2018 Winter Air Media

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

AIRMEDIA

WINTER 2018

Filtration and UV-C Air Disinfection for Cannabis Facilities

Join NAFA!

Membership application on page 12

www.nafahq.org â–Ş The source for expertise, education and standards in air filtration

$7.50

AIRMEDIA Publisher

National Air Filtration Association

Editor

Michelle Czosek, CAE NAFA Executive Director

Designer and Content Editor Terry Driscoll

Publisher’s Note

Air Media magazine is published three times per year by the National Air Filtration Association. Annual dues are $520 for Active Membership and $945 for Associate 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 Fax: 608-310-7545 Email: nafa@nafahq.org

www.nafahq.org

Table of Contents Features Cannabis facilities: air filtration, UV-C air disinfection and odor removal

4

2017 NAFA Annual Convention report

8

Pennies in a pocket – A leader’s simple response

14

CAFS tips and tricks

17

Strengthening your strategic selling skills to sell more

18

NAFA member booths-2018 AHR Expo

22

2017 NAFA Foundation Scholarship

28

NAFA Clean Air Award 2017

29

Departments President’s Message

2

Welcome to NAFA

3

2018 Board of Directors

3

NAFA News

16

Featured Member Benefit

16

Industry Calendar of Events

22

Technology Corner

33

New Certified Personnel

34

Executive Profile

36

From the Executive Director

40

1

President’s Message

Participation and communication

by Jay Reese, CAFS

It was great to spend time with everyone who attended our 2017 Annual Convention at The Westin in Annapolis, Maryland this past September. It was a beautiful facility with great weather and an even greater agenda. I’d like to again thank everyone who participated in the planning and execution of this meeting, since it was a true work of participation and teamwork to make it happen. We were fortunate to have two excellent keynote speakers in Tom Morrison, who spoke on “What’s your Uber…You Ready for 2020?” and Gene Marks, who discussed “Your Growth & Opportunities”. Both of these speakers touched on many important topics that are driving and will continue to drive our business for the next several years.

My general theme of Participation and Communication is critical to being able to achieve our strategic goals as an organization as well as important business themes which will help to drive your company’s success for the coming years.

Many speakers have touched on the importance of encouraging participation in order to have a vibrant organization and to ensure success. A couple of my favorite examples: “Life is for participating, not for spectating.”

- Kathrine Switzer

“You will be able to learn more if you participate and get involved in taking action.”

- Debasish Mridha When I first joined NAFA, I was fortunate to have been encouraged by then President, Bob Wilson to become involved in activities and to join committees to learn more about NAFA and to meet members. During my speech at this year’s Annual Conference, I joked about how everyone I met at my first conference seemed to ask me the same question, “What committees are you on?” I now realize that it was my experience at being on several different committees, being a presenter for the CAFS tutorial, and being on the Long Range Planning Committee which gave me the insight, experience and confidence to become a member of the Board of Directors and an Executive Committee member.

During the past year, the various committees have been working with NAFA staff members to update our processes, procedures and website to make them easier to navigate and more friendly to our membership. The new look website was launched at the Annual Conference and if you haven’t logged in and surfed the site, please be sure to do so. It’s cleaner, more

2

user friendly and has links to historical NAFA information, contact names for our Board and Committee members, a list of upcoming events which are of interest to our membership as well as other valuable information. But hey, don’t take my word for it, log on and spend some time clicking around the site, I think you’ll find it informative and easy to use. And as always, if you see something that you think should be added to the site, be sure to let us know.

At the Annual Conference, our Keynote Speaker, Mr. Tom Morrison spoke on what I think are four key takeaway points: yy Understand who you serve yy Have a culture of communication yy Implement smart technology yy Change on the fly These four points are consistent with our objectives as an organization. We’ve worked hard to understand who we serve as an organization and have been making changes to better address our needs as the industry evolves. We’ve always had a culture of communication and have been driving to increase our communication in both directions with our membership, via the implementation of smart technology.

Lastly, we’ve learned how important it is to be flexible and to be able to change on the fly. With that in mind, NAFA is going to be working to implement some structural changes to our committees to make it easier to participate in and communicate our results to the industry.

In January, we have another opportunity to get together and participate in a key industry event. From January 20-24 at McCormick Place in Chicago, IL will be the AHR Conference. At this conference will be many of our member companies displaying their new products and offerings to the industry. Additionally, NAFA will be participating with a booth, with 2 educational sessions as well as our CAFS tutorial and exam. It’s a great way to meet with your fellow NAFA members and to further educate yourself on the industry. And don’t forget to volunteer to staff the NAFA booth #1719!

I look forward to seeing everyone at the AHR Conference and wish everyone a safe and happy holiday season! ■

Jay Reese NAFA President

NAFA Air Media

Welcome to NAFA!

2018 Board of Directors

Active

President

Gabriel Brink

Filtration Plus Incorporated Dallas, Texas

General

Earl Carpenter

Deseret Laboratories, Inc. St. George, Utah

Professional Individual

Paula Levasseur, CAFS LMF Services LLC Portland, Oregon

Jay Reese, CAFS

Chadds Ford, Pennsylvania

Association Partner

Chris Cammarata Orlando Health Orlando, Florida

Jason Lea

North Mississippi Medical Center Tupelo, Mississippi ■

Jay Reese, CAFS

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

President-Elect

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

Treasurer

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

Secretary

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

Immediate Past President

Timmy Lott, CAFS, NCT II

Pure Air Filter Sales & Service 204 Eastman Street Greenwood, MS 38935 662-453-0034 Fax: 662-453-8199 timmy@pureairco.com www.pureairco.com

Northeast Region

Roberta MacGillivray

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

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 Kevin Morrow

Kimberly Clark Corporation 1400 Holcomb Bridge Road Roswell, GA 30076 262-914-8511 Fax: 920-380-8842 kevin.morrow@kcc.com www.kcfiltration.com

South Central Region Ray Riopel, CAFS

B. C. Air Filter, Ltd. 2809 Norland Avenue Burnaby, BC V5B 3A9 Canada 604-435-4396 Fax: 604-291-2510 ray@bcairfilter.com www.bcairfilter.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

Custom Filter LLC 401 Hankes Avenue Aurora, IL 60505 630-906-2100x129 mcorbat@customfilter.net www.customfilter.net

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

3

Cannabis facilities: air filtration, UV-C air disinfection and odor removal

by Keith Jordan Sanuvox Technologies, Inc.

Cannabis legalization has been a passionate topic over the last few years and is engulfing many countries and states. In the beginning of the legalization movement, many Cannabis growers were only concerned with a few items such as plant nutrients, pH water balance or the type of halogen grow lights recommended. Very little, if any, thought was imparted to indoor air quality. Slowly, over the last 5 years, Cannabis growers are realizing that Indoor air quality provides as much value as any other technique in the growing process.

Growers understand there are a large number of contaminants that can damage and wipe out an entire crop, thus learning about proper indoor air quality is quickly gaining prominence.

Cannabis growers operate in three methods – outdoor grow similar to a farm, greenhouse similar to vegetables, and fully enclosed warehouse with Heating, Ventilation, and Air Conditioning system (HVAC).

Outdoor growers harvest once a year, greenhouse growers harvest roughly 4 times a year and warehouse growers harvest 6-8 times a year. The top of the line, best quality and quickest harvests occur with a warehouse grower.

NAFA members can engage the role of educating the grower on the best and most efficient method of removing particulates, disinfecting molds, fungus, bacteria, and mitigating pungent cannabis odors.

Filtration The warehouse grower has anywhere from 100 to 10,000 plants inside a large room or multiple rooms which are full of dirt pots, 1000 watt growing lamps creating a massive heat load,

4

Powdery Mildew and Botrytis

circular fans on the walls stirring up dust, and high numbers of air changes per hour through the HVAC system. Operating indoors with the above opposing systems can rapidly increase the particulate load to that of dust storm. These opposing forces will continually increase the level of particulates as well as circulate those particulates around the room, through the HVAC system spreading contamination and dust virtually on every surface of the room. The current level of filtration for the majority of warehouse growers consists of a 1�

MERV 8 pleated filter. Several reasons for this stem from utilizing 5 ton HVAC systems, choosing the cheapest filters, or a recommendation from an HVAC contractor.

