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2007 Product Training & Sales Meeting. Presented by Jim Molloy January 2007. Outline. Introduction & History of ProTech Systems, Inc. Why Special Gas Venting? Product comparison How to sell PTS products The PTS website How to set up a new customer How to maintain a customer

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2007 product training sales meeting

2007 Product Training& Sales Meeting

Presented by Jim Molloy

January 2007

outline
Outline
  • Introduction & History of ProTech Systems, Inc.
  • Why Special Gas Venting?
  • Product comparison
  • How to sell PTS products
  • The PTS website
  • How to set up a new customer
  • How to maintain a customer
  • How to use the PTS marketing assistance program
  • New Products
introduction history4
Introduction & History
  • Brief History
  • Key Personnel
  • Manufacturing
  • Supply Chain Management
  • Engineering & Design
  • Innovation
  • Back-End System
  • Customer Service
  • Growth
brief history
Brief History
  • ProTech Systems, Inc.
    • Leaders in Venting Technology
      • Chimney & PHVAC markets
    • Founded in 1985
  • VENTINOX®
    • Created in 1980 by Martin Wawrlafor his own home’s condemned chimney
    • The first UL®-listed chimney lining system
    • Top-performing chimney liner
  • FasNSeal®
    • Special Gas Vent introduced in 1996
    • Inclusive kits give installers and distributors what they needin fewer boxes, and in less space
    • Easy to assemble, easy to take apart
      • faster installs, fewer mistakes, easier to adapt and maintain
principals
Martin Wawrla,Founder, President/CEO

Masters Degree from University of Vienna, Austria in 1974.

Over 30 years of venting innovation experience

Dedication to quality reflected in all areas of business

Susan Dakin,Director, Human Resources

20 years HR experience at Mark Goodson Television Productions

Finds the right people for the right jobs, providing PTS with an exceptional workforce

Principals
management team
Management Team
  • Jeff Hurlburt, Plant Manager
    • Oversees manufacturing & engineering
    • Meet deadlines & develops product innovations.
  • Rick Cline, Controller
    • Manages finances & oversees investments.
    • Guides PTS toward a bright financial future.
  • Jim Molloy, Director, Sales & Marketing
    • Drives our sales & marketing teams.
    • Streamlines PTS operations.
manufacturing
Cutting-edge technology

Continuous planned investment in equipment

Multi-axis laser

The latest automated welding & cutting techniques

Strict quality controls

Smooth welded seams

Easily-mating parts

Gas-tight, water-tight,and sealed for positive pressure conditions

CAD/CAM

Fine control over manufacturing processes

Manufacturing
supply chain management
Supply Chain Management
  • All-Inclusive Material Ordering, MRO, & subcontract Management
  • Mike Foglia, Materials Manager
    • Purchasing
    • Inventory Control
    • Technical Assistance
engineering design
Full line of precision-engineered components

Available in double walland single wall

Full line of adapters

Designed for fast installation

1. Insert; 2. Tighten; Done!

Designed with safety in mind!

Many advanced Venting technologies & features…

Internal clamping

Molded triple-sealdirectional gaskets

Smooth welded seams

Engineering Services Available

Commercial CAD Drawings & BOM produced free of charge

Custom designs available

Quick response

Engineering & Design
protech systems leaders in venting technology
ProTech Systems: Leaders in Venting Technology
  • Adjustable Vent Lengths
  • Vent Kits
    • All FasNSeal® Kits are adjustable vertically or horizontally
    • Cold Weather
    • OEM Specific
  • Universal Condensate Drain workshorizontally or vertically!
  • Appliance Adapter with built-in Backflow Preventer and Condensate Drain
  • Directional triple-seal gasket
back end system
Exact Software’spowerful and versatileMacola Progression Suite

General Ledger

Accounts Receivable

Accounts Payable

Payroll

Inventory Maintenance

Order Entry

Purchase Orders

Bar Coding

Back-End System
customer service
Jim Spiak, Sales & Marketing Coordinator

Assists Director ofSales & Marketing

Co-ordinates efforts with Sales Reps and OEM’s

Customer Service Team

Knowledgeable & Dedicated

Product information

Questions or concerns, technical or order-related

Order processing

Catalogs & literature

Amy Dotzler

Mary Krause

Jennifer Haywood

Rob Empie

Customer Service
growth
Growth
  • 1997
    • Newly-built 26,000-square-foot office and manufacturing facility
  • 2005
    • Second newly-built warehouse/plant next door
  • More expansion in the future!
  • Nearly 70 local residents employed at our Albany facility
  • Adding new state-of-the-art machinery!
  • More products and product lines in the works!
why special gas venting16
Why Special Gas Venting?
  • Effects of Carbon Monoxide (CO)
  • Home & Property Damage Potential
  • Category I, II, III, & IV Heating Appliances
  • Benefits of AL29-4C®
effects of carbon monoxide
About 2,100 unintentional deaths per year

