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Vol. 30, No. 4 • July/August 2018

RAPID RESPONSE The massive cleaning effort to restore a community’s only hospital to working order just days after an explosion rocked the area

Also in this issue The Psychology of Pricing Strategy

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Fall Tech 2018 Preview

27

A Breathing Clean Update

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Contents Editor Sarah Black Publisher Jodi Araujo, CEM

Features

RAPID RESPONSE

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. 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 p ­ roducts, nor any p ­ articular model of equipment.

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

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.

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Cleaning After a Crisis

In Every Issue

Industry News

4

President’s Letter

6

Chief Staff Executive’s Letter

8

Executive Director’s Letter

11 Ohio City Commits to Improving Commercial Building Stock With New Incentives

34 Committee Spotlight 35 New NADCA Members, ASCSs, & CVIs

12 The 7th Edition of the ASEAN M&E Show 14 UL-181A — What? Who Cares?

36 Industry Calendar

Your Business

NADCA News

16 The Psychology of Crafting a Great Pricing Strategy

27 Plan Now for Fall Tech

20 5 Best Risk Management Strategies

32 Breathing Clean: By the Numbers

30 In Case You Missed It: CVI Webinar 33 NADCA’s Hall of Fame Nomination Form

The Sustainable Forestry Initiative program promotes responsible forest management. ®

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President’s Letter

The Road Less Traveled By Richard Lantz, NADCA President and Chairman of the Board

S

ummer breezes, high humidity and cool evenings. I’m a traveling man. In the last issue, I was across the Atlantic meeting with our Italian members and this month I’m on my Harley heading across the United States for what is the most iconic motorcycle event of the past century. More than half a million riders, concert fanatics and street-food enjoyers attend the Sturgis Motorcycle Rally every year. Sturgis is located in the Black Hills of South Dakota, minutes from Mount Rushmore, Crazy Horse, Devils Tower, Custer State Park and some of the most scenic riding in the country. You may be asking yourself how someone can drive more than 1,800 miles across the country, on a motorcycle, stay in Sturgis for a week or 10 days (attending some amazing concerts and parties!), and then make that 1,800+ mile drive back to Virginia. John D. Rockefeller was a wise man. He once said, “If you want to succeed you should strike out on new paths, rather than travel the worn paths of accepted success.” Well, instead of taking the direct 1,800mile route, I head to Louisiana to pick up my dear friend and fellow NADCA board member, Mike White, and we take the scenic route, site seeing and exploring roads less traveled through this amazing countryside. When all is said and done, this is an 8,000-mile round-trip ride through the most iconic, most American locations. The same ideology applies to business. One may argue that consistency and specialization in your product and service offerings brings stability and

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hopefully, efficiency. That efficiency can drive cost savings, and early on, that efficiency will drive your bottom line. But as your business grows, it must evolve to stay competitive and relevant. Change can be uncomfortable, but without diversification, you reach stagnation. I mentioned the Certified Ventilation Inspector (CVI) certification last issue. NADCA’s CVI certification was developed to recognize industry professionals involved in the inspection of HVAC systems. CVIs are qualified to perform inspection of commercial HVAC systems. The CVI certification also enhances your professional development and is a worldwide credential recognizing your knowledge and skills related to HVAC system hygiene and inspection. CVI can benefit you professionally in many ways, including: • Increased compensation • Enhanced career mobility and marketability • Increased recognition to employers, customers and industry peers The demand for HVAC system inspection is ever-increasing. Having a CVI technician on staff can benefit your company in many ways: • Attracting more customers • Expanding your ability to offer inspection services Remember, in order to sit for the CVI exam, you’ve got to hold an active Air Systems Cleaning Specialist (ASCS) certification. What are you waiting for? Travel the new path to success.

NADCA Officers President Richard Lantz, ASCS, CVI (’21) Virginia Air Duct Cleaners, Inc. 1149 Waters Road Chesapeake, VA 23322 (757) 407-3845

Treasurer Mark Zarzeczny, ASCS (’20) Advanced Clean Air Specialists, LLC 1234 Market St., Unit 40839 Philadelphia, PA 19107 (609) 980-1880 ductone123@gmail.com

richard@virginiaductcleaners.com

1st Vice President Treasurer Mike White, ASCS, CVI (’20) Clean Air Systems of LA, Inc. P.O. Box 6210 Shreveport, LA 71136 (318) 869-0344

Secretary April Yungen, ASCS, CVI (‘21) Air Management Industries 8351 Elm Avenue, Suite 102 Rancho Cucamonga, CA 91730-7639 United States (909) 945-0041 airmgmt@tstonramp.com

mike.white@cleanairsystemsiaq.com

2nd Vice President Dan Stradford, ASCS (’21) Action Duct Cleaning 2333 Lincoln Ave. Altadena, CA 91001 Dstradford@aol.com

Immediate Past President Michael Vinick, ASCS Duct & Vent Cleaning of America, Inc. 311 Page Blvd. Springfield, MA 02204 (413) 734-8368 mvinick@ductandvent.com

NADCA Directors Jimmy Meyer, ASCS (‘19) Meyer Machine Supply & Equipment 241 Depot St. Antioch, IL 60002 (800) 728-3828 jimbob@meyermachine.com

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

andrea.casa@alisea-italia.com

Mike Dexter, ASCS, CVI (’20) Air Quality Control Environmental 3933 NW 126th Avenue Coral Springs, FL 33065 (954) 707-0794

mikedexter@airqualitycontrolenv.com

Jim Castellano, ASCS (‘21) Better Air Quality 3 Beach Plum Lane Middle Island, NY 11953 (631) 379-8282 betterair@optonline.net

Kehau Mendes, ASCS, CVI (’20) AIRPRO Indoor Air Solutions 1916 Democrat Street Honolulu, HI 96819 (808) 832-1178 kehau@airprohawaii.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

Caitlin McWilliams Assistant Executive Director

Victoria Ramsay Client Services

Ashton Hald Meeting Manager Holly French Membership & Certification Coordinator

Brian Flynn Standards & Specifications Marketing Manager Holly Rose Industry Relations Manager


NADCA News

nadca

committee assignments Annual Meeting Committee

SUBCOMMITTEE:

Chair: Immediate Past Chair:

Mark Zarzeczny Michael Vinick

CVI Marketing Task Force Chair:

April Yungen

Perry Bagley Rachelle Cunningham Frank Forrest Tommy Gwaltney MJ Palazzolo Ray Strozyk

Michael Culp Kelly Dexter George Grozan Terry Lee Anthony Paterno Cindy White

Mike Dexter Rick MacDonald Mark Zarzeczny

By-Laws Policies Procedures Committee Chair: Immediate Past Chair:

Dan Stradford Richard Lantz Melinda Allen Sharon Altenhoff

Certification Committee Chair:

April Yungen

Rick MacDonald Mike McDavid Zachariah Nauss Jill Rhodes Todd St. Ores

Robi Lomont Andrew McLaughlin Clint Orr Billy Spano Cindy White

Education & Safety Committee Co-Chairs:

Mike White Mike Dexter

Jeff Bagley Chet Goetz Richard Lantz Rick MacDonald Kehau Mendes Colin Trudo Tom Wengert

Frank Forrest Randy Jackson Jerry Lawrence Andrew McLaughlin Robert Rizen Kevin Uilkie Michael C. White

