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TABLE OF CONTENTS SALES RESOURCE GUIDE Message to the Sales Team Dealer Meeting Preparation Day of Meeting Check List ICP Facts, Talking Points Sales Tool Kit Top Suggested Literature List Presentation Topics Marketing Assets Build Run of Show
1-12
PRESENTATION SKILLS
13
KEY CONTACTS
23
TM SUCCESS TOOLS 2023 ICP Sales Prep School Day 2 TM Success Field Guide Dealer Success Workbook
33 35 59 85
PRESENTATIONS 115 INDUSTRY/RESOURCES 117 Passion Drives Us 119 Product Drives Us 127 Effective Communication Sharing 133 Marketing Success 141 PRODUCT 149 Regulatory Roadmap 151 Heating and Cooling 179 Ductless Solutions 225 The Commercial Advantage 247 Replacement Components 263 Housewise Thermostat 273 PROGRAMS 279 Elite Dealer 281 AIM 299 Personal Use Proram 309 Choice Rewards Program 315 Product Launch And Literature 319 Training 327 DISTRIBUTOR RESOURCE GUIDE Message to the Distributors HVACpartners Folder Breakdown Invitation to Participate Who When/Where How Build Run of Show Marketing
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S A L E S
SALES RESOURCE GUIDE
R E S O U R C E G U I D E 1
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BUILD YOUR RUN OF SHOW
Run of Show
Time
(how much time do you have to present in meetings?) Schedule presentations, videos, show and tell and Q &A. Don't forget to schedule breaks!
Presentation
8:07am
Welcome from the Distributor/Introduction of RBM RBM Welcome/ Opening Remarks/Objective Statement
8:12am 8:17am 8:32am
Kick off with Message from the President Industry Overview #2023Ready/Cooling Products
9:17am 10:02am 10:17am 10:21am 10:39am 10:49am
Heating Products Controls Break Controls Commercial New Product Highlight - IAQ Replacement Parts
10:56am 11:08AM 11:18am 11:8am 11:38am
Programs AIM Financing PUP Elite Dealer
11:58am 12:03 12:33pm 12:38pm 12:40pm 12:57pm 1:10pm 1:29pm 1:32pm 1:37pm 1:52pm
Marketing Your Business Lunch Advantage Preferred Vendors Resources - Go Sites Training Launch Kit/Literature
8am
Meaningful Close Q &A
# of slides
Length
Videos
Length of Video
0
7 min
-
-
0
5 min
-
7 34
15 min 45 min
Industry Overview w/J. Keppy -
4:40 -
38
45 min
Relentless Testing Video Canned Overview
3:12 4min
15 min 23 0 8
28 min 5 min 7 min
9 11 7 26
10 min 10 min 10 min 20 min
7
5 min 30 min 5 min 2 min 17 min 12 min 20 min
6 2 13 9 17 0
5 min 15 min
Canned Overview
4min
Air Purifier Video
5 min
Program Overview by G. Larson
12:00
Elite Dealer Dealer Recruiting Video
Passion Drives Us
1:06 2:45
3:00
RUN OF SHOW SAMPLE
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PRESENTATION SKILLS
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PRESENTATION TIPS Last year we had a great moderator to come in and help us dust off our presentation skills. We are keeping this section available to you because of its importance and a reminder to present with excellence. I’ve also included some additional notes and resource as to presentation skills.
AS A REMINDER FROM MONTE LEWIS
Your successful presentation is based on three things: • Knowing your subject matter • Having a desire to communicate • Preparing adequately
SLIDE PRESENTATION TIPS FROM MONTE
• 5 x 5 Rule: no more than 5 lines on a slide, not more than 25 words on a slide • Revelation technique: 1 bullet point at a time • Face the Audience: You are the presentation not the power point!
RULE OF THREE
Information presented in groups of three stick in our heads versus a list of items. Examples: Faith, Hope & Charity, Blood, Sweat & Tears, The Three Little Pigs Don’t overwhelm your audience with too much info…pick your top 3. Remember the rule of three. They are only going to retain a small percentage of information so make it count! Please remember your presentation is not about you but about your audience. Read them, know them…and adjust when necessary.
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PRESENTATION PRIMER
Presentation Skills Primer
Presentation Delivery Techniques
In an era of too much data and too little time, being an accomplished presenter makes you an especially valuable asset to your company. The ability to give effective presentations enables you to communicate the results of your work and to propose ideas in ways that prompt others to respond favorably. Your successful presentation is based on three things: • knowing your ___________________________ matter • having a ___________________________ to communicate • _________________________________ adequately. Your presentation lets you reach a relatively large number of people in a relatively short period of time. In preparing a presentation, you’re forced to clarify, organize and simplify the facts and ideas you want to transmit, to make them more digestible for others. Here are six areas where you can improve your presentations.
1. Body Language
Body language will influence how the audience receives you. In addition, your body and your general appearance affect your words. Therefore, be natural and relaxed. Be sure to: 1. Dress appropriately. 2. Assume a comfortable posture. Keep your weight evenly distributed. 3. Touch, but do not lean on the podium. 4. Avoid tense positions and nervous habits. 5. Move while speaking.
2. Eye Contact
Eye contact establishes rapport and maintains the attention of the audience while keeping you posted on the effectiveness of your message. 1. Look at the audience, not at inanimate objects. 2. Establish brief eye contact with every receptive member of the audience during the course of the presentation.
©
2021 by Lewis Associates, Inc.
www.lewisadvantage.com
Version 1.1
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PRESENTATION PRIMER
Presentation Skills Primer
3. Gestures
Gestures are an effective way to draw attention to your message--if you use them in a relaxed and natural manner. 1. Avoid using meaningless or habitual gestures, or one gesture repeatedly. 2. Use gestures to dramatize a point or to describe size or distance.
4. Facial Expressions
Facial expressions are the audience members’ monitor of your mood. They will react to what they sense. 1. Never underestimate the power of a smile. 2. Excessive seriousness can make you appear humorless and tense. 3. A deadpan expression gets a mirror reaction.
5. Tone of Voice
Tone of voice affects the meaning of what you say. Positive tone reinforces; negative tone confuses and contradicts. 1. Vary pitch and inflection. 2. Resist the inclination to reduce tone at the end of a sentence. 3. Maintain an even volume.
6. Tempo
The tempo of your presentation should change as you give it, according to audience reaction, topic complexity, and what you are trying to accomplish. 1. A pause or change of tempo reactivates audience attention. 2. A slow tempo should be used to add emphasis or when the material is technical. 3. A faster tempo adds the feeling of vitality and enthusiasm.
©
2021 by Lewis Associates, Inc.
www.lewisadvantage.com
Version 1.1
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PRESENTATION PRIMER
Presentation Skills Primer
Visual Aids
Visual aids help your presentation make things happen. Visual aids help you reach your objectives by providing emphasis on whatever is being said. Clear pictures multiply the audience's level of understanding of the material presented. They should be used to reinforce your message, clarify points, and create excitement. Visual aids add impact and interest to a presentation. They enable you to appeal to more than one sense at the same time, thereby increasing the audience's understanding and retention level. With pictures, the concepts or ideas you present are no longer simply words--but words plus images. The effective use of visual aids can do a lot to maximize the positive impact of your presentation. Visual aids are intended to enhance your proposals and suggestions, not to relieve you of the responsibility of making those points on your own. A visual aid is not to be used for its own sake. Each one should serve a specific purpose. Before you decide to use a visual aid, make sure it follows these guidelines: 1. Clear--Is it legible? Does it makes its point? 2. Relevant--Is it appropriate to the topic? 3. Accurate--Does it say exactly what it should?
Slide Presentations
The audience will either read your slides or listen to you. They will not do both. So ask yourself this: is it more important that they listen, or more effective if they read?
5 x 5 Rule
Revelation Technique
Face the Audience
©
2021 by Lewis Associates, Inc.
www.lewisadvantage.com
Version 1.1
Knowledge into Action
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PRESENTATION PRIMER
Presentation Skills Primer
Managing the Room
There are times when a presenter has to redirect individuals who are derailing the learning or disrupting participation. As you handle these challenging people, be certain that you don’t allow your own frustration to become negative. If it feels like a retaliatory strike, you run the risk of losing the whole group. A few strategies to use: 1. Remind the group how important it is to stay on the agenda. 2. Tell the person that you would like to continue his/her line of reasoning during the break (not now). 3. Speak with the person during a break, and ask him/her to give others an opportunity to participate. 4. Compliment them on their insights, and move on. 5. Express an awareness of their issue, and get back on track. 6. Say “I hear your concerns, and I will make adjustments at our next session.” 7. Say “Perhaps I wasn’t clear when I made that point, let me try saying it a different way.” 8. Ask the group if there is anyone who can summarize the issue (and end it). 9. Say “Thanks for sharing” and move on. 10. Encourage balanced participation, and get someone to take the discussion in another direction.
Close Strong
People remember the words you say at the beginning and especially at the end of your presentation more than the rest of your presentation. Some presenters prepare the close before planning the rest of the presentation. Then they go back and design the opening so that it sets the stage for the conclusion. Prepare your conclusion in advance. Your concluding words can have a tremendous impact upon your audience. Here are three strategies for closing: 1. _______________________________________ As you approach the end of your presentation, you can say, "let me briefly review the main points . . ." 2. Call to ________________________________ Often it is important to tell the audience what you want them to do as a result of hearing your presentation. 3. ______________________________ Back You can connect to a key message or humorous moment that was covered earlier in your presentation.
©
2021 by Lewis Associates, Inc.
www.lewisadvantage.com
Version 1.1
Knowledge into Action
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PRESENTATION QUICK REFERENCE INTRODUCTION ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________
OBJECTIVE STATEMENT ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________
NEW ELEVATOR PITCH ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________
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Notes: ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________
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Notes: ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________
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KEY CONTACTS
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KEY CONTACTS 2023 CONTACT DIRECTORY Department
Name /Title
HVACPartners WEB Users must have Security! TOOLS OVERVIEW
Phone
Fax / E-Fax
(800) 451-0911 x 2
(860) 660-7868
E-Mail
HVACPartners
(800) 451-0911 x 4 (860) 998-2516 Angela Steffy New User Set-Up and Access Issues Including: Order Services - Mainline Product, FAST, Literature, Pricing/Warranty/Fund Management (Co-op) / Account Information; Reset passwords / Applications GO Site Document Content Management Product www.airquest.hvacpartners.com DEALER WEBSITES Information, Literature (Technical, Product www.tempstar.hvacpartners.com Specifications, Consumer, etc.) www.dayandnight.hvacpartners.com Cheryl Beebe CREDIT & Collection Manager COLLECTIONS Beth Coles Credit Manager International Comfort Products (905) 795-8113 CANADA OFFICE (905) 795-8784 6060 Burnside Court, Unit #1 (800) 314-1112 Mississauga, Ontario L5T 2T5 Warranty Help Line (800) 319-6514 WARRANTY Warranty Product Registration and Questions (888) 448-4277 x2 CONSUMER HOT Homeowners 877-591-8908 LINE CLAIMS Lezlie (Calahan) Petit 877-696-4427 860-660-7936 Customer Service Manager, Pricing and Equipment Shipment Claims Jane Dean
[email protected] www.comfortmaker.hvacpartners.com www.arcoaire.hvacpartners.com www.keeprite.hvacpartners.com
[email protected] [email protected]
[email protected] [email protected]
[email protected] [email protected]
[email protected]
Customer Service Manager, Fast Shipment Claims Consuela Jones FAST Parts Claims Analyst Diana Nunn FAST Parts Claims Analyst Jennifer Taylor Equipment Claims Analyst Shirley Simmons Pricing Claims Analyst FAST PARTS US PRICE, AVAILABILITY & ORDER STATUS Jane Dean Customer Service Manager Sue Agee Technical Service; Parts Research Jim Rutledge Technical Service; Parts Research Doris Jan Hickman Account Administrator Lisa Hargrove Account Administrator Samantha Southerland Account Administrator Amanda Sanders Account Administrator Kimberly Autry Marketing & Training Services Dave Prosser FAST PARTS CANADA OPERATIONS Canada FAST Parts Business Mgr LaManda Dorval MARKETING ICP Marketing Manager, MAP Monthly CHANNEL, BRAND Communications
(888) 427-4217
[email protected]
(888) 427-4217
[email protected]
(888) 427-4217
[email protected]
(888) 427-4217
[email protected]
1-866-380-3278 (888) 427-4207 (800) 458- 6650
[email protected] [email protected] [email protected]
(800) 458- 6650
[email protected]
(866) 380-3278
[email protected]
(866) 380-3278
(860) 660-7982
[email protected]
(866) 380-3278
[email protected]
(866) 380-3278
[email protected] [email protected]
(905) 795-6654
[email protected]
(317) 617-1995
[email protected]
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(860) 998-9045
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KEY CONTACTS 2023 CONTACT DIRECTORY Department MARKETING PROGRAMS
MARKETING BRAND ADVERTISING
Name /Title Gavin Larson Manager, Marketing Promotional Programs Dealer Recruiting Program, Trips, Financing Travis Baugh Elite Dealer, Personal Use Program, AIM, Choice Awards Program Leanne Lewin Financing Programs Todd Ash Programs Analyst Lisa Qualls Co-op questions & claims, ICP Excellence, Aviator, Dealer Locator, Preferred Vendors, MAP enrollment Jennifer Morse (Todd's IT) CO-OP Questions & Claims Wells Fargo Financing Jake DeMouth ONYX Meetings and Events (Incentive Trips) Brenda Keenan Ryan Mayes Consumer Websites Nadia Ali Social Media Christina Abbott Consumer Adverstising, Trade Ads AdVantage SM Alternative Concepts Nancy Viagas Shilling Sales Branded Identification Items - Order online at Go! Under Business Building Tools
Phone
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E-Mail
[email protected]
(317) 967-1721
[email protected]
(317) 501-6601
[email protected]
(317)-446-8752
[email protected]
931-270-3281
[email protected]
(309) 740-2230
[email protected]
(515) 557-6266
[email protected]
(314) 821-9995
(913) 381-2515
(317) 240-5163
[email protected] [email protected] [email protected]
678-981-4977
[email protected]
(865) 690-1990
[email protected]
(800) 426-2623
TKO Graphix (317) 271-1398 ext: 235 Sarah Wilson Vehicle & yard signage, banners, lit racks, counterstools Uniforms CINTAS (877)-368-0843 Lighted Outdoor Signs, Dualite (513) 724-7100 Mindy Knox MEETINGS & Scott Koch (317)-240-5693 EVENTS Meetings & Events Coordinator Courtney Luthman Meetings & Events CONSUMER & Deana Fowler 615-202-7021 Residential Products - Color Literature Availability DEALER & Fulfillment LITERATURE Tim Francis TECHNICAL Technical Publications Manager LITERATURE (317) 240-5271 SALES & BUSINESS Lindsay Bull Sr. Manager Training & Technical Literature TRAINING MOBILE APPS Andrew Leyes Stategic Mobile Applications Specialist (317) 381-7051 Tech Lit App Support
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Fax / E-Fax
260-424-0119
[email protected]
[email protected]
[email protected] [email protected] [email protected] [email protected] [email protected] [email protected] [email protected]
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KEY CONTACTS 2023 CONTACT DIRECTORY Department PRICE AND AVAILABILITY PRICING PRICING
OPERATIONS & CUSTOMER SERVICE
OPERATIONS & ORDER SERVICES
Name /Title Phone Fax / E-Fax Equipment 800-458-6650 Parts 866-380-3278 Erin O'Dell 317-260-2616 860-755-7090 Volume Dealer Applications (317) 240-5219 Catie Sheppick Residential Pricing, Associate Director Keith Adams 317-260-2600 Canada Trent Jones (317) 240-5694 AZ, UT, OR, NV, CA Sigi Howe 317-260-2601 All Morrison and AR, LA, MS, OK, TX Rimma Vaisman 317-240-5257 All Baker and FL Mario Bove 317-240-5251 AR, LA, MS, AL, TN, GA 317-227-7329 Nathan Smith VA, WV, KY, TN, NC, SC (317) 240-5681 Daniel Gavaghan IA, KS, MO, NE, ID, MT, WA, WY, CO, NM, AK Shelly Dodson 877-696-4431 All Sid Harvey and CT, DE, MA, MD, ME, NH, NJ, NY, PA, RI, VT, National Excelsior 317-481-5782 Sasha Acevedo 860-557-7592 All United and MI, ND, SD, MN, WI 317-227-7301 Meg Sturman All Brauer and Refrigeration Sales and IN, OH (317) 240-5690 Sonya Gay All Brauer and Refrigeration Sales and IN, OH (job quotes only) (317) 240-5326 Chris Kosegi TBD 2023 (678) 981-4988 Amanda Dean Ductless 317-240-5186 Sam Sheldon New Product Launch Strategic Pricing (317) 240-2908 David Clager Pricing Manager (317) 240-5337 Stacy Pino Pricing Manager Cindy Farmer (931) 270-4203 (860) 660-7905 Director of Operations, Customer Service Customer Services (800) 458-6650 (931) 270-4200 Call & Message Center (800) 458-6650 EQUIPMENT AVAILABILITY EQUIPMENT ORDER ENTRY EMAIL ** Send orders here to be keyed by ICP ** Meredith Duke (931) 270-4280 (860) 998-2521 Customer Service Manager Lezlie (Calahan) Petit 931-703-0970 Customer Service Manager - Order Services (877)-696-4427 Tori Boshers Customer Service Supervisor - Order Services Holly Sommerland Customer Service Supervisor - Tier 1 Champions (888)-427-4209 Susan Roan Order Services ND, SD, NE, KS, MN, IA Colleen Warf (888) 427-4283 Order Services-Canada Western Canada
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E-Mail
[email protected] [email protected] [email protected] [email protected] [email protected] [email protected] [email protected] [email protected] [email protected] [email protected] [email protected] [email protected]
[email protected] [email protected] [email protected]
[email protected] [email protected] [email protected] [email protected] [email protected] [email protected]
