Koch Air | Carrier Residential Dealer Programs
GETAWAY
KoCH AIR FLEx PoINTS | $2,225 PER CoUPLE
RESERVATIoNS ARE REQUIRED BY JULY 14, 2016
rwtdCtChhaoiheiertnehynaksgtratulnaheyrr’tseostiegtumolWsa’av-nemlioel.naelpddCnrtr-i”heailtimcast’vs.hreaslsTaetlnerthrsseudatiiecsoocbtknntsiesa,sirnac,St,htktoRSehnuipheniptgeahplthtnaitCamtic,sBsaeehptur:.otatColBmlesihnutero.aatxhsrpjosuilsee-rsdssratietreoab-cnndpeictrecbyaedaowtuthahnstasreeettcsgeaathiseprnir,npsniatseoeSgpaveoeaollsustoSittvkhaooeynuCmdtrhcaeaerst—hnomtaeylieunadatrafeatinfercnftiereeittsrbasye,le,lnii,lsntlciutttopemywbrrpeoabaesuslrsetdcitnshohttgeofoitetnshcrcheaoetovmluewpereblseaer,loraaksyfnst.eosd:Auuiictsansjouvynhesaotteeu“rwmGmiwtoaiopgargndohleek-,t
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wwvnMWiieaegahlawhriklileotsitnlhinfgioenoHffdtCCohCistahhehttaaala,hrrnrltlaelechessseesttmtooooonnnfan,’ldt’syshyeechohChiuigmsu’hlthloara-cergrrihilxcnsepeissafeittcthoerteroineeantpnecotlcltnegiieoesnan,uroCsadnf.hnestLahtnueoresrlbcep,seasaholttlsoeouusudntmehs’sdd’esmohvmpwaisirennuteowstsmoriesoiwciuenonmrdsf,ocisstnai,httrineaeMicdnshtat..iifrqsaRiotumoinseroiinScsugqhshuo1ahap2rarsbers,bo,tolroothrrcdi,eeauspFlr,rirbnotahogvneuicdythiiiosqnouguMtreeealssoart,iafsorfyeyensraaHsttacosutctphereaeelsncissFttsartwa,ocinautthcnlhaiidnesr
INCLUDED IN THIS TRIP PACKAGE: 47
• Round Trip Airfare/Transfers: Round-trip to Charleston, South Carolina from your choice of several departure cities
• Hotel Accommodations: at the luxurious Francis Marion Hotel located in the Historic District of Charleston
• Group “Welcome” Party
*aNcottivaitlileascatinvditieuspgarraedinecsl.uded with the incentive trip. Dealer will be responsible for additional cost on optional
Koch Air | Carrier Residential Dealer Programs
FUN iN ThE SUN
5 NighTS: $4,695 PER COUPlE | 7 NighTS: $5,995 PER COUPlE
RESERvATiONS ARE REQUiREd BY JUlY 14, 2016
rPtaaivrkseieeuprsgaaarp-erclaawtcnohecitbueaents/dtashetneusdntEinbnxeeacdateioclalnhen)no,dcnaeacMwRlaeeivsxdisiecicbroae’ascCllRa-asuinvusciieetuernaKMoMReceadhsyitoaeArrticrra&oinasSeshapt.enaa-s(dwteywldewrt.oeesxCocraetnlolcefunsnctu,ecrMecseoox, ritctisleo.c!aoTnmhdi/smreaesrxobcrtliesti/,nesgxitcugeaeltlteeandwcoaeny-
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Tkfiatanykeaesksaindcgve,ansntentaro.grkeeloinf ga,nsycnuubma bleesrsoofna, cwtaivtietirespoolno,syeoagao,r tshaenmdeonffiegrhetds,abteEaxcchelvleonllecyeb: aslal,ilianngd, wainfudllsyuerfqinugip, pseeda
ThE ExCEllENCE RiviERA RESORT All iNClUSivE PlAN iNClUdES:
• All meals in a choice of 10 exquisite restaurants • Non-motorized water sports
• Unlimited premium alcoholic beverages and soft drinks • Fully-equipped fitness center
• 24-hour room service • All taxes and gratuities
• daily activities & nightly entertainment • Free Wi-Fi
iNClUdEd iN ThiS TRiP PACKAgE:
• ROUNd TRiP AiRFARE/TRANSFERS: to Cancun from your choice of several departure cities
• All-iNClUSivE RESORT ACCOMMOdATiONS: at the Excellence Riviera Cancun Resort & Spa
48 *Not all activities are included with the incentive trip. dealer will be responsible for additional cost on optional activities and upgrades.
Koch Air | Carrier Residential Dealer Programs
Carrier SIGN UP NOW!
FINANCING CARRIER CONTINUES TO INVEST MORE IN
PROGRAMS FINANCING IN 2016
WELLS FARGO
Carrier’s VISA Retail Financing Program with Wells Fargo allows your customers to
apply for a Carrier VISA card at the time of sale - enabling them to receive great rates
on their new purchase of Carrier equipment. Financing through Carrier's Wells Fargo
program offers competitive rates, plus a large range of choices and tools to engage
homeowners throughout the sales process, making selling easier for you, and buying
easier for your customers.
Dealer Benefits:
• The average sale with retail credit is higher than the average cash sale
• Tafafokerdaadbvleanfotar gheomoef oswelnlienrgs monthly payments versus total cost, making it more
• Fast credit approval and hassle-free settlement
• Wide range of financing terms with prompt credit decisions
• Easy-to-use customer application and payment forms
• Special financing offers during Cool Cash promotions
• Online training, process, & reporting
• No enrollment fees or non-usage fees
• Quick electronic funding to your bank account
*Please note that interest rates and promotional offers occasionally change.
Check on HVACpartners for current rates and offers.
Consumer Benefits: Factory Authorized Dealer
• Simple credit approval process EXCLUSIVE!
• Immediate credit upon upon approval
• No exhausting the credit limits of other credit cards
• Affordable low monthly payments
• No pre-payment penalties
• Special seasonal financing offers
Additional Details FOUND ON HVACPARTNERS: FADs have
• Current financing offers/rates • Advertising requirements & disclosures
• Long-term promotions • Personalized financing link for your website YEAR-ROUND
• Payment estimator • Applications for dealers and consumers Financing
Reimbursements!
For additional details on Wells Fargo, or to enroll in the program, visit HVACpartners.com >
Marketing Tools > Programs & Promotions > Incentives & Financing > Consumer Financing.
*For Wells Fargo's 2016 StandseaerdpRaagteess 1a0n1d-1F0A8Dinfutlhl-eyePaorlifcinieasn/cFionrgmpsrsoegcrtaiomn.details + reimbursement grid, 49
Koch Air | Carrier Residential Dealer Programs Microf is a
Carrier Corporation
ALTERNATIVE
EXCLUSIVE!
FINANCINGPROGRAMS
DID YOU
Microf
KNOW?
What do you do when a customer doesn’t qualify for traditional financing and can’t
pay? Microf is a relationship-based company that was established to accommodate 90 mThielrleioarne rsoyusghtleyms
the growing demand for more flexible finance options surrounding the replacement of
residential heating and cooling systems. Microf provides an EXCLUSIVE, non-traditional, 70o%vbeourtinfa1cp0ciprycroouexnlaaimtrsioasuntemolyledr,s
competitive and convenient rent-to-own financing option for your customers who meet
minimum financial standards or have low credit scores. This solution enables you to help haofofvrceuanlsfehosrreessseteehrvnaeensxop2newnhsaeenesdk. s
more homeowners restore their heating and cooling needs, with an affordable monthly
payment.
With Microf, customers receive quick response times and multiple payment terms with
no minimum credit score required. Microf will support you and your customers with a
quick and user-friendly application process, a flexible product offering and specialized
HVAC expertise.
benefits of the microf program:
• No credit score or approval required
• Ncaordn,eoerdbtaonakcaccecsosuenxtisting funding sources such as home equity line, credit
• No down payment required
• 100% financing available
• MULTIPLE DISCOUNTS to increase product competitiveness
• cQoumicpklerteesdpoanpspelictaimtioens (usually within 24 hours) upon receipt of homeowner’s
• 35 month, 47 month, or 59 month payment terms PLUS a Guaranteed Purchase
Option payment
• Monthly payment discounts and early purchase options available
*There is no recourse and no cost to the HVAC contractor.
NEW FOR 2016!
You can now finance Non-Koch purchased items thru Microf! There will be a $250
fee per job charged to your Koch Air account for any Non-Koch unit installations.
• Example: Coleman mobile home furnace, etc.
MICROF CONTACT INFORMATION:
Drew Moore | P: 855-642-7631 | [email protected] | www.microf.com
To enroll, visit www.microf.com, or contact your Territory Manager
*Microf Training Courses available SPRING 2016 on Carrier's MyLearningCenter.
50
Koch Air | Carrier Residential Dealer Programs
ALTERNATIVE
FINANCINGPROGRAMS
FTL FINANCE
FTL Finance is a valued financing partner that offers convenient fixed interest rate financing for
residential HVAC equipment purchases.
Dealer Benefits: Consumer Benefits:
• Easy Registration • Personal evaluation of their entire credit history
• Free-to-the-contractor programs • Low interest rate after the deferred interest period
• No monthly or yearly minimums • Easy to read and understand documents
• Total review of consumer credit profile • No default interest rate or prepayment penalties
• Fast loan decision
• Dedicated account manager
• Simple online application and documents
FTL FINANCE LEASE DEALER
The FTL Finance Lease is an installment loan with a $1.00 buyout at the end of the term. This is not
a traditional lease, FTL Finance does not take the product back. FTL Finance Lease includes: BENEFIT
• Competitive fixed rates from 13.9% to 18.9% Take advantage of
• Fixed term up to 7 years Koch Air's
• Fixed payment
• Loan amounts up to $35,000 Blue Hawk
• Deferred interest plans available for 90 days, 6 months, and 12 months
membership
***(plans not available in all locations)
• Regular financed contracts at no charge to the contractor with access to
FTL ESC Card finanecxincgludissicvoeunts!
The FTL ESC card is a revolving credit account between you and your customer.
*See rates sheet on
• THIS IS Not a TRADITIONAL credit card - the FTL ESC card keeps credit available pages 109-110 in the
for future purchases with your company Policies/Forms section.
• Non-Promotional rate of 17.9% 51
• Amounts up to $35,000
• Deferred interest plans available 6 months and 12 months
***(plans not available in all locations)
To learn more about FTL Finance or to sign up:
FTL Finance | www.ftlfinance.com | 820 S. Main St., Ste #300 | St. Charles, MO 63301
Toll free: 800-981-9032 | P: 314-469-8951 | F: 314-744-8738
*For FTL Finance's 2016 rates, see pages 109-110 in the Policies/Forms section.
Koch Air | Carrier Residential Dealer Programs
ALTERNATIVE
PAYMENTPROGRAM
Payzer
Payzer is the All-in-One Financial Tool that helps you grow your business. Payzer's mobile
and cloud based platform allows you to accept credit cards, debit cards, and electronic
checks in the field or at the office with real-time tracking across your organization, as well
as providing instant financing up to $55,000 using a mobile phone, tablet, or PC. Payzer
offers competitive rates for credit and financing and requires no sign-up fee, no contract
and no cancellation fees.
PAYZER FEATURES:
• Online and Mobile Payments
• Credit and Debit Card Acceptance
• Card Swipe Technology
• Easy, Instant Financing
• Recurring Payment Plans
• Electronic Invoicing
• Debit Purchasing Cards
• Real-Time, In-Network Payments
• Quickbooks Integration
Whether you're at the office or in the field, you can manage it all!
• Your customers can apply for multiple promotional loan offers using the mobile app, through
the Payzer system or directly from your website.
• Take payments by credit, debit, or electronic check with their secure mobile card reader.
• Get paid onsite or at the homeowners location.
• Set up recurring monthly payment plans for your customers and get paid while you sleep
- Payzer’s secure virtual vault takes care of the security.
• Issue your own employees and subcontractors debit purchasing cards so they can make
purchases you can fully track and manage.
To learn more about PAYZER or to sign up:
PAYZER | www.payzer.com | P: 866-488-6525
52
Koch Air | Carrier Residential Dealer Programs
C A RRIER
FACTORYAUTHorIZEDDEALER
Carrier’s Factory Authorized Dealer endorsement promotes “the best of the best”, providing a distinction in the
marketplace that rewards dealers for their drive and determination.
