December 2012 Sweeping

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5/6/11 11:12 AM

December 2012 Volume 36 #11

Table of Contents Features 13 Don’t Get Caught in the Cold: Know the

P.16

Facts about Winter Gas Mileage

14 Funding Your Own Buyout 16 Opportunities to Buy 26 NCSG Innovation 2013

P.29

Departments 3 Moving Forward 6 Editor’s Letter 8 Technical Q&A 10 The Coach’s Corner 12 Chimney Sense P.31

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).

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

25 Progressive Perks 28 Dates & Events 29 Perspective 31 Darwin Awards 31 Ad Index 32 Classified Ads

DECEMBER 12 SWEEPING 1

ResourcePage

NATIONAL CHIMNEY SWEEP GUILD

Committee Chairs and Task Forces for 2012-2013 Bylaws Diane Pilger (631) 863-2460 chimneygal@aol.com

Governance Randy Brooks (805) 646-8961 hearthhunter@aol.com

NFPA 211 Representative Randy Brooks (805) 646-8961 hearthhunter@aol.com

Convention Site Selection Diane Pilger (631) 863-2460 chimneygal@aol.com

Government Affairs Phil Mitchell (603) 659-7776 sootski@aol.com

NFPA 31 Representative John Pilger (631) 863-2460 chimneyman@aol.com

Discussion List Bo Tasso (815) 645-8103 bo@botasso.com

International Relations Steve Pietila (503) 644-0393 steve@american-chimney.com

NFPA 54 Representative Jim Brewer (757) 523-2400 jbrewer@magic-sweep.com

Ethics Mark Stoner (615) 459-2546 ashbusters@aol.com

Long Range Planning Diane Pilger (631) 863-2460 chimneygal@aol.com

Technical Advisory Council Dennis Dobbs (256) 845-9814 info@fireplaceservicescenter.com

Finance Mark Maynard (920) 830-1920 mark@chimneyguy.com

Membership Bob Ferrari (530) 221-3331 bob@flueseason.com

Public Awareness Task Force Rob Lindemann (847) 918-7994 Rob@lindemannchimney.com

TECHNICAL ADVISORY COUNCIL To contact any member of the Technical Advisory Council, please call (317) 203-0088 and select the extension for the person who is best qualified to answer your question: Dennis Dobbs Technical Advisory Council Chair Installation or Service of Direct Vent Gas Appliances 317-203-0088 x: 1 Chris Prior Masonry Construction and Restoration and Priorfire Fireboxes 317-203-0088 x: 2 Jim Brewer Gas Venting and NFPA 54 317-203-0088 x: 3 John Pilger Oil Flue Sizing, Relining or NFPA 31 317-203-0088 x: 4

Fred Joy Installation and Venting of Pellet Stoves 317-203-0088 x: 7 Jay Walker Dryer Vents 317-203-0088 x: 8 Rett Rasmussen Vented and Vent Free Gas Logs and Controls 317-203-0088 x: 9

Randy Brooks IRC, NFPA 211 or Customer Communications 317-203-0088 x: 5 Bart Ogden Stainless Steel Lining, Video Scanning and Narrative Report Writing 317-203-0088 x: 6

Rich Martinez Dryer Vents or Masonry 317-203-0088 x: * Rich Rua General Sweeping or Relining 317-203-0088 x: 0

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 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. © 2012 National Chimney Sweep Guild, 2155 Commercial Drive, Plainfield, IN 46168 (317) 837-1500

2 SWEEPING DECEMBER 12

NCSG BOARD OF DIRECTORS 2011-2012 President, Region 3 Jay Walker (850) 562-4692 • president@ncsg.org Vice President At-Large Diane Pilger (631) 863-2460 • chimneygal@aol.com Treasurer, Region 5 Mark Maynard (920) 830-1920 • mark@chimneyguy.com Secretary Jeremy Biswell (913) 236-7141 • fluesbrothers@yahoo.com Region 1 Phil Mitchell (603) 659-7776 • sootski@aol.com Region 2 Bob Fleer (410) 544-7600 • bobfleer@aol.com Region 4 Ken Hoelscher (937) 833-0505 • ken@abbeyroadchimneysweeps.com Region 6 Bob Ferrari (530) 941-5818 • bob@flueseason.com At-Large Directors Dennis Dobbs (256) 845-9814 • info@fireplaceservicecenter.com Fred Joy (785) 986-6432 • joyfredm@live.com Supplier Representative Edmund Poplawski (570) 504-7107 • epoplawski@olympiachimney.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

