Vol. 5, Issue 3May/June 2005

inside...

ACE Online Launched...............................................pg. 1

WPD Event a Success!............................................pg. 2

New Reps .........................................................................pg. 2

Who’s New?......................................................................pg. 3

AISL Secures Order...................................................pg. 3

Shipment Lead Times..............................................pg. 4

CBV Named in Top Products List...................pg. 4

New Astro Circulators..............................................pg. 5

Commercial Design Build Events..................pg. 6

Representative Scorecard....................................pg. 7

ACE Online Launched for CBVs, IWHs & Expansion Tanks.

Armstrong is very pleased to announce the release of a new version of ACE Online, our product selection andworkflow software. ACE Online is a web-based version of the ACE system that allows you to select products,prepare quotes, save selections, and even process ARMs or sales orders over the internet.

The previous version of ACE Online already included the following product selection functionality:o Shell & Tube Heat Exchangerso Parts selectiono Pumpso Flo-trex valves and Suction Guideso Circulators

The features of ACE Online have now been expanded to includeproduct selection functionality for:o CBVso Instantaneous Water Heaterso Expansion Tanks

For all of the above products, ACE Online provides superior features for: o Project Tracking o Quotationso Pricingo ARMS and NCPso Sales Order processing

The web address for ACE Online is: https://aceonline.armlink.com. All Armstrong Representatives can accessACE Online. User ID and password information has been sent to Representatives. If you are a new employee at aRepresentative company, or have lost your ACE Online account information you can request an account by send-ing an e-mail to at ace@armlink.com listing your name and Representative company name.

Northrich Company Joins the ArmstrongRepresentative Network.

Northrich Company has joined the Armstrong networkas Commercial Design/Build Representative forNorthern Ohio.

Northrich was founded by RobEvans in 2002 to represent Nesbittand Typhoon, both manufactured inCleveland, Ohio. The company hassince grown to represent 13 manu-facturers including Yaskawa and Airtherm. In January2005, Mike Goetz joined the company as a partner.

Northrich is focused on building the Armstrong brandthroughout their territory, especially in the day-to-dayHVAC business and with Package Pumping Systems.

Information about Northrich Company can be found ontheir web site at www.northrich.com.

A.D.E. Systems, Inc. Armstrong is pleased to announce the appointment ofA.D.E. Systems, Inc. as the Commercial Design/BuildRepresentative for our New York City territory.

A.D.E. Systems, Inc. hasbeen serving the New Yorkmarket for over 30 years.They focus primarily oncustom air handlers, vari-able frequency drives, starters, fans and dampers.

Over the years, A.D. E. Systems, Inc. has expanded toover 50 employees and recently begun its second gen-eration of ownership. The company was started byRichard Arote Sr. in 1973 and, although Richard is stillas active as ever in the day-to-day operations, the own-ership is now split between Richard Arote Jr., CarolynArote and Michael Pallidino.

More information on A.D.E. Systems, Inc. can be foundonline at www.airdist.com.

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Wholesale/Parts Distribution University Event a Success!

Armstrong recently hosted a University event for the Wholesale and Parts Distribution Representatives and theircustomers. The event took place Wednesday May 18th - Friday May 20th in Niagara Falls, Ontario and NorthTonawanda, New York.

The Wednesday evening reception offered an opportunity for Armstrong employees, representatives and their cus-tomers to meet casually and enjoy a great view of the Falls. A local magician stopped to chat with attendees andimpressed everyone with his card tricks and sleight-of-hand.

Thursday morning the sessions started with an introduction to Armstrong, and an explanation of our values andcorporate direction. Other sessions included an explanation of Ace Online, an overview of Armstrong's circulatorand hydronics products and a discussion of circuit balancing.

John Siegenthaler presented in the afternoon and, as usual, provided an impressive explanation of the challengesof hydronics installations.

From an entertainment perspective, the highlight of the event was the Thursday evening tour of a local winery, andthe dinner and wine tasting that followed.

Friday morning the agenda continued with more sessions on basic and advanced hydronics topics. The attendeesthen traveled to the Armstrong plant in North Tonawanda, New York to tour the plant, meet the people who buildour hydronics products, and enjoy a barbecue lunch on a beautiful sunny day. Based on the comments received,the event was a resounding success. Our thanks to all attendees for travelling to the Niagara region, and partici-pating in this important learning process.