The warehouse grower that has retrofitted a warehouse typically has multiple 5 ton AHU per room. The new facility built from the ground

up typically has 15 to 25 ton AHU. Most growers are so concerned with overcoming the heat load of their grow lights and reducing humidification levels, that they are hesitant to increase filtration because of pressure drop. The HVAC contractor sizes the system to provide the grower with anywhere from 10 to 18 air changes per hour and does not educate the grower on the vast array of filtration efficiencies or sizes, thus why 1�

MERV 8 pleats are the most common with Cannabis growers currently.

This is a perfect situation where NAFA members can be of crucial benefit to growers in educating them that a higher efficiency filter will not necessarily affect the heating/cooling loads when sized properly and can lower life cycle costs of the filter as well as the AHU.

NAFA Air Media

Commercial UV-C Air disinfection system

UV-C air disinfection The warehouse Cannabis grower is especially susceptible to the infection of Powdery Mildew and Botrytis which infiltrate the facility and continually infect the Cannabis buds causing a stunting of growth, distortion of quality, a reduction of terpenes and degraded product that must be discarded or used for oil extraction.

Commercial UV-C Air disinfection systems are being utilized with success in preventing the outbreak and spread of Powdery Mildew and Botrytis as well as assisting in the grower consistently passing the state mold CFU tests required at each harvest. The UV-C system is sized

www.nafahq.org

based on cubic feet per minute (CFM) of the HVAC system, return or supply duct dimensions, cubic feet of the room to be disinfected and the number of air changes achieved on an hourly basis. An effective UV-C system should be designed to achieve an average of 95% hourly disinfection of Powdery Mildew utilizing a recirculation rate of 8 air changes per hour. This ensures that all the air in the room will be processed through the UV-C air disinfection system multiple times.

Currently, the most efficient and economical approach is to utilize the HVAC system as a point of disinfection.

As mentioned above, most growers are

attaining on average 10-18 air changes per hour. By installing a commercial UV-C Air Disinfection system in the return or supply HVAC ductwork the air can be disinfected at a high level due to the high air exchange rate. Stand alone or portable UV-C systems can be utilized if they are sized to achieve 8 or more air changes per hour with high intensity UV-C air disinfection lamps.

UV-C air disinfection is a complimentary system to filtration necessary to provide a synergistic punch to quickly reduce mold, bacteria and virus contaminants within the warehouse grower.

5

Odor removal The growing of Cannabis produces a pungent and dense odor. Many think of a skunk when they smell the Cannabis odors. Inside the growing facility, the odor is accepted and anticipated. However; outside near neighborhoods and offices, many find the odor to be offensive and bothersome. In fact, many cities are issuing regulations regarding odor control and enacting fines when odors are smelled and reported outside of the facility. This poses another costly issue for the warehouse grower when maintaining negative pressure. Depending on the regulations, growers choose between a closed loop/ non-exhaust system or a negative pressure system, very few if any have positive pressure set ups. The main reason is to keep C02 and odors inside the facility. Though, for the grower who actively exhausts indoor air, odor removal is mandatory, cumbersome and difficult.

Currently, can or tube carbon filters are most commonly used for the mitigation of the Cannabis odors.

The majority of these filters are purchased through Cannabis growing supply stores (similar to garden stores). Due to the potency of the odor, removal of this odor requires a constant supply of can/tube filters or a commercial carbon filter set up. The commercial set up contains bulk fill carbon housings on the exhaust air which greatly increase the elimination of the cannabis odors being exhausted.

Lastly, it is important to understand these odor regulations are not consistent from state to state nor are always very clear. It is important when working with these facilities that you understand the regulations that have been imposed on this market.

Summary As Cannabis legalization continues to progress throughout the world, it is extremely beneficial to NAFA members to reach out and educate Cannabis growers on proper indoor air quality. Filtration, UV-C air disinfection, and odor mitigation will always be important topics for the Cannabis grower as they directly impact the growing space. NAFA is positioned as a leader and should enact recommendations and guidelines for indoor air quality within Cannabis industry. Currently, there are no other organizations with the expertise of NAFA members poised to assist this progressive and expanding industry. ■

6

Keith Jordan has over 18 years’ experience in the HVAC industry: 7 years with a HVAC flexible ducting manufacturer and 11 years with HVAC air/ odor/surface disinfection manufacturer. Keith earned a bachelors in marketing from Texas Wesleyan University and a MBA from Regis University. Currently, he is Vice President Sales Southwest Region for Sanuvox Technologies and has worked closely with hospitals, schools, office buildings, and cannabis growers to improve air quality and protect facilities from harmful biological contaminants, VOC’s, and troublesome odors.

He has authored several articles relating to the use of UV-C Air Disinfection systems for the Cannabis industry which can be found on his LinkedIn page.

Sanuvox Technologies Inc. is a global leader in ultraviolet air treatment providing the most advanced cost-effective In-Duct & StandAlone UV Air and Coil Sterilization Systems available. Proprietary Sanuvox UV Systems are designed to maximize exposure time delivering the Ultraviolet energy required for exceptionally high airborne disinfection rates.

In-Duct & Stand-Alone Sanuvox systems are used around the world in residential, commercial, institutional, medical and military installations and has been widely accepted to be the most effective air sterilization systems available.

Established in 1995, Sanuvox Technologies mission was to design a line of residential and commercial UV Air Sterilization Systems that would address Indoor Air Quality (IAQ) issues and Sick Buildings. For more than 22 years, our continued investment into research & development and our drive to bring the latest technologies to market has produced a line of Residential and Commercial Air Purification Systems & Commercial UV CoilClean products that are unsurpassed in the industry.

NAFA Air Media

2018 Technical Seminar The Westin Kansas City | Kansas City, MO | April 4 - 6 Keynote Presentation

by Jim Pancero , CSP, CPAE We Need Arsonists…Not Firefighters!

How many members of your team are still just functioning as “Order takers” to your customers instead of selling as “Trusted Advisors?”

Successful selling in today’s competitive markets is no longer founded on just servicing and supporting a customer. Learn how you can shift your sales team from reactive supporters into proactive initiators.” You will also learn how you can lead even your experienced reps to sell more (and at higher margins) by showing them how to bring your best customers new solutions and challenging the way your buyers have done business in the past. A detailed workbook and action guide will be provided to all attendees.

Easy travel to KC!

Special Sales Training Session You Can Always Sell More - Are You Ready To Get Even Better?

Your competitors are effective selling pros with a solid set of existing customers, offering proven products at a very competitive price. Are you just trying to do things right to increase your competitive edge…or are you really working on the right things that will grow your sales and profitability? Good is no longer good enough. This program will share with you the best steps you can take right now to build, and then maintain a stronger competitive advantage. A detailed electronic workbook/action guide will be provided to help you take these ideas back to share with your sales team. Are you and your team ready to get even better?

Jazzy content Fountains of opportunity

Join us for one of the highlights of the NAFA year!

Registration will open soon

For more information: www.nafahq.org

2017 NAFA Annual Convention report September 20 - 22, Annapolis, Maryland Timmy Lott, CAFS, NCT II, NAFA President welcomed members and guests to the 2017 Annual Convention on Wednesday, September 20, 2017.

The conference was held in Annapolis, Maryland. While members attended conference presentations, spouses enjoyed a sailing cruise and touring historic Annapolis and the U.S. Naval Academy.

A reception and banquet were held on the grounds of the hotel to welcome NAFA members and guests.

Tom Justice, CAFS, NCT NAFA Secretary and Conference Chair, then took over the program. He thanked all the 2017 Sponsors (see page 14) and began the program and introductions.

NAFA business meeting NAFA held annual elections and submitted the Annual Report at the NAFA business meeting. You can download your copy of the annual report on the NAFA website.

NAFA awards banquet Timmy Lott thanked members of the Board of Directors and awarded Domenick Orlando, CAFS of Dave Downing & Associates and Robert Couture, CAFS of Northeast Air Solutions, Inc. the 2017 NAFA Distinguished Service award. The award is given to those individuals who, by their efforts, promote NAFA through their participation on Committees, contribute articles to Air Media or write or rewrite NAFA texts, give presentations to or on behalf of NAFA, or generally doing work that promotes the air filter industry while being a member of NAFA. We congratulate both valued NAFA members for their achievements!

