ABCO-AUG-01-COVER.pdf 1 7/30/12 10:35 AM AUGUST 2012 THE NEW RULES OF THE GAME: HOW TO PLAY, HOW TO PROFIT. C M Y CM MY CY CMY K A winning strategy to boost furnace sales. Here’s what you need to know. For contractors looking for opportunities, The Department of Energy’s recent ruling on furnace efficiency standards has created a unique sales opportunity. As of May 1, 2013, all new non-weatherized furnace installations in the Northern United states (states with greater than or equal to 5,000 degree days) will be required to have at least a 90% AFUE rating. “90% and above essentially requires a condensing furnace.” explains John Androski, ABCO’s V.P. HVAC Sales and Product Management. CONTINUED ON PAGE 4 ABCO-AUG-02-EXPO.pdf 1 7/30/12 10:37 AM What’s your next move? C M Y CM MY CY CMY K This way forward. Wednesday, November 7th, 2012 – Terrace On The Park – Flushing, NY. Over 4500 contractors. 200 manufacturers and vendors. Limitless opportunity. Join ABCO November 7th at Terrace On The Park in Flushing, NY for the 32nd Annual ABCO EXPO, where you’ll find all the ideas and solutions, as well as new products and technologies to keep your business moving forward. And, as always, there are plenty of promotional giveaways and raffle prizes – not to mention a gourmet lunch on the house. Make sure to reserve a place for everyone in your company. You don’t want to miss out on this chance to reconnect with old friends and discover new ideas to help your business. As always, admission is free – but you still need to reserve your place for this year’s show. Log on to ABCOhvacr.com and register today. ABCO-AUG-03-ABCOUNIV.pdf 1 7/30/12 10:36 AM STAY ON TOP OF YOUR GAME WITH ABCO UNIVERSITY. In the ever-changing HVAC and Refrigeration industries, the difference between you and the competition is in how well you can grow and adapt. Knowledge is profit, and ABCO is committed to helping your business thrive with ABCO University’s unparalleled selection of HVAC, refrigeration and professional development courses. Learn to service and install the latest products and technologies, design complex multi-zone heating & cooling systems, and even implement unique sales strategies to create opportunities in a changing marketplace. ABCO University courses help you rise above the competition and maximize your profitability. Talk to your ABCO Branch Team or visit our website at ABCOhvacr.com/courses for more information about how to register for Fall 2012 ABCO University courses. C M Y CM MY CY CMY K THE LEGACY OF LOU. More than half a century of dedication and service is celebrated by ABCO. Ever wonder who the longest standing team member is at ABCO? The answer is Lou Cherwin. Hired in 1961 as a Credit Manager by ABCO Founders Jules Gottlieb and George Moncher, Lou is retiring after 51 years of dedicated service. However, this is more than a retirement. It’s the recognition of a legacy. Lou was instrumental in helping to build a strong foundation for ABCO. Jack of all trades, doing everything from collecting money to being Jules personal assistant, Lou exemplified what ABCO is all about: serving our customers with compassion and understanding for their business. We’ll miss seeing his smiling face, and hope he comes back from time to time so we can remind him of our deep appreciation for helping to make ABCO the company it is today. ABCO Credit Manager Lou Cherwin accepts plaque from Chief Financial Officer Scott Strumpf in honor of his retirement. A winning strategy to boost furnace sales. Here’s what you need to know. C M Y CM MY CY MY K CONTINUED FROM FRONT COVER “Come May 1st, it will simply be more expensive to install a furnace here in the Northern U.S. since you won’t be able to run the exhaust through the chimney. Now’s the perfect time to educate customers on the advantages of getting in under the wire with a new high-efficiency replacement furnace before the rules go into effect—and the costs go up.” The average installed cost of a new furnace will increase as a result of the new standards. “Those costs will be outweighed by energy savings in the long run,” says Androski. “It may make more sense for a customer to replace an older furnace now with an 80-85% AFUE furnace. It will still be significantly more efficient than the one they had. And they can avoid the extra outlay required by a 90% AFUE.” The DOE says that the average furnace owner in the Northern U.S. will save substantially on energy costs over the life of the new furnace. What your customers should know about replacing their furnaces. Making the argument for replacing an older furnace now before the new regulations go into effect isn’t hard. Many consumers are already considering replacing furnaces because of dramatic advances in efficiency. In the Northeast, the cost and uncertainty of oil has many converting to gas, so there’s strong momentum already behind you. The average lifespan of a non-weatherized furnace is between 12 and 20 years. While we’ve all seen exceptions to the rule, the reality is that if your customer’s furnace is over 10 years old, its efficiency level is probably around 60% or less. Replacing it today will add almost 50% more efficiency—without the extra OUBLE GET OUT OF TR CH TE AM CA LL YO UR BR AN ON FO R BE ST SO LU TI 24-HOUR EMERGENCY HOTLINE: 877-937-ABCO costs they’ll incur if they wait until May 2013. Most customers don’t think about replacing their furnace until the furnace breaks. But the best time to replace a furnace is before it breaks down. When it’s not an emergency, and customers still have the luxury of time, they’ll be able to make an intelligent choice. Be