SUBCOMMITTEE: White Paper Committee Chair:

Dan Stradford

SUBCOMMITTEE: Fall Technical Conference Co-Chairs:

Mike Dexter Jimmy Meyer

Perry Bagley Dennis Cicala George Grozan Rick MacDonald Kehau Mendes Robert Rizen Tom Wengert Mike White

Jim Castellano Frank Forrest Richard Lantz Mike McDavid David Monson Kevin Uilkie Michael C. White Vito Moscato

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International Affairs Committee Chair: Immediate Past Chair:

Andrea Casa Michael Vinick

Richard Lantz Mike White

Nicolas Charland Peter Haugen Rick MacDonald

Scott Gregson Hugo Hernandez Al Sutton

Chair: Immediate Past Chair:

Dan Stradford Richard Lantz

Membership Committee

Melinda Allen George Grozan Justin Viar

Kelly Dexter Michael O’Rourke

Ethics Committee

Finance Committee Chair: Immediate Past Chair:

Mike White Richard Lantz

John Line Al Sutton

John Muller Mike Zarzeczny

Industry & Public Relations Committee Co-Chairs:

Mark Zarzeczny Kehau Mendes

Perry Bagley Kelly Dexter Peter Haugen Clayton Ivany MJ Palazzolo Slade Stricklin

Jim Castellano Terry Donohue Bill Hippen Scott Moritz Andrew Rodgers Stephen Worrall

SUBCOMMITTEE: Chair: Mark Zarzeczny

Chair:

Richard Lantz

Kehau Mendes Dan Stradford

Jimmy Meyer April Yungen

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Kelly Dexter Andrew McLaughlin Andrew Rodgers

Peter Haugen MJ Palazzolo Mark Zarzeczny

SUBCOMMITTEE: Regional Coordinators

Chair: April Yungen Immediate Past Chair: Kevin Uilkie U.S. Northwest – Vito Moscato U.S. Southwest – Matt Kelly, Kehau Mendes U.S. Northeast – Jim Castellano, Nelson Constanza and Richard Spano U.S. Southeast – Tommy Gwaltney, Perry Bagley Canada Region 9 – Gary Baskin Canada Region 9.5 – Nicolas Charland, Pierre Tremblay Mid-East Region 10 – George Thomas Australia Region 11 – Italy Region 12 – Andrea Casa China Region 15 Central & S. America – Richard Lantz, Hugo Hernandez

Chair: Jim Castellano Kelly Dexter Stephen Worrall

SUBCOMMITTEE: Editorial Committee

April Yungen Kevin Uilkie

Leadership Development Committee

Anti-Fraud Task Force Hal Ayer April Yungen Justin Viar

Chair: Immediate Past Chair:

Richard Lantz

Standards Committee Chair: Immediate Past Chair:

Bill Lundquist Richard Lantz

Paul Burns Jim Castellano Brad Kuhlmann Rick MacDonald Patrick O’Donnell

Andrea Casa Charlie Cochrane Greg Long Mike McDavid Byron Ware

Strategic Planning Committee Chair:

Richard Lantz

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Chief Staff Executive’s Letter

From the Chief Staff Executive By Jodi Araujo, CEM; Chief Staff Executive

What you think is attainable is just a function of what you know at that moment.

I

’ve often written of the power of the first impression, brand reputation and how our employees directly feed that reputation — good or bad. But before that first impression comes to be, before they pass a phone screen or walk in the door for the interview, what do we know about potential new hires? Well, we know the basics because they complete a job application. Maybe we get some work history and educational background, but we don’t generally get a representation of the candidate’s beliefs, behaviors and personal brand. Yes, we all have a personal brand, whether we knowingly cultivate it or not, it’s there. It’s on our Facebook page, our Twitter account, and if we’re not actively posting (stalkers), chances are your friends and family are doing it and you’ll find yourself in places you’re not even aware of until someone (a recruiter?) finds you there. Hiring managers across the world are now adamant that social media is an essential skill for all new hires, whether those of us beyond the millennial generation want to get on the bus or not — social media holds the power. A candidate’s social skills are on display long before their application hits your desk. When it does, where do you turn and what do you look for — or do you look at all?

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Does your hiring manager (maybe it’s even you, the owner) do any research on employees before they schedule an in person interview? Do you look at their social media accounts to see if they are posting fun family photos or maybe some less-than-desirable memes and engaging in raucous political debates? Do you consider that their posts will end up a direct reflection on the culture and brand identity of your company if they are your employee? Do you verify that their job history on LinkedIn matches their application and resume? Maybe you take a quick look at the social media of their supplied references to make sure they are legitimate and aren’t family friends offering to “help out.” Social media brings endless options in vetting job candidates. I’m guessing if the candidate posts pictures of illegal activities, you’ll save yourself the time and move on to the next candidate. Timed saved = money saved. But what if the candidate is social media savvy? What if they engage a thousand followers with posts about products or services? What if that was YOUR product or service? That candidate should be on the fast track to that in-person interview and sitting across the desk from you right away.

— r ay

dalio

According to PwC’s global CEO Study, “66 percent of CEOs say that the absence of necessary skills is their biggest talent challenge.” Here are a few reasons why social media savvy has moved into that zone of necessary skills: • Only 33 percent of buyers trust the brand while 90 percent of customers trust recommendations for a product or service from people they know. • Brand messages reached 561 percent further when shared by employees vs. the same messages shared via official brand social channels. • Employees have on average 10 times more social connections than a brand or a company does. • 50 percent surveyed say social media is their main source of information. Clearly, if you possess social media skills, you have competitive advantage. Candidates who have mastered one or more social media platforms stand out from their peers. They can also make your company stand out from your competitors if you leverage that social skill appropriately. Start the search for your own social influencers and put their indispensable skills to work for you and your brand.

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be featured in ductales! DucTales is seeking submissions from members and industry experts for publication in future issues of the magazine. Articles may be about: • An experience in the field • How you’ve grown your business • Tips for other business owners • Practical tips, tricks and guides for other indoor air quality professionals • Technology reviews • Training opportunities • … and more!

For submission guidelines, deadlines and other information,

PLEASE CONTACT Sarah Black, DucTales Editor, at sblack@ahint.com.

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Executive Director’s Letter

Investing in Training is an Investment in Success By Kristy Cohen, NADCA Executive Director

I

n the current environment of labor shortages and lack of skilled trade, employee retention is more critical than ever. The cost of employee turnover for businesses is high. According to the Center for American Progress, companies typically pay about one-fifth of an employee’s salary to replace that employee.1

A key strategy for reducing employee turnover is investment in training. Training can increase engagement, job satisfaction and reduce costly mistakes for the company. According to Deloitte’s Bersin, in its The Corporate Learning Factbook® 2013: Benchmarks, Trends and Analysis of the U.S. Training Market report, mature companies spend 34 percent more on training than companies at the lowest maturity level. NADCA’s Fall Technical Conference (Fall Tech) provides an excellent opportunity for you to invest in the professional development of your air duct cleaning technicians — to help them understand how to clean properly and avoid potentially costly mistakes out in the field. This year’s conference, being held September 13-15 in Pittsburgh, Pennsylvania, will offer training and certification for all experience levels. The conference provides in-depth training that will walk technicians

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through HVAC cleaning projects from beginning to end. Fall Tech attendees can select either the Technician Track/ VMT Program or the Advanced Track. Each offers a combination of classroom and hands-on training with participants having the opportunity to not only see, but also use tools of the trade in application on an actual HVAC system mock up with ductwork and additional HVAC system components. Technicians will learn from and network with seasoned professionals who have significant experience to share. 1. https://www.americanprogress.org/wp-content/ uploads/2012/11/CostofTurnover.pdf

TAKE ADVANTAGE OF THIS EXCELLENT OPPORTUNITY TO INVEST IN YOUR TECHNICIANS AND THE SUCCESS OF YOUR BUSINESS. REGISTER FOR THE FALL TECHNICAL CONFERENCE ONLINE AT NADCA.COM!

