Lindab Representative s Handbook Table of Contents NOTICE!... 3 Revisions... 4 Navigating Lindab... 5 Lindab Lingo... 6 Contact List... 7 History of Lindab... 8 The Lindab Concept... 8 Marketing and Sales Publications... 9 Ordering - Marketing and Sales Publications... 9 All of the above is available on the Lindab website.smart Tools... 9 Smart Tools... 10 Standard Pipe and Fitting Offering... 11 Dampers... 12 Registers and Drum Louvers... 13 Rectangular Taps... 13 Air Device Fitting Bodies... 13 Silencers... 14 Flanges... 14 Pressure Rating... 15 Materials of Construction... 15 Are Lindab Products Paintable?... 15 Coated Ductwork... 16 Installation Requirements... 16 Union Label... 17 Published Lead Time & Quick Ship Program... 17 Lego Style Approach... 18 Spangle... 19 Lindab is NOT Air Tight... 19 Warranty... 20 Individual Part Labeling... 20 Lindab Class 3 Warranty... 20 Competitive Advantage of Lindab Safe... 22 Off-Set Calculator... 23 Quote Express... 23 Project (SD) Pricing... 23 Lindab Rep Handbook_rev 10_2011.doc
Estimating Service Request for Take-Off... 24 FTP Site and Estimating Services... 25 Submittals, Shop Drawings, and Project Management Services... 26 Freight Rates... 27 LTL Shipments... 28 CADvent... 29 Plant Tour and Reps Customer Meeting Format... 29 Regional Shows and Marketing Events... 31 Joint Sales Calls to Contractors and Engineers... 31 Sales and Marketing Tools... 32 Credits... 33 Return Policy... 33 Order Entry Procedure... 34 Shipping Date... 35 Sales Order Lock... 35 Special Stock Programs... 36 Lindab USA Internet Web Page and Online Tools... 37 Marketing Memos... 37 Competitive Information... 37 What is LEED?... 37 Ductwork Air Leakage Class 3... 38 Lindab Rep Handbook_rev 10_2011.doc Page 2 of 38
NOTICE! All material contained in this Handbook is and may not be given to any persons not authorized by Lindab. Copies of this Handbook are permissible for the internal use of Lindab authorized representatives. This is a living document and will be updated on an ongoing basis as well as posted in the rep area of the Lindab USA website. There are only a few items underlined and in bold type...these items are very important! Lindab Rep Handbook_rev 10_2011.doc Page 3 of 38
Revisions 1. Initial Release 1/1/07 2. Revision 3 All Pages 1/1/08 3. Revision 4 Changes to Published Lead Times 1/10/08 4. Revision 5 Change to contact list 1/10/08 5. Revision 6 Various changes 2/29/08 6. Revision 7 Add slip dimension to Advantages (p 23) 3/12/08 7. Revision 9 Modify for placement on web site 7/11/08 8. Revision 10 Change contact information 5/14/09 9. Revision 11 General Update 9/25/09 10. Revision 12 Lead-time, Freight Rater, FTP info, and Return policy 9/13/10 Lindab Rep Handbook_rev 10_2011.doc Page 4 of 38
Navigating Lindab Management President: Hans Berger Vice President of Sales & Marketing: Dave Shaeffer Sales Managers: Dave Shaeffer(East)/Clay Witcher(West) Assistant National Sales Manager Training Competitive market situations Pre-bid review Proposal and price negotiation (Quote Express and BOM s only) Post-bid review Non-standard product application and pricing Estimating and Project Management Proposals (requires Request for Quotation RFQ) Project Management (requires a purchase order) All aspects from project submittals to final acceptance Shop Drawings (requires a purchase order for Lindab estimated projects) Project price negotiations Sales Support Technical and pricing assistance BOM quotations Questions regarding Quote Express Questions regarding your order including: order confirmation; expediting; and shipping Order samples and literature Damage / short shipments Backorders Special logistic arrangements and time critical shipments Special handling Shipping How much material will fit into a truck LTL freight rates Lindab Rep Handbook_rev 10_2011.doc Page 5 of 38
Lindab Lingo 1. Lindab Safe gasketed product warranted to SMACNA Class 3 air leakage 2. Lindab Nongasketed traditional slip fit connection (without a gasket) 3. Lindab Comfort registers, drum louvers, and rectangular taps 4. Quote Express computer pricing program (requires internet connection) 5. RGS-3 supply/return register 6. DRLAA supply drum louver 7. Standardized Freight Rate a Lindab quoted freight rate for a full truckload of product shipped at one time to one (1) or multiple stops regardless of the actual production site. 8. LTL (Less Than full truck Load) freight rate for less than a full truck load. This rate may cost more than a full truck load at the Lindab standardized freight rate. Lindab Rep Handbook_rev 10_2011.doc Page 6 of 38
Contact List Lindab Rep Handbook_rev 10_2011.doc Page 7 of 38
History of Lindab Lindab is an international Group that develops, manufactures, markets and distributes products and system solutions primarily in steel for simplified construction and improved indoor climate. The business is carried out within three business areas, Ventilation, Building Components and Buildings. The products are characterized by their high quality, ease of assembly, energy efficiency, consideration towards the environment, and are delivered with high levels of service. Altogether, this increases customer value. The Group is established in 30 countries and has approximately 4,400 employees. The main market is non-residential construction, which accounts for 80 percent of sales, while residential accounts for 20 percent of sales. The share is listed on the Nasdaq OMX Nordic Exchange, Stockholm, Mid Cap, under the ticker symbol LIAB. The United States division began operation in Portsmouth, Virginia in 1993 and has grown rapidly throughout the Eastern half of the United States. Currently the main manufacturing and corporate offices are located in Portsmouth, Virginia. Lindab is currently the largest manufacturer of spiral ductwork in the United States. The Lindab Concept Lindab s core concept is to achieve success through the manufacture, sale, and distribution of Lindab ductwork systems. Our highly automated, state of the art manufacturing facility in Portsmouth, Virginia manufactures to the very highest quality standards. Lindab strives to maintain rapid availability of products through inventories of standardized stock items which along with other non-stock products ship on a published lead time schedule at a price level competitive with other manufacturers standard slipfit and field-seal products. In short, Lindab sells a better product, at a better availability, with real cost-saving advantages for the owners, engineers, and contractors and at a price level that is competitive with other traditional ductwork systems. Lindab Rep Handbook_rev 10_2011.doc Page 8 of 38
