DucTales September/October 2013

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S E P T E M B E R / O C T O B E R 2 0 1 3

F E A T U R E S

Cover Story: A Serious Safety Hazard, Page 8

Also in this Issue: No Excuse: Every Business Needs a Data Backup Plan, Page 20

A Happy Worker is a Productive

Worker

12

Why Training Matters

16

A Serious Safety Hazard . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8

A Happy Worker is a Productive Worker . . . . . . . . . . . . . . . . . . . 12

Why Training Matters . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16

No Excuses: Every Business Needs a Data Backup Plan . . . . . . . 20

2014 NADCA Hall of Fame Nominations . . . . . . . . . . . . . . . . . . . 22

EDITORPUBLISHER

Erik CaplanJodi Araujo, CEM

POSTMASTER: 15000 Commerce Parkway, Suite C, Mount Laurel, NJ, 08054; Phone: 855-GO-NADCA; Fax: 856-439-0525; E-mail: [email protected]; Website: www.nadca.com

DucTales Magazine is published six times annually. NADCA annual dues include a paid subscription to DucTales. Yearly subscriptions to DucTales are available for $50.

The National Air Duct Cleaners Association (NADCA) prints DucTales Magazine to provide its members and the HVAC system cleaning industry with a forum for the dis-cussion of topics of interest. To that end, NADCA tries to include within DucTales a wide range of ideas and opinions. The ideas and opinions expressed by the authors who write articles for DucTales, however, are solely the views of the person expressing them, and do not necessarily represent the views, positions or policies of NADCA, its members, or its officers, directors or staff. NADCA is not responsible for claims made in advertisements. NADCA does not endorse any particular manufacturer or supplier of equipment, chemicals or related products, nor any particular model of equipment.

DucTales magazine text and cover pages are printed on SFI-Certified Anthem Gloss paper using soy ink.

The Sustainable Forestry Initiative® program promotes sustainable forest management.

The Sustainable Forestry Initiative® program integrates the perpetual growing and harvesting of trees with the protection of wildlife, plants, soils, and water.

The Sustainable Forestry Initiative® program promotes responsible forest management.

ECO BOX

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D E P A R T M E N T S

President’s Message . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5

Executive Director’s Message . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6

New NADCA Members . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 24

New ASCSs . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 24

Member Spotlight: Midwest Duct Cleaning Services . . . . . . . . . . . . 26

Associate Member Spotlight: Ductmate Industries Inc . . . . . . . . . . . 28

Industry Calendar . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 30

Ductmate Industries, Inc. profile, page 28

2013–2014 NADCA OFFICERS AND DIRECTORS

SecretaryMike White, ASCS (’14)Clean Air Systems of LA, Inc.P.O. Box 6210225 Mount Zion RoadShreveport, LA 71136(318) 869-0344FAX: (318) [email protected]

TreasurerRichard Lantz, ASCS (’15)Air Duct Cleaners of VirginiaSuite D913 Business Park Dr.Chesapeake, VA 23320(757) [email protected]

PresidentBill Benito, ASCS (’15)Connecticut Steam Cleaning Inc.P.O. Box 354440 John Fitch BoulevardSouth Windsor, CT 06074(860) 289-5100FAX: (860) [email protected]

1st Vice PresidentRick MacDonald, ASCS (’15)Armstrong Heating & Power Vac Inc.720 East Industrial Park Drive, #9 Manchester, NH 03109(603) 627-7016 FAX: (603) 627-7070 [email protected]

2nd Vice PresidentMichael Vinick, ASCS (’14)Duct & Vent Cleaning of America Inc.311 Page BoulevardSpringfield, MA 01104(413) 734-8368FAX: (413) [email protected]

NADCA DIRECTORS

NADCA OFFICERS

John Lee, ASCS (‘14)Penn Air Control, Inc.5941 Lakeshore DriveCypress, CA 90630(714) [email protected]

Dan Stradford, ASCS (‘15)Action Duct Cleaning787 W. WoodburySuite 2Altadena, CA [email protected]

Jimmy Meyer, ASCS (‘16)Meyer Machine & Equipment351 Main StreetAntioch, IL(847) [email protected]

Carlos Gonzales-Boothby, ASCS (‘16)Indoor Environmental ConsultantsPO Box 191648San Juan, Puerto Rico 00919-1648(787) [email protected]

Immediate Past PresidentMatt Mongiello, ASCSInterior Maintenance Company45 Scottdale RoadLansdowne, PA 19050(610) [email protected]

Jodi Araujo, CEMExecutive Director

Kristy CohenAssistant Executive Director

Elizabeth CookeMembership & Certification Coordinator

Robin GearySenior Meeting Manager

NADCA STAFF

NADCA Headquarters15000 Commerce Parkway, Suite C

Mount Laurel, NJ 08054Toll Free: 855-GO-NADCA

Phone: 856-380-6810Fax: 856-439-0525

www.nadca.com

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Custom training is now available to NADCA

members!

Instead of flying your entire staff somewhere

to receive training, NADCA will bring the

training to YOU!

Training and

Education

Made Easy!

Interested?Call NADCA

Headquarters at (855) GO-NADCA

to learn more .

P R E S I D E N T ’ S M E S S A G E

To everything there is a season. The fall season brings changes from cooling to all the furnace start-up smells that give most members a big boost in calls, cleanings

and cash. It also brings the “Let’s get the project done before the end of the year” pressures.

