2019 Summer Air Media

AIRMEDIA

SUMMER 2019

Introduction to power transmission belting used in the HVAC-R industry Page 4

Mark your calendar!

See page 8 for more details

National Air Filtration Association 22 N Carroll St Ste 300, Madison, Wisconsin 53703

NAFA 2019 Annual Convention Montreal Canada | September 11 - 13

www.nafahq.org â–Ş 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

Introduction to power transmission belting used in the HVAC-R industry

4

2019 - 2021 NAFA strategy

7

Designer and Content Editor

2019 Annual Convention

8

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 22 N. Carroll Street, Suite 300 Madison, Wisconsin 53703 Phone: 608-310-7542 Email: nafa@nafahq.org

www.nafahq.org

The true secret to keeping the best

10

Five steps to improve your pricing strategies

20

NAFA Guidelines

22

2020 AHR Expo information

26

NAFA 2019 Technical Seminar

32

Get social with NAFA

34

Departments President’s Message

2

Welcome to NAFA

3

2019 Board of Directors

3

NAFA News

12

New Certified Personnel

14

Industry Calendar of Events

26

Technology Corner

31

Executive Profile

36

From the Executive Director

40

1

President’s Message

Check out our interview with President Trey Fly @ http://bit.ly/NAFA-Trey

by Trey Fly, CAFS, NCT II

Dear NAFA Members,

I hope you are all having a great 2019 and enjoying spring.

This is always an exciting time in our industry as the need for cooling really starts to ramp up in most parts of the country.

With so much construction and a very strong economy, I expect this summer will be a record breaking season for many NAFA companies. Filter manufacturers are working harder than ever to keep up with demand and distributors are healthier than ever. It is truly a great time to be in the air filtration industry!

The NAFA Technical Seminar just concluded and was one of our highest attended events. We had great weather, an excellent program, and a beautiful host hotel lakeside in Las Colinas, Texas. I have been involved in helping plan NAFA conferences for the past few years and I can honestly say I have never had more compliments about the program than I did after this one. The speakers were timely, entertaining, dynamic, and relevant. That being said, most of the credit goes to the NAFA staff team, Tom Justice the Conference Chair, and all of those who regularly help plan these events and recruit our speakers. Most of that works happens behind the scenes and to those of you involved, thank you so much – your work is appreciated. I also need to thank our sponsors– without you we couldn’t put together this program in such a beautiful space to gather and share our time and ideas.

The feedback we’re hearing from sponsors indicates that the investment is well worth it, especially from the networking perspective. Finally, I need to thank all attendees. I hope each and every one of you was able to get several “takeaways” that can immediately impact your business in a positive way. We also had 24 members who passed their CAFS exam and are now certified, so congrats to you for your efforts!

If you attended Tech2019 and enjoyed it, please spread the word because increased involvement and attendance benefits everyone. In addition to the excellent program, we had several highlighted events that were well attended – Topgolf, Young Professionals Reception (maybe too well attended – we couldn’t get them to leave the bar!), and the lakeside opening reception. This group definitely likes to network and have fun, so it was rewarding to see our members taking full advantage of these events. If you were unable to join us, we missed you and hope to see you at an upcoming event. I promise that it will be worth the trip!

Another major accomplishment for NAFA was the adoption of the new strategic plan. Many newly designated committee members worked hard to make this happen in

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a relatively short period of time. Due to their ambitious efforts, the plan was presented and approved by the Board in Dallas. The purpose of this plan was to create quantifiable goals that would be fully transparent to all members. These big picture goals will focus on growth and sustainability for the organization and ultimately benefit all members in the near future. Additionally, by having clear and written goals, the Board, Executive Officers, Committees, and NAFA Staff can all have an identical map and compass to achieve what is best for the association. By achieving the goals set forth and adapting to changing times, we will remain the ultimate resource for all things related to the air filtration industry for many years to come. See page 7 of this issue of Air Media for a one-page overview of the focus areas and goals for this three-year plan. Thank you to all members who offered input or volunteered to help with this transformational project.

Before I close, I want to remind everyone of our premiere event of the year – the NAFA Annual Convention in Montreal. This September 11-13 event is sure to be our best one yet with the same high quality speakers and networking opportunities that we have come to expect. I encourage you to make the investment to meet us in Canada. The favorable exchange rate makes this a great spot to visit. Montreal is a historic, picturesque, and vibrant city with a lot to offer. In addition, it has recently been proclaimed the “Food Capital of North America” which may be enough advertisement alone.

Please renew your passports and do not miss this sensational event. I can’t wait to see you all there!

Finally, I want to thank all of the NAFA members who have personally impacted me – and there are many. Suppliers, distributors, subject matter experts, and even competitors – it is a blessing to be immersed in an organization with such a wealth of knowledge and full of members with such a positive outlook on life. I often mention that the best benefit of NAFA is interacting with the members and I truly believe that. I wish you all the best in the coming months and look forward to seeing each of you soon – maybe we can share some stories over a cold Canadian lager and some poutine. ■

Sincerely, Trey Fly NAFA President

NAFA Air Media

Welcome to NAFA!

2019 Board of Directors

Distributor

President

David Mornan Brookaire Company, LLC Carlstadt, New Mexico Don Palermo Clean Liquid Systems, LLC Spring, Texas Tom Muller, CAFS Farrar Filter Company Inc. Paterson, New Jersey Rick Hoskins Filter King, LLC. Miami, Florida

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

President-Elect

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

Treasurer

Nathan Wittman, CAFS, NCT

Brad Behiel, CAFS, NCT FilterPro Services Canada, Ltd. Coquitlam, BC Canada Brett Perinovic Filtration Concepts, Inc. Lannon, Wisconsin Amy Ihde Freedom Air Filtration Downers Grove, Illinois Ryan Puckett Salute, Inc. Clinton Township, Michigan Tim Mohan, CAFS Tristate Filter & HVAC Supplies, Inc. Ronkonkoma, New York Micah Jones, CAFS, NCT Universal Filters of Louisiana Baton Rouge, Louisiana

Manufacturer Julie Engelstad, CAFS Camfil USA, Inc. Riverdale, New Jersey Continued on page 16

www.nafahq.org

Trey Fly, CAFS, NCT II

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

Secretary

Roberta MacGillivray, CAFS, NCT B.G.E. Services & Supply Ltd. 5711-103 A Street Edmonton, AB T6H2J6 Canada 780-436-6961 Fax: 780-437-2133

robertamacgillivray@thefiltershop.com

www.thefiltershop.com

Immediate Past President Jay Reese, CAFS

12 Shrapley Drive Chadd’s Ford, PA 19317 610-310-0178 jay.reese44@gmail.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

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

Fiber Bond Corporation 110 Menke Road Michigan City, IN 46360 219-879-4541 Fax: 219-874-7502 julie.engelstad@fiberbond.net www.fiberbond.net

Southwest Region

Michael Corbat, CAFS

Rensa Filtration 37900 Mound Road Sterling Heights, MI 48310 586.580.7670 Fax: 586.872.0705 mcorbat@rensafiltration.com www.rensafiltration.com

International

Jorge L. Velasco, CAFS, NCT Air Quality de Mexico Encino S/N, Col. El Carmen Queretaro, QRO 76240 Mexico 011 524422215748 jorge.velasco@aqdemexico.com www.aqdemexico.com

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Introduction to power transmission belting used in the HVAC-R industry

By Jason Industrial

Types of power transmission There are various types of power transmission devices commonly used in industry today.