Debbie Cornelius Membership Development Coordinator dcornelius@ncsg.org

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

Donna Lee Kasmer CSIA Certification Coordinator dkasmer@csia.org

Candice Bradbury Director of Finance cbradbury@ncsg.org

Sharon Anderson Program Coordinator sanderson@ncsg.org

Moving Forward

JAY WALKER NCSG PRESIDENT

T

his past year has been somewhat of a “up and down” scenario for chimney service for some. The lack of movement in the real estate market and concerns about our country’s financial health has had our clients in somewhat of a lull in the beginning of the year. As the market scales began to rise, so did sales for chimney sweeps all around the country. Right now, we all are in the time of year when our demand is high. Business planning is very important for a business owner. We all must plan well in advance for future objectives and written goals. So, while you’re busy “in” your business, don’t forget to take a step “out” and do some objective thinking as to your next move when demand decreases.

When planning your business goals, remember your personal goals as well. What does 2013 have in store for you and your business?

The possibilities are endless. Don’t forget “Failure to plan is a plan for failure”. One of my friends drew my attention to the fact that while technology does make work more efficient and speeds up the processes of needed tasks, it also can take over your life and you can find yourself not paying attention to the more important things in life. A colleague of mine, who is also in my MIX group, recently shared a quote: “Work like you’ll die tomorrow and live like you’ll die today”. That hit home to me and for a short while I was able to reflect on the essence of that quote without distraction.

But our minds don’t stay focused on important ideals for very long when work is involved. I have been guilty of having a lack of patience at times and I suspect that many of you have too, especially during this season.

being unselfish of his time, talent and money in his community. It’s times like these when we need more to keep our “Do what’s right, do it right and do it right now” attitudes in check. A heart felt “thank you” to Steve during this time of adversity.

Over the years, several sweeps have asked the best method for getting relief to fellow sweeps affected by natural disasters like Hurricane Sandy. While NCSG cannot accept donations for sweeps suffering loss of personal and business necessities, the chimney sweep community is encouraged to assist where possible via the NCSG Disaster Relief Network or by making donations directly to the American Red Cross.

Tools or products that you no longer use could be just the thing that helps another sweep get back on his or her feet after a storm. Please post on our Disaster Relief Network page at www.NCSG.org to help a fellow sweep.

FIREWRAPPER

Very soon, NCSG plans to unveil a new video to promote NCSG membership to be shared at many venues like conventions, educational events, regional and state guild meetings, and various other places that directors may visit within their region.

In early November, Hurricane Sandy hit our New England States. Please keep our members and their families in these states in your thoughts and prayers. I have heard that past board member Steve Kuber of Chim-Cheree Chimney Sweeps, Inc. in Brick, NJ has helped others in need by

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Our nation again recently showed that it is divided with a close election on the best choice for leadership. (I must admit I’m somewhat embarrassed by Florida’s reputation of counting votes in a timely manner.) My hope is that we Americans remember that our democracy is about unity and not uniformity. I have hopes that our Congress and Senate will be able to work together to find compromise to get our nation back into a healthy state. Thomas Jefferson made it known, and I agree that men can share the same principles, but have different opinions.

In this great country we have freedom of religion. NCSG is a secular organization, and does not promote or denounce any religion or lack thereof. For many of you, this month’s magazine will arrive just before your Christmas holiday. To you, I wish you a very Merry Christmas.

And, to all members, I hope you all will have a safe and warm holiday season with your family and friends.

Sweeps Luck to you and your family and God Bless, Jay Walker

What’s new with Sweeping magazine for 2013?