Marketing and Sales Publications Publication Description 1. Lindab Binder 2. LindabSafe Singlewall Round 3. LindabSafe Doublewall Round 4. Lindab Oval Lindab Comfort Lindab Silencers 5. Case Study: Retrofit 6. Case Study: Heinz Field 7. Case Study: American Tobacco 8. Case Study: Pentagon 9. Case Study: Use of Perforated Duct in Return Air Application 10. Case Study: Pentagon Renovation Ordering - Marketing and Sales Publications In an effort to control printing costs, eliminate literature obsolescence, continue our "green" movement and, most importantly, to ensure availability of the most accurate product information possible, Lindab will be switching to electronic catalogs as our standard catalog medium. Literature options: No cost electronic literature (available 24/7 at www.lindabusa.com) options: Individual product catalog pages can be accessed and downloaded as a PDF by selecting the category of duct at the bottom of the front page. Next, click on a product picture for the catalog page. Entire product catalogs (ie: Single Wall Round) may be downloaded as a PDF by selecting the Lindab Product Catalogs link on the front page. You may also choose to download all of the catalogs at once by selecting Download Whole Catalog Offering. The entire Lindab product binder may be ordered on a CDrom at no cost (please allow time for processing and shipment). Printed literature options (shared cost - refer to attached Order Form as prices vary): Individual product catalogs ie: Single Wall Round Complete Lindab product binder with all product catalogs Printed materials may be ordered by contacting Sales Support by email or fax. Please allow 14 days for receipt. Lindab Rep Handbook_rev 10_2011.doc Page 9 of 38
Smart Tools SR Cutter Cuts spiral pipe up to 22 gauge galvanized steel Table is adjustable to handle lengths of pipe up to 10 foot Designed to cut up to 14 diameter pipe Equipped with built-in tape measure to insure a quick & accurate cut Portable- one person can easily transport & set-up Ergonomically designed to limit fatigue SR Handle Ensures a better and safer grip on the duct (instead of holding onto the actual duct itself) Can be operated with one hand (or both hands) Can be placed over the shoulder, thus relieving pressure on the arms eliminates the risk of banging into the duct when walking Enables you to walk normally when carrying the duct SR Roller Increase speed of cutting Simplify handling process Improve quality of cuts Gain easy access to entire surface of the duct Reduce the risk of damaging coated duct Lindab Rep Handbook_rev 10_2011.doc Page 10 of 38
Standard Pipe and Fitting Offering Lindab Safe Single Wall Round Warranted to meet SMACNA s Class 3 air leakage without any external sealants is available in 3 inch to 60-inch diameter. Fittings 12 inch and under are stamped. Spiral pipe and fittings are available in 3 to 12 inch graduated in 1 inch increments and 2 inch increments between 12 to 60 inches. Lindab Safe Double Wall Round Warranted to meet SMACNA s Class 3 air leakage without any external sealants is available: - 3 inch to 58 inch diameter with 1 inch insulation, and - 3 inch to 56 inch diameter with 2 inch insulation. Lindab s patented insulation and sealing system (1 inch and 2 inch insulation thickness only) does not require a traditional slip-fit connection on the inner liner. Fittings 10 inches and under are stamped. In all cases Lindab s nomenclature refers to the airside diameter, not the outside diameter of the pipe. Spiral pipe and fittings are available in 3 to 10 inch graduated in one (1) inch increments and 2 inch increments thereafter. Standard double wall spiral pipe has a perforated inner liner while a solid liner is standard on fittings for galvanized steel. A solid liner is the only option available for stainless steel construction. Lindab Nongasketed Single Wall Round Traditional slip fit connection which requires external sealing is available in 3 inch to 60 inch diameter. Fittings 12 inch and under are stamped. Spiral pipe and fittings are available in 3 to 12 inch graduated in 1 inch increments and 2 inch increments between 12 to 60 inches. Lindab Nongasketed Double Wall Round - Traditional slip fit connection for both the inner and outer ductwork which requires external sealing is available: - 3 inch to 58 inch diameter with 1 inch insulation, and - 3 inch to 56 inch diameter with 2 inch insulation. Optional insulation thickness to 4 inches. Fittings 10 inches and under are stamped. In all cases Lindab refers to the airside diameter, not the outside diameter of the pipe. Spiral pipe and fittings are available in 3 to 10 inch graduated in 1 inch increments and 2 inch increments thereafter. Standard double wall pipe has a perforated inner liner and a solid liner on fittings. This item is not priced in Quote Express, however, fittings and pipe are offered at 15% & 10% less respectively than Lindab Safe Double Wall Round. A solid liner is the only option available for stainless steel construction. Lindab Rep Handbook_rev 10_2011.doc Page 11 of 38
