Issuu

AIRMEDIA

FALL 2020

National Air Filtration Association 1818 Parmenter St, Ste 300, Middleton, WI 53562

Why Marketing Should Create a Digital Twin of Your Sales Team

www.nafahq.org ▪ The source for expertise, education and standards in air filtration

$7.50

AIRMEDIA Publisher

National Air Filtration Association

Table of Contents Features

Michelle Czosek, CAE NAFA Executive Director

Why Marketing Should Create a Digital Twin of Your Sales Team

NAFA Certification Report

Designer and Content Editor

2020 Technical Seminar Update

2021 Annual Convention Update

Thank you 2020 - 2021 Sponsors

Making Polling Places Safe

NAFA Webinar Survey Results

NAFA Guidelines Update

Editor

Terry Driscoll NAFA Association Coordinator

Publisher’s Note

Air Media magazine is published three times per year by the National Air Filtration Association. Annual dues are $520 for Distributor Membership and $945 for Manufacturer Membership; dues include a paid subscription to Air Media. Air Media provides a forum for the free exchange of opinions and information. The views expressed herein do not necessarily represent those of NAFA, its officers, directors, membership or staff. Your contributions help make this magazine an interesting and informative forum for exchanging ideas and recognizing the advancements in our industry. Neither NAFA nor Air Media is responsible for claims made in advertisements. Editorial and advertising closing dates are the first of the month prior to issue.

National Air Filtration Association (NAFA) Headquarters

Departments President’s Message

Welcome to NAFA

2020 Board of Directors

New Certified Personnel

NAFA News

Industry Calendar of Events

Technology Corner

Executive Profile

From the Executive Director

1818 Parmenter St, Ste 300 Middleton, WI 53562 Phone: 608-310-7542 Email: nafa@nafahq.org

www.nafahq.org

President’s Message Science - Not Just Another Opinion by Tom Justice, CAFS, NCT

If we have learned anything during this time of social distancing, it has been to become more creative. While change can be difficult for many people and fear of the unknown has a tendency to shut others down, there always seems to be those rare few who, when looking at the same set of circumstances, see only endless opportunity. It is as if they had been granted a reprieve from a life sentence of boredom. Eventually we all learn to adapt to this “New Normal” as it is now called but for some of us it takes a bit longer than others. My wife and I still like to have an occasional dinner with friends but to do so now, we have to all show up at a designated time, set up our lawn chairs and folding TV tables in a parking lot and pull out our individual meals. On a cool spring evening in Virginia, it’s as close to dining at a five-star restaurant as one can get, minus of course the bill. Only recently did I learn that there is actually a name for this social phenomena. Groups like this are called “COVID Bubbles.” I do seem to have more time to read lately and am a bit fanatical at cutting out articles of interest from magazines, newspapers, whatever I run across. The most recent was an interview with actor Alan Alda. Not being a big fan, I likely would have flipped past this particular article except that one quote caught my eye. This one excerpt in bold print seemed to jump out as I thumbed through the pages, “we don’t value our ignorance enough...ignorance is really good to have if it’s combined with curiosity.” The point being that the world has been wholly ignorant concerning this most recent pandemic and information about what we know still seems to be changing daily. This particular interview centered around the need for better communication and understanding about how science works…”the importance of evidence, the importance of many trials, of rigorous

studies and the idea that we learn a little bit at a time.” And there are still so many individuals who think that “science is just another opinion.” Over the past five months, NAFA has engaged in a number of webinars and made frequent changes and additions to our website in order to communicate the latest science to our members but also to relate news from NAFA members in the field to the broader scientific community. This two-way communication is essential if we are to grow beyond that which we do not know. A good example would be the recent need for temporary isolation rooms to accommodate the rising number of Coronavirus patients. By the time guidelines were disseminated to those in the field many of you had already contrived your own solutions. Maybe it’s because of this lack of curiosity that we all tend to migrate to our individual silos. The end result is that it then becomes more difficult to communicate outside of our world. Recently, all of you were asked to provide feedback on programs of interest for the Education & Training Committee. Jim Moran, chair and Joel Swann, vice chair have now compiled a list of programs of interest with an emphasis on education but also on raising the level of communication. Possible programs like ‘What happened to our Supply Chain” where individuals in the field could define the issues and concerns to those who produce filter media, but also learning about the issues facing those same media producers. As you may or may not know, Will Denton and Brandon Deilgat, chair and vice chair respectively of our Marketing and Membership Committee have been meeting monthly since last year to insure that during this time of isolation, we are communicating with our NAFA family. I learned a lot this year about the PEOPLE who make up NAFA. While other trade associations went into financial meltdown in early March, we avoided these same pitfalls. We did so for a number of reasons; one, we have a Board of Directors made up mainly of business professionals like Nathan Wittman, Roberta MacGillivray and Mike Corbat and Trey Fly who have seen much tougher times than 2020 could ever hope to throw at us. Second, relates to our committed membership. Not once have we been turned down when asking members to