• The current issue of Sweeping magazine is posted online at NCSG.org/Sweeping each month!

• Past issues of Sweeping magazine are now available in full in the Members Only section of www.NCSG.org

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Editor’s Letter

MELISSA HEEKE, CAE NCSG DIRECTOR OF COMMUNICATIONS

Happy Holidays!

This time of year is marked by celebration, no matter what holiday or holidays you celebrate with family and friends. The New Year is right around the corner and resolutions are starting to creep into the thoughts and minds of everyone around.

Deciding now to make the coming year one of positive change is likely one of the very best ideas that can be bouncing around in your head this December. Take a moment now to think about what you wish your business will look like at the end of 2013.

How do you get there? Is it more education? More networking?

Less stress? More employees? Fewer employees? Only you know.

Now is the time to decide how you’ll make that happen. There are loads of positive people along the way to help you with your goals. Hundreds of your colleagues await you on the Members Only Discussion List online. Hundreds more will await you at the NCSG Innovation 2013 convention April 4-7 in Branson, MO. We hope that you’ll join us at both locations to learn from one another, network and maybe even blow off

6 SWEEPING DECEMBER 12

a little steam as we work together to meet our goals for the coming year.

All the best this season and always,

P. S. – Kudos to each person who has taken time to help build Sweeping magazine this year! Thanks to Jay for starting off each issue with his monthly state of the Guild. Thanks to Debbie for sharing Progressive Perks and those lists of new NCSG Members and to Donna for compiling the CSIA Certified Chimney Sweeps each month. Thanks also to Dennis for burning the midnight oil to submit Tech Q&A and Chimney Sense, to Jerry for his Coach’s Corner and to Brian for sharing his financial planning perspective. And, last but not least, thanks to Mark for helping us all keep perspective. We make a great team and I’m thankful your help this year!

Technical Q&A

Q

DENNIS DOBBS, NCSG TECHNICAL ADVISORY CHAIR

My customer wants to know if she can partially close her damper in order to retain more heat from her vented gas logs.

What should I tell her?

A Absolutely not. There is no foolproof way to determine just how much a damper has to be opened for gas logs to vent properly. Conditions in the home can vary due to weather changes and the use of other appliances. For instance, when the fall and winter seasons roll around and the temperatures start to drop, a heat source will be needed to keep the temperature at a comfortable level inside the home. As the internal temperature of the home stays the same and the exterior temperature falls, the potential for “stack effect” in the residence increases. As warm air in the home rises to upper levels trying to escape, cool air is being drawn in through paths of least resistance in the lower levels and can reduce the draft needed to carry emissions up the flue.”

As the cold winter wind blows, the potential for “wind load” and down drafts may also increase. In extreme situations, vented gas logs won’t stand a chance when up against Mother Nature. When “stack effect or “wind load” and down drafts occur, areas to consider are attic access doors that aren’t sealed properly, upstairs windows not closed completely, multiple “vented” can lights installed in ceilings, tray ceilings with back lights and leaky windows on the side of the home which the wind blows away from, among others. And then there is my favorite; competing appliances. Gas furnaces, water heaters, other hearth appliances, as well as mechanical

8 SWEEPING DECEMBER 12

devices such as clothes dryers, cooking hoods and bathroom fans all compete for the same make up air.

This can also reduce the draft in the chimney serving the vented logs.

If any of these issues were affecting a woodburning fireplace, it would be easily noticed by the homeowner because of smoke cascading out of the fireplace. While vented gas logs are designed to realistically mimic a woodburning fire, the emissions are not exactly the same, while not seeing or smelling any smoke carbon monoxide can be spilling into the home. By restricting the amount of air flow through the damper area, the potential for carbon monoxide entering the living space increases.

Evaluate and Educate…

Jerry Isenhour & Hope Stevenson Bring You

THE HOW TO'S OF BUILDING A SUCCESSFUL & PROFITABLE BUSINESS The 2013 Summit for Chimney Sweeps and Hearth Retailers is coming to the following areas: Sturbridge, MA January 15 - 17

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The

Coach’s Corner

BY JERRY ISENHOUR OF CHIMNEY & VENTING CONSULTANTS IN CONCORD, NC

The State Of Your Union

A

nother year is rapidly drawing to a close. 2012 is a year that has dealt us a lot of blows. Terrible storms have wreaked havoc on portions of our country, our economy remains in turmoil.