Lindab Single Wall Oval - Traditional slip fit connection which requires external sealing is available in sizes 9 inch x 6 inch (major x minor axis) to 83 inch x 36 inch. Minor axis dimension is available, in even sizes only, from 6 inch to 36 inch. Length restrictions apply for pipe. Lindab Double Wall Oval - Traditional slip fit connection for both the inner and outer pipe which requires external sealing is available in sizes 9 x 6 (major x minor axis) to 79 inch x 34 inch. Minor axis dimension is available, in even sizes only, from 6 inch to 34 inch. Standard insulation is 1 inch with optional insulation thickness to 4 inches. Length restrictions apply for pipe. In all cases Lindab s nomenclature refers to the airside diameter, not the outside diameter of the ductwork. Standard double wall pipe has a perforated inner liner and a solid liner on fittings. A solid liner is the only option available for stainless steel construction. The Quick Kits - are a carefully selected group of the most frequently used duct and fittings specifically designed for low pressure downstream use. The fittings are accessorized with a single-lip T profile gasket, making the Quick Kit a self-sealing system. Made of EPDM rubber, the T gasket ensures a quick installation and a tight seal every time. The spiral lockseam duct is manufactured with multiple corrugations for added strength. Dampers Available in three (3) styles: 1. Balancing with blade designed for optimum linear balancing (DRU / DRUI); 2. Complete shut-off is not required (DSU / DSUI); and 3. Complete shut-off is required (DTU / DTUI). Available in the following sizes: 1. Single wall gasketed (Safe) in sizes to 38 inch 2. Double wall gasketed (Safe) in sizes to 36 inch 3. Single wall non-gasketed (Vent) in sizes to 38 inch Lindab Rep Handbook_rev 10_2011.doc Page 12 of 38
Registers and Drum Louvers RGS-3 register is a supply/return air register with adjustable double deflection blades and a volume damper designed specifically for direct mounting on a spiral duct. The use of rectangular taps is not required. Sizes are available from 0.18 ft 2 core area to 2.41 ft 2 (54 cfm to 2,892 cfm). DRLAA drum louver is a heavy duty, aluminum construction, high capacity supply register with adjustable single deflection vanes, rotating drum body and volume damper. DRLAA s are designed specifically for direct mount applications on round spiral pipe, eliminating the use of rectangular register taps. Sizes are available to handle air flows from 155 cfm up to 7,539 cfm. Rectangular Taps This is a traditional tap using welded construction The tap is welded to the spiral pipe Any size required is available The standard tap is made as outside dimensions with a 1 inch turn in as standard A raw end, flanged turn out, or in, may be specified Available loose for field installation by others Available with a factory installed insulation liner for double wall installations The fitting body L dimension is the length (parallel to the longitudinal axis of the spiral pipe) of the hole cut into the spiral pipe (rounded up to the next whole number) plus 10 inches Air Device Fitting Bodies Lindab Air Device Fitting Bodies include a selection of factory cut and installed: rectangular taps, registers (RGS-3), and drum louvers (DRLAA) in either single wall or double wall configurations. In Safe configurations the fitting body has self sealing gaskets installed on both ends. Smooth rolled outer diameter shell is provided as standard (similar to other fittings); however, a spiral pipe fitting body is also available (ADD an SR ahead of the current fitting s product code if you require spiral pipe in lieu of a fitting body appearance a 10% premium applies). For single wall air device fitting bodies, the fittings TRB (rectangular tap fitting body), RGS, or DRLAA are priced separately and shipped separate from the pipe due to potential shipping damage considerations. Lindab Rep Handbook_rev 10_2011.doc Page 13 of 38
For double wall air device fitting bodies, the fittings TRB, RGS, or DRLAA are included in the price and shipped mounted to the pipe. A solid inner liner is provided as standard. TRBs, as standard, are not insulated or lined. The Lindab way: 1. Field cut and install single wall fittings ( TRB, RGS, DRLAA); and 2. Use factory provided air device fitting bodies for double wall. In order to standardize all air device fitting bodies, the total length of the fitting body length will be L = A+10 (regardless of the pipe diameter) where A is the actual length of the duct opening. A L = A + 10 Silencers Lindab manufactures a complete line of straight and elbow silencers: 1. 3 inch to 50 inch in diameter 2. Lengths to 96 inches 3. 4 to 6 inches of absorption filler material 4. Acoustically rated to ASTM specification E477-96 Flanges Flanges, when requested, are supplied with AccuFlange as manufactured by AccuDuct. Flanges are available on: single wall, double wall, single wall flat oval, and double wall flat oval. Other types and styles of flanges are available on an as needed basis. For competitive market purposes, our premium offering in single wall or double wall, is a gasketed product (Safe) without the use of flanges. It is important, when comparing competitive proposals, to ascertain whether the flanges are supplied loose or installed. Lindab Rep Handbook_rev 10_2011.doc Page 14 of 38
Pressure Rating All spiral pipe and fittings are designed to the latest published SMACNA s HVAC Duct Construction Standards for + 10 inch water gauge. Systems designed for negative 30 iwg to positive 50 iwg is available. Please consult the Lindab catalog, SMACNA HVAC Duct Construction Standards, SMACNA Industrial Duct Systems, or contact Lindab sales support for assistance. Materials of Construction 1. Galvanize G60 (Standard) 2. Galvanize G90 (premium applies) 3. 304L stainless steel** #2 Finish (premium applies) 4. 316L stainless steel** #2 Finish (premium applies) 5. Aluminum** 3003-H14 (premium applies not available in SAFE) 6. Coated ductwork (premium applies)* 7. AgION anti-microbial coating (premium applies) * Due to shipping and handling, it is expected that scratches in the coating will occur. ** Pressed fittings are not available and must be fabricated. Are Lindab Products Paintable? YES! - Refer to the white paper Are Lindab Products Paintable? that specifies the use of paint formulated for galvanized metal and to follow the manufacturers recommendation. Paint Grip is galvanized sheet or coil which has been chemically treated with a phosphate film and does not require any weathering to provide a suitable paint substrate without the use of a primer. Galvanealed sheet metal has a uniform matte finish instead of the bright spangle finish associated with galvanized steel and can also be supplied with a paint grip coating. Manufacturing spiral ductwork using paint grip requires more lubrication which attracts dirt and dust which must be removed prior to painting. Lindab has been making galvanized ductwork for over forty years, much of it painted. Lindab Rep Handbook_rev 10_2011.doc Page 15 of 38