[email protected] [email protected] [email protected] [email protected] [email protected]
[email protected]
[email protected]
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KEY CONTACTS 2023 CONTACT DIRECTORY Department OPERATIONS & ORDER SERVICES
OPERATIONS & ORDER SERVICES
PRODUCT MARKETING
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Name /Title Amber Douglas Order Services TX, OK, LA, MS Kim Hill Order Services Air Cold, Florida Cooling Trish Mohon Order Services Parts & Equipment - Canada Ontario Accounts Laura Stiles Order Services WI, MI, IL IN, KY, TN, MO, AR Mike Thomas Order Services WA, OR CA, MT, ID, NV, WY, UT, CO, AZ, NM William Stocstill Order Services Baker Dist. Kim Cashion Order Services - HDS Christy Howard Order Services OH, PA Kristen Hollingsworth Order Services - DLS Shirley Woodard Order Services NY, NJ equipment only ME, VT, NH, MA, CT, RI, DE, MD, WV, VA Megan Gower Order Services Brooke Greenwood Assoc. Dir. Heating Products - 90% (Condensing Gas Furnaces) Jaime Perry Heating Products - 90% Gas Furnaces Seth Faber Heating Products - 80% (Non-Condensing Gas Furnaces) & Oil Furnaces Zach Dickey Small Package Products & Geothermal Heidi Gehring Assoc. Dir. Cooling Products Michael Carter Heat Pump Product Manager Mark Lampe Furnace Coils Brad Hemmick Split Air Conditioners Aditya Mittal Residential Fan Coils Open Application & Presale Support - Cooling Products Combination Ratings Database Christine Rasche Assoc. Director - Controls Matt Gibson Controls (Ion ™, Observer®)
Phone (888) 427-4216
Fax / E-Fax 860-998-5484
E-Mail
[email protected]
(888)-427-4214
(860) 660-7926
[email protected]
(877)-696-4423
(860) 660-7918
[email protected]
(888) 427-4210
(860) 660-7971
[email protected]
(888) 427-4208
(860) 660-7974
[email protected]
(888) 427-4204
(860) 660-7980
[email protected]
(877)-696-4421
[email protected]
877-696-4420
[email protected]
800-458-6650
[email protected]
800-458-6650
[email protected]
800-458-6650
[email protected]
317-481-5748
[email protected]
317-270-7186
[email protected]
(317) 240 5277
[email protected]
[email protected] 317-260-2336
[email protected]
859-814-7784
[email protected] [email protected] [email protected] [email protected]
317-240-2938
[email protected]
317-240-5278
[email protected]
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KEY CONTACTS 2023 CONTACT DIRECTORY Department PRODUCT MARKETING
SALES TEAM NATIONAL ACCOUNTS SALES – NORTH CENTRAL
SALES – NORTH CENTRAL
SALES – NORTH CENTRAL
SALES SOUTHEAST
Name /Title Bridget Voltz Assoc. Dir. IAQ Products Chrystal Jolliffe Indoor Air Quality Tyler Oehlman Assoc. Director Ductless & VRF Products Ritesh Shah VRF Product Manager Piero Caballero Ductless Product Manager Christina Ruane Commercial Rooftops & Splits Product Manager Charlie Piranian Director, Sales Chisholm Brunner United Refrigeration, Sears Rob Angell National Accounts Manager, Watsco Jacob Woods Area Sales Manager Northeast and Midwest Open Business Manager KY, OH & MI James Honyotski Business Manager Metro New York City & New England Kirsten Paski Business Manager PA, NY, NJ, DE, MD, WV, VA Darren Mechler Business Manager IL, MO, NE & KS Allison Henk Business Manager IL, IA, WI, MN & ND Thomas (TK) Shelton Business Manager
Phone
Fax / E-Fax
E-Mail
[email protected] [email protected] [email protected] [email protected] [email protected] [email protected]
931-270-3567
[email protected]
270-418-9578
[email protected] [email protected]
317-432-9390 (631) 543-5416
475-298-7249
(860) 660-8009
[email protected]
[email protected]
[email protected]
(931) 933-2583
[email protected]
317-494-0450
[email protected]
[email protected]
Florida SALES – SOUTH EAST & SOUTH CENTRAL
SALES – SOUTH CENTRAL & WEST
Andy Ranjan Area Sales Manager South Central Robert Poole Business Manager NC, SC, East TN, MD, VA Dave Conners Business Manager AR, LA, MS & TN Michael Jacobsen Business Manager AL, GA Rob Angell Business Manager Robert Chatman Business Manager, Gemaire, LA, NM, TX & OK Jason Wehde Area Sales Manager + Air Cold Supply Tony McGhee Business Manager - CA, AZ, and NV
[email protected]
(704) 984-1626
[email protected]
(615) 604-3330
[email protected]
[email protected]
[email protected] (214) 548-7405
[email protected]
707-732-1296
[email protected]
571-643-3485
[email protected]
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KEY CONTACTS 2023 CONTACT DIRECTORY Department Name /Title SALES & SUPPORT - Mike Dufour General Manager CANADA Dave Prosser Operations Manager Canada Fast Parts Business Mgr Darcy Schumann Business Manager Western Canada, Ontario Thyra Sager Business Manager Ontario and Atlantic Scott Waters Business Manager Ontario Distribution Brooke MacLaren Business Manager Leonardo Carfa Business Manager Richard Clark Business Manager Iris Weinstein Manager, Sales Analysis Canada COMMERCIAL Selena Santa Cruz Commercial Sales Manager SALES Chris Rosenbaum DUCTLESS SALES Ductless Sales Manager - North America AND SUPPORT Doug Kozik Ductless Sales Manager - North East Mike Waldon Ductless Sales Manager - South Fabio Rinaldi Ductless Sales Manager - Canada Michael Leyrer Product & Technical Service Amanda Dean Ductless Pricing Keith Ussery Ductless Training Manager Pre-sales and applications questions Post-sales and service Jose Lague EXPORT SALES International Sales TECHNICAL Technical Message Center SUPPORT FOR Open Technical Service - Residential Products DISTRIBUTORS Glenn Sinning Technical Service - Residential Products Kevin Elowsky Technical Service - Commercial Products QUALITY Bob Lang Residential Quality Manager Matt Freers Residential TSM Manager Art Rankin Product Quality Manager Tom Hughes TECHNICAL Technical Service Manager SERVICE NC, East TN, SC, VA, WV, MD, DE MANAGERS Scott Fivecoat Technical Service Manager, FL Dennis Blievernicht Technical Service Manager IL, IN, TN (Western), OH, KY,
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Phone (905) 795-6667
Fax / E-Fax (860) 660-0819
E-Mail
[email protected]
(905) 795-6654
[email protected]
(403) 540-4266
[email protected]
905-795-6674
(860) 660-8590
[email protected]
(905)795-6660
(860) 660-9201
[email protected]
905-795-6653
[email protected] [email protected] [email protected]
(905) 795-6663
(860) 622-6075
[email protected]
(615) 450-4761
[email protected]
919-437-9948
[email protected]
860-215-6552
[email protected]
470-382-5662
[email protected] [email protected]
470-585-1205
[email protected] [email protected] [email protected] [email protected] [email protected] [email protected]
(931) 270-4306
(860) 660-7963
[email protected]
800-458-6650
[email protected]
(317) 481-5752
[email protected]
(317) 240-5671
[email protected]
(931) 270-4132
(860) 660-7953
[email protected]
(931) 270-4271 V-Mail
(860) 660-8018
[email protected]
(727) 247-9054
(860) 622-3630
[email protected]
(931) 270-4275 V-Mail
(860) 622-0285
[email protected]
Page 6 of 7
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KEY CONTACTS 2023 CONTACT DIRECTORY Department TECHNICAL SERVICE MANAGERS
Name /Title Wayne Varner Technical Service Manager ND, SD, IA, MN, MT, WI, KS, NE, MO (Western), MI (Western) Vince Killion Technical Service Manager AL, GA, LA, MS, FL (Western) Mike Alt Technical Service Manager ME, VT, NH, NY, MA, CT, RI, NJ, PA, DE, MI (Eastern) Michael Booker Technical Service Manager CA, NV, UT, AZ, NM, HI Jon Stephens Technical Service Manager TX, OK, AR Chris Heming Technical Service Manager WA, OR, NV, ID MT, WY, UT, CO, AK Darren Ruff Technical Service Manager Canada Julian Donahue Technical Service Manager Ductless, VRF
Phone (763) 421-3897 V-Mail
Fax / E-Fax (860) 660-8022
E-Mail
[email protected]
(678) 455-0448
(860) 353-7301
[email protected]
(315) 623-9150
(860) 998-1280
[email protected]
(205) 526-5236
(512) 847-0627
(321) 614-1289
(860) 998-8374
[email protected]
[email protected]
[email protected]
[email protected]
PASSION
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T M
TM SUCCESS TOOLS
S U C C E S S T O O L S
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2023 ICP SALES PREP SCHOOL DAY 2
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Notes: ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
2023 ICP Sales Prep School
____________________________________ ____________________________________ ____________________________________ ____________________________________
Notes:
Agenda
____________________________________
• Kick off Session – Charlie Piranian
____________________________________
• Casting the Vision – LaManda Dorval • The Problem – Bob Poole/TK Shelton/Bill Kinnard
____________________________________
• Life of the Dealer • Life of the TM
____________________________________
• The Solution – Michael Jacobsen & Team • TM Success Field Guide • Dealer Success Workbook
____________________________________
• RBM Roll out Plan – Doug Kozik
____________________________________
• Q & A/Roll Play - Doug Kozik & Team • Distributor Buy-in/RBM Growth – Charlie/Area Managers
____________________________________
• Train the Trainer – Bill Kinnard • Wrap Up! ©2021 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
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____________________________________ 2
____________________________________
1/4/23 3:32 PM
Notes: ____________________________________ ____________________________________ ____________________________________ ____________________________________
Kick off Session
____________________________________
Charlie Piranian
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3
____________________________________
Notes: ____________________________________ ____________________________________ ____________________________________ ____________________________________
Casting the Vision
____________________________________ ____________________________________ ____________________________________ ____________________________________
©2021 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
____________________________________
Casting the Vision. This is one of my favorite family vacation pics. This was taken in 2015. We were at the Canadian Rockies at Lake Louise. Joel was looking through the binoculars and wanted me to try them. He said, Do you see what I see? You have to look right in here”…I loved how he was affectionately holding my head, like if I push a little harder, I think you might be able to see better. Lol. When I was thinking about this project. One of my main goals was to try to cast the vision of the purpose of what we were doing and how if we adopted this program, we would be able to solve some problems we face in the field and set us on a path for growth in maybe what we might call some challenging economic times…I thought of this picture…Hey Mom…can you see what I see?? So today…I promise not to force you to see what I see, but I hope that as we walk you through the strategy, lay some groundwork with what the life of a dealer and tm looks like then show you our solutions…you would catch the vision for success.
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Notes:
ICP Path to Increased Market Share and Sales Revenue
____________________________________ ____________________________________ ____________________________________
2020
2021
2022
2023-2025
• Learn the Role • Assess the Brand • Understand the Tools
• Brand Pillars • Brand Refresh • New Ad Kits • LetsGoICP.com
• Go to Market Strategies • Dealer Meetings • Branch & Counter Day Campaign • TM Success Webinars • TM Magazine • Elite Dealer Event • Product Showcase
• TM Success Tools • Conversion • Growth • Management • TM Success Field Guide • Dealer Workbook
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
©2021 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
5
____________________________________
So I’ll start with this slide, which I have shared with you before. I wanted to remind you of where we had been and where we are going…. As we head into 2023, we’ve got some work to do…housing market is softening, interest rates rising, still have some availability issues… and we still have to grow…we need to sustain our success and still stretch for more… And our plan to do that is through Proper dealer onboarding, growth with our current dealer business and then management of business…also relying on the TM to create this experience with the dealer...supportig that journey of Stickiness. Notes:
THIS IS A GROWTH STRATEGY FOR ICP / DISTRIBUTION
____________________________________
• Growth – Only 2 Ways! • New Business • Existing Business
____________________________________ ____________________________________
• Growing Internally • Shift Your Mix
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
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Notes:
The How to:
____________________________________
• The Role of a TM
____________________________________
• Transactional to Strategic
• Changing Dealer Behavior
____________________________________
• Contractor to Retailer
• Distribution Adds to the ICP Value to create additional “Stickiness”
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
©2021 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
Change behavior of Dealers…how do we do that…by influencing the influencer…the TM…that being done by Creating Loyalty through adding Value with doing business with ICP/ Distribution Sell up, Manage Labor
Notes:
The End Result
____________________________________
• "Stop the Churn" - Keeping ICP business with ICP! • Finding/Creating Value among the TM/Dealer • Keeping large dealers with the brand!
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
©2021 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
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____________________________________
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Notes:
Path to Elite Dealer/Growth - Stickiness
____________________________________ ____________________________________
• Dealer Success Workbook • Proper Onboarding • Conversion of the Dealer
2023
2024
____________________________________ • Managing/Consulting • Financials Mindset • Customer Experience
• Growth/Retail Training • Good Better Best • Upselling • Add-on Sales
____________________________________ ____________________________________ ____________________________________
2025
____________________________________ ____________________________________ 9
©2021 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
____________________________________
TM Roadmap - ICP Value • 2024: Retail Training • Exclusive to ICP - Trainer • Part of the Training for Elite Dealer (16 hours) • 75% co-op; 25% distribution • Agreed upon Sales Goals in Writing • 2025: Managing Your Business • “ICP” Business Consulting • Financial Mindset • Dealer Creating Customer Experience Notes: ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ Doug Kozik
Bob Poole
Marketing Specialist – 15 yrs. IND Wholesale Distribution – Factory TM – 16 yrs. Marketing Mgr. – 3 yrs. Regional Business Manager Factory Trained TM – 10 yrs. – 3 yrs. ICP RBM – 2 Yrs. uctCorporation less & Confidential VRF RSand MProprietary - 6 yrsInformation . ©2021D Carrier – Not for Further Distribution
TK Shelton
IND Wholesale DistributionProduct Manager/ Pricing Analyst – 6 yrs. Factory TM- 3 yrs. Regional Business Manager 1yr.
Michael Jacobsen
IND Contractor - 3 yrs. Regional Manager Distribution - 8 yrs. Territory Manager - 2 Years Regional Business Mana10 ger ICP
____________________________________ ____________________________________ ____________________________________
So Now I’d like to introduce the team that has worked very hard on developing this process/program. If you recall we met in Lewisburg earlier this year and I took a few minutes to talk about the 2021 TM Guide and how we needed to update the guide…after that conversation these four gentlemen and a few others approached me witj some fabulous ideas and passion about making this happen…so I spoke with Charlie about putting a team together because I felt like if we could get in one room and start talking about this…some great things could happen. Each one of these guys have been TMs in previous roles have a solid understanding of the life of a dealer and the life of a tm…they each have lived this. So now I’d like to turn this next portion of these session over to this fantastic team…before I do, I’d like to say thank you for all of the extra hard work, meetings, phone calls and team messages that have been like…do you have a second?... Please help me welcome this great group of ICP Business Managers…
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Notes: ____________________________________ ____________________________________ ____________________________________ ____________________________________
The Problem:
____________________________________ ____________________________________ ____________________________________ ____________________________________
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____________________________________
Bob Poole
Notes: ____________________________________ ____________________________________ ____________________________________
Life of a Dealer Bob Poole Bill Kinnard
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
©2021 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
____________________________________
Bob Poole kicks off
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Notes:
Over 95% of current business owners… • Total Job revenue is profit…Right? • What is the first thing you must decide? • Even if wrong, typically still make money at this stage
• Over 70% of companies hit first million in gross sales AT A LOSS! • Moving dollars, just not keeping many of them
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
©2021 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
____________________________________
• Technicians often see the amount of revenue being generated by the company they work for and believe they could be earning the same for themselves. • Some believe they’ve “topped out” their wage scale as a technician; side-work becomes an enticing option. • It begins with the moonlight. • If they’re good, they can build a small base of clients through referrals. • With little more invested than their off-time, they can make decent money from side-work. The Entrepreneurial Seizure: the moment they decide it would be a great idea to start their own business.
Notes:
Life of a Dealer • A “low-hurdle” to Entry
- In a lot of geographies: have a truck, tools, cell phone and you can be in business. - The Fatal Assumption: “if you understand the technical work of a business, you understand a business that does that technical work.” - Michael E. Gerber, author of The E-Myth Revisited.
➢Of small business startups, 40% fail within the first year and 80% fail within five years.
