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April 20010 Volume 34 #3

Table of Contents Features 14 In Memory of Pete Luter P.16

15 Office Pools: A Report from SHRM 16 So… You wanna sell fireplaces, huh?

20 Growing and Maintaining a Healthy Business Credit Score

26 NCSG Innovation 2010 Recap 30 Online Customer Reviews P.26

Departments 3 Presidential Post 6 Editor’s Letter 8 Industry Watch 10 Code Talk P.37

12 Progressive Perks 32 New NCSG Members 36 Sweeps Advantage Coupons

Sweeping: The Journal of Chimney and Venting Technology (ISSN# 10416692) is published 11 times annually, by the National Chimney Sweep Guild, 2155 Commercial Drive, Plainfield, IN 46168.

Annual dues to the National Chimney Sweep Guild are $459 for Voting Member Companies and $689 for Supplier Member Companies, of which $80 goes toward a subscription to Sweeping: The Journal of Chimney and Venting Technology. Additional annual subscriptions are available for $80 by contacting the National Chimney Sweep Guild at the office of publication (NCSG, 2155 Commercial Drive, Plainfield, IN 46168).

37 Perspective 39 Darwin Awards 39 Display Ad Index 40 Classifieds

POSTMASTER: Send address changes to: Sweeping: The Journal of Chimney and Venting Technology National Chimney Sweep Guild 2155 Commercial Drive Plainfield, IN 46168 APRIL 10 SWEEPING 1

ResourcePage

NATIONAL CHIMNEY SWEEP GUILD

TECHNICAL ADVISORY COUNCIL Interim TAC Chair Relining, NFPA 211, Chimney Physics Prefabricated Fireplaces Bob Priesing Havelock, NC (252) 447-3611 chimneysweep@embarqmail.com

Stainless steel lining Video scanning Narrative report writing A. Bart Ogden Wichita, KS (316) 265-9828 bart@homesafeks.com

Masonry construction and restoration Priorfire firebox Chris Prior Middle Grove, NY (518) 882-6091 chris@priorfire.com

Installation & Venting of Gas Appliances Dennis Dobbs Fort Payne, AL (256) 845-9814 ddobbs@fireplaceservicecenter.com

Customer communications Randy Brooks Ojai, CA (805) 646-896 hearthhunter@aol.com

Installation & Venting of Pellet Stoves Fred Joy Hoyt, KS (785) 986-6432 joyfredm@live.com

Codes and standards Gas venting NFPA 54 James Brewer Chesapeake, VA (757) 523-2400 jbrewer@magic-sweep.com

Dryer Vents Jay Walker Tallahassee, FL (850) 528-1357 JRegion2@aol.com

Troubleshooting and diagnosis of venting problems Masonry repair and restoration Guild historian Jack Pixley Andover, MN (763) 422-0481 jpixley@usfamily.net Oil flue sizing, Relining NFPA 31 John Pilger Smithtown, NY (631) 236-7422 chimneyman@aol.com

NFPA 211, ICC John LaBrosse Hope Valley, RI (401) 377-6009 jslabro@lbcm.necoxmail.com Sweeping, Relining Rich Rua Portsmouth, RI (401) 255-0964 rich_atraditionalsweep@yahoo.com Dryer Vents, Masonry Rich Martinez Algonquin, IL (847) 658-7659 Leonardandsons@SBCGlobal.net

Be advised that advice given by NCSG’s Technical Advisory Council (TAC) reflects best practices of the chimney sweeping industry. However, we are unable to account for any particular type of situation since regional variations in construction practices and additional environmental, physical and geographical factors necessarily vary the level of service appropriate for a particular fireplace and/or chimney. Additionally, local laws and ordinances may govern and/or supersede the information and any recommendations provided. Final determinations are the responsibility of a local professional with first-hand knowledge of the situation, and the local Authority Having Jurisdiction (AHJ). Neither NCSG nor any member of TAC will be held liable for any damages whatsoever resulting from the use of or reliance on information provided by anyone associated with TAC. By your use of this member benefit you acknowledge acceptance of these terms.

ADVERTISING RATES for Sweeping: The Journal of Chimney & Venting Technology may be obtained by contacting Malisa Minetree at (317) 815-4688 or SweepingAds@indy.rr.com Design by Laura Houser Design • laurahouser.com • (317) 213-7497

PRINT GREEN

NCSG encourages industry partners to submit press release and articles to Melissa Heeke, Sweeping Editor at mheeke@ ncsg.org. Submissions should contain items of interest or importance to the chimney and venting industry. Submissions should not contain direct solicitations, prices, or a call to action on the part of our readers. Submissions may contain images or artwork attached in a .jpg format.

In all cases, NCSG reserves the right to edit submissions to fit space limitations, keep the release and publish at a later date, or refuse to publish the release for any reason. Neither publishing, nor refusing to publish the submission should be considered a statement of NCSG’s opinion regarding the release.

NCSG further reserves the right to reject at any time any advertising determined not to be in keeping with the publications’ standards. Acceptance of advertising by Sweeping magazine does not necessarily constitute endorsement of products or services advertised. NCSG does not make any effort to review or substantiate claims made by advertisers. © 2010 National Chimney Sweep Guild, 2155 Commercial Drive, Plainfield, IN 46168 (317) 837-1500

2 SWEEPING APRIL 10

NCSG BOARD OF DIRECTORS 2010-2011 President, Region 6 Randy Brooks (805) 646-8961 • president@ncsg.org Vice President, At-Large Bob Priesing (252) 447-3611 • chimneysweep@embarqmail.com Treasurer, Region 3 Jay Walker (850) 562-4692 • jregion3@aol.com Secretary, At-Large Diane Pilger (631) 863-2460 • chimneygal@aol.com Region 1 Phil Mitchell (603) 659-7776 • sootski@aol.com Region 2 Bob Fleer (410) 544-7600 • bobfleer@aol.com Region 4 Marge Padgitt (816) 461-3665 • margepadgitt@comcast.net Region 5 Mark Maynard (920) 830-1920 • chimneyguy@new.rr.com At-Large Directors Jeremy Biswell (913) 236-7141 • fluesbrothers@yahoo.com Dennis Dobbs (256) 845-9814 • info@fireplaceservicecenter.com Supplier Representative Russ Dimmitt (800) 819-7944 • rdimmitt@copperfield.com

STAFF 2155 Commercial Drive Plainfield, IN 46168 (317) 837-1500 Fax: (317) 837-5365 Mark McSweeney, CAE Executive Director mmcsweeney@ncsg.org

Megan McMahon Office Manager mmcmahon@ncsg.org

Melissa Heeke, CAE Director of Communications & Marketing mheeke@ncsg.org

Sara Sichting Certification Coordinator (CSIA) ssichting@csia.org

Ashley Eldridge, COI, CPP Director of Education ashley@ncsg.org

Debbie Cornelius Membership Development Coordinator dcornelius@ncsg.org

Judy Thompson, CPA Director of Finance jthompson@ncsg.org

Donna Lee Kasmer Program Coordinator dkasmer@ncsg.org

Presidential Post

BY RANDY BROOKS NCSG PRESIDENT

R

ecapping this year’s convention in Indianapolis allows me to highlight another very successful event planned and managed by our professional staff. Many thanks to Mark McSweeney and the rest of the team in pulling off an event that left most smiling and some wiping tears of joy.

As President, one of the most rewarding parts of the position is the selection and distribution of awards to worthy recipients from our sweep family. This year’s Friendship Award was presented to a real treasure of the sweep family, in Ginny Heagney. Ginny is not only a dear and valued friend, but she absolutely has the best interest of the NCSG chimney sweep family near and dear to her heart. We have all witnessed Ginny through the years doing more than expected at everything she is responsible for at convention and always with a smile and kind word for everyone.

She always feels that more could and should be done for the sweeps she loves so much and it was an honor for me to present her with this year’s award. Ginny, you are a treasure and loved by all.

We’re not just blowing smoke.

The Don Leavitt Education Award was an easy pick for me. He is a man that has taught me so much through the years, not only about chimney sweeping and venting but about how to live life in general.

My dear friend Jack Pixley is that man in my life. Jack has had a distinguished career in this trade and recognition of his contributions to what we all have learned from him made his selection an easy one as well. I have the honor and privilege of working alongside Jack on the roof of the White House and traveling in Europe with him as well. Jack, you are a valued and treasured friend as well and my life is richer for having known you.