Benefits exclusively reserved for a Factory Authorized Dealer include:
• hAetloplly-foreueacnusswtoemr aenryseqruveicsetionnusmber with extended hours to • Carrier Dealer Hall of Fame nominations
• Access to an enhanced FAD marketing kit • Income Extension
• Eligibility for President’s Award • 100% Consumer Satisfaction Guarantee
• Yoneasre-rleocutnodffperresferred retail financing reimbursements – • Cool Cash instant rebate option
• WbFiarassrtemrdeTcoronamnthsmefeecrnosdneasletuiocmntieotron’stwhsheeeacnrocanhsFcuArmiDteeririsafoarreeaacsohnDaebalelecrhLooicceator • Preferred pricing
• $900 Carrier University credit • Business development retreat
• Free technical training • Koch Proposals
• Upepritoodfive free truck decal kits for your dealership per program • ReviewBuzz
• Express Caller Pass
• Locator Link
• Additional Carrier Savings Network discounts
• Energy Expert certification
The Ultimate in Cool.
The Ultimate in Carrier® Expertise.
CARRIER®
SPECIALISTS
100%
SATISFACTION
GUARANTEE
Your Carrier Factory Authorized Dealer represents the highest level of service 53
and expertise. Guaranteed.
Koch Air | Carrier Residential Dealer Programs
C A RRIER
FACTORYAUTHorIZEDDEALER
PROGRAM REQUIREMENTS
Dealer Size Dealer’s annual residential equipment purchases are in excess of $80,000
(current FADs are grandfathered in regardless of size).
History as a carrier Dealer Dealerships are eligible in their second year as a Koch Air / Carrier Dealer.
FINANCIALLY SOUND Dealer account must be current and in good standing with Koch Air.
Brand Loyalty Dealers may participate once they have achieved at least 95% loyalty. The loyalty
requirement applies to primary Carrier residential and light commercial equipment
(up to 25 ton), Carrier system product and Carrier accessory purchases at the time
of FAD enrollment and during the entire program period.
50% Soef rsveicrveicteecthencihcniaicniamnussNt pAaTsEs®thCeeNrtiAfieTdE®orcuonreioenxcaamrdplcuesrtoifnieedh.eating or one
Technician Certification • cooling exam.
• Technicians who are unionized are considered pre-qualified and are not
mandated to take NATE® exams. However, a copy of each technician’s
union identification care must be presented with the FAD application.
Carrier University Training FADs must complete the required number of Factory and Distributor training hours
per calendar year. See sales certification requirements on next page.
Business Practices aUrpehcooldnsainstdenmtawinitthaitnhethCeahrirgiehreismtaingteegarnitdy cofotnhseumCFeAr’sDebxupseincetastsiopnrsa.ctices that
Dealer shall secure and carry, as a minimum, the following insurance coverage
Insurance throughout the entire program period: General Liability Insurance & Workers
GOfufaerra1n0t0e%e Satisfaction Compensation with Carrier Corporation listed as an additional insured.
Display FAD logo Dealer states 100% customer satisfaction to all of their customers in writing on
all Carrier product AOR installations. The 100% Satisfaction Guarantee is not
54 applicable to Energy Expert audits or services.
The FAD logo must be displayed on one of the following: service vehicles,
website, uniforms, signage, or advertisements.
Koch Air | Carrier Residential Dealer Programs
CArrier® energy experts C A RRIER
Ask A CArrier energy expert
to do A 360° on your home.
FACTORYAUTHorIZEDDEALERit’ll never be the sAme.
NEW FADs must complete the required number of hours per calendar year of Carrier
University classes taught by Carrier approved training vendors. Additional
ReTqruaiirneminegnts factory courses can be found on My Learning Center. FADs must also complete
the required number of hours of Distributor (Koch Air) conducted courses.
Distributor courses can be technical, sales, business or service.
2016 CARRIER FAD TRAINING REQUIREMENTS
# Trucks per dealership fACTORY tRAINING dISTRIBUTOR tRAINING
Dealership: 1-5 trucks 8 hours / 1 day 12 hours / 1.5 dayS
Dealership: 6-10 trucks 12 hours / 1.5 days 16 hours / 2 days
Dealership: 11+ trucks 16 hours / 2 days 20 hours / 2.5 days
*Not all courses taught by Factory employees are eligible for FAD credit.
A FAD distinction communicates to consumers that you are a dealer who embodies excellence – who delivers
on his promise day in and day out. It focuses on delivering real service – improving customer satisfaction with
the Carrier brand by diligently evaluating and improving business practices at all levels. It represents a set of
standards and integrity the dealer honors and the consumer will trust.
55
Koch Air | Carrier Residential Dealer Programs
Example of Certificate of Liability Insurance
Insurance Broker
Company Name (Dealer)
Address
City, ST Zip
XXX 00000
XXX 00000
SAMPLE
XXX 00000
*
XXX 00000
XXX 00000
Carrier Corporation.
CBC2ai9FArnBC2CDgrI9iaFhinnAradeAIgrnrudmiDhedsmtarutCoiAmCsonnrdtr,iitormoiapsranpitolNnl,orYrPiNsrPaaaatYttarrtar1iiiko1tk3ooinD3o9nn9nrD004r4ive < Table of Contents
7
* Workers Compensation is required as per state law in which the dealership does business.
Carrier® Factory AuthoArizdeddrDeesaslertol i20n1c5luDdisetriabustocreGrutiidfe icate holder
56 Carrier Corporation: Confidential And Proprietary Information. For Distributor Use Only. Not For Further Distribution.
Koch Air | Carrier Residential Dealer Programs
guidelines for 100% satisfaction guarantee claims
PLEASE NOTE:
FADs are required to offer 100% Satisfaction Guarantee on all
AOR installations. Please be sure to provide homeowner with a
100% Satisfaction Guarantee form at time of installation.
System/unit to be removed and purchase price refunded to consumer
OR
System/unit to be removed and replaced with another system/unit of the same model
1. Customer is dissatisfied with the product.
2. Dealer tries to correct the problem to the customer’s satisfaction. Customer is still not satisfied and requests a
replacement/refund. The distributor service manager must be involved prior to system replacement to assure all
technical and application issues are addressed.
3. *After the dealer obtains the distributor service manager’s approval, the dealer replaces the unit/system with a similar
unit/system and removes the existing unit/system OR dealer refunds customer the price of the unit/system (as stated on
the 100% Satisfaction Guarantee form; this will be a 2 part form—one copy given to the customer during installation and
one copy retained by the dealer) and removes the existing unit/system. It is the distributor’s responsibility to qualify or
dispute the removal of the existing unit/system.
• Distributor sales manager should engage the TSM before granting approval to the dealer to proceed.
4. It is recommended that the dealer leave the removed unit/system with the distributor for distributor todonate to a trade
school or to use in their own training lab. The removed unit/system cannot be re-sold under any circumstances either by
the dealer or by the distributor.
5. Dealer enters a claim in ServiceBench® referencing Bulletin #WTY020008 or WTY020008R. A copy of the
homeowner’s registration form must be attached to the claim.
• WTY020008 is used when replacement has been requested by the homeowner.
• WTY020008R is used when a refund has been requested by the homeowner.
6. Claim will be routed to the distributor for review and confirmation that all program requirements have been satisfied. If a
refund has been requested, a copy of the equipment invoice from the distributor to dealer must also be attached. Upon
distributor claim submittal, the claim will then be routed to Factory Warranty Administration.
57
2.
3.
4K.o ch Air | Carrier Residential Dealer Programs
5.
6.
7. The factory review process will include:
• Confirmation that the Homeowner’s Registration Form is attached to the claim
• Model and serial number on claim matches model and serial number on the Homeowner’s Registration Form
• Dealer information on claim matches dealer information on Homeowner’s Registration Form
• Correct Bulletin Number has been referenced on claim
• Like for like unit exchange
• Claim approval by TSM
8. Factory processes the claim per standard warranty guidelines and credits the distributor the price at which the unit/
system was sold to the distributor.
9. The distributor then credits the dealer the amount paid by the dealer for the existing unit/system. Timing of refund or
credit to the dealer is at the distributor’s discretion.
*If system/unit is to be removed and replaced by an upgraded system/unit – after obtaining distributor service manager’s
approval – the dealer removes the existing unit/system and installs the upgraded/higher-end unit the customer chooses.
CUSTOMER IS RESPONSIBLE FOR PAYING THE DIFFERENCE IN THE RETAIL PRICE OF THE UPGRADED UNIT/SYSTEM
INSTALLED AND THE EXISTING UNIT/SYSTEM THAT IS REMOVED.
NOTE: The 100% Satisfaction Guarantee is not to be used in situations where a regular warranty will suffice. Refund
or replacement under the 100% Satisfaction Guarantee is only to be used as the final step when all other means of
resolving a problem have failed.
NOTE FOR GEOTHERMAL INSTALLATIONS: The 100% Satisfaction Guarantee applies only with respect to above-ground
equipment. Any costs associated with purchase, installation, or removal of the earth loop are not covered under this program.
NOTE FOR CARRIER ENERGY EXPERTS: In the event dealer is a Carrier® Energy Expert, dealer shall not provide a
one-year 100% Satisfaction Guarantee on any Energy Expert audits or services; and must state in writing, to all Energy
Expert customers, that the 100% Satisfaction Guarantee does not apply to such audits or services.
58
Koch Air | Carrier Residential Dealer Programs
Frequently Asked questions
Why should I be a Factory Authorized Dealer?
1. Carrier University – Carrier University offers Carrier Factory Authorized Dealers the most comprehensive training in the
industry. Specifically, we offer business and sales training that is designed to improve customer satisfaction, sales and profits.
2. FAD Advertising – Exclusive ads are available for Carrier Factory Authorized Dealers. The ads promote the dealer’s factory
endorsement along with other consumer benefits associated with FAD, such as the 100% satisfaction guarantee. These ads,
available for local media placement, are available in many print formats along with tag-able radio and television formats.
3. Distributor Value Proposition – The distributor builds value for the FAD initiative at the local level. This is done through
adding benefits that are needed to serve the needs of local market conditions.
4. Carrier Savings Network Program Discounts – These discounts allow Carrier Factory Authorized Dealers to take
advantage of the purchasing power of United Technologies. To date, dealers have saved hundreds of thousands of dollars with
our discounts through companies such as these:
• BP
• Ford
• Shell
• Staples
• Sprint/Nextel
5. NATE Certification – Carrier was the first manufacturer in the industry to require NATE Certification. This has proven to be
a key selling point with consumers, as thousands of our service technicians and installers have become NATE certified.
6. Customer Care – Carrier’s customer satisfaction program, Customer Care, not only offers consumers peace of mind, but it
also offers Carrier Factory Authorized Dealers an opportunity to evaluate their businesses with unbiased feedback from customers.
Customer Care also serves as a source for leads via customer referrals and consumers expressing interest in service/maintenance
agreements. Online reporting is available through www.hvacpartners.com.
7. 100% Satisfaction Guarantee – Carrier’s 100% Satisfaction Guarantee is a promise from the dealer, the distributor and
the factory that is unmatched in the industry. Consumer peace of mind with the 100% Guarantee has proven to be a great selling
tool.
8. Customer Loyalty – The previous items all lead to increased customer loyalty, which leads to the #1 reason to be a Carrier
Factory Authorized Dealer.
9. Increased Sales and Profits – By combining all of the elements of Factory Authorized Dealer, we can achieve sales and
profitability that is second to none. This is done through training that leads to higher average sales, technical certification that
equates to installations that are done right every time, the Carrier Savings Network discount program that offers money-saving
benefits, and a customer satisfaction program that leads to improved performance and lead generation.
Why do I have to use the 100% Satisfaction Guarantee?
The 100% Satisfaction Guarantee is one of the key selling points of the FAD initiative. Consumers see tremendous value in a
dealer and a manufacturer being willing to stand behind their products and installation in writing. Before FAD, most dealers we
spoke with would honor such a guarantee; however, they didn’t put it in writing—compromising its value as a sales tool. While
many were concerned of the liability surrounding the guarantee, this has proven to be a non-issue.
59
Koch Air | Carrier Residential Dealer Programs
Reach for the stars
potential award designations for Factory Authorized Dealers
PRESIDENT'S Award Components: PRESIDENT’S AWARD
• Each winner receives a custom created trophy for display The President’s Award is an annual award to a select group of
in their showroom Carrier Factory Authorized Dealers who achieve high scores
on a set of criteria established each year by the Carrier brand.