- “New business owners typically fail because they focus on technical expertise rather than on developing business knowledge. They mistakenly think that knowing how to do a specific thing… (such as fixing ACs)… is all it takes to make a business work. But there’s much more to it. The important thing isn't the commodity — what is produced — but how it’s produced. The business itself is the product.” – Michael Gerber ➢The average HVAC company nets 2-3%.
• And yet…
- An ever-increasing demand for HVAC products & services and a deficit of skilled workers means that with hard work & hustle an owner with a part-time helper can bill out $100-150k in service and replacements. - Add a technician - $250k; add an install crew - $350-400k.
©2021 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
Bob Poole
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Notes:
The Sales Call…
____________________________________
• 10 AM Appt • Supplier Calls
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
©2021 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
Notes:
How to Lower Price
____________________________________
3 Options: • Cut Corners • Cut Profit • Cut Equipment cost
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
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____________________________________
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Notes:
Life of a Dealer
____________________________________
• A Growth Target
____________________________________
- It’s during this time that the dealer can become a target of the big consumer brands. - Dealer may think that he needs that “big consumer brand” in order to grow to the next level.
____________________________________
• Changing the Behavior of the Dealer
____________________________________
- For sustained success, the Owner must retrain himself to focus ON the business and less at working IN the business. - FOCUS: Numbers (financial management) and Systems (operational procedures).
____________________________________
- Learn the true cost of running the business - Implement controls & procedures that will drive behavior towards desired results - Learn how to Sell (and selling is not quoting or bidding)
____________________________________ ____________________________________
➢ Move from Contractor to Retailer
- It’s a Retail world where the Customer Experience is paramount - Value-added solutions with affordability that provide customer peace of mind
____________________________________ ____________________________________
©2021 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
Bob Poole tees up TK
Notes: ____________________________________ ____________________________________ ____________________________________ ____________________________________
Life of a TM
____________________________________
T. K. Shelton Bill Kinnard
____________________________________ ____________________________________ ____________________________________ ©2021 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
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____________________________________
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Notes:
Candidate 1
____________________________________
• Started Outside of the Industry • Follow a Sales Process • Spin Selling • Sandler Selling • Fill in the Blank
____________________________________ ____________________________________ ____________________________________ ____________________________________
• No HVAC Knowledge • Focus is: • Data • Selling Boxes
____________________________________ ____________________________________ ____________________________________
©2021 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
19
____________________________________
How did we get here? • Started in sales outside of Industry No HVAC Experience Selling Boxes • Started as a Counter Person No HVAC Experience Order Taker Donut Run • Neither Understands the Life of Dealer • Thinks the Dealer is more business savvy than they Notes:
Candidate 2
____________________________________
• Started on the Sales Counter • No Experience Coming In • No Sales Training
____________________________________ ____________________________________ ____________________________________
• Order Taker • Donut Runs
____________________________________ ____________________________________ ____________________________________ ____________________________________
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____________________________________
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Notes:
Most TMs
____________________________________
• Don’t Understand the Life of a Dealer • Thinks Dealers are More Business Savvy • Wont challenge them • Tends to Agree with Pricing Being Too High • Wally
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
©2021 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
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____________________________________
The Sales Call • Uncertainty – Where to start • Finding information needed / resources • Learning the industry and products • Wants to make a splash fast • Quick to sign up new accounts- no real vetting • Creates more work by bringing on the wrong accounts or fails to onboard properly • Loses time to effectively consult with key / strategic accounts • Begins to look for a better way to bring these dealers on • Looks to others with experience to help
Notes:
Daily Duties of a TM • • • • • • • • • • • • •
____________________________________
Problem Resolution Assist Dealers with ordering / inventory Pricing Questions Matchups Job Quotes Credit Issues Prospecting Internal Meetings Customer Visits Dealer tracking / reporting Internal Training External Training Territory Forecasting
©2021 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ 22
____________________________________
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Notes: ____________________________________ ____________________________________ ____________________________________ ____________________________________
The Solution:
____________________________________ ____________________________________ ____________________________________ ____________________________________
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____________________________________
TK: Introduce this slide We’ve identified some problems we face in the field with the Dealers and the TM’s…so how do we solve for them. What is the Solution?
Notes: ____________________________________ ____________________________________ ____________________________________
TM Success Field Guide
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
©2021 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
____________________________________
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Notes: ____________________________________ ____________________________________ ____________________________________
Dealer Success Workbook Michael Jacobsen
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
©2021 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
____________________________________
Notes: ____________________________________ ____________________________________ ____________________________________
Roll Out Plan Doug Kozik
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
©2021 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
____________________________________
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Notes:
RBM Distributor Roll-Out & TM Workshop Timeline
____________________________________ ____________________________________ ____________________________________
Week of January 16
• Attend ICP TM Resource Prep School • Gain Knowledge of the TM Success Field Guide & Workbook
• Review & Fully Understand TM Guide & Workbook • Begin to Develop BOTH Distributor Roll-Out and TM Workshop Content • Contact LaManda or RBM TM Resource Team with Questions & for Guidance
Week of January 9
Distributor Roll-Out Meeting Jan. 24 • Develop and Prioritize Distributor Hit List ***Suggest Quick Wins First • Begin to Schedule Individual Customized Distributor RollOuts (Zoom or In-Person) • Send PDF Field Guide & Workbook Prior to Roll-Out
Week of January 23
Week of January 30 • Continue to Schedule & Conduct Custom Distributor Roll-Outs - Gain Buy-In • Schedule Dates for Custom TM Workshop Meetings (Feb-Mar) ***Suggest - Ask for Management or SPOC to assist • Distributor to Order Field Guides & Workbooks for TMs
• Begin to Conduct Custom TM Workshop Meetings • Customize training plan with Distributor Management Group/Individual? Zoom/In-Person? ***Suggest – Conduct alongside Management/SPOC • Continue to Schedule and Conduct TM Workshops
____________________________________ ____________________________________ ____________________________________
Week of February 6
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____________________________________
Notes: ____________________________________ ____________________________________ ____________________________________ ____________________________________
Q&A
____________________________________
15 min
____________________________________ ____________________________________ ____________________________________ ©2021 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
____________________________________
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Notes: ____________________________________ ____________________________________ ____________________________________
Roll Play 10 min
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
©2021 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
____________________________________
Notes: ____________________________________ ____________________________________
Distributor Buy-in/RBM Growth Strategy Charlie Piranian & Area Managers
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
©2021 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
____________________________________
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Notes: ____________________________________ ____________________________________ ____________________________________
Best Practices for TM Training
____________________________________ ____________________________________
Bill Kinnard
____________________________________ ____________________________________ ____________________________________ 31
©2021 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
____________________________________
The Key to Success in training these TMs will be recognizing the level of need for training and then setting the plan for training.
Notes:
Find Your Objective (And Stick To It)
____________________________________
• Pick a Topic and Stick to it • Don’t wander • Define Your Objectives Early On • What am I trying to achieve • You can’t do it all at once
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
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____________________________________
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Notes:
Match Your Targets Learning Style
____________________________________
• There is a Reason for Teaching Your Content • That Reason Shapes How Your Audience Will Learn
____________________________________ ____________________________________
• Consider Shorter Sessions that are More Targeted on What They are Doing.
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
©2021 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
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____________________________________
Notes:
Tailor Your Training
____________________________________
• Know Your Audience • Skill level • Geography • Technology • Environment • Current delivery method for learning • Demographics • Relevant, practical and meaningful
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
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____________________________________
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Notes:
Take It Easy – Don’t Overdo It
____________________________________
• Audience Can Only Take in So Much • Limit Your Objectives to 3-5
____________________________________ ____________________________________
• Slide Content
____________________________________
• The mind can absorb what the butt can endure
____________________________________ ____________________________________ ____________________________________ ____________________________________
©2021 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
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____________________________________
The Key to Success in training these TMs will be recognizing the level of need for training and then setting the plan for training.
Notes:
Gamification & Incentivization
____________________________________
• Your Audience can be Competitive • Get Them Invested • Make it Fun • Badges, Certifications etc.
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
©2021 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
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____________________________________
The Key to Success in training these TMs will be recognizing the level of need for training and then setting the plan for training.
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Notes:
Assess the Effectiveness
____________________________________
• Get Geedback • Feedback Surveys • What is Your Big “Aha”?
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
©2021 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
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____________________________________
Notes: ____________________________________ ____________________________________ ____________________________________
Practical Tips
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
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____________________________________
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Notes:
Slide Content
____________________________________
• Bullet points • Avoid Paragraphs • 5x5 Rule • Slides are there to support your message • Graphics • Change it up • Slide Styles
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
©2021 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
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____________________________________
The Key to Success in training these TMs will be recognizing the level of need for training and then setting the plan for training.
Notes:
Body Language
____________________________________
• Your Physical Talk - What your body is saying
____________________________________
• Face, Eyes, Tone of Voice
____________________________________
• Posture
____________________________________
• Gestures
____________________________________
• Proximity
____________________________________ ____________________________________ ____________________________________
©2021 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
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____________________________________
The Key to Success in training these TMs will be recognizing the level of need for training and then setting the plan for training.
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Notes:
Positive Body Language
____________________________________
• Smile • Open Posture • Interested Expression • Moderate Eye Contact • Varied & Sufficient Volume • Hands/Arms/Face Agree with what is being said
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
©2021 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
41
____________________________________
Notes:
Negative Body Language
____________________________________
• Wobbly / Hard voice • Slow / Fast speech • Worried / Extreme expression • Evasive / Constant Eye Contact • Defensive / Dominant Posture • Excessive Distance / Invasion of Space
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
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____________________________________
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Notes:
Don’t Speed Listen
____________________________________
• Talking – 150 wpm
____________________________________
• What is the Message? • What? • Where?
____________________________________ ____________________________________
• Listening – 350 wpm • When • Brand of wine? • Where • How Many Wineries
____________________________________ ____________________________________ ____________________________________ ____________________________________
©2021 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
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____________________________________
The Key to Success in training these TMs will be recognizing the level of need for training and then setting the plan for training.
Notes:
Watch Your Audience
____________________________________
• Nonverbal Communication • Get Involvement • Ask Open Ended Questions • Parking Lot • Don’t answer your own Questions • Control Side Conversations • Move toward the conversation • Voice volume
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
©2021 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
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____________________________________
The Key to Success in training these TMs will be recognizing the level of need for training and then setting the plan for training.
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Notes: ____________________________________ ____________________________________ ____________________________________ ____________________________________
Wrap Up!
____________________________________ ____________________________________ ____________________________________ ____________________________________
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____________________________________
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TM SUCCESS FIELD GUIDE
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2023
YOUR QUICK GUIDE FOR CONVERSION AND GROWTH OF A DEALER
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RBM Contact Information Name: Email: Cell:
Special thanks to T.K. Shelton, Doug Kozik, Bob Poole, and Michael Jacobsen for their collaborative effort in building a valuable resource for distributor TM success. An additional thanks to our TM Focus Group contributors for your perspective and input to this valuable tool. Without you there would be no us!
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TERRITORY MANAGER SUCCESS FIELD GUIDE
Welcome to the TM Success Field Guide. This field guide is a fundamental resource to help you as a TM to drive the thoughts and actions of your dealers. It can also be used as a quick access guide on how to showcase your company benefits and talk about our brands. Use this book to refresh your skills for prepping for calls, prospecting and qualifying your dealer candidates. We’ve included some tips on recruiting and dealer growth too. The onboarding checklist will remind you of the programs and resources we have available to use with your dealer to grow and strengthen their business. You can decide what programs fit the dealer best and keep track of what you’ve already discussed. We’ve also included a Product Resource page and tips on My Learning Center, which is beneficial for both you and the dealer. This field guide was created to be used in tandem with our all-new Dealer Success Workbook. The Dealer Success Workbook is a collaborative effort with our factory sales team along with TM Focus Groups. This book is designed to help you, the TM build loyalty through a consultative role with their dealer customers. We appreciate your business and trust these tools will bring you and your dealer great success!
Together, we deliver! ICP Sales and Marketing Team
2
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Distributor’s Presentation This section is provided for you to build your company’s presentation for the dealer. •
What is your company’s story?
•
Why would a dealer want to do business with your company?
•
What value do you the TM bring to the table?
•
Why would the dealer want to work with you in growing his/her business?
My Team’s Value (TM – Bringing your value/local representation)
(Local Presence - # of locations, support personal, technical team)
(years in business/history)
(Full-service provider)
(warehousing capabilities, shipping locations)
3
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TERRITORY MANAGER SUCCESS FIELD GUIDE
Comfortmaker Is Your Brand! As a TM you have the ability to influence your dealers and contractors through your experience, expertise and knowledge. You are the brand champion. Know these points and incorporate them into your distributor story; have fun building your brand and customer loyalty. We’ve got what you need to help you succeed.
COMFORTMAKER TALKING POINTS •
Comfortmaker is a Proud member of the Carrier Family
•
Comfortmaker offers High, Quality Reliable product. We run test every product before it leaves the factory and even test beyond industry standards.
•
Comfortmaker backs its dealers with a No Hassle Replacement™ Warranty, so if something goes wrong they’ll take care of it.
•
Comfortmaker and we, your distributor partner, help you the dealer grow your business.
YOUR TALKING POINTS Distributor: Use this space to develop your talking points about what your company offers the dealers. (mission statement, customer service, branch locations, history)
Territory Manager: Use this space to develop your selling points as a TM. What do you bring as a TM to your dealer. Consider this your elevator speech! (knowledge, experience, expertise).
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The Sales Call What is the role of a TM? Is a TM an order taker or a business partner. Think on this...one is transactional and the other is strategic. YOU are an instrumental resource! YOU are the glue that binds the dealer to your company! Make Your Sales Call Intentional! Start every sales call with a solid plan. For every call, we encourage you to go through a prep list, ensuring you have the best opportunity for winning your customers business. Remember to start your call on a positive note (you can influence the mood of your customer). Make your objectives clear and your agenda will help you stay in control of the conversation. And by all means, don’t forget to ask for the business! Lastly, this is about building a strong and loyal relationship with your customer. Take Care and Take Notes!
SALES CALL PREP LIST •
Schedule/Confirm and include the meeting agenda
•
Complete Prior Meeting’s Homework/Follow-up
•
Run Reports (YTD sales, mix overview, market share, competitive analysis, etc.)
•
Consolidate Information
•
Show up on time (On time is late, 15 minutes early is on time)
•
Eliminate Distractions (leave phone in car)
•
Introduce what’s new/Sales Initiatives
•
ASK FOR THE BUSINESS!
•
Action Items/Takeaways
•
Schedule Next Meeting (according to action items)
•
Be sure to keep your management teams informed
•
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TERRITORY MANAGER SUCCESS FIELD GUIDE
Prospecting For Gold Prospecting is the first step in acquiring new business: it’s the process of identifying, initiating, and developing new business by searching for potential customers, clients and/or buyers for your products and/or services. There are a lot of dealers and contractors out there, but how do you find them. This list is a thought starter for you. Don’t forget to block time on your calendar for Prospecting. Remove distractions, and have what you need to stay focused; this will keep you in the zone for gold! (Prospector’s best strike for gold was in 1848!).
The Gold Zone
HOW TO IDENTIFY PROSPECTIVE DEALERS.
•
Ask other dealers?
•
Google – zip code searches for HVAC
•
Market Blitz
•
Competitive Research (websites, dealer locators, service locations)
•
Internal Factory Resources
•
State mechanical license boards
•
Sit at the counter!
•
Work with your branch locations
•
Local Organizations/Associations
•
Chamber of Commerce
•
ACCA Groups 6
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Qualifying Candidates What is Qualifying your Candidates? This process of analyzing potential dealers/contractors to determine if they are a good fit for your distributorship and the products and services you offer. The key to identifying these prospects is first understanding your book of business needs. Creating a scorecard might be a good plan, giving positive points for a dealer’s ability to fit your model and negative points when their business answer is less than ideal. (ie. Dealer has a website: +2, Dealer does not have a website: -2).
QUESTIONNAIRE Answer these questions to better understand the prospect. •
Does the dealer want to grow?
•
Is the dealer licensed and insured?
•
Do they have a website?
•
Are their trucks/uniforms branded?
•
Number of Trucks?
•
Do they have a service department?
•
Do they use installers and/or subcontractors?
•
Employee Head Count?
•
Years in Business/Life Cycle of Company?
•
What are the goals of the Company?
•
Do they have a physical location?
•
What areas do they service?
•
What is their Market Segment Focus? (AOR, Commercial, RNC, Ductless, Multifamily, etc.)
•
Who is their current supplier?
•
What do they like/dislike?
•
Why are they looking at a change?
•
What are the dealers pain points?
•
Do they have a dedicated salesperson?
•
Do they offer financing?
Potential Purchase Calculation: Top Line Revenue *33% = Purchases Example: $1,800,000 * 33% = $594,000
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TERRITORY MANAGER SUCCESS FIELD GUIDE
Dealer Recruiting Tips Here are some additional tips and tricks when looking to recruit new dealers.
✓ IDENTIFY NEW DEALERS
✓ BE PATIENT
Understand your territory and the market, identify the areas in which a dealer is needed to attract new customers, and focus on prospects with the right combination of skills and attributes to fit expectations.
Consistently foster prospective dealer relationships and connect on a personal level while also having sales-specific conversations.
✓ GET ATTENTION Visit the prospective dealer and take a peek at their shop. Be persistent, and when possible, get to know the gatekeepers.
