FIELD TRAINING REQUEST INFORMATION All technical field classes are

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. REQUEST FORM Name_________________________ Company _______________________ Address________________________ City____________ ST_______ Zip_______ Phone (_____)________ Fax(_____)_________ National Training Center FIELD TRAINING SCHEDULE Price effective January 1, 2002 Class(es) _______________________ CLASS DESCRIPTIONS AND REQUEST Class Date(s______________________ FORM FOR ICP FIELD HVAC CLASSES. 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 La. Vergne, TN 37086 Or, you can fax the request to (615) 248 -8959. E-mail Address: elaine. dinkins@icpusa. com International Comfort Products National Training Center P. O. Box 3005 14 Ingram Blvd. La. Vergne, TN 37086 -3005 Phone (615) 248 -8941 Fax (615) 248 -8959 Revised August 2002

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

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 Field Technical Training Classes HEAT PUMP ELECTRICAL COMPONENT TROUBLESHOOTING HEAT PUMP MECHANICAL TROUBLESHOOTING ELECTRICAL CIRCUITS Electrical troubleshooting on a heat pump can The refrigerant circuit of a heat pump has Wiring diagrams can be complex and difficult be considmore parts that a standard air conditioner and to understand. This class will help the erably more challenging than an air conditioner can be more difficult to troubleshoot because service technician to learn how to use wiring because of additional components and circuitry. of this. Those additional components and the diagrams as an effective service tool as well That complexity is broken down into easier to function that they serve in the refrigeration as learning how to determine the sequence understand segments in this class. The class circuit will be reviewed in this class. System of operation for any system. Series and concentrates on components, controls, and matching, sizing, and balance points will be Parallel circuits are discussed. Symbols circuitry that are unique to heat pumps. discussed. Proper charging methods, used on wiring diagrams are reviewed in Thermostats and control wiring and what technical (performance) data and methods for detail. Circuit components, their circuits are energized in which mode of determining system airflow are also covered. characteristics, what they do, and how to operation are covered. Electronic Defrost Con. Symptom diagnosis for both the heating and check them is also covered. Assigned trols, their operation and check-out procedures cooling modes of operation are covered in exercises include wiring (on paper) a gas are reviewed. Also covered are defrost detail. Students are assigned various furnace, and a complete air conditioning sensors, heat/cool relays, reversing valve coils, exercises to apply their knowledge to solve split system. etc. . Wiring diagrams are used throughout the real problems. NEW HEATING TECHNOLOGY 90% + SINGLE STAGE FURNACE HOT WATER BOILERS class to facilitate the learning process. The technology for heating products is constantly This course will cover the basics of ICP’s new furnace line represents the latest in high changing in response to demand for higher servicing hot water heating systems. efficiency gas furnace technology. This ½ day efficiencies and increased comfort levels. The new Topics will include ser-vice and course offering will cover: installation, sequence of 90% + 2 -stage gas furnaces recently added to our troubleshooting the fuel side of gas and operation, adjusting and troubleshooting of the new line, may employ technology that technicians are oil fired boilers; checking water flow; furnace design. Discussion will include units with unfamiliar with at this time. This class familiarizes types of indoor combustion air, direct vent only, and dual students with our new 2 -stage gas furnaces water piping systems; boiler components certified venting. Theory and operation, (including variable speed technology). Installation, and components, ignition systems and electrical application issues, sequence of operation and their function. Heat loss calculations, diagrams will also be covered. troubleshooting will be covered in detail. Other sizing and selecting the proper hot water topics included will be components controls and boiler NORTH AMERICAN TECHNICIAN EXCELLENCE (NATE) - HEAT PUMP will be covered as well as base wiring. board radiation and pipe sizing. TE NA ING AIN TR SPECIALTY-SERVICE EXAMINATION the installation and service of heat pump systems by NATE develops and promotes excellence in REVIEW AND PREPARATION 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 NATEApproved 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 TR NAT AI E NI NG

Sales and Profits Sales and Management Classes BUSINESS MANAGEMENT HVAC RESIDENTIAL SALES CLASS (PROFIT ENHANCING TIPS FOR ALL HVAC BUSINESSES) (SELL MORE, AT A HIGHER PRICE, AND GET THE JOB) 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. 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 qualitylow price competitors! You have to decide to beat them or join them, and joining means certain business failure. 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. 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 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? 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! 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. 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.