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New 8x8x8 Pump Size Added.Armstrong is pleased to announce the addition of the new 8x8x8 pump size, available in our Series 4030, 4280,4300 and 4380 families of end suction and vertical in-line units. The new size is specifically designed to operateat 4-pole speed under low head operating conditions.

Operating at 4-pole in place of traditional 6-pole motor speeds for low-head applications such as re-circulation inchillers, boilers, cooling towers, hydronic systems, etc. makes for smaller and less expensive pumping units.

The introduction of this new 8x8x8 pump size further extends Armstrong’s range of products and increases thediversity of our offering. More information can be found on our web site at www.armstrongpumps.com.

Armstrong Integrated Systems Secure £1 Million Order.

Armstrong Integrated Systems have secured a £ 1 Million order to supply, build and deliver four chilled-waterpackaged pump rooms for two data centre sites located in Leeds (Pudseyand Copley) for the Halifax Bank of Scotland.

As part of the order requirements and to release our design developmentfees; drawings and design documentation were required within 3 weeksto maintain this fast track programme of 16 weeks from order to delivery.AISL are pleased to announce that with teamwork playing a fundamentalrole, the customer's requirements and expectations were fully met duringthis particularly demanding 3-week period.

Each of the 2 sites will include both a primary and a backup plant room 12 meters x 10 meters x 4 meters high.Each plant room will arrive on site in 3 separate modules weighing approximately 15 tonnes per module.

Delivery of the plant rooms is scheduled for August 2005.

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Recent Armstrong Appointments

Ajay Puri - Sourcing Manager, Toronto Ajay holds a degree in Mechanical Engineering in addition to an MBA in Finance. Priorto joining Armstrong, he worked for various companies including Magnum IntegratedTechnologies Inc. and Mannesman Demag (India). Ajay's responsibilities withinArmstrong will include assisting in the development and implementation of a globalsourcing infrastructure, in addition to leading the sourcing initiatives for new productdevelopment.

Karl (XiangMu) Kang - China Sourcing Development Manager.Prior to Armstrong, Karl was Sourcing Manager with Dimplex North America, GeneralManager with Rolls-Royce Material Handling (China) and Import/Export Manager forDalian Crane Works (China). He holds a degree in Electrical Engineering (1982) fromDalian Maritime University - China. Karl's responsibilities within Armstrong includeChina sourcing development and management, in addition to the development of theChina consolidation.

New Representative for Northern NewJersey territory.

D&B Engineering, Inc. has joined the Armstrong network asthe Commercial Design/Build Representative for the terri-tory of northern New Jersey.

D&B Engineering Inc. has beenserving the northern New Jerseymarket for over 30 years, represent-ing McQuay, Tecogen, Calmac andStultz. They currently have 13 SalesEngineers on staff, including thethree partners T.J. Driscoll, DanDaniello and Jeff Barat.

The company started in 1971 as the manufacturer's repre-sentative for McQuay and has grown to represent 20 quali-ty lines. Since T.J. Driscoll and his two partners purchasedthe company, they have added employees, expanded theirline card and improved the infrastructure to create a firmwith the capabilities to support and change the industry innorthern New Jersey for the better.

By joining forces with D&B Engineering Inc., we’ve estab-lished an important presence in this market.

Information about D&B Engineering Inc. is available onlineat www.dbnj.com.

Shipment Lead-Times Change.

In June 2004, due to strong pump sales combinedwith global raw material shortages, Armstrong wasforced to increase the standard lead-time indicatorfor fast moving pump sizes from 2-weeks to 3-weeks.

We are very pleased to announce that Armstrongwas able to reverse the decision and return to 2-weeks delivery. On-time deliveries for this range ofpumps have improved dramatically in the pastmonths. Order volumes have remained high andArmstrong has increased plant capability to meetincreasing demand, so keep the orders flowing in!

To ensure that this delivery record wasn’t compro-mised, we took a 'staged' approach in lowering thestandard shipment indicator delivery.