CAN’T-MISS

SESSIONS “HVAC 101: Typical Residential & Commercial Systems” “Difficult Hook Ups: Negative Air Connection Points” “Scopes of Work and Post Job Reports”

“Panel Discussion: Quick Tips for New Techs” “Tools for Detecting Duct Leaks” “External Duct Sealing — Practical Application & Hands On Demo” “Combustible Dust — Avoiding Disaster” “Are You Getting the Whole System Clean? What You Need to Know About Secondary Heat Exchangers” “Safety Essentials: Introduction to the NEW NADCA Safety Manual” “VMT Hands-On Stations” “Innovative Equipment Technology Session: Vendor Spotlight”

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Industry News

In Brief

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MASSACHUSETTS

PENNSYLVANIA

School officials in Easthampton, Massachusetts, are being held responsible for deteriorating indoor air quality (IAQ) conditions in a middle school plagued by water damage, old carpeting and an aging HVAC system. Recommendations made by the Massachusetts Department of Public Health more than two years ago called for removing the carpeting, cleaning accumulated dust, removing peeling paint and keeping the old HVAC system running continuously when the school is occupied. Recent inspections found that none of the recommendations had been carried out, and found higher-than-normal levels of particulate and carbon dioxide throughout the building during occupancy. The school is slated for demolition to make room for a new building opening in 2021. In the interim, school officials have been ordered to begin implementing measures to improve IAQ at the school.

Two $1.5 million bids went out to replace aging HVAC systems in elementary schools in Upper Darby, Pennsylvania. The existing systems are more than 25 years old. The bids are part of a larger $5 million bond taken out by the Upper Darby school board for improvements across the district, including paving and roof replacements.

NEVADA

FLORIDA

Wildfires burning in Nevada and parts of California, including the Ferguson Fire outside Yosemite National Park, and the Lions Fire near Mammoth Lakes, are affecting local air quality. Residents of the affected areas are being encouraged to avoid being outdoors and to take steps to keep indoor air breathable. Public service announcements direct residents to keep windows closed, close the fresh-air intake on air conditioning systems, avoid using swamp coolers (which do not filter air) and to consider running an indoor air filtration system.

Stocks for Miami-based Watsco, the largest distributor of air conditioning, heating and refrigeration equipment and related parts and supplies in the HVAC/R industry, were downgraded by stock market analytics company Longbow Research. Longbow’s analysts cited increasing labor, freight and product cost, along with and industry-wide focus on technology in the HVAC market as the reasons for the downgrade. However, Watsco’s recent investments in technology and efficiency gains were noted as items that may have a positive impact on the company’s third-quarter earnings reports.

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Ohio City Commits to New Incentives for Commercial Building Upgrades T

he City of Worthington, Ohio is joining with Plug Smart, an Ohio-based energy services company, to activate a local commercial Property Assessed Clean Energy (C-PACE) financing program that will enable the city’s commercial building owners to maximize improvements and modernize local buildings. PACE is a flexible financing mechanism for implementing energy efficiency and renewable energy projects with no capital outlay. Commercial property owners use the energy conservation savings to pay for the projects over time while reaping the benefits of lower energy and building maintenance costs. Improvements can include measures such as LED lighting, HVAC, temperature controls, boilers/ chillers, access/security controls, elevators and building envelope. “PACE is an innovative financial solution for building owners to implement retrofit, rehab, building additions or new construction without breaking the bank. Through off balance sheet, long-term financing, building owners can make their buildings more energy efficient and

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thus more attractive to new tenants,” said Plug Smart’s President, Dave Zehala. “Our role is to make the implementation of PACE as seamless a process as possible, so commercial building owners can focus on running their business.” Partnering with Plug Smart will provide commercial building owners in Worthington with PACE technical assessment, administration, designbuild and measurement and verification services. The partnership will provide assistance to commercial building owners with identifying PACE eligible projects, obtaining PACE funding, providing turnkey design-build services from schematics to post-construction, and retaining PACE compliance throughout the M&V process. Additionally, Plug Smart has earmarked $60,000 in energy efficiency grants from the Ohio Development Services Agency to the first four eligible building owners to offset assessment costs and jumpstart Worthington’s PACE market. The Ohio Development Services Agency administers funding from the U.S. Department of Energy to incentivize energy efficiency

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projects across Ohio. Plug Smart has successfully developed several PACE projects in Ohio including in or around Columbus, Dayton, Cincinnati and Cleveland. As the top performing provider of these grants for the last three consecutive years in Ohio, Plug Smart has applied many of these grants toward commercial PACE projects. “We are thrilled to have the opportunity to offer the PACE program to our city’s commercial building owners, which will not only spur economic development, but also help to improve the environment for tenants who occupy our city’s commercial buildings,” said David McCorkle, Economic Development Manager for the City of Worthington. PACE is a public-private partnership between municipalities and private sector lenders. Lenders provide upfront financing to building improvement projects that qualify for PACE. Repayment is then collected through voluntary, annual municipal special assessments on property tax bills for up to 30 years.

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Industry News

The 7th Edition of the ASEAN M&E Show

T

he 7th edition of ASEAN M&E was held July 17-19, 2018 at the Kuala Lumpur Convention Centre. ASEAN M&E 2018 gathered on the show floor leading players from the power, energy, HVAC and lift industries. The show was held concurrently with REVAC (Southeast Asia’s premier refrigeration, ventilation and air-conditioning expo and forum), TENAGA (Southeast Asia’s premier power and electrical industry expo and forum), Green Energy (Southeast Asia’s premier green energy expo and forum), ASEAN Solar (Southeast Asia’s premier solar energy expo and forum) and ASEAN Lift (Southeast Asia’s premier lift and escalators technology expo and forum.

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ASEAN M&E has grown to become a prestigious platform in Southeast Asia and is currently the largest mechanical and electrical engineering trade event in Malaysia and in the ASEAN region, bringing together 460 exhibiting companies and 15,000 attendees this year. The success of the event is attributed to the collaboration and partnership between ASEAN M&E with key industry stakeholders including the Institution of Engineers Malaysia represented by Raftah Mahfar, WiSET Chairman and ASHRAE Malaysia Chapter represented by Ng Wen Bin, President-Elect.

ASEAN M&E brings manufacturers, contractors, engineers and those from the electrical, HVACR and mechanical industries together under one roof, providing opportunities to build successful business relationships. ASEAN M&E also offered over 40 freeto-attend seminar topics presented by industry experts. Conferences and forums were held concurrently with the Institution of Engineers Malaysia (IEM), 2nd International Conference of Women in Science, Engineering and Technology (WiSET) and the ASHRAE Conference and International Power Accessed Federation (IPAF) Asia Conference & Showcase.

