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Contents Editor Sarah Black

Features

Publisher Jodi Araujo, CEM

POSTMASTER: 1120 Route 73, Suite 200 Mount Laurel, NJ 08054 Phone: 855-GO-NADCA Fax: 856-439-0525 E-mail: info@nadca.com 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.

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Breaking Records with a 97% Membership Renewal Rate

In Every Issue

Your Business

4

President’s Letter

14

7

Chief Staff Executive’s Letter

How to Know When to Change Your Business Plan

8

Executive Director’s Message

18

27

Committee Spotlight

The Anatomy Of Tradeshow Success – Part I

30

New ASCSs

31

New NADCA Members

31

Industry Calendar

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

Industry News

NADCA News

10

In Brief

24

11

Researchers Develop Environmentally Friendly, Soy Air Filter

It’s Not Too Late to Make it to NADCA’s Annual Meeting

25

Annual Meeting Schedule at a Glance

26

Renewing Your Certifications

32

This Year’s Hall of Fame Inductees

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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 discussion 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.

The SFI certified sourcing label is proof DucTales magazine is using fiber from responsible and legal sources. 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.


President’s Message NADCA Officers

Now is the Time: NADCA Needs You By Michael Vinick, NADCA President

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017 is here. It is hard to believe. The presidential election is behind us. Now what do we do? Does it really matter who you voted for? Did your candidate win or lose? Do you have friends and relatives who disagree with who you voted for and voted for the other candidate? The election is over and everyone has to deal with the consequences, both good and bad. I know that no matter who I support that I have to wake up and be productive. No matter who you voted for, the politicians are not going to decide one day to pay your bills. They are not going to change your projection in life. Only you can do that. The same goes for NADCA. Our industry is only as good as our volunteers and volunteer leaders. Unless our membership steps up and increases volunteerism, NADCA will have difficulty continuing to lead our industry. Do you want to risk NADCA losing the great momentum that we have created? Our membership is growing so our need for additional volunteers who are engaged is also growing. I know that I have mentioned to you that we 4

need volunteers to step up and now I am asking each of you. We have developed a very good volunteer program to bring people on to our committees. Our committee responsibilities are also growing in scope. If you’re reading issues of DucTales and the Air Conveyance enewsletter, you see the many initiatives that are taking place. You should consider getting off of the sidelines and getting involved in one or more of these initiatives. NADCA needs you—a new crop of leaders who are passionate about this industry. I learned that when a past NADCA president challenged me to run for the board of directors. I was already on a few committees and involved. I am now nudging you! Every issue of DucTales includes the list of committees and committee volunteers following my letter. Do you want to gain credibility with your customers and industry peers? Get involved and get your name on the list. Volunteer on a few committees

President Michael Vinick, ASCS (’17) Duct & Vent Cleaning of America Inc. 311 Page Boulevard Springfield, MA 01104 (413) 734-8368 FAX: (413) 733-1997 mvinick@ductandvent.com

Secretary Mike White, ASCS (’17) Clean Air Systems of LA, Inc. P.O. Box 6210 225 Mount Zion Road Shreveport, LA 71136 (318) 869-0344 FAX: (318) 869-0346 mike.white@ cleanairsystemsiaq.com

1st Vice President Richard Lantz, ASCS (’18) Virginia Duct Air Cleaners, Inc. 1149 Waters Road Chesapeake, VA 23322 (757) 407-3845

Treasurer Dan Stradford, ASCS (‘18) Action Duct Cleaning 2333 Lincoln Ave. Altadena, CA 91001 Dstradford@aol.com

richard@virginiaairductcleaners.com

2nd Vice President Rick MacDonald, ASCS (’18) Armstrong Duct, Vent, Hearth & Home 531 Front Street Manchester, NH 03102 (603) 627-7016 FAX: (603) 627-7070 rmac@ahpv.com

NADCA Directors April Yungen, ASCS (‘18) Air Management Industries 8351 Elm Avenue, Suite 102 Rancho Cucamonga, CA 91730-7639 United States (909) 945-0041 airmgmt@tstonramp.com Frank Forrest (‘19) Carlisle HVAC 900 Hensley Lane Wylie, TX 75098 (972) 429-4972

Kevin Uilkie, ASCS (‘17) K.M. Facility Services, LLC 5631 N. 52nd Avenue Glendale, AZ 85301 (623) 930-5490 kevin@kmfacserv.com Mark Zarzeczny, ASCS (‘17) Schoen Duct Cleaning 704 Cooper Street Edgewater Park, NJ 08010 (609) 835-9500 mark@schoenairductcleaninginc.com

frank.forrest@carlislehvac.com

Adrea Casa, ASCS (‘19) Alisea SRL Frazione Tornello 120 Mezzanino, Italy 27040 (+39) 0382-583090

andrea.casa@alisea-italia.com

NADCA Headquarters 1120 Route 73, Suite 200 • Mount Laurel, NJ 08054 Toll Free: 855-GO-NADCA • Phone: (856) 380-6810 Fax: (856) 439-0525 • www.nadca.com

NADCA Staff Jodi Araujo, CEM Chief Staff Executive

Kristy Cohen Executive Director

Ashton Hald Meeting Manager

Victoria Ramsay Client Services

Holly French Membership & Certification Coordinator

Christina DeRose Standards & Specifications Marketing Manager

Erin O’Leary Meeting Coordinator

Holly Rose Industry Relations Manager


President’s Message

Training and Education

Made Easy! 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!

Interested? Call NADCA Headquarters at (855) GO-NADCA to learn more.

and contribute. Build a track record and prove your abilities, and then put your “hat in the ring” and run for the board of directors. Take a look at, ACR, the NADCA Standard. Look at the names listed on the inside cover. Sure, the committee members had to volunteer their time to review and make recommended changes to the Standard, but look at what they got in return. Their names are listed in an industry publication that is used within our profession. This is complete verification of their expertise in our industry. The fact that these people helped advance their industry may be enough, but there is so much more coming back to these volunteers in the way of industry recognition, credibility and, likely, increased business. There will be a volunteer meeting at the annual conference in March at Disney’s Contemporary Resort. It will be listed in the schedule of events. Circle that time and location and come to the meeting. I challenge you to invest the time to come to that meeting and get involved. As always, I want to leave you with a piece of advice from my father. My father often repeats a quote that he found on the tag of a Salada tea bag many years ago: “If you look forward to Monday as much as you look forward to Friday, you will be in jeopardy of being successful.”