• Carrier’s public relations firm will develop a media release
for each winner and provide placement assistance In addition to the awards and recognition, each President’s
Award winner will be invited to serve as part of a national
• Each President’s Award winner will be showcased on the sounding board to the Carrier brand leadership team to help
Carrier.com website as a Featured Dealer further FAD program enhancements and contribute toward
improvements to brand initiatives and its dealer support
• Winners will be featured in other brand public relations programs.
initiatives throughout year
The President’s Award uses a weighted matrix that levels the
• The President’s Award is dated for a specific year, which playing field among dealerships of all sizes. Because the
must be included when it is promoted by a dealer in local awards are based on achieving a minimum number of points
marketing efforts against a pre-determined set of standards, all dealers who
achieve that minimum score or above receive the award.
• Only Factory Authorized Dealers are eligible for the award
Pas••t & AAPnirrteoCnso'emsnfAotirrtKCSooenrcvdihictieoAniirnghaonndoHreaeteinsginclude:
CARRIER DEALER HALL OF FAME •••• BABBrereyell--aaOOnHtCSeHaoaeloteailnsitnignaggnaadn&ndSdCeAHorivroeiClcainetoignnIgndcitioning
••• HFCuerytnussrteoanlAHRireeoabtiinngsoannCdoCooling
Created to honor the principles established by the Father of Air •••• MJLPISSraenciEisdktheheedSlrlrabAlhsPeureitlriHtuonkNHemwekaoelnblHtwaIiieHnnntiagcgnetg,ai&nHtaignAeng&aidrt&iACn(DCgAoeoiaralinnledgrAHiralCl oofnFdaitmionei)ng
Conditioning, Willis Carrier, the Carrier Dealer Hall of Fame is a •••
formal recognition of individuals for their long-standing loyalty to •• VWoilgliealmHseCatoinmgfo&rtCAoIroling
the Carrier brand and who meet the following criteria: • Williams Heating and Air
• A minimum of 20 consecutive years of Carrier service
• A Factory Authorized Dealer
• Nearing the end of his/her career, as this is a lifetime
achievement award
Nationwide, only two or three dealers are honored each year. Hall
of Fame inductees are featured in the Hall of Fame display area at
Carrier Residential Headquarters in Indianapolis, Indiana, as well
as on HVACpartners.com.
60
Koch Air | Carrier Residential Dealer Programs
Carrier
INCOMEextension
The Executive Income Program is funded by Koch Air and Carrier Corp. for the benefit of dealer principals after retirement and to their
beneficiaries after their death. There is NO COST to the dealer for this program. The Income Extension Program is available to Factory
Authorized Dealers and offers a lump sum payment at age 65 with the option to receive payment as early as age 62. There are increased
benefits with increased purchases, and a pre-retirement death benefit is part of the program. A yearly statement outlining your earned
benefits is provided. Dealer participants can log on to www.CarrierIncomeExtension.com to view and/or print the dealer’s statement.
You are also able to view which tier level you are in as well as your annual purchase amounts.
Requirements: • All designated Carrier brand equipment
• Advertise and identify with only the Carrier brand
• New participants must be a Factory Authorized Dealer
• Minimum purchases of $50,000 per year
• 75% Carrier purchase loyalty
SCHEDULE OF BENEFITS MAXIMUM PURCHASE LEVEL LUMP SUM BENEFIT
TIER MINIMUM PURCHASE LEVEL
$49,999.99 $0.00
0 $0.00 $99,999.99 $348.50
1.0 $50,000 $199,999.99 $697.01
1 $100,000 $299,999.99 $1,394.01
2 $200,000 $399,999.99 $2,648.62
3 $300,000 $499,999.99 $4,460.83
4 $400,000 $749,999.99 $6,830.65
5 $500,000 $999,999.99 $10,245.98
6 $750,000 $1,499,999.99 $13,661.30
7 $1,000,000 $1,999,999.99 $20,491.95
8 $1,500,000 $27,322.60
9 $2,000,00+
The deferred income benefit credited to a Participant for a Program year is based upon the net of final prices of Carrier
Designated Products purchased and paid in full by the Dealer during such program year ("Annual Purchase Level").
Participants do not receive credit for discounted, returned, or unpaid Dealer purchases.
Dealer participanYtsocuacnalnogalosnotaocwcwesws.cparrorgierrainmcocmhaenegxeteannsdionre.cqoumesttofoviremwsafrnodm/otrhperiwntepbasritteic.ipant statements.
Or contact: 61
Todd’s IT | 401 SW Water St., Suite 110 | Peoria, IL 61602
P: 309-740-2815 | E-mail: [email protected]
Koch Air | Carrier Residential Dealer Programs
Carrier
ENERGYeXPERTS
CARRIER ENERGY EXPERTS PROGRAM
Backed by Carrier support and resources, certified Carrier Energy Experts will have automatic marketplace differentiation.
You will be able to serve an expanded customer base, since you’ll benefit from sales to customers who may not ordinarily
need HVAC products and services.
The Carrier Energy Experts certification process has been designed by a team of industry leaders to help you as a Carrier
Factory Authorized Dealer to confidently seize a brand new business opportunity – home performance contracting – and
to firmly position your company for success.
Make no mistake, the HVAC industry is watching the home performance contracting trend very closely – and has been for
many years. Your competition most likely would like to be able to participate, and may even be trying – but without the
right preparation, experience, relationships, certification, and resources, it can be a struggle.
Carrier has done the homework for you. We’ve learned from others’ mistakes so you don’t have to. We’ve researched,
studied experimented and analyzed. And the Carrier Energy Experts program is the result. The Carrier Energy Experts
program will equip you with the depth of knowledge, the sophisticated tools, and technical and business skills you need
to enter the market as an Expert, rather than having to settle for trial and error.
Carrier developed the Carrier Energy Experts program to give you an edge – so you can continue to define your business as
an industry leader, to further distinguish your company from the competition, and provide your customers with the standard
of excellence they’ve come to expect from you as a Carrier Factory Authorized Dealer.
CArrier® energy experts
For more information visit: Ask dAoCAAr3r6i0e°roeFHnnuVyenAordaguCmry –eehnxotHpamelee#ra.1tting & Air Cond
to
HVACpartners Marketing Tools Programs & Promotions Factory Authorized Dite’alllenr everCbaOserervitgeehmrre5eE4nsn%tAeomrofgfetyhh. eoEmxHpeoemernetsePrgeyrfocromstasnfcaell
This presents a significant opportuni
who can rise above the competition
your home CAn be more ComfortAble And industry. You’re already there. Your affi
more energy effiCient…All the wAy Around.
TEyohauecrrhehooanmreeet.ihsreceritbicaaslictofutnhdeaomveenratalllsctohmatfosrutpapnodrt eHnoemrgeyPeefrffiocriemnacnyceo.f Carrier and your designation as a Fac
Dealer ALREADY make you uniquely q
as an expert.
Fundamental #2
o Do you have hot or cold spots in your home? Air Filtration / Distribution
WHOLE HOME PERFORMANCEo Is the air in your home too dry or too humid? In typical houses, about 20% of the a
o Do some rooms need to be dusted more often than others? duct system is lost due to leaks, holes
So how can you capitalize on this fund
o Do some rooms feel stuffy? AIR THE contracting? As a Carrier Energy Expe
specialized, state-of-the-art technolo
HVACo Have allergies or asthma become issues for your family? FILTRATION/ HOME
o Are your energy bills higher than they should be? DISTRIBUTION ENVELOPE
If you answered “Yes” to any of these questions, we can test ductwork. If you’re not already in
help you by conducting a Carrier® 360° on your home… and sealing ductwork, you can have
because we’re Carrier® Energy Experts! © Carrier Corporation 2/2012 specialist so that the remediation fal
www.carrier.com 1-800-CARRIER business. So your answer to your cu
help you with that!”
A member of the United Technologies Corporation family. Stock Symbol UTX.
62 tHere are tHree basic01-811-20351-25 fundamentals tHat
suPPort Home Performance contracting.
1) HVac Fundamental #3
The Home Envelope
KOCH AIR | Carrier
ADVERTISING
& MARKETING PROGRAMS
The Future - Ours for the taking.
koch air | Carrier Advertising & Marketing programs
MARKETINGASSISTANCE
The past few years there has been a period of change: not only economically, but also by a
fundamental shift in consumer habits. People still need air conditioning and heating services.
But how they buy and how they choose a contractor for these services – has changed.
Appropriately adjusting the “balance” of your marketing is the key.
Smart HVAC contractors understand that many marketing avenues of old – for example, yellow
pages advertising – have lost much of their effectiveness. And that some newer forms of marketing
– for example, via the internet – are very productive. Yet sometimes a traditional form of advertising –
newspapers, radio, direct mail, home shows – may be most effective investment, while certain forms of
“internet” advertising are a waste of your hard earned dollars. Even what you promote has changed –
think financing and monthly payment options!
It’s not easy being the boss.
You have to run a business – every aspect of your business: operations, finance, sales and marketing.
You can’t be an expert in all four areas. But we can help. The Koch Air sales and marketing team, along
with its strategic marketing partners, work with HVAC dealers all over. Our accumulation of knowledge
about the region’s most efficient and productive marketing initiatives – coupled with the resources of
Carrier – can work to your advantage. With a generous structure of co-op dollars available for dealers
who purchase $50,000/year or more in Carrier residential products, we can assist our dealers in
developing customized marketing programs that are targeted to achieve their goals.
The pages in this section show a cross-section of some of the marketing initiatives that your fellow
dealers have chosen using their Carrier co-op dollars.
To learn more, and to begin “getting in“ on the marketing knowledge base shared by Koch Air’s
most savvy HVAC dealers, contact:
Amy Watson Stephanie Reininga
812.9M62a.r5k2e2ti0ng| Manager Marketing Coordinator - Residential
P. F: 812.962.5310 P. 812.962.5287 | F: 812.962.5310
[email protected]
[email protected] 63
koch air | Carrier Advertising & Marketing programs
M a r k e t i n g y o u r com p a n y d u r i n g t h e
buying decision process
STEP 1: NEED RECOGNITION Step 5: Post-Purchase Evaluation
reIflastaiotinssfiheidp, awnildl cgoivnetinreufeerwraitlhs.
A person becomes aware of a
need, service or replacement. Objective:
Create brand/dealer advocates.
Objective: mparioCltiongogrenasntmi,nsfu,uornelleoetwwocAo-scumcloepnptttpnelieoehrtscoen,tnsc:wealeitctiahsanflrale&cofterciorshrnuae.rlcvkey
Build top-of-mind awareness for
Carrier and dealership.
Market yourseAlfcaltl iyoenar:to keep name
top-of-mind.
Step 2: Information Research Step 3: Evaluate Options Step 4: Purchase
Internal: Memory, prior relationship Homeowner calls for quotes, asks Once a person is confident and
External: Referral, internet, advertising. for options. comfortable in the information/process,
Objective: Objective: action results. If not confident, may
Effectively communicate products, Become the “expert” consumers turn return to Step 2.
services, and differentiation. to solve their problem. Objective:
wBeebcsowimtheme, rsueonccitioyaAnlscsmputoemindoesianros,r:shahoreimpsleo,osekhticon.wg:s, satEeoexsnottsprlsyauroro(esufltierketsshepesailtitofanniabnyasleoAlaatualcslnrn)mtdpeaierxotrohdpenpeieaho:re,tes.xyalppPolferupuerlrtsao.terocenGetsossahsettioheotwoenn Make purchase decision easy.
videos or walk through a demo. Action:
Help give consumers confidence in
their decision by offering financing,
rebates, explain all details.
64
koch air | Carrier Advertising & Marketing programs
Carrierconnection
NETWORK
As a loyal Carrier dealer, you earn co-op marketing funds with every purchase
of residential Carrier equipment from Koch Air. To help you maximize your
co-op dollars, Koch Air has created the “Carrier Connection” network of
preferred providers.
Look at the benefits:
• When you use the Carrier Connection program, you have access
to a group of highly qualified advertising professionals
• We provide you with expert marketing consulting and assistance
to help you make the marketing choices that are best for your
business
• No matter what kind of marketing and advertising you wish to do,
we’ve probably done it before, and can show you samples of
successful programs – or help customize an initiative just for you
• Lean on the pre-negotiated plans from the Carrier Connection
vendors and save time seeking proven marketing programs
It’s no wonder many of our residential dealers are already using vendors
in the Carrier Connection program to generate leads and maximize their
marketing dollars. Join the best for 2016…ask for more information.
NEED MARKETING ADVICE?
Samples of marketing initiatives are shown on the following pages. Call
Amy Watson at 812-962-5220 or Stephanie Reininga at 812-962-5287 to
schedule a meeting to learn more about all the options available to you.