Another election has come and gone, and soon the President will address Congress with the STATE OF THE UNION ADDRESS, as is done every year.

Similarly, in light of soon entering a new year, it’s a great idea for the owner of any business, large or small to stop and analyze what the state of his or her own business. The end of the year is a time to look back, review the pros and cons of the previous year -- where we made money, where we lost money; where we achieved our mission, where we did not, the frustrations we faced and the accomplishments we can be proud of.

Now is the time to put together your state of the union. This is not just for a large company, this is for all companies.

In this reflection, as you look at the good things, you formulate how you build on this, how you soar higher and higher. But, we must also look at the frustrations, and look at these honestly and openly. In fact, you might even need to become a little super-critical of yourself and your operation. Compose your

thoughts into a document, a presentation. The audience for the presentation may be yourself if you are a one-man business; it may be a company meeting with others is involved.

All too often we do not examine our frustrations, we simply get past them, and we do not have a plan of how to make changes.

Guess what, that frustration, if not examined, will rear its ugly head. Like a snake it will bite when you when you least expect it.

In a company with multiple employees, the company’s state of the union should be presented to the entire team. The team must be aware of how things went, and where we have to make change if we are to accomplish our goals, because, without team buy in, understanding and agreement, change is unlikely.

All in all this self-evaluation comes down to why you are in business. Is it to make more money, or simply to be your own boss? Whatever your answer, I’m pretty sure it wasn’t to lose sleep, suffer through low earnings and to have frustration heaped on your plate every day.

We have a choice: we can sit and bemoan the state of the economy, we can bemoan the political situation, we can complain that consumers are really tough animals, we can look at it from

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any angle and any aspect. But guess what, EVERY SINGLE BUSINESS IN AMERICA DEALS WITH THE EXACT SAME ISSUES EVERY SINGLE DAY!

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Warmest Wishes For This Holiday Season!

So the framework of the success story, the story of the company with the Midas Touch, the overnight success, the one who just falls into success really rolls down to the guy who looks at his weaknesses, builds on his strengths and determines that he will be a winner. He will be in the Super Bowl. He will win the World Series. He will be in the victory lane at Daytona. He does not stumble into being a winner, he strives and sets his sights clearly on really understanding what a winner is.

Now how do you know you are on the right track? You are on the right track when you review the dreams you had the day you decided to start your business. And if you have fulfilled that dream, then guess what. You are a winner, you have arrived, you are there. But just like any Super Bowl winner, the day comes that another team rises; they look at what you did and what you are doing, and they set their sights on the Super Bowl ring. Only by not sitting on success, not resting on their laurels, not reliving the win over and over, can we continue to be the champions.

Talk to the guy I often refer to, the guy you truly are out to satisfy. He is not hard to find, he is the MAN IN THE MIRROR. Face this friend and have an honest conversation. Have you truly made him feel his dreams and hopes have been met?

With that, my best to each of you as we enter 2013, there is only one thing stopping you from reaching your dreams. It is truly your colleague THE MAN IN THE MIRROR! About the Author: Jerry Isenhour is an industry consultant, educator and coach who authors a monthly article in Sweeping as a service to the industry. For more information about Jerry and how his team can assist you individually and your business in your quest for success and your ascent to the next level, take a look at his web site www.chimneyandventingconsultants. com He can be contacted at jerry@ chimneyandventingconsultants.com or by phone at (704) 425-0217. You can also obtain great business tips from his Facebook page Chimney & Venting Consultants.

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Chimney Sense

DENNIS DOBBS, NCSG TECHNICAL ADVISORY CHAIR

Back Door Friends Are Not Always The Best

I

f you are a business owner it is important to have a game plan. When hiring, we want the best employees we can find, with the hope that we have their undivided loyalty to our business. We must keep in mind the social network that our service techs live in; they all have families, friends and associates that are aware of the employee working for your company. It could easily be the case that a friend of a friend for instance, wants your business services but wants it through the back door route and offers to pay your employee cash money for a job done at a lesser price.