Among them for example, chains, gears, v-belts and synchronous belts are widely used. The focus of this exercise will be a general introduction to rubber power transmission belts and more specifically, those v-belts and synchronous belts used in the Heating, Ventilation, Air Conditioning and Refrigeration (HVAC-R) industry.

Power transmission belting The primary function of a belt is to simply transfer rotation from the powered driver pulley to one or more driven pulleys.

The belt must be designed and capable of transferring this torque efficiently and reliably. Generally, the most economical component in the system, belts can also act as a “safety fuse” by slipping or breaking under a peak or shock load situation, such as when a drive becomes jammed by debris, which can protect the more expensive components of the system.

Advantages of power transmission belts • Lowest cost means of transmitting power • Ability to accommodate a wide range of speeds and center distance between driver and driven shaft • Quiet and clean operation • Require no lubrication like chains, gears and gearboxes • Able to absorb shock loads and pulsations • Can be used for special applications such as clutching and variable speed

Figure 1. Wrapped V-belt

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Two major types of power transmission belts There are two major types of Power Transmission Belts. These are V-Belt and Synchronous Belt (also commonly referred to as timing belt).

• Absorb objectionable and harmful vibrations

Terminology The terms “sheave” for v-belt drives and “sprocket” for synchronous drives and “pulley” (for all drives) are commonly used when referring to the “wheels” used connect the belt between the driver and driven units of different types of belt drives. The International Standards Organization (ISO) uses the term pulleys for all drives whether they are v-belt or synchronous.

• Accommodate a wide selection of speed ranges

V-Belt The V-Belt is a friction device and works on the principle of the wedge. It relies on tension to create friction on the sidewall of the sheave to transmit power. It is non-synchronous and allows slippage.

Slippage can be desirable and intended in drive design. For example, in a fan where the belt must slip rather than break the belt or bend a shaft if the blade contacts something or is blocked. V-Belts are the most basic belt utilized for power transmission and are generally speaking, also the most economical.

V-Belt characteristics • Less expensive than most other forms of power transmission • Start, stop and run smoothly • Operate noiselessly and without lubrication

• Clean, and they require minimum maintenance • Rugged and long lasting

• Cover an extremely wide horsepower range • Easy to install and simple to replace • Relatively unaffected by moisture, abrasive dusts, or extreme variations in temperature Two types of v-belt construction are commonly used in industry: Wrapped V-belt (Figure 1) has a protective fabric cover and will allow some slippage in peak torque situations. Slippage can be advantageous in some drives to avoid damage to belt and other drive components Raw Edge V-belt (Figure 2) has fabric on the top and bottom but no fabric on the “raw edge” sides. This construction resists slippage with more grip on the sheave sidewalls due to the exposed rubber sidewall that has no fabric as a wrapped v-belt does. It is advantageous in drives where minimum slippage, maximum efficiency and power transmission is required. It will still allow slippage but is more resistant to slippage than a wrapped v-belt.

Figure 2. Raw Edge V-belt

NAFA Air Media

Table 1. V-belt types and sizes

Type

Description

Cross Section

Part Number Nomenclature

Fractional Horsepower

Wrapped construction suitable for light duty applications using fractional horsepower motors.

3L130 3 = top width in eighths of an inch = 3/8" L = Light Duty (FHP) 130 = Outside length in tenths of an inch = 13.0"

Classical Wrapped

Classical Heavy Duty Wrapped V-belts.

Available in a wide range of sizes.

A15 A = 9.50" width x 0.31" thickness 15 = Inside length 15.0"

Classical Cogged Raw Edge

Molded cogs allow use of smaller diameter pulleys and provide heat dissipation and raw edge sidewalls reduce slippage.

AX22 A = 0.5" Width x 0.31" Thickness X = Raw Edge sidewalls, cogged construction 22 = ARPM Standard length designation

Wedge Wrapped

Wrapped construction with narrow, deeper profile for higher power than classical v-belt in a smaller, more compact space.

3V250 3V = 0.38" width x 0.31" thickness 250 = Outside length in tenths of an inch = 25.0"

Wedge Cogged Raw Edge

Has the same properties as Wedge with cogs for greater flexibility and heat dissipation and raw edge sidewalls to reduce slippage.

3VX250 3V = 0.38" Top Width x 0.31" Thickness X = Raw edge sidewalls and cogged 250 = Outside length in tenths of an inch = 25.0"

V-Belt Construction Details 1

Rubberized Fabric Cover

Covers entire belt and protects the belt core

2

Top Fabric

Provides heat and oil resistance

3

Load Carrying Cords

Transmit the power and ensure uniform load distribution

4

Compression Section Elastomer

Resists compression fatigue and dissipates internal heat build-up. Provides firm lateral pressure against sheave sidewall and distributes the load to the cords.

5

Precision Molded Cogs

Aids in heat dissipation and provides additional flexibility allowing use with smaller pulley diameters than classical v-belts

Belt Drive Efficiency Rating

Belt Type

% Efficiency

Note

Good

Wrapped V-Belt

93

offers 93% or less efficiency due to potential for slippage

Better

Raw Edge Cogged

95

less slippage than wrapped v-belts for approx. 95% efficiency

Best

Synchronous

98

maintains 98% efficiency over life of the drive – doesn’t allow slippage Continued on page 6

www.nafahq.org

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Introduction to power transmission belting used in the HVAC-R industry V-belt types and sizes V-Belts come in a wide variety of sizes and lengths. They are identified by their various cross sections and length.

The common types used in the HVAC-R industry are listed in Table 1.

Synchronous belt Synchronous or timing belt (Figure 3) is a positive engagement device and relies on the accurate meshing of the belt teeth with the sprocket grooves. It does not allow slippage.

There are drives where slippage can cause damage and must be prevented, for example, the valve train of some internal combustion engines. If the drive does not maintain synchronous operation the piston can contact and damage the valves. Converting an HVAC V-belt drive to synchronous belt is a way to gain a significant efficiency increase, resulting energy savings.

Use a Synchronous Belt Drive when: • High mechanical drive efficiency and energy savings are a priority • Synchronous transmission and precision positioning between shafts is required • Low maintenance is a priority • High torque, low RPM requirements • Compact drive layout is necessary • Low noise requirements (compared to chain and gears)

Detachable tab link type v-belt Detachable Tab Link V-Belt (Figure 4) is an ideal alternative to conventional rubber v-belts in many applications. Made endless by hand using no tools, an open length of belt can be assembled from tabs (like links in a chain) and wrapped around pulleys in hard-to-fit applications yielding fast belt replacement.

• For use in applications where it's difficult to install an endless conventional v-belt, avoiding costly labor-intensive machine disassembly.