✓ PRACTICE WARM CALLING After you’ve made initial contact or received a “warm” referral, call the prospect. But instead of focusing on selling, build rapport and set up a time to meet. Follow up your calls/visits with a hand written note.
✓ CREATE A 30-SECOND SPEECH Prepare a speech for sales conversations that includes a brief introductory, three brand facts, three dealer benefits, and a quick closing summary.
✓ USE THE 6-3-1 PLAN Identify six prospective dealers, plan three prospective dealer visits each week (see your prospect every two weeks), and sign-up at least one new dealer every month.
✓ BE A GOOD LISTENER Ask personal and businessrelated questions to get to know your prospect, as well as to better understand their market, customers and needs.
✓ TAKE GOOD NOTES When face-to-face, ask for permission to take notes. During all conversations, jot down only key words, symbols and abbreviations, then go back later to enhance details. Don’t forget those personal things, like number of kids, favorite drink, snack,or restaurant, dog’s name, etc.
In these turbulent times, attrition can effect over 10% of your accounts. Dealers leave for a variety of reasons: they retire, they go out of business, they change brands, and some sell their business. The 6-3-1 Plan will help you offset attrition and help grow your sales.
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Dealer Growth through Partnership Creating customer loyalty and longevity is a vital part of Sales. Of course, you will experience attrition every year, and prospecting will always be a part of your job. However, keeping and growing your good customers is critical to sustaining and reaching your sales goals. Consider some of these questions to ask yourself as you are looking to help your dealers/contractors reach their growth potential. At some point your role with the dealer must turn from transactional to strategic. This is more than just a friendship, it’s a partnership in growing together. Know your customers’ business inside and out. A SWOT Analysis is a great opportunity to sit with your customer and identify their Strengths, Weaknesses, Opportunities, and Threats and build an action plan around the answers.
HERE ARE A FEW QUESTIONS TO HELP YOU ANALYZE YOUR CURRENT CUSTOMERS’ BUSINESS. •
SWOT Analysis
•
What is the value you bring to the dealer?
•
Can/Does the dealer want to grow?
•
Is your dealer structured for growth?
•
Do you know your dealer’s business? (share of wallet, market area, sales mix)
•
Survey your dealer Annually
•
ASK FOR THE BUSINESS!
9
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TERRITORY MANAGER SUCCESS FIELD GUIDE
SWOT Analysis CATEGORY
EXAMPLE ITEMS
• Brand awareness
• • • •
Expertise and/or experience in a certain area Relationships with customers and communities Skilled leadership and team members Unique qualities that differentiate you from competitors
Weaknesses
• • • • • •
Lack of expertise or experience in a certain area Lack of market development resources Limited product offerings Slow brand penetration Limited service area coverage Limited automation
Opportunities
• • • • •
Emerging needs that your product can address/Add-on Sales Expansion of relationships/Market segment New marketing and promotion channels New or underserved markets/service areas Strategic partnerships
Threats
• • • • •
Increased competition Market growth outpacing your serviceability Security concerns Small market size Uncertain economic or political environments
Strengths
Use the sections below to develop your own SWOT Analysis Strenghts:
Weaknesses:
Opportunities:
Threats:
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Dealer Retention Tips Here are some additional tips when looking for ways to retain your customer’s business.
✓ BUILD AND STRENGTHEN
RELATIONSHIPS Take time to discover the dealer’s interests, find things you have in common, and spend non-business time together when possible.
✓ TAP INTO DEALER EXPERTISE Dealers can be excellent problemsolvers. Collaborate with them, seek their feedback, and view them as a source for valuable market information and intelligence.
✓ FUNNEL RESOURCES Training and education never stop. Continuously share Comfortmaker resources, as well as product and industry knowledge and information. Refer to mlctraining.com for the latest training for you and your dealers.
✓ BE PROACTIVE Solicit and collect on-going dealer feedback, and proactively engage to help them improve their sales process and outcomes.
✓ PROVIDE INSTANT ACCESS Dealers need immediate access to parts and repair information. Ensure all related resources are readily available for increased productivity, profits and customer satisfaction. Don’t forget our Fast Moble Tech app or fasthvacrparts.com.
✓ BE A MENTOR Dealers want to know how to improve and grow. Show them how you can develop a plan to help them become more profitable.
✓ SHOW COMMITMENT Dealers can turn to another manufacturer very easily. Follow through with your commitments and make every effort to live up to their expectations.
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TERRITORY MANAGER SUCCESS FIELD GUIDE
Dealer Onboarding Checklist This is a comprehensive checklist to keep track of what programs and resources you’ve provided your dealer. You can find the interactive sheet on LetsGoICP.com and fill in the blanks electronically to create an e-file for each dealer. This is not a new dealer onboarding check list only. This should be reviewed with current dealers on a yearly besis.
DISTRIBUTOR FOCUSED CHECKLIST Credit Application, Inventory Agreement, and Personal Guarantee Review of GoComfortmaker / HVACpartners Dealer Sales Agreement Review Pricing Order & Delivery Logistics Sales Plans
FACTORY FOCUSED CHECKLIST Sign up for training on My Learning Center Enroll in AIM Program Ducted/Ductless/Lt Commercial/RC Enroll in Wells Fargo® Financing Program Review Commercial Financing / Leasing Get Fast Mobile APP Explore the match-ups with the Combination Ratings Database
Order Dealer Branded Items
Enroll in Equipment Selection Program and build a system
TSA Introduction
Enroll with the Ductless System Vroom Review the HVAC Cost of Operation Calculator Review the benefits of / sign up account with the AdVantage™ Program Review Preferred Programs Sign up for Comfort Promise/ Commercial Extended Warranty Program Review benefits of becoming an Elite Dealer Review GoComfortmaker.com site Sign up for the Gosite e-newsletter
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Offering Finance is Important Financing is critical to the dealer’s success. “When dealers do not offer financing options, an estimated 48% of potential sales are lost1.” The ability to understand and promote financing programs is key for increased sales and higher profits. Financing can also make the homeowner feel more comfortable with buying the BETTER or BEST option, and having monthly payment options, versus paying in one lump sum. And don’t forget those add-on sales! In addition, we should never make assumptions about a customer’s ability to pay. Financing should be offered to all customers without exception. Here are some great stats on why offering finance is so important: •
According to a survey in 2022, 51% of Americans have $5,000 or less in savings.**
•
In a Bankrate survey, 25% surveyed said they had no emergency savings at all.**
•
According to Federal Reserve report 36% of Americans don’t have enough money on hand to cover a $400 emergency.*
WHY FINANCE?
26% 52%
WOULD PAY ANOTHER WAY
IF FINANCING WAS NOT AVAILABLE
WOULD GO TO A SIMILAR BUSINESS OFFERING FINANCING
19% 3%
WOULD NOT MAKE THE PURCHASE
OTHER Homeowners look for financing when they make big purchases. If a dealer doesn’t offer financing, they’re losing out on potential sales. 1 According to Synchrony Third Annual Major Purchase Consumer Study. * Study: Average American’s Savings Account Balance is $4,500 by: Maurie Backman | Updated May 9, 2022. ** Data source: The Ascent survey of 2,000 Americans, distributed by Pollfish on April 20, 2022.
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TERRITORY MANAGER SUCCESS FIELD GUIDE
Financing Tips Here are some main points to emphasize with your dealers.
OFFER FINANCING TO ALL CUSTOMERS Make financing a standard part of the sales conversations with every single customer. BRING IT UP EARLY Rather than waiting until the customer is ready to pay, include financing in the early stages of the selling process. Here’s an example of what to say: “Many customers take advantage of our special financing program. It allows them to enjoy their purchase early and pay for it over time. Would you like to learn more?” DESCRIBE THE APPLICATION PROCESS Explain things like how a revolving line of credit works, what is required to complete the application, and what happens after it’s submitted. EMPHASIZE PROMOTIONS Share the details of related promotions and any associated interest that may apply. SELL MONTHLY PAYMENTS Instead of quoting the total cost of a new system (it can overwhelm customers), focus on monthly payments. For example: “The Best system is $200 a month, when using the 60 Month, 0 APR.” IT’S ALL ABOUT VALUE Stress the value of higher-tier equipment or add-ons, and when discussing higherpriced options, weave in the idea of reliability and durability.
BE CONSISTENT Offer the same financing options and promotions to all customers in the same way. DON’T ASSUME Avoid making assumptions about a customer’s ability to pay –encourage applications. WELLS FARGO® AT HOME LINK Refer buyers to the website application link so they can quickly and easily apply for financing prior to meeting. MICROF™ LEASE-TO-PURCHASE This is a great option for customers with less-than-perfect credit.
Wells Fargo is a registered trademark of Wells Fargo & Company. Microf is a registered trademark of Microf, LLC.
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Program Highlights ELITE DEALER PROGRAM Elite Dealer Program showcases the best of the best of our dealers who support us with their loyalty. The program is packed full of resources, partners, vendors and benefits and well as funding. As a matter of fact, our Elite Dealers received over $65K a year in benefits to help grow and support their business. Elite Dealer Annual Requirements •
$75K annual Comfortmaker purchases
•
Comfortmaker represents 70% of overall branded HVAC sales
•
Liability and workers’ comp insurance
•
Consumer financing from accredited institution
•
Active website that advertises Comfortmaker
•
Comfortmaker as equal to other brands in advertising
•
12 hours of distributor training or 50% of technicians NATE® or Red Seal certified
•
Dealers not compliant by the end of each year will be removed from the program
We have a host of additional resources, please refer to our gosites for digital, marketing and preferred programs. GoComfortmaker.com
THREE MAIN REASON WHY A DEALER WOULD WANT TO BE ELITE: 1. Elite Dealers grow their business at a faster rate than standard dealers 2. Elite Dealers have higher average ticket sales than standard dealers 3. Elite Dealers sell more Deluxe product than standard dealers Not only do we give you the tools to grow, we reward you for your growth. Elite Dealers can earn up to $40,000 starting in their second year of the Elite Dealer program based on their year over year growth with ICP in Residential, Commercial, Ductless, and Replacement Components sales. We pay out dealers based on their % growth and units of growth in each category. Be sure to check out the requirements and benefits on LetsGoICP.com.
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TERRITORY MANAGER SUCCESS FIELD GUIDE
AIM PROGRAM The AIM Program is a two-year recruiting program to convert Residential, Commercial, Ductless and Replacement Components dealers to ICP. Year 1: Straight rebate to the dealer after hitting purchase tiers. Year 2: Growth rebate to the dealer comparing first 12 months vs. second 12 months of purchases. Dealers can earn a $1,500 Dealer Branding Package at specific purchase tiers, and TMs are paid a $500 SPIFF when dealers hit those specific targets. Requirements •
Current ICP equipment purchases
&3)0*>5*7+472&3(*+*&9:7*8
____________________________________ ____________________________________ ____________________________________ ____________________________________
©2022 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
____________________________________
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Notes:
Top filters
____________________________________ ____________________________________ Front e-box & PCB
____________________________________ ____________________________________
Hasps at bottom Easy-to-detach lower inner assembly: • Fan • Motor • Drain pan & louvres
1 screw behind the front right hasp
____________________________________ ____________________________________
‘MINIMALISM’ FOR THE WORLD OF COOLING
____________________________________ ____________________________________
©2022 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
System rated operation down to -22°F
____________________________________
Notes:
7 Btu Sizes 6K – 36K Btu
____________________________________ ____________________________________ ____________________________________ Built-in RH Sensor
____________________________________ ____________________________________
Separate motorized vertical and horizontal louver control
‘MINIMALISM’ FOR THE WORLD OF COOLING ©2022 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
Occupancy Sensor
____________________________________ ____________________________________ ____________________________________ ____________________________________
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Ease of Installation
Notes: ____________________________________ ____________________________________
Setting the High Wall Back Plate
____________________________________ ____________________________________
• Mark the Position with the Installation Scale
____________________________________
• Set the Back Plate and Adjust it with the Built-in Level
____________________________________
• Complete the Install for Setting the High Wall
____________________________________ ____________________________________
©2022 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
____________________________________
Notes: ____________________________________ ____________________________________ ____________________________________ ____________________________________
574):(9OVERVIEW
____________________________________ ____________________________________ ____________________________________ ____________________________________
©2022 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
____________________________________
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Notes: ____________________________________ ____________________________________ ____________________________________ ____________________________________ Up to 40.5 SEER Up to 14.6 HSPF Sizes: 09 / 12 / 18 All systems are ENERGY STAR® Certified Standard
____________________________________ ____________________________________ ____________________________________ ____________________________________
Optional
____________________________________
©2022 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
Notes:
WINNING
INNOVATIONS
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
Our Most Efficient Air Conditioner
____________________________________ ____________________________________
©2022 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
____________________________________
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Notes:
WINNING
INNOVATIONS
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
Relative Humidity Sensor
____________________________________ ____________________________________
©2022 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
Notes:
WINNING
INNOVATIONS
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
Wi-Fi
©2022 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
____________________________________ ____________________________________
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Notes: ____________________________________
Multiple Indoor Units
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
©2022 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
Notes: ____________________________________ ____________________________________
DLFSD Slim-Ducted Indoor Unit
____________________________________ ____________________________________ ____________________________________
Wired and wireless compatibility
Fully backwards compatible
Select 1 of 4 static pressures or Automatic Airflow
____________________________________ ____________________________________ ____________________________________
©2022 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
____________________________________
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Notes:
DLFSD Slim-Ducted – Multi-poised -TWN_TSYFQ (TSKNLZWFYNTS
;JWYNHFQ (TSKNLZWFYNTS
7JFWTWGTYYTR WJYZWSFNWHTSSJHYNTS
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
©2022 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
Notes:
-NLM8YFYNH 8QNR)ZHYJI
____________________________________ ____________________________________ ____________________________________ ____________________________________
Features 0.6” – 0.8” ESP >350 CFM per ton Unit will operate with up to a MERV 13 rated filter Available Sizes 9, 12, 18, 24, 36, 48K
Benefits Regional regulatory requirements Design flexibility
____________________________________ ____________________________________ ____________________________________ ____________________________________
©2022 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
____________________________________
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Notes: ____________________________________ ____________________________________ ____________________________________ ____________________________________
):(91*88&.7-&3)1*7:3.9 +47 45k BTU 14 11.7
____________________________________
AC 14 SEER
____________________________________ ____________________________________
National HP = 14 SEER, 8.2 HSPF
____________________________________ ____________________________________
©2022 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
Notes:
Canada Proposing Similar Current Requirements to North
____________________________________
(EFFECTIVE JAN 2015)
____________________________________ AC 14 SEER
____________________________________ ____________________________________
AC Split < 45k BTU Split > 45k BTU
SEER 15 14.5
AC Split < 45k BTU Split > 45k BTU
EER 12.2 11.7
SEER 15 14.5
____________________________________ ____________________________________ ____________________________________
National HP = 15 SEER, 8.8 HSPF ©2022 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
____________________________________ ____________________________________
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Notes: Simple Serviceability Winning Innovation Easy Electrification Continuous Improvement Through YOUR Input Backward and Forward Compatibility Interchangeable Models
____________________________________ ____________________________________ ____________________________________ ____________________________________
.(5):(91*88
____________________________________ ____________________________________ ____________________________________ ____________________________________
©2022 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
____________________________________
Notes: ____________________________________ ____________________________________
THIS IS OUR PATH
TO BECOMING #1 IN DUCTLESS
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
©2022 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
____________________________________
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Notes:
DUCTLESS SOLUTIONS – FUTURE STATE -NLM9NJW
2NI9NJW Single Zone Residential
09 / 12 / 18
Multizone
Light Commercial
36
06 / 09 / 12* / 18 / 24 / 30 / 36
____________________________________ *SYW^9NJW
Residential
48 / 58
18R
24HH / 30HH / 36R
____________________________________ ____________________________________
36HH / 48R / 48HH
06 / 09 / 12* / 18 / 24 / 30 / 36
____________________________________ ____________________________________
09 / 12 ✓ Occupancy Sensor ✓ Multizone Compatible
06 / 09 / 12* / 18 / 24 / 30 / 36 ✓ Drop-down Motor
09 / 12 / 18
24 / 36 / 48
09 / 12 / 18 / 24 / 36 / 48
58
06 / 09 / 12* / 18 / 24 / 30 / 36
____________________________________ ____________________________________
18 ✓ Occupancy Sensor ✓ Multizone Compatible ✓ Drop-down Motor
12
18 / 24 / 36 / 48 / 58
06 / 09 / 12 / 18 18 / 24 / 30 / 36 / 48 / 60
Multizone Compatible (208/230V Only) Light Commercial Compatible ©2022 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
374962-DM23-Notebook.indd 246
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*115V Option Available New West Coast Options (CA Title 24 Compliant)
____________________________________ ____________________________________
1/4/23 3:27 PM
THE COMMERCIAL ADVANTAGE
PASSION 374962-DM23-Notebook.indd 247
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1/4/23 3:27 PM
Notes: ____________________________________ ____________________________________ ____________________________________ ____________________________________
The Commercial Advantage
____________________________________ ____________________________________
Chad Osburn
Frank Paolino
____________________________________ ____________________________________ ____________________________________
Notes:
All-in-One Packaging
____________________________________
5WJUFHPFLJI:SNY +TW(TS[JSNJSHJ
8ZUUQ^KFS
.SITTWJ[FUTWFYTWHTNQ
____________________________________ ____________________________________ ____________________________________
*QJHYWNHFQFSIYXYFY HTSSJHYNTSX
____________________________________ ____________________________________ ____________________________________
4ZYITTWHTSIJSXJWHTNQ
,FXJQJHYMJFYXJHYNTS
____________________________________ ____________________________________
Pre-packaged unit for convenience: • Compressor/coils for cooling • Gas or electric heat (or heat pump) • Supply fan • One lift to a roof • One electrical connection on a roof
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Notes:
Commercial Line-Up
____________________________________ ____________________________________
____________________________________
X-Vane Rooftops 3-6 Ton
____________________________________
Belt Driven Rooftops 6-27.5 Ton
____________________________________
Split Systems
____________________________________
6-30 Ton
____________________________________ ____________________________________ 3
____________________________________
Notes:
Commercial Line-Up 7,8 7&8 7-8
7,; 7&; 7-;
____________________________________ 7,7&7--
7,< 7&< 7-<
(&8+&8 (-8+-8
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
Up to 14.0 SEER 15 + IEER 3-27.5 tons
Up to 17.0 SEER 17+ IEER 3-25 tons
Up to 12 IEER 6-20 tons
____________________________________ ____________________________________ ____________________________________
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Notes:
Commercial Opportunity
____________________________________ ____________________________________ 2NQQNTS
____________________________________
Compatible RTUs
____________________________________
____________________________________
of Industry is AOR
2NQQNTS
RTUs in Operation
____________________________________ ____________________________________ ____________________________________ ____________________________________
Field convertible up to 15 ton. Above 15 ton is dedicated. The 15 ton needs a field installed supply air kit. The 10 ton new model only produces .8” static at rated air flow. The 12.5 ton model only produces .4” static at rated air flow. When we stock these models, they have to be able to mount on adapter curbs and produce enough static to function properly. Recommend moving to high static. All horz units 15 tons + will be high static only units.
