? A Lau pitch gauge, sheet metal snips, Best Buy gift cards*, and a heavy duty rain poncho to keep you dry in all those spring showers. Get the details at Thanks for reading! Mike Dziok, Totaline marketing manager * Best Buy is a trademark of Best Buy Co., Inc., and Best Buy is not associated with or a sponsor of this promotion.

4 MARCH PAGE 4 We ll make a fan out of you. Aftermarket motors, blades, props, hubs, wheels, bearings and accessories. Get everything you need to do the job the right way from Totaline. FREEGet a Get a FREE Lau pitch gauge* FREE Lau pitch gauge with online offer completion and proof of purchase (2008 invoice showing purchase of any Totaline or Emerson motor AND a Lau blade from a Totaline distributor. See site for details.) Just log on to click on the link to Free Stuff for full details and follow the instructions. While supplies last. * Lau is a trademark of Lau Industries. One per person; certified HVAC/R professionals only.

5 MARCH PAGE 5 'BREAK IN' TO IAQ WITH THE TOTALINE STAR SERIES CG1000 ELECTRONIC AIR CLEANER With environmental issues and indoor air quality on the minds of savvy consumers everywhere, the Totaline Star Series CG1000 electronic indoor air cleaner is the perfect accessory to offer HVAC/R customers. One of the most profitable IAQ product solutions for Totaline contractors, the CG1000 whole-home air cleaner is simple to install. It fits right in the one-inch filter installation area that virtually every unit has, said Mike Dziok, Totaline marketing manager. No tools are needed, and you can install it in a matter of minutes. It is easy to carry to the job site, and only takes a 24-volt hookup. That means you worry less about building codes and never have to rewire. The CG1000 also provides follow-up business opportunities for contractors: filters should be replaced every three to four months, which keeps service providers in touch with customers. In addition to electronic air cleaners, Totaline offers a complete line of IAQ products, Dziok said. Any IAQ product is a huge opportunity right now. Totaline has media filters, HEPA filters, humidifiers, HRVs and ERVs, air purifiers and object purifiers (UV lighting), commercial smoke detectors, and more. Beginning March 1, contractors can receive a free pair of left-cutting or right-cutting sheet metal snips with the purchase of a CG1000. And the free sheet metal snips offer is just the beginning for IAQ, Dziok said. This month we re also giving away free Best Buy gift cards with the purchase of other assorted air cleaners. In October, we re giving away a heavy-duty work shirt when you purchase certain Totaline HEPA air cleaners, and later, in November, we offer a free replacement bulb with the purchase of Totaline Saber object purifiers. Advice to contractors? Check totaline.com every month. Log onto and click on Free Stuff to find out more.

6 MARCH PAGE 6 We ll help you break in to IAQ......but only if you leave that ridiculous outfit in the truck. Whether you re new to IAQ or are a seasoned pro, the CG1000 makes it easy to increase your profits. It can be installed in virtually any unit in just a few minutes without using tools and it only takes a 24-volt hookup. Start offering your customers cleaner indoor air today and get paid to change their filters every three to four months! FREE! follow Sheet metal snips With the easy slide-in installation of the CG1000, HVAC/R techs don t need sheet metal snips like they used to. That s why we re giving them away! Get your FREE sheet metal snips with online offer completion and proof of purchase (2008 invoice showing purchase of one Totaline Star Series CG1000 electronic indoor air cleaner. See site for details.) Just log on to click on the link to Free Stuff for full details and the instructions. While supplies last.* *One pair per person; certified HVAC/R professionals only.

7 MARCH PAGE 7 STUMP JIM FLYNN Totaline training manager Jim Flynn answers your questions about Totaline and the HVAC/R industry. Matching a Motor: Does Size Matter? Q: A customer has a 40RE unit in the attic of a home that needs a replacement motor. The HD54DL651 has been recommended as the replacement motor, but the shaft is 1.9 inches rather than 2.3 inches long like the original motor. Will this motor still fit the unit? A. This was a tough question, but I love a challenge! After collaborating with Totaline tech services and reviewing drawings of the unit, we confirmed that the motor bracket adjustments on the HD54DL651 will allow the technician to push the motor out far enough to line up with the fan belt, making the motor fit the unit and work properly. So even though the shaft is shorter, the HD54DL651 will work just fine with the 40RE unit. No question is too difficult for Stump Jim Flynn! Keep sending in your toughest HVAC/R questions, and thanks for writing! James Flynn James.Flynn@carrier.utc.com Jim Flynn is Totaline s training manager and has 30 years of experience in HVAC/R. Every month, we challenge readers to Stump Jim Flynn with a question about Totaline and the industry. Contact him at James.Flynn@carrier.utc.com.