• Ideal for use on mobile service vehicles where carrying a large inventory of v-belts is not practical. A long roll of detachable tab link type v-belt can be carried on the vehicle and any length of belt can be made versus carrying a large inventory of conventional v-belt sizes.

Eliminates the possibility of being “out” of a needed size.

• Can be used either as singles or on multiple v-belt drives. Widely used in HVAC, poultry, agriculture and general industry.

Continued from page 5

www.jasonbymegadyne.com Since 1958, Jason, founded by Jacques Cohenca, has grown to become one of the leading suppliers of industrial rubber products and related hardware in the western hemisphere.

Our business model is simple lean, responsive and being easy to do business with is our corporate culture. We know that your opportunities are determined by quick, decisive action on your part, and we strive to assist you in making those inquiries turn into orders.

Jason Industrial offers a complete range of industrial v-belts, neoprene and urethane synchronous belts, each provided in all English and metric cross-sections or pitches.

• Increased calls per day for mobile service vehicles (reduced labor cost and travel spent searching for the right v-belt) • Less vibration and noise than conventional v-belts. ■

• Environmental or contamination concerns (no lubrication required such as with chain)

Figure 3. Synchronous Belt Drive

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Figure 4. Detachable Tab Link V-Belt

NAFA Air Media

2019-2021 Strategy

FOCUS AREAS & GOALS Membership

Certification

current member companies (manufacturer, distributor, supplemental)

Campaign to win back 20% of total CAFS 40% of total NCT not recertified by 2020

15% Win back rate among recently

Grow

97% Annual retention rate among

departed members (those that have left within 12 calendar months)

10% Win back rate among former members (those that left longer than 12 calendar months ago)

5% New growth annually

Financial

Increase NAFA revenue Maintain NAFA reserves Tie management fees to NAFA strategic goals

CAFS by 5% and NCT by 10% each year

Annual book sales equal to 30% of current CAFS and NCT - Investigate online subscription option Easy automated recertification process – Email notification, online test Analyze fee structure for new and recertificationand member vs non-member - Consider $0 NCT recertification Honorary auto renewal for life after a certain number of consecutive years of CAFS/NCT

Education Determine the right mix of education offerings to meet member needs and provide recommendation by September 2019

Increase attendance at the Annual Convention and Technical Seminar by

5% growth per year

NAFA 2019 Annual Convention | Hotel Bonaventure Montreal | September 11-13

Montreal, Quebec Canada How to Transform Profitability Through Improved Pricing

Keynote Speaker Paul Hunt, MBA President Pricing Solutions

Members will learn how to dramatically improve profits through improved pricing. The impact of pricing is enormous, yet the level of attention it gets is not commensurate with fully realizing and leveraging the impact. Participants will learn new ideas that can help their pricing immediately. For example, we will focus on how to identify quick wins, how to grow profits on a sustainable basis and how to get the sales force buying in to value-based pricing. Attendees will get excited about learning a new competitive advantage. They will leave with practical ideas on how to transform profitability through improved pricing.

Insight to Action: New Ways to Think, Lead, and Achieve

Closing Keynote Speaker Gabriel Eckert, FASAE, CAE Chief Executive Officer Building Owners and Managers Association of Georgia

Take a fresh look at leadership. Gabriel Eckert, FASAE, CAE will lead an interactive session based on one of the American Society of Association Executives bestselling books, From Insight to Action: Six New Ways to Think, Lead and Achieve. The session will explore emerging leadership competencies that are essential for creating and sustaining success. You will learn how to implement these competencies through case studies, real-world stories, and research-validated theory.

Challenge your thinking, enhance your leadership skills, and learn how to lead your organization to success in a rapidly changing environment.

For more information: www.nafahq.org 8

Prepare for the 2019 NAFA Annual Conference in Montreal, Canada It’s time to think about some preparations you’ll need to make.

If you are traveling from the United States, you will need a passport for travel to both Canada and Mexico, and of course other countries. Don’t wait until the last second.

You can get a passport in two weeks, but it cost you rush fees and some gray hairs worrying about it! Here’s how to get a passport: https://travel.state.gov/content/ travel/en/passports.html.

Ensure your current passport will still be current for your return trip! You may not be able to depart if your passport expires three to six months before your journey.

Renew it now if it does.

Brush up on your French. 59% of the city speaks both English and French, so when in Rome…er…Montreal… Do your best!

Did you know that most of the City of Montreal is situated on an island?

Go ahead, Google Map it. We’ll wait.

There’s nothing you should do with this information. But it’s interesting!

Join us in La Métropole du Québec

NAFA Air Media

INTRODUCING The New & Improved PreFilter Clips. Extends the Life of High Efficiency V-Bank Filters*

UniVERSA – Short Nose 2” Shown

UniVERSA/Don – Long Nose 4” Shown

UniVERSA - Short Nose (2” or 4”)

UniVERSA/Don - Long Nose (2” or 4”)

Designed to pre-filter plastic High Efficiency V-Bank filters with a 2” or 4” pleated Beverage board or plastic-framed air filter.

Engineered spring-loaded “SureGrip” feature pushes into the open slots on the top and bottom of the plastic V-Bank filter header.

Designed to pre-filter plastic High Efficiency V-Bank filters with a 2” or 4” pleated Beverage board or plastic-framed air filter. Unique (Long Nose) feature can accommodate different air filter width variations.

Designed to handle heavier air filters and/or filter applications with heavy sediment build up.

Manufactured from durable high carbon spring steel with ROHS-compliant ZINC plated finish Leaders in Air Filter Clips and Specialty Air Filter Fasteners Since 1995.

In House Engineering • Manufacturer-Direct Pricing • Specials Welcomed

MADE IN THE USA

See our website for pricing and complete part descriptions.

We accept

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*Patent Pending

The true secret to keeping the best

By Jack Altschuler, Chief Alive Officer, Fully Alive Leadership

The Challenge

At every Fully Alive Leadership keynote and workshop I hear leaders complain about the difficulty of finding good people to fill their job openings. There’s a skills gap, they tell me. The right people just aren’t knocking on their doors.

There’s a reason that highly desired workers aren’t knocking on their doors or on yours, either: it’s that they don’t have to.

In this full employment economy workers are being courted by employers who are poaching talent from other shops. Seen from the other side, you are at risk of losing your best people to talent competitors.

In fact, your competitors for talent are reaching out to your best people right now.

On top of that, employees are leaving in greater numbers. Voluntary employee quits are double what they were in 20101.

In exit interviews, 44% tell their boss they’re leaving for more money. However, in 3rd party interviews they ‘fess up and more money is cited in only 9% of cases2. Perhaps these people have other motivations for leaving, needs that aren’t being met.

The good news is that HR studies lay before us the one key thing – The True Secret - that is the biggest driver to help you attract and keep your best people: better pay3.

But wait just a second: didn’t those 3rd party interviews establish that it’s not just about money?

Another study says it’s the culture of your organization that matters most4.

Yet another study says it’s new and interesting challenges5.

The truth is that it really isn’t as simple as suggested by claims of The True Secret because there isn’t just one thing and it isn’t a secret.