This idea reminds me of NADCA. Things changed dramatically over the transition season. Early on, it seemed things would never be the same, and our new management company was struggling to heal us. But now, a year later, I have developed a real fondness for our staff members and

a real appreciation of how well they are handling our needs. I’ve gotten to know my fellow board members better, and we are closer than the previous year. I am developing a fondness for them and of the diversity in opinions. Over this past year, many members I had not met previously called me about their particular issues. Almost every conversation ended with an understanding of the issues and how we are working to rectify them. I don’t believe a single person hung up and didn’t feel better.

Most important are NADCA’s changes for our members. When I started to put together a list, I asked another Board member for input. This combined list had more than 50 new, updated or improved items. There are too many to list, but a few highlights include:

The list goes on and on. As you can see, NADCA has been changing for the better. Better accounting, better controls, better training, better cooperation and industry recognition.

We are entering a new season in NADCA, literally and figuratively. The start-up smells are gone, and we are moving on. By the way, NADCA’s staff, Annual Meeting Committee and Board are in the final stages of planning for the 25th Annual Conference and Exposition, March 3-6, 2014. We are looking forward to the next 25 years and all things to come, so start planning to be in San Antonio in March. Surf’s up! •

Bill Benito, ASCSNADCA President

• Finished ACR The NADCA Standard

• Increased membership 4.5 percent

• Increased operating reserves from six months to eight months

• Formed the Finance Committee to oversee finances

• Transitioned to accrual basis accounting and are now GAAP compliant

• Developed a detailed chart of accounts with more than 440 account lines

• Signed Memorandums of Understanding with IAQA, IICRC and IKECA

• Developed a new ASCS to ACR Standard Course

• Developed a custom database to implement online dues

• Certification renewal and company updates

• Created new member kits and marketing tool kits

• Created a NADCA customizable Safety Manual

• Created a staff procedural manual

• Developed speaker and instructor policies

• Created a monthly NADCA eNews

6 DucTales • September/October 2013

E X E C U T I V E D I R E C T O R ’ S M E S S A G E

Jodi Araujo, CEMExecutive Director

Coming together is the beginning. Keeping together is progress. Working together is success.

— Henry Ford

The air is brisk, the kids are back to school and another season is upon us. A year

in the life of NADCA feels like two months. So much activity, so many projects, so little time.

Celebrating 25 yearsWe will be celebrating 25 years of NADCA in just a few

short months. This speaks volumes about the expedient passage of time. Many founding members remain active in the association and continue to bring their experience and expertise to the forefront, leading our industry to new heights with product innovation, technique tips, education and best practices. Although we recently lived through a turbulent and difficult transition year, as Shelby Fotte says, “Longevity conquers scandal every time,” and NADCA, well, it has longevity, and yes, it has conquered!

Get ready for San Antonio!As the Annual Meeting Committee and staff work to build a strong educational program to present in San Antonio, we are also brainstorming ideas for celebrating NADCA’s 25th anniversary on a level that will top the marching band, the parade, the hurricanes, the leprechauns and the harmonica playing by our very own at last year’s member party in New Orleans. It is a tall order, but I think we have some tricks to leave you pleasantly surprised.

The program sessions are in place, and content is being developed. You will see new faces with current, relevant topics as we begin to offer two concurrent educational tracks–one with a focus on industry education and training and another focused on the business of your business! Find out how you can leverage ACR The NADCA Standard to market your company and increase

your client list. Have you evaluated and considered your risk? Are you protecting yourself against lawsuits, both by clients and employees? Improve your sales technique and protect your assets–learn all of this and more at the annual conference. President Bill Benito has gone to great lengths to forge new and rebuild old relationships and has enlisted fellow board members for the cause. They have made great strides in building an inclusionary environment where industry affiliates are supporting NADCA in several ways while NADCA offers reciprocal support to groups such as IAQA, IKECA, IICRC and RIA. We will have presentations by representatives from many of these groups, and we are excited to have them join us in our silver celebration.

Recognizing excellenceIt is that time when I ask each of you to take a moment and consider your colleagues, your employers, employees and industry friends. Who stands out? Commitment has

varying degrees. Have they contributed to the industry in an outstanding fashion? We are now accepting nominations for the NADCA Hall of Fame. Cement their memory and recognize their efforts by submitting the nomination form on page 22 of this issue.

Another SuccessBy press time we will have completed another fantastic Fall Technical Seminar led by the RTAC Committee and its chair, Rick MacDonald of Armstrong Duct, Vent

You know, I never looked down the road and said, “Hey look,

one day, the hall of fame.” — Jerry Rice

San Antonio, Texas

DucTales • September/October 2013 7

E X E C U T I V E D I R E C T O R ’ S M E S S A G E

and Chimney Cleaning. These seminars really are a community effort, and a tremendous round of thanks goes out to the committee members who volunteer time away from their own business so they can produce a quality learning experience for members. Look for my recap of the event, along with photos in the November/December issue of DucTales.

State of Your MembershipIf you have not renewed your membership, paid your dues or maintained an active ASCS on staff, your membership has likely been terminated. NADCA staffers have been working diligently to communicate with members and certified individuals with a dedicated mail,

phone, email and fax blast campaign (yes, some of you still prefer the fax!) to alert companies about their status and the impending termination process. If you feel you have been terminated in error or would like to renew, please contact Liz Cooke at (856) 380-6889.