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This year’s Presidents Award caught the recipient off-guard to say the least. I have known of this man for over 16 years, having met him at my first convention that many years ago. I got to know this man much better when I first joined the NCSG board back in 2005. Ron Brigman was very surprised by this award and would have you believe that he is not worthy

Ginny and Phil Heagney celebrate Ginny’s Friendship Award.

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Alexander Grabmeier presents Don Leavitt Education Award winner Jack Pixley with a token of his appreciation and respect.

of this honor because that is just the way he is. I would tell you differently as Ron is one of the most giving sweeps I have ever met and his dedication and service to this trade organization is second to none. Not every recipient of this award has to be a past-President or be responsible for an achievement of notoriety for a given year. Rather, this year’s recipient is a sweep that has made a career of being a worker bee and driving the team forward from the trenches. Ronny, my friend, your commitment to this trade made your selection this year an easy one as well.

4 SWEEPING APRIL 10

Ron Brigman accepts the 2010 NCSG President’s Award.

The Welcome Reception and Open House at the Tech Center was a huge success as well. Again many thanks to the staff and volunteers for making our home open to all this year. The snow storm didn’t slow us down at all. In fact it added to the fun time had by all. As we move ahead into this coming year, I look forward to serving a third term as your President and pray for continued health and well-being of sweeps everywhere.

Keep the cold air out, and the cool look in!

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W!

Editor’s Letter

W

BY MELISSA HEEKE NCSG DIRECTOR OF COMMUNICATIONS

ow! Another excellent convention is on the books for the National Chimney Sweep Guild. Approximately 550 sweeps and suppliers came together to learn from one another at the convention and tradeshow. As Jake Johnson mentions in his article on page 16, the chimney service trade is a unique one in that members of the Guild are willing to share their experiences with one another for the benefit of the greater good. That willingness to share is one of the greatest benefits of Guild membership, whether it’s online

6 SWEEPING APRIL 10

on the NCSG members discussion list, on the phone with the members of the Technical Advisory Council or in person at the industry’s conventions and tradeshows. Take advantage of that network you’ve joined and reach out to your fellow members to see how you can help their businesses become stronger. They’ll return the favor and the entire industry benefits.

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Industry Watch Rotobrush Names Lennox Veteran New CEO Rotobrush® International LLC, a leader in indoor air quality and energy efficiency solutions, announces Lane Jeffryes, a fifteen-year Lennox veteran, as its new CEO and President.

During his tenure at Lennox, Jeffryes was integral in various leadership and business development roles both regionally and throughout North America. Jeffryes brings expertise in management, sales and marketing from manufacturer, distributor and dealer perspectives.

Jeffryes’ past experience also includes running his own business and serving as CEO and President of Sub-Zero Freezer Co. South Central, Inc, where he led multi-site retail and warehouse operations, and as COO and President of PIN Incorporated, a world-wide manufacturer where he developed and launched a new product line and new business model and led the company’s Green 100 certification.

Rotobrush® International LLC, based in the Dallas-Fort Worth area, is a market leader in providing businesses and entrepreneurs with unique opportunities in integrated indoor air quality and energy efficiency services and products.

Rutland Products Wins The Inventice Award Rutland Products won The Inventice Award, for “Innovation in Venting Service—Best New Product for Chimney Professionals” at the National Chimney Sweep Guild Convention and Trade Show, February 25, 2010. The Chimney Sweep News gives the award annually and this is the first time Rutland Fire Clay Company has entered a product.

Rutland’s winning product is, Torque Lock Connectors, which they call “TLC for Chimney Sweeps”. These easy to use connectors help busy sweeps save time. The system enables all professional brushes, rods and tools to be interconnected. Push the ends together and they snap into place, no need to depress the push button to make a connection. The recessed push button prevents unwanted disconnects. An easy squeeze and they unlock, even with gloves on. The tongue and groove keyway feature reduces torque on the push button making it ideal for spinning tools with a drill, perfect for removing tile and tough creosote with Rutland’s tile breakers and patented rotary Wizard.

Rutland had the benefit of direct input from chimney sweeps in designing the new TLC system. Amy Bruso, President and COO, is pleased and grateful to have won The Inventice Award.

According to Amy, “Rutland listened to the sweeps and designed TLC specifically to meet their needs.”

Based in Rutland VT since 1883, Rutland Products is known for offering quality stove and fireplace maintenance products for do-it-yourselfers and professional chimney sweeps. They are recognized as having the widest assortment of maintenance products for fireplace, chimney, and hearth.

Russ Moore Joins The Hearth Wear Group The Hearth Wear Group proudly welcomes Russell Moore to our company. Russ comes to us with many years of experience in the chimney sweep industry. Along with adding Russ to our team – we are now carrying National Chimney Supplies/M-Flex line for all our customer’s liner needs. Please feel free to contact Russ @ 518-852-1399; russ@hearthwear. com or by calling our office direct @ 518-743-8566 with any questions.

ICP Introduces WeatherShield Mark B With Universal Fit The new WeatherShield Mark B™ from Improved Consumer Products, Inc. (ICP) is a single solution for most round chimney installations. The revolutionary cap features a universal fit that will connect securely to single wall liners, Class A solid pack chimneys, double wall air cooled chimneys, or flexible chimney liners.

The WeatherShield Mark B™ was introduced at the NCSG show in Indianapolis and was codeveloped by Rich Paynton, president of ICP, and Bill Paynton, founder of ICP and a pioneer in helping sweeps understand why chimney problems occur and what they can do to solve them.

As configured for a double wall air cooled chimney, the Mark B™ comes equipped with a “critter guard” screen that keeps out birds, debris, and other animals and provides added stabilization when it is tightened around the chimney. Three included bolts assure proper spacing to allow the flow of cooling air. To convert for solid pack, single wall, or flexible liner applications, the bolts and screens are easily removed in just a few seconds.

Manufactured in the U.S.A. with 304 stainless steel, the Weathershield Mark B™ is available in standard as well as custom sizes. The new cap is available now from most major chimney product supplier suppliers. Complete product information and a Troubleshooting Guide are available at www.chimneycaps.com.

Industry Watch Policy NCSG encourages industry partners to submit press releases to Melissa Heeke, Sweeping: The Journal of Chimney & Venting Technology editor, via email at mheeke@ncsg.org.

Submissions should contain items of interest or importance to the chimney and venting industry. Submissions should not contain direct solicitations, prices, or a call to action on the part of our readers. Submissions may contain images or artwork attached in a .jpg format. In all cases, NCSG reserves the right to edit submissions to fit space limitations, keep the release and publish at a later date, or refuse to publish the release for any reason. Neither publishing nor refusing to publish the submission should be considered a statement of NCSG’s opinion regarding the release.

8 SWEEPING APRIL 10

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Code Talk

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Level II Inspections (Cont.)

Last month I began a discussion on the Level II inspection. I left off with a reminder that it’s our responsibility as professionals to be thoroughly versed in these standards, and to use them in our daily activities, whether the NFPA 211 is adopted as code in our area or not. These are the recognized standards of our profession. This month I want to go a little deeper into the difference between the scopes of the two inspections.

A Level I inspection “shall include verification that the flue or flues being inspected are free of combustible deposits and blockage or obstruction”. Does this tell us that we are to verify that the entire flue is free from combustible deposits or obstructions? Actually, we are not. Paragraph 14.4.2.2 states we are only required to inspect “Readily accessible areas of the chimney flue that can be observed through existing openings, such as a thimble, cleanout opening, or flue termination...” We are also required to inspect the accessible areas of the smoke chamber of a fireplace. Under these circumstances the base of the flue is now “readily accessible” through an existing opening. These are the areas which we are to verify are free of combustible deposits or obstructions.

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As we know, the Level I inspection is predominately limited to those areas around the appliance and visible from the ground. Areas that can be reached by ladder, crawlspaces, basements and attics are excluded unless we’re there while performing another function.

The most common illustration of this is that we’re not required to go on the roof for a Level I inspection, but if we sweep from above then that part of the chimney is now “readily accessible”.

Of course a Level II inspection “shall include all accessible portions of the chimney exterior and interior, including the following: (1) Areas within accessible attics, crawl spaces, and basements (2) Accessible portions

NFPA 211 2010 Edition Changes The 2010 edition of the NFPA 211 is in print, and should

of the appliance and chimney Connection”. We are required to use ladders, enter basements, crawlspaces, attics and view all accessible areas of the chimney. We should be looking for clearances to combustibles,

be available through suppliers soon. It is available now at www.nfpa.org.