It’s complicated

Your A-players are, by definition, very hard to replace, so you truly want them to stay. But your high performers won’t stay any longer than necessary if they can’t get the leadership they need, so you have to provide that leadership.

The piece of leadership that will serve you best is to recognize that your people are human beings and they want to be treated as such. They are three dimensional and complex and need you to deal with them with that understanding. That translates to you caring enough to see them as whole human beings.

Yes, you do have to pay wages and benefits that are better than competitive.

That’s just the ante to be in the game of attracting and keeping the best people. It takes more than that.

You have to learn what’s important to them and deliver it. There’s only one way to figure that out and it doesn’t come from an HR study. You have to ask them. Here are some ideas for that.

• Ask about their professional aspirations.

It’s about them getting the message that you care enough about them to focus on them and their welfare.

Key Point: If you want your people to invest in you, first you have to invest in them.

In an HR study about what’s most motivating to Millennials, one respondent captured perfectly a critical need of an entire generation. She wrote, “I want my boss to take an interest in my professional development.”6 Could it be any plainer?

Step up your efforts to get to know your people and what’s important to them. Never imagine that they think the same way you do because they aren’t you.

That means that you really don’t know what’s important to them.

So, ask. Treat them as they want to be treated.

That’s as close to The True Secret as you can get. ■

• Ask them what they want to tackle next.

• Ask what they need in order to do their best work.

• Find out about their lives beyond your walls.

• Ask them about their ideas for improvement in your shop.

About that last point - their hands are on things yours aren’t on, so they may know things that you can’t know. They just might have some really good ideas. Besides, your asking what they think says that you respect them. People like to be respected.

1. U.S. Bureau of Labor Statistics, 2018 2. Why Are Workers Quitting Their Jobs in record Numbers? By Roy Maurer for SHRM, December 12, 2018.

3. Better Pay is Top Reason Workers Are Quitting Jobs, by Dana Wilkie for SHRM, January 18, 2018.

4. Culture Is What motivates and Retains Talented Employees, by Betty Thompson for SHRMBlog, November 12, 2018.

5. Job Switchers Seek New Challenges Above All, by Roy Maurer for SHRM, January 30, 2017 6. Gen Y: Part II – Gen Y Opinions and Perspectives on Workplace Culture and Their Top Employers of Choice. CareerEdge Organization, 2010

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What will you do?

Jack Altschuler is the Chief Alive Officer of Fully Alive Leadership. He delivers keynote presentations and workshops focused on employee engagement and the timely topic of attracting and keeping your best people. He can be contacted via email at Jack@ FullyAliveLeadership.com or through his website at www.

FullyAliveLeadership.com.

NAFA Air Media

NAFA News Berry Plastics joins Alliance to End Plastic Waste (AEPW) Nearly a year ago, we launched our Plastics Ambassador program and made a commitment to collectively do our part to raise the awareness surrounding the possibilities and benefits of plastics. For this reason, I am pleased to announce that today we are taking yet another step in support of our sustainability goals by joining the Alliance to End Plastic Waste (AEPW).

This organization will bring the collective knowledge, resources, and experience of

some of the world’s largest companies to address the issue of plastic waste leaking into the environment. Plastic waste in our environment is a real issue, but one which can be solved if we make the right choices and focus attention and resources on the best solutions. We all need to aim high and commit to sustainable actions to prevent this waste from entering our environment.

For more information on the Alliance, visit endplasticwaste.org. ■

Robert Burnette promoted to National Sales Manager, ARW Division (Glasfloss) DeSoto, TX – Mark Filewood, VP Sales and Marketing, today announced the promotion of Robert Burnette to the position of National Sales Manager, ARW Division.

Mr. Burnette was formerly the Assistant National Sales Manager, ARW Division and the District Manager over the Midwest, Northeast and Southeast markets for the past 10 years. Mr. Burnette is a Certified Air Filter Specialist from the National Air Filtration

Association and has achieved the Glasfloss “Top Gun” sales award three times.

Glasfloss Industries is a leading manufacturer of HVAC air filtration products for commercial, industrial and residential applications with five manufacturing plants across the United States. For more information about Glasfloss or our products, please visit: www.glasfloss.com. ■

Midwest Air Filter, Inc certified By the Department of Veterans Affairs Grand Rapids, Michigan - Midwest Air Filter, Inc, a business specializing in over 68 years of air, water and industrial filtration, is proud to announce national certification as a Service-Disabled Veteran-Owned Small Business (SDVOSB).

“We are very excited to receive the Department of Veterans Affairs Certification,” said Marcia Down Shoham, President, Midwest Air Filter, Inc. “This reinforces our desire to connect to supplier diversity programs,

including the benefits those programs offer to our customer base. It allows us to compete on a level playing field and with the added benefit and leadership knowledge of being service-disabled veteran-owned. The SDVOSB certification along with our previous certification of National Women’s Business Enterprise had already opened doors for us and for our customers.”

To learn more about Midwest Air Filter, Inc., please visit www.midwestairfilter.com. ■

Continued on page 16

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NAFA Air Media

New Certified Personnel CAFS Matt Acuff, CAFS Joe W. Fly Co., Inc. Dallas, Texas

Larry Earles, CAFS Filters For Industry, Inc. Mobile, Alabama

Mitch Aranjo, CAFS Parker HVAC Filtration San Diego, California

John Foley, CAFS Mikropor Michigan City, Indiana

Bianca Yvette Avila, CAFS TEX-AIR Filters/Air Relief Technologies Austin, Texas

Brian T. Gill, CAFS Blejwas Associates, Inc. Branchburg, New Jersey

Marquita Beard, CAFS eSpin Technologies, Inc. Chattanooga, Tennessee

Sergio Gonzalez Espinoza, CAFS Glasfloss Industries, Inc. Desoto, Texas

Elliott Graham Beck, CAFS Joe W. Fly Co., Inc. Austin, Texas

Justin Hendrix, CAFS Engineered Equipment Inc. Tulsa, Oklahoma

Tom Bloodgood, CAFS Permatron Elk Grove Village, Illinois

Charles David Holifield, CAFS Columbus Industries, Inc. Ashville, Ohio

Tim Caffery, CAFS The Filter Shop Omaha, Nebraska

Darrin Micah Jones, CAFS, NCT Universal Filters of Louisiana Baton Rouge, Louisiana

Gavin Call, CAFS AAF Flanders Washington, North Carolina

Jason Kalweit, CAFS Northeast Air Solutions, Inc. Wilmington, Massachusetts

Michael Cardosi, CAFS, NCT Filter Services, Inc. Elk Grove Village, Illinois

Carlos Lemus, CAFS Advanced Filtration Concepts, Inc. Los Angeles, California

Daniel Carter, CAFS TEX-AIR Filters/Air Relief Technologies Austin, Texas

Tim Lockwood, CAFS Tri State Filter Petersburg, Michigan Chong Lucey, CAFS Air Filter Superstore, LLC. Boise, Idaho Mollie Maldonado, CAFS, NCT The Filter Man, LLC New Caney, Texas Jose Antonio Miranda Carranza, CAFS Air Quality de Mexico Queretaro Mexico

