MARKETING CO-OP PROGRAM GUIDELINES - Amazon...

GUIDELINESDISTRIBUTOR VERSION

MARKETING CO-OP PROGRAM

Rheem.com

RHEEM CONFIDENTIAL INFORMATION

INTEGRATED HOME COMFORT2 Marketing Co-Op Program Guidelines | Distributor Version

Table of ContentsDefining the Purpose • Definition of the Rheem Marketing Co-op Program

Qualification Requirements • GDP Program Stipulations

• Top Contractor Stipulations

Program Categories • Category: DSM Discretionary

• Category: RSM Discretionary

• Category: DesignStar

• Category: Training

• Category: Publications - Product, Training & Sales Literature

• Category: Contractor Recruiting & Retention

• Category: Consumer Marketing & Advertising

Rheem Brand Guidelines • Rheem Logo Usage

• Importance of the Rheem Tagline

• Rheem Logo & Tagline: Unacceptable Uses

• Rheem Logo Size

Claims • Rheem Marketing Co-op Program Matrix

– Top Contractor Program Matrix

– GDP Program Matrix

• Bulk Claims

• Claims Requiring Rheem RSM, DSM or DTR Pre-Approval or Approval

• Ineligible Claims

– Mention of Competitors

– Product Price Promotion

– Outdated Rheem Advertising Materials & Logos

– Examples of Ineligible Claims per Key Category

AuditingDistributor Planning Process for Rheem Marketing Co-op ProgramInitial “Draw” DepositMonthly Funding & Accrual ProcessMarketing Co-op Program DatesAdditional Terms and ConditionsForms • Bulk Claim Worksheet Example

• Spend Pre-Approval Form (>$50,000)

• Spend Pre-Approval Form (>$25,000)

• Trip Pre-Approval Form


Rheem Marketing Co-op Program: Defining the PurposeDefinition of the Rheem Marketing Co-op ProgramThe designed purpose of the Rheem Marketing Co-op Program is to financially assist distributors as they are planning and executing effective advertising campaigns, recruiting & retaining contractors, offering training options and utilizing the wide array of Rheem provided media options. By sharing a portion of the distributor’s overall marketing investment, Rheem is able to adequately support specific initiatives that are important to the continued successful growth of Rheem and the distributor. We take a one team, one vision approach, so we can offer a strong co-op structure that strengthens the long term Rheem and distributor partnership overall.

The Rheem Marketing Co-op Program utilizes a virtual claims system, called eClaims, where Distributors can file claims against their earned funding based on monthly net purchases from the Finished Goods Division. Distributors can access eClaims via MyRheem.com. Within the Rheem Marketing Co-op Program, there are 2 specific programs: Growth Development Plan (GDP)and Top Contractor. Each specific program has a unique eClaims database that tracks all funding accruals and filed claims individually.

This document focuses on how the distributor makes claims under the Rheem Marketing Co-op Program. The Program is subject to the terms in this document as well as any other terms made available by Rheem to the distributor through notices, the MyRheem website or other documents. Rheem may change the terms of the Program from time to time and at any time, including terminating the Program, upon notice to the distributor.

Qualification RequirementsGDP Program Stipulations To qualify for GDP Program Funding, a distributor must not be currently using a transitional budget and must have submitted their completed Rheem Marketing Co-op Program Planning Form for approval to their DSM.

Top Contractor Program Stipulations To qualify for Top Contractor Program Funding, a distributor must have reached the $5,000,000 purchase threshold in either of the previous two calendar years.

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Program Categories

Within the Marketing Co-op Program, there are seven key standard categories that fall under the GDP Program: District Sales Manager (DSM) Discretionary, Regional Sales Manager (RSM) Discretionary, DesignStar, Training, Publications (Product, Training & Sales Literature), Contractor Recruiting & Retention and Consumer Marketing & Advertising. Within those seven key categories, the two that also apply to the Top Contractor Program are Contractor Recruiting & Retention and Consumer Marketing & Advertising.

The distributor’s activities in these key standard categories are very important to a distributor’s continued successful growth. In order to ensure that distributors are taking full advantage of co-op funding in all areas, there are specific key categories that require a mandatory percentage of the total monthly funding amount. In addition, there is a cap on the maximum claim expenditure allowance for some key categories within the GDP Program. eClaims will notify the distributor if a claim submitted will exceed the maximum claim expenditure amount set.

Category: DSM Discretionary

Category: RSM Discretionary

Category: DesignStar

Distributors are allowed to

claim more than they have

budgeted for within a

particular category, but it

must be less than any

maximum claim expenditure

allowance as defined

in this Program Guide.