I know each of you realize the value of certification and membership. To celebrate and acknowledge our anniversary year, we will be releasing several new member benefits to bring ease of doing business, cost savings and innovation to give you a competitive edge. NADCA staffers continue to explore the services available to association members to determine the best fit. Stay tuned for exciting updates on an increased offering of benefits. •

1ter·mi·nate: verb \'tər-mə-nət\: Your NADCA membership has expired and you have

not paid your renewal dues


F E A T U R E

NADCA members working in commercial or industrial settings may not realize the potential for danger surrounds them in the form of

combustible dust.

“What we have learned is that it doesn’t take a lot of dust to blow up a building,” says Patrick O’Donnell of Enviro Team North America in Fort Lauderdale, Fla. “A layer of dust as thick as a nickel can pose a significant risk. Some feel even half that amount is a serious problem.”

According to NFPA 654-2006, Combustible Particulate Solids include any combustible solid material composed of distinct particles or pieces, regardless of size, shape or chemical composition. Substances and materials that have the potential to form combustible dust include:

• Metals (including aluminum and magnesium)• Wood• Coal• Plastics• Sugar• Paper• Fibers and Flakes

The combustion process, or deflagration (a fireball), can occur when the dust becomes suspended in the air in sufficient concentration, and there is an igniter, which will almost always exist. Combustible dust explosions have caused deaths, injuries and destruction to facilities

and buildings. Since NADCA places great emphasis on maintaining top safety training for the HVAC inspection, maintenance and restoration industry, technicians should know the potential risks of combustible dust.

In December 2010, four contracted air duct cleaners were injured in an explosion at an auto parts supplier plant in Southern Virginia. The contractors, from Roanoke, Va.-based LCM Corp., were reportedly cleaning air ducts containing aluminum dust, which is a flammable substance. Rescue crews were dispatched to the Federal-Mogul Corp. plant in Blacksburg, Va., on the morning of Dec. 31, 2010. Two of the workers were airlifted to Wake Forest University Baptist Medical Center in Winston-Salem, N.C., and were reported to be suffering from serious burns. Two other workers were taken to a local hospital with minor injuries.

Fires and explosions triggered by combustible dusts have been frequent enough for the U.S. Occupational Safety and Hazard Administration (OSHA) to take note and initiate the Combustible Dust National Emphasis Program (NEP) in October 2007. The NEP is

Combustible Dust Poses Significant Safety Hazard for Commercial HVAC Cleaners

Stay safe out there! Learn more about safety issues regarding combustible dust at

www.osha.gov/dsg/combustibledust/index.html.


charged with inspecting facilities generating or handling potentially hazardous combustible dusts.

The NEP also monitors the “housekeeping standards” of the facilities it inspects, with OSHA reporting several instances where inspectors found combustible dust accumulations “ankle deep and covering an entire room.” The potential for hazard in such a situation is high, especially if technicians and workers do not realize the danger posed by combustible dust.

Many NADCA members perform duties in the types of facilities where combustible dust explosions have occurred. OSHA lists a number of industries where this hazard is a notable concern. It lists facilities manufacturing food, grain, tobacco, plastics, wood, furniture, textiles, pharmaceuticals and several more.

The NEP has issued 6.5 violations, on average, for each inspection completed. This means it is likely a considerable number of individuals have worked near or on top of potentially dangerous combustible dust. It also means, according to OSHA’s website, the NEP has found twice the number of violations at combustible dust handling facilities when compared to all other facilities in general.

Maximize Safety Practices Related to Combustible Dust

While OSHA does not have a standard written solely for combustible dust issues, there are many guidelines used to evaluate whether proper safety measures are being taken with regard to this issue.

Section 5(a)(1) of the OSH Act, General Duty Clause, requires employers to “…furnish to each of his employees employment and a place of employment are free from recognized hazards causing or are likely to cause death or serious physical harm to his employees.” Section 5(a)(2) requires employers to “…comply with occupational safety and health standards promulgated under this Act.”

Following NEP inspections, employers have been cited for violations of personal protective equipment, first aid and using excess compressed air for cleaning purposes.

“As well as violating an OSHA standard, the use of compressed air to clean accumulated dust would create a dust cloud and can result in deflagration or explosion if ignition sources are present,” states the OSHA website. •

According to OSHAThe following summarizes some citations issued by OSHA under the Combustible Dust NEP (from the OSHA website):

• Dust collectors were located inside buildings without proper explosion protection systems, such as explosion venting or explosion suppression systems.

• Deflagration isolation systems were not provided to prevent deflagration propagation from dust handling equipment to other parts of the plant.

• The rooms with excessive dust accumulations were not equipped with explosion relief venting distributed over the exterior walls and roofs of the buildings.

• The horizontal surfaces such as beams, ledges and screw conveyors at elevated surfaces were not minimized to prevent accumulation of dust on surfaces.

• The ductwork for the dust collection system did not maintain a velocity of at least 4500 ft/min to ensure transport of both coarse and fine particles and to ensure re-entrainment.

• Flexible hoses used for transferring reground plastics were not conductive, bonded or grounded to minimize generation and accumulation of static electricity. A nonconductive PVC piping was used as ductwork. Ductwork from the dust collection system to other areas of the plant was not constructed of metal.

• All components of dust collection system were not constructed of noncombustible materials—cardboard boxes were used as collection hoppers.

• Equipment such as grinders, shakers, mixers and ductwork were not maintained to minimize escape of dust into the surrounding work area. Employer did not prevent the escape of dust from the packaging equipment, creating a dust cloud in the work area.