When this occurs, your employee shows up in your company truck wearing your company uniforms and using your company’s equipment. Sometimes going even more out on a limb by ordering chimney liners or such needed items not from your company’s preferred suppliers but from other sources that your company would never use. If everything goes as they plan, you, as the business owner will never know. Everyone’s happy right?

Your employee working on the side to put a little cash in his pocket helped his friends at your expense. But with one major flaw, he has unknowingly put your company at risk with a huge liability. If things don’t go well and there is a fire with damage to the home and/or occupants, your company may be the one being sued.

This back door situation happens more often that you might think.

Employees get trained and pass tests but it may take years to make the delicate decisions which pertain to fire safety, which should be made only by the business owner or Chim-Pro Rigid manager.

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Be creative in thinking of ways to keep this from happening to your company. One way of combatting this scenario is to be proactive by offering your service techs a family and friends discount. Inform your technicians about the dangers of going out on their own. Business owners beware, this kind of thing happens all too frequently.

Toolbox Talk: Ladder Safety Inspect Ladders Carefully!

All ladders must be inspected for defects and/or damage periodically by a competent person, and after any occurrence that could affect their safe use.

Ladder users must inspect ladders before each use, and defective and/or damaged ladders must either be immediately marked in a manner that readily identifies them as defective/damaged, or be tagged with a “Do Not Use” tag or tag containing similar language.

Defective and/or damaged ladders must not be used and must be removed from service until repaired.

Look for warning signs. Check all ladder components for signs of wear, corrosion and structural failure before each use. These inspections should include: • Rungs - Check for broken split, cracked, corroded or missing rungs.

• Side Rails - Check for broken, split, cracked, corroded or missing side rails.

• Cracks - Check carefully for cracks; they are hard to see. Cracks weaken ladders.

• Excessive Bends - Check for rungs or side rails with excessive bends. Bent areas are greatly weakened and may fail during use.

• Hardware - Check for ladders with loose, corroded, or weakened fasteners and hardware.

• Feet - Check ladders for missing or damaged feet. Ladder feet may have both non-skid pads for use on hard surfaces (concrete), and metal feet for soft surfaces (dirt).

• Coatings or Paint - Check for paint or other coating hiding defects.

Wood ladders shall not be painted or coated with any opaque covering, except for identification or warning labels which may be placed on one face only of a side rail. When other types of ladders are painted it is very hard for the user to observe defects/damage such as cracks or dents and painted areas must be inspected carefully for hidden damage.

• Oil, grease, and other slipping hazards - Inspect ladders for oil, grease, moisture or other slippery materials before use and clean as necessary.

• Capacity - Check the capacity label and make sure the ladder has sufficient capacity to hold you and everything you are wearing/ carrying.

This Toolbox Talk was developed through the Construction Roundtable of OSHA’s Alliance Program for informational purposes only. It does not necessarily reflect the official views of OSHA or the U.S. Department of Labor.

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DECEMBER 12 SWEEPING 13

BY BRIAN NOE, ChFC®, CLTC

Funding Your Own Buyout

W

e certainly talk or think about business valuation often and with good reason. Your business valuation is a key component of your lifestyle, retirement and legacy.

Two popular thoughts of a business exit strategy include a third party riding into town and getting bought out for a nice sum of cash, or keeping the company and collecting a nice retirement income.

Although the above could happen, your best option may be selling your company to your key employee(s) – who may be your children.

If you sell to your key employee(s) you, the business owner, may end up funding your buy out with your own money.

million in cash then your potential buyer needs to find a banker to provide a loan to pay you.

Or perhaps you become the banker? Do you want to retire as a banker taking the risk that a chunk of your retirement may be lost due to business stress or failure?

So the biggest ”why do you want to fund your own buyout” rationale is this - if you do not you may not realize top valuation of your company.