NOTE:

DSM Discretionary is a GDP Program standard category that requires Rheem DSM Approval for any claims that are filed. Subcategories include Consumer Marketing & Advertising, Contractor Recruiting & Retention and Training. Claims filed, within this category, are those that the distributor and DSM both agree should be reimbursed back to the distributor at 100%. Some specific DSM Discretionary Claims required pre-approval. More information regarding the pre-approval process can be found on page 11.

• Reserved Funding is 10% of Total Monthly Funding

• Maximum Claim Expenditure Allowance Cap: n/a

• Distributor GDP Program Claim Share: 0%

RSM Discretionary is a GDP Program standard category that requires Rheem RSM Approval for any claims that are filed. Subcategories include Consumer Marketing & Advertising, Contractor Recruiting & Retention, Publications(Product Training & Sales Literature) and Training. Claims filed are those that the distributor, DSM and RSM all agree should be reimbursed back to the distributor at 100%. Some specific RSM Discretionary Claims required pre-approval. More information regarding the pre-approval process can be found on page 11.

• Reserved Funding is 5% of Total Monthly Funding



• Mandatory Max. Funding is 7.5% of Total Monthly Funding

DesignStar is a GDP Program standard category that funds the internal administrative cost of providing the DesignStar Program to the distributors. Claims cannot be filed against this funding. The mandatory funding requirement applies to all distributors regardless if they participate in DesignStar. The funding is allocated for the development, improvement and maintenance of the DesignStar Suite of Products.



Category: Training

Category: Publications - Product, Training & Sales Literature

Category: Contractor Recruiting & Retention

Training is a GDP Program standard category that includes the subcategories: Rheem Academy Training and Literature for Distributors, Rheem Academy Training and Literature for Contractors, Non-Rheem Academy Led Training for Distributors and Non-Rheem Academy Led Training for Contractors. Examples of eligible claims are travel costs, lodging, meals and course materials. Other expenses include NATE Training, Professional Development and business training.

• Mandatory Min. Funding is 10% of Total Monthly Funding


• Distributor GDP Program Claim Share: 0%, 25% or 50%

• Mandatory Funding: n/a

• Maximum Claim Expenditure Allowance Cap: 15%

• Distributor GDP Program Claim Share: 25% or 75%

Publications – Product, Training & Sales Literature is a GDP Program standard category that includes subcategories such as CoolZone/MyRheem Purchased Product or Marketing Literature and Literature Produced by Rheem/Printed Locally. Rheem Specification Sheets, Consumer Literature, Program Literature, Contractor and Consumer Calendars, Product Catalogs and Training Manuals are all examples of expenses that are covered. An important note to remember, any publication creatively developed by Rheem is an eligible claim; however, the claim share is less favorable for those publications that are printed locally instead of purchased from Rheem.


• Maximum Claim Expenditure Allowance Cap: 35% (GDP Program Only)

• Distributor GDP Program Claim Share: 0% or 50%

• Distributor Top Contractor Program Claim Share: 20%

Contractor Recruiting & Retention is a GDP Program and a Top Contractor Program standard category. Under the GDP Program, subcategories include Incentive Trips, Plant Tours, Contractor Recognition & Awards, Motorsports Program, New Contractor Acquisitions and Recruitment Programs. Incentive Trips, Plant Tours and Contractor Recognition & Awards also apply to the Top Contractor Program. Examples of eligible claims are plant tour expenses, recognizing outstanding contractors, obtaining new contractors and contractor conversion expenses. Within the GDP Program, Distributors can claim up to 50% for Plant Tours and 100% for Motorsports packages. Distributors can claim 80% on those claims filed against Top Contractor Program Funding.

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NOTE:

Training Literature for a specific Rheem

Academy event should be claimed

under Training. Rheem Academy

publications, not tied to a specific

Rheem Academy event, should be

claimed under Publications –

Product, Training & Sales Literature.

NOTE:

For those Distributors that need to add a

more detailed claim description for reporting

purposes, there will be a subcategory

description drop-down field referred to as a

“TAG”, available upon claim entry on eClaims.

TAGs can be added to the drop-down field

via the “Edit TAGs tool on eClaims.


Important! All travel (Incentive Trips, Plant Tours, etc.) must be pre-approved by Rheem before the expenses are incurred or Rheem will reject claims for such expenses. Further, employees or officials of any government or quasi-government entity may not participate in travel or entertainment of any kind, including without limitation Incentive Trips and Plant Tours. Distributor must comply with all applicable laws and regulations, as well as any of the guest company’s own policies on travel, gifts and entertainment of their employees, in connection with any expenses or activities related to such expenses.