Journal of the American Medical Association

As many as 15,000 hospital visits per year

US Consumer ProductSafety Commission

Different concentrations and durations of CO exposure have different effects on the human body

12,000 PPM

Death within 1–3 minutes

1,600 PPM

Nausea within 20 minutes

Death within 1 hour

800 PPM

Nausea, convulsions, and death within 2 hours

400 PPM

Headaches within 1–2 hours

Life-threatening after 3 hours

50 PPM

Maximum OSHA-allowed concentration for continuous exposure in any 8 hour period

9 PPM

ASHRAE’s acceptable CO level for enclosed living spaces

0 PPM

Desirable level

Effects of Carbon Monoxide
definition of category i ii iii iv heating appliances
Definition of Category I, II, III, & IV Heating Appliances
  • Category I (Natural Draft)
    • Non-positive vent static pressure
    • Vent gas temperature that avoids excessive condensate production in the vent (above 140° F)
  • Category II
    • Non-positive vent static pressure
    • Vent gas temperature that may cause excessive condensate production in the vent (below 140° F)
  • Category III
    • Positive vent static pressure
    • Vent gas temperature that avoids excessive condensate production in the vent
  • Category IV
    • Positive vent static pressure
    • Vent gas temperature that may cause excessive condensate production in the vent.
benefits of al29 4c
Benefits of AL29-4C®
  • Superferritic stainless steel
  • Extreme resistance to effects of gas venting and corrosive condensates
    • Chloride ion pitting
    • Crevice corrosion
    • Stress corrosion cracking
    • General corrosion
  • Complies with the requirements of UL® 1738 when used with Category II, III, & IVgas-fired appliances
product comparison24
Product Comparison
  • N-Vent® by Noritz
  • Saf-T Vent® by Heat-Fab
  • Z-Vent® by Z-Flex
  • FasNSeal® by ProTech Systems, Inc.
n vent by noritz
Rubber o-ring

Snap-in locking mechanism

Difficult to disengage

3” clearance to combustibles

Installed appliance would allow 2 ½” wall clearance

To ensure proper clearance, appliance must be blocked

Not made in America

Tested, but unprovenin the field

12’ reduction per 90° elbow

Not AL29-4C®

N-Vent® by Noritz
saf t vent by heat fab
Double-lip non-directional gasket

Tabbed locking mechanism

Requires hand-bendingof sharp metal tabson female end

After inserting tabs through ring on male end, tabs must be bent and pulled through until seam is tight

If tabs aren’t pulled tight,seal may not be formed

Hard to disassemble for repair or replacement of components

Seams do not line up Tabs

Saf-T Vent® by Heat-Fab
z vent by z flex
Double-lip non-directional gasket

External locking band

Crimps vent segments together

Seams do not line up clamps

Male end beads inward, no seating to female

Z-Vent® by Z-Flex
drawbacks of external locking band
External locking bands wrap around the outside of the female vent length end

Requires a significant amount of pressure to compress the female end against the inserted male end

Can bend, damage, or break the clamp or the vent length

If vent length is bent or damaged due to locking band compression,seal may be compromised

Drawbacks of External Locking Band
fasnseal by protech systems inc
Triple-lip directional gasket

Vent length easily slides in

Significant adjustability

Never needs to be cut

Stop bead

Easy to see when vent isfully inserted

Easy to assemble, easy to disassemble

Welded seam lines up clamps

Internal locking band

Requires only a standard screwdriver or nut driver

FasNSeal® by ProTech Systems, Inc.
benefits of internal locking band
Simply holds male endin place