14

NAFA Air Media

New Certified Personnel Continued from previous page

Tim Mohan, CAFS Tristate Filter & HVAC Supplies, Inc. Ronkonkoma, New York

Nicholas Briganti, NCT Norwalk Hospital Norwalk, Connecticut

James Moran, CAFS Permatron Elk Grove Village, Illinois

William Campbell, NCT Air Filters Northwest, Inc. Portland, Oregon

Ray Nowak, CAFS Tri State Filter Petersburg, Michigan

Pierre W Chabot, NCT Monadnock Community Hospital Hancock, New Hampshire

Julia Ribeiro, CAFS Joe W. Fly Co., Inc. Austin, Texas

Joshua Day, NCT The Filter Man, LLC New Caney, Texas

Mike Salyards, CAFS Glasfloss Industries, Inc. Fort Worth, Texas

Tim Denniston, NCT Red Bud Air Filter Sales & Service Tulsa, Oklahoma

Matt Smith, CAFS Joe W. Fly Co., Inc. Dallas, Texas

Pete Gage, NCT Norwalk Hospital Norwalk, Connecticut

Anthony Thomas, CAFS TEX-AIR Filters/Air Relief Technologies Dallas, Texas

Trevor Grant, NCT The Filter Man, LLC New Caney, Texas

NCT Saad Al-Asadi, NCT B.G.E. Service & Supply Ltd. Burnaby British, Columbia Canada Randall Barbosa, NCT NYPRO Gardner, Massachusetts Mark Bartolomeo, NCT Mckenney Mechanical Thomaston, Connecticut

Dillon Greene, NCT Air Filters Northwest, Inc. Portland, Oregon Chris A Guidi, NCT Air Filters Northwest, Inc. Portland, Oregon Shane Horn, NCT Air Filter Superstore, LLC. Boise, Idaho Andrew Jackson, NCT Plano, Illinois

George Beckwith, NCT Norwalk Hospital Norwalk, Connecticut

Craig Lawday, NCT B.G.E. Service & Supply Ltd. Burnaby British, Columbia Canada

Sylvan Boraski, NCT B.G.E. Service & Supply Ltd. Edmonton, Alberta Canada

Darrin Micah Jones CAFS, NCT Universal Filters of Louisiana Baton Rouge, Louisiana Continued on page 16

www.nafahq.org

15

New Certified Personnel Continued from page 15

Welcome to NAFA! Continued from page 3

Mollie Maldonado CAFS, NCT The Filter Man, LLC New Caney, Texas

Levi Stewart, NCT Plano, Illinois Byren Swanson, NCT R. J. O’Neill Sandwich, Illinois

Jeff Marler, NCT Filter Service of St. Louis St. Peters, Missouri

Nicholas Tade, NCT Prairie Service Group West Chicago, Illinois

Charles Miller, NCT Mckenney Mechanical North Haven, Connecticut

Dylan Walsh, NCT B.G.E. Service & Supply Ltd. Fort McMurray, Alberta Canada

Greg Parks, NCT Air Filters Northwest, Inc. Portland, Oregon Keenen Perry, NCT B.G.E. Service & Supply Ltd. Fort McMurray, Alberta Canada Ramon Ramos, NCT Premier Comfort AC and Heating San Antonio, Texas

Professional Individual Tom Cox Corsa Dynamic Systems LLC Plano, Texas David Reaman, CAFS Marketing Services Inc. Cincinnati, Ohio

Dylan Whalen, NCT B.G.E. Service & Supply Ltd. Fort McMurray, Alberta Canada

Sundaresan Venugopal Shree Sulaj Envirotech Private Ltd. Chennai India

Michael Williams, NCT Sheet Metal Workers’ Local 265 Elgin, Illinois ■

Robert Richer, NCT TD Industries The Hills, Texas

Kurt Skovinski Filter Sales & Service, Inc. (CT) West Haven, Connecticut

Travis Warren, NCT The Filter Man, LLC New Caney, Texas

Josh Wilde, NCT ARTLIP Aurora, Illinois

Crias Richards, NCT Norwalk Hospital Bridgeport, Connecticut

Supplemental

Association Partner David Walz, CAFS, NCT Jewish Federation of Metropolitan Detroit Bloomfield Hills, Michigan ■

Martin Romanick, NCT Western Connecticut Network New Milford, Connecticut

NAFA News Continued from page 12 Tri-Dim goes “green” with new brand logo Louisa, Virginia - Tri-Dim Filter Corporation, a leader in HVAC air filtration products and services, today announced the unveiling of a new brand logo and company website.

These updates come as Tri-Dim has been realizing significant growth and major optimizations ever since the acquisition by MANN+HUMMEL in August 2018.

“As a member of the MANN+HUMMEL group since 2018, we are adopting a shade of MANN+HUMMEL’s signature green,”

16

said Mark King, President of Tri-Dim Filter Corporation. “Joining MANN+HUMMEL has already provided realized improvements and the strong R&D team, operational excellence and global presence of MANN+HUMMEL gives Tri-Dim amazing potential for future growth. Moreover, the green coloration represents our commitment to sustainable and environmentally-conscious filtration solutions.” ■

NAFA Air Media

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NAFA Air Media

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19

Keynote Presenter: #AnnConvMontreal

Five steps to improve your pricing strategies

By Paul Hunt, MBA, President, Pricing Solutions

Pricing is one of the most under looked aspect of a business’ operations. Yet pricing strategies are a key way for organizations to improve their bottom line. Research indicates that by properly managing pricing strategies a company can increase profitability by 25 to 60 percent. Unfortunately, many businesses overlook pricing and miss out on these potential profits.

Look past cost-plus pricing

Many pricing strategies stop at cost-plus pricing (the practice of setting prices based on material costs, labour costs and then applying a markup). What this method fails to do is capture the perceived value of a company’s products or services.

By implementing a value-based pricing model, an organization can dramatically improve their profitability.

Focusing resources on re-strategizing your pricing scheme can yield great returns. In the case of some Pricing Solutions clients, we have seen that a one percent price increase can yield a 12.5 percent profit increase. We think that your business can achieve these results as well.

Here are 5 ways to leverage your pricing to deliver more profitable results.

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1. Develop a ‘1%’ pricing mindset

Pricing managers must not underestimate the importance of one-percent.

Discounted prices of five to ten percent can dramatically affect profitability and can actually deter future customers. It is crucial that everyone in the company understands the gravity of every percent in pricing and fight for it. “It’s not about nickel-and-diming your customers,” says Paul Hunt, president of Pricing Solutions.

“It’s about focusing on the value you deliver, so you don’t have to compromise on price.”

Take for example company X, which in its early days had the founder and CEO acting as the de facto pricing manager. As the organization grew, so did the CEO’s responsibilities. Consequently, the pricing responsibilities fell by the wayside. In the absence of a coordinated strategy, prices were all over the board — the finance department wanted prices to go up, sales wanted them to go down, and marketing was caught in the middle. As a result, profits suffered.

In reaction, the CEO reaffirmed the importance of developing a pricing policy, adjusting compensation, and assigning clear responsibility for pricing. These actions cemented the 1% pricing mindset. Leading the organization to achieve higher profits.

