THE NEW RULES OF THE GAME: AUGUST 2012

ABCO-AUG-01-COVER.pdf
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AUGUST 2012
THE NEW RULES OF THE GAME:
HOW TO PLAY, HOW TO PROFIT.
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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
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10:37 AM
What’s your next move?
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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
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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.
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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.
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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
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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
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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.
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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
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2:00 PM
PROTECT YOUR CUSTOMERS FROM
GETTING FROSTED OR FRIED.
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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
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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
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Contact us for all your HVAC/R needs, or visit our website at www.ABCOhvacr.com
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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
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Ben Cruz
Mark Shinn
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Frank Justo
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Philadelphia (NE)
Boston
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Baltimore/Washington DC
718-401-1001
718-401-1001
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718-937-9000
718-937-9000
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718-273-0200
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516-938-8400
845-357-3322
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908-931-0700
973-812-6500
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Al Stella
Andrew Kahan
Dominick Drab
Greg White
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Suffern/Totowa
New York City
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617-592-7039
347-723-0062
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