65
koch air | Carrier Advertising & Marketing programs
Carrierconnection
NETWORK
why use the carrier connection?
TURN-KEY MARKETING SOLUTIONS FOR YOUR BUSINESS
• Grow your business…or just protect your current market share
• Reduce your worry about making the “right” advertising decisions
HELPING YOU MAKE DECISIONS
• Benefit from advertising experts that specialize in the HVAC industry
• Advertising experts who know the Midwest
RETAINING CUSTOMERS
• Carrier co-op funds can be used toward effective customer retention programs
• Replacing customers is too expensive…you will spend far less to retain them
OBTAINING NEW CUSTOMER LEADS
• The most difficult task for any residential contractor – different strategies are needed
for different dealers in different regions – and we can help customize to your needs
• We’ll help you identify and communicate with your best prospects
MAKING THE SALE
• Once in the home, use interactive tools to close the sale
• Gain trust with the homeowner by using your Carrier University training to show
you’re the expert
BUILDING RELATIONSHIPS
• Once you are in the door, we’ll help you build a trusted relationship
• Stay top of mind when it’s time for a replacement call
66
koch air | Carrier Advertising & Marketing programs
build awareness
of your business
LOCAL PUBLICATION ADS
Advertising in newspapers and local magazines only works if you have
a strong, eye-catching, compelling ad. Our ads grab attention…and
specifically promote your business in partnership with the Carrier name.
Be sure to ask about publishing your ad online as well.
VEHICLE WRAPS
You have to drive every day for your job. Turn your vehicle into a mobile
billboard! A great attention grabber…just be sure to be courteous on the Turn to the Experts
road. TKO Graphix is a great vendor to turn to, whether you’re looking for Willis Carrier invented air conditioning in 1902. Over
Carrier decals or a fully customized vehicle wrap. 100 years later, we’re proud to say Carrier® systems are
trusted in more homes than any other brand.
Carrier continues to be on the forefront of innovative
engineering and unsurpassed standards of excellence.
So when choosing a home comfort system, you’ll want to
turn to the experts. Your Carrier dealer will evaluate your
home, such as window placement and size, ductwork,
other structural specifics and lifestyle to provide a
customized indoor comfort plan designed specifically for
you. And when you have an expert helping you make an
educated decision, you’re going to feel more comfortable.
TV AND RADIO ADVERTISING
Properly targeted and with the right message, TV and radio can be effective
ways of creating general awareness of your company in the community.
carrier.com 1-800-CARRIER
A member of the United Technologies Corporation family.
Stock Symbol UTX.
© Carrier Corporation 3/2015
Manufacturer reserves the right to discontinue, or change at any time,
specifications or designs without notice or without incurring obligations.
Angie’s List
Angie’s List is a member’s only website where more than 1.5 million households go to
get ratings and reviews – hitting your target audience of homeowners and they take the
reviews seriously! Companies with great ratings have an opportunity to advertise and
promote exclusive deals to members. For additional information on Angie’s List, see
page 111 in the Policies/Forms section.
For more information & PRICING contact:
ANGIE’S LIST
www.angieslist.com
P. 1-866-543-LIST (5478)
S*NtaOrtTinEg: 2016 will be the last year that 100% co-op is offered on Angie’s List.
in 2017, Angie’s List will receive 50% co-op reimbursement.
67
koch air | Carrier Advertising & Marketing programs
HARVESTLEADS RESPONSIVE
WEB DESIGN
RESPONSIVE DESIGN WEBSITES
Preferred
With more than 50% of internet searches being done on smartphones and tablets, it has
become increasingly important to create a website that works across multiple platforms. VENDORS
If you want to stay ahead of the competition, creating a positive mobile user experience
is vital. The easiest and most efficient way of doing that is by integrating “responsive MTA360
design“ into your website. Koch Air’s preferred vendors can help you develop a new
responsive website, or update your existing site. Brad Hollis
P. 850-566-0525
What is Responsive Design? [email protected]
In simple terms, responsive design means a website’s pages reformat themselves www.mta360.com
depending on which device they are being displayed on; ensuring that whether the
content is viewed on a phone, tablet, or desktop computer, the website will remain Selec(StOOSn) Site
user-friendly and all content is formatted in a readable way.
When it comes to SEO, a responsive website layout increases the chances of your Ron Pink
website showing in the top results when a local search is made. Here’s why: P. 847-984-8500,
*Extension: 101
GOOGLE LOVES RESPONSIVE! [email protected]
Google not only recommends responsive web design as the best way to www.selectonsite.com
target mobile users, but also favors responsive sites when presenting results
for searches made on a mobile device. This is especially true when mobile users Quick TIP!
search for local services.
A good responsive design puts all the content and features of your website into a You can test whether
format that can be enjoyed on any device. It also eliminates confusion for Google your website is
when they see multiple versions of the same pages on your site - which is the case
“responsive” by opening
if you’re hosting a separate mobile only version of your site (essentially creating a your site on a desktop
duplicate website). or laptop computer and
As of April 21, 2015, most websites that Google deems “unfriendly” for use on dragging the size of
smaller screens or touchscreens will be dropped down in search results on your internet browser
phones and tablets. window. If your website
Responsive design helps websites appeal to modern users; users who are automatically resizes
increasingly likely to traverse the internet using a mobile or tablet device, but with the window, it is
who still expect their desktop experience to be as smooth. Going responsive
is the most effective way to make the most of mobile and tablet traffic, and to responsive.
offer visitors the best possible user experience.
68
koch air | Carrier Advertising & Marketing programs
HARVESTLEADS
SEARCH ENGINE MARKETING & OPTIMIZATION
Promote your company to homeowners who are actually searching for an HVAC contractor at that
very moment! More and more consumers are turning to the internet – using Google, Facebook
and other internet platforms to find a heating & cooling company for sales or service. Carrier
and Koch Air are proud to offer you an exciting opportunity to gain all the benefits of Internet
Marketing without the challenges of development and maintenance. Through our preferred
vendor relationships, you can be up and running with highly effective SEM and SEO campaigns!
• Search Engine Marketing (SEM) is a form of Internet Marketing that involves the Preferred
promotion of your website by increasing your visibility in search engine results pages
through paid online advertising, such as Pay-Per-Click campaigns (PPC), that drive VENDORS
traffic to your website.
• Search Engine Optimization (SEO) is focused on growing visibility in organic (non- MTA360
paid) search engine results. Where your website ranks in a search is essential for
directing more traffic toward the site. SEO is all about optimizing and tailoring the Brad Hollis
technical and creative elements of your website – particularly efforts in site design, P. 850-566-0525
content formatting, content clarity optimization and server platform adjustments – [email protected]
to improve your websites rankings, drive traffic and increase awareness in search www.mta360.com
engines. The goal of successful SEO is to obtain a high-ranking placement in the
search results page of a search engine (e.g. Google, Bing, Yahoo and other search
engines).
Advantages to using a Koch Air / Carrier partner over other SEM / SEO service providers: Selec(StOOSn) Site
(such as Supermedia, Yellowbook, ReachLocal, and Yodel)
Ron Pink
• Your campaign managers know the residential HVAC industry thoroughly P. 847-984-8500,
• Keywords, ad listings and landing pages all meet Carrier’s co-op guidelines *Extension: 101
• Co-op supported [email protected]
• Keywords are continually refined for the most efficiency www.selectonsite.com
• Fast and easy - you can have a “live” website in very little time
• Comprehensive websites include
• Development
• Multiple design layouts or custom sites to fit your needs
• Domain name registration
• In-depth profile of your company
• Listing of your services and promotions
• Detailed Carrier product information
• Prewritten verbage available
• Customizable with your own text, plus you can add in testimonials and referrals
• Full service web hosting
• Ongoing support and development
*Starting January 1, 2016, Search Engine Marketing (SEM) qualifies for a 50% co-op rate. 69
Search Engine Optimization (SEO) continues to qualify for 100% Carrier co-op rate.
koch air | Carrier Advertising & Marketing programs
HARVESTLEADS
MTA360
Koch Air and Carrier are excited to introduce you to one of our newest Internet Marketing partnerships,
MTA360. MTA360 is a preferred vendor for responsive website design and Search Engine Optimization
(SEO) internet marketing programs. MTA360 is a leading edge digital technology company dedicated to
our HVAC industry with over 40-years of HVAC experience. They provide an exciting opportunity to gain all
the benefits of Internet visibility without the challenges of development and maintenance.
WEBSITE DESIGN & DEVELOPMENT (SEO services included in package cost):
MTA360 will strategically build your company a custom website on a solid foundation so that it has the
best chance of being seen in the digital universe. MTA360 provides a design that highlights the critical
components of your company’s brand - professionalism, high-quality customer service, and technical
expertise. MTA360’s custom-designed websites include the following key features:
• responsive Web Design: Programmed to automatically respond to the size of any user’s device
(mobile, tablet, desktop, etc), delivering legible text, easy navigation and quick load items on all
device sizes.
• SEO Services: MTA360’s websites are designed around their extensive Social Media and SEO
services, so you can take an aggressive and synergetic approach to developing your business’s
online presence.
• WordPress Administrator Portal: You will have access to edit content on your website through
this portal. Posting blogs, editing pages and adding photos is easy with the world’s most popular
content management system (WordPress). Together with the MTA360 Sales and SEO Team, you’ll
discuss the features and functionality you would like integrated into your custom website.
• Website Management: Your site will benefit from expert reputation management, directory listings,
monthly website maintenance updates (SEO content, design, security, etc) and monthly reporting.
SEMANTIXS™:
This is a revolutionary new approach to moving your company’s website up the rankings on Google
- basically adding a turbo charger to your website! This proprietary system incorporates MTA360’s
knowledge of Google’s move toward semantic search variables with key elements of website construction,
content and Internet relevance. MTA360’s SEMANTIXS™ services include:
• Regular publishing of fresh, semantically relevant content
• Aligning your on-site content with Google’s present-day semantic algorithms MTA360’s
• Creating high quality authority signals that accelerate your rankings in search engines NEW SERVICES!
• Connecting with and speaking Google’s semantic language
• Create likability and popularity in Google’s eyes
*SEMANTIXS™ service levels & prices vary between MTA360 website/SEO packages.
SEARCH ENGINE MARKETING (SEM) SERVICES: For information on
MTA360’s Search Engine Marketing services incorporate paid online placement, contextual advertising, MTA360’s new and
and paid inclusion (pay-per-click campigns) to promote your website and increase its search visibility; expanded digital and
jumpstarting lead generation. MTA360’s intuitive SEM software program maximizes your visibility while marketing services, see
controlling your budget. The program includes detailed tracking and reporting with 24/7 access to detailed pages 114-115 in the
campaign information in addition to regular reports. SEM is an optional add-on. Policies/Forms section.
70 *Call TrackFiMnogTrANm3um6o0bree|rsiBanrrfaeodrerHqmuoialrleitsdiof|onrPao.ll8na5cM0ti-vT5eA6c36a6-m005,p2Sa5iegrn|svibwcriteahdpMhaT@cAm3k6taa0g3. 61e00s0.ca%onmCdo-p|orpwicrwaiwtne.gmaptcpaol3ie6ns0tt.oacocSmEt:O services.
koch air | Carrier Advertising & Marketing programs
HARVESTLEADS
Select on site
Select On Site (SOS) is a preferred website vendor, specializing in responsive website design and
Search Engine Optimization (SEO) programs. SOS is a family-owned company that builds websites and
SEO campaigns for HVAC contractors exclusively. SOS focuses on website marketing, customer
education and lead generation tools for their HVAC customers. They provide an exciting opportunity to
gain all the benefits of Internet visibility without the challenges of development and maintenance.
WEBSITE DESIGN & MARKETING SERVICES:
Every contractor should not only have a website, but a website that reflects their business and serves
as an educational tool for their customers. SOS has a full line of website options geared toward your
individual needs; the websites are responsive, include Google Analytics and will support the Carrier
branded equipment you sell. SOS offers the following services:
• responsive Web Design: Programmed to automatically respond to the size of any user’s device
(mobile, tablet, desktop, etc), delivering legible text, easy navigation and quick load items on all
device sizes.
• SEO Services: SOS websites are optimized with HVAC terms and provide a Google Analytics
report each month so you can monitor the traffic on your site. Search engine results are location
specific. SOS offers other SEO services for an additional fee, including:
• “Local Search Listing” Service: Controlling your local business listings is a must. Especially
important are the most prominent search engines (Google/Yahoo/Bing) and large data
aggregators that feed data around the Internet to all kinds of sources. SOS’s business listing
service helps you complete, control and ensure consistency of your business data in these
sources resulting in greater online trust of your business and your website.