Coated Ductwork Powder coating uses 100% dry resin that is electro statically applied to the surface and then baked in an oven to fuse the coating. Our standard coated system uses Tiger Drylac product and is comprised of a Series 69 zinc epoxy primer and a Series 49 polyester/tgic glossy white top coat. A total finished film thickness of 4 mils (0.004 inches) inside and out is standard. Other coatings are available upon request. Lindab stocks six colors to help give your customers variety. Jet Black (RAL# 9005) Carmine Red (RAL# 3002) Moss Green (RAL# 6005) Traffic Grey (RAL# 7042) Pure Orange (RAL# 2004) Signal Blue (RAL# 5005) Coating is available in duct diameters 3-60. It can be ordered nongasketed or as part of the LindabSafe system. The powder coating is applied to the base metal after fabrication, however, the resulting ductwork is not free of scratches and other small areas of exposed metal. Installation Requirements Installation is to be in accordance with the latest published procedures of: 1. Lindab (refer to the Lindab Submittal for details); and 2. SMACNA s HVAC Duct Construction Standards Metal and Flexible. Refer to SMACNA s requirements for the minimum hanger size and spacing for round duct. Lindab Rep Handbook_rev 10_2011.doc Page 16 of 38
Union Label Lindab, Inc. is signatory to the National Agreement for Manufacturing of Round and Oval Spiral Systems. Under the terms of this agreement, Lindab manufactures round spiral duct and fittings throughout its various manufacturing facilities in the United States at building trades wage rates. Because Lindab s products meet the standards for the SMWIA (Sheet Metal Worker s International Association) yellow label, the yellow label may be placed on its products. Lindab is represented by SMWIA Local 100 at their Portsmouth, Virginia manufacturing facility. Certain items may not physically have a label attached; however, this is because that particular item does not have a large enough flat surface to place the label. Published Lead Time & Quick Ship Program Lindab offers several shipping options are each of our product types. Due to seasonal demand fluctuation, our lead times change periodically. Please refer to the latest Schedule of Lead Times Marketing Memo for the most accurate information. Depending on the required service level of the order, orders can be placed with Sales Support or Project Management. Both departments are prepared to offer Quick Ship (or Fast Track) opportunities if your order has time restraints. Order Scheduling 1. Order entry cut-off is 3:30pm EST. 2. Standard orders submitted prior to the 3:30 deadline can count that day as part of the lead time. Lead time for Quick Ships do not count the order date.) 3. Orders containing various lead times are scheduled based on the longest lead time item. 4. Production is initiated upon order placement. Changes may not be possible without additional charges. 5. Orders are acknowledged by means of a written confirmation. 6. Please contact Sales Support is no confirmation is received in 24 hours for orders submitted prior to 3:30 EST. Quick Ships 1. Please call to confirm Quick Ships requests over $10,000. 2. Orders wills be shipped via the most cost effective transport unless noted otherwise. Expedited shipping must be requested and may lead to additional charges. Lindab Rep Handbook_rev 10_2011.doc Page 17 of 38
Project Management Standard Projects 1. Complete and accurate drawings must be furnished for Standard jobs. 2. Customer approval of assembly drawings and submittals must be received before scheduling and fabrication begins. 3. Please allow time for assembly drawing preparation and approval prior to release. 4. Please reference the Order Confirmation for scheduled ship dates on specific orders. Project Managed Fast Tracked Projects 1. Submittals and drawings are not included with Fast Tracked jobs. 2. Product must be associated with Catalog product. Order Minimums 1. Products made of G60 and G90 have a $50.00 minimum order requirement. 2. Materials other than G60 or G90 have a $250.00 order minimum. Construction 1. Standard Construction is G60 galvanized, 304L, or 316L stainless steel in accordance with 2005 SMACNA HVAC Duct Construction Standards. 2. The inner diameters of materials other than G60 are of solid construction. Perforated inner diameters are available in G60. Other Important Facts 1. Quoted manufacturing time does not include motor freight transit time. 2. Published lead times are subject to change. 3. Lead times are based on working days. Lego Style Approach Offering standard products manufactured to very tight tolerances and when assembled properly, will offer a tightly sealed system without the field application of external sealants by utilizing: 1. Full bodied fittings in lieu of field installed take offs 2. Register and rectangular tap bodies sections 3. Registers and drum louvers that do not require register taps 4. Lindab supplied dampers 5. Lindab supplied silencers And therefore avoiding - 1. Field sealing to comply with air leakage requirements 2. Field installed flanges 3. Field installed rectangular taps 4. Field air leakage testing Lindab Rep Handbook_rev 10_2011.doc Page 18 of 38
This approach may require more fittings; however, this approach reduces the total system cost when considering the contractor s field labor and materials for duct sealing. Spangle The hot dip galvanizing process results in a zinc coating with a crystalline structure that is clearly visible on the surface of the coating. The coated surface consists of large, multi-faceted grains; thus, the finish is termed spangled. Depending on the material supplier and the manufacturing practices of a particular fabrication facility, the degree of spangle can and will vary. Lindab will not provide galvanized material for a project that requires a uniform visual appearance due to variations in spangle or coloration of the metal. Lindab is NOT Air Tight Lindab Safe product is warranted to meet Class 3 air leakage criteria. This does not mean the ductwork system is air tight ; however, the ductwork system air leakage rate does not exceed a prescribed maximum flow rate. The maximum allowable air leakage rate, according to SMACNA, is related to the system operating internal static pressure and Duct Class Sealing Classification. In addition, nongasketed (Vent) spiral pipe and fittings, whether round or flat oval, are not warranted for a specified air leakage and requires external sealing. Lindab does not represent our spiral pipe or fittings for airborne noise that may be generated by air leakage; except as specified in our written warranty for gasketed, Lindab Safe product. Lindab Rep Handbook_rev 10_2011.doc Page 19 of 38