Category: Consumer Marketing & Advertising Identification claims may include vehicle decals & wraps, building signage, uniforms and any promotional item that adhere to the Rheem Brand Guidelines and solely promote the Rheem brand. It is recommended that Rheem developed media and identification customizable templates be used, but in situations where independently-developed materials must be used, pre-approval, from Rheem, must be obtained prior to filing a claim. Any pre-approval request should be submitted, via email, to the Rheem DSM. It is mandatory that ONLY the Rheem brand is promoted within the media or identification used, or the claim will not be eligible. The Distributor must comply with all applicable laws relating to the marketing and advertising. Within the GDP Program, Distributors can claim 50%; whereas, under the Top Contractor Program, 80% can be claimed against funding.


• Maximum Claim Expenditure Allowance Cap: 45% (GDP Program Only)


• Distributor Top Contractor Program Claim Share: 20%

Consumer Marketing & Advertising is a GDP Program and a Top Contractor Program standard category that includes subcategories for All Media and Identification. Examples of eligible media claims are TV, Radio, Print, Direct Mail and Web advertising that all follow established Rheem Brand Guidelines and solely promote the Rheem brand.

Rheem Brand Guidelines The Rheem Visual Brand Language (VBL) is based on the tagline “The new degree of comfort.™”, and other specific value propositions that should be used when promoting Rheem to our contractors and consumers. In order to protect the Rheem brand identity, Rheem has developed for use several templates for TV, Radio, Print, Direct Mail, Outdoor and Web advertising needs. Approved contractor and consumer logos are also available. The downloadable templates and logos can be found at MyRheem.com.

We understand that there are special circumstances where the provided advertising templates may not be sufficient. Please contact your DSM for assistance in developing those unique advertising materials that will meet those specific needs, while still adhering to Rheem Brand Guidelines. Those advertising materials that are jointly developed and approved by Rheem and the distributor will be eligible for Rheem Marketing Co-op Reimbursement. Independently distributor-produced materials that do not follow Rheem Brand Guidelines and that were not sent in for pre-approval will NOT be eligible for reimbursement.


Rheem Logo Usage

CONSUMER FLATThis version of the logo is to be primarily used in consumer communications; ads, brochures and the web. The flat version of the logo is the preferred logo on a white background and should never be used on the red gradient background.

TRADE 3DThis version of the logo is to be primarily used in trade communications, whose audience includes contractors, plumbers and distributors. The 3D version of the logo should always be used on the red gradient background.


The Rheem logo should be used as the primary brand identity element in all marketing materials and publications and must always follow guidelines set forth below. The size and position relationships of all graphic elements are fixed and must not be altered in any way. Use the correct logo in all circumstances.

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Importance of the Rheem Tagline In order to establish positioning, and to maintain the integrity of the Rheem brand identity, the Rheem tagline should always accompany the consumer and trade logos.

The tagline should always be PMS 185or white with the flat lconsumer logo.

The tagline should always be black or white with the 3D trade logo.

BLACKThis version of the logo is used on black and white materials in which the logo is on a background where there is insufficient contrast, such as a light or white background.

REVERSEDThis version of the logo is used in materials in which the logo is on a black background.



Rheem Logo & Tagline: Unacceptable Usages It is important to keep all graphic elements consistent throughout all Rheem branded communications; therefore, do not deviate from the logos shown. On this page are examples of some unacceptable uses of the Rheem logo. A. Never use a large drop shadow on the logo

B. Never outline the logo

C. Never reposition any parts of the logo

D. Use only approved colors for the logo

E. Always maintain the logo’s clear space

F. Never modify the logo artwork in anyway or add elements to it

G. Never place the logo on a photo or illustration where legibilty will be compromised

H. Always use a high resolution version of the logo

I. Do not rotate the logo

J. Do not use old versions of the logos or taglines

K. Never use the Rheem flat logo with a white outline

Rheem Logo Size The minimum size refers to the smallest size allowed to ensure readability and recognition.For the Rheem logo, the minimum size in width is .5 inch.

minimum size .5 inch The clear space refers to the minimum distances from the Rheem logo to any other graphic element or edge of a printed piece. This space should always be kept clean and free of additional graphics, photography, test and other marks. Exceptions for special use of the logo must be approved individually by the corporate brand manager. The minimum clear space (X) is the height of the lower case “eem” as shown in the diagram below.