step up to the plate and join a panel, serve as a moderator, write an article, etc. I could highlight individuals such as Bob Wilson and Bill Palmer who penned a well-received article on behalf of NAFA for the BOMA trade journal (Reduction of Airborne Transmission of Viruses in Commercial Buildings). I could also point out the successful panel discussion by Jim Rosenthal, Steve Griffiths, Chris Zaker and Joel Swann on Hospital Air Filtration in the World of COVID-19. Then there was Dr. Siegel’s webcast COVID-19 and Air Filtration Frequently Asked Questions in English and Spanish. The list could go on however its much easier to simply visit our website at www.NAFAHQ.org. Finally, during this epidemic, Michelle’s group brought resources which made it possible to communicate faster, better and smarter with our membership through social media outlets. It took this Pandemic for me to realize the depth of both the resources and inventiveness that we have with AMPED. A year from now we will look back and see things a lot more clearly but for now the near future is what concerns us most. It is difficult for one to imagine the impact that the coming six months might have on both our personal and professional lives but one thing is certain. It will involve a number of changes and we are still left with a number of unanswered questions; when will a vaccine be made available to the public, when will we see an end to the supply chain disruptions, is this shift to higher efficiency products a permanent reality, how soon can countries expect to return to near full employment, how will rising national debts affect inflation moving forward, and so on. There is one additional point which affects at least my own personal and professional life. My term as NAFA President is, to use a colloquial expression, officially in “the short rows.” Soon after I started as President, the Pandemic hit and that row seemed to extend forever, however I can now see my future quite clearly and that row is getting shorter. Thank you again for allowing me to serve as your President. ■ Stay safe, Tom Justice NAFA President

NAFA Air Media

Welcome to NAFA!

2020 Board of Directors

Distributor

President

Bradley W. Sharp Hermanson Company Kent, Washington James Suttle TLC Refrigeration and Air Conditioning Mesa, Arizona

Manufacturer Cody Bunderson Filter Service & Testing Corp Price, Utah Andrew McGibbon Simple Solutions Distributing LLC West Milford, New Jersey

Tom Justice, CAFS, NCT Zene 4997 Westmoreland Drive Williamsburg, VA 23188 919-740-6308 justfilter@yahoo.com

President-Elect

Nathan Wittman, CAFS, NCT Filter Technology Company, Inc. 9018-B Scranton Street Houston, TX 77075 800-874-1045 Fax: 713-910-0071 nwittman@filtertexas.com www.filtertexas.com

Treasurer

Roberta MacGillivray, CAFS, NCT BGE Indoor Air Quality Solutions Ltd. 5711-103 A Street Edmonton, AB T6H2J6 Canada 780-436-6961 Fax: 780-437-2133 R.MacGillivray@bgecleanair.com

Student Darren Siegersma Arizona Automotive Institute Goodyear, Arizona ■

http://bgecleanair.com/

Secretary

Michael Corbat, CAFS

Rensa Filtration 37900 Mound Road Sterling Heights, MI 48310 586-872-0705 mcorbat@rensafiltration.com www.rensafiltration.com

Immediate Past President Trey Fly, CAFS, NCT II

Joe W. Fly Co., Inc. 4820 Memphis Street Dallas, TX 75207 214-634-2200 Fax: 214-634-7928 trey@joeflyco.com www.joeflyco.com

Northeast Region

Timmy Timbs, CAFS

Wallner Expac 6462 Sandbourne West Olive Branch, MS 38654 800-690-0012 Fax: 662-420-7255 ttimbs@expac.com www.expac.com

www.nafahq.org

Southeast Region

Patrick Rosenthal, CAFS

TEX-AIR Filters/Air Relief Technologies 2209-A Rutland Drive Austin, TX 78758 512-833-3330 Fax: 512-833-3335 patrickrosenthal@texairfilters.com www.texairfilters.com

North Central Region Dave Miller

Complete Filter Media 410 South Ewing Street Lancaster, OH 43130 740-217-8831 dave.miller@cfm.email www.cfm.global

South Central Region Matt Solis, CAFS

Smith Filter Corporation 5000 41st St Ct Moline, IL 61265 309-764-8324 Fax: 309-764-6816 matt@smithfilter.com www.smithfilter.com

Northwest Region

Julie Engelstad, CAFS

Camfil USA, Inc. 1 N Corporate Drive Riverdale, NJ 07457 502-714-3231 julie.engelstad@camfil.com www.camfil.com

Southwest Region

Randy Brannen, CAFS, NCT II Quality Filters, Inc. 23351 Grissom Dr. Robertsdale, AL 36567 251-947-2400 Fax: 251-947-2499 randyb@qualityfilters.com www.qualityfilters.com

International

Steve Griffiths, CAFS

Independent Filter Service P/L 82 Northern Rd Heidelberg West, Victoria 3081, Australia 61 394 583644 Fax: 61 394 583644 steve@independentfilter.com.au www.independentfilter.com.au

Why Marketing Should Create a Digital Twin of Your Sales Team by Greg Mischio, Owner and Chief Strategist at Winbound

Organizations in the air filtration industry have typically relied on their sales teams to deliver new prospects. Due to the complexity of your products and your customers, you’ve had no choice. However, COVID-19 has accelerated a trend toward digitalization that’s upsetting even the long-held sales and marketing model. It’s requiring companies to create what we call a “Digital Twin” of their sales team. Before we dive deeper into what this looks like, let’s take a closer look at the eternal challenges that have fostered the sales-driven organization.

Leaning on sales by necessity The air filtration industry isn’t all that different from any other sector. Every company faces the following sets of challenges, and the common reason why you lean on salespeople is complexity. Challenge #1: Many customers, many different languages to understand It would be gravy if you could run an ad or create a website page and just speak to one persona. But manufacturers and distributors deal with a number of different personas in the buying process, including purchasing, engineering and your overall end user.