If this value is required for you to retire at your desired lifestyle and legacy then you will be forced to work longer and/or work harder to expand your business to a higher level to achieve your goal. This is an opportunity cost against your current lifestyle.

So, what can you do to make this happen?

You may be thinking “What are you talking about, Brian!?”

You may need to increase your bottom line (and business valuation) to create a sinking fund type of strategy to implement a self-funded buy/sell plan.

Here is the reasoning.

Let’s place a value of $1 million on your business.

How can you make this happen?

Can your key employee(s) or children save $100,000 after tax over a 10 year time period to buy you out? If they can only save $10,000 a year for 10 years are you willing to cover a $900,000 note? Does this sound like a contentious lawsuit and bitter disappointment waiting to happen?

All things equal, your key employee(s) or children will be willing to pay the highest value for your company – because it is theirs and their future without the opportunity cost of working for someone else or finding a new job.

You may now be asking “Why would I want to fund my own buyout”?

For starters, your key employees may be far more willing to purchase your company for $1 million than an outside buyer who could buy a weak competitor or enter your territory with a much lower capital contribution.

Another reality is cash. If you cannot find a buyer with $1

14 SWEEPING DECEMBER

12

Implement systems, training, philosophy and culture. Allow your key employee(s) to step up and fill several of your current specific roles. Take some time off to test your key employee(s).

I know that sounds rough, but stiffen up and take one for the team.

When do I make this happen?

The earlier you start this strategy the better. It’s easier to set aside a small percentage of your cash flow than a big chunk as you approach retirement to fund your buy/sell. Don’t forget that this strategy may be competing with other business needs and opportunities so again, the earlier the better.

What do I specifically do with my sinking fund?

The number of options are too numerous to offer. The best strategy is what feels the best to you based on your capacity to implement a buy/sell to generate the highest probability of

The Measure of Technology

success for you. Rely on your team of trusted professionals to develop the best approach for you.

Remember to start with improving your life valuation. This should result in a higher business valuation. This should result in capacity to fund your own buy out to ensure your highest sales price. This should also make your company look more attractive to a third party or make the ”keep your company at retirement” option more viable.

Your Front Line

It’s nice to be popular and have options to choose from on your terms.

Let Life Happen – Enjoy It! About the Author: Brian Noe of MW Financial Group, Ltd. was a guest speaker at the NCSG 2011 convention held in Hartford, CT where he discussed How to Get Out of Business and The Economy and Animal Spirits. Brian has a son Eric who served four years in the U.S. Army. Eric is ranked first in his class with a degree in Computer Science, is working in his field and plans on attending graduate school in 2013. His daughter Kara recently graduated undergraduate school with distinction and is planning to attend graduate school to become a Physicians’ Assistant. Brian thoroughly enjoys helping others spend more time with their families and friends while becoming financially successful. He can be reached at (860) 606-0834 or Brian_Noe@MWFinancial.com

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BY GREG POLAKOW OF COPPERFIELD

Opportunities to Buy

I

’ve read a lot of quotes about selling and most of them, if not altogether absurd, seem to miss the point. Selling, at its most elemental and powerful level, is nothing more than presenting your customers with opportunities to buy something they need. The key words here are “presenting” and “need”.

Having said that let me add that they often don’t recognize their need until you point it out to them. For instance, they don’t know their chimney needs relining until you inspect it and find it does not meet code and may be unsafe. They don’t know they need a chimney cap until you explain how a chimney cap can save them dollars in the long run by protecting their chimney from the elements. They don’t know they need a top-sealing damper until you explain to them their old throat damper is corroded and useless and even when it was new it was leaky.

In fact, they don’t know or understand much of anything about their flues, dryer vents, chimneys and hearths. That is an area of home maintenance most people are radically clueless about.

Those things are pretty much out of sight and out of mind.

They don’t even know their chimney and all their flues need to be inspected and probably cleaned every year for the safety of their home and family.

16 SWEEPING DECEMBER

12

The presenting side of the simple sales formula is a no brainer: if you don’t present them the opportunity to buy the service and parts they need to make their chimney and hearth safe, they will never know.