No matter who you voted for, the politicians are not going to decide one day to pay your bills. They are not going to change your projection in life. Only you can do that. 5


NADCA News

NADCA Committee Assignments Annual Meeting Committee Chair: Mark Zarzeczny Immediate Past Chair: Michael Vinick Karen Cowan Frank Forrest Peter Haugen MJ Palazzolo Keith Reynolds Ray Strozyk

Kelly Dexter Tommy Gwaltney Matt Mongiello Anthony Paterno Terri Reynolds Cindy White

By-Laws Policies Procedures Committee Chair: Dan Stradford Immediate Past Chair: Richard Lantz

Melinda Allen Sharon Altenhoff

Certification Committee Chair: April Yungen Immediate Past Chair: Dan Stradford Chad Cowan Mike McDavid Duane Whetzel

Rick MacDonald Todd St. Ores Cindy White

Education & Safety Committee Co-Chairs:

Mike White Rick MacDonald

Jeff Bagley Frank Forrest Chet Goetz Richard Lantz Andrew McLaughlin Robert Rizen Tom Wengert

Mike Dexter Ron Gray Reece Howell Jerry Lawrence Dominic Menta Kevin Uilkie

Subcommittee: White Paper Committee Chair:

Dan Stradford

Subcommittee: Fall Technical Conference Co-Chair: Co-Chair:

Rick MacDonald Jimmy Meyer

Paul Covello Mike Dexter Richard Lantz Kehau Mendes Kevin Uilkie Mike White

Perry Bagley Frank Forrest Mike McDavid Robert Rizen Tom Wengert Vito Moscato

Subcommittee: CVI Training Task Force

Ethics Committee

Chair: Dan Stradford Immediate Past Chair: Richard Lantz Melinda Allen George Grozan Michael O’Rourke

Kelly Dexter Mike Wine

Finance Committee

Chair: Richard Lantz Immediate Past Chair: Michael Vinick John Line Dan Stradford

John Muller Al Sutton

Industry & Public Relations Committee

Chair:

Mike White

International Affairs Committee

Interim Chair: Michael Vinick Immediate Past Chair: Matt Mongiello Julio Cesar Arencibia Nelson Constanza Javier Dominguez Peter Haugen Rick MacDonald Travis Tassey

Carlos Boothby Nicolas Charland Eric Gordon Hugo Hernandez Al Sutton Valeria Vega

Chair: Mark Zarzeczny Immediate Past Chair: Richard Lantz

Membership Committee

Dave Adams Daniel Bowman Chad Cowan Peter Haugen Dan L’Herbier MJ Palazzolo Larry Stabb Travis Tassey

Perry Covello Terry Durham Andrew McLaughlin Clint Orr April Yungen

Carlos Boothby Jim Castellano Terry Donohue Clayton Ivany Scott Moritz Billy Prewitt Slade Stricklin Stephen Worrall

Subcommittee: Anti-Fraud Task Force Chair: Mark Zarzeczny Hal Ayer April Yungen Justin Viar

Jim Castellano Kelly Dexter Stephen Worrall

Subcommittee: ACR Marketing Task Force Chair:

Mark Zarzeczny

Jim Castellano James Shelley

MJ Palazzolo Larry Stabb

Subcommittee: Website Update Task Force Chair:

Jimmy Meyer

Richard Lantz Billy Prewitt

Paul Hannah

Subcommittee: Ad Hoc Research Task Force Dan Stradford Mike White

Richard Lantz

Subcommittee: EPA Website Update Task Force Chair:

Richard Lantz

Subcommittee: Editorial Committee

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Subcommittee: Energy Research Study Task Force

Chair:

Richard Lantz

April Yungen Dan Stradford

D U C TA L E S

Chair: Kevin Uilkie Immediate Past Chair: Michael Vinick

Gary Croshaw Peter Haugen Jimmy Meyer MJ Palazzolo Mark Zarzeczny

Subcommittee: Regional Coordinators

Chair: Kevin Uilkie U.S. Northwest – Vito Moscato U.S. Southwest – Matt Kelly, Kehau Mendes U.S. Northeast – Rick MacDonald, Nelson Constanza U.S. Southeast – Tommy Gwaltney, Perry Bagley Canada Region 9 – Gary Lapstra Canada Region 9.5 – Nicolas Charland Mid-East Region 10 – George Thomas Australia Region 11 – Travis Tassey Italy Region 12 – Andrea Casa China Region 15 Central & S. America – Carlos Boothby, Richard Lantz

Subcommittee: 2000 Members in 2020 Task Force Chair:

Michael Vinick

Nelson Constanza MJ Palazzolo

Tim Fico

Leadership Development Committee Chair:

Michael Vinick

Richard Lantz Bill Spinnler

John Line Dan Stradford

Standards Committee

Chair: Richard Lantz Immediate Past Chair: Bill Lundquist Paul Burns Brad Kuhlmann Rick MacDonald Byron Ware

Charlie Cochrane Greg Long Mike McDavid

JANUARY • FEBRUARY 2017


NADCA Staff Letters

A Letter From the Chief Staff Executive By Jodi Araujo, CEM

“What am I anymore if I’m not this?” – Ronda Rousey

B

y now we’ve all seen the replay, 48 seconds of brutal defeat and likely the end of an era in women’s UFC history. Ronda Rousey, with a record of 12-2 and arguably the best female fighter in UFC history, is likely facing an early retirement from the sport that defined her.

only to Mexico in the percent of managers working more than 40 hours per week, at 58 percent. With the increased flexibility afforded employees in today’s company culture, the expectation of availability during early morning and evening hours has also increased.