Challenge #2: Your prospects have multiple objectives These can be broken down into two overall categories: explicit (product details, specs, price, delivery time) and implicit (your company reputation, social proof, sales, support). Depending on the specific customer, you need to emphasize certain objectives over others. Challenge #3: Your products and services are complex Explaining the merits of the right tensioning procedure on a V-belt is a bit more complex than running a Facebook ad for a pair of flip flops. It’s why companies have traditionally hired engineers and technicians and then trained them in sales and marketing.

NAFA Air Media

Challenge #4: You have lengthy sales cycles Challenges 1-3 all combine to produce sales cycles that range from four months to over a year for the most complex purchases. It’s amazing it’s not even longer, considering the next challenge that has entered the fray. The not-so-new challenge: your customers are prequalifying you online According to a report from SiriusDecisions, nearly 67% of the b2b purchasing process takes place online. Keep in the mind that the salesperson is still critical in the process. It’s just that we’re not exactly sure when customers will turn to them during the buying process. What is clear is that more and more of the sales journey is taking place via the Internet. And when they look, you need to be there. Enter the Digital Twin You’ve likely heard of the Digital Twin concept if you’re in manufacturing and even if you’re not, it’s a fairly easy concept to grasp. Essentially, it’s creating a digital replica of a manufacturing machine or process. A Digital Twin allows you to test prototypes, experiment with different materials, and tinker with processes to produce different outputs in a digital setting. So why not take the same approach with your sales team? Since such a large portion of your sales process is taking place online, it’s mission-critical that you recreate the mainstay of your marketing efforts in a digital format. And how do you do this? With your content. Your marketing should mirror your sales team’s approach There’s an immutable law of sales, which is about as eternal as the challenges we listed above: Customers won’t do business with you unless they know you, like you and trust you. To create a Digital Twin of your sales team, you’ll need to create content that helps people get to know you, like you and trust you. How does this work?

www.nafahq.org

Think of it this way. It’s much like the traditional sales funnel, and your content should correspond to each stage:

Build your trust by showcasing the others who have had their trust in you rewarded with success.

Know you: informational content At the initial entry point into the sales funnel, you’re just introducing yourself to a prospect. And there’s no better way to engage someone than to have them talk about their problems and their issues first. So, talk about their problems on a broad level, and feature some high-level solutions (much like we’re doing with this article).

Content description: Product and services web pages, social proof, links to case studies.

Content description: Informative, focused on customer problems. Content formats: Blog posts, videos, infographics, guest blogs, social media posts. Goal: Add them to your newsletter list (email only), brand exposure, rank for semantic keywords. Like you: helpful tools Now that you’re a familiar face, it’s time to build on the relationship and truly lend a helping hand. You’ve identified some of their key problems; now provide a solution. In terms of content, this can be an online calculator or a diagnostic tool. Anything that helps them solve their problem. Content description: Interactive tools, solving problems related to your products and services. Content formats: Downloadable charts, checklists, or online calculators. (White papers, yes, but ungate them unless you have proprietary research.) Goal: Add them to your email list (with company info), LinkedIn connection. Trust you: product and service details, backed by social proof OK, now you’ve got someone who knows you and likes you. It’s time to sell. And to do that, you’re not only going to roll out your products and services, but you’re also going to let your data and case studies do the talking.

Content formats: Website pages. Goal: Form submission with detailed company information, phone inquiries. Let your Digital Twin be a complement, not a replacement In no way, shape or form are we suggesting you discard your sales team. They are absolutely critical to closing sales and generating revenue. Now they need to be a critical part of helping you create the Digital Twin that can ensure you’re part of the new customer journey. Enlist your sales team to work closely with marketing, and build strategic content to ensure your customers find you when they start looking. ■

Greg Mischio Founder-StrategistWriter-Speaker “After working for years as a freelancer and for other companies, I decided to create Winbound. I had been doing content marketing for a small group of clients and seeing great success. I knew more small marketing teams needed us. We love the close relationships we build with clients. Beyond all the digital stuff, this is really all about helping people make genuine connections with other people. And we’re big fans of people!” For more information: https://winbound.com/

New Certified Personnel NCT Jansen Browning, NCT Universal Filters of Louisiana Baton Rouge, Louisiana

Chris McDonald, NCT Luther Riverside Terrace Saskatoon, Saskatchewan Canada

Cory Bush, NCT AAF Flanders Phoenix, Arizona

Ray Ostman, NCT FilterPro USA LLC Florence, Alabama

Jim Clauson, NCT Filter Services, Inc. Elk Grove Village, Illinois

Kenneth Overman, NCT The Filter Man, LLC New Caney, Texas

Matt Gaffney, NCT BGE Indoor Air Quality Solutions Ltd. Edmonton, Alberta Canada

Dawson W. J. Pearce, NCT Shaunavon Long Term Care Shaunavon, Saskatchewan Canada

Thomas Idler, NCT BGE Indoor Air Quality Solutions Ltd. Edmonton, Alberta Canada

Zachary Poore, NCT The Filter Man, LLC New Caney, Texas

Lejo John, NCT Century Mechanical Systems Factory, LLC Al Azaiba Oman

Ryan Rickett, NCT BFC Solutions/Pure Air Sales Interlachen, Florida

Ward Johnson, NCT Luther Riverside Terrace Saskatoon, Saskatchewan Canada

Chuck Rosenwinkel, NCT The Filter Man, LLC New Caney, Texas

Reid Lamon, NCT SNC Lavalin North Battleford, Saskatchewan Canada

Matthew Roy Robert, NCT Shaunavon Long Term Care Shaunavon, Saskatchewan Canada

Melvin Magnayi, NCT BGE Indoor Air Quality Solutions Ltd. Edmonton, Alberta Canada