Seems simple, right? But I have been in the field enough with sweeps to know that it is not simple. It is not simple because for a myriad of reasons and excuses and concerns and outright fears, many sweeps just don’t ever get to the presenting part.

And they don’t get there because they are not trained to get there. Most sweeps view themselves as technicians. They fix things. They’re good at that. They fix things and then they collect their money and leave.

Yep, maybe they noticed the chimney cap was rusting and the throat damper was useless and chimney needed tuck-pointing and few of the clay tiles had small cracks in them. But those were not the things they were sent to address. They were sent to do a cleaning and that’s what they did. As for the rest of the issues…well, maybe they’d mention them next time. Right now they have another appointment they need rush off to. No time for selling something. And so it goes.

So here’s my question. When this happens is the sweep really

attending to the needs of his customer? Or, is he shortcutting those needs because he is uncomfortable with the whole concept of doing something that smacks of selling? Selling is what those guys do at car dealerships. Selling is what insurance agents do. Selling is something generally viewed as distasteful and ugly. Selling means pressuring someone into purchasing something they either don’t want, can’t afford, or don’t need. It is not something an upstanding service guy like myself wants to do beyond, of course, the ad I placed in the yellow pages.

Even though that ad generally does exactly what I am talking about: it presents a need to the general public of customers. It presents the whole idea that chimneys and hearths need to be maintained for safety and for optimal performance.

But if placing an ad is as far as your selling goes, you’re genuinely cheating your customers out of the opportunity to purchase the products and services they truly need. And, you are cheating you and your family out of the income those truly needed goods and services would provide.

Of course in many sweep businesses; it is not the owner of the business in the field. It’s his trained employees that are doing the work. And they probably have even less motivation to engage in the act of selling than the owner might have.

So here are some suggestions: training. Meet with your service guys and work on actually how you/they can present those opportunities to buy for your customers as they come up. Work on how you would tell a customer that he needs a new cap or damper, a reline job, a CO detector, or whatever. Work on the language you would use, the evidence you would present for each of those situations. Then practice, practice, practice.

If you’re not already doing it, be sure your service guys come back from each appointment with a list of things they noted during their visit that need attention now or might need in the near future. Find out if a presentation was made. If not for whatever reason, go make one yourself. Call back to see if you can come and inspect the work your guy did. Tell your customer it’s your standard practice for you to spot-check all work done by your employees. They’ll be VERY impressed with your thoroughness. During the inspection, talk to your customer about what else they may need to make their chimney/hearth/ vents serviceable and safe for their home and family.

Hey, they’re YOUR customers. And they’ll thank you for it. You’ll make more money and your customers will have safer, longer lasting chimneys and appliances.

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NewNCSG Members

NCSG REGIONS REGION 1

MASSACHUSETTS Daniel Hill • Old Tyme Chimney Sweep • Buzzards Bay RHODE ISLAND Jonathan Kopec • A-Tec Chimney Sweep, Inc. NEW YORK Lorenzo Costa • Diamond Duct Inc • Lindenhurst Steve Pietropaolo • LGI Forensic Engineering, P.C. RHODE ISLAND Jonathan Kopec • A-Tec Chimney Sweep, Inc. • North Smithfield NEW HAMPSHIRE David Lovejoy • Superior Hearth & Home, LLC • Rochester

REGION 1 Connecticut, Vermont, Massachusetts, New York, Maine, Rhode Island, New Hampshire

REGION 2 PENNSYLVANIA Jamie Pagliei • United States masonry & Chimney, LLC • Crum Lynne

REGION 3

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

REGION 4

REGION 3

GEORGIA Eddie Barrett • Mr. Chimney Sweep, LLC • Comer

INDIANA Kourtney Zahn • Masonry Outfitters • Indianapolis Bernie Pierce • ComfortGeni, LLC • Indianapolis

REGION 5 KANSAS Vicky Hall • Professional Products of Kansas, Inc. • Wichita

REGION 6

WASHINGTON Janice M. Chau • J.C. Global Supply • Pullman OREGON J. Tobias Watts • Tip Top Chimney Sweep • Milwaukie