• “Extremely Local” SEO Service: This website service helps you get more visibility in the towns
of your service area that surround your physical location. Businesses naturally rank highest
for searches in their home location. If you service other communities, SOS’s “Extremely Local”
SEO service provides the added benefit of up to 10 towns or service areas based landing
pages that will enhance your visibility for searches that contain keywords inclusive of that area,
town or associated zip code.
• Educational / Sales Generating Topic Buttons: SOS’s Topic Buttons are an interactive website
tool that will help educate your customers about HVAC, help you sell upgrade products and give
you qualified leads. You can customize the Topic Buttons to reflect the products and services
you offer. When customers submit their requests to you via the buttons on your website, you
will immediately be sent an email with their request and contact information. You will also have
access to reporting features that will allow you to see the number of visits to your Topic Buttons
and retain a database of customer contacts.
• Product Animations: Flash-based animations with voice-over that show your customers the
benefits of today’s advanced, high-end equipment. This feature differentiates you from your
competition, and allows you to make higher margin sales while educating your customer.
For more information on Select On Site, Service packages and pricing contact:
Select On S*iSteOS| pRaocknaPgeinsk& |prPic.in8g47p-a9g8e4s-a8r5e0a0l0so; Efoxutn. d10o1n p|[email protected]/F| owrmwsws.escetlieonc.tonsite.com 71
koch air | Carrier Advertising & Marketing programs
retain customers
& Gain referrals
Dealer branding package
TKO Graphix offers a wide range of creative and marketing services. From logo design
and website development to strategic planning and building signs. TKO offers a full
line of promotional products that fit any need. In addition, TKO Graphix is a full service
fleet graphics and vehicle wrap provider. They can help drive your brand message on
any size fleet such as semi-tractor trailers, straight trucks, vans, sprinters, cars & more.
For more information contact:
TKO Graphix
www.tkographix.com | P. 877-931-4500
Shirley Wurster | [email protected]
Dealer MeRchandising
Carrier is excited to continue the Apparel and Merchandise program from Shilling
Sales. From hats, jackets and shirts to mugs, pens and bar stools, Shilling Sales is your
one-stop shop for all merchandising and promotional needs. Furthermore, if there is an
item you need and do not see in the catalog, Shilling Sales is ready to help you with
your “non-catalog” order. With Shilling Sales merchandise, gain extra mileage for your
marketing.
For more information contact:
SHILLING SALES
www.shillingsales.com/carrier | P. 800-426-2623 | [email protected]
*For online ordering visit: www.shillingsalescarrierlogostore.com
CUSTOMER SATISFACTION
Whatever your line of business, To Your Success helps you express appreciation and build
customer loyalty with an easy-to-use, affordable customer follow-up program. They do this
through a comprehensive follow-up program that thanks the customer, surveys the customer,
and then utilizes survey results to create meaningful reports to help you improve customer
satisfaction and better manage your business. Sending “thank you” gifts through To Your
Success is a sure way to let your customers know that you appreciate them and get them
talking to their neighbors about you!
For more information & pricing contact:
TO YOUR SUCCESS
www.toyoursuccess.com | P. 888-793-2429
D72erek LoVerde | [email protected]
koch air | Carrier Advertising & Marketing programs
retain customers ReviewBuzz
& Gain referrals Joni Erdmann
P. 760-407-8080
CUSTOMER REVIEWS *Extension: 126
[email protected]
One way to help you retain your current customers and help gain new ones is by having customer www.reviewbuzz.com
reviews. Koch Air has partnered up with ReviewBuzz to help you gain positive online customer
reviews that will help your business. Not only does this benefit your business, but it is also 100% FAD EXCLUSIVE
co-opable with your available marketing funds! 2016 BENEFIT!
ReviewBuzz is an online reputation management tool that focuses on generating new and positive Factory Authorized Dealers
reviews. The goal is to increase your ratings on popular review sites, such as Google, Yelp and
Facebook, by offering great service and capitalizing on review opportunities. ReviewBuzz will FREE*can receive ReviewBuzz for
help you generate more positive reviews, increase your online ratings, and provide you with a Contact Amy Watson or
system guaranteed to make becoming a 5-Star company easy and effective! Stephanie Reininga for
additional details.
ReviewBuzz Benefits: *Minimum engagement
• More 5-star customer reviews guidelines apply.
73
• Easy-to-use tools help you ask for and get more 5-star reviews
• Automatic customer surveys to track and improve customer satisfaction
• On-demand reports to track and improve employee performance
• More Calls, customers & Sales
• Customers call you FIRST when they see your 5-star online review
• 5-star reviews build trust BEFORE you even talk to a customer
• Pre-sale trust brings in more customers and helps employees sell more
• More Remarkable, Excited & Engaged Employees
• Points and rewards system gets employees motivated and excited
• Monitor reviews and surveys of each individual employee
• Public reviews create employee accountability for excellent customer service
Reviews Dashboard:
This dashboard allows you to see and track how many customer reviews you have on sites like
Google, Facebook, Yelp and more. PLUS, you’ll know exactly which of your employees have
earned online reviews and their average star rating.
Trust Builder Widget:
The trust builder widget displays all your reviews from across the web right on your company’s
website. It’s proven to increase the number calls you get from your website visitors.
Unique Custom-Branded ReviewBuzz web page:
Your custom-branded web page displays all your reviews in one place, expands your presence
on local search results pages, increases your visibility – and the number of calls you get. Each
of your employees gets a personal online review portfolio that builds pre-sale trust with your
customers, and helps your team close more sales.
Automated Follow-up emails:
A hands-free way to get more 5-Star reviews. These automated follow-up emails ensure none of
your customers miss writing a review.
koch air | Carrier Advertising & Marketing programs
CUSTOMER RELATIONSHIP
MANAGEMENT
DEMANDFORCE
Koch Air and Carrier are excited to partner with Intuit’s DemandForce - a communications
program that automates your marketing and client communications with targeted marketing
campaigns and promotions, automated review and survey collection, and consistent online
business information.
DemandForce’s software is used to manage your homeowner/customer communications
and online reputation. Attract new customers, generate leads, retain existing customers,
automatically collect homeowner reviews, maximize your opportunity to close additional
sales, and measure performance using the Intuit DemandForce software program. If you
use QuickBooks, Desco or Wintac software you’re ready to get started!
With Demandforce you can:
• Create an internet presence with ratings and reviews
• Drive awareness with campaigns and reminders
• Launch new products or services from numerous touch points
With the operations tool you can:
• FErniecnod”ulrinakgineclRudeefderinreavlesr:y eMmaakile it easy for customers to refer with a “Refer a
• IbnucsirneesasseesEinxpyoousrunreieghLboocrhaololdy:witGheItnitnuiftroLnotcoafl local consumers already visiting
• sAetrtvricaecstanNdegwetCcuussttoommererresq:ueUstsinegeampapiol imntamrkeenttisngontloinpe,ro2m4/o7te specials, upsell
• Retain Customers: Send automatic service reminders and timely updates to
keep customers coming back
• Btookoeespt uCpu-stot-odamteeronSyaotuisr fcausctotmioenr’:sCeaxppeturrieenacnedarnedspsoantidsftaocstiuornveys and reviews
• Use ratings and reviews as internal performance management
UPDATE!
DemandForce
now integrates with
QuickBooks,
Desco and Wintac.
74
koch air | Carrier Advertising & Marketing programs
CUSTOMER RELATIONSHIP *aArlelyDocueorm-oaapvneaddilFaaobtrlce5e0fu%snedurvssi.icnegs
MANAGEMENT 75
COMMUNICATIONs:
• Satisfaction Surveys
DemandForce makes it easy to take the pulse of your business by automatically
collecting customer surveys and see how your business is performing. More
importantly, collecting surveys shows your customers you care about giving
them a great experience and value their feedback.
• Management System Sync
DemandForce seamlessly integrates with your management system to turn your
customer base into a powerful social network. It only takes a few minutes to
setup and then the systems runs itself. Each night DemandForce makes sure
your data is effortlessly uploaded so you can relax and watch the revenue roll in.
• Customer Referrals
When your customers talk, people listen. DemandForce makes it easy to take
advantage of this in each communication sent, by including a button to a one
click referral manager. Plus, each referral sent is tracked so you know exactly
who has referred the most. That way, you can acknowledge and reward your
best referrers.
• Automated Communication
DemandForce helps you free up valuable time and resources by automatically
delivering appointment reminders and confirmations using phone, email and
two-way text messaging.
Reputation:
• Review Management
Monitor and respond to all of your DemandForce certified reviews instantly. When
customers post a certified review, you can reply and show not only that you are
engaged with your customers, but you care about what your customers have
to say.
• Reputation Builder
Access specialized newsletter templates linked to your online profiles that you
can automatically send to engage your most supportive customers. This tool
make it easy for customers to post reviews to your reputation sites.
Value-Added Services:
• DemandForce Email Finder
Most businesses today communicate with customers using email and text
messaging, but what about the customers you don’t have email addresses
for? DemandForce has the solution: DemandForce Email Finder. Demand
Force takes your customer list and compares it against permission-based
databases. Once a match is found, you can begin to communicate with your
customer via email.
• Postcards
Upload your logo, add an original offer, and choose from over 27 designs. Only
$0.79 per delivered postcard. Postage included. Average return on investment
is $5.00 per postcard.
koch air | Carrier Advertising & Marketing programs
Closing Leads, $100 Setup,
$15 Cost Per Lead!
BOOKING CALLS
*PtroawineirngSeslelinrvgicPersos
APEX CHAT 1a0r0e%cou-soinpgedyoaut r
available funds.
Apex Chat is a live chat service that is enable on your website that will help you increase visitor
engagement and capture more leads from your website. ApexChat’s industry trained operators
will instantly engage with potential buyers of your product or service, providing them with a
memorable customer experience before they even speak directly with your company. The live
chat helps answer their initial queries and set up a follow up call or appointment before they
move on to the next dealerships website.
How it works:
1. As soon as a visitor lands on your website, an invitation to chat appears on your homepage.
2. If the visitor clicks to start the chat, an industry trained ApexChat agent conducts the chat.
3. The agent collects and then emails relevant lead information to your business.
4. Agent also offers to connect the chatting visitor to your business by phone.
Benefits:
• Connect with website visitors that can’t talk on the phone
• Get 30-40% more online leads from your website
• Increased website engagement
• Improved ROI on advertising
• Custom 24/7 service for your HVAC business
• Instant gratification for website visitors
For more information contact:
www.apexchat.com | P. 925-237-9202 | Dave Scheppler | [email protected]
POWER SELLING PROS
When it comes to booking calls, your Customer Service Representatives (CSRs) play an enormous
role in your selling cycle. Power Selling Pros will enable you to generate revenue where flaws may
currently exist in CSR productivity. Power Selling Pros is a leader in Customer Service and Call
Handling Training. They teach strategies in a way that supports the creation of a highly potent
customer service team; making your CSRs more passionate, persuasive, and effective in booking
an increased number of calls with your prospective customers. With Power Selling Pros, your CSRs
will learn to take calls that they already get on a day-to-day basis and book a significantly higher
number of service calls. Power Selling Pros training services include:
• Training provided via webinar, or annual in-person training
• Regular call-monitoring
• Individual by-weekly coaching over the phone
• CSR recruiting & interviewing services
For more information contact:
7w6ww.powersellingpros.com | P. 801-253-1004 | Brigham Dickinson | [email protected]
koch air | Carrier Advertising & Marketing programs
MARKETFUNDS
FUND USAGE
Advertising Funds are available to help generate leads by leveraging the Carrier brand and your
company in the marketplace. We want you to be the first-in-mind when a consumer needs service
or a new unit.
• Funds are eligible for 50/50 co-op provided the Carrier advertising guidelines are
followed (see following pages for requirements). SEO services on approved websites
are available at 100% co-op.
• Claims can be applied against these funds for advertising run between January 1, 2016
and December 31, 2016.
• Advertising run in 2016 must be submitted for co-op within 90 days of invoice. Final claim
submission deadline is January 15, 2017.
• Incentive trips are available at 100% co-op; up to half of your funds can be allocated to
incentive trips (including trip rollover).
Flex Funds are available to help defray advertising costs, to strengthen your identification
with the Carrier brand, to help cover the cost of approved business development purchases
and to reward you with incentive trips. In the event that you do not spend all of your 2016 Flex
funds, you can designate up to half of your flex funds for trip rollover (trip must be reserved by
December 15, 2016 to qualify).