The 2018 Clean Air Award and NAFA Scholarship recipients were acknowledged (see the full lists on page 28 and 29).

Timmy then passed the Presidency to Jay Reese, CAFS. See Jay’s first President’s Message on page 2.

8

Timmy Lott presents the 2018 Distinguished Service Award to (l-r) Robert M. Couture, CAFS, Northeast Air Solutions, Inc. and Domenick Orlando, CAFS (accepted by Jeron Downing) Dave Downing & Associates

NAFA Foundation Tom Ryan and Jeff Holt emceed a portion of the Awards Banquet, raising money for the NAFA Foundation with a prize drawing which raised $1,600 towards the scholarship fund. ■ To review and download presentations and pictures from the 2017 Annual Convention, log into your account at the NAFA website: www.nafahq.org.

Committee updates

The NAFA Committees continue to work diligently to ensure NAFA grows and promotes the best interests of the air filtration industry.

Education & Training The committee is working to improve on the current set of recordings for the CAFS exam and develop a PowerPoint presentations that would include sample questions. Committee discussed focusing on supporting the revision of the ASHRAE guideline for air filtration and improving the quality and presentations of invited speakers.

Marketing & Membership The Marketing and Membership committee discussed improving the promotion of NAFA events. The new Editorial Committee was implemented with the goal of taking charge of content for Air Media magazine. 2018 Clean Air Award program was reviewed with a suggestion to improve on the current award.

Jazzy Location

Guidelines The Committee is pleased to announce that the Airborne Infections Containment Rooms in Health Care Facilities is complete and published.

A Residential Guideline draft is completed. Continuing Care Retirement Communities outline reviewed and the first draft will be available at TECH2017.

Technical & Certification The Technical Committee is working on two new guidelines: Residential and Continuing Care Retirement Communities. The Firing Range Guideline is under review. The Procurement Guideline has been removed from circulation. Marketing of NAFA Guidelines was discussed.

NAFA Air Media

Thank you 2017 Annual Convention sponsors!

www.nafahq.org

9

NAFA members and spouses in Annapolis

10

NAFA Air Media

www.nafahq.org

11

NAFA MEMBERSHIP APPLICATION

Firm Name: ______________________________________________________________________________________________ Address: _________________________________________________________________________________________________ City:_____________________________________________________ State:_____________ Zip:__________________________ Phone: ____________________ Fax:_____________________ E-mail: _________________ Web: ________________________ Affiliate Representative__________________________________________ Referred By: ______________________________

REFERENCES Provide a minimum of two customer and/or business references that can attest to your firm’s quality of service, knowledge, and/or ethics:

Name: __________________________ Company: __________________________ Phone: ________________ Name: __________________________ Company: __________________________ Phone: ________________

MEMBER PROFILE DATA Type of Business:

Air Filter Sales Service Air Filter Manufacturing Manufacturer’s Rep Other If more than one, what is the primary activity of your business? ________________________________________________ Number of Employees:________ Year Started in Business: ____________________________________________________ What manufacturers do you primarily represent? ____________________________________________________________ _____________________________________________________________________________________________________ Major Lines or Products? ________________________________________________________________________________

MEMBERSHIP CLASSIFICATION

Explanation of membership classes and dues: Active Member Company: Any entity engaged in the sale and/or service of commercial/industrial air filtration, cleaning, purification, decontamination, sterilization, and monitoring devices, products, and components to end users and/or contractors, who does not meet the definitions of the Associate Member Company category. Annual Dues: $520.

Associate Member Company: Any entity considered to be a manufacturer, national supplier, or distributor of commercial/industrial air filtration, cleaning, purification, decontamination, sterilization, and monitoring devices, products, and components that sells primarily to Active Member Companies, retail distribution outlets, or entities that may be eligible for Active Member Company membership. Annual Dues: $945.

Professional Member: Any individual who, as part of his or her professional activity, regularly designs, specifies or inspects air filters and/or air filtration systems, but does not directly and regularly participate in the manufacturing or sale and/or service of commercial/industrial air filtration products. Students, consultants, or individuals with an interest in air filtration may join as a Professional Member if they are not directly and regularly involved with the manufacture or sale and/or service of commercial/industrial air filtration products. Annual Dues: $125.

Members of all classes shall possess qualities of good character and outstanding business reputation.

Only members in good standing may use the NAFA logo.

Active $595**

Associate $1,020**

Professional $150*

*Includes a $25.00 Membership Application Fee. ** Includes a $75.00 Membership Application Fee; Active and Associate Membership comes with a credit for registration, for one employee, for the next Technical Seminar (a $295.00 value); one employee of a newly joined company is allowed to attend the next NAFA Technical Seminar at no cost (for registration).

We hereby submit this application for membership in the National Air Filtration Association as an (check one): We hereby certify that the information provided above is accurate to the best of our knowledge and that, if elected to membership, we will abide by the bylaws governing the association. We have understood and signed the enclosed copy of the NAFA Code of Ethics, and agree to comply with all provisions therein. It is understood that if we are not elected to membership, a full refund will be made within forty-five days after the voting process.

Date: _____________________________

Signature: ______________________________________________________

Type of Credit Card (circle one): VISA

MasterCard

American Express

Discover

Card #______________________________________________________________________Expiration date______________ Name on card__________________________________________________________________________________________ Signature of Card Holder__________________________________________________________________________________

_

"At last the lake burst upon us--a noble sheet of blue water lifted six thousand three hundred feet above the level of the sea, and walled in by a rim of snow-clad mountain peaks that towered aloft three thousand feet higher still! As it lay there with the shadows of the mountains brilliantly photographed upon its still surface, I thought it must surely be the fairest picture the whole world affords." - Mark Twain

Save the date!

NAFA 2018 Annual Convention | Lake Tahoe Resort & Spa | Lake Tahoe, Nevada | September 25 - 27 Keynote Presenter Dan Barnett CEO/Owner, The Primavera Company Make or Break Executioin - The Core of Success The best leaders have both a clear vision and an eye for the operating detail that will “Make or Break” their vision. The big struggle for most leaders is how to do both.

How do you actively lead your organization to insure superb execution without being consumed by the details and the urgent “alligators” you face daily? Make or Break Execution presents a highly effective approach for keeping your company’s performance on track to your vision. You learn how to focus your company on the things that matter most – your “Make or Break”. And you learn how to be in the middle of it all - actively linking together people, strategy, and operating detail - doing the real job of an effective leader.

Join us for an action oriented presentation with hands-on participation where you will learn: yy About Forward Facing Metrics yy New processes for accountability yy New ways to generate constant innovation yy Fresh thinking ideas Dan Barnett The Primavera Company

You will leave with clarity of vision, strategy and more importantly, what matters most to achieve it – your Make or Break. In other words, the “Core of Success.”

Join us at the “Jewel of the Sierras” www.nafahq.org

13

Pennies in a pocket – A leader’s simple response

by Steve King University of Wisconsin Business School

Leadership development has become a business in and of itself. Quite a big business in fact. Classes, seminars, webinars, mentors, coaches, affinity groups, 3600 feedback, online communities, best-selling books, and a lot of these resources are quite good.

Businesses all over the world have certainly bought in. Leadership development in one form or another seems to be at the top of talent agendas everywhere. A lot is going on in this space.

So, I guess it’s not surprising that I find a growing sense among some leaders that they are overwhelmed with the prescriptions to better leadership.

Recently, a senior leader of a large organization showed me her leadership “development plan,” with an external coach and endorsed by her CEO. It had four different areas of development focus and three or four actions steps for each of those areas, and some of those action steps were sophisticated.

She told me it reminded her of when she started playing golf, which she took up at the age of 35. Her husband, eager to help her learn, had 25 tips the first day.

It did not go well. Just too many things to keep track of, and she lost interest quickly until her husband wisely stepped aside and let the club pro take over. After assessing her game, his recommendation was to focus on two things and two things only. Her game improved. Then came the third thing to focus on and her game continued to develop.