• Interior surfaces where dust accumulations could occur were not designed or constructed to facilitate cleaning and to minimize combustible dust accumulations. Regular cleaning frequencies were not established for walls, floors and horizontal surfaces such as ducts, pipes, hoods, ledges, beams, etc.

• Compressed air was periodically used to clean up the combustible dust accumulation in the presence of ignition sources.


F E A T U R E

Unhappiness among workers in America costs a shocking $300 billion per year in lost productivity, the Gallup-Healthways estimates.

The recent Well-Being Index shows Americans are increasingly unhappy with their jobs and work environments. When people aren’t happy about their jobs or their employers, they don’t show up consistently, they produce less and their work quality suffers. A recent Harvard Business Review article claimed the level of happiness has a profound impact on workers’ creativity, productivity, commitment and collegiality.

Current American Psychological Association research findings show people want contentment, love and happiness derived from meaningful work. They want nourishing personal relationships, a healthy mind and body, a spiritual core and a reason for living. But with only 24 hours in a day and all of the competing demands of modern life, the question is: How? Is it even possible? How can you, as a manager, facilitate your employees’ happiness and consequently increase your company’s success as well as your own?

First, you, as well as your company, will need a defined mission/reason for being. With an established purpose, you can manage and prioritize energies and resources

to best fulfill the mission. Work and life have meaning when we feel what we are doing creates worth and is in alignment with what we value. Five life factors need to be kept in dynamic balance to achieve and maintain happiness and productivity. Understanding people’s motivators will help you structure the work environment and develop products and services to truly serve your customers.

Money and other Means of Value Exchange

In today’s world, money is the primary form of work compensation. Yet surveys have now shown the most effective motivator for increased performance and creativity is when a person feels that his or her work has meaning and value. Understanding what drives people is helpful in the design of incentive programs to increase satisfaction and consequently performance. Show people how their jobs impact the overall success of the company’s mission, and tie their remuneration to their contribution to the objectives of the organization. That way they can comprehend how their efforts are intrinsic to the well-being to company and be motivated to fully contribute to its success.

By Marilyn Tam, PhD, and Ed Rigsbee, CAE

A Happy Worker is a Productive Worker

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F E A T U R E

Relationships Humans are inherently social—we need honest and positive connection with others to survive and thrive in the workplace as well as in our personal lives. Healthy relationships will build trust and enhance openness and collaboration instead of fear and reluctant compliance. Structure a participatory workplace environment and allow for some flexibility in work hours so your associates have the ability to adjust their schedules when necessary. When people feel that they are respected and trusted to perform at a high level, it encourages them to strive to do better. With an understanding of human relationships, we can plan and act accordingly in business and life for greater productivity and satisfaction.

Body The American Psychology Association tells us stress is the biggest cause of illness today, and oftentimes workplace stress is the primary culprit. Sick or unhealthy workers are unable to function optimally, and their performance suffers. Unhealthy workers also cost the company more in healthcare costs and absenteeism. Encourage everyone to take their allotted vacation days; time away rejuvenates the mind and body, and they will return refreshed and energized. Ensure the mission of the company is clearly shared with everyone so they understand that their work has meaning. People are happier and can do more when they feel they are contributing to a worthwhile purpose.

Community Humans need community in order to survive and thrive. When your company is actively involved in the surrounding community, you have a source of local support. Your community is also an excellent place to get input and feedback on your products and services. In today’s global economy, your community encompasses

the whole world, and that perspective will help you develop your company’s offerings to best suit the market. Encourage and support volunteerism in your company’s communities. Connect with non-profits and other organizations serving your market. For example, if your company sells products or services to small businesses, volunteer and affiliate with SCORE, the Small Business Association’s non-profit consulting arm to small businesses. This will contribute to the well-being of your community and also give you valuable input about your customers’ needs and concerns while strengthening your business network.

Spirit A belief in something greater than ourselves sustains us when we are in pain, scared or in dire need. That same power enhances positive experiences and gives us more joy, compassion and energy. Recognizing the power of beliefs can guide your work policies to honor others’ beliefs and facilitate their practices. When people feel respected for who they are and what they believe, they are happier and more productive individuals.

Increased productivity through happier employees can be realized with a modicum of energy exerted by you and your organization’s leadership in the above five areas.

Adapted from The Happiness Choice (Wiley 2013) by Marilyn Tam, PhD. She is a speaker, author, consultant and board-certified executive/corporate/leadership coach. Formerly the CEO of Aveda Corp., President of Reebok Apparel and Retail Group and Vice President of Nike Inc., she is also a successful entrepreneur who has developed and built four companies. More at www.marilyntam.com

Ed Rigsbee, CAE, CSP, is the author of several books and over 2,000 articles on how to grow your business through strategic alliance development and Implementation. He lectures internationally on the topic. Contact him through www.rigsbee.com.

Five life factors need to be

kept in dynamic balance to

achieve and maintain

happiness and productivity.

Free resources to build a better workplace

To help you achieve success and balance for

yourself and your organization, several resources have been made available to you at no charge, please visit www.marilyntam.com/gift.aspx.

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Questions?

For additional information or questions, contact Kristy Cohen at (856) 380-6891 or [email protected].