Gordon Rutgers, NCT BGE Indoor Air Quality Solutions Ltd. White Rock, British Columbia Canada Chris Starling, NCT BGE Indoor Air Quality Solutions Ltd. Edmonton, Alberta Canada ■

NAFA Air Media

www.nafahq.org

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NAFA News

(L to R) Mr. Alex (Tavatchai S.); Pollakrit Kritmaitree, Assistant Professor; Chariya Sangsajja, MD; Mr. Chaicharn Ungsriwong, ACAT President 2019-2020 and Mr. Chakrapan Pawangkarat, Past ACAT President 2017-2018

Mr. Alex (Tavatchai S.) presents seminar on HEPA Filters for COVID-19 at the ACAT Seminar.

Alex (Tavatchai Satienrattanakul) guest speaker for The Air Conditioning Engineering Association of Thailand (ACAT) Managing Director of 3V Engineering Solutions Co., Ltd., Alex (Tavatchai S.), CAFS and ASHRAE Member, presented Selecting HEPA Filters for COVID-19 Protection in Healthcare Facilities and Public Areas, for ACAT Seminar #2 Covid-19 and How to Select the Technology of Air Cleaning Devices. The ACAT event was held on September 3, 2020, at Swissotel Le Concorde Bangkok Thailand. The purpose of Seminar was to educate ACAT members, air conditioning engineers, and others involved in air filtration, who have an interest in technology and how to apply the air cleaning products such as HEPA Filters, UVGI, ozone and air scrubbers using RCI, Photo-Catalytic Oxidation and Ultraviolet Germicidal Irradiation technologies. This urgent and timely seminar was needed to help those in the Thailand HVAC industry understand how to apply air cleaning devices in the right way under the current new normal conditions, and promote infection prevention and control Covid-19. ■ The Air Conditioning Engineering Association of Thailand (ACAT), a non-profit organization, is a center of air conditioning related professions, for the promotion of knowledge and creating standards, relating to air conditioning engineering, with the purpose of serving its members and the public. ACAT established since 1994, currently ACAT has 5,000 members, see more information in www.acat.or.th.

NCT Tutorial and Exam Jorge Velasco, CAFS, NCT of Air Quality de Mexico and ACAIRE (Colombian Association of Air Conditioning and Refrigeration) conducted a tutorial and NCT exam via webinar - the first of it's kind. Jorge hosted the tutorial on GoToMeeting,® and the test was administered on NAFA's new exam portal (For more information on how you can take the NCT exam - in English or Spanish - go to www.nafahq.org/ certification/nafa-certified-technician-level-1/.) The result of this NCT course is a great group of ten new NCTs. Thank you Jorge and ACAIRE for using this online technology to keep air filtration professionals up-to-date and qualified to support the industry during COVID. ■

NAFA Guide to Air Filtration updates The NAFA Guide to Air Filtration is in the process of being updated. Major updates, changes and additions are with ISO 16890 and MERV 52.2. Thank you to all the NAFA members and industry experts who helped review each chapter and provided updated charts, pictures and content. Did you know that NAFA has the current ISO 16890 on the website and available in the NAFA store? Check out all our publications here: https://www.nafahq.org/nafa-resources/. ■

NAFA Air Media

On average, a salesperson relies on 5-7 different technologies for every deal.

Now our Partners only need one. Designed for our Channel Partners, the recently-launched AAF Flanders Partner Portal is a self-service platform that integrates all web-based solution design tools, comprehensive sales materials and support, and customer transaction processes into one easy-to-use interface. Learn more about how you can minimize administrative time and maximize the profitability and growth of your business with the AAF Flanders Partner Portal.

Visit go.aafintl.com/partnerportal

Bringing clean air to life. ®

NAFA 2021 Technical Seminar | Phoenix - Scottsdale

Join us in Arizona in 2021 Be on the lookout for full details soon and get ready for educational opportunities and professional development at #TECH2021 All levels of professionals, from "old-hands" to "newbies" - business owners to technicians in the air filtration industry will benefit from learning about the latest in the HVAC topics.

Thank you 2020 - 2021 Sponsors! See page 17

NAFA Air Media All information will be posted on www.nafahq.org when available

C H I CAG O JAN 25-27, 2021

T H E E V E N T F O R H VAC R

2021 NAFA Annual Convention | Clearwater, Florida | November 2 - 4

Join us in Clearwater, Florida! Mark your calendar for the 2021 Annual Convention on the sun-drenched coast Join us to learn about advanced topics in air filtration and business oriented subjects. Take a break, reconnect and recharge with industry professionals at our annual banquet and reception. New to St. Petersburg/Clearwater area? With 35 miles of white-sugar sands, foodie-approved dining options, a world-class arts scene and endless family-friendly fun, there's much to discover along the Gulf Coast. History of Clearwater, Florida Located in Pinellas County, Florida, on Tampa Bay, Clearwater has a long and interesting history going back thousands of years to its original inhabitants, the Tocobaga Indians. Spanish explorers were attracted to the area by the natural mineral springs. In 1528 Panfilo de Narvaez, a Spanish explorer, landed in the area. Hernando de Soto followed in 1539, though de Soto is often credited with the “discovery” of the area. De Soto’s and his men were fascinated by the unspoiled beauty of the area and the mineral springs that the Tocobaga Indians used. Around 1835 the US Army built Fort Harrison to be used as an outpost during the Seminole Wars and during the American Civil War, Union gunboats repeatedly raided the city’s supplies. Clearwater was incorporated in 1891, and its popularity as a vacation destination grew after railroad magnate Henry B. Plant built a sprawling Victorian resort in 1897. During World War II, Clearwater became a major training base for US troops destined for Europe and the Pacific.