sure to educate them about the cost savings of today’s smaller, easier-to-install furnaces. The advantages of replacing an older furnace now before the costs go up are clear. All you need to do is explain them to your customers. We’re in the middle of a long hot Summer, but Fall is right around the corner and it pays to plan ahead. Now’s the time you’re seeing your customers most. It’s the perfect opportunity to plant the seeds about upgrading that furnace. The new Department of Energy AFUE standards simplified: • Starting May 1, 2013 all non-weatherized furnaces in Northern U.S. states will be required to have an AFUE rating of 90% or greater. • The new furnace requirements mean that all new installations in Northern states after May 1, 2013 will require what is essentially a condensing furnace. Installation and material costs will be higher. • Now’s the perfect time to start educating customers about the cost saving and efficiency advantages of replacing an older furnace before the new regulations take effect. ABCO highly recommends Luxaire’s energy-efficient furnaces. Luxaire’s compact, easy-to-install furnaces environmentally friendly units are far more efficient compared to older units. Factor in higher reliability and reduced service costs, and a Luxaire purchase pays for itself fast. You can look forward to ABCO help keep you ahead of the curve. Be on the lookout for exclusive support, service and solutions that only ABCO can provide. Put your company in the best position to win. We will be simplifying incentive programs for Luxaire and Mitsubishi dealers, and this Fall’s Package Deals promises to be our biggest and best ever. It will feature more innovative products and strategies designed to make the most of the season’s best selling opportunities. COMING SOON: FALL PACKAGE DEALS ABCO-AUG-06-FRIEDRICH.pdf 1 7/30/12 2:03 PM THE PERFECT SOLUTION FOR THE DOG DAYS OF SUMMER. Keep any room cool with Friedrich’s innovative thru-the-wall, room/window and portable air conditioning. C M Y CM MY CY CMY K Thru-the-Wall Air Conditioning Perfect and universal-fit models for 24 ½"-27 ½" sleevereplacement projects, new construction, retrofits or spaces where a window installation isn’t an option. Commercial and standard-grade lines provide a range of choices. • WallMaster – perfect fit for existing 27" sleeves, including Fedders A and B (requires a baffle kit). Ideal for thicker wall installations. • Uni-Fit – A universal fit for existing sleeves from 24 ½"-27". Ships with a two-piece trim ring that fits over the chassis front. • Kühl – Durable, commercial grade cooling for walls up to 15'/8" deep. • Chill – Highly rated, energy-efficient for a range of lighter-duty applications. Room/Window Air Conditioning Friedrich’s expansive line of room air conditioners includes the only truly commercial-grade models on the market today and offers products that are suitable for a range of applications, from office suites to hazardous locations. Available in cooling-only, energy-efficient heat pumps and cooling with electric heat in capacities ranging from 5400 Btu to 3 tons. • Kühl – Unmatched for quality, ease and control. Group units for zone management. • Chill – Highly rated, energy-efficient for a range of lighter-duty applications. Portable New ZoneAire Heat Pump Portable Model The new ZoneAire heat pump provides four distinct functions in one convenient unit: air conditioning, heating, dehumidification and air circulation/fan. It’s ideal for supplemental cooling or heating. • 40% faster cooling for maximum effectiveness • Energy-efficient with EER up to 9.5 • Easy installation, fast cooling when and where you need it For more information, please contact your ABCO Branch Team or Sales Account Manager. ABCO-AUG-07-INTERMATIC.pdf 1 7/30/12 2:00 PM PROTECT YOUR CUSTOMERS FROM GETTING FROSTED OR FRIED. C M Y CM MY CY CMY K Introducing the latest innovations from Intermatic, designed to keep your customers’ equipment safe and running smoothly for years to come. Electronic Defrost Timer – Auto Voltage HVAC Surge Protective Device The Grässlin DTAV40E electronic auto-voltage defrost timer has 7-day flexible scheduling and to the minute defrost duration control to increase system efficiency. The Intermatic AG3000 HVAC surge protective device utilizes state-of-the-art surge technology to provide transient voltage protection to a variety of 120/240 VAC HVAC equipment. Compliant with UL 1449 3rd edition standard, the AG3000 is easy to install, has a green LED protection indicator and comes with a $7500 Connected Equipment Warranty. Mechanical Defrost Timer – Auto Voltage The Grässlin DTAV40Q Series Auto Voltage Defrost Timer is applicable to air defrost (compressor shutdown) and electric or hot gas defrost systems where the defrost is time initiated and pressure, temperature or time terminated. For more information, please contact your ABCO Branch Team or Sales Account Manager. ABCO-AUG-08-BACK.pdf 1 7/30/12 10:38 AM PRSRT-STD US POSTAGE PAID LIC, NY 11101 PERMIT 1173 49-70 31st Street Long Island City, NY 11101-3193 RETURN SERVICE REQUESTED Escape to El Conquistador Resort Fajardo, Puerto Rico. November 11-16, 2012 C M Y CM MY CY Contact us for all your HVAC/R needs, or visit our website at www.ABCOhvacr.com CMY K Branch Manager Location Phone Number Sales Account Manager Territory Phone Number Wayne Turner Craig Bakelaar Robert Siegel Anthony Sciarrillo Guy Damis Vincent Riker Cesar Zevallos Harold Kaplan SallyAnn Whalen Patti Henderson John Cassetta Gregg DeFranco Noelle Nardello Louis Mirabal John Canetti A.C. 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