2. Consistently deliver more value The most successful organizations consistently deliver more value to their customers and are able to capture improved margins as a result. Bestpractice-pricing strategies excel at the three key stages of value management:

Creation During product-development organization’s must be rigorous in their pricing assumptions. Extreme attention must be targeted to understanding customer’s pricing sensitivities and to what they value. Avoid developing products with ‘bells and whistles’ that customers do not value and are unwilling to pay for. Compaq Computers, for example, implemented a ‘design to price strategy’ after realizing their traditional high-end market was disappearing.

Compaq in response set a price-point of $2,000 and built the best computer they could for that price.

Communication An organization should sell on value not price. It is imperative that when you communicate with customers that you focus on how the products and services uniquely meet their needs. “To be able to do that effectively, you have to get inside

NAFA Air Media

your customer’s head. Getting close to your customer is the single most critical factor in value-based pricing,” says Hunt.

Delivery The moment of truth is when the customer uses your product or service (delivery/ aftersales stage). A satisfied customer is a profitable one. Customer satisfaction means clients value your firm’s offering, which leaves room for higher prices.

Each of these stages presents unique pricing challenges, but all centre on creating and delivering more value.

3. Price strategically, not opportunistically

Organizations must be cautious about pricing to price-conscious customers in an attempt to boost volume. This tactic will put your core business at risk by pursuing customers who don’t value the product or service but only the price.

Companies must identify who their core customers are and keep the pricing integrity of that market.

A company specializing in storing and distributing high-end pharmaceutical products once contemplated selling its services to a more price-sensitive segment of the market. However, offering lower prices to non-core customers created the risk of alienating the company’s core customer base. Fortunately, before making this potentially disastrous decision, the company adjusted their pricing structure.

It decided to reduce the level of service it would provide to the price sensitive segment. Enabling the company to still provide fair value to its core customers at higher prices while gaining new business.

4. Diplomacy with the competition

Diplomats avoid wars, generals fight them.

No one wins in a pricing war, and the key to preventing one is by understanding the competition around your organization.

Gathering and processing information about competitors is the foremost tool of a diplomat. This ensures that your pricing strategies are driven by knowledge rather than fear.

www.nafahq.org

Information is pointless unless an organization has the systems in place to mine, manage, and disseminate it. For example, one company set up a toll-free telephone number for salespeople to report competitive information rather than writing reports. It also built an incentive program for the best tips of the month. The company built a culture that motivated salespeople to share their information and streamlined the process to consolidate knowledge. All of which gave the company an edge over their competition.

An organization can spend years building up value for its product or service, but if their pricing is not calibrated with competition, it can squander investments and miss out on profits. Competitive pricing is critical to value-based pricing.

5. Pricing is a process

Pricing is not a single hyperbolic strategy, it is a continual process. Decisions cannot be implemented and then forgotten about.

In the absence of a solid pricing process, one major consulting firm reverted to ad hoc or 'gut pricing.'

The result? “I’ve seen two people sell the same services and price them 100 percent differently,” says Hunt. “It’s because they don’t understand the value, don’t understand the customer, so they rely on their own perceptions of the world.” Active and coordinated pricing management is essential. This means establishing a pricing policy, using analytical tools, and training personnel.

Just because one strategy has been implemented successfully does not mean it will always be effective. Best practice pricing is an involved process, where strategies must always be revisited and optimized. ■

Paul Hunt, MBA President Pricing Solutions Our Keynote Presenter for the 2019 Annual Convention in Montreal, Paul Hunt founded Pricing Solutions in 1993 and has specialized in pricing for more than 20 years. During that time he has had the pleasure of working with leading companies on a global basis.

As a pricing strategist, Paul has developed a vast array of proprietary methodologies that go straight to the heart of the problem. He has helped clients with such pricing issues as: bundling/unbundling, competitive pricing, customer categorization, newproduct pricing, perceived value, price complexity vs. simplification, pricing policy, price structure, price wars, price/volume relationship, and valueadded pricing.

Paul has a particular interest in helping companies implement the cultural changes necessary for them to become more effective value-based pricers. In this capacity, he has helped companies make significant changes that have led to substantial bottomline improvements.

Paul also does a great deal of lecturing and writing on pricing strategy. He regularly conducts inhouse training for corporate clients, speaks at industry conferences and works with leading MBA Programs.

Paul has also written articles for leading publications and associations such as Marketing Magazine, American Marketing Association, Marketing Research Industry Association and the Professional Pricing Society.

21

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

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!

22

NAFA Air Media

Helps Prevent Cottonwood Seed and Other Airborne Debris From Bringing Your Customerʼs Condenser Coils, Cooling Towers and Other HVAC Systems to a Grinding Halt!

FEATURES • Specifically Engineered For Use On High Volume / High Velocity Airflow Systems.

• Amazingly Low Impact on Static Pressure.

• Non-electrostatic – Wonʼt Hold Debris during Cleaning and Wonʼt Load Up Too Quickly.

• Compatible with All HVAC & Cooling Tower Equipment.

• Light, Medium and Heavy Duty Filters with Choice of Quick Release Fastening Systems and Operating Options.

• Up to 15 yr. Service Life.

BENEFITS • Stops Fouling of Condenser Coils, Cooling Tower Sumps, Strainers, Blow-Down Valves and Heat Exchangers.

• Protect Internal HVAC Filters.

• Helps Reduce Energy Cost, Repair Cost, Water Treatment Chemical Cost.

• Simplifies HVAC & Cooling Tower Maintenance.

• Helps Protect Against Equipment Failure, Downtime and Lost Productivity.

• BEST OF ALL – Opens New Filtration Markets and Sales Opportunities for You!

Chiller Coil Intake Filters

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Filters Never Need To Be Removed For Cleaning.

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For Information on Becoming an Air Intake Filter Distributor, Contact:

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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.

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25

2020 AHR Expo | February 3 - 5 in Orlando, Florida

Industry Calendar 2019 NAFA NCT II Course June 20 Elk Grove Village, Illinois ASHRAE Annual Conference June 22 - 26 Kansas City, Missouri ASHE Annual Conference & Expo July 14 - 17 Baltimore, Maryland HRAI Annual Meeting August 25 - 27 Niagara Falls, Ontario Canada CertificaciÓn NAFA NCT August 29 Barranquilla Colombia

2019 AHR Expo final attendee total was 45,078!

NAFA Annual Convention September 10 - 12 Montreal, Quebec Canada

2020 AHR Expo The AHR Expo is the world’s largest HVACR event, attracting the most comprehensive gathering of industry professionals from around the globe each year. The Show provides a unique forum where manufacturers of all sizes and specialties, whether a major industry brand or innovative start-up, can come together to share ideas and showcase the future of HVACR technology under one roof. Since 1930, the AHR Expo has remained the industry’s best place for OEMs, engineers, contractors, facility operators, architects, educators and other industry professionals to explore the latest trends and applications and to cultivate mutually beneficial business relationships. The event is co-sponsored by ASHRAE and AHRI, endorsed by many industry leading organizations, and is held concurrently with ASHRAE’s Winter Conference. ■

AFS 2019 Fall Conference September 26 Cleveland, Ohio

For NAFA Members Hotel Information NAFA has reserved a hotel block at the Embassy Suites Orlando – Lake Buena Vista, 8100 Lake Street, Orlando, FL 32836.