Doesn’t require much pressure

Faster, easier,& safer to install

No bending, no crimping

Gasket stays in place

Seal is always maintained

Benefits of Internal Locking Band
selling pts products33
Selling PTS Products
  • How to sell PTS products
  • How to set up customers
  • Ordering Process
  • How to Maintain Customers
  • The PTS Marketing Assistance Program
  • The PTS Website
  • The PTS Binder
how to sell pts products
How to Sell PTS Products
  • Know your market
    • Learn which distributors & installers to target
  • Know your audience
    • Tailor presentations to best fit your customers’ product lines
  • Know your product
    • Be able to answer questions promptly, and where to find resources to answer questions
  • Know your competitors
    • Track products and prices in the market
    • Show the benefits of installing PTS parts
  • Know what’s new
    • Product innovations, kits, and other new PTS releases
    • Carry samples and demonstrate the products
how to sell pts products continued
How to Sell PTS Products (continued)
  • Promote PTS vent kits
    • Fewer SKUs to stock a complete line of components
    • Faster, more convenient installation
    • Installer confidence
  • Promote specialized products
    • Innovations for foul weather conditions
      • New Foul Weather Rain Cap
      • New Severe Weather Kit featuring Universal Appliance Adapter with Condensate Drain and Backflow Preventer
    • Individually-tailored components for special situations
      • Adapters
      • Increasers/Reducers
how to set up customers
How to Set Up Customers
  • Determine price level according to PTS guidelines
  • Offer to complete suggested initial stock orderfor distributor/purchaser’s review
  • Ask for the order!
  • Complete necessary paperwork & fax to PTS
    • PTS Credit Application
    • Sales Tax Resale Certificate
    • Purchase Order
  • Provide yellow-and-black binders, as needed
  • Follow up with your contacts!
    • Make sure the initial orders are placed & received
    • Respond to questions or concerns
ordering process
Ordering Process
  • Purchase Order (PO)
    • Please reference quote numbers
    • POs are accepted fax or e-mail
    • POs are processed in the order they are received
    • Ship date is assigned upon order entry
    • Following ship date assignment, PO is confirmed to issuer
    • Expedite is available for a fee of $25.00 or 25% of total order, whichever is greater
  • Freight Terms
    • Orders shipped full freight allowed if order exceeds $4,000.00 net.
    • Orders West of the Mississippi River between $2000.00 and $4,000.00 net are shipped 50% freight allowed.
    • Orders shipped East of the Mississippi River are shipped full freight allowed if order exceeds $2,000.00 net
ordering process continued
Ordering Process (continued)
  • Standard terms/allocations
  • Stock adjustment program available
    • Product 12 months old or less
    • Product in original packaging
    • Product in salable condition
  • Returns
    • Contact Customer Service for an RMA form.
      • Credits are not issued without an RMA
    • RMAs may only be issued on invoices 12 months old or less
    • 30% restocking fee
how to maintain customers
How to Maintain Customers
  • Keep all yellow-and-black binders current
    • PTS periodically issues new/updated literature
      • Perfect reason to visit the customers
  • Alert PTS of any customer-related issues
    • Address issues promptly
      • Most upset customers can become your strongest allies,if their problems are addressed promptly
  • Ask customers their wants and needs
    • Many new products come from customers’ suggestions
    • When a customer sees such a product made, it increases his/her likelihood of purchasing more PTS products
the pts marketing assistance program
The PTS Marketing Assistance Program
  • Tell your customers about the PTS…
    • Coop advertising program
    • No-charge marketing assistance
      • Flyer design assistance, product images, ad slicks, etc.
    • No-charge sales literature
  • Distributor Support…
    • National advertising in trade publications
    • Trade show attendance
    • Product training sessions
    • Buying group memberships
    • The best technical help in the industry
the pts website
The PTS Website
  • www.protechinfo.com
  • A convenient source for PTS sales& technical literature
    • Product information & catalogs
    • Technical bulletins
    • Installation instructions
    • Price lists (available only to authorized users)
  • Lists all PTS sales representatives & distributors
    • Sorted by state
  • Contact information
the pts binder
The PTS Binder
  • (Psst, Jim, open the binder & show ‘em what’s inside)
new products product information
New Products & Product Information
  • Adjustable Vent Kit with 90° Termination
  • Severe Weather Kit
    • featuring Universal Appliance Adapterwith Condensate Drain and Backflow Preventer
  • Concentric Wall Pass-Through & Kit
  • Test Port
  • Takagi TV05 Termination Adapter
  • Branch Tee
  • Boot Tee
  • FasNSmooth®/FasNFlex®
  • Clearance to Combustibles
  • Installation Requirements
the fasnseal competitive edge
The FasNSeal® Competitive Edge
  • Manufactured by ProTech Systems, Inc.,Leaders in Venting Technology
  • Patented FasClamp Technology maintains shape and quality of vent, reduces installation times, and can be easily lined up throughout system
  • Patent-pending triple-seal gasket ensures tight, long-lasting seals
  • Time-tested (1986), corrosion-resistant AL29-4C® alloy used on all components exposed to flue gases
  • Smooth welded seams allow easy, safe assembly
  • No sharp tabs to cut your hands, no external clamps that can become damaged or warp the vent
  • Quick and clean installation using a standard screwdriver ornut driver, so installations are faster and more attractiveto homeowner
  • Advanced support from PTS’s highly knowledgeableCustomer Service Team
adjustable vent kit with 90 termination
Compatible with many brands of wall-mountedTankless Water Heaters