Do you have an interest in sharing your knowledge and passion to help promote HVAC cleaning industry best practices? NADCA’s Education Committee is seeking qualified instructors for a variety of NADCA training courses, webinars and educational sessions for our members and the HVAC industry generally throughout the year. Course topics may include …

• Cleaning to the ACR Standard• Inspections• Workplans• Engineering Controls for HVAC Cleaning and Restoration

Projects• Cleaning and Restoration Procedures• Cleanliness Verification and Documentation• Certified Ventilation Inspector Training• Residential HVAC System Cleaning• Commercial HVAC System Cleaning• Blueprint Reading, Estimating & Project Management for

Commercial Projects

Selection criteria for instructors• Current active NADCA membership and certification.• Experience as an IAQ professional.• Experience/knowledge of the subject matter.• Experience in teaching and/or public speaking.• Experience using PowerPoint and GoToMeeting.

Additional desired criteria• Fluent in languages other than English.

Instructors who have met the selection criteria will be required to participate in a NADCA Instructor Training Webinar before providing instruction. Qualified instructors will be selected to instruct specific training courses, webinars and educational sessions based upon their qualifications, availability and geographic proximity to the training course/event location, as applicable.

HOW TO APPLYFill out the Call for Trainers

application at www.nadca.com!

Qualified candidates must submit their completed application form no later than December 15, 2013. Applicants will be notified of their acceptance by January 31, 2014.

Questions?


F E A T U R E

The following is the first in a series of articles on the tools my company, Safety King Inc., has used to make itself an effective air duct cleaning company. This first installment is focused on training. Future installments will focus on the value of blogs, how to build a robust electronic client list and how to create easily remembered toll-free phone numbers.

Safety King has been conducting air duct cleaning training courses in southeast Michigan since 1985. We help companies wanting to improve their air

duct cleaning services and businesses who want to become one of our licensed affiliates.

Most of the students include people from other parts of the U.S. and Canada, but some have travelled from Singapore, Australia, the Virgin Islands and other distant locations. We’ve most recently expanded services to include visiting client locations for on-site training. Our first offsite training session took place in South Africa. We trained Owen Mutetwa, who became our first licensed international affiliate, launching Safety King Southern Africa late last year.

At Safety King, our training program focuses on how employees, management, advertising and customers can all benefit from a robust training program. The following takes a look at each of these four key areas and answers the question, “Why is training important?”

Because employees need itEven the smartest ones. Aside from compensation, employees consistently say they need the knowledge and skills to do their jobs. If you don’t do formal training yourself, you cannot be sure all employees are being repeatedly exposed to the knowledge they need and provided with the opportunity to practice needed skills hands-on. Additionally, you can and should take advantage of professional trainers to provide some of the training your people need. Make sure employees get it from you, but also make sure they get it from professionals whose track record you can check and confirm. You owe this to your employees.

I learned most employees say what they need most is knowledge and skill from websites that aggregate

By Mike Palazzolo, Founder of Safety King Inc.

http

://w

ww

.tag

xedo

.com


F E A T U R E

responses to exit interviews. You don’t want to learn this lesson from your own exit interviews—that’s way too expensive and frustrating. Learn from the mistakes others have already made, and make sure you are doing initial and ongoing formal training for all employees.

In addition to functional training, employees also need structured, formal, regularly repeated training in their precise areas of operation. These should be presented in plain language, both spoken and printed. You cannot farm that part of it out to a third party, no matter how skillful the trainer.

Because management needs it Management needs to personally conduct both kinds of training, both functional and expectational. Professional trainers often say the best way to really learn something is to teach it to others. When you have to lead a class, your own desire not to appear foolish causes you to dig into information, practice techniques and succinctly describe expectations better than you would have if somebody else was doing the teaching.

Because customers and prospects need it

Customers need to be able to reasonably believe your employees will do a good job. Sometimes it is hard for a prospect to pull the trigger and make the purchase, particularly on big-ticket services and products. At times, they need a little help getting through the contract-signing moment. When you can show your employees are formally trained to do high-quality work, you are actually helping those prospects make a big, potentially difficult decision. At the very least, you owe it to your prospects

not to give them an easy excuse to veto buying your services by failing to mention your important and obvious training qualifications.

Because advertising needs itThere are certain things all your ads require—your logo and color scheme, the name of your company, how people can contact you and compelling reasons for your prospects to choose you instead of your competitors. This is where licensing and insurance information, customer testimonials, photos of completed work and, importantly, training come into play. You’re not the only one in town doing this work. You need to offer all the usual information to your prospects with a few extras, such as the best reasons for customers to choose your company. Ads trumpeting the knowledge and skill of your field teams, as well as the formal training your company provides, will have the clear advantage.

Focusing your training on these four key areas–employees, management, customers and advertising–can maximize employee retention, management engagement, customer confidence and advertising effectiveness, giving your business a chance to thrive for years to come. •

Get to know Safety King

Safety King offers Licensed Affiliate status to companies in the US and in all English-speaking parts of the world. Its founder, Mike Palazzolo, is a founding member and former president of NADCA and now leads MSP Sales, Inc., a

marketing company offering custom business phone numbers as well as service industry marketing consulting. For information, call

1-888-4-MICHAEL.


F E A T U R E

Most businesses realize the importance of backing up their data, but few are actually doing a thorough job of it. According to a

study conducted by Carbonite, an online backup provider, 81 percent of small business owners say their data is their organization’s most valuable asset, and data loss is ranked the No.1 challenge to maintaining a business in the event of a disaster. Despite this, 59 percent of small businesses admit they haven’t even thought about creating a disaster plan for their data.