The most interesting change in the new edition is the requirement for a minimum screen height on caps. The NFPA 211 now calls for the minimum space between the

The phrase “all accessible portions of the chimney interior” tells us we are now required to inspect the entire flue. If that isn’t enough the 211 goes on to state “internal surfaces of all flue liners incorporated within the chimney with video scanning equipment or other means used as necessary to observe those areas”.

underside of an unlisted rain cap to the top of covered flues to be no less than the lesser dimension of the width or depth of the covered flue. Literally interpreted this means the height of the lid above a 13” x 17” flue should be 13”!

So during a Level II inspection we are required to check the entire flue, not just those areas readily visible through existing openings. The Level II also includes verifying that the flue is the proper material and size for the connected appliances.

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Volunteers – Lightening the Burden of Another!

“No one is more cherished in this world than someone who lightens the burden of another.” Author Unknown This month I would like to recognize one of the most valuable benefits to all of us – our volunteers! Volunteers are those not motivated by a paycheck, promotion or benefits but the mission of the National Chimney Sweep Guild. And, without their assistance, the success of the NCSG Innovation convention and tradeshow as well as many other events just would not happen.

Did you know that some volunteers show up a day or two early

to help the NCSG staff unload the truck and setup an off-site office at convention? That is just one of the many functions of the convention that require assistance from volunteer support.

Volunteers assist at the registration desk, scanning barcodes at educational sessions, running errands, etc. They even help raise funds for Sweeps Week, and get more volunteers to give of their time to complete the list of projects at CSIA Technical Center during that week. Yes, just about everything we do at the NCSG convention takes volunteer support. Blume, as our convention photographer is even a fulltime volunteer.

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Therefore, on behalf of the NCSG staff and Board of Directors I would like to say thank you. The credit of our success firmly rests in your dedicated volunteer efforts and it is a pleasure to work with all of you.

Please visit www.csia.org to verify that your contact information is correct.

Chimney Check PLUS: Free Webinar for CSIA Certified Chimney Sweeps Getting Clients to Take Action on Work Proposals with Dave Pomeroy of Dave Pomeroy Signature Training April 28, 2010 at 5pm Eastern Watch your inbox for registration info coming soon!

Getting clients to take action on your work proposals and repair recommendations are the engine that drives your business! The dollars these generate determine wages, benefits, cash flow, profits and the success or failure of your company.

Generating these dollars is the responsibility of each employee.

This is the area of your business most employees are least prepared for. Learn to engage your entire team in getting clients to take action on your work proposals and repair recommendations.

• End the age old debate of whether your field people are technicians or a sales people.

• Accept the fact that your company’s success depends on everyone generating income – not as sales people but as a solution-based technicians.

• Realize that the quality of your solution-based presentation is the key factor in getting clients to take action.

• Understand the role trust, service, quality, choice and price play in your clients’ decision-making process.

• Recognize that “one size fits all” does not work in solutionbased presentations.

• Learn to recognize what influences your client’s decisionmaking process and then adapt your solution-based presentation to get them to take action.

• Discover the three ways clients process information and

CSIA.org Statistics At-A-Glance 800,000 700,000 600,000 500,000 400,000 300,000 200,000 100,000 0

2005

2006 2007

596,316

WASHINGTON Erik Rosendahl • Vancouver

523,752

VIRGINIA Gregory Prouty • Prouty’s Chimney Sweep, Inc. • Stephens City

533,640

MASSACHUSSETTS Sue Seamans • Clean Sweep Chimney Sweep • Lee

507,635

MARYLAND David Cole • Chimney Sweeps of Sherwood Forest Inc. • Mount Airy

346,057

CALIFORNIA Cliff DeDora • Cliff ’s Chimney Service • Santa Rosa

learn to tailor your solution-based presentation to their preferred style.

• Understand how your personal biases may influence your ability to make effective solution-based presentations.

• Learn to use words that move you toward a client action rather than words that tend to stop or delay client action.

• Realize that this solution-based process starts with answering the age-old phone call of what does it cost to.... Learn the three important areas that your must address before asking for the service appointment.

• Discover the power of “solution-based packaging”. Learn how presenting your client with three options prevents them from shopping around.

• Experience the simplicity of overcoming client objections to taking action.

• Tune into soft ways to ask for a client decision on your solutionbased presentation without making your client feel pressured.

• Understand the importance of practicing your solution-based presentation. Perfect practice makes perfect. Take away simple practice programs to use at staff meetings.

• Recognize the importance of tracking your success. “What gets measured gets done” and “What you expect you must inspect”.

Take away some simple ways to track your success.

• Learn how follow-ups to uncommitted clients will dramatically increase your clients’ acceptance of your work proposals and repair recommendations.

CSIA Update

Congratulations to Our New CSIA Certified Chimney Sweeps

2008

2009

Total Visits Year to Date: 132,535 (as of 2/28/10) Total Visits in February 2010: 59,001 Total Visits in February 2009: 39,908 February 2009/February 2010: + 47.84% APRIL 10 SWEEPING 13

In Memory of Pete Luter NCSG President 1989-1991 Traci, the Boys and I are deeply saddened by the loss of our friend Pete. Our deepest sympathies go out to Emily, Kenny and Paul for their loss. I first met Pete at my first CCS study seminar and test in Sacramento CA in December of 1990. Thinking I knew everything there was to know already, following my 20 months of chimney sweeping, I was shocked to receive a 79 on my exam. Pete was there to assure me I would pass the test in the coming weeks following a little more study and a test with a local proctor. I recall Pete blowing a fuse when he discovered that three idiot students had stolen the exam books and left the hotel during the test result review. You would have thought his child had been abducted the way he went on. “We have an attorney that just loves to go for the jugular” he said.

Thinking solely of myself, I naturally asked Pete if I was to find the students, all three and return them with his test to the hotel, would he give me one point more on the test? Pete was quick to say, “I’ll seriously consider it”, and with that I was out the door. Flying out the front door of the hotel and into the parking lot I went, with little regard for my own well being. I found these three guys getting into a van, pulled all three out and somehow got them and the tests back into the room with Pete. He let them have it, called their boss, got in their faces, retrieved his tests and sent them packing. Then, he looked at me, “I’m so sorry” he said, ‘I just can’t give you a point on this test you didn’t earn.” It’s funny now, but wasn’t then.

Three years later, Traci and I attended our first NCSG convention in Reno, NV. Pete was all too familiar to me as I introduced him to Traci.

We had a good laugh about the testing event and I was amazed at the memory Pete had. He asked me about our boys and my job with Coca-Cola and other things I had probably mentioned casually all that time earlier and with dozens of other students. He genuinely cared to know you. We met Emily for the first time at that convention. After visiting their booth at the tradeshow, I found it irresistible to see Pete and not ask him to say the name of his vacuum, the “Super Sucker”. If you knew Pete, you just laughed out loud.

Through the years, I recall all of his outfits at convention, the shameless way he portrayed “Chimney Man” the first “Chimney Check” character, in Cincinnati, OH during the 1995 NCSG convention. The laughs the pigs and good times shared year after year.

My first year as President of the Golden State Guild, 1999, Pete was kind enough to accept an invitation to teach a class at our annual convention in Southern California. The event was at the Buena Park Hotel right next to Knotts Berry Farm. I will never forget Pete taking my wife and sons on the “Parachute Drop” ride as there was no way I was getting on this thing. “Come on and go with Uncle Pete”, he said.

Roller coaster after free fall, you name it… They all went. Following the rides, my boys asked Uncle Pete, “How come when it’s so hot, you wear long sleeves?” Pete was great with kids. He said “boys I’m gonna show you something.” He then proceeded to pull his sleeves up and expose the tattoos that covered his arms. He said, “Boys, I cover my arms to hide these.” He went on to explain his displeasure with his decision to get them in the first place and how he now felt they diminished his professionalism.

14 SWEEPING APRIL 10

From Pete’s Wife Emily and Sons, Kenny and Paul Friday, March 19th, around 2 PM, Pete left this earth doing his favorite thing.

There was a tangling malfunction with his parachute, and as far as we know- he went into a fast spin, most likely passing out for a time, and by the time he was able to cut away his main chute, it was too late for the backup chute to do any good.