As with many aspects of our lives, progress is made not through massive, all-encompassing change but rather through the strategic adoption of a few small yet powerful changes. For example, in golf, a simple change to how a golf club is held, called the “grip,” can make the difference between the ball going straight and the ball curving unintentionally into the woods. I know this from personal experience.

This premise of adopting simple, yet powerful, changes to achieve desired business outcomes applies to leaders and their development as well.

14

Here’s another example - one senior leader I knew, earlier in his career, struggled to motivate those who worked for him. He led a large organization and came in daily contact with dozens of employees, hundreds every month. He received feedback through conversations with trusted colleagues and a leadership 3600 evaluation process that employees found him to be unapproachable and distant.

At first, he didn’t give this feedback much thought, figuring that everyone’s goals were clear, and he was providing adequate resources to get the job done. Things were going well, and results were good. Why did it matter if he was unapproachable?

But after some more thought he began to worry that being unapproachable might mean good ideas were not coming his way or perhaps issues that needed his attention were not successfully finding their way to him.

That’s not what he wanted.

So was he a candidate for a major personality change from distant to warm and fuzzy? Maybe. But that’s really asking a lot of someone whose introverted nature or shy disposition might be making them unapproachable to others.

This leader decided to start his developmental journey by making one small adjustment to his management style, one he hoped would warm up interactions with others and create an environment more conducive to sharing issues and ideas. Every morning he placed five pennies in his left pocket.

These were there to remind him that he needed to engage with people more warmly and with an invitation to conversation. Each time he gave someone positive feedback or thanked them for something wonderful they did, he would take one penny and move it from his left pocket to his right pocket. His job every day? Move all five pennies from his left pocket to his right pocket.

By the time I met him, I had found a leader who was a bit formal and a bit hard edged. But I quickly noticed that my coworkers loved working with him. In fact, I conducted a 3600 leadership assessment for him as part of a succession planning exercise, and it was clear from the feedback that others felt positively motivated by his leadership.

He credits it to the pennies in the pocket. Personally, I doubt that moving pennies from one pocket to another explains his whole transformation, but I believe it contributed, and I think it provides us all with a valuable lesson about leadership development.

We tend to see the development of leaders as a large, complicated set of endeavors because human beings are complex and what makes us who we are is a result of our life’s journey. So, unlearning bad habits and learning better ones is going to be hard.

But just like our expert friends skilled in Six Sigma and Lean remind us, the Pareto principle, also known as the 80/20 rule, applies in leadership development, too. We can get 80 percent bang out of 20 percent effort if we just pick the right 20 percent …like pennies in a pocket. ■ Steve is the retired Executive Director of Professional and Executive Development in the University of Wisconsin’s Business School and author of the two books: Six Conversations and Brag, Worry, Wonder, Bet: A Manager’s Guide to Giving Feedback.

His books can be purchased at www. bragworrywonderbet.com. or on Amazon or at Barnes and Noble.

NAFA Air Media

COM E M EET THE COMPANIES WHO ARE INVENTING

THE FUTURE OF HVACR Register for free † ahrexpo.com

CHICAGO

McCORMICK PLACE

• JAN 22-24, 2018

65,000+ 2,000+ Industry Professionals www.nafahq.org

Manufacturers & Suppliers

† See Thousands of New Products † Attend Seminars & ASHRAE Winter Conference † Earn Professional Credits 15

Featured Member Benefit NAFA Guidelines

Many international HVAC/R organizations promulgate standards for the air filtration industry, and many of these standards become part of a national building code. For the most part, these codes dictate "minimum standards" that must be met to be in compliance with the code. NAFA publishes a series of air filtration best practice guidelines based on these codes, but that go further to recommend and incorporate the "highest level of air filtration standards" for specific applications. NAFA currently offers the following guidelines which are available on the our website:

Airborne Infections Containment

Commercial Offices

Molecular Filtration

Firing Ranges

Schools

Higher Education Complexes

Spray Finishing Particulate

Libraries, Archives & Museums

Welding Fumes

NAFA News Edgewater Funds and Duchossois Capital Management in partnership with Brandon Ost complete the acquisition of Permatron. Air Filtration Holdings, LLC Founded in 1957, Permatron has spent 60 years specializing in custom value-added, application driven air filter solutions for leaders in facilities management, HVACR equipment design and service, original equipment manufacturers, and wholesale distribution industries.

Permatron works with customers in the design and manufacture of air filter components to their precise specifications so they can be integrated and performancematched for any application. Modeled on ISO9000 processes, the company maintains very high standards of manufacturing and customer satisfaction.

Brandon Ost stated, “We are excited to work with Leslye Sandberg to continue and expand Permatron’s long standing tradition of product innovation and engineering excellence to meet the changing needs of the air filtration and HVACR industries. Permatron is uniquely positioned to be a critical

16

piece of the overall strategy to compete at the world class level of air filtration focusing on changing customer demands for air purity.”

Leslye Sandberg noted, “Permatron’s reputation is built on creative product innovation, specializing in design build, short lead times for custom products and JIT production. As customer requirements expand, so do Permatron’s capabilities.

All of our employees are excited about the ability to grow our manufacturing capabilities as well as partner with a group of exceptional filtration companies in support of our customer focused strategy.”

Dave Tolmie, Partner with Edgewater Funds stated, “We are excited to have completed our second acquisition this year and one that accelerates our strategy of bringing innovative and unique products to market. Ms. Sandberg has done a great job growing Permatron and we are excited to partner with her.”

For more information, visit www.dcmllc.com. ■

NAFA Air Media

CAFS tips and tricks We asked recent CAFS applicants to pass on words of wisdom to future applicants on how to study for and pass the CAFS exam. Here are their responses:

Ben Solari, CAFS, Joe W. Fly Co., Inc. My main study tool was the NAFA Guide to Air Filtration, which I read in its entirety, then I created a study guide that included definitions, standards, principals of airflow/filtration and some math questions.

What advice do you have for future applicants?

Start studying early and make sure you are familiar with major principles of air filtration.

Amy Stickney, CAFS, Quality Filters, Inc. The webinar provided by the NAFA team was invaluable in preparation for the CAFS exam. It allowed me to follow along with the book at my own pace, rewinding or re-watching individual sections when there was information on which I needed clarification. I began studying months in advance of the actual test, however, the real clarity came with watching the webinars.

What advice do you have for future applicants?

I would suggest to future test takers to study the book alongside the webinar and then take advantage of the on-site tutorial, if applicable, before taking the test. NAFA has generously provided excellent study opportunities, and every advantage should be taken.

Cody Mitchell, CAFS, NCT, Air Filter Superstore, LLC. I had prepared for my CAFS exam for several years, reading and studying the NAFA Guide to Air Filtration intermittently. I listened to the newly available webinars and thought those were extremely useful. They helped break up the monotony of some of the technical information.

Listening to different people provide the trainings helped me to take in the information as opposed to reading on my own. Attending the tutorial the morning of the exam, helped me see how other people taking the exam felt about their progress, we were able interact over materials and see how each of us were interpreting what we had learned.

What advice do you have for future applicants?

I would encourage anyone wanting to take the exam to make sure they take their time and not rush through the materials, find other people in the industry to talk to and ask questions on the information they are studying. And to study, study, study, not only the manual but their customers applications and fitments along with as many aspects of the industry as possible.

www.nafahq.org

17

Strengthening your strategic selling skills to sell more

by Jim Pancero , CSP, CPAE

How strong are your strategic selling skills?

Strategic selling involves increasing your competitive advantage by strengthening your ability to communicate your uniqueness, value, and competitive differential to a customer or prospect.

How successful have you been explaining your competitive uniqueness and differentiation to your potential buyers?

What is involved with strategic selling?

So what is Strategic selling? Strategic selling involves your ability to communicate your value and competitive uniqueness to a prospect or customer throughout your entire selling process.

Strategic selling includes starting each call with a strong strategic uniqueness or philosophy statement about you and your company that takes less than two minutes to present. It also involves you developing a more strategic or “big picture” focus to your selling messaging, selling language, and overall philosophy or approach to a customer’s business.

The toughest single question asked by customers today is “Why, based on all the competitive alternatives available to me do I want to buy from you?” How successful have you been persuasively answering this question from your customers or prospects?