Notes:
Commercial Opportunity
____________________________________ ____________________________________
of industry is 3-12.5 tons
Same footprint since 1989
Field convertible models
(21,WT\YM
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
Field convertible up to 15 ton. Above 15 ton is dedicated. The 15 ton needs a field installed supply air kit. The 10 ton new model only produces .8” static at rated air flow. The 12.5 ton model only produces .4” static at rated air flow. When we stock these models, they have to be able to mount on adapter curbs and produce enough static to function properly. Recommend moving to high static. All horz units 15 tons + will be high static only units.
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Notes:
TECHNOLOGY IS KEY
____________________________________ ____________________________________ Revised unit control board
High efficiency composite outdoor fan
____________________________________ ____________________________________
Round 5/16” cu tube / alum plate fin condenser coils
____________________________________ ____________________________________
Fixed, 2-stage, tandem, and variable speed scroll offerings
Vane axial indoor fan system
____________________________________ ____________________________________ ____________________________________
The video will autoplay when you advance the slide in slideshow mode. You can also click the video to play the content.
X-Vane™ Fan
Notes: ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
The video will autoplay when you advance the slide in slideshow mode. You can also click the video to play the content.
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Notes:
Commercial Splits
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ 9438
9438
• (TRKTWY&QJWY™ )NFLSTXYNH(TSYWTQQJW
• ;JWYNHFQTW-TWN_TSYFQ)NXHMFWLJ&NW(TSKNLZWFYNTS
• 8YFSIFWI(TTQNSL4UJWFYNTS)T\S9T+ (
• 5WJHNXNTS+FHYTW^.SXYFQQJI9=;
• 1T\&RGNJSY(TSYWTQ4UYNTS+ (
• 8UJJI.SITTW+FSXYFSIFWI • )ZFQHNWHZNYIJXNLSHTNQXTS– 9TSRTIJQX
____________________________________ ____________________________________ ____________________________________ ____________________________________
Notes:
Flexible Offering
____________________________________ &;&.1&'1*344:
'*8:((*88+:1 3*<
PRODUCT BROCHURES
____________________________________ ____________________________________ ____________________________________ ____________________________________
INSTALLATION INSTRUCTIONS
____________________________________
PRODUCT SPECIFICATIONS
____________________________________ ____________________________________
ICP offers a variety of commercial sales tools to help you be successful. We’ll review over the next few slides. Rooftop Energy Savings Calculator Commercial Training Rooftop Replacement Guide Extended warranties Equipment Selection Program Commercial Financing
Notes:
Equipment Selection Program (WJFYJF5WTKJXXNTSFQ 8ZGRNYYFQ
(TSKNLZWJFS^ZSNY HTWWJHYQ^YMJXY YNRJ
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
4WIJWYMJHTWWJHYZSNY YMJXY YNRJ AVAILABLE ON
GO SITE
ICPEQP.COM
____________________________________ ____________________________________ ____________________________________ ____________________________________
The Equipment Selection Program found on the GoSite or access directly at www.icpeqp.com allows you to quickly configure a model correctly and accurately. It will help you select the correct options and accessories. You cannot incorrectly build a model with the Equipment Selection Program. You can also look up the build and configuration on any model currently in production. Create professional submittals in minutes with drawings, dimensions, product features, acoustics, corner weights and more. Training available through your RBM. • • • • • • •
Create a Professional Submittal Configure any unit correctly the 1st time Program will only allow you to make the correct selection Select your Factory Options or Field Accessories Lookup Model # Feature determines the build on any unit currently in production Use signature line to have customer sign off – protect your relationship and order the correct unit the 1st time Send project to any other user 259
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Notes:
Rooftop Energy Savings Calculator
____________________________________ ____________________________________ ____________________________________
8*119-* &);&39&,* 94>4:7 (TRUFWJ&LNSL:SNY (:8942*7 8MT\8F[NSLX (TRUFWJ*KKNHNJSHNJX *SJWL^8F[NSLX
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
The Rooftop Energy Savings Calculator found on the Dealer GoSites is an ICP proprietary tool based on ASHRAE standards. This simple to use tool allows you to compare the cost and energy savings on a new unit to an existing aging unit. Or compare the energy savings of a new std efficiency unit with a high efficiency unit. This simple to use graph based tool is pre-filled with competitor’s data and allows you to determine the energy and cost savings of a new unit within minutes. Training is available. Simple Payback Calculation Tool Compares Operating and Energy Cost Savings over Life of Product Industry Models are Pre-loaded Based on ASHRAE Standards On HVAC Partners! Sell the advantage to your customer
Notes:
Rooftop Replacement Guide
____________________________________ ____________________________________
14401.0*&3 *=5*79*;*3.+ >4:&7*349
&XPYMJHTWWJHYVZJXYNTSX YMJKNWXYYNRJ AVAILABLE ON
GO SITE
HVACPartners
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
The Rooftop Replacement Guide is editable online and helps you ask the correct questions the first time. Look like an expert even if you are not. Protect your relationships and ensure you order the correct unit the first time. Located on the GoSite. Look like an Expert even if you are Not Whether you’re new to the industry or a veteran it’s not always easy to remember to ask the correct questions. Save time and ask the correct questions the first time. This online guide is available on the GoSite and HVAC Partners Fillable .pdf can be completed online and emailed Have customer sign off acknowledging this is the unit you intend to quote and sell Look like an HVAC Expert even if you are not 260
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Notes:
Commercial Financing (1*
4[JWFQQ
____________________________________ ____________________________________ ____________________________________
5WTIZHYN[NY^
)&> 851.9
____________________________________ 5FHPFLNSL7+5
NOV PI
____________________________________ ____________________________________
7(AdVantage Portal>Single Page Website
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
We want all of our Elite Dealers to have an Elite Website. One that is professional, modern, and creates a great first impression for your business online. So to help with that, we will create a free website for each Elite Dealer. You simply fill out a form on the GO Site with the product you sell, coupons or offers you have, and your company history, and you’ll get to pick between five different templates for your website. The website is free the first year, and only a $250 renewal starting in your second year with the website, which is very affordable by web standards.
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Notes:
Awards
____________________________________
• Trophy presentation at Elite Dealer meeting • Recognizes dealers for: • Elite Dealer of the Year • Best-in-class sales performance and customer service • Elite Citizen • Pillars in community by supporting worthy causes • Excellence in Training • Make continuing education and training part of their company DNA • All In • Purchasing ICP residential, ductless, commercial, and Totaline
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
Every year, we give out awards at the Elite Dealer meeting for the Elite Dealer of the Year, the Elite Citizen Award, the Excellence in Training Award and the All In award. The Elite Dealer of the Year award is given to a dealer whose sales are growing significantly with their ICP distributor year over year. The Elite Citizen award is given to a dealer who is giving back to their community in a significant way by supporting worthy causes. Excellence in Training is given to a dealer who is investing in training with their employees, their distributor, and ICP. The All In Award goes to a dealer buying from ICP in all four categories: residential, ductless, commercial, and Totaline. This is an exciting chance for Elite Dealers to get national recognition.
Notes:
$400 AdVantage℠ Marketing Credit
____________________________________
• $400 credit to leverage for a variety of marketing packages
____________________________________
• Redeem at bit.ly/icpeliteadvantage • Email
[email protected] with questions
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
Copyrighted material of i-CreateLocal.com ©2021 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
18
____________________________________
As a thank you for being in the program, we give our Elite Dealers $400 to use on the AdVantage website. This credit can be redeemed for yard signs, door hangers, direct mail, business cards, brochures, or a variety of packages. These custom marketing materials are a great way to generate leads and referrals in your community.
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Notes:
$80 My Learning Center Credit
____________________________________
• $80 credit to use toward hundreds of training courses
____________________________________
• Coupon code sent to distributor at the beginning of each year • Redeem on MLCTraining.com
____________________________________
• Visit website directly • Enter through Go Site under Learning>My Learning Center
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
©2021 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
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____________________________________
MLCTraining.com is our online training portal with 100s of courses for all different job functions within a dealership. We give dealers an $80 coupon code to MLCTraining.com, which will cover four hours of training on average, to incentivize you to use the website on an annual basis.
Notes:
Repair or Replace Tool
____________________________________
• Widget dealer places on their website • Homeowner answers questions assessing their home comfort needs • Online system recommends a repair or replacement based on answers • If replace is the best option, product choices are shown • Dealer gets an email with homeowner details from form • FREE for Elite Dealers - $800 value • GoTempstar.com >Secure Dealer Login>AdVantage Portal
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
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____________________________________
The Repair or Replace is a great way to engage potential customers on your website without any effort on your team’s end. We have all products loaded and you simply pick the products you sell. We ask the homeowners a series of questions about their equipment and needs, and they receive a recommendation for repair or replacement. The Widget provides Best, Better, Good options based on how they answered the questions and what features are most important to them. You then get an email with homeowner details from the form they filled out and a warm lead sent to your business.
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Notes:
XOi offer
____________________________________
• Digital tool to support dealer technicians • Make every tech your best tech
____________________________________
• FREE three-month subscription for Elite Dealers upon signing a 15-month contract
____________________________________
• Distributors can learn more on toolkit at xoi.io/icp-toolkit • Dealers can schedule a demo at xoi.io/icp-promotion/ • Contact Amanda Harp at
[email protected] for more information
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
ICP is excited to partner with XOi to provide dealers with a fantastic field tool to make them more efficient and more effective. XOi empowers technicians to safely capture critical job site information, launch on the job remote support, access relevant equipment documentation, and provide your customers photos and videos of recommended and completed work. Dealers can learn more by visiting xoi.io/icp-promotion or by emailing Amanda Carney.
Notes:
Industry Membership Fees
____________________________________
• Distributors can submit 50% co-op claims for your fees associated with the following HVAC associations
____________________________________
• NATE • ACCA • HRAI
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
We know you work hard to associate your self with NATE, ACCA, and HRAI certifications. These organizations help build your HVAC knowledge, grow your network, and instill confidence in homeowners. We don’t want cost to be a barrier to you partnering with these organizations, so we’re allowing distributors to submit 50% co-op claims for any fees associated with NATE, ACCA, or HRAI
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Notes:
Incremental Rebate Year-over-year growth rebate • Max $10K in each category: Residential, Commercial, Ductless, Replacement Components (NEW!) Minimum of 85 residential motor-bearing units, 15 commercial units or 20 ductless outdoor units each year
•
•
Requirements • See marketing summary for full details • Must be compliant with all Elite Dealer program requirements by the end of 2023 • Must complete 16 hours of factory training in 2023 • Ex. Elite Dealer meeting, My Learning Center ©2021 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
____________________________________
Residential and Commercial YoY Growth in Units Purchased
Rebate Amount
10-19%
$100/incremental unit
20-29%
$150/incremental unit
30%+
$200/incremental unit
Ductless YoY Growth in Units Purchased
Rebate Amount
10-19%
$50/incremental unit
20-29%
$75/incremental unit
30%+
$100/incremental unit
Replacement Components* (NEW!) Totaline + FAST Parts 2023 Purchases
Rebate
$10,000 in net sales
3% Totaline + 1% FAST OEM parts
$20,000 in net sales
5% Totaline + 2% FAST OEM parts
$30,000 in net sales
7% Totaline + 3% FAST OEM parts
*Funded by RC Market Funds
23
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
Not only do we give you the tools to grow, we reward you for your growth. Elite Dealers can earn up to $40,000 starting in their second year of the Elite Dealer program based on their year over year growth with ICP in residential, commercial, ductless, and Replacement Components sales. We pay out dealers based on their % growth and units of growth in each category. To qualify for this rebate, dealers must complete an additional 16 hours of factory training on top of the 12 hours of training to stay compliant with the program.
Notes:
Value Pricing From AIG • Value pricing on extended service agreements through the Comfort Promise™ program, fully backed and administered by AIG Warranty. • Gives customers peace of mind that HVAC repairs will be covered and downtime will be minimal. • Increase customer satisfaction ratings • Increase revenue - while eliminating concessions • Easy-to-use website for order entry and claims • Locked in reimbursement rates •
Profitable hourly labor reimbursement tiers
•
Warranty coverage on day 31 from date of purchase
• Payment on claims within 14 days
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
• Contracts are 100% backed and insured by an “A” rated underwriter
____________________________________
• Sign up at GoTempstar.com>Marketing>Programs and Promotions>Programs>Extended Service Agreement Program
____________________________________ ____________________________________
We have an exciting offer we’re happy to announce tonight. How many in the room would love a check for $1,000? Well you have an awesome opportunity to earn $1,000 from our friends at AIG. If you sell $1,000 in labor warranties, they are going to send you a check for $1,000. You’ll have 90 days from your sign-up date to hit the $1,000 mark and earn your check. Labor warranty importance.
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Free Online Scheduling Program
New in 2023!
• “Schedule Now” button can be added to a dealer’s Dealer Locator listing and/or the dealer’s website
• Provides homeowners the ability to schedule an appointment with dealer at their convenience • Capture more leads in an increasingly mobile, on-demand world anytime of day • Leads delivered directly to dealer’s inbox
• Value-added, optional mobile app
____________________________________ ____________________________________ ____________________________________ ____________________________________
• Easy-to use platform
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ We are excited to launch an online scheduling program for Elite Dealers. Many homeowners are wanting to schedule appointments online instead of picking up the phone and calling, and this provides you with the technology to do that. You can add the “Schedule Now” button to your Dealer Locator listing and/or your website. The lead will be delivered directly to your email inbox with the homeowner information. You can get started by
Notes:
Baytek: QuickBooks and HR Basic
New in 2023!
• Baytek is a home services technology reseller • Get up to 50% off of QuickBooks, the #1 accounting software for small and medium businesses
• Track expenses, send invoices, process payments • Learn more at baytek.com/ICP-dealers • Email
[email protected] or call (800) 487-3224 for more information
• Get a free subscription to HR Basic, an on-demand HR manager service for dealers without a professionally trained HR manager on staff • Unlimited access to SHRM-certified HR professionals • Three free background checks a month • Handbook template to meet federal and state regulations • HR audit that reviews process to understand gaps and problems areas • Learn more at myhrconcierge.com/ICP-hr
• Email
[email protected] or call 855-538-6947 x108 for more information
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
We’re partnering with home services technology reseller Baytek to provide you with two offers for 2023. One is up to 50% off of QuickBooks for your accounting needs. The other is a free subscription to HR Basic, an on-demand HR manager service for dealers without a professionally trained HR manager on staff.
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Free Live Chat
New in 2023!
____________________________________
• Enable customers to reach out to dealers in real-time with a live chat feature on the dealer website
• Answers all incoming chat questions 24/7 through a simple to use interface • Provides quick, instant responses as a result of intelligent automation • Customized chatbot questions and answers ensure that every chat is handled without human supervision • Dealer is emailed transcript of chat and customer follow-up information
____________________________________ ____________________________________ ____________________________________
• Get started at mta360.com/ai-chat-review-software-sign-up
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ We want you to be able to connect with your customers 24/7/365. The new live chat tool, free from MTA360, provides customers with the chance to chat in real-time with your business through a simple to use interface. Intelligent automation provides instant responses. You can customize the questions and answers to your liking.
