Light Commercial
Rooftops & Split Systems
Presenter’s Name
Presenter’s Title
WHAT YOU SHOULD TAKE AWAY
1) Today’s market is driven by replacement and energy upgrade
2) We have the right products for this market – right now
3) You can differentiate yourselves from competitors with Carrier support
material – from selection software tools to job financing
4) We offer strong value proposition to all contractors – small, large,
residential focused, commercial focused
5) Sign up for Carriers Commercial Replacement Experts (CRE) program
to learn a proven selling process in the replacement market
LIGHT COMMERCIAL MARKET
(units, 000)
Replacement market still strong and
strengthening ~ 85% of market
Energy savings economics very
strong
Build your market with planned
replacement opportunities
U.S. AHRI 5-27 ton unit market
PACKAGED ROOFTOPS
2011 ROOFTOP POSITIONING
Gas &
Electric
Heat
Pump
Tons
Tons
2 - 25
-
Special Apps
“48/50 PG Unit”
3 - 25
3-10
Performance Tier
“48/50 HC Unit”
3 – 27.5 3 - 20
“48/50 TC Unit”
Commercial Pack
“48/50 ES/EZ Unit”
Value Tier
2-5
2-5
COMMERCIAL PACK HIGHLIGHTS
Economizers Available
Air Filters
Non Fused Disconnect
Convenience 115volt Outlet
REPLACEMENT TO A HIGHER DEGREE!
Fits On the Market
Leader
TC 3 – 6 Ton
HC 3 – 5 Ton
Consistently Lighter Unit
Fits On the Market
Leader
TC 7.5 – 12.5 Ton
Consistently Lighter Unit
HC 6-10 Ton
Fits On Voyager Curb
TC & HC 15 – 25 Ton (17-28 size)
See Product Data for Detailed installation Requirements
New Additional 15 ton model
48/50TC16 Model
(Use 17 size for Heat Pumps)
48/50TC17 Model
New 27.5 ton model
48/50TC30 Model
48/50TC28 Model
Weather Series Rooftops Standard Features
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•
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•
Models can qualify for utility rebates
Scroll compressor – with 5 year warranty
Low and high pressure protection
No-Strip screw technology
Non corrosive condensate pan
Easy-Access handled panels
Large, centralized control box with terminal center
Flexible high performance belt drive
75VA Transformer With Circuit Breaker
Standard Cabinet Features
No-Strip Screw Collar
Positive Panel Retention
Multiple Use W/o Stripping
Self Centering
No Screws Vibrating Loose or
Falling On Roof
Easy Access Panels
Control Box / Heat
Indoor Blower
Compressor
Provides Ease Of
Installation
Start Up
Service
Troubleshooting
Central Terminal Board
Gas
Controller
Provides:
- Clean connection
points
Phase
Monitor
OR
Fire /
Remote
shutdown
- Insures positive
connections
- Visual aid
OR
Smoke
Alarm
LPS
HPS
X13 - 5 Speed / Torque Motor
Not the same as historic direct drive
Multi-tap (5 available speed/torque settings)
Torque is maintained as external static
pressure changes - Better system
performance and efficiency than conventional
PSC motors
Contributes to lower energy consumption
which equals higher SEER’s.
X13 motor gives desired fan performance and
efficiencies with easy field adjustment and
no belt
48/50 HC/Q
3-5 Ton
Standard Features (cont.)
Special 15-25 Ton (17-28 Sizes)
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Extended bearing lube line for simple service
Dedicated Vertical Duct Configuration Model
Dedicated Horizontal (S/S) Duct Configuration Model
Slide Out Filter Tracks
Fan Belt - Break Protection System
Fits on Trane Past Voyager Roof Curbs*
5 year compressor warranty
*Check appropriate product bulletin for exact models
Old vs New Side Duct Configuration
48/50TC/HC/Q 15-27.5 Ton (17 – 27.5 Sizes)
NEW – Side by Side Duct
Configuration eliminates
curb and unit height.
48/50TM 15-25 Ton
OLD – Over and Under
Side Duct Configuration,
Special $ curb required
plus additional height
Factory Installed Options
Temperature & Enthalpy Economizer
CO2 sensor (Supports Demand Control Ventilation)
RTU-Open Multi-Protocol Controller
Convenience outlets (powered or non-powered)
Stainless Steel Heat Exchanger
Smoke detectors (Return Air, Supply Air or both)
Louvered hail guard
Non-Fused Disconnect
Centrifugal power exhaust 15-27.5 Ton (17 – 30 sizes)
Humidi-MiZer® Adaptive Dehumidification System
Thru-base utilities
Product Warranty
Standard Limited Parts
Years
Compressor (All Sizes 3-27.5 Ton)
5
Aluminum Gas Heat Exchanger
10
Stainless Steel Gas Heat Exchanger
15
Electric Heat
5
Novation® Condenser Coil Heat Exchanger
3
All Other Parts
1
Optional Factory Extended Coverage
