Transcript Document

2007 Product Training
& Sales Meeting
Presented by Jim Molloy
January 2007
Outline
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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
7/7/2015 • Slide 2
Introduction & History
Introduction & History
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Brief History
Key Personnel
Manufacturing
Supply Chain Management
Engineering & Design
Innovation
Back-End System
Customer Service
Growth
7/7/2015 • Slide 4
Brief History
 ProTech Systems, Inc.
– Leaders in Venting Technology
• Chimney & PHVAC markets
– Founded in 1985
 VENTINOX®
– Created in 1980 by Martin Wawrla
for 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 need
in fewer boxes, and in less space
– Easy to assemble, easy to take apart
• faster installs, fewer mistakes, easier to adapt and maintain
7/7/2015 • Slide 5
Principals
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Martin Wawrla,
Founder, President/CEO
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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
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20 years HR experience at Mark
Goodson Television Productions
Finds the right people for the right
jobs, providing PTS with an
exceptional workforce
7/7/2015 • Slide 6
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.
7/7/2015 • Slide 7
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
7/7/2015 • Slide 8
Supply Chain Management
 All-Inclusive Material Ordering, MRO, &
subcontract Management
 Mike Foglia, Materials Manager
– Purchasing
– Inventory Control
– Technical Assistance
7/7/2015 • Slide 9
Engineering & Design
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Full line of precision-engineered
components
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Designed for fast installation
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1. Insert; 2. Tighten; Done!
Designed with safety in mind!
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Available in double wall
and single wall
Full line of adapters
Many advanced Venting
technologies & features…
• Internal clamping
• Molded triple-seal
directional gaskets
• Smooth welded seams
Engineering Services Available
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Commercial CAD Drawings & BOM
produced free of charge
Custom designs available
Quick response
7/7/2015 • Slide 10
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 works
horizontally or vertically!
 Appliance Adapter with built-in Backflow Preventer
and Condensate Drain
 Directional triple-seal gasket
7/7/2015 • Slide 11
Back-End System
 Exact Software’s
powerful and versatile
Macola Progression Suite
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General Ledger
Accounts Receivable
Accounts Payable
Payroll
Inventory Maintenance
Order Entry
Purchase Orders
Bar Coding
7/7/2015 • Slide 12
Customer Service
 Jim Spiak, Sales &
Marketing Coordinator
– Assists Director of
Sales & Marketing
– Co-ordinates efforts with Sales
Reps and OEM’s
 Customer Service Team
Amy Dotzler
Jennifer Haywood
Mary Krause
– Knowledgeable & Dedicated
– Product information
– Questions or concerns,
technical or order-related
– Order processing
– Catalogs & literature
Rob Empie
7/7/2015 • Slide 13
Growth
 1997
– Newly-built 26,000-square-foot office and manufacturing facility
 2005
– Second newly-built warehouse/plant next door
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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!
7/7/2015 • Slide 14
Why
Special Gas Venting?
Why Special Gas Venting?
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Effects of Carbon Monoxide (CO)
Home & Property Damage Potential
Category I, II, III, & IV Heating Appliances
Benefits of AL29-4C®
7/7/2015 • Slide 16
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 Product
Safety Commission
 Different concentrations and
durations of CO exposure
have different effects on the
human body
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12,000 PPM
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1,600 PPM
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Maximum OSHA-allowed
concentration for continuous
exposure in any 8 hour period
9 PPM
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Headaches within 1–2 hours
Life-threatening after 3 hours
50 PPM
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Nausea, convulsions, and death
within 2 hours
400 PPM
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Nausea within 20 minutes
Death within 1 hour
800 PPM
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Death within 1–3 minutes
ASHRAE’s acceptable CO level for
enclosed living spaces
0 PPM
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Desirable level
7/7/2015 • Slide 17
Home & Property Damage Potential
7/7/2015 • Slide 18
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.
7/7/2015 • Slide 19
Heating Appliance “Cheat-Sheet”
7/7/2015 • Slide 20
Benefits of AL29-4C®
 Superferritic stainless steel
 Extreme resistance to effects of gas venting and
corrosive condensates
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Chloride ion pitting
Crevice corrosion
Stress corrosion cracking
General corrosion
 Complies with the requirements of UL® 1738 when
used with Category II, III, & IV
gas-fired appliances
7/7/2015 • Slide 21
Gas-Fired Flue Gas Corrosion Results
7/7/2015 • Slide 22
Product Comparison
Product Comparison
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N-Vent® by Noritz
Saf-T Vent® by Heat-Fab
Z-Vent® by Z-Flex
FasNSeal® by ProTech Systems, Inc.