Notes:
2023 Elite Dealer Meeting
____________________________________
• Grand Sheraton at the Wild Horse Pass
____________________________________
• Phoenix, AZ
• May 1-4
____________________________________
• Adding a half-day product showcase and a special evening event
____________________________________
• Sign up in February when registration site opens
____________________________________ Time
Tuesday
Wednesday
Thursday
Friday
Morning
Arrivals
Training
Training
Departures
Afternoon
General Session
Evening
Welcome Reception Vendor Showcase
Product Overview Special Evening Event
Awards Ceremony Plated Dinner
____________________________________ ____________________________________ ____________________________________ ____________________________________
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Elite Dealer Onboarding Checklist
____________________________________
• Handy resource to make sure you are fully leveraging the Elite Dealer program
____________________________________
• Available on GoTempstar.com
____________________________________
• Secure Dealer Login>Elite Dealer Program Guidelines and Resources> Onboarding Checklist
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ To help make sure you’re taking full advantage of the Elite Dealer program perks, we’ve put together an Elite Dealer onboarding checklist. We encourage you to go through this sheet and see what you can start doing to help your business.
Notes:
Elite Dealer Annual Requirements
____________________________________
• $75K annual Tempstar purchases
____________________________________
• Tempstar represents 70% of overall branded HVAC sales • Liability and workers’ comp insurance
____________________________________
• Consumer financing from accredited institution
____________________________________
• Active website that advertises Tempstar
• Tempstar as equal to other brands in advertising
____________________________________
• 12 hours of distributor training or 50% of technicians NATE® or Red Seal certified • Dealers not compliant by the end of 2023 will be removed from the program
____________________________________ ____________________________________ ____________________________________
©2021 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
30
____________________________________
We have requirements that we ask our Elite Dealers to meet annually.. $75K annual ICP purchases ICP represents 70% of overall branded HVAC sales Liability and workers’ comp insurance Consumer financing from accredited institution Active website that advertises ICP ICP as equal to other brands in advertising 12 hours of distributor training or 50% NATE® certified
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Notes:
What This Means For You
____________________________________
1
2
Take advantage of the program benefits
Ensure you are staying compliant with the program
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
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____________________________________
Three major takeaways for you .. 1) Take advantage of the program benefits 2) Ensure you are staying compliant with the program
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AIM
PASSION 374962-DM23-Notebook.indd 299
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Notes: ____________________________________ ____________________________________ ____________________________________
AIM PROGRAM
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
©2021 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
____________________________________
Notes:
Program Overview • • • • • •
Two-year recruiting program to convert residential, commercial and ductless dealers to ICP Year 1: Straight rebate to the dealer after hitting purchase tiers Year 2: Growth rebate to the dealer comparing first 12 months vs. second 12 months of purchases Dealers earn $1,500 Dealer Branding Package at specific purchase tiers TMs are paid a $500 SPIFF when dealers hit specific unit counts Requirements • Current ICP equipment purchases AIM>AIM Promotion in the top navigation
• 4) Select the dealer’s AIM start date and product category • 5) Select “Participants” • 6) Search for the dealer by entering their name • Use the Companies report on the site as reference to match the name exactly.
• 7) Click the check mark • 8) Click save participants
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
Examples in greater slide deck
Notes:
Uploading Dealer Purchase Data • Option 1: Save the Purchase Upload Template to the SFTP website
____________________________________
• Option 2: Email the Purchase Upload Template to
[email protected] and
[email protected]
____________________________________
• File Requirements:
____________________________________
• • • • • • • • •
Transaction ID = Serial Number Order Date = Transaction Date Reseller ID = Dealer’s Customer # in Aviator Reseller Name = Dealer’s Name in Aviator Distributor ID = Distributor ID in Aviator Distributor Name = Distributor Name in Aviator Product = Product Model Number Product Category = Residential Splits OR SPP OR Ductless OR Commercial - R-Series OR Commercial - 6 ton + Quantity = 1 for purchase; -1 for return
• Log in to SFTP and load your file in the “Rebate” folder: • Host: 69.7.108.147 • username: Distributor Name • password: generated for each individual distributor
• Each distributor will be responsible to resubmit any qualifying sales previously rejected
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
Examples in greater slide deck
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Notes:
Check Dealer Performance in AIM 1. 2. 3. 4.
____________________________________
Log into icprewards.perksplus.com Select Menu>AIM>AIM Promotions from the top navigation Select the specific AIM program (Splits, SPP, Commercial, Ductless) Click dealer details Test Dealer A
OR 1. 2. 3. 4.
Log into icprewards.perksplus.com Select Menu>View All Reports from the top navigation Select Quantity with Tiers Detail Select Run Report
____________________________________ ____________________________________ ____________________________________ ____________________________________
Test Dealer A
____________________________________ ____________________________________ ____________________________________ ____________________________________
Examples in greater slide deck
Notes:
Dealer Payment • Dealers are paid directly from ICP with a check after ICP approval • All payments will be processed twice a month • Dealer can expect a check written to their company name to come 10-14 business days later • Distributors have 30 days once the dealer has completed AIM to submit all sales that are to be included in any final payments to the dealer • Payment Status Report on icprewards.perksplus.com will show when the rebate was marked as paid
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
Examples in greater slide deck
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Notes:
Distributor TM Payment 1. Distributor MAPs will receive a monthly email with a list of all their dealers who reached AIM tiers in the previous month 2. Distributor MAPs will provide the program manager with the TM name and email address for each qualifying dealer 3. TM will receive a link to register on icprewards.perksplus.com to redeem their prepaid debit card (physical or digital).
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
Examples in greater slide deck
Notes:
Reporting • Quantity Tiers – See dealer name, number of qualifying units, and enrollment date • Program Participation Report – Shows who is enrolled in the AIM program by month • Qualifying Transactions by Program - Rebates – Shows which serial numbers were successfully uploaded
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
Examples in greater slide deck
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Notes:
Program FAQs •
How does a distributor gain access to icprewards.perksplus.com?
Distributor can visit icprewards.perksplus.com, enter their email address as their username, and hit “Forget Password” to log in. Distributors can email
[email protected] with log-in issues.
•
Do distributors enroll AIM dealers directly on icprewards.perksplus.com?
No. A dealer must be set up in Aviator with an email address included before they are enrolled in the AIM. Then, distributors fill out the AIM User Enrollment Template and email it to their ICP Regional Business Manager who will enroll the dealer in AIM. •
After a distributor creates the dealer in Aviator, how soon will they appear on icprewards.perksplus.com?
Every Wednesday afternoon, a file of new dealers is loaded from Aviator on to icprewards.perksplus.com. •
How does a distributor upload AIM dealer purchases?
Distributors will log in to the SFTP and load their file in the “Rebate” folder. Host name is 69.7.108.147. Distributors have a unique username and password for the SFTP site. Distributors can also email
[email protected] their file if they prefer to not use the SFTP site.
•
How long do distributors have to upload AIM dealer purchases?
Distributors have 30 days from the Year 1 end date to submit any Year 1 performance. •
How often are AIM payments processed?
AIM payments are processed twice a month with the expectation that checks will be received within 10-14 business days after ICP and distributor MAP approval. •
____________________________________ ____________________________________ ____________________________________ ____________________________________
How does a dealer know if their rebate check is on its way?
The Payment Status Report on icprewards.perksplus.com will show when the rebate was marked as paid.
•
____________________________________
Can distributors pick a specific day to start their dealer’s Year 1 AIM window?
No. All AIM dealers’ start dates will be set as the first day of the month of the distributor’s choice. •
____________________________________
How does a dealer gain access to icprewards.perksplus.com?
The dealer’s primary contact and email address will be pulled from Aviator to create a login for them. Dealers can enter their Aviator email address on icprewards.perkplus.com and hit “Forget Password” to generate login credentials. •
____________________________________
If a customer hits all AIM tiers with one order, do they receive multiple checks or one check?
____________________________________
They will receive one check. •
Do AIM payouts need approved? The distributor MAP will receive an email from 360insights twice a month to approve payments before payments go out.
____________________________________
Examples in greater slide deck
Notes:
Program FAQs •
If the dealer has purchased the unit minimum in Year 1, they will be enrolled in the Year 2 program. If dealers have not purchased the unit minimum in Year 1, they will not be enrolled in the Year 2 program. • •
What are the unit purchase minimums for a dealer to reach Year 2 of the AIM program? 30 Residential Split units, 15 SPP units, 30 outdoor ductless units, 20 Commercial Split units or 10 Commercial R series units. What happens after a customer reaches the max number of units in Year 1? Nothing more until Year 2, correct?
Correct. Performance will post but no additional payouts will be awarded. •
Does Year 2 go by full calendar year or by the time of year they enrolled in the program?
Year 2 goes by enrollment date. If a dealer was enrolled in April 2021, their Year 2 start would be April 2022. The notification that a dealer has qualified for Year 2 is sent after the 30- day reporting period that a distributor has to report all performance. •
How does the payout work for Year 2 of the AIM program?
After a dealer has been in the AIM program for 24 months, incremental growth payouts are calculated by looking at the dealer’s first year of purchases versus the second year of purchases. Distributors have 30 days after the end of the dealer’s Year 2 window to report Year 2 performance. •
How do distributors ensure their territory managers are paid when their dealers reach payment tiers?
The distributor MAP will respond to a monthly file from the ICP program manager with the name and email address of the territory manager for each dealer who hit a qualifying AIM purchase tier. •
____________________________________ ____________________________________ ____________________________________ ____________________________________
How do territory managers get paid for their dealer’s performance?
Territory Managers are paid via a prepaid debit card. TMs will receive a link to register on icprewards.perksplus.com to redeem their prepaid debit card after their dealer reaches the TM payment qualifications. •
____________________________________
How does a dealer qualify for Year 2 of AIM?
How do distributors know how their dealer is performing on AIM?
____________________________________
Dealers and distributor MAPs can log into icprewards.perksplus.com and Select Menu>AIM Promotions and click into the dealer’s individual start month to view performance. •
Are dealers notified when they reach a tier in the AIM program?:
No. Dealers are not notified when they reach a tier for the AIM program but can check their performance by selecting Menu>Rebate Promotions after logging into icprewards.perksplus.com. •
Where can a dealer see a summary of all of their AIM earnings?
•
Dealers can access the Benefit Statement in the navigation of icprewards.perksplus.com to see a summary of their AIM earnings.
•
How do distributors know if their dealer has hit a Dealer Branding Package tier?
____________________________________ ____________________________________
Pull a report for of dealers under Menu>View All Reports>Quantity With Tiers report to see who has qualified for the Dealer Branding Package. Dealers with more than 50 or 100 Splits, 50 or 100 ductless outdoor units, 25 or 50 SPP units, 30 or 70 Commercial Splits, or 20 or 50 R Series commercial products have earned the Dealer Branding Package. •
How can I download a report of all of my dealers enrolled in AIM? Select View All Reports from the top navigation. Then, select the Program Participation Report under the Users subhead. You'll select Revenue Rebate, Active, and Current from the drop-down menu, and then select Export.
____________________________________
Examples in greater slide deck
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Notes:
AIM Program Support • Website Related Questions & Issues:
• Email:
[email protected]
• Program Related Questions:
• Email:
[email protected]
• HVACpartners • Marketing >Programs & Promotions>AIM Program
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
Examples in greater slide deck
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PERSONAL USE PROGRAM
PASSION 374962-DM23-Notebook.indd 309
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Notes: ____________________________________ ____________________________________ ____________________________________
PERSONAL USE PROGRAM
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
©2021 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
____________________________________
Notes:
Program Overview • Factory program available to all dealers and distributors • Purchase top ICP equipment at reduced prices for personal residences • E-commerce process • Customer pays with credit card online • Product comes from local distributor inventory
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
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Notes:
Dealer Benefits
____________________________________
Getting ICP product in your customers homes can help them …
____________________________________ ____________________________________ ____________________________________
Learn product benefits
Build a personal testimony
Raise sales mix
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
We believe the benefits to this program can be broken down into three key categories: Furthering product education, building a personal testimony, and driving sales mix. Product education - Living with our products furthers the depth and breadth of your understanding of our mainline line and its benefits. It’s one thing to read the brochure, watch the video, install one, but living with a product gives us a whole new level of education on the features and benefits of our product. Personal Testimony - Your personal experience with our product can be an effective way to build the line’s reputation with consumers as you attest to their performance with full confidence. We all love stories and are captivated by stories. You’re going to be much more convincing telling the story about how the energy bill in your home has gone down 20% and on those cold winter nights your family was warm, than reading a list of bullet points. Sales Mix - Your selling points and conversational skills will naturally increase from your first-hand experience to help you close the sale more effectively and increase your average ticket price. We believe this product will help you sell more systems – as you have them in your home, learn about them, live with them, you’re going to talk about them more and sell them easier. Notes:
Program Eligibility • Dealer employees in the following roles can order: • Sales and Marketing • Owner Principals
• Users can order one system every two years unless an exception is granted • There are no restrictions at the company level
• If five individuals worked in sales, all five could use PUP in one year
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
The idea with the program is that qualifying individuals are in customer-facing roles where they are talking to the customer about product selection and in a position to talk about their personal system. For distributors, we designate that as … for dealers, we designate that as … Users may order one complete system every two years. Exceptions can be provided for those with multiple system homes.
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Notes:
Program Process Step 1: Registration Dealer or distributor signs up for Personal Use Program account at icphvac.myshopify.com
____________________________________ Step 2: Approval
Step 3: Order/Payment
____________________________________
Distributor receives email to approve dealer registration request.
Dealer places order, pays ICP for purchase on icphvac.myshopify.com
____________________________________ ____________________________________
Step 4: PO Distributor receives an email to confirm the purchase order in HVACpartners with confirmation #, shipping reference, and promise date.
Step 5: Fulfillment
____________________________________
Distributor delivers order or makes it available for pick up.
____________________________________ ____________________________________ ____________________________________ ____________________________________
Read steps 1-6.
Notes:
Registration
____________________________________
• Visit icphvac.myshopify.com • 2 numbers needed 1) Dealer ID • Distributor can look up under Distributor>Company Lookup Tool on icphvac.myshopify.com 2) Distributor ID • Distributor MAPs have been emailed a list
____________________________________ ____________________________________ ____________________________________ 1 2
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
Two numbers are needed on the registration form. A dealer ID can be found under the company lookup tool, which we will walk through next. And a Distributor ID, which all MAPs have been emailed. You can send program manager Travis Baugh a note if you need those.
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Notes:
Company Lookup Tool 1) Hit “Distributor” and “Company Lookup” In top navigation of icphvac.myshopify.com
____________________________________ ____________________________________ ____________________________________ ____________________________________
2) Search by dealer name and city or state - DEALER MUST BE SET UP IN HVACPARTNERS
____________________________________ ____________________________________ ____________________________________
3) Dealer ID needed is in first column
____________________________________ ____________________________________
We have a company lookup tool that allows you to view the dealer and distributor ID needed to register for a PUP account …. Read steps 1-3
Notes:
Learn More: GO Sites • Go Site>Secure Dealer Login> Frequent Links> Personal Use Program • Tutorials • Flyers • Email
[email protected] with questions
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
Dealers can learn more under the secure dealer login of their go site under Secure Dealer Login> Frequent Links> Personal Use Program. We have tutorials and flyers for them as well.
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CHOICE REWARDS PROGRAM
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Notes: PASSION
____________________________________ ____________________________________ ____________________________________ ____________________________________
CHOICE AWARDS PROGRAM
____________________________________
Travis Baugh Channel Program Manager
____________________________________ ____________________________________ ____________________________________ ____________________________________
©2021 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
Next we want to talk about the Choice Awards Program. This replaced the WYWO program which ICP ran for a long time.
Notes:
Program Overview • • • •
Rewards dealers with cash, rebate, or credit for ICP purchases Earnings are paid out by the distributor and submitted for co-op Upsell or encourage high-efficiency equipment sales Distributor customizes the products and payouts
PASSION
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
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Notes:
Check Dealer Performance 1.
Log into icprewards.perksplus.com
2.
Hit Menu>Rewards Promotions
3.
Click into the individual promotion to view performance
PASSION
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
Reporting Award Details: Earnings awarded per promotion per dealer Point Summary: A dealer’s total summary of earnings
____________________________________ ____________________________________ ____________________________________
Completely customizable, free of charge
Notes:
FAQs
PASSION
• How does a dealer gain access to icprewards.perksplus.com? Dealers can visit icprewards.perksplus.com, enter their Aviator email address, and hit “Forget Password” to log in. Dealers can email
[email protected] with log-in questions. Dealers must be set up with an email address in Aviator to access icprewards.perksplus.com. • Are dealers notified when they are enrolled in a Choice Award promotion? Dealers are not notified when a dealer is enrolled in a Choice Award promotion. It is up to the distributor to communicate the promotion to their dealer base. • How is Choice Awards (SPIFF promotion) money paid? The SPIFF program rewards are all paid out by the distributor. Distributors upload sales reports into 360 Insights and the system will track the performance of the program so distributors know how much to pay out. • Are distributors still able to set up points promotions?
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
No. ICP made the decision to sunset point promotions in 2023 due to the lack of usage.
____________________________________ ____________________________________ ____________________________________ Completely customizable, free of charge
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Notes:
Learn More • Talk to your distributor MAP • Browse FAQs on icprewards.perksplus.com • Program support or login issues • Email:
[email protected] • Program-related questions • Email:
[email protected]
PASSION
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
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PRODUCT LAUNCH AND LITERATURE
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Notes: ____________________________________ ____________________________________ ____________________________________
Product Launch & Literature
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
Notes:
Agenda
____________________________________
• Product Launch Support
____________________________________
• 2023 Regulatory Requirements Literature
• Consumer Literature
____________________________________
• New Design/Format • New Literature Part #s
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ 2
____________________________________
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Notes:
2023 Regulatory Launch Kit for Dealers
____________________________________
Dealers can access the most accurate and current Launch Kit, electronic version, on Tempstar.HVACpartners
____________________________________ ____________________________________
Printed versions of the Launch Kit is available for ordering under part number AP-009-TS-00.