First Year Labor
Compressor Labor Up To 5 Years
Complete Unit Parts Only Up To 5 Years
Complete Unit Parts & Labor Up To 5 Years
Dehumidification Coil System
10 ton example
Capacity (Btuh)
Humidi-MiZer®
Typical System
2X
Humidi-MiZer® Adaptive Dehumidification System
controls up to 3 modes of operation.
PACKAGED HEAT PUMPS
50TCQ, HCQ
Standard Features – Heat Pumps
Heat Pump Specific:
Refrigerant Suction Line Accumulator
Reliable Time/Temp Defrost Logic
Loss of Charge, High Pressure, Freeze protection switches
New X13, 5-Speed/Torque Motor (3-5 Ton)
Product Overview
48/50 PD Series
Special Applications
CENTURION® PD - Single-Zone VAV
What is it?
A packaged system that varies the fan speed
based on space temperature and varies
compressor load based on supply air
temperature.
Variable Speed IFM
can vary fan speed
from 20% - 100%
Variable capacity
scroll compressor
from 15% - 100%
Benefits?
Compared to CV operation, SZ-VAV
application provides:
Energy savings – 40% energy savings over CV applications
Reduced indoor fan noise
Minimize over-capacity/over-cooling
Increased ventilation air
More consistent space conditioning
Ideal for Replacement Apps
Where can you win with Single-Zone VAV?
Any application less then 5 tons with a variable
load - Retail, restaurant, schools, etc…
Ton Range
5 ton
4 ton
1
2
3
4
Range
Range
5
®
CENTURION 48/50PD Product
Ton Range
5 ton
4 ton
1
2
3
4
5
Range
Range
48 / 50 PD
Variable Speed IFM Drive
can vary fan speed from 20% - 100%
Variable Capacity Scroll
15% - 100% of full load
Integrated Energy Recovery System
Factory installed Energy Recovery
Ventilator (ERV) module
3 – 25 tons
Certified system efficiencies up to 22 CEF
Energy (enthalpy) wheel pre-cools,
dehumidifies or pre-heats ventilation air prior
to entering the evaporator coil
Comfort Link controls standard
48PG 7.5 -12.5 ton shown
Low CFM EnergyX model shown
Integrated Energy Recovery System
Benefits of EnergyX® System
Downsize Base Unit
(Cooling, Dehumidification & Heating)
Expand Application Range of unit
(extra cooling, dehum & heating capacity)
System efficiencies up to 22 CEF per
AHRI Guideline –V
ARI Certified Air Exchange wheel
ERV - Cleanable pie-shaped segments
Benefits of Factory
Installation
ETL certified single system
Single Point Electrical Power Connection
Reduce Field Labor/Start Up
Factory wired and configured
Single roofcurb installation
ERV configurable using Centurion
ComfortLink™ controls
48PG 7.5 -12.5 ton shown
Low CFM EnergyX model shown
COMMERCIAL SPLIT SYSTEMS
CONDENSING UNITS
&
AIR HANDLERS
SPLIT AC/HP SYSTEM
ASHRAE 90.1 Efficiency Levels
40RUA/Q/S
Air Handler
Single & Dual Circuit Design
Capacity Combination:
Matching Ton Size
One size up, 40RUA/Q match
38AU/Q/Z/D
Condensing Unit
Contact application engineering with liquid line lift greater than 20 ft and line lengths greater than 100 ft.
Commercial Split Systems
Outdoor Unit
Indoor Unit
Dual Circuit A/C
38AUD
Tandem
Circuit A/C
40RU/A/Q/S
38AUZ
Single Circuit A/C
38AUZ
Single Circuit HP (Dual 15,20 Ton)
38AUQ
6
7.5
10
Tons
15
20
Standard Features – 38AU
Same standard features are rooftops plus..
Comfort Alert Diagnostic Controller
Standard On Each 38AUD,Z,Q Condensing Unit
TM
System Pressure Trip
Short Cycling
Locked Rotor
Open Circuit
Reverse Phase 3Ф
Welded Contactor
Low Voltage
Factory/Field Options – 40RU
Factory Installed Options:
Multi – Static Belt Drive Motors
YES
Painted Cabinet
YES
Field Installed Accessories:
Multi – Electric Heater Sizes
Economizer – Enthalpy Controlled
Condensate Overflow Switch
Return Air Grille & Discharge Air Plenum
Hot Water (2 Row) & Steam Coils (1 row)
Floor Mounting Base & Suspension Brackets
YES
YES
YES
YES
YES
YES
COMMERCIAL SELLING SYSTEMS
Controls
Rooftop Unit Controls
Electro-mechanical
Cost effective but least amount of control
Contactors and relays to control rooftop, options & accessories
No networking capability – Thermostat Control
DDC = Direct Digital Control
Uses microprocessors for high degree of unit control and more
efficient operation. Network / internet ready – Sensor Control
3 types: PremierLink™, ComfortLink™ RTU-Open (Multi Protocol)
Rooftop Controls
RTU Open
Factory Installed
Field Provided
Field Provided
Installation
Factory Installed
Factory or
Field Installed
Factory Installed
Available on
48/50 HC, TC
50HCQ, TCQ
48/50 HC, TC
50HCQ, TCQ
48/50 PG, PM,
PD
User Interface
Modbus