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Industry News

By Jimmy Meyer

W

e’re all busy professionally and in our personal life, so the thought of memorizing another acronym, code specification or standard requirement is likely not on anybody’s bucket list. However, code specifications and standard requirements exist for many good reasons. ACR, The NADCA Standard, is a valuable tool that HVAC inspection, cleaning and restoration professionals rely on every day. The standard permits each NADCA member to clean HVAC air ducts their own way, but explicitly defines how to determine when a job is done and what steps are needed along the way to complete it correctly.

What does that mean? Believe it or not, many readers don’t know.

ACR, The NADCA Standard, mentions UL-181A in paragraph 4.2.6:

The UL, among many other code and specification writing entities, work with industry, manufacturers and consumer groups to develop standards that provide a safe, effective and reliable method for using products.

“All tapes used in the installation and closure of service openings shall meet the requirements of UL-181A.”

About UL First, you must understand who and what UL is and does. UL stands for Underwriter’s Laboratory. Taken straight from UL.com’s “About Us” page on their website:

“UL brings clarity and empowers trust to support the responsible development, production, marketing and purchase of the goods, solutions and innovations of today and tomorrow.”

UL and HVAC UL includes a standard relating to the work NADCA members do in its UL-181A: “Standard for Closure Systems for Use With Rigid Air Ducts.” A common misconception of UL-181A is that it relates to smoke and flame spread. The standard has nothing to to do with smoke and flames, but rather with an adhesive’s ability to remain intact throughout a certain temperature variance. In the trade of HVAC, the product name duct tape is an everyday term. However, there are over 100 varieties of the stuff available in box stores, catalogs and specialty suppliers.

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The materials and price run the gamut from $2 per roll to to $45 per roll; clearly there are many types of duct tape, and not all are created equal. Gray area exists between the “good” gray vinyl duct tape, so named for its usability in water, and the real duct tape made of heavy-gauge aluminum foil with UL-181A imprinted on it. We’ve all seen HVAC and dryer ducts that have come disconnected where the tape failed; this is a perfect example of why UL-181A exists. Reconnecting ducts in an open attic space is manageable work, but when disconnection happens inside of walls we leave our customers with less than they bargained for. Unsealed duct work causes duct leakage, bug and rodent access and entry of moisture and biological contaminants, among countless other problems. In the case of dryer vent ducts, one of the leading causes of home fires becomes amplified by stuffing the building cavity with my favorite camp-fire starting material: lint. It’s a small amount of effort to put in, but the professionals in the industry can make a big difference by using the correct materials. ACR, The NADCA Standard, and UL-181A were written in a way to protect the consumers, industry and professionals who work in it. As professionals, we owe it to our customers, companies and association to know and practice our standard. We care!

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Your Business

H

Y A G O NG G L N I O I E T H THSYCRAFPRIC P F C AT GY O RE TE G TRA S ul Skah

ow much By should I charge for my product or service?” If you’re among the people asking themselves this very question, I must break it to you — there is no easy answer. I am, however, able to guide you through the results of research that will help you establish a good pricing strategy.

Your Price is Too Low Let’s start with the basics. If you’ve put your services on the market, you’re probably pricing them too low for two reasons: 1. YOU’RE DOING WHAT YOU LOVE. Therefore, you consider what you do as “pleasant.” Imagine you love mowing your lawn and absolutely hate doing the dishes. You are willing to pay more to have someone do dishes for you (because you loathe the chore) rather than mow your lawn for the same fee, right? And in turn, if someone asks how much you’d charge for an hour of lawn mowing, you’ll name a lower price. 2. YOU’RE GOOD AT WHAT YOU DO. When deciding how to price our services, we often look at time as a key factor. A lawyer who charges $1,000 for a document that takes him 10 minutes to prepare is ripping you off. Now, if

16

Pa

the same document took two days to prepare, then it could easily cost $1,000. Try to remember how mad you were when the doctor charged you some ludicrous sum for a visit. And when it was over, all you could think was that it took only 10 minutes! Hence, you have misgivings about charging hundreds of dollars for a consultation or inspection knowing it will only take you 20 minutes to complete.

Negotiating with Yourself These two factors coalesce into what psychologists describe as “negotiating with yourself.” Before setting out for a client meeting, you convince yourself to drop the price at least a little bit. Then, you begin the conversation by offering a discount. Or quite simply, your prices are lower than they should be to begin with. How should you go about rectifying this? If you feel like a weak negotiator, enlist someone else to negotiate the prices for you, or designate a member of the team as the principle negotiator. The ideal candidate won’t have the strong emotional reaction toward customers the business owner may have. Another tactic is to negotiate with a note in hand. Be honest with calculations on how much your services

are worth, what your costs are and how much you want to earn. Write the results on a sheet of paper and take it with you when pricing a job. Let it play the “bad accountant” role, and hold yourself accountable for sticking to the number on the paper. If you’re dropping prices too often, go back to the drawing board and review your calculations.

Customers are More Elastic Than you Think Price elasticity of demand doesn’t sound appealing, but it’s an incredibly important factor. Price elasticity of demand shows how demand changes should you change your prices. In other words, if you raise your price by X percent, what percentage, less clients, will still hire you? A staggering majority of entrepreneurs don’t measure and analyze the price elasticity of demand. The effect? They earn less than they could with the same amount of work.

The Price List Do you charge a nice round $500 or $499? Or something else entirely, maybe $473? The price of your services influences price elasticity. In addition, the way you present the price matters. That brings us to the psychology of pricing strategy. A “PRETTY” PRICE Take prices with the number nine at the end. The number nine itself

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KEEP THE FOCUS ON THE QUALITY OF THE SERVICE, THE BENEFIT TO THEIR HOME OR THEIR IMPROVED QUALITY OF LIFE, AND NOT ON HOW MUCH THE SERVICE COST OR HOW MUCH THEY SAVED.”

doesn’t matter. The most important number is the first number on the left. During a price reduction, if the price drops from $430 to $390, such a reduction is perceived as more attractive than the price where the first digit remained unchanged (i.e., $450 to $410). Keith Coulter did research showing that the effect is amplified if the cents are in fine print. Note, however, the effect of a pretty price works mainly on things we buy for rational reasons. These are necessary products and services. And while HVAC system cleaning may be seen as necessary for some, homeowners are still discovering the service. For services that are engaged on a whim, prestige pricing may be effective. PRESTIGE PRICING This tactic works best with rounded prices such as $500, rather than $499. Why? Research by Kuangije Zhang and Monica Wadhwa shows rounded numbers increase the “cognitive ease of processing.” Simply put, rounded numbers feel better and are easier to wrap our heads around. Talking about ease of processing, prices with fewer characters or symbols ($500 instead of $500.00) are also easier to absorb. My favorite part of the research is that which explores which price sounds “cheaper.” One thousand,

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five-hundred or fifteen-hundred? We perceive prices with fewer syllables as lower. Perhaps we should charge $28.50 (five syllables) instead of $27.70 (seven syllables)?