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ 3
____________________________________
Notes:
2023 Regulatory Launch Kit Contents
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ 4
____________________________________
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Notes:
2023 Regulatory Launch Kit – HOW TO ACCESS
____________________________________
Access Launch Kits online Tempstar.HVACpartners
____________________________________ ____________________________________
> Marketing > Sales Literature > 2023 Regulatory Requirements Information
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ 5
____________________________________
Notes:
2023 Roadmap Posters
____________________________________
One of the most popular items is the 2023 Product Roadmap posters. These are available as a set of two. One poster for the indoor products and one poster for the outdoor products. Each are 26.5" x 11".
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ 6
____________________________________
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Notes:
2023 Roadmap Booklets
____________________________________
If you prefer, the roadmap booklets are available with the same information as the poster and includes model nomenclature guides.
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ 7
____________________________________
Notes:
2023 Regulatory Consumer Brochure
____________________________________
We have also created new 2023 Regulatory consumer brochures. These brochures can be used when meeting with homeowners to help explain the new requirements and SEER2. PDF files and literature part numbers can be found on Tempstar.HVACpartners
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ 8
____________________________________
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Notes:
2023 Literature
____________________________________
If you are looking to order additional regulatory literature items, below is a list of items available.
____________________________________ ____________________________________
2023 REGULATORY LAUNCH LITERATURE
2023 Product Roadmaps
12 page Brochure
AP-006-TS-00
2023 Product Roadmap Poster (Set of 2)
26.5" x 11" Posters
AP-008-TS-00
2023 Regulatory Requirement Consumer Brochure
4 page Brochure
AP-010-TS-00
2023 Regulatory Requirements Technical Resource Document
8 page Brochure
40122222500
2023 Regulatory Requirements & Product Overview (Phase 2 Launch Booklet)
44 pages
AP-004-TS-00
2023 Regulatory Requirements & Product Overview for Dealers
32 pages
AP-009-TS-00
2 page flyer
40122222200
12" x 21"
888-1062-A
2023 Regulatory Readiness Flyer 2023 Regulatory Standards Wall Poster 2023 Regulatory Standards Two-Sided Vinyl Cling 2023 Split System Compliance for Existing Inventory
11" x 17"
888-1063-A
2 page flyer
AP-005-TS-00
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ 9
____________________________________
Notes: ____________________________________ ____________________________________ ____________________________________
Consumer Literature
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
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Notes:
2022-2023 Literature Refresh
____________________________________
• Larger, lighter copy with a new look and softer feel on the covers
____________________________________
• Logos continue to appear at the top with the product type • Allows for easy viewing from a literature rack
____________________________________ ____________________________________
• Comfortable indoor scenes vs lifestyle scenes
____________________________________
• Model numbers and product series appear at the bottom of the page
____________________________________
• New No Hassle logo • Components of a complete system
____________________________________ ____________________________________ 11
____________________________________
Notes:
2023 Ductless Literature Refresh
____________________________________
• More consumer facing literature in 2023
____________________________________
• Similar look and layout as residential ducted consumer literature
____________________________________
• Tiered approach
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ 12
____________________________________
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Notes:
Literature Refresh
____________________________________
In January 2022 - New Literature Part Numbers with new Nomenclature was established • Examples: • • • • •
FUR-001-TS-00 AC-002-TS-00 SPP-001-TS-00 FUR-001-TS-00-FR DLS-005-TS-00
Product Type
Example FUR-001-TS-00
Product Type FUR
Brochure ID 001
Brand TS
Rev 00
____________________________________ Language FR Language - when applicable FR French SP Spanish English Blank
FUR AC HP GEO DLS
Furnaces AC's Heat Pumps Geothermal Ductless
Revision
FAN
Fan Coils
00
IAQ OIL SPP CML TST AP
Indoor Air Quality Oil Furnaces Small Package Products Commercial Thermostats & Controls All Products Brochures and PAAGs
01 02
Brochure ID 001 = 1st Brochure for Product Group 002 = 2nd Brochure for Product Group 003 = 3rd Brochure for Product Group 004
Brand AR AQ CM DN TS KR TS
____________________________________ ____________________________________ ____________________________________ ____________________________________
Arcoaire Airquest Comfortmaker Day & Night Tempstar KeepRite Tempstar
____________________________________ ____________________________________ 13
____________________________________
The new nomenclature will allow for an easier way to tell the product type of the brochure with the abbreviation of the product at the beginning of the part number. The brochure ID is just an assignment based on the sequence of when the brochure was created The brand will be easily identified with an abbreviation The last two positions are for revisions just like today. The first document will always begin with 00 and any revisions after that will go to 01, 02, etc. For brochures that need to include French or Spanish we will use the exact same part number but include FR or SP at the end of the brochure. Notes:
Consumer Literature – How To Access
____________________________________
Tempstar.HVACpartners.com
____________________________________
Go to: Marketing >Sales Literature >Consumer Color Literature
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ 14
____________________________________
Accessing PDFs of consumer literature is simple. The first method is to simply access HVACpartners – click on the Marketing tab, then Sales Literature. From there click on the Consumer Color Literature tab – where you will be taken to a list of current literature. There is a search option to help you filter down to the specific brochure you are looking for.
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TRAINING
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Notes: ____________________________________ ____________________________________ ____________________________________
Training
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
Notes:
Agenda
____________________________________
1. Access & Help
____________________________________
2. Technician Basics
____________________________________
3. Business Basics 4. 2023 Regulatory 5. 454B
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
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Notes:
Dealer Access (Go Site)
____________________________________
Can still access via new Go Sites
____________________________________
• One log in per company • No individualized tracking of training • No individualized certificates
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
There are 2 ways to access My Learning Center as a dealer. Previously the only log in option for dealers was the go site. With gosite access dealers are limited to 1 login per company preventing the ability to track individual results. These logins are still active can continue to be used if the dealer prefers. We can also merge the records from these accounts to a new account that has been created. Have the dealer contact us if they’d like to do this.
Notes:
Dealer Access 1. 2. 3.
MLCtraining.com Create account Access Training
• Immediate access to courses that can earn Elite Dealer Factory Credit. • Additional access to branded content will be available in less than 24 hours.
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
Dealers can create a personal account at mlctraining.com. The user will have immediate access to all NON Branded content, once their company information is verified they will be provided access to branded content. This verification will take less than 24 hours. Applicable courses completed with these accounts will also apply to company ELITE totals.
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Notes:
MLC Help
____________________________________ ____________________________________
• Course hour & price list • Learning path details • How to documents
____________________________________ ____________________________________
• VR Information
____________________________________
• ELITE information
____________________________________
• ELITE FAQs
____________________________________ ____________________________________ ____________________________________
For those with question on the hour types or requirements there is helpful information in the My Learning Center help menu, along with classroom and online course information.
Notes:
HVAC Technician Basics • AC and HP Components • Introduction to Airflow • Why Compressors Fail • Electrical Components, Symbols, and Diagrams • Combustion • Fundamentals of Electricity • The Refrigeration Cycle • Introduction to Pressure • Introduction to Temperature • Brazing – Coming Soon • Furnace Components – Coming Soon
Factory ELITE & NATE Eligible
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
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Notes:
Business Basics
____________________________________
• Handling a Difficult Customer • Communicating Effectively • Time Management • Presentation Skills • Negotiation Skills • Creative Problem Solving • Coaching Others
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
©2021 Carrier Corporation Confidential and Proprietary Information – Not for Further Distribution
Virtual Reality Training
6
____________________________________
Notes: ____________________________________
• SPP - Gas Furnace and AC Packaged System Troubleshooting • Gas Furnace Commissioning • AC Maintenance • Gas Furnace Maintenance
____________________________________
Coming Soon • Ductless Troubleshooting • Gas Furnace NFC & Control Board
____________________________________
____________________________________ ____________________________________
____________________________________ ____________________________________
Factory ELITE & NATE Eligible
____________________________________ ____________________________________
Technician courses are found individually in our course catalog or through our Technician Learning Paths. Path consist of typical online courses as well as 3D simulation based learning that can be completed on a PC or with VR equipment.
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Notes:
2023 Regulatory
____________________________________
• Regulatory Overview
____________________________________
• Nomenclature
____________________________________
• Product Line-up
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
My Learning Center will be adding and updating content throughout the year in preparation for all the changes coming for 2023. Keep an eye on the online course catalog and video catalogs as we add new content! New courses are always mentioned on the My Learning Center homepage and Factory eCommunications.
Notes:
454B Currently Available
• Regulatory Overview • What are A2L Refrigerants • Why we chose R454b
Coming Soon
• Safety, Storage and Transportation • Industry Safe Application
____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________
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D I S T R I B U T O R
DISTRIBUTOR RESOURCE GUIDE
R E S O U R C E G U I D E 333
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MESSAGE TO THE DISTRIBUTORS Welcome Distributor Partners, Congratulations on a great year of Dealer Meetings! We have had over 100 meetings and reached over 5000 dealers. And what a year to be successful, with the 2023 readiness message and new innovations and technologies. We trust this year will be another great year of being leaders in knowledge and product information. We will be using the same Distributor Resource Guide to bring your dealer meeting experience to the next level for both you and your dealer. Included for 2023, ICP branded Dealer Meetings will be 100% co-op eligible. In this packet of information, you will find an abundance of resources to help you pull off a proficient, professional, and exciting dealer meeting. The following packet information is ready for you to explore and assist you with your meeting needs: • Who – Save the Date, Invitation, Response Tracking, Templates • When / Where – Agenda, Venue Location, Venue Communication, Costs and Associated Fees • How – Tips, Tricks and Planning your Dealer Meeting – Venue Logistics, Food and Beverage, Audio Visual, Shipping and Receiving, Signage, Branding and Registration Items, Run of Show By now you have filled out your Dealer Meeting Request Form including date/time, length of meeting, and covered topics. Next steps are to follow-up with your RBM to plan out the meeting. Passion Drives Us to provide you Simple Business Solutions and being Easy to Work with. We hope to find this packet of information to do just that. Wishing you much success with your 2023 Dealer Meetings! Together we deliver!
The ICP Sales & Marketing Team
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HVACPARTNERS FOLDER BREAKDOWN WHO
SAVE THE DATE TEMPLATE INVITATION TEMPLATE TRACKING TEMPLATE PLANNING CONTENT
WHEN & WHERE AGENDA TEMPLATE PLANNING CONTENT
HOW
NAME BADGE TEMPLATE RUN OF SHOW TEMPLATE SAVE THE DATE TEMPLATE SIGNAGE TEMPLATE
RESOURCE KIT DEALER BRAND BOX RESOURCE KIT ORDER FORM
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INVITATION TO PARTICIPATE
2023 DEALER MEETINGS
Below are some of the featured presentations available for the 2023 Dealer Meetings. To book your dealer meeting today, call your factory Regional Business Manager
COOLING PRODUCTS • • • • • • • •
Updated Regulatory Overview Outdoor Welded Aluminum Coil New Product Introductions Product Nomenclature Overview Ratings Website updates New Product Power-V™ Coil Technology New Product Entry Tier Fan Coil Why Two Stage and Variable Speed Technology
THERMOSTATS & CONTROLS • Ion System • 24V Thermostats • Zoning Controls
• Current Lineup • NFC - Your Future is a Tap Away • Heating Product Launches
NATIONAL ACCOUNTS • • • • • •
Retail National Builders Mid Size Builders Multifamily Consolidators CRNA
DUCTLESS & VRF
INDOOR AIR QUALITY (IAQ)
• New ICP Air Purifier featuring Captures & Kills ®Technology • OptiClean
RESIDENTIAL EDUCATION & TECHNICAL LITERATURE
INVITE
HEATING PRODUCTS
• • • • • •
Elite Dealer Program – Ductless New Product Lineup Cross Over Solutions Market Trends Single Phase VRF, Light Commercial & RES VRF Applications & Vertical Markets
LIGHT COMMERCIAL
• Commercial Line-up with X-Vane • Commercial Sales Tools • Elite Dealer Program – Commercial
• My Learning Center Overview • Online Courses & Learning Paths • Technician & Virtual Reality Training
REPLACEMENT COMPONENTS
• Why FAST OEM Parts • Totaline Truck Stock (Quality, Universal, Affordable) • Digital Tools (E-catalog, EPMS, Cross-Reference Selection, FAST Mobile App) • Elite Dealer Program - RC
BRANDING & PROGRAMS • • • • •
AIM Choice Awards Financing Elite Dealer Digital Partnership
Looking for a topic you don’t see?
Contact your Regional Business Manager and we will work to achieve your needs.
PASSION PRESENTATION FLYER 337
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INVITATION TO PARTICIPATE 2023 DEALER MEETING
DEALER MEETING REQUEST FORM
2023 DEALER MEETING
Distributor Company Name
DEALER MEETING REQUEST FORM
DISTRIBUTOR MEETING CONTACT Distributor Contact Name Distributor Contact Email
DEALER METTING TOPICS
Distributor Contact Phone
Below are a list of topics to choose from for your Dealer Meeting. Please use the rating scale (1 - 3) to let us know which topics need to be included at your Dealer Meeting.
MY DEALER MEETING WILL BE Virtual In Person Virtual and in person Other (please specify) IF VIRTUAL, WHICH PLATFORM(S) DO YOU PLAN ON USING? Zoom WebEx Microsoft Teams Unsure Other (please specify)
PASSION
Cooling & Small Package Products 1 (Must Have) 2 (May Want To Include)
3 (Do Not Want To Have)
Heating Products 1 (Must Have)
2 (May Want To Include)
3 (Do Not Want To Have)
Ductless & VRF Products 1 (Must Have) 2 (May Want To Include)
3 (Do Not Want To Have)
Light Commercial Products 1 (Must Have) 2 (May Want To Include)
3 (Do Not Want To Have)
Indoor Air Quality (IAQ) Products 1 (Must Have) 2 (May Want To Include)
3 (Do Not Want To Have)
Wall Controls & Thermostats 1 (Must Have) 2 (May Want To Include)
3 (Do Not Want To Have)
Replacement Components 1 (Must Have) 2 (May Want To Include)
3 (Do Not Want To Have)
National Accounts 1 (Must Have)
2 (May Want To Include)
3 (Do Not Want To Have)
Digital Tools 1 (Must Have)
2 (May Want To Include)
3 (Do Not Want To Have)
Branding Programs 1 (Must Have)
2 (May Want To Include)
3 (Do Not Want To Have)
Training 1 (Must Have)
2 (May Want To Include)
3 (Do Not Want To Have)
PASSION
3 PAGE REQUEST FORM
2023 DEALER MEETING
DEALER MEETING REQUEST FORM OTHER TOPIC & PRESENTER REQUESTS (Comment Below)
WHAT TIME ZONE ARE YOU IN? Eastern Central Mountain Pacific DESIRED DATE OF 2023 DEALER MEETING (Estimation is fine) Please note, all meetings should be scheduled between business hours, 8am - 5pm ET.
EXPECTED NUMBER OF ATTENDEES AT YOUR 2023 DEALER MEETING?
PASSION
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WHO • SAVE THE DATE • INVITATION • RESPONSE TRACKING • TEMPLATES
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WHO
DISTRIBUTOR(S) TO MANAGE THE DEALER INVITEES AND REGISTRATION SAVE THE DATE Distributor to send the Save the Date to the invitee list of Dealers • Save the Date template is available
SAVE THE DATE DATE OF THE EVENT CITY, STATE
INVITATION Distributor to send Invitation to the invitee list of Dealers • Email Invitation template is available – Location: Distributor to enter on invitation – Date: Distributor to enter on invitation – Time: Distributor to enter on invitation • Registration Form template is available – Attach the provided registration form to the email invitation if you wish to use to track registrants in a hard copy format
VALUED DEALER The Dealer Meeting season is here, and we are happy to invite you to join us for an informative and exciting event. DEALER NAME: Invitee Dealer Name MEETING DATE: Your Meeting Date, Month, Day, Year MEETING LOCATION: Venue Name, Venue Address MEETING TIME: Start Time – End Time The agenda will be complete with product, programs, and industry trend information and sales building tools to continue your success today and in the future. Register today, you will not want to miss this opportunity to join the PASSION DRIVES US 2023 Dealer Meeting Season. We would like to ask that you register to attend prior to Your Meeting Date, Month, Day, Year. Thank you for your dedication and efforts, we look forward to seeing you soon! Your Personal First and Last Name Distributor Company Name
TRACK RESPONSE • Track the invitation process, those who are coming and who are not coming • Invitation/Registration tracking • A Tracking Sheet Template is available
HELPFUL NOTES • • • • •
A clean and clear registration process will allow for efficient communication with your attendees Track your registrations and note changes Send a follow up (1) week after sending the invitation to have the dealer confirm if they are IN or OUT Utilize questions on the form in a data sheet to keep all information in an organized fashion and track changes Stay up to date on your Dealer details from the START. This will help you in the long run
TEMPLATES FOR ASSISTANCE Templates provided: Save the Date, Registration Invitation, Registration Form, Tracking Sheet In each template, be sure to update the highlighted text with your individual meeting information.