Most sales reps would answer this “Why buy?” question with a presentation detailing their products or services best “features and advantages.” It is then up to your buyer to organize and sort everything you covered so they understand the overall value and impact of doing business with you. However, this also means that your success is completely dependent on your buyer’s ability to summarize and interpret everything said so they can understand the overall value of buying from you and your company.

Allow me to share my strategic selling message that I use to begin a sales call. As a sales and sales management consultant and trainer, my answer to a prospect asking me why they would want to buy from me would be, “I have a very specific niche in the sales and sales management training environment. I only work with experienced “business to business” sales professionals who already know how to sell, the managers who led them, and the executives who direct them. Everything I do has one bottom line focus, to increase your competitive advantage so you can increase your profitability and selling success. I have the most advanced sales training available in North America today and I can prove it!”

What did you think of my message? Notice how customer focused my message hopefully appears and how it talks about how I want to help solve a customer’s sales issues instead of the traditional selling approach of just talking about the features, and customer benefits of my various products and programs.

Strategic or philosophy selling is not in conflict with “ featurebenefit” selling. Both need to be utilized by you in your persuasive selling. However, most sales reps spend all their time on a call only focusing on explaining their features and advantages, and spending little to no time positioning their philosophy or approach.

18

Strategic selling is based on you being able to prove a difference in your value.

A foundation of successful strategic selling is an understanding and belief that you are not in a price driven market.

Here’s the simple reality of selling: If you’re working as an outside sales rep then you’re NOT in a price driven market, never have been and never will be, even in a tougher market or economic slowdown.

It is not that you are in a price driven market, it is that all markets are value driven with pricing only being a distant second. There is a real simple concept in strategic selling, “the more of a differential you can show me in value the more of a differential I’ll be willing to pay in price.”

The reality is price will always be a factor or component in any buyer’s decision. However, the challenge for buyers is not based on getting the lowest price; the real buying challenge is being able to find the vendor with the best value offering so that you then do not mind paying a higher price. In fact, many buyers have told me they and their company cannot afford to buy the lowest price available due to the lower value also being provided.

Strategic selling focuses on your customers instead of on yourself or your products.

Your ability to focus on your customers and what they want, and need, is an important component of strategic selling. Too many sales people only sell to one person...themselves! The sad reality is most reps spend all their selling time only talking about their products and themselves.

Customers are not actually buying your products or a service, which has no real value or benefit to them. What they are buying, and find profound value in, is what your products or services will actually do for them.

So how are you answering a customer or prospect asking you why they should buy from you? The foundation of strategic selling is to not spend the majority of your selling time talking about yourself, your company, or why your stuff is so competitively superior, but instead to focus the majority of your selling message on how your customer’s are going to benefit and receive greater value buying from you compared to anyone else.

In addition, make sure you do not do all the talking in your sales calls. Most experienced sales pro’s I have ridden with do all the talking on their sales calls. Customers might spend as little as 10% of the call actually talking!

What percentage of your sales calls are you talking vs. listening? Moreover, what can you do to make sure you focus your discussions and selling efforts on your customer, and what you can do to address their challenges?

NAFA Air Media

Strategic selling involves selling as a single team with one voice and one message.

A critical key to increasing your strategic success is to sell as a single team with one voice and one message. Do you and your fellow sales pros work as a team? The reality is most sales teams don’t.

Do you want to test to see how independent the members of your team really are? Individually ask several team members how they would answer a prospect asking them “Why, based on all the competitive alternatives available to me do I want to buy from you?” If your team is similar to most, you will discover that each rep will have completely different answers to this question.

It is not just your fellow sales reps we need to worry about. How many different people from your company will communicate with a prospect or customer before they say yes and sign an agreement? Most companies have several people talking to their customers including service and technical people, management, credit, and your administrative team.

With all the different players from your company communicating, and hopefully, persuading your customers, it is critical you have a single, simple, and focused uniqueness message that is discussed and confirmed by all members of your team.

Decide to meet with your entire sales team to begin defining why someone would want to buy from you and your company, and then work to train and coach anyone who is communicating, and persuading your prospects and customers to want to buy from you.

Strategic selling incorporates the four “core values” selling language into every sales call.

Strengthening your philosophical or strategic selling language is also based on your understanding of the core values or driving philosophies of why buyers buy. These terms are referred to as the core values of buying because they are the central themes, philosophies, or driving justification of why a buyer likes you over all other alternatives.

www.nafahq.org

Whether you are buying for your personal consumption or buying for your company, there are only four reasons, or core values, as to why you would select a specific vendor from a field of competitors.

Why did you choose that vendor? I chose them because, number 1 – they did more than anyone else to lower my risk. Alternatively, number 2 – I chose them because they did more to make my life or work easier. I chose them because, number 3, they did more than anyone else to either lower my total costs or to increase my profitability…and the fourth and final core value…I chose them because they did more than anyone else to increase my competitive advantage.

That’s it! Those are the four overall reasons, or core values, why all buying decisions are made. All other buying reasons from customers will fit into these four core drivers or will be a sub-set of them.

These core values are powerful selling terms because they parallel the thinking and reasoning of your buyers. In addition, these four core values are not terms utilized by most sales people. How exciting is it to have selling language that is both customer focused and not being used by your competitors?

Set a goal next week of finding excuses to drop at least one of these four terms into your conversation with every customer to see if you notice any difference in your buyer’s responses or questions.

Final comments.

So how strong are your strategic selling skills? What can you now do to increase your ability, and your entire sales team’s ability, to sell as a single team with one voice and one message? What can you now do to increase your ability to communicate effectively your uniqueness, to focus more on your customers than on yourself and your products? What can you do to stay focused on the “Big Picture” philosophy of why your buyers want to buy from you, and to incorporate the four “Core values” selling language into every sales call you make?

We know you’re good…now the question is…are you good enough, and committed enough, to increase your strategic selling skills and to communicate a simple, brief and effective strategic message of competitive uniqueness on every call so you can accelerate your competitive advantage and selling success? ■

Jim Pancero has the most advanced, leading-edge “businessto-business” sales and sales management training available today. Jim’s work focuses on sales organizations with high priced, large and/or competitively complex products and services.

His information-intensive keynote speeches provide the most experienced members of his audience with proven, immediately usable advanced ideas to increase their competitive advantage and enhance their selling processes.

Jim has been directly involved in “business-to-business” selling for over 35 years. Six of those years were spent successfully selling the largest computer systems for the Data Processing Division of the IBM Corporation. During Jim’s prestigious IBM career he earned several awards including the coveted “Golden Circle” designation annually awarded to the top 5% of their international sales force.

In 1982, Jim founded his advanced sales training and consulting company.

Since then, Jim has conducted over 2,500 presentations or consulting days.

19

CAMERON GREAT LAKES, INC. Molecular Filtration Specialists

Coal Pellet

Potassium Permanganate

Zeolite

Coconut Shell

At CGL we carry the most complete line of commercial and industrial products for both air and liquid molecular filtration. We offer a full line of bulk media, complete system design and fabrication. We offer all the standard size filters and we are also fully equipped to custom build to your specific needs. Our experienced staff with over 75 years in the industry, is always ready to provide the technical support you need to ensure that the product we supply will meet all of the demands for every application.

MRM 18 Refillable Module

12� and 4� Vapor Trap Disposable V-Bank

Plastic Disposable 18 Module

Vapor Trap Disposable Panel Vapor Trap with Dusting Disposable Panel Filter

Building Healthy Environments Worldwide 2335 NW 29th Avenue, Portland OR 97210 Phone (800) 777-4044 Fax (503) 225-0137 Visit us on the web at CAMERONGREATLAKES.COM

With over 50 years experience, CLARCOR Air Filtration Products, is one of the world’s foremost manufacturers of air filtration products for the commercial, industrial, institutional and residential markets.

We offer the broadest line of filtration products in the industry, and our products can be found improving the quality of air around the world in homes, hospitals, office buildings, industrial plants, laboratories, pharmaceutical facilities, schools, museums, sports arenas and many more facilities where clean air is critical.

CLARCOR Air Filtration Products ® ™ sells its products under the brand names Airguard , Purolator and ATI.

For all your filter needs, visit www.clcair.com or call 1-866-247-4827 or 1-866-925-2247.