Please do not be sad for him, for he was doing what he loved when it happened - It was instant so there was no pain or suffering - we all know that if he had to go, this is the way he would have rather it happened than old age, hospitals and nursing homes.

This quote from Leonardo da Vinci was taped to his computer’s monitor, and nothing could be more fitting for Pete - “When once you have tasted flight, you will forever walk the earth with your eyes turned skyward, for there you have been, and there you will always long to return.”

Thank you all for keeping us in your thoughts and prayers.

And I’m going to leave Pete’s Signature as it was: BLUE SKIES and DIRTY FLUES, BIRDMAN

This was the Pete Luter my family knew and loved. Pete was not perfect and would go on as we all do to make mistakes in life and do things we are often sorry for. Pete, like myself, was not perfect but is forgiven. Rest in peace, my friend, and thanks for the memories and good times. You will be remembered fondly and thought of often.

Randy Brooks President NCSG

Office Pools: Do the Super Bowl and Other Major Events Affect Work?

Two-thirds of employers do not have policies regulating office pools, fantasy sports leagues, or gambling in the workplace, according to the “Workplace Policies for Office Pools” poll released today by the Society for Human Resource Management (SHRM).

One-third of surveyed organizations do have workplace gambling policies, but few disciplined (four percent) or terminated (two percent) employees within the last 12 months for not complying with the policy.

“Few employers have policies on office pools at work, but those that do tend to craft strong policies that prohibit gambling at work and include disciplinary action and termination clauses,” said Deborah Keary, director of human resources at SHRM. “Fewer than 20 percent of HR professionals report seeing an impact on employee attendance after a major televised event like the Super Bowl or Oscar Awards. In fact, many say that office pools have a positive impact on employee morale and teamwork.”

For the 33 percent of employers with workplace office pool policies in place, key components include: 1) Prohibition of any form of gambling on company premises (83 percent); 2) Disciplinary action, not including termination, for failure to comply with the policy (72 percent);

3) Prohibition of gambling that includes monetary exchange (70 percent); 4) Employment termination for failure to comply with policy (67 percent); and 5) Definition of unacceptable forms of gambling on company premises (63 percent).

Other key poll findings: • According to HR professionals, the events employees most organize office pools for are the Super Bowl (65 percent), the NCAA college basketball tournament (57 percent), and the lottery jackpot (31 percent). Only two percent organized office pools for the Oscars.

• Although many HR professionals report office pools have a positive impact on employee morale (55 percent) and teamwork (42 percent), 37 percent noted a negative impact on work productivity.

• Eight percent of HR professionals report an increase in employees calling in sick the day following a major televised event and 11 percent saw an increase in employees coming in late. Men were more likely than women to call in sick or arrive late to the office.

About the Society for Human Resource Management The Society for Human Resource Management (SHRM) is the world’s largest association devoted to human resource management.

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APRIL 10 SWEEPING 15

BY JAKE JOHNSON OF MOUNTAIN HEARTH & PATIO, EVERGREEN, CO

So… You wanna sell fireplaces, huh? ast month, Robert Conklin of Maine Coast Chimney Co. asked the readers of the NCSG Discussion List for advice as he prepared to add a retail hearth shop to his chimney sweeping business. This letter contains what I wrote to him (with a few pieces stolen from Hank Taylor and Jerry Isenhour).

L

problem – the chimney was dirty or broken or whatever. I was/ am able to present myself well, I was sufficiently well-trained (thank you Ashley and Jerry and Jim and Bob and so many more) and most of our customers liked what we did and how we did it. Sure we lost some jobs due to price or other issues, but not many/most. I mistakenly thought that since I was arguably the very ”best” chimney sweep in the area, that it would make me a good specialty hearth retailer – wrong!

Dear fellow sweep:

As a retailer there are a few things that seem much different to me:

Five years ago I talked by wife into expanding our sweeping business and we did just what you’re getting set to do. The very first thing to say is that it was MUCH more complicated and MUCH more involved and MUCH less profitable than I expected.

Perhaps most of that was due to my own lack of business savvy and managerial abilities and some of it probably is because of the strong retailers in my area and some of it is the recession and who knows all the rest.

The biggest surprise I got when I opened the store was that successful retailing and providing sweeping/service require remarkably different mindsets and approaches. Well, they don’t really, but that’s how it seems and feels in the beginning. As a service provider (chimney sweep), I was in demand for solving a

16 SWEEPING APRIL 10

1. There are many, many more choices of products available in retail than in service. In sweeping you have a couple of types of liners but how many customers actually care what liner you put in their chimney? Who cares what brush you sweep with or even what vac you use? But when you start selling fireplaces, stoves and inserts fueled by wood, gas and pellets, you’d better hang on to your hat. The internet has conditioned the public to expect more and more and more choices of every single product and the resulting volume of questions about the variations of color and style and sizes available in product lines will be overwhelming.

2. There is (initially at least) an adversarial relationship in the sales process that doesn’t exist as overtly in service operations. As Jeffery Gitomer (www. gitomer.com) says “People

don’t like to be sold, but they love to buy”. We all do it – they say “I’m just looking” because they think you’re just there to sell them something. It can be daunting to have a reputation for integrity and then be approached as if you’re a used-car salesman looking to huckster them for a sale. But if you understand it and can learn to follow suggestion (a) below, then this slowly goes away.

3. Being the ”Expert” is great, but it’s not nearly as important to most of your customers as you think. Yes, some people are going to be happy that you are certified and have years of experience and some great credentials and are hugely talented and a swell guy and that you can install your own products. But to most of them it’s just “big deal”. There is an assumption by the public that WHOEVER installs their fireplace or stove or insert is going to do a good job – or else why would they be installing it?!

You and I know that is baloney, but they don’t. So if your USP (Unique Selling Proposition) is going to be “we install what we sell”, it’s just not enough.

4. Be careful of who you get advice from. In the sweeping industry, I NEVER felt that anyone tried to backstab me or keep me from being successful. It was just the opposite. I called Bart Ogden and Larry James so often I thought they were going to start billing me as consultants. But the retail side is the ”big leagues” and there is WAY more money involved and there is sooooo much less camaraderie (except among the guys who are sweeps!). I never had anyone from Copperfield or Lindeman or RLH or SandHill suggest that I buy things just to make them a sale; don’t expect the same level of integrity from your manufacturer’s sales reps. Some are great – my first Regency/FPI rep was very straight with me, but my another guy suggested I buy 30 remote thermostats in my early buy for my first season – dumb! But he got the commission and I got the education.

My suggestions are:

Problem: high heating bills.

Solution: zone heating.

Read Bill Lentz’ stuff. It’s about finding their need and filling it. It ain’t about ‘how do you like this stove?’ b. Get as much sales training as you can. You’ve got to have good products and good knowledge, but you absolutely need good sales skills to go with them or you’ll lose sales and not know why. When we got started, my approach was way too patient and way too laid-back. I didn’t even know how to ‘ask for the sale’. Close? Huh? Is that what you do to the garage door?

Bad idea. Start with Gittomer. Maybe some Pomeroy (www. davepomeroysignaturetraining.com). Find out what’s available from your suppliers. Get it as much of it as you can. I certainly recommend training oriented specifically for retailers such as Bob Negel provides (www.whizbangtraining.com). c. Be prepared to spend a lot more money than you want to. The total funding necessary to set up and run a store is exponentially higher than to run a sweeping business. Not only will you have to buy all of the appliances, but you’ll need time and money to build your displays. The down-turned economy has produced a very tough credit environment: get as much money lined up as you can – before you need it! Of course it’s important for every business to have a good business plan, but it’s even more important to monitor and understand your finances after you expand. Fortunately, there are many places for small business owners to get good money advice. Tom Grandy (www.grandyassociates.com) is great and is very familiar with our industry and so is Ellen Rohr (www.barebonesbiz.com).

Get Blueprint for Success and The E-Myth and read them and re-read them.

a. Learn how to make the sale be not about the product – the product you are selling is often the least important part of the deal. I have to keep teaching it over and over – IT’S NOT ABOUT THE PRODUCT. But when customers come in, they think it is because they don’t know anything else to ask. The analogy for us is Sooty Bob’s age-old question “Why do people call up and ask how much a sweeping costs?” Answer: Because they don’t know what else to ask. Why do people come in and ask about the products you sell? Because they don’t know what else to ask. So you have to ask questions and develop a relationship with them.