All claims must be filed under

one of the standard categories

and subcategories.

Distributors will NOT be

allowed to add additional

categories or subcategories.

Furthermore, all claims must

be submitted within 90 days

of expenditure.

NOTE:

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RheemShare

DistributorShare

All Media

Includes any type of advertising distributed via Broadcast/Cable TV, Billboard, Radio, Direct Mail, Print, Online that promotes only the Rheem brand, products

and/or services. Must use Rheem-developed templates or must send independently-developed

materials in for Pre-Approval.

Sponsor of TV Broadcast, Commercial, Talk Show Guest, TV Ads, Newspaper Ads, Magazine Ads, Program Ads,

Sponsor of Print or Radio, Radio Ads, Basic Data Postcard, Variable Data Postcard, Variable Image/Message Postcard, Social Media, Pay-Per-Click Ads, SEO Programs, Websites,

Web Banner Ads, Billboards, Park Benches, City Bus Ad Displays

80% 20%

Identification

Includes any activity aimed at identifying only the Rheem brand: vehicle decals & wraps, building signage,

uniforms, promotional items. Must use Rheem-developed templates or must send

independently-developed materials in for Pre-Approval.

Vehicle Decal Kits, Vehicle Wraps, Storefront Signage featuring brand logo, Uniforms featuring brand logo,

Promotional Items with brand logo 80% 20%

Incentive Trips

Includes any expense approved by Rheem and related to a Trip Based Incentive to the Contractor that ties

to Sales Goals achieved. Incentive Trips must be pre-approved by Rheem.

Tickets for an incentive trip, meals & lodging related to an incentive trip 80% 20%

Plant Tours

Includes expense approved by Rheem and related tobringing contractor(s) for plant tour to promote loyalty

to Rheem brand. Plant Tours must be pre-approved by Rheem.

Costs relating to meals, travel & lodging related to a plant tour/trip 80% 20%

ContractorRecognition

& Awards

Includes any expense approved by Rheem and related to recognizing outstanding contactors,

while showcasing the Rheem brand.

Meeting expenses including meeting space, food, awards, prizes 80% 20%

Contractor Recruiting & Retention**

*All Materials must follow Rheem VBL Guidelines. Refer to the Rheem Brand Guidelines section in this document for further details.** All travel (Incentive Trips, Plant Tours, etc.) must be pre-approved by Rheem before the expenses are incured or Rheem will reject claims for such expenses. Further, employees or officials of any goverment or quasi-government entity may not participate in travel or enterainment of any kind, including without limitation Incentive Trips and Plant Tours. Distributor must comply with all applicable laws and regulations, as well as any of the guest company’s own policies on travel, gifts and entertainment of their employees, in connection with any expenses or activities related to such expenses.

Category Sub-Category Description* Examples

Claim ShareBreakdown

Consumer Marketing

& Advertising

Rheem Marketing Co-op Program Matrix: Top Contractor Program

ClaimsAll claims must be entered electronically using the eClaims system via MyRheem.com. No claims will be accepted via email, fax or mail.

Rheem Marketing Co-op Program MatrixOn the following pages, there is a detailed matrix for the Top Contractor Program & the GDP Program. Each chart lists all of the standard categories & subcategories for each program. All claims filed under a specific category must fall under the description and guideline listed.Rheem may reject any and all claims that do not meet the terms of these guidelines or any other term of the applicable program.


Rheem Marketing Co-op Program Matrix: GDP Program

RheemShare

DistributorShare

All Media

Includes any type of advertising distributed via Broadcast/Cable TV, Billboard, Radio,

Direct Mail, Print, Online that promotes only the Rheem brand, products and/or services.

Must use Rheem-developed templates or must sendin Independently-developed

materials for Pre-Approval.

Sponsor of TV Broadcast, Commercial, Talk Show Guest, TV Ads, Newspaper Ads, Magazine Ads, Program Ads, Sponsor

of Print or Radio, Radio Ads, Basic Data Postcard, Variable Data Postcard, Variable Image/Message Postcard, Social Media, Pay-Per-Click Ads, SEO Programs, Websites,

Web Banner Ads, Billboards, Park Benches, City Bus Ad Displays

50% 50%

Identification

Includes any activity aimed at identifyingonly the Rheem brand: vehicle decals & wraps, building signage, uniforms, promotional items.

Must use Rheem-developed templates or must send in Independently-developed

materials for Pre-Approval.

Vehicle Decal Kits, Vehicle Wraps, Storefront Signage featuringbrand logo, Uniforms featuring brand logo, Promotional Items

with brand logo50% 50%

Incentive TripsIncludes any expense approved by Rheem and related to a Trip Based Incentive to the Contractor that ties to Sales Goals achieved.