7/7/2015 • Slide 24
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 unproven
in the field
 12’ reduction per 90° elbow
 Not AL29-4C®
7/7/2015 • Slide 25
Why an O-Ring Isn’t Enough
 Condensate can leak
through joints (left)
and cause property damage
(below)
7/7/2015 • Slide 26
Saf-T Vent® by Heat-Fab
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Double-lip non-directional
gasket
Tabbed locking mechanism
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Requires hand-bending
of sharp metal tabs
on 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
7/7/2015 • Slide 27
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
7/7/2015 • Slide 28
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
7/7/2015 • Slide 29
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 is
fully inserted
 Easy to assemble, easy to
disassemble
 Welded seam lines up
clamps
 Internal locking band
– Requires only a standard
screwdriver or nut driver
7/7/2015 • Slide 30
Benefits of Internal Locking Band
 Simply holds male end
in place
 Doesn’t require much
pressure
– Faster, easier,
& safer to install
 No bending, no crimping
– Gasket stays in place
– Seal is always maintained
7/7/2015 • Slide 31
Selling PTS Products
Selling PTS Products
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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
7/7/2015 • Slide 33
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
7/7/2015 • Slide 34
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
7/7/2015 • Slide 35
How to Set Up Customers
 Determine price level according to PTS guidelines
 Offer to complete suggested initial stock order
for 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
7/7/2015 • Slide 36
Ordering Process
 Purchase Order (PO)
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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
7/7/2015 • Slide 37
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
7/7/2015 • Slide 38
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
7/7/2015 • Slide 39
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…
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National advertising in trade publications
Trade show attendance
Product training sessions
Buying group memberships
The best technical help in the industry
7/7/2015 • Slide 40
The PTS Website
 www.protechinfo.com
 A convenient source for PTS sales
& technical literature
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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
7/7/2015 • Slide 41
The PTS Binder
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(Psst, Jim, open the binder & show ‘em what’s inside)
7/7/2015 • Slide 42
New Products
New Products & Product Information
 Adjustable Vent Kit with 90° Termination
 Severe Weather Kit
– featuring Universal Appliance Adapter
with Condensate Drain and Backflow Preventer
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Concentric Wall Pass-Through & Kit
Test Port
Takagi TV05 Termination Adapter
Branch Tee
Boot Tee
FasNSmooth®/FasNFlex®
Clearance to Combustibles
Installation Requirements
7/7/2015 • Slide 44
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 or
nut driver, so installations are faster and more attractive
to homeowner
 Advanced support from PTS’s highly knowledgeable
Customer Service Team
7/7/2015 • Slide 45
Adjustable Vent Kit with 90° Termination
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Compatible with many brands of
wall-mounted
Tankless Water Heaters
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One Small Box
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Easy Inventory
Easy Transport
One SKU, Many Parts!
Fast installation!
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Paloma
Rheem
Ruud
Wai Wela
Significant adjustability
Many optional appliance adapters
for easy, silicone-free installation
Contractors love the versatility!
7/7/2015 • Slide 46
Severe Weather Kit
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Accepts all standard PTS
terminations
Especially for use with Takagi
Tankless Water Heaters
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Includes the new Universal
Appliance Adapter with
Condensate Drain and Backflow
Preventer!
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Designed in conjunction with Takagi
for use in areas frequently
experiencing extremely cold, wet,
windy weather conditions
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
7/7/2015 • Slide 47
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 stops
air from flowing
into appliance
 Compatible with many
makes/models of boilers and
Tankless Water Heaters
7/7/2015 • Slide 48
Concentric Wall Pass-Through & Kit
 Why concentric?
– One opening through wall
for fast & easy installation!
 Available for wall-mounted or
remote-standing boilers and
water heaters
 Durable and resilient
7/7/2015 • Slide 49
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 release
of flue gases
 Safe and secure. No drilling! No risk of
flue gas or condensate leakage!
7/7/2015 • Slide 50
Takagi TV05 Termination Adapter
 Even more wall passthrough options!
– Allows a FasNSeal Direct Vent
Installation to use a Takagi
Termination
7/7/2015 • Slide 51
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!
7/7/2015 • Slide 52
Boot Tee
 The first PTS
directional 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
7/7/2015 • Slide 53
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 316
stainless steel
– Suitable for both gas & oil
 AL29-4C® liner coming soon!
 FasNSmooth®’s smooth
inner wall provides superior
drafting performance
7/7/2015 • Slide 54
FasNSeal® Clearance to Combustibles
 Wall Thimble
1”
3”
Adjustable
Elbow
– 1” minimum
 Between vent and ceiling
– 3” minimum
 Between vent and wall
– 1” minimum
Termination
with Bird
Screen
Wall
Thimble
1”
Appliance
Adapter
7/7/2015 • Slide 55
FasNSeal® Installation Requirements
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Refer to PTS technical
documents to ensure proper
parts are used
For vent system assembly,
a standard screwdriver or
nut 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
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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!
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Different manufacturers use different
joint systems
Mixing systems voids warranties
and UL listings
Always terminate according to
NFPA requirements
7/7/2015 • Slide 56
From all of us at PTS,
Thank You!
www.protechinfo.com
(800) 766-3473