8 MARCH PAGE 8 WHAT ELSE CAN YOU PICK UP WHILE YOU RE AT TOTALINE? TOTALIZE YOUR HEAT PUMP OR AC INSTALLATION! PAYNE: ONE STEP AHEAD Founded in 1914, Payne has always been one step ahead of the needs of the HVAC industry. In 2007, Payne introduced 70 new products in preparation for the 2008 heating and cooling season. We have a full product portfolio, and it s available nationally through Totaline stores, said Tom Archer, Payne brand manager. Payne offers heat pumps, air conditioners, gas furnaces including the deluxe condensing gas furnace, and fan and evaporation coils. The company began making products for West Coast customers in the early 1900s and later expanded nationwide with its brand that provides attractive, affordable, quality products. The Payne brand is about high quality at a reasonable price, Archer said. For any customer looking for a value brand, Payne is the right option. Payne s new products include air conditioning units with a 23-inch base, the smallest base in the industry. One thing the technicians really like about a Payne unit is that it s easy to maneuver it s easy to get to the job site and it s easy to install, Archer said. Payne also offers air conditioning units with R-410A refrigerant, the environmentally sound alternative to R-22, which will be obsolete in And Totaline has all the accessories to go with the systems. You can get your furnace, evaporator pump, heat coil whatever you re looking for as well as the Totaline thermostats we recommend to go with our systems. You don t have to go anywhere else to get what you need to install a unit. That includes IAQ products, said Mike Dziok, Totaline marketing manager. Totaline carries a full line of IAQ products, he said, and there s been a heightened awareness of IAQ among homeowners. Contractors and technicians can ask consumers about their IAQ concerns when they are in customers homes. A technician might be in a home and find that it is dry, Archer said. At that point, he could suggest a humidifier, which they can get at a Totaline store the same time they re buying their Payne unit. This one-stop Totaline shopping saves contractors and technicians time, Dziok said. From disconnect switches to thermostat wire, and from copper fittings to electrical tape, Totaline has what they need on their checklist, he said. And, if it s a Payne unit that s on that checklist, contractors can be confident in the product they re purchasing. We offer all of the quality units they need, Archer said. So if you re buying a Payne product, you can be sure it is the right product at the right price. Equipment Pad Electrical Whip Disconnect Switch Thermostat Thermostat Wire Line Set Copper Fittings Chimney Liner Condensate Pump PCV Pipe PVC Fittings Vinyl Tubing Furnace Mounting Pads Condensate Pump Vinyl Tubing Thumb Gum Winter Cover Totaline Safety Caps Wire Nuts Electrical Tape Thermostat Thermostat Wire Air Cleaner Humidifier UV Light Filter Housing Foam Tape PVC Pipe PVC Fittings Solder Filter-Drier Flexible Gas Pipe Gas Connectors Auxiliary Drain Pans Sheet Metal Screws Auxiliary Safety Switch Drain Safety Switch

9 MARCH PAGE 9 TOTALINE : YOUR ONE-STOP MOTOR SHOP Replacing a motor? Totaline is your one-stop shop offering Totaline and Emerson* motors for any unit as well as a complete line of Lau motor accessories. From motors to accessories, we carry everything you ll need to install or repair a motor. If it spins in circles and moves air, Totaline has it. And, our friendly, knowledgeable sales staff are always on hand to offer suggestions or help you find a certain product, so you can get back to the job quickly, said Jay Seitz, Totaline product manager. Totaline and Emerson motors carried in Totaline stores are multi-horsepower. According to Seitz, This means they can be used in several applications. And, depending on the motor, you can install just one instead of multiple motors. Why are accessories so important? Because when a motor is changed, the fan blade should also be changed. You should never put the same fan blade back on a new motor, he said. It can damage it, putting the motor out of balance, leading to early motor failure. Plus, a new blade with a new motor looks better to the customer, he added. It shows you did the job. * Emerson is a registered trademark of Emerson Electric Co. Lau is a trademark of Lau Industries.