Increase Spending with Package Deals When presenting customers with a menu of services, it can feel overwhelming, and expensive, as they watch the job cost head skyward as they add on services. It is easier for a customer to purchase a “spring cleaning package” for one set price rather than separate services that are also priced separately. In the second case, the customer must make three individual decisions about whether to buy something. In the first, all it takes is one decision. That package price doesn’t seem so high due to the Weber-Fechner law, which states, that even if price changes are fluid (raised by a single dollar), customers will still notice changes in segments. Initial changes won’t affect them at all, but if you exceed the segment’s threshold, the price starts to sting. When it comes to price changes, the average worth of a segment is about 10 percent. If you increase your prices by an amount within 10 percent, chances are your customers won’t even notice the change. All that’s left is the matter of anchoring.

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Time Over Money Do you want customers who hired you to consider you again in the future? Then keep the focus on the quality of the service, the benefit to their home or their improved quality of life, and not on how much the service cost or how much they saved. In her studies, Jennifer Aaker proved people are willing to purchase again if we remind them about the value of the service, or what they got out of it, rather than the money they saved on it. Crafting a pricing strategy isn’t an easy task. Knowing how people react to prices and how they assign worth will enable you to increase your income. Paul Skah is CEO of MIDEA branding agency, which specializes in consumer psychology, with the main focus on the decision-making process. Paul helps companies craft their brand stories and come up with better strategy. His clients range from large multi-national corporations such as HBO and SONY, to successful startups such as Brand24 or LiveChat, to small businesses. Paul does most of his work in Polish but Iis dipping his toes in other markets as well. His articles have appeared in “Forbes,” and he is a columnist for “Brief” (the oldest Polish marketing magazine).

$

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Your Business

5 BEST RISK MANAGEMENT STRATEGIES By Barbara Weltman

B

eing in business is exciting, but it also means facing challenges and risks every day. These risks and threats to your business can come from innumerable sources, including economic conditions, lawsuits, competitors and the weather. To be able to sleep at night, it’s essential that you adopt a variety of risk management strategies. These are designed to avert catastrophe and provide you with protection to the extent possible. There’s no single action to shield you from the consequences of risks to your business. You need to take a holistic approach and cover your bases. Here are five strategies to consider.

1. Choice of Entity You start a business to make money, but things don’t always work out as planned. If, for example, you can’t pay the remainder of your lease, you may be personally liable for what’s owed. One way to protect your personal assets — your home, personal car or

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personal bank account — is to use a business entity that provides personal liability protection. A sole proprietorship or general partnership does not provide personal liability protection, but a limited liability company (LLC) or corporation does. The cost of setting up an LLC or incorporating and complying with other administrative tasks associated with having the entity is small compared with the potential personal liability exposure for not having the entity.

2. Insurance Policies There are many statistics showing that it’s not a matter of if but rather when you’ll experience an occurrence that could have been covered by insurance. Carrying adequate insurance coverage can go a long way in protecting you from property losses as well as liability claims. Consider the following types of policies for optimum protection:

• Business owners policy (BOP). This policy for small businesses provides protection for your property (except for excluded events and amounts over the policy limit) as well as liability protection for claims by third parties (e.g., a customer slips and falls on your premises). The policy may also cover employee theft and other occurrences. • Professional liability coverage. This policy protects professionals from client claims of mistakes (malpractice), negligence or unfinished work. • Business interruption policy. This policy provides funds to cover your fixed costs (and possibly loss of profits) following an event that shuts you down (e.g., a hurricane). • Workers’ compensation insurance. This protects the business for claims when employees have a job-related injury or illness.

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• Employer practices liability insurance (EPLI). This covers you for claims by employees and former employees for such actions as discrimination and wrongful termination.

“PUT WHATEVER YOU CONSIDER IMPORTANT TO YOUR BUSINESS IN WRITING.” 3. Contracts and Agreements Put whatever you consider important to your business in writing. This can be requiring employees to sign nondisclosure agreements protecting your trade secrets, such as client lists,

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pricing, etc. In some cases, you can’t even sue unless you have a written contract: • Sale of goods over $500 • Leases over $1,000 • Agreements creating a security interest (e.g., a right to collateral) If you draft contracts and agreements yourself, be sure to have an attorney review it so you’re protected to the extent you expect.

4. Disaster Preparedness Plans What will you do when disaster strikes? What steps will you take to recover from a disaster? These actions should be specified in a plan you create for your business. The Small Business Administration offers guidance on crafting a preparedness plan.

5. Best Business Practices All of the actions listed earlier are best business practices, but this list isn’t exclusive. There are numerous business practices that you can use

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to minimize risk. Here are some ideas to get you started in developing your own list of best business practices: • Hire right. Be sure to find the right person for your job opening. For example, if you’re hiring someone who’ll be driving a company vehicle, check the driving record. • Enhance safety in your facility. This will minimize accidents by customers and staff. • Check your computer security. Avoid ransomware and other threats that can damage your data and cost you a lot of money to repair. • Stay compliant. Federal, state and local laws are constantly changing, but you must stay up to date so you can remain compliant. Be an offensive player when it comes to running your business to minimize your risks. Work with knowledgeable professionals, such as an attorney and an information technology person to help you in this regard. Stay vigilant!

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Feature

CLEANING AFTER A

CRISIS

The rapid response after a deadly hospital explosion By Sarah Black

A

bout 130 miles south of Dallas, Texas, lies the community of Gatesville, with a population just under 16,000 people. Like any small Texas town, big news stories are few and far between. But in the afternoon of June 26, Gatesville was rocked by an explosion at Coryell Memorial Hospital on the western side of town. The explosion killed two and injured 14, and left the town and its surrounding areas without a vital healthcare resource. Long-time NADCA member, Bob Allen, ASCS, CVI, of Allen & Company Environmental Service, played an important part in getting the hospital back up and running after the tragic event.

The Explosion While the exact cause of the explosion is still under investigation — though it has been ruled an industrial accident — the blast came from a new construction site at the back of the hospital. The area closest to the explosion site suffered extreme damage, of course, but the entire 300,000-squarefoot building and surrounding structures were affected. “The explosion site itself was a lot of structural damage, but walking through the rest of the site, you’d see light fixtures had fallen, ceiling tiles were blown out, just a lot of damage throughout all the areas,” said Joe Cockrum, project manager at Cavalry Construction and Restoration, the firm that handled the cleaning and restoration at the hospital. In areas where the ceiling was a fixed part of the structure, wood trusses were broken and sheet rock crumbled. Siding was blown off buildings and piping from near the blast site was blown about 400 feet away. The explosion wasn’t the only problem, though. The blast created a concussion that raised the building’s ceiling up 6 inches and then dropped it back down, which generated and released an incredible amount of dust and debris throughout the entire hospital and surrounding buildings. Not only was the hospital dealing with the damage from the explosion itself, but

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BEFORE

BEFORE

BEFORE

AFTER

AFTER

AFTER

a massive cleaning effort would be required to get the hospital back in working order.