Visit our NAFA member booths

Company

Booth Number

3M

2749

AAF Flanders

4715

Air Filters, Inc.

6783

American Metal Filter Company

1763

Clean and Science Co. Ltd.

2767

Columbus Industries, Inc.

4771

Dynamic Air Quality Solutions

3200

Filtration Group / Filtrair

6200

Flow Air Filters / ADS Laminaire

8054

Fresh-Aire UV

6727

Glasfloss Industries

3310

Hydrosil International Limited

2863

Jason Industrial (Megadyne America)

4453

Koch Filter

5341 - 5349

National Air Filtration Association

1719

Paint Pockets Company

7485

Research Products Corporation

5730

Sanuvox Technologies Inc.

6528

Smith Filter Corporation

7586

Tri-Dim Filter Corporation

5732

UV Resources

7283

Industry Calendar

2018 ASHRAE Winter Conference January 20 - 24 Chicago, Illinois 2018 AHR Expo January 22 - 24 Chicago, Illinois Indoor Air Quality Annual Meeting January 22 - 24 Chicago, Illinois AMCA Spring Meetings 2018 March 5 - 8 San Antonio, Texas NADCA Annual Meeting & Expo March 19 - 21 Palm Springs, California NAFA TECH2018 April 4 - 6 Kansas City, Missouri AHRI Spring Meeting May 7 - 9 Baltimore, Maryland 2018 ASHRAE Annual Conference June 23 - 27 Houston, Texas NAFA Annual Convention September 25 - 27 Lake Tahoe, Nevada AHR Expo-Mexico October 2 - 4 Mexico City Mexico Filtration® International Conference & Exposition October 2 - 4 Philadelphia, Pennsylvania

Who are the companies of NAFA?

NAFA Members sign the NAFA Creed and Code of Ethics that reflects the membership’s commitment to conduct business to the highest standards of integrity and professionalism. All members must commit to this code in order to join NAFA. Use this handy guide to find NAFA members who are showing at the AHR Expo. ■

22

NAFA Air Media

www.nafahq.org

23

We can make any size filter you need.

FAPFC Accessory Clip FASC Spring Clip

FAAC Spring Clip

FAPC P-type available in 1⁄2" to 12"

t s

u J ..

www.nafahq.org

.

a F r

FACC Corner Clip

available in 6" and 12"

. ..

. ..

.

i F

e t l

. ..

.

..

. ..

■

.

..

n e

t s

available in 2" and 4"

available in 12"

. ..

■

.

..

. ..

■

.

..

s r e

. ..

■

T

T hA

’

■

L A S

L

D e W

o

Top Quality

Small Quantities

Fast Turnaround

Very Low Prices

Same Day Shipping

CALL 908-872-0353

726 Route 202 South ■ Suite 320-152 ■ Bridgewater, NJ 08807 www.filterfasteners.com ■ sales@filterfasteners.com

25

Servicing: Commercial/Industrial Air Filter Manufacturers Commercial/Industrial Air Filter Distributors HVAC Contractors Leaders in Air Filter Clips and Specialty Air Filter Fasteners Since 1995.

In House Engineering • Manufacturer-Direct Pricing • Specials Welcomed

PCA 1”- 2” P-clip

PCA 3”- 4” P-clip

PCA 5”- 6” P-clip

PCA 12” P-clip

F - 12 A, 12” Spring with Clip

F - 12 A, 12” Spring NO Clip

HFFC - 23 ss Corner Bracket

C - 86 ss 2” Wire Forms C - 89 h 4” Wire Forms

PFC 2” - 4” PreFilter Clips

N

N

EW

EW

!

!

Versa - M 2” - 4” PreFilter Clips for 13/16” Metal Flanged Filters

MADE IN THE USA

UniVERSA 2” - 4” SureGrip Short Nose PreFilter Clips

See our website for pricing and complete part descriptions.

UniVERSA/Don 2” - 4” SureGrip Long Nose PreFilter Clips

We accept

311 Shaker Road - Po Box 505 • East Longmeadow, MA 01028 • (Toll-Free) 800.637.3033 (Phone) 413.525.6837 • (Fax) 413.525.6895 • (Web) www.springfieldspring.com

The Carbon Filter Specialists® . . . Since 1970

Odor and Pollution Control Filters made with CarbonWeb®

HVAC

AIR CLEANERS

ODORGUARD®

Please visit our website to review our Learning Center

FUME HOODS

PRIVATE LABEL

PANELS PADS PLEATS INSERTS RING PANELS/LINKS ROLLS/BLANKETS RIGID CELLS TRAYS BULK CARBON APPLIANCE FILTERS AIR CLEANER FILTERS

ROOFING/ASPHALTING

NEW 500 gm sq./ft.

[1” tk.]

130 N. Groesbeck Hwy ● Mt. Clemens, MI 48043 www.dmarkinc.com ● dmark@dmarkinc.com 800.343.3610 ● 586.949.3610 ● fax 586.949.4181

www.nafahq.org

27

2017 NAFA Foundation Scholarship recipients The NAFA Scholarship helps make the dream of a college education a reality for the winners. We encourage all NAFA members to become involved in the scholarship competition.

Danielle Rossi

Parth Doshi

Tyler Oakley

Son of Angela Oakley, PFP, LLC Major: Nursing

Daughter of George Rossi, General Aire Systems Major: Science in Engineering/Engineering Entrepreneurship

A violinist, Parth is a music lover, as well as an avid runner. He believes that music is truly a universal language, and has discovered its power through playing as a form of therapy for those who need it.

Promoting arts education, Parth is part of a high school leadership group called “Regenerate.” Regenerate funds arts education through grants and works throughout the school year to raise funds for these grants. He also volunteers with a local non-profit called Wild Trails to develop the trail system in his beloved Chattanooga.

Parth is excited to attend the United States Military Academy at West Point, NY and continue his pursuit of a career in mechanical engineering/physics.

Tyler (TJ) is kind, hard-working and driven. A huge sports fan, he is also very active in church and the youth ministry, serving as a member of the Student Senate Leadership Team for five years.

He has traveled extensively on missions, and community service events. Along with volunteering his time, TJ owned and operated his own vending machine business located inside PFP, LLC and also worked part time at his high school. To help further his dream of helping others, he worked at a nursing home, which taught him how to care for people who cannot do for themselves.

TJ is continuing his education at Tennessee Tech University.

Danielle was one of only four high school students chosen to intern at the Coriell Institute for Medical Research in Camden, New Jersey. Truly a gifted student, she is driven to become a better engineer, accumulating the necessary skills to thrive in graduate school. Although science is a major part of her life, she takes time to volunteer her time to mentor freshman and promote her sorority’s philanthropy cause, domestic violence awareness. To relax from a busy schedule, she enjoys team sports, running, hiking, fishing and cooking Italian meals.

Having graduated from the University of Maryland, Danielle is now attending the University of Pennsylvania to receive her Master’s of Science in Engineering with a minor in Engineering Entrepreneurship from the Wharton School of Business.

Son of Dr. Jayesh Doshi, eSpin Technologies Major: Mechanical Engineering/Physics

I want to thank the members of NAFA and the contributors to the NAFA Foundation for choosing me as a recipient of the NAFA Scholarship. I am very grateful for the award as it will help me pay for my tuition and books at Tennessee Tech University. It will help me to obtain my nursing degree and eventually reach my goal of becoming a CRNA. I will always be thankful to NAFA for your help in my education.

Sincerely, T.J. Oakley

28

I am sincerely honored to have been selected as one of the recipients of the NAFA scholarship.

Thank you for your generosity which will help me to pursue my Master’s degree in Bioengineering and a minor in Engineering Entrepreneurship from the University of Pennsylvania. This scholarship will allow me to focus more on my studies and help me to achieve my goal of becoming a medical device engineer.

Thank you again for the appreciated support!

Sincerely, Danielle Rossi ■

NAFA Air Media

NAFA announces 36 Clean Air Award recipients for 2017 The National Air Filtration Association has announced its recipients of the Clean Air Awards for 2017. The Clean Air Award is presented each year to the building owners and managers who take steps to significantly improve the quality of their indoor air by increasing the level or efficiency of their HVAC air filtration system in 10 specific categories.

