National Training Center

1. National Training Center FIELD TRAINING REQUEST/INFORMATION All technical field classes are 3 & ½ hour modules. Sales/Business Management classes vary. Distributors may request field training by contacting the Training Center directly. Once the date and type of class (es) are decided, the Training Center will mail a confirmation letter to the Distributor confirming the class. The school schedule is “firm” upon receipt of the letter. Cancellation after this date will be invoiced at $700 for each day of cancelled training. If the distributor reschedules a canceled class within 6 months of the original class date, we will apply the cancellation fee toward the tuition cost of the rescheduled class on a 1 to 1 basis (1 day cancellation fee toward 1 day of tuition cost). Tuition charge is $130.00 per student per day with a minimum billing of 15 students. This price will include all classroom materials. NOTE: Distributor P.O. is required for billing purposes. FIELD TRAINING SCHEDULE Price effective January 1, 2002 REQUEST FORM Name_________________________________________________ Company ______________________________________________ Address_______________________________________________ City________________________ ST_______ Zip_____________ Phone (_____)_______________ Fax(_____)__________________ Class(es) ______________________________________________ Class Date(s____________________________________________ Distributor P. O.#______________________________________ We will try to meet all requests we receive by the date indicated in your letter. If we are oversubscribed, priority will be established by the date the request was received. To request a date, fill out the form and mail to: International Comfort Products National Training Center 14 Ingram Blvd. / P. O. Box 3005 LaVergne, TN 37086 Or, you can fax the request to (615) 248-8959. E-mail Address: elaine.dinkins@icpusa.com CLASS DESCRIPTIONS AND REQUEST FORM FOR ICP FIELD HVAC CLASSES. International Comfort Products National Training Center P.O. Box 3005 14 Ingram Blvd. LaVergne, TN 37086-3005 Phone (615) 248-8941 Fax (615) 248-8959 Revised August 2002

2. Field Technical Training Classes HVAC TRAINING Air Conditioning Mechanical T/S Air Conditioning Electrical T/S Heat Pump Mechanical T/S Heat Pump Electrical T/S NATE – Heat Pump Specialty Svc. Ignition Troubleshooting AIR CONDITIONING MECHANICAL TROUBLESHOOTING AIR CONDITIONING ELECTRICAL TROUBLESHOOTING ENVIROMAX – R410A RESIDENTIAL OPERATION AND TROUBLESHOOTING This class is designed to help make diagnosing, trouble- shooting refrigerant circuits and airflow problems easier for the service technician. Operation of the refrigerant circuit is covered in detail. The student will gain an under- standing of superheat and sub-cooling, what they are, how to check them, and what can happen when they are not within the proper range. Interpreting pressure-temperature and performance data charts is also covered. Proper charging methods are discussed, as well as the effects of improperly charging a system. Troubleshooting exercises are assigned to the student to immediately apply the principles that have been learned. Electrical troubleshooting is broken down into a simple 4 step process in this class. Circuit components and characteristics are discussed in detail. Connection and Ladder wiring diagrams and their use are reviewed. The student will have the opportunity to draw a wiring diagram during class. How and when to use Flow Charts for troubleshooting is also covered. Suggestions are provided to the students to help them learn to troubleshoot more efficiently. Numerous exercises are assigned to the student throughout the class to reinforce the information covered. Today’s professional HVAC technician must under-stand the differences between R-410A and R-22 and what the operating characteristics of the new refrigerant means to properly operating systems. This class involves basic refrigeration theory, mechanical refrigeration cycle, coils, diagnostics, charging, piping, safety tips, and the service equipment required, all relating to R-410A service and installation. Basic review and understanding of the requirements of the Montreal Protocol will also be covered. HEAT GAIN / LOSS LOAD CALCULATION DUCT SIZING AND REGISTER SELECTION GAS FURNACE START-UP Proper sizing of heating and cooling equipment is essential for comfort and efficiency, as well as for the longevity of the equipment. “Rule of Thumb” methods (square feet per ton) typically result in improperly sized equipment. Topics of discussion include design temperatures, construction details, and consideration. Students will be instructed on how to use the ICP short form to calculate a load and then actually calculate heating and cooling loads for a sample house. The duct system must be carefully designed and installed by a professional technician to achieve the benefits of reliability and efficiency. This class will include information about system selection and design, performance characteristics, duct materials, blower performance, air-side devises, and simple duct sizing methods and procedures. Selecting residential grilles and registers will be covered. Mid and High Efficiency furnaces can only operate at rated capacity and efficiency when installed and set-up properly. This class covers the proper procedures re-quired to insure that the furnace is operating efficiently, reliably and safety. Topics of discussion will include venting, combustion air requirements, procedures for checking furnace input, checking/adjusting manifold pressure, setting heat anticipators, checking tempera-ture rise and limit switches. Exercises will be used. IGNITION TROUBLESHOOTING COMMERCIAL EQUIPMENT SERVICE AND MAINTENANCE OIL FURNACE STARTUP AND SERVICE The heart of a gas furnace is the ignition system and an understanding of that system is essential before the ser- vice technician can accurately diagnose problems with it. This class covers several electronic ignition system, their sequence of operation as well as the Electronic Fan Timers used with these systems. Wiring diagrams are used extensively to illustrate system operation. Students will use exercises to apply their knowledge. This class is designed to assist the technician when starting up and/or servicing an oil fired forced air central heating system. Proper sizing, lift, fuel pump needs, one pipe and two pipe systems, proper startup procedures, problem solving, and understanding problems will be covered. This class also includes checks on combustion air, venting, piping and oil burner component functions. This course will help the service technician understand troubleshooting and maintenance procedures for com- mercial rooftop and split-system equipment. Wiring dia- grams and flow charts will be used to discuss sequence of operation, economizer operation and electrical troubleshooting. Student exercises will be utilized to reinforce the principles covered during class.