Fact or Fiction?Let’s take a moment to debunk businesses’ most popular excuses:

• Data protection plans are too expensive. Five years ago, it was expensive for small businesses to back up their important data. Though there were many solutions for larger businesses and enterprises, these products were often far out of small businesses’ limited budgets. In the past five years, not only has the cost of storage gone down, the cloud has given small businesses access to technology previously only available to larger companies, at an affordable price.

• Data protection plans are too complicated. Many small businesses don’t have the resources to hire an IT person dedicated to tasks like networking, evaluating technology and backing up data, but it doesn’t mean they should let data protection fall by the wayside. Today’s online backup solutions are easy to install, and many vendors offer free customer support for small businesses.

• Data protection plans are too time consuming. A survey found 31 percent of small business owners think their existing backup method is a hassle taking time away from running their business. And while

this may ring true for manual backup methods like external hard drives, tape backup and USB drives or DVDs, there are more automatic options like cloud backup that allow businesses to set it and forget it.

• I’m covered with my current backup method. Businesses use a variety of devices to back up their data. All have their pluses and minuses. For example, half of small businesses use external hard drives, even though one in five has experienced hard drive failure in the past. And 42 percent of small businesses use USB drives to back up data, but they are easily lost. Only six percent feel they are a reliable form of backup. Additionally, 35 percent of small businesses use CDs or DVDs to back up data, but 62 percent feel these storage methods are risky and inconvenient.

New SolutionsSmall businesses need to use backup solutions with the capacity and capability to keep all of their data protected. Some of the most popular backup methods are:

Every Business Needs a Data Backup Plan

Disaster-Proof Your DataConsidering online data backup services?

Check out some of the most popular services:

BackBlaze • www.backblaze.comCarbonite • www.carbonite.comCrashplan • www.crashplan.com

IDrive • www.idrive.comNomadesk • www.nomadesk.com

Norton Online Backup • nobu.backup.comSOS Online Backup • www.sosonlinebackup.com


F E A T U R E

• Online backup: Cloud backup can automatically maintain a complete, continual backup of all data. There’s no need to buy or maintain equipment, and once the files are uploaded to the cloud, users can access them from anywhere. With online backup, an organization’s focus, time and energy can remain on the business.

• External hard drives and flash drives: Simple solutions such as flash drives or external hard drives may be relatively easy to set up, but they require ongoing supervision and can distract from other work. These products may not back up all of a business’ data, and a business must ration its backup or choose what it wants to safeguard, and these products are prone to device failure.

• Tape backup: Tape backup is cost effective, but the speed of data recovery from tapes can be slow. Those who want to keep a copy of their data off site will have to manually move them as they back up data.

• Servers: Many small businesses have servers for storing shared files, email and backups. These can be easy to use with the right software, but servers can break down, and if the server is located in the office, all of the data is at risk since there is no copy offsite.

Picking a VendorBusiness data is precious, and it shouldn’t be trusted to just anyone. It’s important to evaluate potential vendors on a number of factors before choosing:

• Financial security. It is essential the company used for data protection will still be in business if there is ever a need to need to recover the data. Look for a well-established company in the industry—one with experience backing up small businesses.

• Product ease-of-use. The system will probably not be used if it’s complicated or time consuming. Make sure to choose a simple product. Those who don’t want to dedicate time to run a backup may find it sensible to use online backup over methods like tape backup or external hard drives.

• Customer support. Ideally, users will never need to call, but having a great support team is essential for a backup vendor. Whether users have a quick question about backup, need help switching computers or want someone to help with a total data restore, a competent and helpful support representative can make all the difference.

• Scalability. No one starts a business with the goal of keeping it the same size as day one, so it’s important to use technology solutions capable of growing with the business. As the business (and data needs) grows, it needs a vendor to keep up with the company. Cloud services are extremely flexible in terms of storage size and cost compared to other storage methods, but some may prefer to use hardware and keep purchasing equipment as their businesses grows.

Small businesses have many choices when it comes to backing up data, but one thing everyone can agree on is the importance of a data protection plan. Ten minutes spent now can save companies weeks and thousands of dollars later. •


Congratulations New NADCA Members

Congratulations New ASCSs

New NADCA Members:

Advanta Clean Mount Holly, NC

Air Duct Cleaning CompanyPlainfield, IL

Clean Air Technologies (Aust) PTY Ltd. Milperra, NSWAustralia

Desjardins Environment Chicoutimi, QCCanada

GM Climate ControlSaugus, CA

New England Gutter KingsLowell, MA

Ottawa Duct CleaningOttawa, ONCanada

Sooner Carpet CleaningNorman, OK

Straw’s Power Vac, Inc.Clarkston, WA

TIES 360 Total Indoor Environmental SolutionsSarasota, FL

TJ & M Services, Inc.Thomasville, PA

New Associate Member:

AmilairIsland Park, NY

New ASCSs:

Marquis AsselinOttawa Duct CleaningNepean, Ontario

Doug BacckusVentconDearborn Heights, MI

Greg BianchiTech Clean Industries L.T.DFlushing, NY

Paul BoisvertAdvantaClean of Somerset HillsBudd Lake, NJ

Donald ChristianTotal Filtration SpecialistsSanta Clara, CA

Sebastian GrzegorzkoCornelia Carpet Cleaners Inc.Villa Park, IL

Avery GuthrieBreathe-Easy Air Duct CleaningTulsa, OK

Matthew HarrisonDusty Ducts, Inc.Forest, VA

Peter LamondClean Air Technologies (Aust)Milperra, New South Wales

Nathan LeonardAdvanta Clean of Western NCMt. Holly, NC

Jason MabryThe Air Duct Cleaning CompanyPlainfield, IL

Bobby McShaneZerorezRichfield, MN

James MitchellSooner Carpet Cleaning, Inc.Norman, OK

Derek MonfortonOttawa Duct CleaningNepean, Ontario

Ugar PisanBaracuda LLCPompano Beah, FL

Owen RyanClean-Air Aust Pty LtdAcacia Ridge, Queensland

Brendan RyanDave’s Duct CleaningWhitby, Ontario

Andrew ShrigleyDave’s Duct CleaningWhitby, Ontario

Dick StrawStraw’s Power Vac Inc.Clarkston, WA

Matthew ThorpeBreathe-Easy Air Duct CleaningTulsa, OK


Annual MeetingCo-Chairs: Matt Mongiello Michael Vinick

Tommy Gwaltney Peter Haugen Rick MacDonald Jimmy Meyer MJ Palazzolo Keith Reynolds Terri Reynolds Meg Walker Cindy White

By-Laws Policies ProceduresChair: Dan Stradford Richard Lantz Pierre Laurin Ronald Nichols

Certification CommitteeChair: Dan Stradford Bill Benito Brad Kuhlmann Richard Lantz Pierre Laurin Greg Long Rick MacDonald Mike McDavid Vito Moscato Todd St. Ores Tom Yacobellis

Sub-committee: CVI Job Analysis Chair: Bill Benito

Education & Safety Committee

Co-Chairs: Mike White Rick MacDonald

Bill Benito Tommy Gwaltney Richard Lantz Kehau Mendes Ronald Nichols Robert Rizen Dan Stradford Bill Tyrell

Sub-committee: Training Programs Chair: Richard Lantz

Sub-committee: White Paper Task Force Chair: Dan Stradford

Sub-committee: Safety Program Review and Update Chair: Dan Stradford

Sub-committee: Regional Technical Advisory Committee (RTAC) Chair: Rick MacDonald Mike Dexter Mike White Richard Lantz Kehau Mendes Mike McDavid Bill Tyrell

Ethics CommitteeChair: Richard Lantz Pierre Laurin Ron Nichols Dan Stradford

Finance CommitteeChair: Michael Vinick Bill Benito Richard Lantz John Line Al Sutton April Yungen

Industry & Public Relations Committee

Co-Chairs: Bill Benito Richard Lantz

Jim Castellano Chad Cowan Peter Haugen Clayton Ivany Matt Mongiello Chris Wilson Stephan Worall

Sub-committee: Energy Research Study Task Force Chair: Mike White Bill Benito

Sub-committee: EPA Website update Task Force Chair: Rick MacDonald

Sub-committee: Editorial Committee Chair: Bill Benito Richard Lantz

Sub-committee: Social Media Chair: Richard Lantz Bill Benito

International AffairsChair: Matt Mongiello Carlos Gonzalez-Boothby Peter Haugen Pierre Laurin Rick MacDonald Travis Tassey

Regional CoordinatorsUnited States Northwest - Vito Moscato, Bill Tyrell Southwest - Matt Kelly, Kehau Mendes Northeast - Rick MacDonald Southeast - Tommy Gwaltney, Perry Bagley

Canada Region 9 - Gary Lapstra Region 9.5 Quebec - Pierre Laurin

Oceania-Australia Region 11 - Jeremy Stamkos

Italy Region 12 - Chair: Giorgio Ziragachi, Past President of AIISA; Andrea Casa, President of AIISA

China Region 15 - Robert Nicholson

Central & South America Relations Chair: Carlos Gonzalez-Boothby Richard Lantz

MembershipChair: Michael Vinick Nelson Constanza James Cooke Peter Haugen Matt Mongiello MJ Palazzolo Kevin Uilkie Mark Zarzaczny

Leadership Development Committee

Chair: Bill Benito

ACR Standards CommitteeChair: Bill Lundquist Bill Benito Brad Kuhlmann Richard Lantz Greg Long Rick MacDonald

N A D C A C O M M I T T E E A S S I G N M E N T S


M E M B E R S P O T L I G H T

Midwest Duct Cleaning Services (Midwest) as an environmental contractor specializing in the inspection, cleaning and decontamination of

HVAC systems, including the interior of the ventilation ductwork for commercial, industrial and institutional buildings. DucTales had an opportunity to talk with Brad Kuhlman from Midwest.

What made you want to become involved in the duct cleaning business?

It was really by happenstance. The short story is that I was actively looking for slightly larger business to purchase with my cousin. That didn’t pan out, so I looked at business I could afford on my own. I was only 27 years old at the time. I knew Midwest was for sale, but I hadn’t really given it a look. Then, in June of 1992, my wife and I had our first child, and my wife’s grandmother gave us a duct cleaning by Midwest as a baby gift because we had done a lot of construction to our existing home. I liked what I saw when the technician came out to do the work. I looked at the company further, and, in November of 1992, I purchased it.

How did you get started?After further due diligence of reviewing financials, asking lots of questions of the owners, talking with various business contacts and actually going out on the truck with one of the owners for a couple days, I moved to make an offer on the business. I mortgaged my home, borrowed a few bucks from my father, took out an SBA loan and worked with the business broker listing the business for sale. I had a six-month employment agreement with one of the owners to stay on to train me. The business was small—three employees with some part-time help. The intent at the time was to grow the business for a few years and sell it. It’s been 21 years.

How did you become aware of NADCA and get involved?