After her first loss to Holly Holm in 2015, Rousey found herself in despair. “In the medical room, I was down in the corner, I was sitting in the corner and I was like, ‘What am I anymore if I’m not this?’” Rousey told Ellen DeGeneres. “And I was literally sitting there and thinking about killing myself in that exact second, I’m nothing. Like what do I do anymore?”

It’s important to understand the tradeoff. The flexibility to schedule breakfast meetings and put in an eight-hour work day in the office or on the job site so you can leave at 3 pm to have time for family and kids’ activities has tremendous value. Conversely, attending school functions in the morning while staying late at the job into the evening can work also. But in order to keep up and meet expectations, the trade-off is that you’re always available via email, cell phone, instant message or any other medium that keeps us connected 24/7. Our employers and our customers want instant access – that is the reality of our world today.

Don’t let your job define you. The statistics are there and we see the headlines, but we remain hardworking Americans connected to the world and to our jobs long beyond 5 pm. Technology allows us many luxuries, but it’s also become our umbilical cord to the non-stop grind. A third of full-time workers say it has become more difficult to manage work-life balance over the past five years, according to an Ernst & Young report. The 40-hour work week is a thing of the past. The U.S. is second D U C TA L E S

Stay creative and find ways to merge your work and personal lives. Book a family get-away on the heels of a business trip (bring the family to Palm Springs next year), connect with your customers on a personal level and find new excitement in the same

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work. I find the varied personalities and expectations brought by new volunteers to be enlightening. Observing people, their motivation and work throughout their volunteer time with NADCA helps me to learn and grow in my Chief Staff Executive role. I also learn every day from my peers and the NADCA team. They may not know it, but I’m always observing and learning, even in the simplest moments. There’s more to who we are than what we do for a living. Set boundaries. I know, sounds so simple, but not so easy, right? Well, it’s like exercise, once you start, you can’t live without them. Set boundaries. Be fair and kind to yourself and people will come to respect your time. If you don’t respect your own calendar, your own time, then who will? Put the phone down, have dinner with the family, read a book and don’t respond to email at 11 pm (guilty!). They say be true to yourself, but I say that who I am is absolutely responsible for my drive and success today. Those same traits that make me a workaholic are the same that make me so good at whatever I choose to do. Work hard, but play hard too. Balance. Find it, don’t be defined by your work. 7


NADCA Staff Letters

Cannabis and IAQA: Implications for the Industry By Kristy Cohen, NADCA Executive Director

T

he November 2016 issue of ACHR News featured an article, “HVAC’s Growing Role in the Marijuana Industry.” The article caught my attention because NADCA’s upcoming 28th Annual Meeting will be touching on this very topic.

for microbiological contaminants, mycotoxins, pesticides and more. As the industry continues to grow, it’s likely that tighter regulations will be put in place for medical grow facilities, perhaps similar to those used for pharmaceutical facilities. This may lead to increased demand for HVAC system cleaning services in this very unique environment.

With eight additional states permitting recreational use of cannabis in the recent election and 29 states currently legalizing it for medicinal purposes, we’ve seen a significant increase in the number of facilities used in the United States for the cultivation, processing and retail selling of marijuana. Regardless of whether you agree with the legalization of cannabis, this emerging industry is worthy of attention when you consider the implications related to HVAC. Indoor air quality (IAQ) and odor control are critical for marijuana grow facilities. Commercial grow facilities typically contain heating, air conditioning and humidity control equipment and ventilation fans. Ventilation systems are important for removing contaminants from the space. Marijuana plants emit a very strong skunk-like odor, and local authorities typically require ventilation systems to be installed to prevent odors from leaving the premises. Air conditioning and heating equipment plays a vital 8

role as well in ensuring proper temperature and humidity levels to prevent the growth of mold and pathogenic organisms. The risk of contaminants being introduced to the environment via the HVAC system components and ducting along with ongoing recontamination due to poorly maintained HVAC systems is a concern for cannabis medical grow facilities. Many states where medicinal marijuana is legal require lab testing of marijuana samples

If you’re interested in learning more about the connection between the growing cannabis industry and IAQ, I invite you to attend NADCA’s 28th Annual Meeting taking place March 20-22, 2017 at Disney’s Contemporary Resort in Lake Buena Vista, Florida. Greg Long, longstanding NADCA member and member of the Indoor Air Quality Association (IAQA) board of directors will be presenting “IAQ Issues in the Emerging Legal Cannabis Growing Industry.” You’ll learn more about this emerging industry and the opportunities these IAQ issues may present for your business. This is just one of many interesting topics that will give you food for thought as you work to grow your business and take advantage of emerging industry trends. For the full program and to register, visit nadca.com/annualmeeting. We hope to see you there!


Industry News

In Brief C

A

limb Wyoming, a nonprofit organization that offers intensive job training for low-income single mothers, recently congratulated its first class of HVAC trainees. The program introduced the HVAC training program as a result of strong industry forecasts. The HVAC industry is expected to grow 14 percent by 2024, but just 1.7 percent of HVAC installer and mechanic positions were held by women in 2015.

joint study by researchers at the MIT Sloan School of Management and Harvard Business School took a critical look at the QuickPay program, which accelerates payments from the government to small business contractors from 30 days to just 15 days. The study found that in three years, the QuickPay program increased businesses’ payroll by $6 billion and helped those businesses create more than 75,000 jobs.

H

S

ere’s another one for the “strange things found on the job” file: Techs from an air duct cleaning company in Hollywood, Florida, were at a residential system cleaning job when the homeowner noted that their beloved cat had gone missing. Assuming he had slipped out the front door, techs helped search the area for the cat for over an hour before getting back to work. However, upon resuming the work, techs found the pet, scared and stuck, inside one of the home’s air ducts. He was safely removed and the job was completed.

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outh Australia (SA) health officials are advising residents of its capital city, Adelaide, to have their air conditioning ducts cleaned after a city-wide outbreak of Legionnaire’s disease. Potential contamination and spread is being blamed on the region’s recent weather fluctuations that have been putting AC systems under a heavy load and then stopping in milder temps. Four confirmed cases have been reported, though officials haven’t been able to link the cases to any one common location, raising concern for broader impact across the city.