INVITE LIST
SAVE THE DATE
INVITE
PASSION 374962-DM23-Notebook.indd 341
FOLLOW UP
CONFIRMATION
REMINDER
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WHO
TEMPLATES
SAVE THE DATE DATE OF THE EVENT CITY, STATE
VALUED DEALER The Dealer Meeting season is here, and we are happy to invite you to join us for an informative and exciting event. DEALER NAME: Invitee Dealer Name MEETING DATE: Your Meeting Date, Month, Day, Year MEETING LOCATION: Venue Name, Venue Address MEETING TIME: Start Time – End Time The agenda will be complete with product, programs, and industry trend information and sales building tools to continue your success today and in the future. Register today, you will not want to miss this opportunity to join the PASSION DRIVES US 2023 Dealer Meeting Season. We would like to ask that you register to attend prior to Your Meeting Date, Month, Day, Year. Thank you for your dedication and efforts, we look forward to seeing you soon! Your Personal First and Last Name Distributor Company Name
SAVE THE DATE TEMPLATE
INVITATION TEMPLATE
2023 DEALER MEETING DEALER REGISTRATION FORM
COMMENTS/CHANGES (include date of change)
ATTENDING (YES/NO)
REGISTRATION DATE
2023 DEALER MEETING REGISTRATION DATA FIRST NAME
LAST NAME
COMPANY
EMAIL
PHONE #
HOW MANY TRUCKS DO THEY HAVE?
IS ICP THEIR MAIN BRAND?
WHAT OTHER BRANDS DO THEY SELL?
WEB ADDRESS
Registration Date Date of Dealer Meeting First Name Last Name Company Name Email Address Cell Phone How Many Trucks do you Own? Is ICP your Main Brand? What other Brands do you Sell?
REGISTRATION TRACKING TEMPLATE
Work Address Work City Work State Work Zip Website (if applicable)
PASSION DEALER REGISTRATION FORM
Individual brand templates are available on HVACpartners.
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WHEN & WHERE • AGENDA • VENUE LOCATION • VENUE COMMUNICATION • COSTS AND ASSOCIATED FEES
343
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WHEN & WHERE
DEALER MEETING LOCATION AGENDA • • • • • •
Create your agenda to fit your topic and presentation needs Have (1) 10-15 minute break between every 2 hour block If you have breakfast or lunch in the meeting room, make sure that there is time to clean the space for the meeting if the meal is in the same room Include the important digital and print assets that are available to you Agenda template is available Run of Show template is available
2023 DEALER MEETINGS SAMPLE AGENDAS HALF DAY MEETING 7:30 a.m. – Set Up 8:00 a.m. – Registration and Breakfast 8:30 a.m. – Meeting Kick Off 8:30 a.m. - 10:30 a.m. – Meeting Content, Presentation Topics 10:30 - 10:45 a.m. – Break 10:45 a.m. - 12:00 p.m. – Meeting Content, Presentation Topics Noon – Meeting Concludes
FULL DAY MEETING 7:30 a.m. – Set Up 8:00 a.m. – Registration and Breakfast 8:30 a.m. – Meeting Kick Off 8:30 a.m. - 10:30 a.m. – Meeting Content, Presentation Topics 10:30 - 10:45 a.m. – Break 10:45 a.m. - 12:00 p.m. – Heating/Cooling Q & A Product Team Noon - 1:00 p.m. – Lunch 1:00 - 1:20 a.m. – Meeting Content, Presentation Topics 1:20 - 1:50 p.m. – Meeting Content, Presentation Topics 1:50 - 2:00 p.m. – Break 2:00 - 4:00 p.m. – Meeting Content, Presentation Topics 4:00 p.m. – Meeting Concludes
PASSION
VENUE LOCATION • • • • • •
Be confident in your maximum number of attendees, and add 15% What is the set up of the meeting room that you desire? – Classroom, set 2 per 6 ft table for efficient space – U Shape – Crescent Rounds, 5 per Round table, facing the speaker Confirm the maximum # of attendees and know the room set up that you desire Do you need Audio Visual, if you do – make sure and note this to the venue contacts for your inquiry call What space is available that fits the groups needs? What is the route from the parking lot, entrance to the meeting space?
CONTACT THE VENUE • Contact the meeting space, event venue that you wish to use and ask them the following questions to make sure space is efficient for your use: – Meeting requirements – What is the rental price for the space – Can the group reach a food and beverage minimum to remove any/all rental fees for the space – Is there an in-house audio visual company that is to be used. Is it required or can we bring in our own projector and screen? • What is the parking at the venue? It is important to know the parking policies at the venue and communicate it to all attendees.
SAFE & COMFORTABLE ENVIRONMENT
SUFFICIENT SPACE & LAYOUT
GREAT SERVICE, CLEAR EXPECTATIONS
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UNDERSTANDING OF ALL EXPENSES ASSOCIATED WITH THE MEETING
DETAILED PAPERWORK, CONTACT AND ORDERS
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WHEN & WHERE
DEALER MEETING LOCATION COSTS, ASSOCIATED FEES • What is the rental rate for the entire needed time of the space – Ask the venue for the evening prior to the meeting to set up at no additional rental cost – Confirm the pricing for the following to alleviate hidden costs after: • Are tables, chairs and linens included in the room rental cost? • In the event there is a food and beverage minimum that handles the room rental, are the tables, chairs and linen included at no additional cost? • Are the table linens free or are they covered in the cost of the rental? • We wish to have water service at the meeting – is there a fee for this? • What is the cost of parking per vehicle for the venue, if there is a charge?
TEMPLATES 2023 DEALER MEETINGS SAMPLE AGENDAS HALF DAY MEETING 7:30 a.m. – Set Up 8:00 a.m. – Registration and Breakfast 8:30 a.m. – Meeting Kick Off 8:30 a.m. - 10:30 a.m. – Meeting Content, Presentation Topics 10:30 - 10:45 a.m. – Break 10:45 a.m. - 12:00 p.m. – Meeting Content, Presentation Topics Noon – Meeting Concludes
FULL DAY MEETING 7:30 a.m. – Set Up 8:00 a.m. – Registration and Breakfast 8:30 a.m. – Meeting Kick Off 8:30 a.m. - 10:30 a.m. – Meeting Content, Presentation Topics 10:30 - 10:45 a.m. – Break 10:45 a.m. - 12:00 p.m. – Heating/Cooling Q & A Product Team Noon - 1:00 p.m. – Lunch 1:00 - 1:20 a.m. – Meeting Content, Presentation Topics 1:20 - 1:50 p.m. – Meeting Content, Presentation Topics 1:50 - 2:00 p.m. – Break 2:00 - 4:00 p.m. – Meeting Content, Presentation Topics 4:00 p.m. – Meeting Concludes
PASSION
AGENDA TEMPLATE 346
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HOW • TIPS, TRICKS AND PLANNING YOUR DEALER MEETING • VENUE LOGISTICS • FOOD AND BEVERAGE • AUDIO VISUAL • SHIPPING AND RECEIVING • SIGNAGE • BRANDING AND REGISTRATION ITEMS • RUN OF SHOW
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HOW
TIPS, TRICKS, AND PLANNING YOUR DEALER MEETING VENUE LOGISTICS Room Set Up: • Confirm the set up is what you wished: Classroom (1 or 2 aisle), U-shape or Cresent Rounds. • Do you need display tables, if yes, how many? • Do you need a registration table outside the meeting room for name badges, hand outs? • Do you wish to have a riser for the front of the table? • Have the venue do a diagram of the room after your conversation to assure that they understand your wishes, and vision of the meeting. This will enable you to make changes prior to arrival onsite. Make sure that the diagram is completed to scale to show true space, size of structures and space in the meeting room. The diagram needs to show all AV items, tables, chairs, and needs for the complete event. • Ask the hotel what time the room will be set. The day prior is requested to make sure that there is time for adjustments and set up.
FOOD AND BEVERAGE • • • •
Request the venue to allow for a 10% off all of F&B menu items at the time of the contracting/agreement If the venue allows you to bring in your own catering. – How many tables are needed to serve the food and beverage – will the venue provide this? – What time can the caterer move into the space, and set up? – Is the caterer responsible for trash removal of all food and beverage items? – Does the venue charge a fee for allowing outside caterers to come into the venue? Do you want continuous beverages in the room? Break? Do you wish to have water and cups on a station or on tables?
Are you serving breakfast? • If you are having a continuous breakfast – allow for the breakfast coffee, drinks, and nonperishable items to be left out until 11 AM. This will assist, and lengthen the time your guests can enjoy the items you have already paid for to the venue. • Soft Drinks, Bottles of water are charged on consumption so that you only pay for what you consume • Publish your breakfast time to start an hour before your meeting start time • Have the breakfast buffet set outside the meeting room so that when it is taken down when the meeting starts – the nonperishable items can be moved into the meeting room on the beverage station. ie: muffins, granola bars, whole fruit etc.
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HOW
TIPS, TRICKS, AND PLANNING YOUR DEALER MEETING Are you having lunch? • Where is the lunch going to be located? • Is it a working lunch at the meeting tables? If yes, schedule time in your agenda for the venue staff to clean the tables before the beginning of the next portion of the meeting. • Lunch needs to have a variety of items. • If it is a boxed lunch, have two options in the same box. For example, instead of a ham choice and a turkey choice. If they do 6 inch subs, ask for them to have a 3 inch turkey wrapped sandwich and a 3 inch ham wrapped sandwich. If possible – have them have the wrapped sandwiches, on platters where the guest can build their own box. This will make sure that it is easier for the guests. • If you are having a hot buffet menu, ask the contact to customize items per your liking for your guests. This is acceptable to ask. • If you wish to have the venue make a menu for you inside a certain price point, ask them to customize a menu and share your budget. This is acceptable to ask.
AUDIO VISUAL • What presentation needs do you have? • Does the venue have an onsite Audio Visual company? – If Yes, great. Make sure and make contact with the company and find the lead contact for your meeting. • Are you showing a PowerPoint? – If YES: • Are you supplying your own LCD projector? – If YES: You will need an LCD support package from the venue which will include a screen, cart, and all needed cords. – If NO: You will need to rent an LCD projector and support package • Are you showing a video or have audio in your presentation? – If YES: Make sure that you order proper sound equipment to hook into a rented speaker or the existing house stand. Speak with your audio visual contact about this. • Do you need to work online? – Live videos that are online? – Links that show online systems, formats, processes? • If YES: Speak with your av contact on what you are doing online. If simply showing a page, the wifi should be sufficient. • If YES: Speak with your av contact on what you are doing online. If showing online systems that need to “work” it is suggested for a hard line internet order to make sure that you have the bandwidth to power your process – How many attendees do you have? Do you need a microphone? • Does the speaker wish to have a lavaliere microphone. Make sure and order it wired or wireless. • How many microphones do you need, how many speakers at a given time?
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– Techs Needed? • AV techs are a great asset to a meeting. It is suggested that the AV contact be at the meeting 1 hour prior to the start to run through all AV needs, test all equipment, answer any questions and make sure that all needs for the meeting are met. • If the AV tech finds all things well and it isn’t wished for a tech to be in the room for the full meeting, make sure you have a direct cell phone number or contact number for an AV contact who can assist you during the meeting. – Do you wish to have a podium?
SHIPPING AND RECEIVING • If you are having items shipped to the hotel make sure that the packages have the proper shipping information on the label. – Include the Venue Name, Meeting Name, Your hotel contact name, and your name. – Send items to arrive at least 2 days prior to the meeting. – Does the hotel charge anything for boxes arriving for the meeting? If YES, at the time of contracting ask them to receive up to 15 boxes for the group at no charge. – Track all items. – Contact the hotel contact and send them the tracking numbers and number of packages to make sure that they are watching and pulling your items. – Have them “hold” the items for you. – Ask your hotel contact to meet you the evening prior to the meeting to see the set, set the full room and have them deliver all deliveries to you in the room for ease of receiving.
SIGNAGE, BRANDING AND REGISTRATION ITEMS • Order a 24X36 sign to place on an easel outside the meeting room for easy location of meeting by guests • A 24X36 sign template is available for your use to have printed at a local print shop – The print shop can place the sign on foamcore, gator board, etc. • Ask the Venue for an easel prior to arrival or bring your own free standing easel for use at the meeting. • Use the branded tablecloth on the registration table outside the meeting room • Name badges – The template is available for your use – You can merge your data into the word document template or hand type the information – The name badge template is an Avery 5392. They can be purchased at office supply stores or online. It is standard. – You can print all names and information that have preregisterd and also print “Shells” that include your branding and the name can be printed onsite at the meeting or hand write with a black sharpie when they arrive unregistered.
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HOW
ROOM SET OPTIONS CLASSROOM (2 AISLE)
CLASSROOM (1 AISLE)
SCREEN
SCREEN
Request 2 people per 6 ft. table for comfort.
Request 2 people per 6 ft. table for comfort.
CRESENT ROUNDS
U-SHAPE SCREEN
No backs facing Speaker/Screen. Great for all day meetings.
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SCREEN
Not suggested for meetings over 26 attendees.
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BUILD YOUR RUN OF SHOW
Run of Show
Time
(how much time do you have to present in meetings?) Schedule presentations, videos, show and tell and Q &A. Don't forget to schedule breaks!
Presentation
8:07am
Welcome from the Distributor/Introduction of RBM RBM Welcome/ Opening Remarks/Objective Statement
8:12am 8:17am 8:32am
Kick off with Message from the President Industry Overview #2023Ready/Cooling Products
9:17am 10:02am 10:17am 10:21am 10:39am 10:49am
Heating Products Controls Break Controls Commercial New Product Highlight - IAQ Replacement Parts
10:56am 11:08AM 11:18am 11:8am 11:38am
Programs AIM Financing PUP Elite Dealer
11:58am 12:03 12:33pm 12:38pm 12:40pm 12:57pm 1:10pm 1:29pm 1:32pm 1:37pm 1:52pm
Marketing Your Business Lunch Advantage Preferred Vendors Resources - Go Sites Training Launch Kit/Literature
8am
Meaningful Close Q &A
# of slides
Length
Videos
Length of Video
0
7 min
-
-
0
5 min
-
7 34
15 min 45 min
Industry Overview w/J. Keppy -
4:40 -
38
45 min
Relentless Testing Video Canned Overview
3:12 4min
15 min 23 0 8
28 min 5 min 7 min
9 11 7 26
10 min 10 min 10 min 20 min
7
5 min 30 min 5 min 2 min 17 min 12 min 20 min
6 2 13 9 17 0
5 min 15 min
Canned Overview
4min
Air Purifier Video
5 min
Program Overview by G. Larson
12:00
Elite Dealer Dealer Recruiting Video
Passion Drives Us
1:06 2:45
3:00
RUN OF SHOW SAMPLE
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MARKETING
TEMPLATES
2023 DEALER MEETINGS SAMPLE AGENDAS HALF DAY MEETING 7:30 a.m. – Set Up 8:00 a.m. – Registration and Breakfast 8:30 a.m. – Meeting Kick Off 8:30 a.m. - 10:30 a.m. – Meeting Content, Presentation Topics
SAVE THE DATE DATE OF THE EVENT CITY, STATE
VALUED DEALER
10:30 - 10:45 a.m. – Break
The Dealer Meeting season is here, and we are happy to invite you to join us for an informative and exciting event.
Noon – Meeting Concludes
10:45 a.m. - 12:00 p.m. – Meeting Content, Presentation Topics
DEALER NAME: Invitee Dealer Name MEETING DATE: Your Meeting Date, Month, Day, Year MEETING LOCATION: Venue Name, Venue Address MEETING TIME: Start Time – End Time
FULL DAY MEETING 7:30 a.m. – Set Up 8:00 a.m. – Registration and Breakfast 8:30 a.m. – Meeting Kick Off 8:30 a.m. - 10:30 a.m. – Meeting Content, Presentation Topics
The agenda will be complete with product, programs, and industry trend information and sales building tools to continue your success today and in the future.
10:30 - 10:45 a.m. – Break
Register today, you will not want to miss this opportunity to join the PASSION DRIVES US 2023 Dealer Meeting Season. We would like to ask that you register to attend prior to Your Meeting Date, Month, Day, Year.
1:00 - 1:20 a.m. – Meeting Content, Presentation Topics
Thank you for your dedication and efforts, we look forward to seeing you soon!
10:45 a.m. - 12:00 p.m. – Heating/Cooling Q & A Product Team Noon - 1:00 p.m. – Lunch 1:20 - 1:50 p.m. – Meeting Content, Presentation Topics 1:50 - 2:00 p.m. – Break 2:00 - 4:00 p.m. – Meeting Content, Presentation Topics 4:00 p.m. – Meeting Concludes
Your Personal First and Last Name Distributor Company Name
PASSION
SAVE THE DATE TEMPLATE
FIRST NAME
FIRST NAME
FIRST NAME
FIRST NAME
FIRST NAME
FIRST NAME
First Name Last Name Company Name City, State
First Name Last Name Company Name City, State
INVITATION TEMPLATE
AGENDA TEMPLATE
First Name Last Name Company Name City, State
First Name Last Name Company Name City, State
2023 DEALER MEETINGS
First Name Last Name Company Name City, State
First Name Last Name Company Name City, State
WELCOME
NAME BADGE TEMPLATE
Individual brand templates are available on HVACpartners.
24X36 TEMPLATE
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