From May 9th, 2005, Armstrong Customer Servicebegan automatically removing 1 day from the 3-week shipment indicator lead-time - meaning, thefast-moving pump sizes were entered with a 14-day delivery promise. For orders that were placedMay 16th, 2005, Customer Service removed anoth-er day from the lead-time, bringing it down to a 13-day lead-time, and continued in this manner, remov-ing 1-day per week, until orders that were placedon and after June 6, 2005 were entered with 10-day delivery promise. The posted shipment indica-tor was changed to show 2-weeks delivery on thisrange of pumps at that time.

Tony Egan, Marketing Manager for Armstrong stat-ed, “it is gratifying to see the results of ourincreased manufacturing capabilities and offer ourcustomers these shorter delivery lead-times. Welook forward to the additional orders this changewill bring to you, all of which will be delivered on-time.”

Armstrong CBV Named in Top 10 Productsof 2004 in Supply House Times Magazine.

Armstrong’s Circuit Balancing Valves were named inSupply House Times Top 10 Products of 2004 (see April2005 issue).

The magazine rated the products featured in editorial cov-erage based on the number of reader inquiries theyreceived after each product’s publication.

The CBV ranked #4 overall.

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Representative Surveys.Thanks to all who responded to our customer service online survey. Please look for the next survey concerningArmstrong products.

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New Astro 20F and BF Circulators.

With the addition of the new Astro 20F and BF, all Astro series circu-lators are now available with common two-bolt mounting flanges. Thismounting arrangement allows for easy circulator installation and sub-sequent removal and replacement.

The Astro 20F is targeted forhydronic heating applicationsrequiring low flow and low head,such as injection pumps for radi-ant installations. The primaryapplication for the Astro 20BF isdomestic hot water recirculation.

Additional features of Astro series circulators include:

-New screw-less terminal strip providing level-operated spring clampsthat grip each conductor of the electrical cable. This provides ease ofconnection of the electrical connections inside the box. -New smaller terminal box, flush with the top of the motor providingease of installation into tight spaces.-Available in bronze or cast iron versions.-Compatible with Armstrong's CIF series of circulator isolation flanges.

More information about the new Astro circulators can be found on ourweb site at www.armstrongpumps.com.

Representative List Update.

One of the more important aspects ofdistributing information to representa-tives is maintaining up-to-date contactinformation for the representative com-pany as well as a recent list of the keystaff working there.

Our communications to representativesregularly contain confidential informationsuch as pricing. If you experienceturnover in your staff, please be sure totell us, so that we can update our con-tact lists, and remove access to thePartners web site.

At the same time, we want to ensurethat we reach any new staff at yourcompany, so that they are equipped withthe latest information. When newemployees join your company, please besure to tell us so we can include them inall future mailings and e-mail broad-casts. You can contact ArmstrongCommunications by e-mailinginfo@armlink.com

IDP Book Review.

Think Like Your Customer – a Winning Strategyto Maximize Sales by Understanding How andWhy Your Customers Buy......by Bill Stannet

In Think LikeYourCustomer, BillStinnett drawsupon morethan twodecades as asales profes-sional to offera powerfulnew approachto connectingwith clientsand buildingenduring,highly profitable customer relationships.

Customer Service Feedback Form on PartnersWeb Site.

The Partners site homepage now features a cus-tomer service feedbackform. All suggestionsreceived will be compiledand considered for futureimprovements to our customer service depart-ment.

Facelift for Partners home page.The Partners home page hasrecently undergone a face lift.

Links across the top have changedto support a more user-friendly navi-gational system.

We hope this new design makes iteasier for users to find information.

Eastern Commercial/Design-Build Event - May 13-15.Armstrong recently hosted the Eastern CDB event at the Mohegan Sun Resort - Incasville, Connecticut from May13-15. The event was attended by 70 contractors and representatives.

The event began with a Casino 101 reception, whereprofessional dealers schooled players in Roulette, BlackJack and Craps, prior to them hitting the casino for thereal thing. The following day was filled with presenta-tions geared towards putting money back in the pocketsof our customers through use of the unique productsand system solutions that Armstrong offers. A team ofpresenters joined Tom Trepiccione for the event, includ-ing Tony Egan presenting the VIL advantage, PeterThomsen discussing Controls and Packages, and ArtThorsby explaining mechanical room optimization.