D U C TA L E S

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Researchers Develop Environmentally Friendly, Soy Air Filter

W

ashington State University researchers have developed a soy-based air filter that can capture toxic chemicals, such as carbon monoxide and formaldehyde, that current air filters can’t. The research could lead to better air purifiers, particularly in regions of the world that suffer from very poor air quality. The engineers have designed and tested the materials for the biobased filter and report on their work in the journal Composites Science and Technology. Working with researchers from the University of Science and Technology Beijing, the WSU team, including Weihong (Katie) Zhong, professor in the School of Mechanical and Materials Engineering, and graduate student Hamid Souzandeh, used a pure soy protein along with bacterial cellulose for an all-natural, biodegradable, inexpensive air filter.

Hazardous Gases Escape Most Filters Poor air quality causes health problems worldwide and is a factor in diseases such as asthma, heart disease and lung cancer. Commercial air purifiers aim for removing the small particles that are present in soot, smoke or car exhaust because these damaging particles are inhaled directly into the lungs. D U C TA L E S

With many sources of pollution in some parts of the world, however, air pollution also can contain a mix of hazardous gaseous molecules, such as carbon monoxide, formaldehyde, sulfur dioxide and other volatile

JANUARY • FEBRUARY 2017

organic compounds. Typical air filters, which are usually made of micronsized fibers of synthetic plastics, physically filter the small particles but aren’t able to chemically capture gaseous molecules. Furthermore, 11


Industry News

they’re most often made of glass and petroleum products, which leads to secondary pollution, Zhong said.

Soy Captures Nearly All Pollutants The WSU and Chinese team developed a new kind of air filtering material that uses natural, purified soy protein and bacterial cellulose— an organic compound produced by bacteria. The soy protein and cellulose are cost-effective and already used in numerous applications, such as adhesives, plastic products, tissue regeneration materials and wound dressings.

The materials are also cost-effective and biodegradable. “Soybeans are among the most abundant plants in the world,” said Zhong, of why they make economical sense for use in air filtration “Air pollution is a very serious health issue,” she said. “If we can improve indoor air quality, it would help a lot of people.”

Patents Filed on Filters, Paper Towels In addition to the soy-based filters, the researchers have also developed gelatin- and cellulose-based air

filters. They are also applying the filter material on top of low-cost and disposable paper towels to reinforce them and improve performance. They have filed patents on the technology and are interested in commercialization opportunities. The work keeps with WSU’s Grand Challenges, a suite of research initiatives aimed at large societal issues. It is particularly relevant to the challenge of sustaining health and its theme of healthy communities and interventions to sustain public health.

Soy contains a large number of functional chemical groups — it includes 18 types of amino groups. Each of the chemical groups has the potential to capture passing pollution at the molecular level. The researchers used an acrylic acid treatment to disentangle the very rigid soy protein, so that the chemical groups can be more exposed to the pollutants. The resulting filter was able to remove nearly all of the small particles as well as chemical pollutants, said Zhong.

Filters are Economical, Biodegradable Especially in very polluted environments, people might be breathing an unknown mix of pollutants that could prove challenging to purify. But, with its large number of functional groups, the soy protein is able to attract a wide variety of polluting molecules. “We can take advantage of those chemical groups to grab the toxins in the air,” Zhong said.

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D U C TA L E S

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Your Business

How to Know When to Change Your Business Plan By Tim Berry

S

ometimes you need to stick to your business plan to make it work. Even a mediocre strategy consistently executed over time is better than a series of brilliant strategies that keep going off in different directions. Strategy often takes time. On the other hand, there is no virtue in sticking to a plan just for having stuck to a plan. We live with constant change. Which brings me to the dilemma that many business owners face: Do I stick to my plan, or change it? If I change it, then is my plan vs. actual (reality) valid? Doesn’t it take consistent execution to make strategy work?

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I’ve been dealing with this dilemma for years as a business owner, entrepreneur and consultant. I want to suggest some guidelines to help you decide whether to change the plan midstream, or not.

A Good Planning Process It starts with having a plan that includes priorities, milestones and expected results. Also, you have to track results and compare them to what you had planned or expected to see. As you developed those expectations, you should have included assumptions. Ideally you have that process going on already. Without it, there’s no plan to change, and you are managing reactively. If you don’t have a process of planning in place, start it D U C TA L E S

immediately so that you have a better planning process later on.

Stay the Course or Revise the Plan? Take some time each month to review your plan and its results. Once you have the process established, it doesn’t take more than an hour or two to get team members together. Start that monthly meeting with a good hard look at your underlying assumptions. Identify the key assumptions and whether they’ve changed. When assumptions have changed, there is no virtue whatsoever in sticking to the plan you built on top of them. Revise your plan, automatically, when key assumptions have changed. JANUARY • FEBRUARY 2017


Next, look at the differences between what you planned and what actually happened. Identify key differences between the plan and actual results. Some will be better than planned, and some worse. For each key difference you discover, and all of them combined, use your best judgment and common sense to determine whether the differences were caused by false expectations or unexpected good or bad execution. Also, consider external and internal factors that may have influenced the results.

The best time to plant a tree is 20 years ago. The second best time is today. –African proverb

Maybe your expectations were too conservative, or too optimistic. In that case, you revise your plan. Use your common sense. Were you wrong about the whole thing, or just about timing? Has something else happened, like market problems, disruptive technology or competition to change your basic assumptions? Maybe you discover you and your team have executed better than expected, or results were better than expected. Hooray! Stick to the plan. It’s working. And maybe you discover that your execution was wrong, poor or flawed. If any of those reasons are the case, work on executing better and change the plan. Do not revise your plan glibly. Remember that some of the best strategies take longer to implement. Remember also that you’re living with it every day; it is naturally going to seem old and boring long before the target audience gets it.

“It is better to take many small

steps in the right direction than to make a great leap forward only to stumble backward.”

This article originally appeared at sba.gov. Learn more about Tim Berry at timberry.com.