Thank you 2020 - 2021 Sponsors! See page 17 14 For

more information: www.nafahq.org

NAFA Air Media

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Thank You 2020 - 2021 NAFA Sponsors NAFA wants to give a huge thank you to our 2020 - 2021 sponsors. You have continued your support in the face of unprecedented national crisis. NAFA sponsorship is an important part in keeping NAFA able to promote air filtration to the public and to be the The Global Source for Expertise, Education & Best Practices in Air Filtration.

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Making Polling Places Safer The Latest Recommendations from the ASHRAE Epidemic Task Force

Photo by Element5 Digital from Pexels

As election season continues throughout the nation during the pandemic, the ASHRAE Epidemic Task Force is offering HVAC and water supply system guidance for polling places. ASHRAE’s Building Readiness guidance provides practical information and checklists to help minimize the chance of spreading SARS-CoV-2, the virus that causes COVID-19. “Protecting our voters and poll workers from increasing the spread of COVID-19 at polling places is essential to protecting the health, welfare and safety of the entire population,” said Dennis Knight, ASHRAE Epidemic Task Force vice chair. “Many different HVAC system types are used in polling places, so adaptation of these guidelines to specific cases is necessary.” Here is a summary of key general recommendations related to HVAC and water supply systems for polling places: • Space Selection: Select a space with a larger area for people to spread out, and if possible, a high ceiling to provide more volume for dilution. Consider space with operable windows if there are potential ventilation issues. • Inspection and Maintenance: Consider assessing the condition of systems and making necessary repairs. All building owners and service professionals should follow ASHRAE Standard 180-2018 “Standard Practice for the Inspection and Maintenance of Commercial HVAC Systems.”

• HVAC Operation: The HVAC and toilet exhaust systems should be running when the space is occupied. If the HVAC system cycles on/off with the thermostat, consider running the fan constantly during occupied hours. If toilet exhaust is controlled by manual switches, leave the fan running for 20 minutes after use, or consider setting the switch to “on” and use signage that directs not to change the setting. • Ventilation: A good supply of outside air, in accordance with ASHRAE Standard 62.1-2019, to dilute indoor contaminants is a first line of defense against aerosol transmission of SARS-CoV-2. Pre- and post-occupancy purge cycles are recommended to flush the building with clean air. If the polling place is not ventilated or poorly ventilated and filter efficiency is not good, consider opening doors and windows, and consider re-locating all voting to the outdoors. • Air Distribution: Air flow distribution should not cascade air from the face of a person onto others, so take care in using personal fans. • Filtration: Use of at least MERV-13 rated filters is recommended, if it does not adversely impact system operation. If MERV-13 filters cannot be used, including when there is no mechanical ventilation of a space, portable HEPA air cleaners in occupied spaces may be considered. Also consider portable air cleaners in locations with more vulnerable staff.

NAFA Air Media

• Air Cleaning: Air cleaners such as germicidal ultraviolet air disinfection may also be considered to supplement ventilation and filtration. Technologies and specific equipment should be evaluated to ensure they will effectively clean indoor air without generating additional contaminants or negatively impacting space air distribution by creating strong air currents. • Temperature and Humidity: It is desirable to set the thermostat at the higher end of the comfort zone, 7578ºF and maintain relative humidity between 40-60%. • Energy Use Considerations: In selecting mitigation strategies, consideration should be given to energy use as there may be multiple ways to achieve performance goals that have greatly different energy use impact. Control changes and use of energy recovery to limit or offset the effect of changes in outdoor air ventilation rate and filter efficiency may reduce or offset energy and operating cost penalties.

• Water System Precautions: Buildings that have been unoccupied could have stagnant water, and water systems should be flushed to remove potential contaminants. Utilizing ASHRAE Standard 188 and Guideline 12 can help minimize the risk of water-borne pathogens such as legionella.

To view complete guidance on HVAC and water supply systems in polling places, along with other COVID-19 resources, visit ashrae.org/COVID-19. ■

Epidemic Task Force Guidance for Polling Places https://tinyurl.com/ASHRAEVote.

About ASHRAE Founded in 1894, ASHRAE is a global professional society committed to serve humanity by advancing the arts and sciences of heating ventilation, air conditioning, refrigeration and their allied fields. As an industry leader in research, standards writing, publishing, certification and continuing education, ASHRAE and its members are dedicated to promoting a healthy and sustainable built environment for all, through strategic partnerships with organizations in the HVAC&R community and across related industries. ASHRAE is celebrating 125 years of shaping the built environment.

“The task force’s approach to protecting indoor air quality in polling place is practical, and can help safeguard voters, poll workers and other building occupants as most sites are shared locations that serve many different purposes,” said Luke Leung, ASHRAE Epidemic Task Force commercial/retail team lead. ASHRAE’s Epidemic Task Force has developed guidance and building readiness information for different operating conditions and several building types, including commercial, residential, educational, and healthcare facilities.