Warranty Lindab ductwork is manufactured in accordance with the latest SMACNA standards for +10 inch water gauge and warrants its material and workmanship for a period of one year from the date of shipment for defects other than shipping damage. Warranties do not cover the effects of normal wear and tear, abuse, abrasion, erosion, corrosion, extreme temperature, and improper storage or installation. There are no other warranties, express or implied, including the implied warranty of merchantability, which extend beyond this warranty. Performance guarantees, if offered, are only as explicitly stated otherwise. Individual Part Labeling Each individual part has 2 printed labels: a unique Lindab part number with barcode and the yellow union label. When ordering material for exposed applications, please specify such on your purchase order so that the labeling will be placed on the interior of the pipe and fittings. Items that may be pulled from stock (all single wall galvanize 24 inches and under) to fill your order may contain labels on the exterior of the pipe and fittings that will have to be removed in the field. To remove labels on the exterior of the ductwork, using a torch, apply a small amount of heat to soften up the label and peel off. If individual piece numbering is required, Lindab would defer to an annotated shop drawing showing individual Lindab item numbers. Lindab Class 3 Warranty Lindab Safe System and Lindab Safe Products Warranty for single wall and double wall round ductwork. Lindab warrants that the Lindab Safe System will satisfy air Leakage Class 3 requirements as defined by ASHRAE and SMACNA provided that the following conditions first shall have been satisfied in all respects: 1. Only Lindab Safe Products shall have been used as fittings, dampers, and silencers in such HVAC Duct System and no such Lindab Safe Products shall have been damaged after delivery. 2. Only straight spiral pipe manufactured by Lindab shall have been used and no such duct shall have been damaged after delivery. 3. The Lindab Installation Instructions shall have been strictly complied with in all respects by the person performing the installation of the HVAC Duct System. Lindab Rep Handbook_rev 10_2011.doc Page 20 of 38
4. The Lindab Safe Products and the HVAC Ductwork System shall have been used only for the purposes for which they have been designed. 5. Claims under this warranty shall have been filed with Lindab within 60 days from when warranty failure has been discovered or should reasonably have been discovered. Lindab will for a period of 10 years from and after the date of installation repair or replace, at its expense, any and all defective Lindab Safe Products which do not meet air Leakage Class 3 requirements provided that the warranty conditions contained herein have been met. Lindab Safe Products replaced or repaired under this warranty are covered for the remainder of the warranty period, calculated from the date of the original Lindab Safe Products installation. This Lindab Safe System and the Lindab Safe Products Warranty shall apply only to Lindab Safe Products and ductwork manufactured by Lindab, not to any Lindab Vent Products or any other products forming part of an HVAC Duct System. OTHER THAN AS HEREIN EXPRESSLY SET FORTH, THERE ARE NO WARRANTIES EXPRESSED OR IMPLIED, INCLUDING, WITHOUT LIMITATION, THE WARRANTIES OR MERCHANTABILITY AND FITNESS FOR A PARTICULAR PURPOSE, ANY SUCH WARRANTIES OTHERWISE IMPOSED BY LAW BEING HEREBY EXPRESSLY DISCLAIMED. Lindab IS NOT AND SHALL NOT UNDER NO CIRCUMSTANCES BE LIABLE OR RESPOPNSIBLE FOR ANY SPECIAL, INCIDENTAL OR CONSEQUENTIAL DAMAGES, LOSSES, OR EXPENSES ARISING FROM A CLAIM OR ACTUAL DEFECT IN ANY OF THE PRODUCTS, Lindab SAFE PRODUCTS, Lindab SYSTEM AND/OR THE INSTALLATION OR USE THEREOF OR FROM ANY OTHER CAUSE WHATSOEVER, INCLUDING, BUT NOT LIMITED TO LOSS OF PROFITS, LOSS OF BUSINESS, LOSS OF REVENUES AND ANY OTHER ECONOMIC LOSS. Lindab Rep Handbook_rev 10_2011.doc Page 21 of 38
Competitive Advantage of Lindab Safe 1. Published manufacturing tolerances for example 12 inch spiral pipe 11.950 11.976 inch 12 inch fitting 11.882 11.909 inch Maximum Clearance 0.094 inch Minimum Clearance 0.041 inch 2. Manufactured to the latest published SMACNA standards 3. Double lipped self-sealing gasket 4. Recessed gasket channel 5. Rolled pipe stop 6. Securely attached gasket with stainless steel locking band 7. Six (6) different size gaskets used for sizes 3 inch to 60 inch Fitting Diameter (inch) 3 7 8 11 12 20 22 36 38 58 60 8. Spiral pipe seam slippage prevented by means of a flat seam and a mechanically formed indentation evenly spaced along the spiral seam 9. Spiral pipe corrugations for 8 inches and larger 10. Manufacture stamp on spiral pipe 11. Internally sealed (fabricated fittings) 12. Die stamped fittings (12 inch and smaller) 13. Water based lubricant on pipe & stamped fittings (easy prep for painting) 14. Rolled edge on fittings for strength and safety 15. Leading Edge for easier installation (26 60 inch only) Gasket Connection for fittings less than 28 inch diameter Rolled pipe stop Leading Edge Gasket Connection for fittings 28 inch diameter and larger Recessed Gasket Channel 16. Written SMACNA Class 3 air leakage warranty 17. Shortest industry lead times 18. Register and drum louvers without using rectangular taps 19. No need for flanges for single wall and double wall round up to 60 inches 20. Slip dimension increases from 1.625 inch to 4.750 inch for fittings 3 inch to 60 inch respectively 21. Union label 22. Click 23. Limited product offering with Class 1 air leakage warranty 24. Adjustability fittings can be rotated 360 0 during installation and still maintain the seal s integrity 25. Can be installed in all weather conditions 26. Environmentally friendly no harmful sealants required Lindab Rep Handbook_rev 10_2011.doc Page 22 of 38