10 MARCH PAGE 10 Our customers need service and we provide it, and we take it seriously. That s the bottom line. ABC REFRIGERATION AND AIR CONDITIONING: PUTTING PEOPLE FIRST ABC Refrigeration and Air Conditioning Inc. has been serving the commercial industrial refrigeration sector for more than 50 years, and owner and President Carmen Ligoci attributes that longevity to one thing: treating his customers and his employees well. I realized a long, long time ago that I can t do what I do by myself, Ligoci said. And I realized a long time ago that you have to treat your people well pay them well and respect them. Ligoci s strategy is undeniably successful. In an industry where employee turnover is high, Ligoci has technicians that have worked with him for 25 years or more. It is the respect he gives them, the fair pay, and the benefits that make them want to stay, he said. Ligoci outfits his workers with comfortable trucks with air conditioning and cruise control, and two ABC mechanics keep the trucks in tip-top shape. The fleet is always ready to go at a moment s notice, he said, and the technicians know they can rely on their vehicles. And although Ligoci has 170 employees with locations in upstate and eastern New York state, Connecticut, Massachusetts, and North Carolina, he prides himself on being close to all his staff, from the office workers to the people in the field. We all have the same goals and attitude in mind, he said. Our customers need service and we provide it, and we take it seriously. That s the bottom line. ABC s customers include some of the largest names in the food market: Wal-Mart, P&C Foods, Price Chopper, and BJ s Wholesale Club. Our first priority is service for the customer who has perishables that need to be saved, he said. ABC also serves science companies such as Bristol Labs, food storage warehouses, ice cream plants, and school districts. One client Ligoci feels particularly gratified to help is the American Red Cross. We re proud to take care of them, he said. With blood banks, plasma machines and other equipment on the line, it s a lot of responsibility, he added. With such important and demanding clients on their roster, Ligoci makes sure that his employees are trained and ready to do any job. There are jokes that go around upstate New York that anybody who s in the trade who s any good worked for Carmen at one time or another, he said, laughing. But those who know ABC and Ligoci know it s not entirely a joke. ABC technicians attend two hours of in-house training every Monday morning, and the senior technicians mentor newer employees. There are not many trade schools that are even teaching refrigeration anymore, Ligoci said, so he makes sure he does it himself. He wants his employees to go out to a job, get it done well, and then ride off into the sunset, he said. Our motto is, who was that masked man? With all the training, the service trucks, the multiple locations, and his unwavering commitment to customers and employees, ABC is the embodiment of Totaline s Parts and people. Working together. 20th birthday philosophy. A lot of people say, Carmen, don t you think you overdo it? he said. And I tell them no. Not at all. I want people to have smiles on their faces.

11 MARCH PAGE 11 THE TOTALTEST KIT: THE INDUSTRY S BEST-KEPT SECRET Totaline s TotalTest kit might be one of the best-kept secrets in the industry. This acid and moisture sample test kit is quick, reliable and non-messy and it allows you to test a cooling unit in minutes while the unit is still running. With the TotalTest kit, you don t have the hassle of shutting the system down to take a messy oil sample. It saves a lot of time, said Jay Seitz, Totaline product manager. According to Seitz, The TotalTest kit means no loss of refrigeration or air conditioning. You leave the system running while you re taking the sample. It s that easy. The TotalTest kit is in a league of its own. Two test kits work with virtually any unit (TotalTest kit and TotalTest 2 kit test R-22 and R-410A units respectively). Refills are competitively priced and replacement tubes come in a six-pack, with each tube containing five tests. With the TotalTest kit, you re buying more speed and efficiency on the job and saving valuable time in your day. Beginning March 1, technicians and contractors can receive a FREE heavy duty rain poncho with the purchase of a TotalTest kit and a six-pack of TotalTest replacement tubes. For more details on this Free Stuff offer, visit

12 FREE Stuff in 2008 AVAILABLE NOW LAUNCHED IN JANUARY LAUNCHED IN FEBRUARY LAUNCHED IN MARCH COMING SOON APRIL MAY JUNE JULY AUGUST Tools not included SEPTEMBER OCTOBER NOVEMBER DECEMBER Actual promotional item styles may vary slightly. Visit and click the FREE STUFF link.