Candidates are nominated for the award by both NAFA members and members of the facility management community, and must submit detailed and specific steps taken toward cleaning the indoor environment through “best air filtration practices” and system hygiene. A NAFA Certified Air Filter Specialist confirms these improvements. Nominees are judged by the NAFA Clean Air Award Committee and each recipient receives a custom-designed award, building signage and recognition for their efforts.

Award-winning buildings must maintain IAQ diligence and submit inspection data each year in order to maintain the NAFA Clean Air Award. 2017 facilities that utilize best air filtration practices in their buildings: Aurora Hall - University of Calgary

Kelly Services – Annex

Pan Pacific Hotel

Cadillac Fairview – Canaccord Genuity Place

Kelly Services – Headquarters

PotashCorp Tower

Cedar Hill Recreation Centre

Kelly Services – Kirts Blvd

Princeton Tower - Dream Office Management

Submitted by Sharon Needham, CAFS, NCT B.G.E. Service & Supply Ltd. Submitted by Ray Riopel, CAFS B. C. Air Filter, Ltd.

Submitted by Darren Lacaille, CAFS B. C. Air Filter, Ltd.

The Center for Nanoscale Systems Submitted by Daniel Shea, CAFS Air Filter Sales, Inc.

Crowsnest Hall - University of Calgary

Submitted by Sharon Needham, CAFS, NCT B.G.E. Service & Supply Ltd.

Submitted by David Walz Kelly Services, Inc. Submitted by David Walz Kelly Services, Inc. Submitted by David Walz Kelly Services, Inc.

Kelly Services – Lindsey Centre Submitted by David Walz Kelly Services, Inc.

Lahey Clinic Burlington

Submitted by Alan Ouellet, CAFS Filter Sales & Service, Inc.

ExxonMobil Houston Campus

McLaren Flint

Five Ten Fifth - Colliers International

MidMichigan Medical Center – Alpena

Harvard Art Museums

Mississippi Baptist Medical Center

Submitted by Ray Riopel, CAFS B. C. Air Filter, Ltd. Submitted by Scot Johnson, CAFS B.G.E. Service & Supply Ltd.

Submitted by Scot Johnson, CAFS B.G.E. Service & Supply Ltd.

Saskatchewan Credit Union Central

Submitted by Scot Johnson, CAFS, B.G.E. Service & Supply Ltd.

Taylor Institute for Teaching and Learning

Submitted by Sharon Needham, CAFS, NCT B.G.E. Service & Supply Ltd.

Submitted by Jason Burgess, CAFS Independent Filter Service P/L

Submitted by Russ Cummins, CAFS Koch Filter Corporation

Norton Healthcare Audubon Hospital

University of Alberta Administration Building Agriculture/Forestry Centre Agri-Food Discovery Place Fine Arts Building HUB Mall Natural Resources Engineering Facility Newton Place South Academic Building Telus Centre Timms Centre for the Arts

Kahanoff Conference Centre

Oxford Properties – MNP Tower

Weston Centre

Submitted by Todd Swearingen, CAFS, Strategic Filtration, Inc. Submitted by Sharon Needham, CAFS, NCT B.G.E. Service & Supply Ltd. Submitted by Daniel Shea, CAFS Air Filter Sales, Inc.

ISPT – 500 Bourke Street, Melbourne

Submitted by Christine Groulx, CAFS, NCT II ProMain Air Systems Limited

www.nafahq.org

Submitted by Larry Krass, CAFS Koch Filter Corporation Submitted by Larry Krass, CAFS Koch Filter Corporation

Submitted by Tom Riddell, CAFS, NCT II Air Filter Sales & Service (MS)

Submitted by Ray Riopel, CAFS B. C. Air Filter, Ltd.

Submitted by Guy Chauvet, CAFS B.G.E. Service & Supply Ltd.

Submitted by Phil Maybee, CAFS, NCT The Filter Man, Ltd. ■

29

• 2” and 4” filter constructed with the same 500 to 600 grams per square meter weight of high activity 85% CTC carbon media used in traditional 12” models • High impact durable plastic frame • Compact design • Lightweight • Saves shipping and storage • Easy installation to existing equipment with little or no modification

NEW HEGA® COMPACT SERIES 2” & 4” High Efficiency Gas Adsorber filtrationgroup.com - 877.344.8326

www.nafahq.org

• Available in four different carbon medias for specific odor removal applications such as...

• VOC’s - Volatile Organic Compounds • Diesel Exhaust • Acid Gases • Ammonia and Amines

31

SO ENERGY EFFICIENT, THEY COULD BE FREE! Discover long-term savings when you use CI 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.

CI filters are ideal for these applications: commercial and industrial facilities; government and educational facilities; paint booth/finishing; hospitals, research labs and pharmaceuticals; airports; electrical manufacturing; and power generators.

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.

g

s

PRESSURE DROP

LOADING CURVE

yS Energ

in av

DUST LOADING

2938 State Route 752 • P.O. Box 257 • Ashville, Ohio 43103-0257 Phone: 740.983.2552 • Fax: 740.983.4622 www.colind.com • Email: ci@colind.com

Technology Corner Powered by Permatron Corporation

COOLING FANS PROTECTED FROM PAPER PROCESSING PULP FINES BACKGROUND Northwood Hygiene Products Limited is one of the few companies in the United Kingdom that is vertically integrated. They manage their business from raw material supply, tissue and towel manufacturing to end user product converting, storage and transportation. The start of this cycle begins with over 40,000 tons of recycled paper that ends up as toilet tissue, paper towels and professional wiping products.

replacing them took approximately 40 minutes. During this time the production line had to be shut down at a loss of 2,500 meters of tissue production per min of operation.

RESULTS Permatron’s PreVent® washable polypropylene bonnet or fan shroud “air net” is a simple solution custom sized and installed over the outside of the fan guard. Manufactured with an elastic border, the dirty filter is easily removed and replaced immediately with a clean spare bonnet filter. Washing the dirty filters are done at a more convenient time.

The changeover period now takes 1 minute for each fan, saving 38 minutes of costly manufacturing downtime.

The equipment air intake for machine components and the electrical CHALLENGES control panel, housed within an Following a call from the site acoustic enclosure outside of the engineering team at their Penygroes building, was also affected by the plant, and subsequently the airborne paper fines. The PreVent® engineering manager of their new Model R2 rigid panel style filter, with Northwood factory in Telford, RAB magnetic stripping attached to the Specialist Engineers was asked to steel frame, was custom sized and provide filtration advice for motor affixed to the outside of the steel cooling fans and electrical control enclosure air intake louvers. Easily panel coolers. A by-product of removed using a permanent pull paper processing is large amounts tab, this air filter can be washed of airborne paper fines or pulp and replaced in minutes or cleaned fibers become discharged during in place with a broom or shop vac. manufacturing. These lightweight PreVent’s electrostatic media is UV fiber fines float in the air, to be pulled protected for outdoor use, with into surrounding equipment air minimal resistance to airflow. intakes. A better filtration solution was needed to: Northwood has invested an 8 figure sum into its state-of-the-art • prevent contamination of the Telford plant, with costly machines control panel cooling air intakes to automate a huge part of their • reduce the equipment downtime operation and massively increase the for equipment cleaning speed and scale of the company’s • ensure that sufficient supply air output. A simple and effective reaches the cooling fans and product like PreVent air intake critical system components. protection filters will help preserve their equipment, and make costly The original filters, located inside the cleaning downtime a thing of the fan guard of the circular cooling fans past. became clogged very quickly. Each of the 2 fans required cleaning 2-3 times per week. Removal of each guard’s 6-8 screws, and washing the filters at a cleaning station before

“Every time the cooling fan systems are down for cleaning maintenance, the company loses 62 miles of toilet paper production!”

RICHARD BETTS MANAGING DIRECTOR RAB SPECIALIST ENGINEERS

SIMPLY calculate your savings.

Control costs and airborne debris with the PreVent system.