The previous primary owner of Midwest Duct Cleaning was actually one of the founding members of NADCA. Like many in the early days, he bowed out as a result of the battles of the time. After my six-month employment contact with the other owner, I started looking at larger

Midwest Duct Cleaning Services


M E M B E R S P O T L I G H T

markets to talk with cleaning contractors and getting involved in “what works for you” discussions. After hearing NADCA was beneficial to them, I inquired for myself. I joined NADCA in 1994. I then visited several of these contractors to share business thoughts. It was an invaluable experience.

Where do you see the industry headed in the next 10 years?

I have seen the industry truly mature professionally, and both residential and commercial clients seem to have a better awareness of the industry and its value. In spite of all the good work NADCA and individual businesses have done to make this happen, we have only scratched the surface of the residential population’s needs, and the aged building stock of the commercial market would also benefit from our attention. Not to mention that many new construction projects seem to put system cleaning in the specs and want pricing for it, but too often we are “value engineered” out of the project.

It is important to continue educating our clients on the benefits of HVAC system inspection, cleaning and restoration must stay at the forefront of what we do to continue to thrive as an industry. We all see the drive towards documenting the return on investment for a project based on energy savings, system lifespan and other metrics. The trick is to continue to hone in on ways to cost effectively verify and document the results of our work.

What is the strangest thing you’ve encountered on a job?

On the residential side we have seen it all—like calls to retrieve a lost pet. Some have been found alive, but, as we know, most are not. We have helped retrieve a ring or family heirloom dropped down into a vent, and, of course, we’ve found enough drugs, magazines and liquor bottles to throw a heck of a party.

On the commercial side, it’s not just the “stuff” in the ductwork—it’s the strange things, or the complexities of the uniqueness of each project that continue, to this

day, to amaze me. If you are not dialed in to every detail

of a work plan, at best your productivity will suffer or

you will have egg on your face, at worst, bad things can

happen to the HVAC system or the facility.

As for the strangest thing found in commercial ductwork,

once we were cleaning a large hospital laundry exhaust

system over several nights. One night we went to the roof,

which was easily accessible from a parking garage, to lock

out the system. My guys looked down the riser to see if it

had build-up, and they were surprised to see a body at the

bottom. An unfortunate man had likely been looking for

warmth from the laundry exhaust. It turned out to be a

long and strange night for the hospital and my guys.

What is your biggest accomplishment as a business in the industry?

I have been blessed with many situations where we

really do make a difference in people’s daily lives. It

may be from a really badly microbial infested system or

just stopping the “rain of debris” from annoying them.

Sometimes it can just be the comfort new parents take

in seeing the amount of debris pulled from a residential

system.

We have had the opportunity to work in what I consider

some really cool, challenging environments, and I find

taking charge of the situation, being creative and laying

out the project as a personal accomplishment each time.

I have been honored to serve on the NADCA Board of

Directors for 12 years and as President in 2008. I am

proud of the work so many pulled together to do for so

many projects and to see the growth of NADCA over the

years. I was certainly honored to be inducted with the

first NADCA Hall of Fame Class in 2009. My most

recent accomplishment was being involved, from the

beginning, and now seeing the new ARC Standard,

2013 in full use. •

Meet the member

Learn more about Midwest Duct Cleaning Services at www.midwestductcleaning.com.


A S S O C I A T E M E M B E R S P O T L I G H T

Q: How did Ductmate Industries, Inc . get its start?

Ductmate got its start by seeing a need in the industry and was able to provide an innovative solution for that need. Since then, for more than 30 years of innovation, Ductmate has proven to be the industry leader in engineered duct systems and component solutions.

Q: What led your company to join NADCA?

Ductmate has been an Associate Member of NADCA since 2001. We listened to their needs for a circular door to match their hose diameters and we developed the circular door in 8”, 10”, and 12” diameters. No metal plates, drilling screws, applying tape or sealant is necessary when using our doors, making them an easy to use solution for duct cleaners.

Q: What are your flagship products, and how do they fit in with NADCA’s members and the industry as a whole?

Access Doors are a big part of Ductmate’s line of duct component solutions. We offer a variety of doors for virtually every need in the HVAC industry.

Q: What upcoming products are on your horizon for the HVAC industry?

Since our inception, our engineering staff has pioneered innovative duct and HVAC solutions to complex industry problems, and we will continue on this path for the foreseeable future.

A Q&A With Ductmate Industries, Inc.


CALENDARI N D U S T R Y C A L E N D A R

To include your event, please contact NADCA Headquarters at 1-855-GO-NADCA, or email [email protected]. For additional information and current calendar of events, please visit www.nadca.com.

SMACNASheet Metal and Air Conditioning Contractors

AssociationOctober 20 – 24, 2013

Maui, Hawaii

IAQA 17th Annual MeetingMarch 17-19, 2014

Gaylord Opryland Resort & Convention CenterNashville, TN

ACCAMarch 17-20, 2014

Gaylord Opryland Resort & Convention CenterNashville, TN

Restoration Industry Association Convention & Industry Expo

April 9-11, 2014Orlando World Center Marriott

Orlando, FL

IKECA Annual ConferenceApril 23-26, 2014

Golden Nugget CasinoLas Vegas, NV

NADCA’s 25th Annual Meeting & ExpositionMarch 3-6, 2014

San Antonio

Related Industry Events

NADCA Events

CALENDAR

DucTales September/October 2013

Documents

Transcript of DucTales September/October 2013