Then figure out their issue/problem and solve that. It’s not your job to provide a product.

Problem: chimney won’t draft well.

Solution: sweep it and remove the restriction.

Problem: gas stove won’t stay lit.

Solution: replace the thermocouple.

Problem: basement is cold.

Solution: install an insert.

Problem: Don’t like the look of their old fireplace.

Solution: tear it out and install a new one.

18 SWEEPING APRIL 10

d. The way that you present/display your products is so much more important than you think. You want your customer to be able to ‘see’ your display in their own house – Tom Pugh calls it ‘sell the wall’. Our store is in the mountains west of Denver – at least half of the fireplaces we sweep have stonework around them, but we set up our initial displays without a rock face anywhere in the building – OOPS! Two

years later (told you I’m kind of slow) I had the epiphany that our displays didn’t match the houses we were trying to sell them into and so we redid three of them. Two weeks after we finished a big rock fireplace display a guy said ‘give me that – exactly like that’.

The toughest decisions are in trying to find a compromise between vignette-style displays (homey and spacious) and car-dealership displays (lots of units in rows) and in how much space to use for accessories like FP doors and tool sets. The customers want to see lots of models, but they also want everything spread out like at their house – tough decision. For display ideas, I simply suggest visiting other local dealers and openly stealing their good ideas and discarding what they do that you don’t like. I just walked in and said, ”Hi, I’m opening a store, can I look around?”. Get someone who understands colors to help you – it really does matter. When you go out of town, visit dealers and do the same.

e. Tracking and measurability are the keys to marketing. I’m becoming more and more a disciple of direct-mail, but figure out where your customers are coming from and then focus on the methods that are making you money. I think it’s highly valuable to set up a ”Special Program” for the customers that you’ve sold something to – you have to get them coming back. Loyalty is dead in America, but you can still fight for it. Contact Bob Ferrari - flue@charter.net about Send-out Cards, they are great. Be careful about getting general advice from people with little or no interest or exposure to our industry or small businesses. They don’t need to know both, but they need to know one or the other.

What works for Coke and Microsoft probably isn’t what works for you and me. I don’t know much about Maine, but I’d look for a marketing person who works with small businesses, and if possible, in Maine. f. Products lines/displays. It took me 3 years, but I finally realized that you can’t sell premium products without showing the middle level and the lower level for comparison. In the beginning I said “I don’t want to sell $1500 fireplaces or $800 stoves, so we won’t display them” and we put up display units from $3000 $5000. Wrong!!! You’ve got to have as wide a range of prices as you can. For one thing, some people will just have enough to pay

for the lower priced models and you’ll get their business (spec-home builders thrive on entry-level products). Some other people only want the very best and you can get them too. But most folks want good or very good, but not necessarily great. So if you display fireplaces across a good range (like at $1500 / $2100 / $2800 / $3400 / $4000), then they can compare and see what they get for a little more or a little less. You’ll get more people accepting the cost of hearth products if they can see and feel what they get at different price points.

Most importantly, find two or three other dealers that you can trust and that you want to emulate. Talk to them honestly and often and you’ll be much better for doing it.

Well, that’s all. I guess if I knew so much I’d be much more profitable than I am, but I sincerely wish you the best.

Semper Fi! Jake

APRIL 10 SWEEPING 19

Growing And Maintaining A Healthy Business Credit Score In 2010 For owners of new and young small businesses, there are a plethora of elements that need to be managed and overseen every day to ensure success. While focusing on income, expenditures, employees and marketing, thinking about your business’ credit can sometimes fall by the wayside.

To ignore your business credit score could be a fatal mistake.

It’s an essential link in the chain of success. If you’re concerned about your company’s image that your customer base sees, you should be just as concerned about how your business credit looks to essential people like lenders and potential business partners. And, just think of how your personal credit can affect your life - the difficulties that bad credit poses for an individual can end up plaguing your firm too. It’s also important to remember that anyone can view your business credit report and score for any reason, unlike the information in your personal credit file.

20 SWEEPING APRIL 10

With the everyday rush of tasks that comes with small business ownership, it can seem difficult to add yet another thing to monitor, but your company depends on it, especially small businesses looking to grow. There are good resources out there that can help you learn to manage your business credit. Experian is one company that excels in helping businesses with their credit, offering business credit reports (singly or in subscription packages) that detail payment trends, credit risk scores, monitoring alerts, industry benchmark data and more.

Now, as the economy begins to recover, is the time to start focusing on your business credit score. Here are some tips from Experian to get you started.

1. Check - Know what is in your business credit report at all times and understand your business credit score. Your business credit report is used to make important financial decisions about

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2. Correct - Be proactive. Make sure your business information is accurate and up-to-date. Outdated or incorrect information can give the wrong impressions about your business, resulting in unfavorable decisions that negatively impact your bottom line.

5. Grow - Managing the factors that drive your score can make a positive impact and lead to more opportunities to grow your business, ranging from gaining capital to gaining customers.

Therefore, take good care of your small business name and reputation. Choose to work with lenders, suppliers and creditors that report your payment history to the credit bureaus. And of course, pay your bills on time.

3. Protect - Monitor your report regularly and sign up for alerts that warn you of changes that could indicate fraudulent use of your business credit information. Popular alerts include notifications on inquiries and new trade lines. Furthermore, protect your business from non-paying customers, partners and suppliers by checking their business credit report before doing business with them.

When you take the time to build and maintain your business credit report, you’ll be building your business’ reputation and ability to succeed. For more information on business credit resources, plus articles and tips on the subject, go to www.BusinessCreditFacts.com. To sign-up for business credit monitoring services from Experian, visit www.

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your company - how much money lenders will loan, how much credit suppliers will extend and what interest rates to charge.

4. Separate - Many small business owners don’t separate personal from business expenses and therefore don’t build business credit tradelines. In the beginning when starting a business, using personal guarantees and credit is needed. However, the weakness of relying solely on personal credit is clear. If your business ever becomes at risk, your personal credit score becomes at risk as well. Failing to separate business from personal credit also can limit your business growth potentials.

We have your best interest in mind. After all, we are also Chimney Sweeps so we know the road you travel.

Check out some of the new trails we have blazed: New catalog: Full color catalog includes technical information, marketing and sales tips New products: Increasing your sales and saving you time Newsletter: Local updates, business management and more New Website: The information superhighway including the latest in technical, sales, marketing and business management information, a dealer locater, industry events, industry contacts and a blog with information that is updated several times a week.

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Innovation 2010

Visitors from six different countries and forty-four different states attended the convention and tradeshow as well as the welcome reception and open house at the CSIA Technology Center which showcased CSIA’s educational offerings.

The CSIA Benefit Auction netted approx $19,600 which will be applied directly to pay down the CSIA Technology Center mortgage. CSIA expects to have the building and land paid off by December 2011.

26 SWEEPING APRIL 10

Indianapolis IN

February 24-27

550 in the chimney service industry attended the NCSG Innovation 2010 convention and tradeshow in Indianapolis in February. These photos represent just a few of the memories made throughout the week. Unless otherwise noted, all photos taken by Right Coast Juan (Blume).

Torque Lock Connector (TLC) from Rutland Products received the 4th annual Inventice Award sponsored by The Chimney Sweep News (snews).

Draw Collar, available from Lindemann Chimney Supply, received Honorable Mention.

NCSG Innovation 2011 will be held in Hartford, CT in February 2011. Watch for more information coming soon!

APRIL 10 SWEEPING 27

Our Thanks to These Convention Volunteers!

Albert Bailitz April Costa Barbara Joy Bobbie Bailitz Brandi Biswell Caleb Martinez Caryl Hoelscher Cathy Rocque Denny Piske Don Ross Jenny Sauter Jim Robinson Joe Bailitz Joe Sauter John LaBrosse Judd Berg Katie Maynard

28 SWEEPING APRIL 10

Ken Hoelscher Mark Moesley Matt Simpson Pam Martinez Phil Heagney Rhonda Dobbs Rich Martinez Rich Rua Ron Gammon Ron Rust Sarah Shippee Steve Hoover Steve Kuber Tim Stottle Vince Aube Walter Costa Yvette Aube

APRIL 10 SWEEPING 29

BY GRIFFIN DAVIS OF MARKET HARDWARE, INC.