3. Field Technical Training Classes HVAC TRAINING Air Conditioning Mechanical T/S Air Conditioning Electrical T/S Heat Pump Mechanical T/S Heat Pump Electrical T/S NATE – Heat Pump Specialty Svc. Ignition Troubleshooting NATE TRAINING NATE TRAINING HEAT PUMP ELECTRICAL COMPONENT TROUBLESHOOTING HEAT PUMP MECHANICAL TROUBLESHOOTING TROUBLESHOOTING ELECTRICAL CIRCUITS Electrical troubleshooting on a heat pump can be consid- erably more challenging than an air conditioner because of additional components and circuitry. That complexity is broken down into easier to understand segments in this class. The class concentrates on components, controls, and circuitry that are unique to heat pumps. Thermostats and control wiring and what circuits are energized in which mode of operation are covered. Electronic Defrost Con-trols, their operation and check-out procedures are reviewed. Also covered are defrost sensors, heat/cool relays, reversing valve coils, etc.. Wiring diagrams are used throughout the class to facilitate the learning process. The refrigerant circuit of a heat pump has more parts that a standard air conditioner and can be more difficult to troubleshoot because of this. Those additional components and the function that they serve in the refrigeration circuit will be reviewed in this class. System matching, sizing, and balance points will be discussed. Proper charging methods, technical (performance) data and methods for determining system airflow are also covered. Symptom diagnosis for both the heating and cooling modes of operation are covered in detail. Students are assigned various exercises to apply their knowledge to solve real problems. Wiring diagrams can be complex and difficult to understand. This class will help the service technician to learn how to use wiring diagrams as an effective service tool as well as learning how to determine the sequence of operation for any system. Series and Parallel circuits are discussed. Symbols used on wiring diagrams are reviewed in detail. Circuit components, their characteristics, what they do, and how to check them is also covered. Assigned exercises include wiring (on paper) a gas furnace, and a complete air conditioning split system. NEW HEATING TECHNOLOGY 90% + SINGLE STAGE FURNACE HOT WATER BOILERS The technology for heating products is constantly changing in response to demand for higher efficiencies and increased comfort levels. The new 90% + 2-stage gas furnaces recently added to our line, may employ technology that technicians are unfamiliar with at this time. This class familiarizes students with our new 2-stage gas furnaces (including variable speed technology). Installation, application issues, sequence of operation and troubleshooting will be covered in detail. Other topics included will be components controls and wiring. This course will cover the basics of servicing hot water heating systems. Topics will include ser-vice and troubleshooting the fuel side of gas and oil fired boilers; checking water flow; types of water piping systems; boiler components and their function. Heat loss calculations, sizing and selecting the proper hot water boiler will be covered as well as base board radiation and pipe sizing. ICP’s new furnace line represents the latest in high efficiency gas furnace technology. This ½ day course offering will cover: installation, sequence of operation, adjusting and troubleshooting of the new furnace design. Discussion will include units with indoor combustion air, direct vent only, and dual certified venting. Theory and operation, components, ignition systems and electrical diagrams will also be covered. NORTH AMERICAN TECHNICIAN EXCELLENCE (NATE) - HEAT PUMP SPECIALTY-SERVICE EXAMINATION REVIEW AND PREPARATION NATE develops and promotes excellence in the installation and service of heat pump systems by recognizing technicians through voluntary testing and certification. This ICP ONE-DAY class will cover installation, service, components and applied knowledge pertaining to heat pumps. Attendees will be prepared to take both the NATE Core and Heat Pump Specialty-Service examination(s) with a NATE-Approved Proctor. The exam(s) (separate cost from class) can be administered by the distributor (if listed as a NATE-Approved Testing Organization), or ICP (with additional costs), within days of the class. Passing the Heat Pump Specialty-Service exam will also allow the student to obtain certification for heat pump installation, air conditioning installation and air conditioning service, with no additional test fees.