NAFA survey - top 5 requested webinar topics Thank you to all the NAFA Members who participated in our survey on possible upcoming webinars NAFA will offer. Here are the top 5 topics you want to hear about:

Latest ASHRAE recommended minimum efficiencies Room air cleaner effectiveness on COVID-19 Media shortages (manufacturer panel discussion) Air filtration in manufacturing plants UV lights (panel discussion) 0

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40 50 # of Responses

100

In the HVAC industry

Airguard® Air Technologies, Inc. (ATI) Purolator™

With the acquisition of CLARCOR Air Filtration Products and its Airguard, ATI, and Purolator brands, Parker is helping to improve air quality in commercial, industrial, and institutional facilities around the world. parker.com/hvac

Providing clean air to Texas and beyond since 1967 NAFA member since 1993 Emergency Stock Do you have a customer who needs product delivered immediately? 120,000 sq. ft. of warehouse space Multiple manufacturers

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Finished frames or notched channel for you to put together yourself Standard sizes or custom up to 12’ Great solution to replace panels or individual frames 1-2 Week lead time Will consider exclusivity rights in certain territories Pricing and availability: ryan@joeflyco.com

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2021 AHR Expo | Chicago | January 25 - 27 NAFA Member AAF Flanders ADS Laminaire / Flow Air Filters Air Filters, Inc. American Metal Filter Company CFM Global Clean and Science Co. Ltd. CMS Global Columbus Industries, Inc. Dynamic Air Quality Solutions EFC International Flow Air Filters / ADS Laminaire Fresh-Aire UV Glasfloss Industries Hydrosil International, Ltd HIFYBER Koch Filter® National Air Filtration Association (NAFA) Parker Hannifin Research Products Corporation Sanuvox Technologies Inc. Smith Filter Corporation Specialty Filter Tri-Dim Filter Corporation

Booth Number S7943 S9233 S8483 N1418 N1315 S8188 N3127 S8665 N2919 S8691 S9233 S6756 N3310 S8283 S8683 S7519 N2728 S7162 S6814 S9083 S10255 N1728 S8513

For NAFA Members Hotel Information NAFA has reserved a hotel block at: Hilton Chicago, 720 S Michigan Ave, Chicago, IL 60605. • Room rate: $179 + tax for single/double • Shuttle service between the hotel and the event is provided • Dates available: check in no earlier than Saturday, January 23 check out no later than Thursday, January 28. NAFA Member Booths If you have a booth at the 2021 AHR Expo, be sure to let us know by sending an email to nafa@nafahq.org. Booth Volunteers Needed We need member volunteers to staff the NAFA booth (N2728) at the expo. All volunteers will receive an exhibitor badge and earn 2 CEUs towards their certification. For more information on the AHR Expo: https://tinyurl.com/NAFA2021AHR. ■

Industry Calendar 2020 SMACNA 2020 Annual Convention September 27 - 30 Colorado Springs, Colorado RISE - INDA all virtual conference September 29 - 30 www.riseconf.net NAFA Annual Business Meeting (Virtual) November 5 4:00 - 5:30 (ET) Webinar details will be sent to all NAFA members Greenbuild Virtual International Conference & Expo November 10 - 12 https://tinyurl.com/GreenbuildVirtual 2020 HARDI Annual Conference December 5 - 8 Atlanta, Georgia

2021 AHR Expo Visit NAFA at booth N2728 January 25 - 27 Chicago, Illinois NAHB International Builders’ Show February 9 - 11 Orlando, Florida IAQA Annual Meeting & Expo February 17 - 19 Austin, Texas AHRI Spring Meeting May 25 - 27 Washington, D.C. AHR Mexico September 21 - 23 Monterrey, Nuevo Leon, Mexico NAFA Annual Convention November 2 - 4 Clearwater, Florida

NAFA Air Media

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2021 Air Media press kit available

Put your marketing dollars to work! Put your Advertise inmarketing Air Media, NAFA’s signature publication, distributed dollars to work!

internationally to members of the air filtrationAdvertise industry.in Air Media, NAFA’s signature publication, distributed internationally to members of the air filtration industry.

Get your Air Media press kit at https://tinyurl.com /2020AirMediaPressKit.

Get your 2021 Air Media press kit at www.nafahq.org/wp-content/uploads/2021-Air-Media-Press-Kit.pdf www.nafahq.org

NAFA in

L A I C O S T E m with G o fr n o ti a iz n a rg o r u o y and grow with

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Uniform Componentry. Uniform Prices. At Ver-Mac Industries, Inc., we consider our customers to be part of our Ver-Mac family. One way we do this is to provide consistent products with consistent pricing. Visit our website to learn more about our products and why you should become a part of the Ver-Mac family, too.

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NAFA Guidelines Update

The NAFA Guidelines Committee will now feature a new NAFA Guideline each month in the Filter Advisor newsletter and they have added a “suggest a new guideline" page. Check out all our guidelines here: https://www.nafahq.org/nafa-best-practice-guidelines/. NAFA publishes a series of air filtration best practice guidelines based on these industry codes, but that go further to recommend and incorporate the “highest level of air filtration standards” for specific applications. NAFA currently offers the below guidelines which are available on the our website. 