Incentive Trips must be pre-approved by Rheem.

Tickets for an incentive trip, meals & lodging related to an incentive trip

50% 50%

Plant ToursIncludes expense approved by Rheem

and related to bringing contractor(s) for plant tour to promote loyalty to Rheem brand.

Plant Tours must be pre-approved by Rheem.

Costs relating to meals, travel & lodging related to a plant tour/trip

50% 50%

Contractor Recognition

& Awards

Includes any expense approved by Rheem and in recognizing outstanding contactors,

while showcasing the Rheem brand Meeting expenses including meeting space, food, awards, prizes 50% 50%

MotorsportsProgram

Includes any expense approved by Rheem and related to Race Attendance Packages

given to contractorsTravel Costs, Meals, Lodging 100% 0%

New Contractor Acquisition

& Contractor Recruitment Programs

Includes any expense approved by Rheem and related to acquiring

a new Rheem contractor

Conversion or rebranding funds including signage, van graphics, stationary, growth incentive, meetings 50% 50%

CoolZone/MyRheem.com

Purchased Product or Marketing Literature

Includes any printed publication related to Rheem Product or Marketing Program that is produced by Rheem and inventory

is purchased on CoolZone or through MyRheem.com. This does not include promotional items like hats, pens etc.

75% 25%

Rheem ProducedLiterature - Printed

Locally

Includes any publications that are created by Rheem, but are printed locally.

Any publication not created by Rheem requires pre-approval to be eligible

for support.

25% 75%

Rheem AcademyTraining & Literature (for Distributors only)

Includes any expense related to distributor personnel participating in any of the

Schools of Training within Rheem Academy

Travel Costs, Meals, Lodging, School Materials, Participation Cost, Rheem Academy Materials & Literature 100% 0%

Rheem ApprovedTraining for

Distributor Personnel(Non-Rheem Academy)

For distributor personnel participating in training that is approved by the

Rheem DSM/DTR, but that is not part of Rheem Academy

Travel Costs, Meals, Lodging, School Materials 75% 25%

Rheem ApprovedTraining for Contractors(Non-Rheem Academy)

Includes any expense for contractors participating in training that is approved

by the Rheem DSM/DTR, but that is not part of Rheem Academy

Professional Development, NATE, Technical Training, Boot Camps, Business Training 50% 50%

DesignStar 7.5%MAX

N/A DesignStar DesignStar Program Administration

DSM ConsumerMarketing

& Advertising

Includes any advertising related expense PRE-APPROVED by DSM

Approved Consumer Marketing/Advertising items as outlined in above categories 100% 0%

DSM ContractorRecruiting

& Retention

Includes any contractor retention or recruiting related expense

PRE-APPROVED by DSM

Approved Contractor Recruiting/Retention items as outlined in above categories

100% 0%

DSM Training Includes any training related expense PRE-APPROVED by DSM

Approved Training items as outlined in above categories 100% 0%

RSM ConsumerMarketing

& Advertising

Includes any advertising related expense PRE-APPROVED by RSM

Approved items as outlined in above categories 100% 0%

5%ReservedFunding

0%

0% 15%

10%MIN

0%

10%ReservedFunding

0%

MaximumTotal ClaimExpenditureAllowance**

0% 45%

0% 35%

DSMDiscretionary***

RSMDiscretionary***

* All Materials must follow Rheem Brand Guidelines. Refer to the Rheem Brand Guidelines section in this document for further details. ** Based on Rheem Total Claim Share*** All travel (Incentive Trips, Plant Tours, etc.) must be pre-approved by Rheem before the expenses are incured or Rheem will reject claims for such expenses. Further, employees or officials of any goverment or quasi-government entity may not participate in travel or enterainment of any kind, including without limitation Incentive Trips and Plant Tours. Distributor must comply with all applicable laws and regulations, as well as any of the guest company’s own policies on travel, gifts and entertainment of their employees, in connection with any expenses or activities related to such expenses.