CARRIER BRAND IDENTITY
Carrier will continue with the new sustainability brand identity. The stylized green leaf
conveys Carrier’s expertise in sustainability. The leaf was chosen as a universal symbol for
the environment, with a unique design exclusive for Carrier. It reflects Carrier’s environmental
advancements and dedication in products, services and operations.
ADVERTISING GUIDELINES & COMPLIANCE
The Carrier logo, brand name and trademarks are valuable assets. They help consumers identify our products and
services. They stand for quality, value and trust. In short, they help build sales. So, in exchange for contributing
to your advertising costs, Carrier asks that distributors and dealers uphold a set of standards to help protect the
integrity of the Carrier brand.
Carrier continues to audit 100% of co-op claims. Every ad needs to comply with the ad requirements in order to
receive funding, including the use of the above brand logo.
It is very important that you take the time to pre-approve ALL ads that you place. Even if you have run the same ad
previously, it is important to make sure it meets the requirements. Allowing at least one business day for Carrier’s
auditor to review and pre-approve the ad will help to ensure that you receive the co-op you are expecting.
77
koch air | Carrier Advertising & Marketing programs
Efficiency (and Comfort) Expert. Think of a Tune-up as SPF
for Your Cooling System.
IMPROVE READY Good News for You. Bad News for
EFFICIENCY MAXIMIZE YOUR SYSTEM Allergens, Bacteria, Viruses and Mold.
YOUR FOR SUMMER
Breathe easier with a Carrier® Infinity® or Performance™
EFFICIENCY air purifier with patented Captures and Kills™ technology.
An Infinity air purifier can capture up to 95% of particles as
COMFORT SAVE Why Purify the Air in One Room small as .30 micron from the air passing through your HVAC
THAT FITS YOUR When You Can Purify the Air in system. Both are proven effective against human influenza,
ENERGY common cold viruses and strep. Carrier air purifiers are
BUDGET Your Whole House? designed to work in line with your home’s ductwork. So for
about the same cost as a couple of high-end, single-room
air purifiers, you could have clean air for your whole house.
Talk to your Carrier expert today.
Your Carrier® dealer. He’s an expert at getting the most from your heating ©CARRIER CORPORATION 2/2014. A unit of United Technologies Corporation. Stock symbol UTX.
and cooling system.
Whether you’re looking for a new state-of-the-art system or just want your current heating and cooling
system to perform at its peak, there’s only one person you need to know: your Carrier dealer. He (or she)
knows how to deliver the comfort and efficiency you need, regardless of your current system or budget
for a new unit. So make the most comfortable decision from the start. Call your Carrier dealer first.
©CARRIER CORPORATION 2/2014. A unit of United Technologies Corporation. Stock symbol UTX.
advertisingguidelines
ADVERTISING REQUIREMENTS
Koch Air and Carrier recognize that you, as an independent Carrier dealer, have marketing goals that
may not consistently line up with Carrier’s co-op goals. However, in the spirit of supporting your goals,
we want to encourage you to utilize your co-op resources in the manner that’s best for your business.
The Carrier Logo GIETST’SAPVQERUtEIh-CAeKPHP&EAREDOAAVSCAYHL!E..
The Carrier oval is the most recognized brand logo in the HVAC industry and a valuable
asset in helping you increase your sales activity. As a registered trademark, this unique
logo allows homeowners to readily recognize Carrier brand products and services, as
well as the dealers who sell them.
Logo Guidelines – Size and Color
Here are some of the more important guidelines regarding the Carrier logo and rules for creating a co-opable
ad. This section highlights some of the guidelines that are most often found in violation by Carrier’s auditors.
*For complete guidelines, go to the “guidelines” section of the Ad Kit available online at www.hvacpartners.com
• The current Carrier logo with green leaf (as shown on this page) must be used. Previous logos are not
accepted for co-op.
• The Carrier logo must be equal in size to the dealer logo when producing custom marketing materials.
The dealer logo may be slightly larger in pre-approved ad kit materials. Some exceptions may apply*
• Do not alter or distort the logo for any reason.
• Always include ® with the Carrier logo.
• The logo may only be full color (blue, black, green), black, or white. No other colors are acceptable.
○ Use Carrier blue for the oval and black for the tag line
○ Carrier blue spot color: Pantone© 072
○ Carrier blue process color: CMYK = 100% cyan, 85% magenta
○ Carrier leaf green spot color: Pantone© 376
○ Carrier leaf green process color: CMYK = 50% cyan, 100% yellow
• In the absence of color, the logo can be black or reversed out.
• The tagline “turn to the experts” with the green leaf must be included. Any exceptions must receive
pre-approval. Do not retype the tagline; use the logo file as is.
78
koch air | Carrier Advertising & Marketing programs
Efficiency (and Comfort) Expert. Think of a Tune-up as SPF
for Your Cooling System.
IMPROVE READY Good News for You. Bad News for
EFFICIENCY MAXIMIZE YOUR SYSTEM Allergens, Bacteria, Viruses and Mold.
YOUR FOR SUMMER
Breathe easier with a Carrier® Infinity® or Performance™
EFFICIENCY air purifier with patented Captures and Kills™ technology.
An Infinity air purifier can capture up to 95% of particles as
COMFORT SAVE Why Purify the Air in One Room small as .30 micron from the air passing through your HVAC
THAT FITS YOUR When You Can Purify the Air in system. Both are proven effective against human influenza,
ENERGY common cold viruses and strep. Carrier air purifiers are
BUDGET Your Whole House? designed to work in line with your home’s ductwork. So for
about the same cost as a couple of high-end, single-room
air purifiers, you could have clean air for your whole house.
Talk to your Carrier expert today.
Your Carrier® dealer. He’s an expert at getting the most from your heating ©CARRIER CORPORATION 2/2014. A unit of United Technologies Corporation. Stock symbol UTX.
and cooling system.
Whether you’re looking for a new state-of-the-art system or just want your current heating and cooling
system to perform at its peak, there’s only one person you need to know: your Carrier dealer. He (or she)
knows how to deliver the comfort and efficiency you need, regardless of your current system or budget
for a new unit. So make the most comfortable decision from the start. Call your Carrier dealer first.
©CARRIER CORPORATION 2/2014. A unit of United Technologies Corporation. Stock symbol UTX.
advertisingguidelines
Logo Guidelines – How It’s Placed in the Ad
• Always leave proper white space around the Carrier logo and tag line. The logo and tagline
cannot overlap other images.
• Use the approved logo art available in your 2016 Ad Kit found on HVACpartners.
• Never attempt to recreate the logo art yourself.
Logo Guidelines – Use of the Carrier Tag Line
• Always use the approved “turn to the experts” tag line, in the correct font and size relationship to
the Carrier oval logo, as supplied in the artwork.
• Do not alter or distort the tag line for any reason.
• Always include the service mark symbol (SM) at the end of the tag line.
• Never adjust the positioning of the tag line or leaf art in relationship to the Carrier oval logo.
• Always leave space between the logo and tag line equal to the size of the lower case t.
bDoothnthoetCaatrtrieermopvtaltloogoreantdyptheeatangylinpeoarretiaortncroefattedheeslpoecgiaoll:y for Carrier.
Other Logo Guidelines (Puron, Hybrid Heat, Greenspeed, Infinity, etc.)
• Always retrieve logo artwork form the Ad Kit on HVACpartners. Do not recreate logo artwork.
• In the absence of color, the logo can be black or reversed out.
• Only use colors indicated and approved by Carrier. No other colors are acceptable.
• Always use the approved logo.
• Do not alter or distort the logo for any reason.
Alolgl ocaonndsutamgelirnemveisduiaallaynadndmaeurdcihbalyndasisainpgplmicaubstlei.nclude the approved Carrier GITES’STAVQPEURtIEhC-eAKHP&EPAERDAOASVCYAH!EL..
79
koch air | Carrier Advertising & Marketing programs
advertisingguidelines
[ 2016 Co-op Guidelines ]
• Advertising materials are available in the Carrier 2016 Dealer Ad Kit on HVACpartners.com
• HVACpartners > Marketing Tools > Marketing Your Business > Marketing Materials & Messaging > Ad Kits, Images & Logos >
2016 Carrier Ad Kit
• The Carrier Marketing Fund Co-op Advertising Program is designed to ensure the consistency of all Carrier marketing.
• To receive co-op reimbursement, you MUST follow the guidelines appearing in this marketing guide and the Carrier 2016
Dealer Ad Kit.
• Ad material developed from the exact materials in the Carrier 2016 Dealer Ad Kit is preapproved (previous years Ad Kit materials
are not approved).
• Please have media outlets refer to Carrier spot names and/or IDs when referring to the advertisement on invoices/notaries
(this indicates you have used pre-approved material).
• Any material deviations from the Carrier prepared advertising materials will be subject to the advertising guidelines in the Carrier
2016 Dealer Ad Kit.
• Pre-approval is required for advertising not taken directly from the materials provided in the Carrier 2016 Dealer Ad Kit on
HVACpartners.com.
• Pre-approvals from previous years DO NOT carry over. All dealer produced advertising must be re-approved annually to ensure
co-opability, as guidelines are subject to change each year.
• Notarized affidavits for TV and radio spots should include the script on the affidavit.
• Claims for co-op must be filled out completely and accurately and turned in within 90 days of invoice.
• All appropriate backup (invoices, notarized documents, tear sheets, scripts, audio or video files, photos etc) must be attached to
the co-op claim. (See items needed for co-op in this section.)
• Invoices must be current and not past due. Missing information/materials will cause delays in co-op process. Statements of
Account cannot be used in place of an invoice.
• Claims may be submitted online for faster processing and feedback through the Koch Air Online Marketing Toolbox.
REQUIREMENTS FOR DEALER-PRODUCED MATERIALS:
• Radio - Audible mention of Carrier name no less than 2x in a 30-second spot and 3x in a 60-second spot. Audible mention of
the tagline “turn to the experts” at least once per spot.
• TV - Audible mention of Carrier name and tagline “turn to the experts”. Any visual materials featuring dealer must include the
Carrier logo and tag clearly and prominently shown.
• Print - Carrier® logo and “turn to the expertsSM” tagline with leaf clearly and prominently shown. Logo must be equal to the size
of the dealer’s logo and no less than 1 inch in width. Logos within the text or body of an ad or logos appearing in photographs
including those depicting trucks, uniforms, products, etc. are not considered sufficient use.
• Billboards - Carrier® logo and “turn to the experts” tagline with leaf clearly and prominently shown. Logo must be at minimum
50% to the size of the dealer’s logo.
• Website / Sitelink - Carrier logo and tag clearly and prominently featured on home page. List and show Carrier products exclusively.
80 FHorVpArCe-paaprptnroevrsa.lcsoomn c>o*M-oFaporkmreacttineurgiraTlrso,eopnlslet>aisnMefPaeolremkraeasmitelinapagrtlolYoioowof nuo1rr-oB2scnubrsiupCisntaientosressrAs>miedyMra([email protected]&oimdM)eeolsrsiSnatgeeipsnhgvain>sieiAt(ds: rKeiitnsin, gIma@agkeocsh&aiLr.ocgomos).
koch air | Carrier Advertising & Marketing programs
advertisingguidelines
[ 2016 Co-op Guidelines ]
CONSUMER MEDIA AND MERCHANDISING
All consumer media and merchandising must include the approved Carrier logo and tagline visually and audibly as applicable.
Co-op qualifying consumer media includes but is not limited to:
• Print or newspaper advertising or newspaper inserts
• Dealer direct mail, including postage
• Broadcast or Cable television advertising
• Carrier-produced consumer literature GITES’STAVQPEURtIEhC-eAKHP&EPAERDAOASVCYAH!EL..
• Radio advertising
• Billboards / outdoor boards
• Sponsorship of National Public Radio shows
• Public bus billboards and ads
• Public bench ads
• Stadium or arena signage
• Dealer internet advertising and lead generation
• Search engine marketing and optimization, including pay-per-click.
• Landing website and listing cannot contain competitive products
• Carrier approved Phone-on-hold messaging
• Dealer vehicle decals
• Job site signs
• Branded dealer door hangers (excluding distribution expenses)
• Dealer identification items, such as Carrier branded casual wear used in normal business operations and business/
service stickers
• Dealer uniforms (excludes uniform cleaning services and rental of uniforms)
• Dealer home shows, retail store displays, and shopping mall displays featuring prominently displayed Carrier products.