• Room Rate: $204 + tax for single/double • Shuttle service between the hotel and the event is provided NAFA Member Booths If you have a booth at the 2020 AHR Expo, be sure to let us know by sending an email to nafa@nafahq.org.

AMCA Annual Meeting October 2 - 6 Maui, Hawaii SMACNA Annual Convention October 20 - 23 Austin, Texas AHRI Annual Meeting November 10 - 12 Rio Grande, Puerto Rico

2020 AHR Expo February 3 - 5 Orlando, Florida NAFA Technical Seminar March 31 - April 2 Phoenix, Arizona

Booth Volunteers needed We need member volunteers to staff the NAFA booth (4849) 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/NAFA2020AHRExpo. ■

26

NAFA Air Media

www.nafahq.org

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29

MARK YOUR CALENDAR!

2020 ORANGE COUNTY CONVENTION CENTER

Orlando

FEBRUARY 3-5

THE WORLD’S LARGEST HVACR MARKETPLACE 30

NAFA Air Media

Technology Corner Powered by Permatron Corporation

Quick and Easy Compressor Room Equipment Protection BACKGROUND The customer is a Tier-1 supplier to the automotive industry located in Grand Rapids, MI. They manufacture automotive interior, exterior and wheel trim and have several facilities with applications requiring filtration.

CHALLENGES While visiting one of the customer’s facilities, they asked Total Filtration Services (TFS) to enter the compressor room to see if their team could supply intake filters on compressor units. Upon reviewing the application, TFS observed the current solution included the use of bulk rolled polyester media, which was manually cut by the maintenance team to fit each unit.

equipment and improve efficiency by eliminating the manual cutting process.

Each unit was measured so screens could be supplied at the exact dimensions needed to prevent bypass. Upon receiving the product, the customer was impressed with how easy it was to install the PreVent, as Permatron’s innovative and patented system requires no drilling or tools. By using magnets, the PreVent System was easily installed and can be removed in minutes, without the need for special service or equipment shutdown.

“TFS was able to recommend a solution that went beyond the customer’s initial request and lowered the total cost of ownership.”

Veronica Edens Territory Manager Total Filtration Services

RESULTS Since being applied, the maintenance team is extremely satisfied with the new solution and plan to order a spare set of screens for each unit for quick change outs. They are also considering using the product throughout their facility to ensure all equipment is protected at all times.

Significant process improvements and cost savings were achieved in the following ways:

While able to supply the media, TFS informed the customer of the air bypass issue the current solution was producing, as the media wasn’t always cut accurately and often didn’t fit into the frames. As a result, each unit was at risk of being corroded and causing compressed air tools and equipment to fail.

SOLUTION TFS recommended the customer apply the PreVent System from Permatron, which is an electrostatic polypropylene screen sized to fit each unit and applied magnetically for easy installation and removal. The PreVent screen is a washable filter that can be re-used by simply blowing-off dust and debris with compressed air or washing with detergent if oils are present. The air intake filter screens are able to improve the level of protection for their

•

•

• •

Customer equipment is adequately protected and no longer at risk of being clogged with debris which required costly repairs.

Elimination of manual cutting of media allows the maintenance team to re-allocate resources and avoid potential injuries from repetitive motion and lacerations.

Eliminated waste resulting from both excess and dirty media.

Achieved cost savings by using a reusable product instead of continually replacing media.

SIMPLE, powerful filters stop airborne debris before it ever gets inside your equipment’s air intake.

Visit: permatron.com/prevent

© 2019 Permatron Corporation. Patent No. US 6,793,715

NAFA 2019 Technical Seminar Irving, Texas | April 2 - 4

Trey Fly, CAFS, NCT II and Tom Justice, CAFS, NCT presided over the 2019 Technical Seminar. Trey welcomed attendees to his beautiful home state of Texas and Tom oversaw the program and events. Over 240 people joined us for an event filled with networking, education and fun! Educational topics were presented (see below for a few examples) and a fun-filled event hosted by Jeff Holt, CAFS, NCT was held at Topgolf Dallas, with over 100 NAFA golfers to raise funds for the NAFA Foundation. Thanks to all of our attendees and sponsors for another successful Technical Seminar. We can’t wait to see you at the 2019 Annual Convention in Montreal!

Wanyu Rengie Chan, Ph.D., Research Scientist, Lawrence Berkeley National Laboratory MERV 8 v MERV 13 Analysis and Q&A on PM Monitoring Data During Wildfire Dr. Wang reviewed the results of two California K-12 schools that were monitored for indoor air quality in 2017-2018. Measurements included PM2.5, black carbon, and other air pollutants of concern (ozone, formaldehyde, and CO2). Sensor data were collected continuously, and captured periods of high outdoor PM, including impacts from wildfires.

Spencer X. Smith, Founder of Ampliphi, AmpliPhi

How to Become a Social Media Rock Star Spencer X Smith shared stories from his time as a drummer and manager of a rock band, and why the lessons from those years align in a surprising way with social media. Spencer has a simple policy: everything he shares he’s actually practiced and proven to work himself. With 2 billion Facebook users, 330 million active Twitter accounts, 40 million daily Instagram photo uploads, and countless digital sites—Spencer showed that social media is the best means ever invented to grow both your personal reputation as well as that of your organization.

Christian Desquilles, Ph.D, Applications Manager – Europe, Lydall Performance Materials

Air Filter Media: What You Need to Know for HVAC Applications This presentation emphasized the importance of air filter media selection for HVAC applications, described the different types of media, and explained filtration mechanisms. Christian made the link between the design parameters for filters and the design parameters for media, and covered gas phase filtration applications and media technologies/offerings for HVAC filtration applications. Current global standards used in the industry for testing were also explained.

Brandon Boor, Ph.D., Assistant Professor of Civil Engineering, Purdue University

Indoor Aerosol Dynamics in Residential Buildings Airborne particulate matter, or aerosols, represent a fascinating mixture of tiny, suspended liquid and solid particles that can span in size from a single nanometer to tens of micrometers. Human exposure to aerosols of indoor and outdoor origin is responsible for adverse health effects, including mortality and morbidity due to cardiovascular and respiratory diseases. The majority of our respiratory encounters with aerosols occurs indoors, where we spend 80-90% of our time and inhale more than 10,000 L of air every day. Brandon provided an overview of indoor aerosol source and loss processes in residential buildings.

To download available presentations and pictures from TECH2019, log into your account. Turn to page 34 for more exciting shots of our NAFA members at TECH2019. ■

32

NAFA Air Media

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Executive Profile

Brandon Deilgat, CAFS

Director of Sales, American Metal Filter Company How did you get your start in the filter industry?

I am a 4th generation air filter manufacturer. My family’s lineage ties to Farr Company in the 40’s, Burke & Company in the 50’s and 60’s, Eco-Air Products in the 70’s and 80’s, to AMFCO today.