BACnet
LonWorks
N2
COMMERCIAL SELLING TOOLS
Support Tools
Software
Brochures
Training
Financing
CONTRACTOR/DEALER TRAINING
Commercial Replacement Experts
Learn the Commercial sales process
How to develop Commercial leads
Repair vs. Replace
Building the financial case for replacement
Building analysis & selecting the right solution
Leverage the Carrier replacement advantage
Prepare a professional proposal
Comparing 48HC WeatherMaster to Old System
Using the total installed cost from our Hardware Store example, calculate the
monthly payment for the 48HC compared to the old system using the Carrier
Commercial Finance program @ 60 month terms with $961 down.
Total Installed Cost:
Less Rebate
Total Finance Amount
Rate Factor:
Monthly Payment
Monthly Op cost savings
Total Difference
Example from CRE course material
$18,000
($0)
$18,000
X0.0225
($406)
$668
+262/month Positive Cash Flow!
Immediate Payback!
Contractor / Dealer Training
NEW SERVICE
TRAINING
Carrier University
Print Catalog Number 06-C24-888
CD Catalog Number 06-C24-889
NEW ‘UNIT SELECT’
SLIDE RULER
Business Card
Holder Area
- Standard Efficiency Version - Printing
- High Efficiency Version - Next
SIDE ONE – Quick Unit
Select
- Easy Unit Select Tool
-Gas/Elect
-Elect/Elect
-Heat Pump
-All Voltages (60 Hz)
- Obtain
-Efficiency
-Capacity
-Base Electrical
-Weight
-Unit Size
-Heating Capacities
-Duct Opening Sizes
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NEW ‘UNIT SELECT’
SLIDE RULER
- Standard Efficiency Version - Printing
- High Efficiency Version - Next
SIDE TWO - Replacement
- Replacement Curb Details
-Carrier Past Models
-Lennox Pat Models
-Trane Past Models
-York Past Models
- Obtain
-If adapter is required
-Adapter Curb Model #
-Curb Pressure Drop
-New Carrier Model #
Thanks to Dave Yanow of TEC for the help!
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Carrier Commercial
Finance Program
Administrated by
COMMERCIAL FINANCE PROGRAM
Administered by Ervin Leasing
Nearly 50% of contractors indicate that financing helps them close the job
Nearly 50% of contractors believe flexible financing differentiates their services
Best Practice
Make this a standard part of your selling process
Current Program
•Terms of 12 to 60 months / $1.00 purchase options at lease end
•Applies to all non-competitive equipment and services sold to commercial customers
•No cost to Distributor
2011 Program Enhancements
•Carrier Branded
•New ‘Point of Decision’ tool
•No money down option
•Deferred payment option
•Much more….
Source: Sept 2010 RLCS survey of commercial unitary contractors
carriercommercialfinance.com
Getting Started – Carrier Finance
•Go to: www.carriercommercialfinance.com
•Download and read “Frequently Asked
Questions”
(FAQs)
•Download and read “Benefits of Lease
Financing”
•Click on “Register Now” or “Dealer
Registration”
Commercial Load Calculations
(Block Load ver 4.15 Overview)
Commercial INVE$T
Why use it?
A software tool for
demonstrating the
economic benefits (cash
flow and payback) of
various replacement
alternatives.

It’s fast and easy

Produces presentation-quality reports

Runs on your laptop; can take to your
customer’s office.

It strengthens your credibility

Reduces your chance of error. An accurate cash
flow and payback prediction enhances your
reputation and leads to future sales

It’s FREE! from your distributor
Economic Payback Comparisons
Updated Commercial INVE$T
(v.2.04c) software
Provides energy savings comparisons!
Calculates simple:
Operating costs
Maintenance costs
Refrigerant cost
Financial payback
Environmental impact
Payback
Free from your Carrier Salesperson!
Unit Selection Program
Packaged RTU Builder (PRB)
Unit selections
Unit performance data
Unit model number configuration
Detailed submittals
Product literature
WHAT YOU SHOULD TAKE AWAY
1) Today’s market is driven by replacement and energy upgrade
2) We have the right products for this market – right now
3) You can differentiate yourselves with Carrier support material
from selection software tools to job financing
4) We offer strong value proposition to all contractors – small,
large, residential focused, commercial focused
5) Sign up for Carriers CRE program to learn a proven selling
process in the replacement market
Don’t forget to sign in with your name and email to receive the
CarrierNOW on important product and program updates!
QUESTIONS?