The social day was split into three different events: deepsea fishing, golfing and, for the adventurous, Legendscar racing at the Waterford Speed Bowl.

The event created opportunities for Armstrong to explain our unique products and solutions. Feedback has indicat-ed that it was a huge success, especially for the contractors who have continuously expressed their interest inbeing involved in these types of events.

Western Commercial/Design-Build Event - May 22-24, 2005.

The Western Commercial Design Build event, held in Phoenix, Arizona from May 22-24, was attended by 60 rep-resentatives and contractors.

A welcome reception was held for attendees onday one, allowing them to get acquainted witheach other, in addition to enjoying the CamelbackMountain landscape of the Phoenician hotel.

The morning of day two consisted of training, inwhich Art Thorsby - Regional Sales Manager,Design/Build Projects presented on the advan-tanges of vertical pumps, as well as MechanicalRoom Optimization. Tom Hartman followed Art,giving a discussion of the Hartman LOOP™ tech-nology and its various benefits. After lunch, attendees boarded a bus and took a tour of the Northwind DistrictCooling Plant, in which Armstrong’s 12x12x17 4300s replaced B&G’s pumps in the initial design. The eveningwas spent at Pioneer Village, where attendees enjoyed a Texas Hold ‘Em Tournament, followed by a cowboy cook-out-style dinner and cigars.

All attendees enjoyed a round of 18-hole golf at the Phoenician’s exclusive golf course on day three, where thebest team score was a 61 using a scramble format.

The event was a huge success, with all reps having at least one contractor request design assistance with aproject.

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WPD Cluster Leadership.Steve Cuthbertson, whom most of you have already met, has taken over the leadership of thecluster from Jerry Fairborn. Steve will also continue to maintain his present responsibilities,including distribution development and the hydronics initiative.

There will be no change to the WPD sales and development strategies that are currently inplace. Steve will be connecting with you shortly.

Your continued support to him in this additional challenge will be much appreciated.

Representative Scorecard.

The following are the top represen-tative companies for each cluster inthe year-to-date sales and achieve-ment vs. targets:

Fire and PlumbingChesapeake Systems Inc.JRS Sprinklers SupplyProtec Inc.Quimby Equipment Company Inc.Williams & Associates

Commercial/Design-BuildP.A.C.E.Mechanical Sales Inc.Protec Inc.V-SystemsWilliams & Associates

Wholesale and Parts DistributionHugh CunninghamMega Western SalesStory EquipmentV-SystemsWalters-Climate, Inc.

Latin AmericaAquasistemas IntegralesIngenieria Y MantenimentoProtec IncProveedora Termica del Norte

Far EastC & C International DevelopmentsModule-Technical EngineeringTechlite International Company Ltd

Congratulations to all these com-panies on your sales success inthe first half of 2005! Keep up thegood work!!

Summary Document for Software and Web-BasedTools.

A downloadable PDF document is now available onthe Partners web site (in Software Download section)which details all the software and web-based toolscurrently available. For more information or to down-load the PDF file, please visit the Partners web site.

Reminder to Promote the e-Newsletters.

Just a quick reminder to promote the Armstrong e-Newsletters to your customers! They contain somevery useful industry information, in addition toArmstrong product and service information. To obtainthe promotional email, please email Kymberlee atkide@armlink.com.

NFPA Expo.

The National Fire ProtectionAssociation held its annualExposition and Technical Meetingin Las Vegas, Nevada June 6th to10th. The event was attended byclose to 10,000 contractors, engi-neers, insurers, manufacturers andfire department personnel.

The Armstrong booth featured our industry-leading 1500gpm vertical in-line and end suction products, a remote monitoring video demonstration,and our vast array of innovative learning tools.

Armstrong personnel met with customers, sales representatives, vendors,code development professionals, and Elvis impersonators to further developour market presence and brand. Sean Follwell, Marketing Specialist, hadthis to say about the event: “This was my first NFPA Show. Based on myconversations with customers and other exhibitors, it was the best NFPAShow in years. I was happy to meet a number of people I had only spokento on the phone. It was a great relationship development experience.”

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