D U C TA L E S

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–Chinese proverb 15


Your Business

By Brad Brenner

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rctic Vortex aside, February is a time when Americans begin that mental thaw that signifies a new season is on its way. We can feel it off in the distance. Spring may actually arrive once again. And as part of our post-hibernation rituals, we turn our thoughts to home projects on the horizon, chores that will need to be addressed and improvements we hope to achieve this time around. In other words, it’s 18

the season of the home and garden tradeshow. In the next few months, hundreds of thousands of homeowners throughout the U.S. will wander up and down the aisles of their local home and garden show looking for ideas for home efficiencies and improvements, seeking inspiration for better designs and deciding D U C TA L E S

their next steps. There will also be thousands of vendors looking to grab a small piece of the crowd’s attention and generate enough interest to make their exhibit investment worthwhile. Like any type of marketing, tradeshow success is as much an art as it is a science. Over the past couple of years, I’ve spoken with dozens of JANUARY • FEBRUARY 2017


Tip:

Keep the entrance way open. Perhaps turn your table(s) sideways – along the left or right side of your booth. You still have a place to put brochures and other marketing collateral, but it’s now being handed out to folks you’ve prequalified with a short informative conversation inside the booth.

Booths The size and location of your booth is not as significant as its arrangement. A lot of vendors use tables across the front of their booth as pseudoborders to separate them from tradeshow traffic. While this may feel “safer,” safe won’t get you sales. By leaving the entranceway to the interior of your booth as open as possible, you invite interaction— something that is critical for HVAC service providers that offer the type of services that typically require some level of education and discussion.

Banners HVAC service providers who have participated at tradeshows—some successfully, others not so much. Some swear by them—others swear at them. Therefore, I thought now would be an ideal time to review some of the science and art of how to maximize your success at your next tradeshow.

D U C TA L E S

Lots of anguish (and money) is spent on tradeshow banners. They can be an asset but are often misused through poor design and even poorer understanding of their appropriate use. The purpose of a back banner (one that forms the back wall of your booth) is simply to attract favorable attention and to give a good first impression. Nothing more. You want it to say in the instant that someone

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takes a glance at it, “this vendor is a professional and someone I can trust.” It should also provide the passerby with the immediate feeling that whatever is going on in this booth is something that could very well pertain to “me.” This is done with images, not words. The most effective back banner is typically 95 percent graphics—say a picture of a happy family together in their clean house. As a general rule, less is more! Clean. Simple. Attractive. Relatable. The biggest mistake vendors make with banners is that they often design them from the perspective of their sales team and not their customers. What would a homeowner find more compelling: a large banner with a picture of a happy family or a huge picture of equipment and an inside look at a dirty duct system? Hint: People are drawn to pictures of other people, especially if they can relate to them. If you include any words on the back banner at all, they should be few and simple—just enough to give a passerby a general idea of what you represent—perhaps something like “Save Energy. Increase Comfort.” That’s it. This isn’t the place to tell your entire story. Remember the sole purpose of the back banner is to draw attention and give a good first impression. One other thought here: A lot of vendors are proud of their logo and have it placed front and center on their back banner. But unless you have a well-recognized logo that people are seeking out (e.g., Coke, IBM, Apple), your logo is much more important to you than it is to potential customers. Use this valuable real 19


Your Business

estate on your banner for problem/ solution messages instead.

Tip:

Provide a show special that requires immediate action. “Sign

I find the use of smaller side banners in conjunction with the back banner to be one of the most effective booth treatments. Side banners up front near the aisle are more easily read by visitors and therefore are appropriate for more detailed messaging.

up today and receive 50% off your duct cleaning. Good through this week only!” One of the side banners can provide an ideal location for a huge “50% OFF” emblem. It will help you grab attention and engage with

Special Offers As with any sale, you enhance your chances of closing if you provide a reason for the person to act NOW. This is especially true at a tradeshow where hundreds of vendors are competing for your customer’s money. Should they commit their home budget to cleaning their HVAC system or to a cool new windmill for the roof of their house? HVAC shops are often in the enviable position of having complementary services that can easily be leveraged for an effective puppy dog close (a sales term for getting your foot in the door). Discount duct cleaning, free inspection and system testing are all offers that have proven to be effective for HVAC businesses.

visitors.

Tip: Devote one of the side banners to your special offer and the other one to educational purposes—perhaps a bulleted list of key messages about your product and services.

Participate Perhaps the most important advice I can impart is to come prepared to participate. Your success is directly related to your willingness to initiate the conversation with your booth visitors. While this may seem obvious, we’ve all been to tradeshows where we find dozens of vendors with nicely designed booths, brochures neatly spread out on the table—and a sales rep sitting in a corner reviewing his or her email. There is nothing worse at a tradeshow than that.

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In Part II of this series, I’ll provide some suggestions on how you can startup meaningful conversations with visitors whose intent is to ignore your booth. We’ll also look at other things you can do to maximize your tradeshow results, even after the D U C TA L E S

show has closed its doors and left town. Brad Brenner is the principal of Brenner Associates Marketing Communications, a fullservice agency delivering proven marketing strategies to HVAC and mechanical contracting businesses nationwide.

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Feature

ar B he t g n i t t e S

NADCA Breaks its Own Record with 97% Membership Renewal Rate

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certification, networking and advocacy that brings members back year after year.

Why Membership Matters

However, one of the strongest points for NADCA is the opportunity it’s working to create in the marketplace for member companies. In 2016, NADCA updated its General Specifications document and started reaching out directly to the professionals commissioning commercial air duct cleaning jobs —architectural and engineering firms. The goal was to make them aware of the NADCA General Specification and ACR, the NADCA Standard, and emphasize the importance of including NADCA standards and certifications in their specifications. “This kind of focus means that these professionals are commissioning jobs by NADCA

ast year, we celebrated NADCA’s membership renewal rate — the number of members who renew their membership in NADCA in a given year. Compared to the current industry average membership renewal rate of 87 percent, NADCA was far ahead of the curve at 94 percent. 2017, however, is setting new records: This year’s membership renewal rate is an almost unheard-of 97 percent!