Building the Team Before any serious work could begin, mechanical and structural engineers were brought in to evaluate the entire facility and issue a report on what needed to be addressed. However, to even evaluate the damage, crews had to clear out at least some of the debris. “Within 24 hours we had generators, 450 tons of temporary cooling and more than 100 workers on site,” said Cockrum. “We were cleaning, boarding up windows and finding our specialized contractors.” One of those specialized contractors was Bob Allen’s company, brought in to evaluate the HVAC system and the ductwork, determine how much damage had been done and clean out the build-up that had shaken loose from the concussion. Calling on specialized contractors for such a huge job can be a high-stakes situation for any project manager. Cockrum had met Allen at a refresher course for a certification required by

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the State of Texas that they both hold. “Getting to know Bob, or anyone for that matter, you get a sense of how well they know their trade, and as you start to see results you can see that they’re truly an expert in their space,” said Cockrum, of how he vets specialized contractors. “Deciding to work with someone, knowing they will be a reflection of your own company, is a culmination of factors.” In addition to demonstrating expertise, Cockrum cites professionalism, licensing and certifications as contributing factors.

WORK AREA

at Coryell Memorial Hospital. “And certain areas, like the operating rooms, got special attention first because they can’t function with any kind of contaminants in the system.” Allen’s initial inspection showed that the dust and debris covering the inside of the hospital also filled the ductwork, in addition to the debris that had been released by the concussion. “When they showed us the pictures of what was in the ductwork and what it looked like after they had cleaned it, we determined that the entire facility and other buildings on the hospital’s campus needed to be done,” said York. “That included our wound care clinic across the road, dialysis center, our ambulatory service, the nursing home, everything.”

A Unique Challenge The Clean-Up Begins Hospital leadership wanted to focus on the hospital’s most critical areas, first. “We started with the emergency room,” said Don York, facility manager

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In addition to the challenges of completing a big job at a critical facility, Allen and his workers encountered an entirely new challenge. “Typically, we’re working in a hospital after something like a (continued on next page)

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Feature

CLEANING AFTER A CRISIS (continued from previous page)

BLAST SITES

fire, so the building isn’t occupied,” said Allen. “In this instance, we were having to work around patients and in occupied areas.” The hospital’s campus includes a nursing home and assisted living residences, and residents were eager to get back to their homes after the explosion, even while cleaning efforts were ongoing. “Because we had to get things back up and running quickly, and because we had to get residents back in their homes, Bob and his crew were working during the day with everyone here,” said York. “Nothing was empty while they were doing the work.” To protect patients and residents from airborne contaminants released during cleaning, areas were sealed off while the cleaning was completed. One specialized tool Allen’s company utilized on site was a 27-foot ultrasonic trailer. In addition to cleaning system components, Allen uses the trailer to clean vacuum heads, which ensures that the tools to do the job don’t introduce new contaminants. Allen

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ULTRASONIC TRAILER

WORKERS ON SITE

credits a serendipitous moment for his ultra-clean approach to jobs. “A lightbulb went off one day when I thought, ‘does anyone look under the covers?’ When we opened up the vacuum head, the fan had mold on it. So, we put it in the ultrasonic and cleaned it off. Now it’s something we do for every big job,” said Allen. The trailer proved to be especially useful while working at the occupied hospital. “Anyone may go on site at a hospital and pressure wash in front of the building,” said Allen. “But you want something that says you’re a professional. Having ultrasonic cleaning capabilities enclosed in the trailer is another level of professionalism, especially when you’re working around patients and residents.” The trailer’s steam capacity also allowed Allen’s team to clean hospital equipment, like wheelchairs, on site.

Back to Work Allen’s team worked up to 14-hour shifts to get the work done at all the buildings on the hospital’s campus. Engineers cleared the hospital to reopen after just a week, which was a relief not just for the community but for the morethan-500 people employed by the hospital.The blast site, located at the back of the hospital, collapsed and remains closed during the investigation into the cause of the explosion.

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   

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       

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      

     

    

  

  


nadca.com/fall-tech

NADCA2018 FALL TECHNICAL CONFERENCE SEPTEMBER 13-15, 2018 | PITTSBURGH, PA DOUBLETREE BY HILTON HOTEL PITTSBURGH – GREEN TREE

REGISTER NOW FOR FALL TECH

O

nce again, this year’s Fall Technical Conference will offer training and certification for all levels of HVAC inspection, cleaning and restoration technicians. The conference provides in-depth training that will walk technicians through HVAC cleaning projects from beginning to end. Fall Technical Conference attendees may select either the Technician Track/ VMT Program or the Advanced Track. Each offers a combination of classroom and hands-on training with participants

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having the opportunity to not only see but use tools of the trade in application on an actual HVAC system mock up with ductwork and additional HVAC system components.

Technical Conference Goals and Objectives After attending this conference, participants will be able to: • understand best practices and techniques for HVAC system inspection, cleaning and restoration.

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• realize professional growth through certification and increased networking opportunities. • apply their knowledge in industry-related topics, such as difficult hook-ups with negative air connection points, tools for detecting duct leaks and avoiding disaster with combustible dust. • provide first-hand accounts of the new and innovative technology and equipment available in the HVAC industry.

REGISTER TODAY at nadca.com/fall-tech 27


SCHEDULE AT A GLANCE SCHEDULE AT A GLANCE

Pre-Conference Training Courses Thursday, September 13, 2018 7:00 am - 5:00 pm

Registration

7:00 am - 8:00 am

Breakfast (Reserved for Pre-Conference Training Course Participants)

8:00 am - 5:00 pm

*Air Systems Cleaning Specialist (ASCS) to the ACR Standard Training Course

8:00 am - 5:00 pm

*Certified Ventilation Inspector (CVI) Training Course

8:00 am - 5:00 pm

*C-DET Review Session & Exam Chimney Safety Institute of America

10:00 am - 10:30 am Morning Break (Reserved for Pre-Conference Training Course Participants) 12:00 pm - 1:00 pm Lunch (Reserved for Pre-Conference Training Course Participants)

3:00 pm - 3:30 pm

Afternoon Break (Reserved for Pre-Conference Training Course Participants)

Fall Technical Conference Program Friday, September 14, 2018 6:00 am - 5:00 pm

Registration

6:30 am - 7:00 am

Breakfast for Exam Participants

7:00 am - 8:00 am

Breakfast - Exhibits Open

7:00 am - 10:30 am *Air Systems Cleaning Specialist (ASCS) & Certified Ventilation Inspector (CVI) Certification Exam 8:00 am - 8:10 am 8:10 am - 9:30 am

Welcome & Announcements Advanced Track Combustible Dust— Avoiding Disaster Mike McDavid, ASCS, CVI Professional Abatement & Remediation Technologies

9:30 am - 10:00 am Morning Break - Exhibits Open Advanced Track 10:00 am - 10:45 am Difficult Hook Ups Negative Air Connection Points Jim Castellano, ASCS, USMR, Cof, CMR Better Air Quality Inc. Jimmy Meyer, ASCS Meyer Machine Supply & Equipment Dennis Cicala, ASCS Steamatic of Southern Nevada

Technician Track—VMT Program HVAC 101: Typical Residential Systems Robert Rizen, ASCS, CVI True Cleaning Solutions

Technician Track—VMT Program HVAC 101: Typical Commercial Systems Robert Rizen, ASCS, CVI True Cleaning Solutions

10:45 am - 11:30 am Advanced Track Are You Getting the Whole System Clean? What You Need to Know About Secondary Heat Exchanger's! Rick MacDonald, ASCS, CVI, Armstrong Duct, Vent, Hearth & Home David Monson, ASCS, Armstrong Duct, Vent, Hearth & Home 4 11:30 am - 1:30 pm Lunch - Exhibits Open * Pre-registration and additional fees apply 28

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SCHEDULE AT A GLANCE SCHEDULE AT A GLANCE Technician Track—VMT Program Panel Discussion: Quick Tips for New Techs Jim Castellano, ASCS, USMR, Cof, CMR Better Air Quality Kehau Mendes, ASCS, CVI AIRPRO Indoor Air Solutions Kevin Uilkie, ASCS K.M. Facility Services, LLC David Monson, ASCS Armstrong Duct, Vent, Hearth & Home

1:30 pm - 2:15 pm Advanced Track Tools for Detecting Duct Leaks Mike White, ASCS, CVI Clean Air Systems of LA, Inc.

