Dealers Find a Niche with Portable Solutions from TEMP-AIR

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TOPAZ TZ-12A in an office application.

Smaller equipment — one- to five-ton units — primarily make up the TOPAZ line. The equipment's size makes it very user-friendly and easy to move units around a building or from one application to another. In fact, it can fit through doorways as small as 32 inches wide.

Jessica Mulinix

There are six different models in the Topaz product line. While some may consider that a small product line, the mix and range of models make it just right for dealers. “Although we have had some inquiries regarding additional unit sizes, the BTU/hr range that we offer meets the needs of most portable applications,” says Jessica Mulinix, TEMP-AIR marketing manager. In fact, most of the TOPAZ units actually provide more BTUs/hr than their ratings indicate — a selling point for distributors, she adds. “For example, a unit that is rated at three tons of cooling is actually capable of about 3½ tons of cooling,” Mulinix says.

The simplicity of these portable air-conditioning units is also one of their key selling features, Mulinix offers. Distributors and contractors easily understand how the system works. There's very little installation necessary for a TOPAZ unit. It can be set up in minutes and rolled easily from one application in a building to another. “It's a very user-friendly product,” she adds. “For the smaller units, you can plug them into a standard outlet, turn them on and go,” she says.

Scott Brainard

Knowing that a strong dealer network is the best way to reach customers, TEMP-AIR has worked diligently to build a list of distributors who are committed to HVACR and to the benefits of selling portable air-conditioning equipment. From the initial launch of the TOPAZ product line, TEMP-AIR has worked to build its distributor network. “Distributors are a critical part of our business,” says Scott Brainard, TEMP-AIR vice president of product development. “We depend on both our current distributors and locating new distributors for the current and future growth of our business.”

Because TEMP-AIR built its business on the rental side, it developed a strong foundation of customer service — a legacy that benefits its wholesaler distributors. “When somebody calls, we're here to help them with whatever they need at that point in time,” Brainard says. “There's a lot of resources that are available through TEMP-AIR for the distributor and the end-user. Distributors like working with us because our customer service to them reflects how important they are to our business.”

While dealers need very little technical training, TEMP-AIR does provide technical support as well as sales training. Technical training usually occurs at TEMP-AIR's Minnesota headquarters. Brainard says they encourage distributors to visit their operations so they can develop firsthand knowledge of how TOPAZ units work, and they develop relationships with the TEMP-AIR service team.

TEMP-AIR will take sales training on the road, going directly to the distributors. “We provide a classroom-type training session with extensive information regarding the features and benefits of our product as well as information regarding the different markets and selling opportunities that our products offer,” Brainard says.