Off-Set Calculator An Excel spreadsheet has been developed that calculates field required offsets using lengths of pipe and/or couplings and a combination of standard elbows. The Excel program is available in the rep area of the Lindab web site, or contact the sales department for an email copy. Quote Express Quote Express FabShop ( Quote Express ) is the Lindab computer based pricing program. The program resides on your personal computer; however, it requires an internet connection to obtain pricing information from the Lindab corporate database. The program provides a robust pricing tool for the complete line of Lindab s standard products. Contact customer service for details to obtain a license. In addition, Quote Express enables the user direct access to the Lindab Project (SD) Pricing as explained below. Quote Express will allow you to send your order on line. All that is required is a purchase order number and a shipping address. Refer to the latest Marketing Memo for purchasing details. Quote Express is a sub-set of a very robust estimating program written by Quotesoft. In particular you may find it cost efficient to integrate the Lindab version of Quote Express with a digitizer table. You may contact Quotesoft directly at 800-813-7020 or visit their web site at www.quotesoft.com for further information. For customer support contact Quote Express customer service (800.813.7020)for any problems using the program. If you require additional support, beyond what Quote Soft provides, please contact the sales department. Project (SD) Pricing In order to respond to local market conditions, the project size, and the type of material on a particular project, Lindab has developed a pricing matrix approach to offer additional discounts beyond the representative standard discount multipliers. This discount is available using the Quote Express pricing program. Any special pricing, which includes Project (SD) Pricing, does not apply under the quick ship programs. Lindab Rep Handbook_rev 10_2011.doc Page 23 of 38
Lindab will rely very heavily on the representative to provide competitive pricing information. Through competitive bid and market analysis we can modify and change the pricing matrix to increase our ability to obtain orders and maintain both Lindab s and the representative s profit margins. Estimating Service Request for Take-Off As an added value service to the representative organization, Lindab will take-off and prepare a complete proposal for plan and spec projects including representative prepared bill of materials. For projects containing 2 sheets of ductwork or less and bills of materials less than $5,000, we strongly encourage the rep to use the Quote Express pricing program which has been developed to provide the best possible price in a timely manner. The estimating and take-off service is provided at no charge. In order to provide you with the best pricing at bid time and achieve a high win rate, we solicit your cooperation providing post bid information via fax and/or email detailing: pricing comparisons, and what we could have done better to secure the order. Lindab incurs the take-off accuracy to comply with the plans and specifications as detailed in the Lindab written proposal. However, this does not relieve the rep of the responsibility of advising Lindab of all addendums to the contract documents. For rep estimated projects, contact the sales department for assistance in pricing special items which include but are not limited to: 1. Long seam welded pipe 2. Class 1 SMACNA Classification systems 3. Aluminum pipe and fittings 4. Flanges 5. Special reinforcement 6. Double wall with insulation thicknesses greater than 1 inch 7. Antimicrobial insulation 8. Mylar retaining fabric (double wall with perforated liner only) 9. Manifold sections 10. Factory cleaned pipe and fittings and cap ends 11. Special rectangular taps 12. Perforated liner on double wall fittings 13. Solid liner on double wall pipe (no additional charge) 14. Square-to-round transitions (refer to Quote Express) 15. Increased gauge thickness Lindab Rep Handbook_rev 10_2011.doc Page 24 of 38
FTP Site and Estimating Services We will respond (maximum 4 hours) with a confirmation email advising our acceptance of your deadline with the assigned quote number and estimators name. For more details and login information, please see the attached marketing memo. If you have any problems accessing the ftp site please contact our IT staff at 757.337.8003. To access the ftp site ftp link: User name: Password: ftp://216.54.96.28 us\xxxx XXXXXXXX The rep is responsible for communicating to the estimating department the technical aspects of the proposal including but not limited to: G60 versus G90 requirements Gauge requirements Flange requirements Field installed take-offs in lieu of full bodied fittings DMR / DRLA / TRB body sections Lindab supplied DMR / DRLAA in lieu of TRBs Manifold bodies Low pressure system take-off Adjustable elbows on low pressure system Breakout items required for bidding purposes Addendums Project duration and impact on pricing For projects over $100,000, or deemed unusual, the rep may be requested to participate in a pre-bid review prior to preparing the proposal. A minimum of 5 working days is required for most estimates; however, Lindab will strive to accommodate shorter lead times subject to manpower availability. Lindab Rep Handbook_rev 10_2011.doc Page 25 of 38
Submittals, Shop Drawings, and Project Management Services 1. Shop drawings and Lindab Project Management are reserved for projects estimated by Lindab Estimating. 2. A priced purchase order must be received from the Lindab representative (refer to Order Entry Procedures noted elsewhere) prior to the preparation of shop drawings. 3. The initial technical submittal information is to be prepared by the representative using the latest revision of the Lindab prepared proposal. A copy is to be sent to Lindab estimating for reference purposes only. 4. The project will be drawn as an overlay from the original contract drawings in the CADvent drafting program to produce shop drawings with 1 copy sent to the representative. 5. The shop drawing will be annotated with the appropriate Lindab part number. 6. Upon the representative s acceptance and approval of the shop drawings, material will be released for fabrication. 7. The project manager will coordinate any changes and/or modifications of the project with the representative. 8. The project manager will be responsible for all project coordination and scheduling of material releases. Lindab Rep Handbook_rev 10_2011.doc Page 26 of 38