Every generation before me had been fired by their parents, my father Val and I made a pact not to fire each other.

How do you motivate your employees?

We try to directly connect company success to employee success financially and encourage collaboration in goal setting. We also sponsor continuing education opportunities for employees to increase their skill sets.

Brandon Deilgat grew up in the filter industry in San Diego, CA. He received his Undergraduate Degree at University of San Diego and his MBA from San Diego State University. He moved to Nashville, TN to open a second AMFCO production plant in 2014 and married his wife Ashlie Deilgat in 2017.

“AMFCO’s growth in the last ten years is a direct result of its participation in NAFA. The people I met at my first NAFA meeting in 2009 are considered friends today.”

Did you have a business mentor and if so, who is/was it?

My grandmother Valerie Deilgat, who owned and ran Eco-Air Products, which sold to Flanders in 1996. She helped me apply my formal education to the “real world” of filter manufacturing. At 83 years old, she is still a great source of insight and support!

What’s the best piece of business advice anyone ever gave you?

“Focus on your core like never before, your customer will pay you for it.” There are so many opportunities out there, but more business doesn’t always make good business. At AMFCO, staying true to our core products, customers and values has helped us weather many storms and develop deeper, more valuable customer relationships.

What is the most challenging aspect in the running your company?

Finding the right person for the right seat. It is a delicate balancing act that is often underexamined in most ground level positions, but at AMFCO we prioritize getting it right from the ground-up and the top-down.

What do you think is the biggest challenge the air filtration industry currently faces?

A shrinking production labor market and increased competition from other industries to attract and retain talent. As the market for air

36

filters grows with population and pollution, the degree to which filter companies succeed in building a stable production workforce is the degree to which our industry thrives.

Do you have any words of wisdom for up and coming filter professionals?

Maximize in-person networking, the original “face time”! In this high-tech world where digital communication dominates, the value of face-to-face interaction has increased exponentially in building a trusted network of people. Take every opportunity to meet with customers, vendors and industry peers, and NAFA events provide the best opportunities.

How has your company benefited from NAFA membership?

AMFCO’s growth in the last ten years is a direct result of its participation in NAFA. The people I met at my first NAFA meeting in 2009 are considered friends today. Some have become customers, but many others have helped me network and grow my business in ways that I couldn’t do myself.

Val and I are grateful for the opportunities provided by NAFA membership. ■

American Metal Filter Co. (AMFCO) produces metal air filters, frames and housings. Brandon’s father, Val Deilgat started AMFCO out of the garage of the family’s home in 1986. It now operates a dual-plant fulfillment system covering 90% of the U.S. population within 2-day ground shipping. AMFCO is focused on one goal: to maximize lead time speed and freight cost savings for custom metal filter and frame needs.

In five years, we see ourselves continuing our mission to be the “Go-To Metal Guys” for those niche filter and frame and housing opportunities in the air filter industry. We want to be a quick, economical and reliable source to both customer and competitor for the hard to find metal product.

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In the HVAC industry

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

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From the Executive Director

by Michelle Czosek, CAE

2019-2021 Strategy

FOCUS AREAS & GOALS Membership current member companies (manufacturer, distributor, supplemental)

Campaign to win back 20% of total CAFS 40% of total NCT not recertified by 2020

15% Win back rate among recently

Grow

97% Annual retention rate among Forward-looking NAFA: a focus on membership, certification, education and financial strength As we move into the third quarter of the year and are less than 90 days out from the 2019 Annual Convention, it’s a great time to take a closer look at what we’ve accomplished together so far this year. As Trey mentioned in his column, we have a new strategic plan. Tony Veroeven, NAFA Marketing Manager, and I were excited to join the committee as they crafted a plan that will take us through the next several years, representing and supporting you, our members, and elevating the industry as a whole. The plan focuses on four highlevel areas: membership, certification, education and financial strength. The goals under each area are all important for the future of NAFA. A special thanks goes to Try Fly, CAFS, NCT II, for leading this effort, and to committee members Harry Allen, CAFS; Brandon Deilgat, CAFS; Gerald Festian, CAFS, NCT II; Jeff Gradek, CAFS, NCT II; Tom Justice, CAFS, NCT; Roberta MacGillivray, CAFS, NCT; Jay Reese, CAFS; Nathan Wittman, CAFS, NCT; Jorge Velasco, CAFS, NCT; and Pete Walmsley.

Our Marketing and Membership Committee is led by Juliana Khouri of Kimberly Clark Corporation and Cartier Kirby, CAFS, of Filters Fast, LLC. The committee has been called to action to help achieve a variety of the goals put in place in the strategic plan, including a 15% win-back rate of members that have left NAFA in the previous 12 months, a 10% win-back rate among members that left

40

Certification

departed members (those that have left within 12 calendar months)

10% Win back rate among former members (those that left longer than 12 calendar months ago)

5% New growth annually 2019-2021 NAFA Strategy - See page 7

Financial

CAFS by 5% and NCT by 10% each year

Annual book sales equal to 30% of current CAFS and NCT - Investigate online subscription option Easy automated recertification process – Email notification, online test Analyze fee structure for new and recertificationand member vs non-member - Consider $0 NCT recertification

housing our equipment and serving as over 12 months prior and 5% new growth Increase NAFA revenue auto renewal foralso life to ourHonorary host location.

And thanks annually. There is strength in numbers, after a certain number of consecutive Glen Moore, NCT II, for serving as our and weMaintain all benefit when we can draw on NAFA reserves years of CAFS/NCT instructor. Be sure to keep an eye out for the expertise of a broader membership, Tie management fees future training dates! so let us knowstrategic if you have to NAFA goals colleagues who are not members and you think could Next up is the 2019 Annual Convention benefit from being a part of NAFA. Please so grab your passport and join us as we help spread the word about the value of head north to the beautiful city of Montreal participation in our association!

- the largest city in Quebec Province!

If you’ve been keeping up withmix yourof education I promise you’ll enjoy wonderful Determine the right offeringsthat to meet member needs and provide recommendation

by Septembereducational 2019 NAFA email and following NAFA on opportunities with keynote social media, you’ve seen information Paul Hunt leading a session titled Increase attendance at thepresenter Annual Convention and Technical Seminar by about our new5% podcasts featuring How to Transform Profitability Through growth per year interviews with Trey Fly, CAFS, NCT Improved Pricing. And, we all know that II and Barney Burroughs, CAFS. I hope NAFA members love to network, so we’ll you’ll spend a few minutes listening to have plenty of time on the agenda to do that as well. them and sharing them with others.

Montreal is a city full of history, food There’s so much collective industry and fun. And, did you know it sits on experience in NAFA – it’s one of our an island in the St. Lawrence River? I’m greatest assets!

By the time you read this, we’ll have looking forward to seeing you there! ■ completed our June offering of the NAFA Certified Technician Level II handsBest, on training and exam in the Chicago O’Hare area. This important program is provided for learning the correct and Michelle Czosek, CAE safe protocol for changing of Bag in/Bag out (BIBO) hazardous air filter housings.

Thank you to Filter Services Inc. for

Education

NAFA Air Media