Online Customer Reviews: Your Customers are Talking About you Online or If your chimney sweep business has been established for more than a year, it is quite likely that your customers have posted an online review about their experience with you, and have given you a rating available to anyone who uses the Internet. The number of ratings and reviews of chimney service businesses

grows in number every day in most local markets in the U.S. Increasingly, potential customers are influenced by what they read about you on the Web. Starting around 2005, leading search engine directories and some local listing sites started to allow site visitors the opportunity to rate local service businesses with anecdotal comments and numeric ratings (3 of 5 stars for example). In 2009, these local ratings are a growing determinant in which business gets the call when consumers look for local service businesses.

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Research firms The Kelsey Group and comScore conducted a survey in 2007 that revealed as many as 40% of consumers will not even consider using a service business with a 1-star rating.

That is a stark example but it illustrates the impact reviews can have on your revenue.

You can find local reviews on all the major search and directory sites such as Google Maps, Yahoo! Local, Citysearch.com, and Yelp.com, as well as leading Internet yellow page sites like Superpages.com and YellowPages.com.

Online lead services like ServiceMagic and Angie’s List also provide user submitted reviews about contractor businesses.

Generally, these reviews from consumers are not monitored and they are permitted to post any comment about you that they want. The sites don’t remove these reviews or modify them unless they are obscene or fraudulent. As a matter of policy, sites that maintain ratings services deny appeals from business owners to pull negative reviews. (Recently, Yelp.com began allowing direct interaction with reviewers in some cases but that site is the exception.) If a business disagrees with a particular review or rating it receives, there is not an effective way to get that rating turned around.

Reading reviews about your business that are projected to the whole world is a bit disconcerting at first. But take it in stride and don’t disregard its impact just because it’s a new twist on word-of-mouth reputation. And don’t expend all your energy trying to get a negative review removed from the Internet.

Instead, take these two positive steps: 1) Stay aware of what people are posting about you online.

2) Encourage good customers to post honest reviews.

Ask your best customers to post honest appraisals of your work and rate you accordingly. Calling directly or emailing them with the URL links to review sites is the best way to ask for their help. Internet business reviews are so common now that they probably know all about it and won’t need a long explanation.

3/5/10

Online reviews and ratings are here to stay and will have an ever growing impact on how potential customers perceive your business. Check these sites regularly or get your Web marketing company to do it for you. If you don’t pay attention to your online reputation, you are ignoring an important buying consideration that many of your potential customers are using right now.

Griffin Davis is VP of Marketing for Market Hardware, Inc. (www.HomeServices-WebSuccess.com) and contributed this article. Griffin has worked in Internet Marketing and Small Business marketing since 1993. Market Hardware helps chimney sweeps compete on the Web and offers special discounts for NCSG members. Ask Griffin any Website or Internet Marketing question by emailing Griffin@markethardware.com or calling 888-381-6925.

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NewNCSG Members

NCSG REGIONS REGION 1

NEW YORK Matt Thornton • Saratoga Fireplace & Stove, Inc. • Saratoga Springs Nick Vollaro • Heritage Chimney • Smithtown CONNECTICUT Dave Burns • August West Chimney • Weston

REGION 1

MAINE Don Oakes • Don’s Chimney Care • Livermore MASSACHUSETTS John Palker • Safeside Chimney Service • Uxbridge Daniel J. Webster • A-Z Chimneysweeps & Repairs • Beverly

Connecticut, Vermont, Massachusetts, New York, Maine, Rhode Island, New Hampshire

NEW HAMPSHIRE Troy D. Moller • Moller’s Chimney Cleaning • Fitzwilliam

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VERMONT Damien Deuso • Deuso, Damien • Barree

Delaware, District of Columbia, Maryland, New Jersey, Pennsylvania

REGION 2 PENNSYLVANIA Edward Francik • Anthracite Alternatives • Pittston Lisa Mummert • Finch Services Inc. • Hanover Patrick Gannon • Gannon Chimney Repair, Inc. • Willow Grove Charles W. Karns • Chim-Spect • Everett

REGION 3 GEORGIA Ernest Altvater • Sterling Creek Chimney Sweep • Richmond Hill NORTH CAROLINA William Richardson • Ashes To Ashes of Chimney Sweeps• Zebulon

REGION 4 ILLINOIS Dan Florian • Safeway Chimney Sweeps • Frankfort

NCSG Charter Members Paul Bourque Huntsville, AL

John Cline, Menlo Park, CA

Don Leavitt San Diego, CA

Dale Meisinger, N. Augusta, SC

David Harris Broken Arrow, Oklahoma

Eva B. Horton, Greenwich, CT

Dan Wheeler Santa Rosa, CA

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Alan Hisey, St. Louis, MO

Harry Richart, Hasbrouck Heights, NJ

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MICHIGAN Ronald Bur • Fireplaces Plus • Waterford Nelson Miller • M & M Chimney LLC • Burr Oak MISSOURI Michael Matthews • Dr. Soot Chimney Sweep LLC • Sunrise Beach Tony Schmitt • All Gas Installation & Fireplace • Fenton

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• Calculate Freight Online • View Product Availability

• Download Free Quoting Software • Post Free Classified Ads

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REGION 5 KANSAS Mike Riley • Master Chimney & Air Duct Cleaning • Olathe LOUISIANA Kevin Russell • New Buck Chimney Sweep • Vivian WISCONSIN Peter Thompson • Badger Chimney Specialist LLC • Madison

REGION 6 CALIFORNIA Sean Cleary • Branesky Sheet Metal Inc. • Fort Bragg Frank Morales • Lost Coast Chimney Sweep • Fortuna

REGION 9

Buy Now, Pay Later with Copperfield’s “Gift Of Time”.

(International) Carolyn Naisby • Chim Chimney • Ross-Shire Scotland

See details at www.copperfield.com

Speed. Service. Selection

800.247.3305 • www.copperfield.com

APRIL 10 SWEEPING 33 Sweeping one 2-3 page color institutional.indd 1

2/22/10 9:14:49 AM

Dates& Events April 12-18, 2010 e-Learning Session (online) CSIA Certified Dryer Exhaust Technician Review For more information, call (317)-837-5362 or visit www.CSIA.org

May 13-15, 2010 Goose Pond Scout Reservation in Lake Ariel, PA PA Guild Annual Charity Workshop For more information contact Bill Thornton at (215) 540-9787

April 12-18, 2010 e-Learning Session (Online) CSIA Certified Chimney Sweep Review For more information, call (317)-837-5362 or visit www.CSIA.org

May 14, 2010 Milwaukee, WI CSIA Certified Chimney Sweep Review & Exam For more information, call (317)-837-5362 or visit www.CSIA.org

April 16-22, 2010 Wildacres, NC Masonry Heater Association Annual Workshop For more information, please contact Richard Smith at (520) 8830191 or register online at www.mha-net.org

May 17-21, 2010 CSIA Technology Center, Indianapolis Installing and troubleshooting Gas Hearth Appliances For more information, call (317)-837-5362 or visit www.CSIA.org

April 20, 2010 Cincinnati, OH Copperfield Reline Workshop For more information, please contact Russ Dimmitt at (800) 2561926 or rdimmitt@copperfield.com April 22, 2010 St. Louis, MO Copperfield Reline Workshop For more information, please contact Russ Dimmitt at (800) 2561926 or rdimmitt@copperfield.com April 23, 2010 Scranton, PA Sponsored by Olympia Chimney Supply CSIA Certified Chimney Sweep Review & Exam For more information, please call (317) 837- 5362 or visit www.CSIA.org April 26 - May 1, 2010 CSIA Technology Center, Indianapolis National Chimney Sweep Training School For more information, call (317) 837-5362 or visit www.CSIA.org/ NCSTS April 30, 2010 Ramada Inn - State College, PA Video Documentation & Report Writing Class For more information contact Ray Johnston at (814) 943-7893 or tophat@penn.com May 7, 2010 CSIA Technology Center, Indianapolis CSIA Chimney Sweep Review & Exam For more information, call (317)-837-5362 or visit www.CSIA.org May 10-16, 2010 e-Learning Session (Online) CSIA Certified Dryer Exhaust Technician Review For more information, call (317)-837-5362 or visit www.CSIA.org May 10-16, 2010 e-Learning Session (Online) CSIA Certified Chimney Sweep Review For more information, call (317)-837-5362 or visit www.CSIA.org

34 SWEEPING APRIL 10

June 2-4, 2010 CSIA Technology Center, Indianapolis Inspection & Report Writing For more information, call (317)-837-5362 or visit www.CSIA.org June 7-13, 2010 e-Learning Session (Online) CSIA Certified Chimney Sweep Review For more information, call (317) 837-5362 or visit www.CSIA.org June 7-13, 2010 e-Learning Session (online) CSIA Certified Dryer Exhaust Technician Review For more information, call (317) 837-5362 or visit www.CSIA.org June 14-19, 2010 CSIA Technology Center, Indianapolis National Chimney Sweep Training School For more information, call (317) 837-5362 or visit www.CSIA.org/ NCSTS June 18, 2010 Richmond, VA CSIA Certified Chimney Sweep Review & Exam For more information, call (317)-837-5362 or visit www.CSIA.org June 20-25, 2010 CSIA Technology Center, Indianapolis Sweeps Week For more information, please contact Ron Brigman at (864) 682-5422 or ronb@sweepstuff.com.