2:15 pm - 2:45 pm Afternoon Break - Exhibits Open 2:45 pm - 4:45 pm

Advanced Track External Duct Sealing — Practical Application & Hands On Demo Tim Eorgan, Hardcast Frank Forrest, Hardcast

Technician Track—VMT Program VMT Hands-On Stations Fall Technical Conference Committee Members

5:00 pm - 6:30 pm Networking Reception in Exhibit Hall

Saturday, September 15, 2018 6:30 am - 3:30 pm

Registration

7:00 am - 8:00 am

Breakfast - Exhibits Open

8:00 am - 8:15 am

Welcome & Announcements

8:15 am - 9:30 am

Innovative Equipment Technology Session: Vendor Spotlight

9:30 am - 10:15 am Snap Learning: What Would You Do? Fall Technical Conference Committee Members 10:15 am - 10:30 am Morning Break - Exhibits Open 10:30 am - 11:30 am Scopes of Work and Post Job Reports Kehau Mendes, ASCS, CVI AIRPRO Indoor Air Solutions 11:30 am- 12:30 pm Lunch - Exhibits Open 12:30 pm - 1:30 pm Safety Essentials: Introduction to the NEW NADCA Safety Manual Richard Lantz, ASCS, CVI Virginia Air Duct Cleaners, Inc. 1:30 pm - 2:30 pm

Ask The Expert—Panel Discussion / Closing Remarks & Prize Giveaways

3:00 pm - 6:30 pm *Air Systems Cleaning Specialist (ASCS) & Certified Ventilation Inspector (CVI) Certification Exam * Pre-registration and additional fees apply

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NADCA News

The Essentials for CVI Certification A recent webinar for NADCA members, hosted by April Yungen, NADCA Secretary, and Kristy Cohen, NADCA’s Executive Director, gave an in-depth review of how to become a Certified Ventilation Inspector (CVI). In case you missed it, everything you need to know to pursue your CVI is recapped here, and a recording of the full webinar is available in the members-only section of the NADCA website.

The CVI Difference The CVI is an advanced certification that recognizes industry professionals involved in and qualified to perform inspection on commercial HVAC systems and components, and who are able to demonstrate expertlevel knowledge of the field. It is a certification for individuals seeking advanced certification and who are currently involved in, or are seeking to become involved in, the inspection of commercial systems. You must have an active Air Systems Cleaning Specialist (ASCS) certification to sit for the CVI exam; because the CVI is an advanced certification, you must have the basics in place. The CVI is a

worldwide credential that is particularly valuable for those who prepare technical proposals and provide recommendations during inspections.

“For my company, having CVI is really a differentiator,”said Yungen. “One of our clients is a hospital that needed help diagnosing a low airflow problem, and because they understand our level of expertise, they seek out our skills and resources. In this case, we teamed up with contractors who were having trouble getting airflow to an area and developed a solution. The CVI has taken us above our competition and we have a better relationship with our customers.”

How to Achieve CVI First, as stated previously, you must hold an active ASCS certification to sit for the CVI exam. The exam consists of 150 multiple-choice questions, and must be completed in 3.5 hours or less. There are three ways to take the CVI exam. You may take the exam at a Kryterion test center; contact NADCA headquarters for a voucher code to register at a testing center, or register

at nadcatesting.com. You may also take the exam when it is offered during NADCA’s annual meeting and Fall Tech, or at other training events. If you have a group of at least 10 people who would like to complete a training and sit for the CVI exam, NADCA can arrange to provide a customized training on-site for your group. There are five domains for the exam. The two most prominent are: • performing inspections • understanding components

Preparing for the CVI There isn’t a single study guide or reference material available to prepare you for the CVI exam, but there are recommended reference materials. Your first stop in preparing for the CVI exam is to review the CVI Candidate’s Guide, available for free on the NADCA website. After reviewing the Candidate’s Guide, the next step is to study the recommended resources. NADCA offers a CVI training course at the annual meeting, Fall Tech and customized training events.

“The CVI is a worldwide credential that is particularly valuable for those who prepare technical proposals and provide recommendations during inspections.”

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The course provides advanced training on HVAC systems and components, indoor air quality, risk management and standards, and incorporates the Environmental Protection Agency’s Indoor Air Quality Building Education and Assessment Model (I-BEAM), as well. The benefit of the training course is that you have a live instructor and are able to participate in discussion during the training. If you attend a training, the exam is administered the following morning. It’s important to note that the training course is designed to be used together with the other recommended materials to adequately prepare candidates for the exam. The course alone isn’t enough preparation. If you are the point of contact for a technician taking the training course, make sure that person gets access to the materials sent to you before coming to the course.

Each module is 1 CEC, giving you renewal credits for your ASCS. Modules can be purchased individually or together, and you’ll need to register to take the exam at a testing center. If you want to self-study, NADCA’s HVAC Inspection Manual and recommended reading materials are available, and are included in the annual meeting course. The inspection manual was recently updated and is an important resource to prepare for the CVI; it includes inspection checklists, interview forms and case studies. Materials are also provided at customized training events. If you have a group of at least 10 participants, NADCA will send an instructor to your location and administer the exam on site.

After the Exam

The paper exam, which is administered at events, takes up to four weeks to process and a pass/fail letter will be emailed to candidates. If a candidate failed, they get instructions on how to register for a retake. At a testing center, score reports are available immediately following completion. If a candidate fails, NADCA staff will assist with scheduling a retake at a reduced rate. Just as important as earning your CVI is maintaining it. Once you pass the exam, you get a CVI certificate in the mail and the CVI credential is added to your name in the NADCA directory. NADCA offers a renewal on the NADCA website, which is the only way to renew your CVI certification.

Candidates are often curious about how long will it take to get their exam results.

NADCA also has a new CVI ondemand training that is made up of six recorded webinar modules that are the same as in the in-person training.

Learn more

ABOUT GETTING YOUR CVI AT .com

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NADCA News

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NADCA Hall of Fame H Call for Nominations

The NADCA Board of Directors may choose to elect a person or persons for induction into the NADCA Hall of Fame each year at the Annual Conference. The Board is currently accepting nominations for individuals who meet the following criteria. Nominees must have contributed to NADCA in an outstanding fashion.** Examples include those who have been recognized for their talents or otherwise demonstrated a high degree of commitment to the industry and/or the association; those who have offered exceptional contributions that have furthered the growth, reputation and character of the air duct cleaning industry; nominees should possess an impeccable record of respect and integrity in the industry; could have made a historical contribution to the air duct cleaning industry, or developed a new product or cleaning process that significantly impacted the industry. *Sitting Board members are precluded from nomination to NADCA’s Hall of Fame. **Nominees are NOT required to be NADCA members.