Freight Rates A large component of the delivered cost of our product is freight. In order to better control freight costs, Lindab has negotiated freight rates for full truckloads, partial truckloads, and LTL (Less Than full truck Load) with several major carriers. Lindab Reps can accurately determine the freight costs associated with a specific material list through Quote Express. Quote Express pulls information directly from the bill of material. All you need to add is the destination zip code. For detailed instructions, please refer to Marketing Memo 2009-12 dated September 2009. You can also obtain a firm LTL rate quote, by email or fax, contact the shipping department (refer to the Contact List). Please include the following information: A copy of the bill of material (preferably from Quote Express) Rep s firm name Contact person Return email and/or fax number City, state, and zip code of the final destination By return email or fax, you will be notified as to how many full or partial truckloads your bill of material will utilize and the cost charged for that freight. It is imperative you retain this freight quote and submit it with your order to insure you are charged the correct amount. For planning purposes only, you may estimate approximately $10,000 standard net per full truckload. This is in no way a guarantee of the number of truckloads required but a very loose rule of thumb. Lindab offers a standardized truckload rate for full truckload shipments. To qualify for this special freight rate the load must occupy at least 75% of a 53 long truck or have a standard net value of at least $10,000. Partial loads are shipped at LTL (Less Than full truck Load) rates which may be higher than the Lindab s standardized truckload rate. Contact the shipping department to inquire about your standardized truckload rate. We strongly encourage you to add stock items to fill the truck and take advantage of this special truckload rate. This is a cost savings feature even if you have to pay quick ship premiums and multiple stop charges. In addition, Lindab reserves the right to ship full truckload quantities of standard manufactured material from various locations; however, you will only be charged your standardized full truckload rate. Lindab Rep Handbook_rev 10_2011.doc Page 27 of 38
LTL Shipments The below letter will be sent when orders will be shipped via LTL common carrier to request pipe to be cut into five (5) foot length and supplied with couplings. The cost of the pipe cut charges and couplings will be added to the invoice. LTL Shipment Release We have reviewed the above listed purchase order and determined this to be an LTL shipment from this facility. These particular types of shipments with pipe over 5 feet in length have a high damage rate due in part to the transferring of material from one truck to another before reaching the final destination. If you choose for this order to ship via LTL, Lindab cannot be held responsible for damages or delays associated with damaged product. We suggest taking one of the following actions: Cut the pipe in 5 sections and add couplings Ship with existing sales order/purchase order Hold for upcoming orders Approval to ship via LTL Currently this order has been placed on HOLD pending instructions for shipment or a signed release. Please provide shipping instructions so that we may process your order in a timely manner. Please indicate which you would prefer and fax to 757-488-4502. Please contact customer service at 757-337-8006 if you have any questions. Lindab Rep Handbook_rev 10_2011.doc Page 28 of 38
CADvent CADvent is an overlay application designed to work in conjunction with AutoDesk AutoCAD release 2002-2007 software. Lindab designed CADvent in order to simplify and integrate the various processes involved in HVAC ductwork design. This software application currently contains a variety of tools that automates the development of rectangular, flat oval, and round ductwork systems, as well as performs sound, pressure and balancing calculations. Some of the CADvent features include: Advance and easy to use drawing and design tools, dynamic layer structure, and text templates Calculating ductwork size, pressure losses, balancing requirements, and sound Manual and automatic text capability Producing bill of material using Lindab nomenclature 2D and 3D capability Preloaded round/oval templates, customized rectangular templates, and customizable special component creator The program is offered at $300 annually per registered user to the representative, contractor, or the engineering design profession. Contact the sales department for additional information. Plant Tour and Reps Customer Meeting Format Each meeting is limited to 15-20 people to keep the setting intimate and informal. The sole purpose of this meeting will be an opportunity to impress your customers and demonstrate the benefits of the Lindab ductwork system. Customers must be accompanied with their representative. Contact the sales department to arrange a date. The meeting format and rep customer questionnaire form is attached for your reference. Special events such as local sightseeing, golf outings or fishing trips may be arranged if requested. Lindab will pay for all food, hotel, locally arranged excursions, and transportation expenses (except airline flights). Lindab Rep Handbook_rev 10_2011.doc Page 29 of 38
Meeting format 1 st Day 11:00 Arrive at Lindab 11:30 12:30 Opening remarks and lunch 12:30 3:00 Power Point Presentation 3:00 3:15 Estimating and Project Management 3:15 4:30 Hands on demonstrations 4:30 5:00 Product comparison 5:00 6:00 Depart to hotel and check-in 6:00 7:00 Cocktail hour 7:00 - until Dinner 2 nd Day 8:30 8:45 Overview of Lean Manufacturing Factory versus Sheet Metal Shop 8:45 9:45 Factory Tour 9:45 10:45 Wrap Up and Closing Remarks 10:45 Depart Lindab The above schedule is subject to change without notice! 100 Leakage class Leakage [CFM /100 Sq Ft] 10 Sample Duct Leakage Graph C L 12 C L 6 C L 3 C L 1 1 0.1 1.0 10.0 Pressure [In WG] Lindab Rep Handbook_rev 10_2011.doc Page 30 of 38