Retaining members ensures longterm health and viability of an organization. A low renewal rate means an organization is struggling to retain members. With a focus on benefits that provide true value to members, NADCA manages to provide the right mix of education, D U C TA L E S

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members,” says Jodi Araujo, CEM, NADCA’s Chief Staff Executive. The value to NADCA members is obvious. “NADCA-certified companies gain a competitive advantage while substandard companies are weeded out,” said Araujo. Efforts to provide members with unparalleled benefits didn’t stop there. The association’s efforts to provide professional development and education resulted in 278 certificants receiving their Air Systems Cleaning Specialist certification. Classes were offered at NADCA’s Fall Technical Conference and at its Annual Meeting, in addition to online (for renewals) and at other sites. “Maximizing the availability and reach of NADCA education makes it easier for members to obtain and 21


Feature

97% Renewal Rate

105 55

NEW Members

members with 25 years or longer

69

members with 20 + years

105

members with 15 + years

190

members with 10 + years

35% of members have been members for 10+ years

22

59%

NADCA membership includes 282

of members have been members for 5+ years

30 different countries

international members from

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maintain their certifications,” said Kristy Cohen, NADCA’s Executive Director. In 2016, NADCA’s education even reached Italy with the launch of the Italian VMT Training Site. More than 90 individuals participated and earned their VMT Certificate of Completion. And, there are plans for NADCA to provide ASCS courses in Spanish. Michael Vinick, NADCA President, previously noted the importance of welcoming more members to NADCA. “It’s not easy to encourage your competitor to do better and

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improve by becoming certified, but that’s one less potential scammer, one less person out there doing the job the wrong way,” he said.

Broadening Horizons One of NADCA’s key efforts in 2017 will be building its Breathing Clean initiative. “The goal of Breathing Clean is to enhance NADCA’s reputation and increase awareness to the consumer market about the benefits of proper air duct and HVAC cleaning as it relates to indoor air quality and energy efficiency,” said Caitlin McWilliams, NADCA’s marketing manager. In addition to educating homeowners about

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NADCA certification, the initiative will also help connect homeowners with NADCA-certified companies. NADCA works tirelessly to advance the industry as a whole, and 2017 is off to a strong start!

Did You Know? Handling all those renewals is no easy task! NADCA staff mailed 4,000 paper renewal notices during the renewal period and fielded hundreds of phone calls.

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NADCA News

There’s Still Time!

Plan to Attend NADCA’s Annual Meeting March 20-22

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ADCA makes every effort to make sure members and industry pros know about NADCA’s annual meeting with plenty of time to register and plan their trip. But despite all the notice, the meeting can still creep up on hopeful attendees. If you’re still contemplating attending the annual meeting, or if you just decided you want to attend, read on for your options and registration info.

Room for All Early birds are definitely rewarded with discounted registration, but our friends and members who miss the deadline for the discount can still register at annualmeeting.nadca.com anytime between now and the meeting. “The main advantage to registering in advance — other than that early bird discount — is that you make sure your seat is reserved,” said Ashton 24

Hald, NADCA’s meeting manager. “But even if registering in advance isn’t possible for someone who still wants to attend the meeting, they can register on site at the meeting.”

year’s Hall of Fame inductees. The member party is included as part of the attendee registration fee, but guest tickets can also be purchased for $150 each.

While NADCA makes it easy to just show up to the meeting and register, there’s one place that doesn’t accommodate living on the edge: the conference hotel. “NADCA gets a block of rooms that tend to sell out fast,” says Hald. “Plus, there’s a discounted group rate that makes it more affordable for attendees. That’s one area that attendees may want to plan ahead for and book in advance.”

If you’re wondering who’s bringing a guest, don’t forget that the meeting is happening at Disney’s Contemporary Resort in Lake Buena Vista, Florida, a convenient, family-friendly location. Tickets to each of the Disney theme parks are available at a discounted rate, and tips for traveling to Disney can be found on NADCA’s website at annualmeeting.nadca.com/hoteltravel-info.

Seriously, Don’t Miss This

Register

If there’s one thing NADCA knows how to do, it’s relax and have fun with friends. Known for its member party at the annual meeting, NADCA is outdoing itself with a party at the House of Blues in celebration of this D U C TA L E S

Register on site or in advance at annualmeeting.nadca.com.

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Schedule at a Glance Monday, March 20, 2017 7 am–8 pm

Registration

7 am–2 pm

Golf Outing (optional activity)

7 am–8 am

Breakfast (PreConference Training attendees only)

3:30 pm– 4:30 pm

Microbial Remediation in Air Duct Cleaning Projects (2 CECs) Presenter: Walter Carter

7 am–4 pm

Registration

Pre-Conference Training

7 am–8 am

Breakfast Open in Exhibit Hall

5 pm–9 pm

Grand Opening of Exhibit Hall* & Welcome Reception

8 am–8:45 am

Concurrent Session Breaking the Glass Ceiling on Your Company’s Growth Presenter: Cliff Budnick

6:30 am–4:30 pm

Registration

6:30 am–8 am

Breakfast Open in Exhibit Hall*

7 am–10:30 am

Air Systems Cleaning Specialist (ASCS) Certification Exam English / Spanish

7 am–10:30 am

Certified Ventilation Inspector (CVI) Certification Exam

8:00 am–9:45 am

General Business Meeting

9:45 am–10 am

Morning Break

10 am–11:30 am

Keynote Address: Disney’s Approach to Quality Service

11:30 am– 2 pm

Exhibit Hall Open with Lunch*

2:15 pm–3:15 pm

Commercial Dryer Vent Cleaning Presenter: Kehau Mendes

Panelists: Bill Lundquist, Charlie Cochran, Todd Stokes

Cleaning Coils Better & More Efficiently Presenter: Robert Rizen

11 am–11:45 am

Concurrent Session Insurance: Prudently Preparing for a Disaster in Your Business Presenter: Gail Moraton

Attract New Clients—A Winning Formula for Marketing & Sales Presenter: Arlene Pedersen