4. Sales and Management Classes Sales and Profits BUSINESS MANAGEMENT (PROFIT ENHANCING TIPS FOR ALL HVAC BUSINESSES) Each year hundreds of the nations best HVAC technicians go into business for themselves and make less money than they did when they worked for someone else. In fact, over 75% fail, with “lack of profits” being the leading indicator. This workshop is all about making more money in the HVAC business. The class begins by examining the Profit and Loss Statement, the business report card, and then uses it to show the business owner or any key employees how to price, when to grow, what labor rate to charge, how to collect, how to profit check all jobs, why productive hours are important, and the best time to adjust your prices. Timely issues such as flat rate pricing, selling accessories and upgrades, and labor intensity relative to the HVAC industry are discussed in detail. This workshop is not only for business owners, but also department managers and key office employees involved in pricing, record keeping and profit responsibility. You will make more money in your business if you use the ideas outlined in this class or your tuition will be refunded. How can you afford not to attend? HVAC RESIDENTIAL SALES CLASS (SELL MORE, AT A HIGHER PRICE, AND GET THE JOB) You know that your company does great work, but it seems like the customers are only interested in one thing, price! Adding to your woes are a potpourri of low quality-low price competitors! You have to decide to beat them or join them, and joining means certain business failure. You have to explain to the customer what you already know, namely a higher price could be a better price, when purchasing home comfort. If you can show the customer value for their money, they will be inclined to buy, even at a higher price! This workshop reviews the entire sales presentation from making the appointment, to following up after the completion of the job. If you are tired of not knowing what to say when the customer says, “price is my primary concern”, “let me think it over”, “let me get another bid”, and “the guy last night was 500 dollars less” this class is for you. Don’t let your competition get your job at a lower, or higher price! This workshop is for anyone directly or indirectly involved in selling HVAC residential products. Invest in your future by making plans to attend this high impact workshop! DISTRIBUTOR VALUE ADDED SELLING “THE SALES IN YOUR TERRITORY ARE WAY DOWN!” “WHY CAN’T OUR DEALERS SELL UPGRADED EQUIPMENT” “GREAT, WE JUST LOST ANOTHER DEALER TO ACE DIST!” Heard these statements a little too much lately? A well trained sales staff is paramount to the success of any distributorship. We offer a variety of classes for your outside, inside and counter sales professionals. Pick from the topics below: * TERRITORY MANAGEMENT * PEOPLE READING SKILLS * SELLING UP * SELLING ADD ON ACCESSORIES * SELLING THE PRODUCT * SELLING BEYOND PRODUCT * INTERNAL AND EXTERNAL CUSTOMER RELATIONS SKILLS * FORMULA FOR SUCCESS * DEPARTMENTAL TEAMWORK * HELPING DEALERS SURVIVE * SALES CALL ROLE PLAY * OBJECTION HANDLING * COMMUNICATION SKILLS * CLASSIFICATION BY ABC * HANDLING IRATE CUSTOMERS * DEALER NEEDS ANALYSIS * CONSULTATIVE SELLING * CLOSING THE SALE * * TIME MANAGEMENT TIPS * LISTENING SKILLS Bring the outside sales staff in for the first, and the inside associates for the following day, to eliminate a void in service levels. CUSTOMER RELATIONS FOR SERVICE TECHS (INVEST IN YOUR FRONT LINE SALES FORCE!) A business owner sends his 4 technicians to a special business meeting. In this meeting the instructor explains the benefits of working with a profitable company, and how they can help their company reach it’s profit goals. He explains that an increase in sales, with no real increase in costs or expenses will lead to profit. He list the three ways to maximize sales as: 1) Minimize customer loses 2) Maximize referrals and 3) Increase average sale with existing customers through accessory benefits and awareness. After the meeting, the technicians, aware of what the increased profits can do pick an add on accessory to recommend to their customers. Most are not interested, but 1 in 10 chooses to make the purchase. As each technician is making 1000 calls per year (20 per week), all 4 sell 100 add on items in the first year. The business owner adds the profits from 400 accessories to his bottom line, as he has no additional expenses. Happy Customers result in additional referrals. This business owner could be you! IT’S YOUR CLASS, SO HAVE IT YOUR WAY! All Sales and Management Workshops are available in two day (14 hour) or 1 day (7 hour) sessions. Topics are available for dealer meetings, trade and professional organizations and special events in even shorter time frames. Complete outlines for the workshops are available by contacting Elaine Dinkins (615) 248-8941 elaine.dinkins@icpusa.com. These workshops are not boring lectures, they are hands-on workshops with group discussion and HVAC specific exercises. All workshop materials and qualified instructors are provided by ICP.