Paloma

Rheem

Ruud

Wai Wela

One Small Box

Easy Inventory

Easy Transport

One SKU, Many Parts!

Fast installation!

Significant adjustability

Many optional appliance adapters for easy, silicone-free installation

Contractors love the versatility!

Adjustable Vent Kit with 90° Termination
severe weather kit
Accepts all standard PTS terminations

Especially for use with Takagi Tankless Water Heaters

Designed in conjunction with Takagi for use in areas frequently experiencing extremely cold, wet, windy weather conditions

Includes the new Universal Appliance Adapter with Condensate Drain and Backflow Preventer!

No need for external “dryer flap”—the backflow preventer is inside the vent!

Allows for easy installation of an elbow for termination above the snow line

Severe Weather Kit
universal appliance adapter with condensate drain and backflow preventer
One part, 3 functions!

Fewer parts to order!

Fewer parts to install, allowing for shorter runs!

Integrated backflow preventer stopsair from flowinginto appliance

Compatible with many makes/models of boilers and Tankless Water Heaters

Universal Appliance Adapterwith Condensate Drain and Backflow Preventer
concentric wall pass through kit
Why concentric?

One opening through wallfor fast & easy installation!

Available for wall-mounted or remote-standing boilers and water heaters

Durable and resilient

Concentric Wall Pass-Through & Kit
test port
Test Port
  • Test positive pressure flue gas composition—without drilling through the vent!
  • Segment easily slides to reveal access port, and clamps shut tight to prevent accidental releaseof flue gases
  • Safe and secure. No drilling! No risk offlue gas or condensate leakage!
takagi tv05 termination adapter
Even more wall pass-through options!

Allows a FasNSeal Direct Vent Installation to use a Takagi Termination

Takagi TV05 Termination Adapter
branch tee
Easily vent multiple gas appliances through one large exhaust system

Connect smaller lines to wider-diameter vent—without buying increasers or reducers!

Fewer parts to stock!

Many size combinations available!

Branch Tee
boot tee
The first PTSdirectional venting tee!

Less backpressure to the appliance

Easily connect multiple lines of the same size to a single exhaust path

Add condensate drain or cleaning access without sacrificing directionality

Boot Tee
fasnsmooth fasnflex
Lightweight

Store more linear footage in less space

Stackable boxes

More liner per box, compared to the competition

Low-memory, high-flex

Rolls up tight

Rolls out easily

Available in 316stainless steel

Suitable for both gas & oil

AL29-4C® liner coming soon!

FasNSmooth®’s smooth inner wall provides superior drafting performance

FasNSmooth®/FasNFlex®
fasnseal clearance to combustibles
Wall Thimble

1” minimum

Between vent and ceiling

3” minimum

Between vent and wall

1” minimum

FasNSeal® Clearance to Combustibles

1”

Adjustable

Elbow

3”

Wall

Thimble

Termination

with Bird

Screen

1”

Appliance

Adapter

fasnseal installation requirements
Refer to PTS technical documents to ensure proper parts are used

For vent system assembly,a standard screwdriver ornut driver is the only tool necessary!

If a drain is necessary, it must be as close to the appliance flue outlet as possible

One appliance per vent kit termination

Must not contact plumbing or electric systems

Horizontal runs need at least ¼” pitch every 12 inches

Terminate away from trees, shrubs, & decorations

Venting system must be free to expand/contract

Movement through wall, ceiling, and roof penetrations must be unrestricted

Do not mix different manufacturers’ vent lengths!

Different manufacturers use different joint systems

Mixing systems voids warranties and UL listings

Always terminate according to NFPA requirements

FasNSeal® Installation Requirements
from all of us at pts thank you

From all of us at PTS,Thank You!

www.protechinfo.com

(800) 766-3473