11:30 am–1:30 pm

Exhibit Hall Open with Lunch*

Wednesday, March 22, 2017

8 am–5 pm

Tuesday, March 21, 2017

9 am–9:45 am

IAQ Issues in the Emerging Legal Cannabis Growing Industry Presenter: Greg Long Concurrent Session Digital Marketing Communication to Promote Your Business Presenter: Jon Kinsella Coatings in HVAC Systems Presenter: Mike Dexter

9:45 am–10 am

Morning Break

9:45 am–10:45 am

Exhibitor Meeting

10 am–10:45 am

Concurrent Session Panel Discussion: Service Agreements: How to Successfully Use Them in Your Business

12:30 pm–1:30 pm International Forum Meeting 12:30 pm–1:30 pm “Are You a Leader?” Volunteer Meeting 1:45 pm–2:45 pm

Duct Pressure Testing & Duct Leakage (2 CECs) Presenter: Mike White

3 pm–4 pm

Duct Sealing & Changes in Building Codes (2 CECs) Panelists: Tim Eorgan, Cole Stanton, Neal Walsh, Scott Witheron

7 pm–10 pm

NADCA Member Party In Honor of Hall of Fame Inductees

*Must be age 18+ to enter Exhibit Hall. D U C TA L E S

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NADCA News

Pursuing and Maintaining ASCS Certification T ASCS Certification at he Air Systems Cleaning Specialist (ASCS) certification, NADCA’s landmark certification, not only sets technicians apart from the competition, it also shows customers that the technician is skilled, consistent and committed to his or her professionalism. As building codes become more stringent and forward-thinking homeowners become more aware of how to save energy, there’s never been a better time to become ASCS certified or take the required steps to maintain certification.

How to Become Certified NADCA issues an exam for ASCS certification, which tests the knowledge and skills needed to become successful in the HVAC inspection, cleaning and restoration industry. The exam covers a range of topics, including indoor air quality, safety, mechanical, field experience and the ability to correctly apply practical knowledge. Prepare for the ASCS exam by:

Taking the practice test NADCA developed a short list of practice test questions to give candidates a general idea of the common format of typical questions included in the ASCS certification exam. Registering for the Exam The ASCS certification exam is available at testing centers throughout the world and at the upcoming NADCA Annual Meeting on Tuesday, March 21, in Lake Buena Vista, Florida.

Maintain or Renew Certification

Reviewing the ASCS Candidate’s Guide

NADCA requires certified individuals to have six Continuing Education Credits (CECs) each year to be eligible to renew their certification. CECs can be awarded after attending NADCA seminars and conventions, by achieving a passing score on online renewal quizzes or attending industry-related training programs.

Studying

Certification renewal must be completed each year by June 30. Individuals who do not renew their will have to retake the ASCS certification exam to become recertified. In addition, there is an

The ASCS Candidate’s Guide reviews the exam content outline and includes a recommended reading list. Visit nadca.com/ testing to access the guide.

There are a variety of optional, recommended study materials and training opportunities 26

available to help prepare for the ASCS exam, including online traning and classroom training

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NADCA’s Annual Meeting

NADCA’s 28th Annual Meeting & Exposition will host three continuing education sessions, worth two CECs each, allowing you to complete the continued education requirements for your renewal while at the Annual Meeting.

CEC TRAINING SESSIONS Tuesday, March 21 3:30–4:30 pm | Microbial Remediation in Air Duct Cleaning Projects Wednesday, March 22 1:45–2:45 pm | Duct Pressure Testing & Duct Leakage 3:00–4:00 pm | Duct Sealing & Changes in Building Codes The pre-conference training sessions on Monday, March 20, are optional courses that can help technicians prepare for the ASCS and CVI exams. For more information about all things certification, visit nadca.com/ certification. annual maintenance fee ($95 for members, $920 for nonmembers) associated with ASCS certification renewal. JANUARY • FEBRUARY 2017


Committee Spotlight NADCA Working for You NADCA committee members have been working hard to provide members with tools they can use to be successful and get the most out of their NADCA membership.

Improving the Member Experience In an effort to improve the member experience, NADCA is making some big changes to the way in which NADCA members will be able to access online training and renewal quizzes for certification renewal. Members who have previously taken either the ASCS or Ventilation Maintenance Technician (VMT) online training programs have likely experienced the frustration of needing to set up a separate account, username and password on nadcatraining.com to access the training. Those who take renewal quizzes each year for their certification renewal have also had this same experience by needing to set up a separate account, username and password for nadcatesting.com. Beginning in March 2017, NADCA’s online training and certification renewal quizzes will be housed directly on the NADCA website at nadca.com. This means users will be able to use their NADCA login to access the online training and renewal quizzes without visiting other websites and creating additional accounts and passwords.

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To purchase online training, visit nadca.com/education/onlinetraining. To purchase and complete a renewal quiz, visit nadca.com/ education/renewalquizzes. Please note that anyone who is interested in becoming certified will still need to utilize nadcatesting. com to register to take a certification exam at a testing center. However, after they become certified, they will be able to access renewal quizzes at nadca.com.

Have questions? Contact us at membership@nadca.com.

Certification Committee

Meeting bid specifications

Attracting more customers

Meeting the ASCS requirement for NADCA membership

The ASCS Certification is renewable each year by June 30. Individuals who renew their certification after this deadline must pay an additional late fee. Those who do not renew and allow their certification to lapse have to re-take the ASCS exam. Don’t let this happen to you! Follow these important steps to ensure that you maintain your ASCS certification: Step 1: Obtain 6 valid CECs for ASCS Certification Renewal

NADCA’s Certification Committee, led by Committee Chair April Yungen, wants you to have the information you need to acquire and maintain your NADCA ASCS certification.