This includes booth cost, banners, displays, and pamphlets clearly identifying the Carrier brand.
NON CO-OPABLE ITEMS
Non co-opable items: any materials that violate any of Koch Air and Carrier advertising standards, Trade Advertising, Name and
Trademark Guidelines, Logotype Guidelines, and or advertising copy guidelines are not co-opable. Some additional examples
of non co-opable items are:
• Advertising agency fees 81
• Production costs of advertisement or tags for broadcast
• Any advertising containing competitive brands
• Advertising using incorrect, non-legible or obsolete Carrier logos/taglines
• Advertising not pre-approved or not in the 2016 Carrier dealer advertising kit
• Charitable contributions
• Claims not submitted within 90 days from the invoice date
• Claims not submitted prior to the end of the year cutoff date of January 15, 2017
• Cellular phone, office phones, fax machines and or computers
• Print yellow pages advertising
• Long range advertising contracts that extend beyond the current co-op year
• Standard business items (letterhead, envelopes, forms, business, cards, etc)
• Taxes
• Travel expenses
koch air | Carrier Advertising & Marketing programs
advertisingguidelines
[ 2016 Co-op Guidelines ]
ADDITIONAL GUIDELINES
Along with Carrier Co-op Advertising Guidelines, your ads must also meet legal and corporate requirements. To be eligible for co-op
advertising funds, follow these guidelines, always be truthful and avoid miscommunication.
WARRANTIES
All references to warranties must be accompanied by detailed federal, state and local regulations. When a dealer creates its own
warranty, it must be clearly stated that warranty responsibility lies with the dealer, not the manufacturer. Because many states now
regulate the sale of third-party warranties, and because of the tremendous financial liabilities associated with dealer or third-party
issued warranties, Carrier strongly discourages this practice.
PROFESSIONAL CLAIMS
Only Carrier dealers who have fully met the requirements for Factory Authorized Dealer status and have been confirmed through
Carrier may claim to be Factory Authorized. Claiming to be Factory Authorized if not fully recognized by Carrier is misleading to
consumers and may become a serious deterrent to building trust with consumers when they realize the dealership is not listed on the
Carrier locator as Factory Authorized. Carrier and your Carrier distributor are required to pursue any false claims in the interest of
providing consumers with factual information.
“FREE” OFFERS
The word “free” should be used with extreme caution. Many states regulate or prohibit “free” offers in connection with the sale
of goods or services. When “free” or “bonus” or an equivalent are permitted and are used in conjunction with a bonus offer for
purchasing equipment, the bonus price cannot be passed on.
SPECIAL OFFERS
When you are advertising a special price, be sure to include the following: “For a limited time only. Call for details.”
ADVERTISING ETHICS
When creating your Carrier advertising, you must always display good business ethics – the disparagement of competitors will not be
tolerated. Your communications must meet regulations set forth by the Federal Trade Commission (FTC), as well as other required
federal, state and local laws. A discount is an additional cost to promote a sale. When advertising discounts and rebates, you cannot
raise your price to cover an advertised discount or rebate. Local authorities may elect to prosecute misleading advertising. Dealers
should promote their business in a straightforward, factual fashion.
CREDIT
When offering credit options, ads must disclose all terms of credit, including contract length. Adherence to the Truth in Lending Act
is legally mandatory, and dealers should have a financial information source that can ensure the use of proper credit disclosures.
The following are unacceptable when advertising credit:
• Stating payments in dollars per month without revealing how many months.
• Promoting “no money down” offers without stating that purchases need to qualify.
• Advertising a finance charge without indicating the annual percentage rate.
• Raising the price for customers using a credit card is prohibited by law. You can, however, discount for cash.
82
koch air | Carrier Advertising & Marketing programs
Co-op Claiming GITES’STAVQPEURtIEhC-eAKHP&EPAERDAOASVCYAH!EL..
guidelines
CO-OP ITEMS NEEDED TO SUBMIT FOR CO-OP
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Direct Mail 50% X
Church Bulletins 50% XX X
Welcome Wagon/Val-Pak 50% X
STepaomnsso/Rrsahcipesc:ars/etc. 50% XX
Tradeshows 50%
Company Brochures 50% XX
(CSidilgoennthtsiif/niDcgae/tPicoranolsimteom/sIt)ems 50%
(bsBiotuuefstmswininsaeertseoss,sisntracDalrieneesiavn/spegerl,ooeyfpiottcmsu.r)ent XX
Website Banner Ads 50%
Se(paaryc-hpeEr-ncglicinkeaMdvaerrktiseitning)g* XX
(SaSenitadeclihnhoks,Etwinneggbi,nsceitoenOdtepentvtiemblouizpiladmtinieognn)t 50%
Angie’s List 50% XX
ReviewBuzz 100%
DemandForce 100%** XX
100% XX
50%
XX
X
X
X
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X X***
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koch air | Carrier Advertising & Marketing programs
advertisingSERVICES
Ready-made approved ads for media to use
Easy guide for do-it-yourself advertising
Assistance with design
KOCH AIR AD KIT
Koch Air has worked with Redwall Live to produce an ad kit with professionally designed advertising material that you
can use in your promotions. All materials in this ad kit have been preapproved by Carrier and are ready to be tagged
with your company information. In the ad kit you will find:
Door Hangers • Newspaper Ads • Postcards • Website Banner Ads • YouTube Videos
Radio (WMA & MP3 formats) • TV (Broadcast, Web & Preview quality resolutions)
The Ad Kit is located online on the Koch Air Marketing Toolbox - www.carriertoolbox.kochair.com. Simply login to your
Marketing Toolbox account and click on the “Ad Kit” button found on the Homepage.*Marketing Toolbox website can also
be accessed through www.kochair.com > Resources > Marketing Toolbox.
New 20N16eCwarrMieraAtdekritisaAlRsE oNnOHWVACApaVrAtnIeLrAs.BCLhEec!k IT OUT!
Fulfill Your Home Comfort Needs Without Breaking the Bank. Choose Heat Pumps With the Gold Seal.
Want Improved Comfort and DLEOAGLEOR
Efficiency? Go to the Source.
Why Purify the Air in One Room
When You Can Purify the Air in
Your Whole House?
Check out the Consumers Digest Best Buy
recommended heat pumps from Carrier.
The inventors of modern air conditioning are known and trusted for
their innovative technology and energy-efficient products.
25VNA0
25HNB9
25HNB6
CFoAr dReRaIleErsRwOhoNaLreIcNrEeatAinDg thKeIiTr own ads or having a professional develop their ads, the Carrier Ad©CarrierCorporation10/2015.TheBestBuySealandotherlicensedmaterialsareregisteredcertificationmarksandtrademarks
of Consumers Digest Communications, LLC, used under license. For award information, visit ConsumersDigest.com.
DOCUMENT SET UP AT 50%
Kit is a treasure trove of marketing and advertising-related resources. In this kit you’ll find fresh design Quick TIP!
and new imagery to help you market your business effectively. Use it to leverage the power of the
Carrier brand for your business and take full advantage of the national advertising Carrier will be doing Bookmark the Carrier
this year. Each piece can be customized with your information and in most cases there’s plenty of room Ad Kit and bypass the
for special promotional messaging too. Located within Carrier’s HVACpartners.com, every Carrier HVACpartners login.
product can be access here. Carrier-approved advertising text, claims and slogans are a click away. You can also share the
Templates are available for newspaper ads, television and radio commercials, billboard advertising and Ad Kit link with your ad
press releases. Here’s also where you can find co-op guidelines so that your ads will fit within the Carrier agency or media reps.
brand philosophy and develop ads that will be approved for co-op marketing dollars. *Carrier Online
Ad Kit can also be accessed through HVACpartners > Marketing Tools > Marketing Your Business >
Marketing Materials & Messaging > Ad Kits, Images & Logos
84
koch air | Carrier Advertising & Marketing programs
OnlineTools
ONLINE TOOLBOX
This website has many of Koch Air’s available marketing programs at your fingertips:
• Key links to vendors, factory programs and industry websites
• Medallion program benefit overview sheets
• 2016 Koch Air Program Guide
• Summary of available co-op funds
• Incentive trip choices and registration
• Electronic literature and manuals for equipment that Koch Air stocks
• Claim your co-op online
• Access and download materials from the Koch Air Ad Kit
(including YouTube videos)
To log onto the toolbox visit: http://carriertoolbox.kochair.com
SITE LINK
Understanding that customer offerings and product information are constantly changing,
Carrier has joined with Sequoia to build Sitelink. Sitelink will provide all Carrier dealers
the ability to utilize updated product information, brand content, and brand multi-me-
dia content on their site no matter who they have a site with. This program is offered
through Sequoia for setup, maintenance and support.
GREAT RESOURCE! Video feedaHapcacpveeesaCsraatnrorcieeCrs’asorrnvieidmr’esaojosvridsntereoewaslmicbiarnasgrtysd,i(prHeroocdmtlyueciTntimvyideouesroe,wgaemnbdesnimtteso.,rGeP!eR)t
• 100% Co-op rate
To set up a Carrier Sitelink content manager program through Sequoia Technologies,
visit HVACpartners > Marketing Tools > Marketing Your Business > Online Presence
> SiteLink
LOCATOR LINK
If you would like your existing website linked from the Carrier residential website Dealer
Locator, then Locator Link is for you. For $60 per year, a link will be established and
maintained from the Dealer Locator to your website. The fee also provides for bi-annual
compliance audits.
To order Locator Link, visit www.carrierhvaconline.com, click on “Solutions” > “Locator
Link” then fill out the order form and submit.
85
additional koch air
PRODUCTS
& PARTS
THE FUTURE - OURS FOR THE TAKING.
ADDITIONAL KOCH AIR PRODUCTS & PARTS
PARTS&SUPPLIES
Koch Air’s parts and supplies division has a multi-million dollar inventory
of parts from Carrier, Payne, Modine, and other HVAC manufacturers.
Thermostats from Honeywell, control boards from White Rodgers, IAQ
from Aprilaire, and much more are available along with installation supplies –
right down to the screws. We stock compressors from Carlyle and Copeland.
You can place your order via KochAir.com, phone, email or visit one of our
local stores.
SHOPPING AT KOCH AIR
Our seven branch locations are bright, clean and well stocked with quality
HVAC equipment, parts and supplies. In a hurry for a compressor? We have
it! Need a thermostat? We have it! We stock full lines of liner, metal fittings,
metal and flex duct. Don’t forget to check out our lineup of tools & meters! A
simple visit will make clear the difference our extensive inventory and expert
staff will make for you and your bottom line.
86
ADDITIONAL KOCH AIR PRODUCTS & PARTS
2016 koch Air PARTS & SUPPLIES
+ Indoor air quality products + SPECIALTY EQUIPMENT
Carrier | Air Cleaners, Humidifiers & Zoning Products Carrier | Duct Free Split Systems
Totaline | UV Purifiers & Star Series - 24V Electronic Filters Slant/Fin | Residential & Commercial Boilers
Honeywell | Residential & Light Commercial Zoning Systems, Air GREE | Packaged Terminal A/C & Heat Pump Units
Cleaners, Humidifiers, Whole Home Dehumidifiers & Ventilation Products Modine | Unit Heaters
Takagi | Tankless Water Heaters
Aprilaire | Humidifiers, Steam Humidifier, Air Cleaners, Ventilation & Intermatic | Surge Protectors
Whole Home Dehumidifiers Edge | Eyeware, Safety Glasses
Glasfloss / Flanders | 1”, 2” & 4” Replacement Media Filters
Bipolar Ionization Products | Residential & Commercial
+ Service & Replacement parts + INSTALLATION PRODUCTS
Carrier | Factory Authorized Replacement Parts Bramec | Installation Supplies
Payne | Factory Authorized Replacement Parts Danfoss | Refrigeration Components
Totaline | Thermostats, Service Parts & Products Duro Dyne | Hardware & Fasteners
Appion | Refrigerant Recovery Machines Hardcast | Duct Sealer
Aprilaire | Thermostats TRUaire | Registers & Grills
COPELAND | Compressors Johns Manville | Duct Liner, Duct Wrap & Duct Board
Fieldpiece | Meters, Heads & Pocket Gauges Lenox | Saw Blades & Tools
Quest / Vapco | Cleaning Chemicals & Adhesives Selkirk | B-Vent & Chimney Liners
Honeywell | Thermostats & Controls Metal-fab | B-Vent & Chimney Liners
Kidde | Smoke & CO Detectors Reflectix | Duct Insulation
NU Calgon | Cleaning Chemicals & Adhesives Southwark | Metal Fittings
PRO1 | Thermostats & Controls Spiral Duct
Turbo torch | Soldering Components, Torch Kits & Brazing Accessories Black Iron Pipe & Fittings
White-Rodgers | Thermostats & Controls Copper Fittings
Yellow Jacket | Charging Gauges & Refrigeration Products Copper Linesets & Slim Duct Lineset Covers
28 Gauge through 20 Gauge Flat Sheet Metal Products
Condensate Pumps
A/C Condenser Pads & H/P Pump-Ups
Electrical Boxes, Breakers, Wire etc.