June 23-27, 2010 Ozark Plateau Wildlife Refuge, Vian, Oklahoma Stone Chimney Restoration Workshop For more information, visit www.mcsc-net.org or call 816-461-3665.

July 12, 2010 GSCSG Convention- Reno, NV CSIA Certified Chimney Sweep Review & Exam For more information, call (317)-837-5362 or visit www.CSIA.org July 12-18, 2010 e-Learning Session (online) CSIA Certified Chimney Sweep Review For more information, call (317)-837-5362 or visit www.CSIA.org

July 12-18, 2010 e-Learning Session (online) CSIA Certified Dryer Exhaust Technician Review For more information, call (317)-837-5362 or visit www.CSIA.org

October 11-17, 2010 e-Learning Session (Online) CSIA Certified Dryer Exhaust Technician Review For more information, call (317)-837-5362 or visit www.CSIA.org

July 19-21, 2010 CSIA Technology Center, Indianapolis Chimney Physics For more information, call (317)-837-5362 or visit www.CSIA.org

October 22, 2010 Albany, NY CSIA Certified Chimney Sweep Review & Exam For more information, call (317)-837-5362 or visit www.CSIA.org

July 29, 2010 CSIA Technology Center, Indianapolis CSIA Certified Dryer Exhaust Technician Review & Exam For more information, call (317)-837-5362 or visit www.CSIA.org

November 5, 2010 CSIA Technology Center, Indianapolis CSIA Certified Chimney Sweep Review & Exam For more information, call (317)-837-5362 or visit www.CSIA.org

July 30, 2010 CSIA Technology Center, Indianapolis CSIA Certified Chimney Sweep Review & Exam For more information, call (317)-837-5362 or visit www.CSIA.org

November 8-14, 2010 e-Learning Session (online) CSIA Certified Dryer Exhaust Technician Review For more information, call (317)-837-5362 or visit www.CSIA.org

August 2-7, 2010 CSIA Technology Center, Indianapolis National Chimney Sweep Training School For more information, call (317) 837-5362 or visit www.CSIA.org/ NCSTS

November 8-14, 2010 e-Learning Session (online) CSIA Certified Chimney Sweep Review For more information, call (317) 837-5362 or visit www.CSIA.org

August 9-15, 2010 e-Learning Session (online) CSIA Certified Dryer Exhaust Technician Review For more information, call (317)-837-5362 or visit www.CSIA.org

If your state or regional association, company or organization has an upcoming event planned, please send them to Megan McMahon at mmcmahon@ncsg.org

August 9-15, 2010 e-Learning Session (online) CSIA Certified Chimney Sweep Review For more information, call (317) 837-5362 or visit www.CSIA.org August 13, 2010 Atlanta, GA CSIA Certified Chimney Sweep Review & Exam For more information, call (317)-837-5362 or visit www.CSIA.org September 10, 2010 Atlantic City, NJ CSIA Certified Chimney Sweep Review & Exam For more information, call (317)-837-5362 or visit www.CSIA.org September 13-19, 2010 e-Learning Session (online) CSIA Certified Dryer Exhaust Technician Review For more information, call (317) 837-5362 or visit www.CSIA.org September 13-19, 2010 e-Learning Session (online) CSIA Certified Chimney Sweep Review For more information, call (317) 837-5362 or visit www.CSIA.org September 27- October 2, 2010 CSIA Technology Center, Indianapolis National Chimney Sweep Training School For more information, call (317) 837-5362 or visit www.CSIA.org/ NCSTS

Liability Insurance Especially Designed for the Chimney & Hearth Industry Security Group International, Inc., offers a general liability insurance program (discounted for NCSG Members) to meet your exposures, that includes Pollution & Professional Liability Coverage.

IN ADDITION, WE PROVIDE: • Commercial Auto Insurance • Property Insurance • Umbrella/Excess Liability • Short & Long Term Disability • Business Bonds • Personal Insurance Lines • Workers Compensation (available in certain states).

Contact Bill Koehler at 804.272.2740 or email, billkoehler@ securitygroupintl.com

October 11-17, 2010 e-Learning Session (Online) CSIA Certified Chimney Sweep Review For more information, call (317) 837-5362 or visit www.CSIA.org

APRIL 10 SWEEPING 35 SGI_2.5x4.5_ad.indd 1

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36 SWEEPING APRIL 10

Perspective

BY MARK MCSWEENEY EXECUTIVE DIRECTOR

Do You Have What It Takes?

“A smooth sea never made a skilled mariner.”

English proverb

T

here’s something about the Olympics. Maybe it’s the stories. Maybe it’s the average Joes and Janes (or Vladimirs and Natashas) that achieve the incredible.

Maybe it’s rooting for the underdog while cheering on your national pride. Maybe it’s the good ole fashioned thrill of victory and agony of defeat.

Whatever it is, I love watching the Olympics and the 2010 winter supplement earlier this year was not a letdown.

Sure, I’m proud of the United States’ 37 medals. I’m equally thrilled

by Canada’s record-setting 14 golds at home (not the least of which was their impressive win over you-know-who in hockey).

But of course it’s not really about the big numbers. The Olympics is and always will be about the heart of the competitors. It’s about the Georgians who held together despite the tragic loss of their teammate mere hours before the opening ceremonies. It’s about the Estonians who were still proud of the single medal they brought home when they claimed the silver in ladies’ cross-country skiing.

What always amazes me as much as anything is the number of athletes who fall in their quest, yet get back up and finish their run…And then often come back and do it again despite the results of their previous attempt. There is definitely something to be learned

from the heart and determination displayed by these young men and women.

In an interview with U.S. downhill skier Lindsey Vonn on The Today Show, Matt Lauer marveled at her accomplishments despite the number of injuries she has been plagued with over the past 12 months. She said she has “never had so many crashes and so many injuries in one season.” She failed more times this season than she ever has before, yet this was arguably the best season of her career, not to mention the best in the world for her sport. Upon winning gold and bronze at the 2010 Winter Olympics, she took no time off and proceeded to win the World Cup, crowning her the best skier in the world for three years running.

Talking with many of you at NCSG’s recent convention in Indianapolis, I sense a similar optimism despite the challenges that have been thrown your way over the past few years. You have not only found ways to survive a down economy, but your tenacity will make you stronger as we come out of this. You have embraced the words of the great Martin Luther King, Jr. when he said, “The ultimate measure of a man is not where he stands in moments of comfort and convenience, but where he stands at times of challenge and controversy.”

APRIL 10 SWEEPING 37

aThere’s a clear difference between those who look at challenges as an opportunity versus those who are convinced they are victims of circumstance. The editor of Parade magazine Walter Anderson once wrote, “True hope dwells on the possible, even when life seems to be a plot written by someone who wants to see how much adversity we can overcome.” If you want to see this type of optimism in real life, you needn’t go any further than our own sweeping industry icons like Jack Pixley or Kevin DeLucenay. Their stories are theirs to tell, but despite the hurdles they continually fight to clear, they are the eternal optimists. I am truly inspired by their persistent positive outlooks on life.

I’ve referred a fair bit to a couple of my own historical mentors in this column over the years. Not only do I respect and enjoy what they represented at the pinnacle of their public lives and the legacies they have left behind, but I am inspired by the disappointments they have both overcome before arriving at their respective summits.