To add up your savings, visit permatron.com/calculator

© 2017 Permatron Corporation

New Certified Personnel CAFS

Sylvie D’Avignon, CAFS DAFCO St. Laurent, QC Canada Alec DelVecchio, CAFS National Air Filter Cedar Grove, New Jersey Mark Evers, CAFS National Air Filter Cedar Grove, New Jersey Alain Lamothe, CAFS DAFCO St. Laurent, QC Canada Amy Smith, CAFS FilterPro USA LLC Florence, Alabama David Wightman, CAFS DAFCO Winnipeg, MB Canada

NCT

John Jairo Bermudez Fernandez, NCT Carvel SA - Ingenieros Contratistas Cali-Valle Del Cauca Colombia Rolando Enrique Bustamante Torres, NCT Refrinorte S.A.S. Barranquilla Colombia

Juan Camilo Castro Renteria, NCT AF Refrigeracion Cali Colombia Julie A. Centola, CAFS, NCT Clark Air Systems, Inc. East Aurora, New York Anderson Gomez Medina, NCT Carvel SA - Ingenieros Contratistas Cali-Valle Del Cauca Colombia Michael Hodina, NCT The Filter Man, LLC New Caney, Texas Nicole Hodina, NCT The Filter Man, LLC New Caney, Texas Brad Johnson, NCT Black and McDonald, Ltd. Cowichan Bay, BC Canada Keir Lewis. NCT Lewis Sheet Metal Victoria, BC Canada Igor Mekhov, NCT Black and McDonald, Ltd. Vancouver, BC Canada Leonard Peter, NCT SaskCentral Regina, SK Canada Rodrigo Antonio PinzOn Hernandez, NCT RPH Ingenieria & Construccion LTDA Bogota Colombia Kerry Smith, NCT The Filter Man, LLC New Caney, Texas Kyle Sweeney, NCT Lewis Sheet Metal Victoria, BC Canada William Tew, NCT Pure Air Filter Sales & Service Mobile, Alabama ■

34

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

311 Shaker Road - Po Box 505 • East Longmeadow, MA 01028 • (Toll-Free) 800.637.3033 (Phone) 413.525.6837 • (Fax) 413.525.6895 • (Web) www.springfieldspring.com

www.nafahq.org

35 *Patent Pending

Executive Profile

Nathan Wittman, CAFS, NCT

Director of Sales and Marketing, Filter Technology Company, Inc. How do you motivate your employees?

We believe in treating the people we work with as family members. It is very important to communicate well with your team, support their efforts, and work together on a common goal. We believe in generous compensation to reward successes.

Filter Technology Company is a family owned business, founded

by Nathan’s parents, Jerry and Karen Wittman. He grew up working in various capacities.

After completing his degree, he worked with both American Express and Edward Jones as a financial advisor. Several years later Wittman came “home” to the filter industry and has been working to expand the Filter Technology Company business for the past 15 years.

“Equal focus on building relationships and a steadfast belief in the products and services you are offering will bring the most success.”

36

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

My business mentor has always been my father, Jerry Wittman, who has 40 years of experience in the filtration industry. He has taught me the value of professionalism and the importance of completely understanding both our products and those offered by our competition.

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

I was told many years ago that “the only place success comes before work is in the dictionary.”

That statement resonated with me to a point that I keep a printed version posted in my office as a daily reminder that hard work is necessary for reaching both my personal goals, and our team’s company goals.

What is the most challenging aspect of running a filter company?

Identifying and hiring the best people. In order to build a successful team you need intelligent co-workers who are committed to our company’s culture and business process. I have found that more focus should be placed on the hiring process to really get to know a potential candidate rather than experiencing the challenge that comes after making a bad hire.

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

The biggest challenge for the air filtration industry comes from the growth of group buying practices. As communication across industries has improved, more end users are seeking co-operative buying agreements to shop products and services worldwide. By taking the decision-making power out of the

hands of the people who are responsible for their equipment, more decisions are being made on price and fit rather than performance and suitability.

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

Equal focus on building relationships and a steadfast belief in the products and services you are offering will bring the most success.

It is important to always concentrate on supporting your client’s efforts to do their job more effectively.

How has your company benefited from NAFA membership?

NAFA programs, especially the CAFS, NCT, and Clean Air Award, have helped our company to set ourselves apart in the market place. The Clean Air Award has been instrumental in recognizing customers who are making efforts to improve their workplace environment. It is special to provide a program that brings recognition to maintenance personnel who normally spend their days working behind the scenes. ■

Filter Technology Company, Inc. was founded in Houston, Texas and has been in operation since 1984. We currently serve the state of Texas, Louisiana, and Northern Mexico, providing air filtration products, UVC systems, power transmission belts, air handler sustainability products, and related services. We primarily serve the commercial, institutional, healthcare, and power generation markets.

Our goal is to continue to provide high levels of service to our clients and support their operations through the use of premium products that offer performance advantages.

We continue to grow within our markets and look to expand our regional support of our customers over the next 5 years.

NAFA Air Media

Joining Hands to Better Serve You Your Source for Complete Air Filtration Solutions

aafintl.com

888.223.2003

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

Rooftop Unit Intake Filters

Dry Cooler Intake Filters

Air Cooled Condenser Intake Filter

Cooling Tower Intake Filters

Air Handling Unit Intake Filters

Louver Intake Filters

In-ground Intake Grate Filter

Reduces Cleaning To A Few Quick Swipes with a Broom, Brush, Shop Vacuum or, Simply Rinse with a Garden Hose.

Filters Never Need To Be Removed For Cleaning.

It Just Doesnʼt Get Any Easier Than This!

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

Tel. 513-860-9784 or 248-676-9418 Visit our Website @ www.airsolutioncompany.com Air Intake Filters Are Manufactured By: Air Solution and Newway Companies, Commerce Twp, MI 48382 United States and Foreign Patents Granted - This product is protected under one or more of the following U.S. and foreign patents: 5,370,722 _ 5,529,593 _ 6,197,077 B1 _ 2170244 _ 95904185.6-2113, Other Patents Pending

Cottonwood Air Intake Filter Screens

The Cottonwood Air Intake Filter ®

From the Executive Director

by Michelle Czosek, CAE

NAFA members pose in front of Churchhill Downs, Louisville, Kentucky

It’s hard to believe that another year has flown by and it’s almost time again for the AHR Expo. I’m excited about what we’ve accomplished in 2017, as well as what’s ahead for NAFA in 2018. Among the things we’ve achieved this year are: yy The NAFA website redesign

yy The CAFS exam tutorial now offered as a webinar to examinees

yy The release of the NAFA Guideline for Airborne Infections Containment Rooms in Health Care Facilities

yy The release of the NAFA Foundation-funded research by Associate Professor Michael Waring, Impact of High-Efficiency Filtration Combined with High Ventilation Rates on Particulate Concentrations in U.S. Offices

yy Special NAFA Foundation event at the Kentucky Derby held in conjunction with the 2017 Technical Seminar

At the most recent meeting of the NAFA Board of Directors, the decision was made to establish a young professionals group. With the number of millennials and members of Generation Z currently in and entering the workforce, it only makes sense for NAFA to engage this demographic group. NAFA’s new young professionals group will kick off with a reception at the Technical Seminar, which will be held April 4-6 in Kansas City.

40

Our keynote presenters for both the Technical Seminar and Annual Convention have been confirmed and I hope you’ll mark your calendars for these two premier annual events. Jim Pancero, the keynote presenter for our Technical Seminar in April, will also offer an optional 90-minute sales training session titled, You Can Always Sell More - Are You Ready to Get Even Better? It’s the perfect opportunity to bring multiple salespeople to this event for some outstanding training. One of Jim’s articles is featured in this edition of Air Media.

Lake Tahoe will provide a beautiful backdrop for our Annual Convention on September 25-27. Keynote presenter Dan Barnett has appeared regularly on CNBC’s “Squawk Box” and Bloomberg, and in the Wall Street Journal to speak on CEO confidence and leadership. In his presentation, Make or Break Execution – The Core of Success, he’ll speak to you from real experience that was gained while running highly successful companies, both large and small. We have scheduled an impressive presenter line-up. And, there will be plenty of networking opportunities, including the NAFA Foundation Golf Outing. I can’t think of a more beautiful place to play a round of golf! ■

Warm regards,

Michelle golfs with (l-r) George Spottswood, Jeff Holt and Tom Ryan at Renditions Golf Course in Annapolis

The new NAFA website is live!

NAFA Air Media