Claim ShareBreakdown

ConsumerMarketing

& Advertising

ContractorRecruiting & Retention***

Publications - Product, Training & Sales

Literature

Training ***

Automaticallydeducted forDesignStar

Payment

Category Sub-Category Description*

MandatoryMonthlyFunding

Allocation**

Consumer Literature, Color Literature, Specification Sheets, Catalogs, Product Brochures, Consumer & Contractor Calendars

Consumer Literature, Color Literature, Specification Sheets, Catalogs, Product Brochures

Examples

Includes any expense related to contractors participating in any of the Schools of Training

within Rheem Academy

Travel Costs, Meals, Lodging, School Materials, Participation Cost, Rheem Academy Materials & Literature 50% 50%

Rheem AcademyTraining & Literature (for Contractors only)

RSM ContractorRecruiting

& Retention

Includes any Contractor retention or recruiting related expense

PRE-APPROVED by RSMApproved items as outlined in above categories 100% 0%

RSM Publications - Product Training & Sales Literature

Includes any Rheem Produced Publications related expense

PRE-APPROVED by RSMApproved items as outlined in above categories 100% 0%

RSM Training Includes any training related expense PRE-APPROVED by RSM

Approved items as outlined in above categories 100% 0%



Ineligible ClaimsMention of CompetitorsAny claim that is submitted under the Rheem Marketing Co-op Program that mentions or features any name or logo, of a competitor of Rheem or any competing product, will be ineligible for reimbursement. Only the Rheem brand can be promoted in any media.

Product Price PromotionAny claim, for any media, for advertising that features product price will not be eligible for reimbursement.

Outdated Rheem Advertising Materials & AssetsAny claim that features pre-2012 advertising materials, logos and collateral will not be eligible for reimbursement.

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Bulk ClaimsThe eClaims system will allow up to 50 claims to be filed in bulk. Bulk Claims must be entered using THE BULK CLAIM WORKSHEET. Separate worksheets must be used for claims falling under different categories/subcategories. THE BULK CLAIM WORKSHEET will need to be uploaded as documentation during the claim submission process under the “Import Claims” tool. eClaims will take the documentation and import the data into the database and record each claim individually for reporting purposes. Any bulk claim filed will automatically be submitted for DSM approvalbefore a credit memo will be generated.

Claims Requiring Rheem RSM, DSM or DTR Pre-Approval or ApprovalThe below requires submission of a Claim Worksheet or Pre-Approval Form to the Rheem RSM/DSM and/or DTR for Approval prior to submitting claim:

• Any “bulk claim” submitted, regardless of the amount, will require submission of a completed BULK CLAIM WORKSHEET and approval by the DSM via the eClaims system before a credit memo will be generated by eClaims.

• A SPEND PRE-APPROVAL FORM (>$25,000) must be submitted to the DSM via email for pre-approval when spending more than $25,000 if a claim will be submitted. Form must be submitted 14 days prior to expenditure. The completed form should be kept on file by the distributor.

• A SPEND PRE-APPROVAL FORM (>$50,000) must be submitted to the RSM & DSM via email for pre-approval when spending more than $50,000 if a claim will be submitted. Form must be submitted 14 days prior to expenditure. The completed form should be kept on file by the distributor.

• A TRIP PRE-APPROVAL FORM must be submitted to the RSM & DSM via email for pre-approval, regardless of the amount. Form must be submitted 14 days prior to expenditure. The completed form should be kept on file by the distributor.

• A “NON-RHEEM ACADEMY TRAINING PRE-APPROVAL FORM” must be submitted to the DSM & DTR via email for pre-approval, regardless of the amount. Form must be submitted 14 days prior to expenditure. The completed form should be kept on file by the distributor.

The below require Rheem RSM and/or DSM Approval via the eClaims system:

• Any submitted individual claim over $10,000 will require approval by the DSM before a credit memo will be generated by eClaims

• Any submitted individual claim over $25,000 will require approval by the RSM and DSM before a credit memo will be generated by eClaims

The system will send via email, the approval request to the RSM and/or DSM for approval once the claim is submitted on eClaims.

The BULK CLAIM WORKSHEET,

SPEND PRE-APPROVAL FORM

(>$25,000), SPEND PRE-APPROVAL

FORM (>$50,000),

TRIP PRE-APPROVAL FORM and

NON-RHEEM ACADEMY FORM

can all be found at MyRheem.com

under eclaims>claims>Forms,

and also in the “Forms” section

of this guide.

NOTE:



Auditing Rheem reserves the right to audit distributor’s records at any time and from time to time in order to ensure claims submitted comply with the Rheem Marketing Co-op Guidelines and other terms of the Rheem Marketing Co-op Program. Please be aware all documentation for claims submitted should be kept on file by Distributor. Distributors will be notified by their applicable DSM when an audit is being performed on a specific claim. Distributors will be required to provide requested documentation; such as, original invoice, advertising, etc., to the DSM within 10 business days of the request submitted by Rheem. The audit may be performed any time, and may be on a single claim or multiple claims.