! New

Airborne Infections Containment

! New

Commercial Offices

Molecular Filtration

Firing Ranges

Schools

Higher Education Complexes

Spray Finishing Particulate

Libraries, Archives & Museums

Welding Fumes

Bulk Up Your Writing Skills! Want to be a published author?*

Have you authored an air filtration blog or article that you’d like republished? NAFA’s Air Media wants to hear from you! Contact: nafa@nafahq.org

*You can earn 4 points toward your certification!

NAFA Air Media

A BETTER WAY TO DELIVER AIR BACKGROUND Crane Composites, located in Channahon, IL, is a global leader in providing high quality composite materials like fiberglass reinforced plastic. Their wide range of services span across building products, recreational vehicle and transportation industries. Within manufacturing facilities, compressed air is often referred to as the fourth utility. Convenient and versatile, compressed air is also expensive as energy costs continue to rise to unprecedented levels. Following corporate green initiatives to become more energy efficient, Crane Composites implemented measures to manage their energy consumption and replace inefficient equipment or entire systems.

CHALLENGES Crane’s facility utilizes two-stage VST Series 100HP variable speed compressors, manufactured by Gardner Denver. Purchased to replace old worn out units, the new technology provides them a stable and reliable air supply at the lowest energy cost and the widest operating range. Through the help of local utility incentives, they were able to get approval for a complete system replacement. However, a key component of energy savings depends on sustaining those savings through maintenance best practices.

Crane Composites worked together with their compressed air provider, Steve Byrd, Sales Manager at Air Services Company, located in Elk Grove Village, Illinois. Together they developed a maintenance plan that ensures that this equipment would not only last, but maintain its factory designed efficiency. The first step in their plan was to promote good equipment air intake maintenance. Since the machines are cabinet enclosed, the opportunity to prefilter the air and protect internal components at their point of entry, from dust and particulates, was an easy starting point. RESULTS The air filter of choice was Permatron’s PreVent® air intake filter, Model R. Since the equipment air intake opening measured over 2,000 square inches, three custom air filters needed to be made for easier handling. Model R is a patented, rigid steel framed air filter that magnetically attaches to the metal equipment housing and uses a Z-bracket placed between the filters to join each panel together. The Z-bracket not only gives a clean looking installation, but also ensures that there is no air bypass gap between each air filter. The filters are easily accessible with no need to dismantle the case to retrieve them for cleaning. Quickly rinsed, brushed or vacuumed clean, PreVent air intake filters are a very cost effective way to keep equipment running smoothly in a busy manufacturing environment.

SIMPLY calculate your savings. Control costs and airborne debris with the PreVent system. To add up your savings, visit permatron.com/calculator

For more information on preventing clogged equipment air intakes, contact: sales@permatron.com or 1-800-882-8012

Executive Profile

David C. Polens, CAFS President and CEO of Aero Filter, Inc.

Dave was born in Detroit and has been a lifelong resident of Michigan. He received his BA in Marketing from Ferris State University in 1985 and currently resides in Farmington Hills, MI with his wife Sue and daughters Lauren (26) and Erin (21).

“With a lot of misinformation and uncertainty regarding the [COVID-19] virus and filtration's role in addressing the spread, it is our job to educate and support the end user in implementing best practices.”

How did you get your start in the filter industry? I was fresh out of college selling office equipment. I wanted to get into more of an industrial type sales position and interviewed with a process filtration company in Detroit. Although I did not get the job, the owner was a friend of Jerry Festian and passed my name along. Jerry called me in for an interview and I became his first full time salesman. That was 33 years ago.

What do you think is the biggest challenge the air filtration industry currently faces? Well, clearly the last several months since the COVID 19 pandemic hit have been pretty hectic. With a lot of misinformation and uncertainty regarding the virus and filtration's roll in addressing the spread, it is our job to educate and support the end user in implementing best practices.

How do you motivate your employees? I would like to think Aero Filter has created an environment where employees want to come to work and enjoy what they do. By treating them fairly, listening to their needs and supporting their efforts, we have established a loyal, dedicated workforce. We have long tenured employees and had very little turnover since it's incorporation.

Do you have any words of wisdom for up and coming filter professionals? Invest in yourself. The more you put in the more you will get out. Understand your customer’s needs, know your product offerings and build solid relationships. It will take you a long way.

Did you have a business mentor and if so, who is/was it? Actually there are a couple. Obviously, Jerry Festian has been and will continue to be a mentor as Aero Filter transitions into the new ownership. There is no substitute for his experience in the industry. The other is my wife’s uncle, Robert Trobec, who has owned and operated a very successful insurance company. He has provided some sage advice over the years.

How has your company benefited from NAFA membership? Over the years, NAFA has provided a tremendous source of information and education for our company. The credibility the organization brings and our ability to utilize the resource with our customer base has been invaluable. ■

What’s the best piece of business advice anyone ever gave you? Keep your eyes and ears open and your mouth shut. Don’t be afraid to listen, the most you can lose is a little bit of your time and you never know when you might hear something that can help you. What is the most challenging aspect in the running your company? My partner Chuck and I have only been at it for six months now, but so far so good. Coming from the sales and marketing side, it has been fun to learn and understand the other parts of the business that has made Aero Filter successful.

Established in 1978, Aero Filter, Inc. is a leading independent distributor of replacement filtration products, air filter installation service and air conveyance system cleaning serving the commercial and industrial marketplace. Our headquarters are in Madison Heights, Michigan with a branch office in Toledo, Ohio. In five years, we hope our strategic plan has provided a solid footprint for success. By continuing to focus on unprecedented customer support, quality product and service offerings at competitive price points, Aero Filter should be positioned for controlled growth moving forward.