Regional Shows and Marketing Events Lindab will provide rep support by providing event give-a-ways, show booth, samples, and personnel support on a first come first served basis. Contact the Assistant or National Sales Manager with your request. We will gladly participate in the following types of venues: Golf outing Counter days Local SMACNA shows Local ASHRAE events and shows Rep open house Joint Sales Calls to Contractors and Engineers Lindab will gladly arrange to make joint presentations to your contractors and engineers. Please contact your Assistant or National Sales Manager to arrange a date. Lindab strives to achieve the following objectives: Engineers 1. G60 galvanize 2. SMACNA 2005 construction standard 3. Full bodied fittings in lieu of field installed saddle taps 4. Compliance with ASHRAE 90.1-2004 Leak Class 3 5. Published manufacturing tolerances 6. Consistent product quality 7. Paintable without the use of Paint Grip 8. National and world wide presence 9. Lindab RGS-3 and DRLAA s in lieu of rectangular taps 10. Acceptance of Lindab s gasketed product 11. Acceptance of Lindab s double wall product Contractor 1. Labor cost savings of Lindab Safe self sealing system 2. Labor cost savings of Lindab Safe double wall system 3. Use of Lindab Air Device Fitting Bodies 4. Lindab RGS-3 and DRLA s direct mount to pipe 5. Use of full body fittings 6. Short lead times 7. Quick ship programs 8. Shop drawings annotated with the Lindab part numbers 9. Increased hanger spacing compared to rectangular Lindab Rep Handbook_rev 10_2011.doc Page 31 of 38
Sales and Marketing Tools To request any marketing materials, please send an email to customer service: 1. Product samples 2. Marketing and Sales Publications 3. Submittal information 4. Direct mail assistance Lindab Rep Handbook_rev 10_2011.doc Page 32 of 38
Credits Our goal is to provide our representatives with accurate shipments based on the product ordered. Occasionally we receive requests for credit because of errors made during loading and shipping. In order to avoid any difficulties, we are listing the terms for which we will accept a request for credit. 1. Shortages and/or damages must be reported with written notification 15 days after receipt of shipment. The written notification can be a hand written notice or a packing slip with the incorrect items noted. To receive credit for damaged product, pictures are required. Send all correspondence, via fax or email, to Sales Support. 2. Please reference the Lindab sales order number when reporting any discrepancies. 3. No credits will be issued after 30 days of receipt of material. 4. The shipping department, in most cases, will take digital pictures of each order shipped from our facilities. Please request copies to help investigate shipping shortages and/or damages. Return Policy Under special circumstances, the National Sales Manager may approve the return of stock items (see Lindab s Box Quantity document for the definition of Stock ). The following are conditions for return. 1. Product is unused and remains in good, resellable condition (i.e. no rust, no screw holes). 2. Product was delivered within one year of return s request date. 3. Product returns must be received within 30 days of Lindab s written approval. 4. Return freight is the responsibility of the representative. 5. Approved returns will qualify for a replacement credit. The replacement credit will not be posted to an account, but may be applied within the same calendar year towards a future stock order of equal or greater value. 6. All returns are subject to a 30% restocking fee. Lindab Rep Handbook_rev 10_2011.doc Page 33 of 38
Order Entry Procedure Please follow 1 of the below procedures to enter an order. If you have any questions and/or special circumstances, please contact customer service prior to executing the formal order entry process. 1. For a single project, with a net value greater than $3,000 entered into Quote Express with a single release, you must release the order electronically through the Quote Express program to receive the Project (SD) Pricing. 2. For a single project, with a net value greater than $3,000 entered into Quote Express requiring multiple releases, you must release the order electronically through the Quote Express program to receive the full Project (SD) Pricing. Please check the Multiple Release in Quote Express to insure the correct discount is correctly applied to each release throughout the course of the project. 3. For projects less than $3,000, the rep is to pull the required items from his inventory. 4. For estimates prepared by Lindab s estimating department, forward the following information using Lindab s Order Cover Sheet via email or fax, to both of the Lindab Project Managers. Use additional sheets of blank paper if additional space is required: a. Rep name and account number b. Rep purchase order number c. Project Name d. Lindab Quote # e. Contractor contact name f. Contractor contact telephone number and email address g. Project ship to address h. Total standard net price FOB factory i. Total freight j. Options included k. Special instructions 5. For stock orders, email or fax to customer service with Lindab s Order Cover Sheet. In addition, you can enter these orders through Quote Express; however; the Project (SD) Pricing does NOT apply. All stock orders must, when applicable, be placed using Lindab s standard boxed quantities. Refer to Special Stock Programs for additional details. Within 48 hours of order entry, an Order Confirmation will be sent (except for Project Managed projects). Please carefully review the Order Confirmation to avoid mistakes and the Sales Order Lock as described elsewhere. You have a very short 3 day (except Quick Ship which is order locked upon order entry) window to review and modify your order. For Lindab project-managed projects, the Lindab project manager will be in communication within 48 hours with the designated rep contact. Lindab Rep Handbook_rev 10_2011.doc Page 34 of 38