Examples of Ineligible Claims Per Key Category

Consumer Marketing & Advertising

• Any ad that does not solely promote Rheem according to Rheem Brand Guidelines

• Any ad featuring competitor or non-competitor brands

• Truck Decals showing old pre-2012 collateral

• Signage without the Rheem Logo

• Uniforms without the Rheem Logo

• Yellow Pages

Contractor Recruiting & Retention

• Excessive beverage expenses (when compared to meal expenses)

• Entertainment Expenses that aren’t considered an “Incentive Trip Expense”

Publications – Product, Training & Sales Literature

• Distributor or Contractor Designed Literature

• Any calendars not produced by Rheem

Training

• Excessive beverage expenses (when compared to meal expenses)

• Non-Rheem Academy Training that has not been pre-approved by the Rheem DSM/DTR

Miscellaneous Items

• Product/Equipment Orders

• Market Research

• Distributor created price and/or product books

• Taxes

• Shipping or freight charges

• Association or Membership Dues


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Distributor Planning Process for the Rheem Marketing Co-op Program Step 1: In November of each year, the Rheem Sales Team will meet with distributors to begin Marketing Co-op Program’s Planning Process for the next year’s program using the Rheem Marketing Co-op Planning Form. The Rheem District Sales Manager (DSM) and Distributor will complete the GDP & Top Contractor Funding Estimate Spreadsheet based off the starting deposit and estimate monthly GDP & Top Contractor funding earned from estimated monthly net purchases.

Step 2: The Rheem District Sales Manager (DSM) and Distributor will complete the Distributor Growth Objectives by listing the distributor’s key objectives that will allow the distributor to meet their growth objective.

Step 3: The Rheem District Sales Manager (DSM) and Distributor will complete the GDP & Top Contractor Budget Planning Spreadsheet by developing the distributor’s detailed GDP & Top Contractor Program Plan by applying estimated earned funding to Rheem provided standard categories & subcategories.

Step 4: The Rheem District Sales Manager (DSM) submits to RSM/Sales Director/Sales V.P., the Distributor’s GDP & Top Contractor Funding Estimate Spreadsheet, the Distributor Growth Objectives and the GDP & Top Contractor Budget Planning Spreadsheet for review and approval.

Step 5: Once overall Distributor’s plan for the Marketing Co-op Program is approved, the GDP & Top Contractor Budget Planning Spreadsheet is loaded into the online eClaims system under the “Forecast”, “Objectives” and “Budgeting” sections on eClaims. Distributors have the ability to review these at any time throughout the program year.

Step 6: The GDP Program Manager and Rheem Sales Managers approve final online version before it goes “live” on eClaims.

Once the submitted Program

budgets are approved, they can

NOT be changed. Claims can

only be entered once the

individual program plans

have been entered,

submitted and approved.

eClaims will only list those

standard categories in which a

budget was applied. If a budget

was not applied to a particular

standard category, it will not

appear as a standard category a

claim can be filed against.

NOTE:

Initial “Draw” Deposit Each January, distributors will receive a “draw” for the current year that is equal to 25% of their earned funds from the previous year for both GDP Program and Top Contractor Program funding. Distributors can file claims using the draw funding until their monthly purchases have accrued more than their initial draw deposit.



Monthly Funding & Accrual Process The overall Rheem Marketing Co-op Program Funding is based on net adjusted product purchases in the prior month from the Finished Goods Division. The net purchases are adjusted for specific items that do not qualify under the Rheem Marketing Co-op Program, such as, retail accounts, Dry R-22 and ARS purchases. Also, Commercial Series Equipment and Parts Division purchases do not earn funds from the Finished Goods Division. Commercial equipment is defined as any equipment that is 3-Phase.

The Net Adjusted Purchases Total is entered monthly by Rheem into the Funding Estimates Section of eClaims. The actual Co-op amount for each unique Marketing Co-op Program is then calculated.

GDP Program Funding will accrue at 1.3% of the Monthly Net Adjusted Purchases Total.

Top Contractor Program Funding will accrue at .7% of the Monthly Net Adjusted Purchases Total.

Monthly Gross Adjusted Finished Goods Purchases – (Monthly R-22, ARS, Retail, Commercial Equipment & Parts Purchases) =

Monthly Net Adjusted Purchases Total for Co-op Program

GDP Program Funding

Monthly Net Purchases Total for Co-Op Program * 1.3% =

GDP Program Funding Amount

Top Contractor Program Funding

Monthly Net Purchases Total for Co-Op Program * .7% =

Top Contractor Program Funding Amount


Rheem.com 15

Marketing Co-op Program Dates • The yearly Program Effective Dates for funding accrual is December 1st – November 30th

• eClaims is “live” for claim submission each year from February 15th – (11:59 p.m. CST) December 15th

If December 15th falls

on a Saturday or Sunday,

the deadline will be at

11:59p.m. CST, on the

following Monday.