Whips & Disconnects
HVAC Tools & Fasteners
Tape, Caulking & Wire Ties
R-22 & R-410 Refrigerant
87 StockPleedaseeqcuoinptmaectntyoluirnaes,smigondeedlasc, cvooulnttasgaeless,paenrsdonquoarnItnistidieesSavlaesryfoartfuKrtohcerhaAsisrisbtarnacne.ches.
ADDITIONAL KOCH AIR PRODUCTS & PARTS
PARTS&SUPPLIES
ONLINE ORDERING
AVAILABLE ON KOCHAIR.COM
EQUIPMENT & PARTS
ORDERING MADE
FAST & EASY!
MORE INFORMATION IN THE PALM OF YOUR HAND.
Online Ordering
Kochair.com allows you to easily browse and order our available equipment and parts products conveniently from
your computer, tablet or mobile device! Simply click on the “Products” link on Homepage of Kochair.com to view our
Online Catalog. You will find product categories, detailed specifications, item descriptions and pricing. From
there, it’s fast and easy to place your order online! Enjoy faster transactions, great customer service and improved
inventory availability with the online ordering feature on www.kochair.com.
88
ADDITIONAL KOCH AIR PRODUCTS & PARTS
PARTS&SUPPLIES
NEW FEATURES IN OUR P&S STORES!
Koch Air Insider Kiosk
Koch Air wants to reward you for your business and loyalty! Begin earning valuable
points just by visiting your local Koch Air Parts & Supplies Store, with the new Koch
Air Insider Kiosk!
THREE EASY STEPS:
1. Enter your phone number at the Koch Air Insider Kiosk
2. Check-in with each visit to your local Koch Air Parts & Supplies store
3. Earn rewards for your loyalty!
Points system & rewards:
• PEavcekry(1C0usCtohmeecr’sk-cIhnosic:e)Bug Spray, Hand Sanitizer Wipes or Hand Warmer
• First 50 Check-Ins: Klein Tool Backpack
• Every 50 Check-Ins*: Tool Gift Set
*eAaftcehr yqouuarhtearv.e earned the Klein Tool Backpack. A different set of tools will be announced
Totaline TV
While you’re waiting for your parts order at your local Koch Air Parts & Supplies
store, check out the Totaline TV that we now have installed in each of our store loca-
tions! The Totaline TV provides you with the latest announcements and promotions
from Koch Air, Carrier and Totaline.
totaline tv Playlist:
• Products, Parts and Equipment FAQs and Benefits
• Product Demo Videos
• New Product Announcements
• Aftermarket Products and Information
• Tips of the Trade
• Sales and Support Tools
• Koch Air and Totaline Promotions and Specials
• Upcoming Training Announcements
• Upcoming Events and Dealer Trips
89
ADDITIONAL KOCH AIR PRODUCTS & PARTS
PARTS & SUPPLIES Quick TIP!
SUPPORTTOOLS Participate in
2016 PARTS & SUPPLIES CATALOG
PRESEASON BUYS
Koch Air’s NEW Parts & Supplies Catalog is here! Our P&S Catalog is your source for quality
HVAC products and parts. Find pictures, descriptions, dimensions, part numbers and our to lock in great rates
prices for the industry’s best HVAC parts, supplies and accessories that are stocked and and extended terms!
ready to ship. The catalog is also a complete reference for Factory Authorized Parts to
Carrier and Payne heating and cooling equipment. The 2016 Parts & Supplies Catalog
includes the following products:
• HVAC Equipment, Replacement Parts and Accessories
• Refrigeration Equipment, Parts, Tools and Accessories
• Hydronics Equipment, Parts and Accessories
• Ventilation/Indoor Air Quality Products, Parts and Accessories
• Heating and Air Conditioning Controls (thermostats, zoning, accessories, etc.)
• Motors and Motor Accessories
• Electrical Products and Parts
• Sheet Metal and Duct Accessories
• Installation and Maintenance Supplies, Instruments and Tools
• Chemicals
*o**TrSheeelee2cp0tr1ao6gneiPcaa1lr2ltys7. & Supplies Catalog can be found on kochair.com and is also available in print
Ask your P&S Territory Manager for the version that’s most convenient for you.
of the Policies/Forms section for Spring PreSeason Rates/Terms.
ACCESSORIES Sell SHEET
Koch Air is excited to provide you with a FREE customizable sales tool! We have created
a user-friendly one-page template that is used to customize your own HVAC accessories
sell sheet. Upon your request, your TM or local sales assistant will help you create an
accessories sell sheet that your techs can present to homeowners. The accessories sell
sheet will include your company’s logo, contact information, your preferred heating and
cooling products and the appropriate pricing. You will select your HVAC products and
accessories from our Product Database, which includes a variety of our stocked Carrier
products and accessories, and a large selection of accessories from our Parts Stores.
E*Caocnhtapcrot dyouucrt on your sell sheet will include a brief description and a list of benefits.
TM or local sales assistant to take advantage of this custom sell tool!
REPAIR vs. REPLACE Sheet
At some point it’s likely that every homeowner will be faced with the decision of whether to
repair or replace their HVAC system. There are several factors that need to be considered
in order to make the right choice, and Koch Air is providing you with a FREE resource
that will allow you to help your customer make an educated decision on whether to repair
or replace their HVAC system. Upon your request, we will add your logo to our Repair vs.
Replace info isthtoeeyto. uYrowuecbasnitues!e*CthoinsteacdtuycoautiroTnMal tool at the kitchen table, home shows or
even upload to request the Repair vs. Replace sheet.
Digital file is free to dealership. Printing or laminating are at the cost of the dealership. 90
ADDITIONAL KOCH AIR PRODUCTS & PARTS
PARTS & SUPPLIES
SUPPORTTOOLS
TOTALINE MOBILE TECHNICIAN APP
The Totaline Mobile Technician is an easy-to-use mobile application that helps you find the Totaline products you need
quickly, and provides you with real-time access to Carrier and Payne equipment bill-of-materials. With a quick scan or
key-in of the unit serial number bar code, this app quickly and accurately provides you with equipment details, including
Factory Authorized Parts™. In addition, it contains extensive cross-referencing capability to Totaline Universal HVAC/R
Parts and Supplies, to help give you non-warranty parts for other brands of equipment in just a few easy steps. With the
new and enhanced version of the Totaline Mobile Technician App, saving time on repairs has never been easier!
NEW FEATURES: • Totaline.com quick link
• Maintained search history
• Warranty entitlement data • Convenient distributor branch locator and onboard GPS
• Robust performance and easier user interface
• E-mail functionality allows you to send a parts list
• Quickly locate parts list for equipment
• Real-time access to EPIC source systems for current data
• Serial number to model number lookup with serial bar code scanning or keyed input
• Selection and Cross-reference tool for parts
• Warranty entitlement data
• Unit service history
• Equipment bill-of-material search, including parts supercession
• Lookup and view relevant equipment and technical literature
• Ability to create jobs and add parts to jobs
9*1The Totaline Mobile Technician available for FREE as a universal app for phones/tablets on Apple App Store and Google Play.
ADDITIONAL KOCH AIR PRODUCTS & PARTS
PARTS & SUPPLIES
FALLSHOWCASE
2016 Koch Air FALL SHOWCASE EVENTS
Koch Air is excited to announce the 2nd Annual Parts & Supplies Fall Showcas-
es, coming to a city near you! This one-day event at each Koch Air location will
be packed with great product information and demonstrations, certified training,
special deals, cool give-a-ways and plenty of face time with our preferred parts
and supplies vendors. Did we mention AWESOME food from the best local food
trucks? YUM!
EVERYTHING YOU NEED TO KNOW IS IN ONE PLACE:
• New Products: Learn about new products and information.
• vQa&luAe:dYvoeundaonrd-pyaortunreTrsMtowbilel thtearvuentdheersotpapnodrttuhneitbyetnoefsitpseonfdthteimireprwoidthucotusr.
• TyoouoalloDoekmaotnthsetlraatetsit otonosls: toWmeaakree yboriunrgjionbgeinasoieurr.best vendors to give
• Lluuncnhcahnd& rPergiiszteesr :foWr ghrieleatyporuizberso.wse our tool demos, enjoy a delicious
• Tanrdadweinsghreoawt :prNizeetws oartkthweithtraoduersvhaoluwe.d vendor-partners, see new products
INDIANAPOLIS, IN. FT. WAYNE, IN. LOUISVILLE, KY. LEXINGTON, KY.
DATE: August 9, 2016 DATE: August 10, 2016 DATE: August 16, 2016 DATE: August 17, 2016
LOCATION: Koch Air LOCATION: Koch Air LOCATION: Koch Air LOCATION: Koch Air
5620 Dividend Road 5331 Keystone Dr. 2600 Blankenbaker Pkwy. 132 Trade Street
Indianapolis, IN 46241 Ft. Wayne, IN 46805 Louisville, KY 40299 Lexington, KY 40511
PADUCAH, KY. EVANSVILLE, IN. ST. LOUIS, MO
DATE: August 23, 2016 DATE: August 25, 2016 DATE: September 28, 2016
LOCATION: Koch Air LOCATION: Koch Air LOCATION: Koch Air
623 S. 24th Street 1900 W. Lloyd Expwy. 3141 Riverport Tech Center Dr.
Paducah, KY 42003 Evansville, IN 47712 Maryland Heights, MO 63043
*Dates are subject to change. Look for additional announcements.
92
93 *Minimum 2015 P&S purchases of $50,000. Growth is determined by YOY increase from 2015 to 2016.
PARTS&SUPPLIES
TANKLESS WATER HEATERS
Takagi is the global leader of tankless water heaters. Takagi water heaters offer a wide variety of tankless gas water heaters
to meet all of your customers water heater needs. Takagi water heater manufactures a complete residential tankless water
heater line along with a complete commercial tankless hot water heater line.
Koch Air is excited to introduce Takagi’s NEW & IMPROVED line of residential and commercial tankless water heaters,
featuring new and advanced technology, along with a new design that cuts down on installation time and labor.
NEW TAKAGI TANKLESS WATER HEATER UNITS:
1. TANKLESS NON-Condensing concentric vent INDOOR UNIT (Residential unit):
This new unit is a fully modulating, gas fired, tankless water heater with sealed combustion and power vented flue. Supplies
hot water to domestic hot water systems and can be used with water storage tanks, recirculation systems, and/or combined
domestic & heating applications. Field convertible from Natural Gas to Propane with supplied conversion kit.
2. Commercial Tankless Rack System:
The new commercial rack system comes in three unique styles: Wall Mount Rack System, In-Line Free Standing Rack
System and Back-to-Back Free Standing Rack System. Benefits to the Commercial Rack System include:
• Lightweight - Constructed of anodized aluminum frame.
• lEinxkpuapndtoa2b0lhee-atMeruslttiopgleetdheesrigwnithanMduilntis-ltianlklastiyosntecmo.nfigurations (wall-mount, free-standing, back-to-back). Able to
• wRehdicuhnedxtaenndcsyth-eMlifueltiopflethceohmebautesrtsio.n systems provide peace of mind and easily isolate a unit for maintenance
• Easy Field Installation - Reduce installation costs with three simple connections (cold water, hot water & gas).
• Easily Integrate Storage IF NEEDED
TRY TAKAKGI TANKLESS WATER HEATERS FOR YOURSELF!
GET 50% BACK OFFER DETAILS:
on the cost of a
TAKAGI 1. Purchase two tankless water heaters.
Altl aTankakgli eTasn(ksUlepswstoaW$att5ee0rr0H)ehaetearstqeuarli!fy. 2. Install one in your home.
3. Email copy of invoice and an image of the
installed product to:
• [email protected]
• YtoouTamkaugsti ewmithaiinl y3o0udr ainyvsooicfepaunrcdhpahseo.to
Offer good thru December 31, 2016
Contact your Koch Air Territory Manager to buy Takagi Tankless Water Heaters.
94
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