In the 30 years prior to being elected as the 16th president of the United States, including a lost election just two years prior to his successful presidential bid, Abraham Lincoln was a poster boy for failure. He failed in an attempt at his own business and was turned down for countless jobs. He was rejected admittance into law school. He was forced into bankruptcy. His fiancé died. He spent six months bedridden after a total nervous breakdown. He failed at least eight attempts to seek political office. He could have given

up many times, but he didn’t…And he became one of the greatest leaders in world history.

Walt Disney had to repeat the 2nd grade. He was fired from his first job for losing money and not being able to keep track of supplies. Many people of influence beat him down, calling him an unrealistic dreamer. His long-time girlfriend married another man.

He was turned down as a cartoonist at the Kansas City Star and he got laid off from his first advertising job. By the age of 21, he had started and failed two companies and when he finally created his first successful animated character, it was stolen by a distributor because he failed to protect it. As he moved on to develop the art of animated sound, he and his brother were conned into losing nearly all of their money and all of their employees. As he began to rebuild once more he suffered a near nervous breakdown which forced him to step back yet again. But he persevered…And his name is associated with one of the greatest ongoing business, financial and entertainment successes in the world.

As so aptly expressed by Ralph Waldo Emerson, “Our greatest glory is not in never failing, but in rising up every time we fail.”

Business is tough business, and in today’s world it certainly isn’t getting any easier. Survival involves getting knocked down and picking yourself up again. As two of my own children prepare to set their respective courses in life, I can only imagine the road that lies ahead of them. I have heard many of your stories and even experienced some of them with you, and you inspire me.

I know many of you have that something special that will allow you to endure whatever life throws at you. Call it perseverance. Call it tenacity. Call it resolve. Call it determination. Whatever it is, you’ve got it. And I hope you share it freely with those around you. We all need inspiration from time to time, and knowing many of you as I do, there’s plenty of it to go around.

At the end of the day, success comes to those who stick with it and learn from their surroundings. As the infamous Albert Einstein once said, “It’s not that I’m so smart, it’s just that I stay with problems longer.”

Here’s to your will power and your quest to discover that you do indeed have what it takes!

Until next time, I continue to wish you every success!

38 SWEEPING APRIL 10

Darwin Awards Have you snapped a photo of a peculiar chimney in your area that made you shake your head in disbelief?

Send it to Melissa Heeke at mheeke@ncsg.org for publication in Sweeping. Or, mail it to NCSG, 2155 Commercial Drive, Plainfield, IN 46168.

Attached is a photo of a B-vent chimney cap that was pushed all the way down over the chimney, almost completely blocking the flue gasses from the furnace and hot water heater. This was done by a roofer who was replacing the roof, and the homeowner noticed an odd smell in the house for two days before calling us. It’s a miracle that they didn’t get sick or worse. The second photo is the cap removed and placed next to the pipe where it had been pushed down.

- Submitted by Marge Padgitt of HEARTH MASTERS/ Padgitt Chimney & Fireplace in Independence, MO

Display Ad Index Page #

Advertiser

Phone

Email or Website Address

17

Ahrens Chimney Technique

800-582-1392

ahrenschimney@qwestoffice.net

13

Chimney Safety Institute of America

317-837-5362

www.csia.org

20

Cobra Chimney Caps, Inc.

503-463-0636

www.cobrachimneycaps.com

33 Copperfield

800-247-3305

www.copperfield.com

24

800-247-3305

www.copperfield.com

10 Dynacote

866-439-0069

www.dynacote.com

5 Exhausto

800-255-2923 www.us.exhausto.com

11

Firesafe Industries, Inc.

800-545-6607

www.firesafeinc.com

25

Golden Flue, Inc.

800-468-1052

www.goldenflue.com

Copperfield, Lyemance

7 ICP

508-695-7000 www.chimneycaps.com

9

Lifetime Chimney Supply LLC

877-234-7473

www.lifetimechimneysupply.com

22

Lindemann Chimney Supply

800-722-7230

www.lindemannchimney.com

4

National Chimney Supply

800-897-8481

www.nationalchimneysupply.com

21

Olympia Chimney Supply

800-569-1425

www.olympiachimney.com

15

Rotobrush International

866-612-1656

www.rotobrush.com/SWEEPING

23

Sand Hill Wholesale

800-258-5496

www.sandhillwholesale.com

30 SaverSystems

800-860-6327

www.chimneysaver.com

35

Security Group International

804-272-2740

www.securitygroupintl.com

40

Sleepy Hollow Chimney Supply

800-553-5322

www.sleepyhollowchimneysupply.com

12

Specialty Supply Company

800-331-9234

www.specialtysupplyco.com

3 Smoktite

866-439-0069 www.smoktite.com

IFC Thermocrete

866-439-0069

www.thermocreteusa.com

6

888-290-8181

www.usfireplaceproducts.com

38 Whitecaps

U.S. Fireplace Products Inc.

800-335-2534

www.whitecaps.com

31 Z-Flex

800-654-5600

www.z-flex.com APRIL 10 SWEEPING 39

Classifieds GasVent Software for Sizing Chimneys only $195 Call 1-800-648-9523 for more info and visit www.elitesoft.com to download a free trial version.

Classified Ads Free for NCSG Members Members can run one 35 word classified free each year! Regularly classified ads are $2/word or $1/word for NCSG Members Classified ads are non-commissionable and must be pre-paid. To place a classified ad, please contact Megan McMahon at mmcmahon@ncsg.org or (317) 837-1500.

40 SWEEPING APRIL 10

CHIMNEY SAFETY INSTITUTE OF AMERICA

2010 Calendar

National Chimney Sweep Training School

Inspection & Report Writing* Held Exclusively at the Technology Center * Dependent upon sufficient interest. Deposit required. Designed to enhance your inspection

process. During this session, our instructors will concentrate on helping you build the narrativestyle reports your customers demand.

• June 2-4

Installing and Troubleshooting Gas Hearth Appliances * Held Exclusively at the Technology Center

* Dependent upon sufficient interest. Deposit required.

Service and installation, including appliance standards, combustion requirements, pipe sizing and installation, troubleshooting, carbon monoxide testing and fuel conversion. NFI exam included!

• May 17-21

Installing and Troubleshooting Woodburning Hearth Appliances * Held Exclusively at the Technology Center

* Dependent upon sufficient interest. Deposit required.

Energy efficiency, appliance selection and sizing, installation of woodburning fireplaces and stoves, system operation, maintenance and troubleshooting. NFI exam included!

• March 22-26

Chimney Physics Held Exclusively at the Technology Center Diagnosis and resolution of chimney performance problems, solving air pressure problems, identifying the symptoms of indoor air pollutants, determining combustion air requirements for vented appliances.

• July 19-21 Schedule Subject to Change.

Please contact CSIA prior to making travel arrangements.

Held Exclusively at the Technology Center Fundamentals of sweeping and inspection of chimney systems, equipment operation, health and safety considerations and step-by-step instruction in codes, clearances, standards and practices.

• April 26 – May 1 • June14-19 • August 2-7 • September 27-October 2

CSIA Certified Chimney Sweep® Review & Exam Both exams will be offered after the review session. Please visit www.CSIA.org/CCS for important details on the exams and requirements for candidates.

• January 15 - Philadelphia

• February 23 – Indianapolis

• March 12 - Orlando, FL

• April 9 - Concord, NH

• May 7 - Technology Center

• May 14 - Milwaukee, WI

• June 18 - Richmond, VA

• July 12 - Reno, NV

• July 30 - Technology Center

• August 13 - Atlanta

• September 10 - Atlantic City, NJ

• October 22 - Albany, NY

• November 5 - Technology Center CCS ALSO AVAILABLE ONLINE!

CSIA Certified Dryer Exhaust Technician® Review & Exam The examination evaluates a Dryer Exhaust Technician’s understanding of the basic info technicians must master to become competent dryer exhaust safety and fire prevention specialists.

• February 23 -Indianapolis

• July 29 - CSIA Technology Center CDET ALSO AVAILABLE ONLINE!

Just minutes southwest of the Indianapolis International Airport, the CSIA Technology Center is located at 2155 Commercial Drive, Plainfield, IN 46168. This institution is regulated by:The Indiana Commission on Proprietary Education, 302 W Washington St, Room E201, Indianapolis, IN 46204 Accreditation contact IN Toll Free 1(800) 227-5695 or (317) 232-1320.

Schedule current as of 10/1/09

Visit www.CSIA.org or call 317-837-5362.

National Chimney Sweep Guild 2155 Commercial Drive Plainfield, IN 46168

0310