NOTE:

Additional Terms and Conditions • Rheem does not take any legal responsibility for the content of advertisements created by distributors, OR for Rheem advertising templates that have been altered from the original provided.

• These Guidelines are meant to give the distributor an overview of the Rheem Marketing Co-op Program (the “Program”) and the claims process under the Program. Additional terms and conditions of the Program may be outlined in other distributor Program documents, if any, which may be obtained from your Rheem District Sales Manager. By claiming funds under this Program, distributor accepts, and agrees to comply with, all terms and conditions of the Program.

• Rheem may modify the terms of the Program at any time and from time-to-time upon notice to distributor. Rheem may terminate the Program at any time upon notice to distributor.

• Rheem may reject any claim hereunder that does not meet any of the terms of the Program, including without limitation the terms contained in these Guidelines.

• Distributor must comply with all applicable laws and regulations in all of its activities related to the Program, including without limitation those activities for which distributor claims reimbursement under the Program. Employees or officials of the government or quasi-government entity may not participate in travel or entertainment or receive gifts of any kind, including without limitation Incentive Trips and Plant Tours. In offering any Program-related travel, entertainment of gifts of any kind to contractors or other guests distributor must comply with the contractor’s or guest’s company’s own policies and defend Rheem and its affiliates and their directors, officers, employees and agents from and against any claims arising out of or related to distributor’s actions and omissions under the activities related to the Program.

For more information regarding the Rheem Marketing Co-op Program please contact your

Rheem District Sales Manager.



Forms


Rheem.com 17

BULK CLAIM

WORKSHEETEXAMPLE

Vendor InvoiceNumber Vendor Distributor

Claim NumberDescription

TotalClaim



Distributor Name:

Key Category claim will be applied to:

SubCategory claim will be applied to:

TAG:

Vendor Name on Original Invoice/Expense:

Vendor # on Invoice (optional):

Description of Claim (greater than $25,000):

Total Claim Amount:

DSM Approval (Signature Required):

Marketing Co-op Program: >25,000 Spend Pre-Approval Form

>$25,000 SPEND

PRE-APPROVALFORM

IMPORTANT! All forms must be submitted for approval 14 days PRIOR to expenditure.


Rheem.com 19

Distributor Name:



TAG:



Description of Claim (greater than $50,000):

Total Claim Amount:


RSM Approval (Signature Required):

Marketing Co-op Program: >50,000 Spend Pre-Approval Form

>$50,000 SPEND

PRE-APPROVALFORM




Marketing Co-op Program: Trip Pre-Approval Form

TRIP

PRE-APPROVALFORM



Attendance Information: 1. Number of Rheem HVAC Contractors in attendance?

What are the qualifications to be invited?

2. Number of Distributor Employees in attendance?

3. Rheem representation will be jointly determined with the RSM.

Requested Attendees from Rheem:

4. Are there any other attendees that do not fit into the above three categories? Please provide explanation for each of these attendees (home builder/engineer/travel agent/etc..)

Funding Information: 1. What is the estimated total cost of this trip?

2. Are there any other vendors supporting this trip besides Rheem? Yes No

If yes, how much support are the other vendors providing?

3. Rheem Co-op share of trip cost?

4. Distributor Share of trip cost?

5. Contractor Share of trip cost?

Distributor Management Signature:

Rheem DSM Signature:

Rheem RSM Signature:


General Trip Information:

Trip Dates Location & Description

Rheem.com 21

Distributor Name:



TAG:



Description of Claim (Purpose of Non-Rheem Academy Training/Justification

of Co-op Claim):

Total Claim Amount:

DTR Approval (Signature Required):


Marketing Co-op Program: Non-Rheem Academy Training Pre-Approval Form

NON-RHEEM ACADEMY TRAINING

PRE-APPROVALFORM



Rheem.com 23


Rheem.comPrinted in the U.S.A. 12/12 QG Form No. M11-1783

In keeping with its policy of continuous progress and product improvement, Rheem reserves the right to make changes without notice.

Marketing Co-Op Program Guidelines Distributor Version

Air

Rheem USA • P.O. Box 17010Fort Smith, Arkansas 72917


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