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2012 AHR Sales Seminar: Ramp-Up for Renovation PowerPoint Presentation
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2012 AHR Sales Seminar: Ramp-Up for Renovation

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2012 AHR Sales Seminar: Ramp-Up for Renovation

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  1. 2012 AHR Sales Seminar: Ramp-Up for Renovation

  2. Darrell Smittle In Honor and Memory of our Friend & Colleague 22 Years of Service to IEC

  3. 2012 AHR Sales Seminar • 2011 Re-Cap • EnCompass - “Has Arrived” • Marketplace: Renovation Opportunities • Marketplace: Systems Approach – IEC’s VHF System • Expanded Rep Training Opportunities • 2012 Launches & Improvements • Presentation of 2011 Sales Awards

  4. 2011 Re-Cap

  5. 2011 Re-Cap • 2011 Rep Training • 5 Basic IEC “Basic” Sessions • 75 Sales Reps from the U.S. & Canada • USB Catalog • No Full Paper Binders Available • Printed Materials are still Available • Sound Tool Enhancements

  6. 2011 Re-Cap • Seismic Certification • IBC Certification - VMA-45892-01 • OSPHD Approval – OSP-0211-10 • Only Fan Coil Manufacturer with OSPHD

  7. 2011 Re-Cap • Products Available with IBC or OSHPD Certification

  8. 2011 Re-Cap • K-12 Market Segment Focus • Launched in October 2011 • New Sales Literature • DDC Controls • Communicating T-Stats (BacNet & Lon) • Now PLC Controller Available • 5 Digital Outputs • 8 Inputs (6 Universal & 2 optional adjustment pot’s • 3 Analog Outputs

  9. 2011 Re-Cap • System Comparison Tool • Beta Version being tweaked • Estimated Delivery – Q2 • Expanded Belt-Drive • Postponed due to other priorities • Date available yet TBD

  10. EnCompass:It Has Arrived

  11. Status Update: • 10 Rep Offices “Early Adopters” Since Dec. 2011 • Feedback has been Positive • Timeline for Implementation • ALL Rep’s Standard Non-Mod’s & Parts - Q2-2012 • Special Feature Requests – Q3 2012 (Currently known as Special Quotes) Mod’s – Q? 2013

  12. Demonstration:

  13. Marketplace: Renovation Opportunities

  14. Renovation Opportunities • Vertical Stack Slip-In Unit • Viable Option for Some Replacement projects • NOT viable when Risers are being Replace • ECM-Blower Assembly Options

  15. Renovation: Slip-In

  16. Marketplace: System Approach IEC’s VHF System

  17. Key Elements • Objective • Market Opportunity • Marketing Options • Marketing Plan & Roll Out • Sales Strategy • Program Support & Sales Tool • Forecast • Pricing Model • Metrics

  18. Objective To combine the product capabilities of IEC Fan Coils with ClimaCool Modular Chillers into a pre-engineered system that will grow the market opportunity for both companies. This system will equip IEC & ClimaCool distribution channels with a competitive system alternative to traditional VAV and emerging VRF system solutions in select low rise / small buildings, and smaller design-build projects in the K-12, Low-rise office and hospitality markets.

  19. Market Opportunity

  20. Market Opportunity Focus on 2 key markets • Education K-12 Value Proposition: provide a cost effective, easy to maintain system that is more efficient and provides better comfort control in the class room than an air handler/VAV system or other more costly systems. Higher -Ed Value Proposition: Provide a cost effective, easy to maintain and efficient alternative to mini-splits or VRF systems

  21. Representative Training: 2012 Opportunities

  22. 2012 Rep Basic Training March, May & October

  23. Schedule Monday PM - Arrive OKC Classes Tuesday & ½-Day Wednesday

  24. ~ Two Tracks ~ • 1 - Inside Sales • 2 - Outside Sales

  25. Fundamentals Applications Technical Sessions

  26. What Is A Fan Coil ? Fan + Coil = Fan CoilRoom Air Conditioner

  27. Return Water Thermostat Supply Water Supply Air To Room Return Air From Room Air Filter Condensate Drain Standard Coil Operation

  28. Heating and/or Cooling Coil Control Access Door for Unit Mounted Controls Control Box End Pocket Drain Pan End Pocket Blower Motor Aux Drain Pan Note: Those items shown in red are commonly modified to custom fit a customers specific needs. Also common modifications include adjustments in height and depth of unit. What’s Inside ?

  29. What’s Inside ? Discharge Plenum Electric Heater Electrical Motor/Blower Coil Outside Air Connection Air Filter

  30. Unit Arrangements for M*Y

  31. Riser Pipe Expansion Copper = 9.4 x 10-6 x Delta-T x Length(ft) About 1/10 inch per 100 Degrees F ΔT per 100 Feet Length

  32. Erie Valve Pressure Drop: PdFt = ( GPM / ( 0.658 x Cv ))^2 Cv = 3.5 (1/2 inch VT2213) GPM = 3 PdFt = (3 / (0.658 x 3.5))^2 PdFt = 1.7 VT2213 3.5 Cv (7/16” Port) 25 PSI Close-Off

  33. Cartridge Valves For Automatic Balancing Return Boiler FCU FCU FCU FCU Supply

  34. FCU 30 PSI 30 PSI Return Valve Bypass Failure ? Boiler FCU FCU FCU Supply 80 PSI Δ 50 PSI 90 PSI Δ 60 PSI 85 PSI Δ 55 PSI 100 PSI Δ 60 PSI

  35. SureFlow Circulator Pump Cycles on Thermostat Demand ThermostatON Cool Air Cool Air Cool Air Cool Air Primary Circuit Water Flow 2008 ASHRAE Handbook HVAC Systems and EquipmentChapter 12.

  36. Chiller Four Pipe Heat & Cool With Only Two Installed Pipes FANCOIL FANCOIL FANCOIL FANCOIL Boiler

  37. 332 Rooms 188 Hotel Rooms 51 Residence

  38. Thursday January 19, 2012

  39. IEC Resources • Web Site • Rating Software • IEC Expert

  40. “Hands-On” Training Teams Teardown & Then Rebuild Two Different Units

  41. Price Guide Review • Order Entry • Intro to Encompass

  42. Parts Program • Factory Tours

  43. Sales Forecasting • Lead Development

  44. 2012 Training Advanced SureFlow Workshop

  45. 2012 Training Systems ExpertiseChillers, Pumps & Fan Coils

  46. 2012 Product Updates

  47. 2012Updated!!Eco-telligent ECM Offering For Primary Direct-Drive Lines June Delivery

  48. New Eco-telligent ECM Features Made In America Lower Cost 1/6 and 1/7 HP Versions for Ceiling and Floor models Lower FLA (Full Load Amp 2.4a – vs – 5.0a) May Add ESP Range For MERV Filters Constant Torque Only = Economical Operation

  49. New Eco-telligent ECM Features • Inputs: 3-Speed Field-Adj. Speed Pots (Default) • Option: 0-10 Analog • Option: PWM • Option: Upgrade To 5-Speed Field-Adjustable • 120 V and 208-230 V Only -- 277 V in Development Detailed White Paper Concerning Advantages of IEC Eco-telligent Motor

  50. Rating Program Updates