You cannot renew your ASCS without providing proof of 6 CECs. CECs can be obtained in a variety of ways including:

ASCS Certification Renewal

At NADCA’s Annual Meeting – 6 CECs

At NADCA’s Fall Technical Conference – 6 CECs

NADCA Webinars – 2 – 6 CECs

NADCA Online Renewal Quizzes – 2 – 6 CECs

Other Approved Industry Events – 1 – 4 CECs

This landmark certification enhances one’s professional development and is also a world-wide credential recognizing a person’s knowledge and skills related to HVAC system hygiene. Today, many job specifications require that a certified ASCS be on a project. Having an ASCS certified technician on staff can benefit your company in many ways, including:

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For more information about approved CECs visit nadca.com. 27


NADCA News

Important: Please note that the cost of NADCA webinars and online renewal quizzes does not include the $95 ASCS renewal dues amount. The renewal dues amount is separate from the cost of purchasing these items. Step 2: Submit proof of CECs & Pay ASCS Certification Renewal Dues By June 30 Renewal notices will be sent out in March prompting all certified individuals and their member companies to renew. You will be able to log on to your member services account online at nadca. com to upload proof of CECs and pay your renewal dues. If you do not submit proof of CECs and pay your renewal dues by June 30, you will be assessed a late fee. You will not receive your updated ASCS certificate until all CECs and renewal fees (including late fees) have been paid, along with the NADCA member company’s renewal dues.

FAQs: ASCS Certification Renewal Is the cost of the ASCS renewal dues included in the price of the NADCA renewal quizzes or webinars? No. The ASCS renewal dues fee is separate from the cost of any training, quizzes or webinars that you may purchase and take to obtain 6 CECs.

What will happen if I do not submit proof of CECs and pay the ASCS renewal dues by June 30? You will be assessed a $75 late fee. You will not receive your renewed ASCS certificate until proof of CECs and payment of renewal dues plus the late fees are paid. If you do not renew, your certification will be terminated and you will have to retake the ASCS certification exam. When will I receive my renewed ASCS certificate? You will receive your renewed ASCS certificate once all of the following steps have been completed: 4

Submit proof of 6 valid CECs

4

Pay ASCS renewal dues (and late fees if applicable)

4

Your company has completed the company’s NADCA membership renewal

How do I know if a course I took is valid for CECs? Check out the list of approved CECs at nadca.com under Certification ASCS - How to Renew. If you have taken a course that is not listed, you can complete and submit a Request for CEC Approval form. Remember, NADCA member companies must maintain at least one certified ASCS on staff to maintain their membership. Don’t let your certification lapse; renew your ASCS certification by June 30!

Have a renewal question or need assistance? Contact us at membership@nadca.com or (856) 437-4674

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NADCA News

New ASCSs Moayed Abdel Hadi Drake and Scull International PJSC Dubai, UAE Roy Barden DuctMedic Charlottesville, VA Lena Bazzi Elite Duct Services Dubai, UAE Samuel Bevens Air-Vent Duct Cleaning, Inc. Hammonton, NJ Alan Boring Stanley Steemer of Charleston Charleston, SC Donald Brodsky Flash Restoration Boca Raton, FL Neculai Buraga Firotek S.R.L. Rome, ITA Antonio De Leo Sterimed SRL Milano, ITA Jerry Dew Hyper Clean Duct Cleaning, LLC Midlothian, VA Brian Elder Duct Detectives Incorporated Orlando, FL

Andrea Folino GADOMED SRL Genova, ITA

Daniele Lilla GIMA Industria Srl Anagni, ITA

Daniele Fraoni Ambiente e Risorse SRL Ploaghe, ITA

Eric Maheux Le Groupe IMO Solution, Inc. Montreal, QC CAN

Daniel Glasco Dirty Ducts, Inc. Oklahoma City, OK

Petrica Palos Firotek S.R.L. Rome, ITA

Giovanni Grutta GIIME SRL Parma, ITA

Ryan Reese Air Duct Cleaners Cottonwood Heights, UT

Giuseppe Grutta GIIME SRL Parma, ITA

Jason Rodriguez Ductworks, Inc. Arvada, CO

Alex Gurevich Flash Restoration Boca Raton, FL

Zachary Sailsbury Hyper Clean Duct Cleaning, LLC Midlothian, VA

Joe Henhawke Dial One Duct Cleaning Courtice, ON CAN

Andrew Salazar Enviropro USA Miami, FL

Daniel Hernandez Duct Detectives Incorporated Orlando, FL

Mario Scarciglia BSF SRL Caltanissetta, ITA

Ho Hon Fatt K Clean Services Bandar Seri Begawan, BRN

Shivanan Seenath Air Flow Concepts & Property Maintenance, LLC Coral Springs, FL

Aaron Hotton Eco-Steam 2015 Ltd Grande Prairie, AB CAN

Giovanni Tolomeo CMCA SRL Caraffa di Catanzaro, ITA

Jordan Hurney Duct Detectives Incorporated Orlando, FL

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New Members NEW COMPANIES Air Flow Concepts & Property Maintenance, LLC Coral Springs, FL

Drake and Scull International PJSC Dubai, UAE

Hammonton, NJ

Midlothian, VA K Clean Services

Eco-Steam 2015 Ltd Grande Prairie, AB CAN

BSF SRL Caltanissetta, ITA

Enviropro USA Miami, FL

Dial One Duct Cleaning Courtice, ON CAN

Flash Restoration Boca Raton, FL

Dirty Ducts, Inc.

Oklahoma City, OK

GADOMED SRL

Molendinar, QLD AUS Hyper Clean Duct Cleaning, LLC

Dynesic Technologies Lima, PA

Air-Vent Duct Cleaning, Inc.

Hydrokleen Global

Bandar Seri Begawan, BRN Le Groupe IMO Solution, Inc. Montreal, QC CAN NEW AFFILIATE Ahmed Allithy Riyadh, SAB

Genova, ITA

Industry Calendar NADCA Events

Related Industry Events

NADCA 28th Annual Meeting & Exposition March 20-22, 2017 Lake Buena Vista, FL

2017 IKECA Annual Membership Meeting Charleston, SC May 10-13, 2017

NADCA Fall Technical Conference Sept. 14-16, 2017 St. Louis, MO

2017 ASHRAE Annual Conference Long Beach, CA June 24-28, 2017 2017 SMACNA Annual Convention Maui, HI Oct. 22-25, 2017

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DucTales January/February 2017