Please note that nomination submissions are only valid for the current year. If you wish to re-nominate a candidate in future years, you will need to provide a new submission.

Nominee Contact Information Name Company Name (if appropriate) Address City

State

Phone

Email Address

Zip Country

Reason(s) for Nomination (attach separate sheet if you require more space) Your Name

Company

Email Phone Your relationship to the Nominee (if any)

Return this form to NADCA Headquarters by September 15, 2018 NADCA • 1120 Route 73, Suite 200 • Mt. Laurel, NJ 08054 Fax: 856-439-0525 • Email: jodi@nadca.com Or complete your submission online at nadca.com/hall-fame-call-nominations

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NADCA News

Committee Spotlight Member

BENEFIT

Highlight Airgas NADCA is pleased to announce a new affinity partnership with Airgas, offering NADCA members discounts on safety products, welding equipment, welding consumables and industrial gases. For Airgas Safety & Welding Products, NADCA members are assured discounts of 15 percent off

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.

Regional Coordinators Subcommittee NADCA’s Regional Coordinators, led by April Yungen, Committee Chair, are responsible for welcoming new members to NADCA and serving as a resource for members in their region. Regional Coordinators have significant experience in the air duct cleaning industry and can provide valuable mentoring and insights to fellow NADCA members. Regional Coordinators are responsible for: • Welcoming new NADCA members • Serving as mentors for the NADCA Member Mentor program • Promoting NADCA events and resources to members in their region • Sharing any regional issues or concerns of members with NADCA

If you have technical questions, are looking for mentoring support or have issues or concerns to share with NADCA, feel free to reach out to your Regional Coordinator(s) and take advantage of this tremendous resource. For more information, please visit nadca.com/ about/nadca-committees/regionalcoordinators-committee. REGIONAL COORDINATOR ROSTER Chair: April Yungen U.S. Northwest: Vito Moscato U.S. Southwest: Matt Kelly, Kehau Mendes U.Sw. Northeast: Jim Castellano, Richard Spano, Nelson Constanza U.S. Southeast: Tommy Gwaltney, Perry Bagley Canada Region 9: Gary Baskin Canada Region 9.5: Nicolas Charland, Pierre Tremblay Mid-East Region 10: George Thomas Australia Region 11: Italy Region 12: Andrea Casa China Region 15: Central & S. America: Hugo Hernandez

of Airgas’ stated retail price. NADCA members will also have free access to Airgas’ Safety Training Video library located on Airgas University and will receive a 50 percent discount on any Airgas sponsored on-site safety training. For more information and to take advantage of these discounts, visit nadca.com/airgasaffinity-program. This is a member-only benefit and you will need to enter your login

credentials to access this information.

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nEw members Advanced Air Duct Cleaning Solutions Elk Grove, CA USA AdvantaClean of Windham Brooklyn, CT USA

PT Mechanical Group Moorestown, NJ USA

SameDay Heating & Air Salt Lake City, UT USA

Cross K Enterprises, Inc. Newberry, MI USA Dry Patrol of Central Ohio Columbus, OH USA

Stanley Steemer of Knoxville Knoxville, TN USA The Healthy Home Dubai, ARE

New Affiliates:

New Associate:

Emanuele Lisi Sora, (FR) ITA

Jobber Edmonton, AB CAN

Enea Murataj Trescore Balnerio, ITA

Safety King, Inc. Pahrump, NV USA

Co.In.Tec. SRL Ronco Briantino, MB ITA

Global Disaster Recovery Marathon, FL USA

Pacific Pest Control Tamuning, GU USA

Manuele Schembri Cassano Magnago, VA ITA Davide Sironi Cerro Maggiore, MI ITA Alessandro Temperini Fermo, ITA

TMR Cookeville, TN USA

Iceclima SRL Torino, TO ITA

nEw ascss Tarrant Adams Modern Power Vac Furnace Cleaning Ltd. Edmonton, AB CAN Mark Babinec Rainbow International of Cincinnati/Northern Kentucky Cold Spring, KY USA Michael Beach Modernistic Cleaning and Restoration Plainwell, MI USA Lane Bird SameDay Heating & Air Salt Lake City, UT USA Donald Bristow Cross K Enterprises, Inc. Newberry, MI USA Rob Carey Modern Power Vac Furnace Cleaning Ltd. Edmonton, AB CAN

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Gina Fazil Advanced Air Duct Cleaning Solutions Elk Grove, CA USA

Maurizio Giorgio Magnoger Co.In.Tec. SRL Ronco Briantino, MB ITA

Manuele Schembri Manuele Schembri Cassano Magnago, (VA) ITA

Nathan Goodmanson Mavo Systems White Bear Lk, MN USA

Andrea Manzi Sell Condotte Srl COLLEGNO, (TO) ITA

Daniele Scorzafava Iceclima SRL Torino, TO ITA

Julian Guerra TIES 360 Sarasota, FL USA

Eric Mathonet Groupe Danco Inc. Sherbrooke, QC CAN

Doug Serson Enviro Plus Duct Cleaning Ltd. Brockville, ON CAN

Russell Harlow Jr. AdvantaClean of Windham Brooklyn, CT USA

Joshua McCandless Kohmar Air Duct Cleaning LLC Richmond, VA USA

Jesse Desroches Désinfectair St-Eustache, QC CAN

Chad Holcomb Dry Patrol of Central Ohio Columbus, OH USA

Sean Mehan ServPro of Wilmington Wilmington, DE USA

Kevin Dill GC Industrial Saint Louis, MO USA

Scott Hunt PT Mechanical Group Moorestown, NJ USA

John Misak Advanced Furnace & Air Duct Cleaning, Inc. Bayville, NJ USA

Joseph Edwards Enviro Plus Duct Cleaning Ltd. Brockville, ON CAN

Karl Larose Air Innovation Varennes, QC CAN

Martin Roy Groupe Danco Inc. Sherbrooke, QC CAN

Kevin Carico TMR Cookeville, TN USA Stefano Celauro GADOMED SRL Genova, Genoa ITA Aaron Coleman Rainbow International of Cincinnati/Northern Kentucky Cold Spring, KY USA Pierre Dansereau Nouvel Air 2001, Inc. Salaberry-de-Valleyfield, QC CAN

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Zeeshan Shabbir The Healthy Home Dubai, ARE Davide Sironi Davide Sironi Cerro Maggiore, (MI) ITA Paul Sweeney Global Disaster Recovery Marathon, FL USA Joaquin Taijeron Pacific Pest Control Tamuning, GU USA

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Industry News

i n d u s t ry c a l e n da r Industry Events AHR EXPO

January 12–16, 2019 • Atlanta, GA

NADCA Events FALL TECHNICAL CONFERENCE 2018 September 13–15, 2018 • Pittsburgh, PA

NADCA’S 30TH ANNUAL MEETING & EXPOSITION March 31–April 2, 2019 • Nashville, TN

FALL TECHNICAL CONFERENCE 2019 September 26–28, 2019 • Grapevine, TX

NADCA’S 31ST ANNUAL MEETING & EXPOSITION March 9–11, 2020 • Coronado, CA

NADCA’S 32ND ANNUAL MEETING & EXPOSITION March 8–10, 2021 • Ft. Lauderdale, FL

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