NAFA Air Media

Captured Air Kitchen Exhaust Filter The Captured Air Kitchen Filter is designed for removing odors from kitchens. This filter removes smoke, grease, and other odors commonly found in commercial kitchens.

Features •

Low Pressure Drop Comparable to other Kitchen Exhaust Filters

•

Use in Existing Air Handlers or New Systems

•

Available in a Variety of Sizes: 20” x 24” x 4” 16” x 20” x 4”

•

Inside the filter is Hydrosil’s odor control media also known as XB-17. XB-17 contains active potassium permanganate and activated carbon for effective removal of odors. For unique applications, a custom blend may also be used. A gasket may be installed surrounding the frame of the filter to ensure a tight seal against the air handling unit. This filter can be installed indoors or outdoors air handling units. By arranging the filters in a v-bank configuration, as shown to the left, you will increase filter area and reduce static pressure.

Filled with XB-17 for Removing Odors Such As:  Oils & Greases  Cooked Herbs & Species  Burned Food  Smoke  Fried Food  Odorous Fumes

Call us for solutions to your gas phase pollutants Please contact Hydrosil International Ltd. or your local distributor 125 Prairie Lake Road, East Dundee, IL 60118 Address www.hydrosilintl.com

1.847.844.0680 Fax 1.847.844.0799 1.800.PURPLE.1 email website | sales@hydrosilintl.com

From the Executive Director by Michelle Czosek, CAE

I am going to begin with the same opening line as in the last issue - I hope as you read this column that you and those you love are safe and healthy. A lot has changed since the last issue of Air Media and I don’t think anyone could have predicted what was to come for our industry and the world around us as we started this journey in mid-March. When the decision to cancel the Technical Seminar was made, I never would have predicted that we would also have to make another tough call about our 2020 Annual Convention. In fact, I was very confident that we would be seeing each other socially distanced, but in person with the oceanfront as our backdrop. Who would have thought that we would be looking at an entire year without the opportunity to meet face-to-face? The NAFA Board of Directors made the difficult decision to postpone our 2020 Annual Convention in Clearwater to November 2-4, 2021. We are in the process of finalizing dates for the 2021 Technical Seminar which will be held at the Embassy Suites Phoenix-Scottsdale. More information to come on both events soon. On behalf of the Board and staff, I would like to thank everyone for their input and support for these tough decisions. And I extend a special thank you to our sponsors for their positive response to the various changes and requests made in this very different year. We held another successful webinar, Hospital Air Filtration in the World of COVID-19, which attracted over 450 registrants. The panel discussion moderated

by Jim Rosenthal covered such areas as the supply of high-efficiency filters, the safety of workers, recommendations from government agencies and concerns about isolating areas of facilities to ensure the safety of healthcare workers and patients things that professionals in the filter industry are facing every day. And, our YouTube posting of Talking Air Filtration with Dr. Jeff Siegel, now has over 2,800 views. NAFA has plans to provide additional virtual educational opportunities throughout the remainder of the year. We are currently working on our next offerings based on member feedback from our recent survey on educational topics (see the Top 5 Topics of Interest on page 19). If you want to help shape future offerings, please contact me and we’ll get you connected to the NAFA Education & Training Committee. On Thursday, November 5 from 4-5:30 pm ET, we will hold our virtual annual business meeting (details will be available soon) where we will provide our association updates, introduce our new board members, and honor our scholarship and award winners. We have a new record of 47 nominations for the Clean Air Award! As always, please don’t hesitate to reach out to me or any board member if you have questions, ideas for resources that we can provide to our community or if you just need to talk to someone that’s experiencing the same issues and challenges you are. I hope that everyone will take care of each other as we continue to navigate these waters. While some people thrive in our new environment there are others that have lost their jobs, are alone, have lost a loved one or struggle with anxiety over what is happening around us. In the words of one of my favorite authors, Bob Goff, “The most beautiful scenery in the world is when our friends come into view.” Remember that not everyone experiences our world in the same way that you do so be a friend to someone that may need an extra dose of kindness this week. ■ Take care,

Michelle Czosek, CAE

NAFA Air Media

MICRO SHIELD® Mini-Pleated Filters So Energy Efficient That They Pay for Themselves!

Discover Long-Term Savings When You Use

Filters

What if you could lower costs and reduce energy consumption with a single product? With performance engineered filtration products from Columbus Industries, you can.

Lower operating costs can be achieved by using filters that combine lower initial pressure and higher dust holding capacity. The long-term energy savings will more than cover the cost of the filter. To request a free energy calculator, visit www.colind.com, click on CONTACT US and type your request in the filtration needs comment section.

Filters Are Ideal For:

• Commercial and Industrial Facilities • Government and Educational Facilities • Paint Booth/Finishing • Hospitals, Research Labs And Pharmaceuticals • Airports • Electrical Manufacturing • Power Generators

Now Available with Built-In ZERO-BYPASS™ Gasketting Our latest innovation combines our Best In Class mini-pleated media with patented gasket technology originally developed by 3M. This innovative combination creates a long-lasting, low pressure drop filtration system that Gasket virtually eliminates filter bypass with the inclusion of the ZERO-BYPASS™ Mechanical permanent gasket and mechanical seal Seal system.

2938 State Route 752 • PO Box 257 • Ashville, Ohio 43103 Phone: 740.983.2552 • Fax: 740.983.4622 www.colind.com • ci@colind.com