INTERNATIONAL Takeo Onozawa • Makimen • Ina

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

20 SWEEPING DECEMBER 12

REGION 2

Alan Hisey, St. Louis, MO

Harry Richart, Hasbrouck Heights, NJ

Alabama, Florida, Georgia, Mississippi, North Carolina, South Carolina, Tennessee, Virginia, West Virginia

REGION 4 Illinois, Indiana, Kentucky, Michigan, Missouri, Ohio

REGION 5 Arkansas, Colorado, Iowa, Kansas, Louisiana, Minnesota, Nebraska, New Mexico, North Dakota, Oklahoma, South Dakota, Texas, Wisconsin

REGION 6 Alaska, Arizona, California, Hawaii, Idaho, Montana, Nevada, Oregon, Utah, Washington, Wyoming

CSIA Update Publication for CSIA Certified Chimney Sweep®s

www.CSIA.org

Congratulations to Our New CSIA Certified Chimney Sweeps California Jorge Araujo • A Fiddler on the Roof • Van Nuys Enrique Rodriguez • A Fiddler on the Roof • Van Nuys Jeff Liston • Able Hearth and Home • Antioch

Indiana Stuart Karanovich • SaverSystems • Richmond

Colorado Glen Schramm • Midtown Sweeps • Hotchkiss

Kentucky Jason Clifford • All American Chimney Service • Louisville

Connecticut Brad Coulman • Brickliners Corp. • Williston

Minnesota Dave Lambert • London Chimney Sweeps, Ltd. • Golden Valley

Illinois Bradley Opl • Superior Chimney Services, Corp. • Lombard

Payment Plans Now Available for Education CSIA has repeatedly heard that finances stand in the way of many sweeps when it comes to education. At CSIA, we believe that the more you learn, the more you earn and we want to make it easier for you to learn more! CSIA will now work with you to develop a customized payment plan to make attending CSIA education more affordable. Contact Candice Bradbury at (317) 837-5362 or cbradbury@csia.org for more information on setting up direct debit payments.

Military Vet? CSIA Classes Approved for VA Education Benefits The following courses held at the CSIA Technology Center near Indianapolis have been approved for U.S. Veteran’s

Kansas Bryan Hinterweger • Energy CenterManhattan Pool • Manhattan

New Jersey David Allan • Chatham Fire Prevention LLC • Chatham

Administration (VA) benefits: • Chimney Physics • Installing & Troubleshooting Gas Hearth Appliances • Installing & Troubleshooting Woodburning Hearth Appliances • Inspection & Report Writing • National Chimney Sweep Training School This means that course registration and housing costs may be covered under the Post-9/11 GI Bill, the Montgomery GI Bill (Active or Selected Reserve), the Reserve Educational Assistance Program or the Survivors’ and Dependents’ Educational Assistance Program, depending on personal eligibility.

Since individual benefits are based on a complex formula including the dates and length of service, veterans must contact the Department of Veterans Affairs directly for personal eligibility information. Vets ADVERTISEMENT

Richard Morrison • Chatham Fire Prevention LLC • Chatham New York Gary Rosamofsky • JP Chimney Services • Gardiner Rhode Island Bryan Borzell • AES Chimney Inc. • Woonsocket South Carolina Wesley Harvey • Blue Sky Chimney Sweeps • Laurens Tennessee Jason Sutton • Chim Chimney • Hermitage Vermont Brad Coulman • Brickliners Corp • Williston

can call the National Call Center directly at (888) 442-4551 or visit the GI Bill website at www.gibill.va.gov.

Custom Education Available for Sponsorship Companies, associations and state guilds are encouraged to bring CSIA education to your meeting. Available events range from single-day CSIA Certified Chimney Sweep review and exam sessions to three-day Diagnosis and Documentation sessions.

CSIA has made sponsoring events even easier with a new low minimum attendance requirement and rebates on all registrations over the minimum. We do ask that you allow at least 90 days lead-time when scheduling your sponsored event.

Please contact Sharon Anderson at (317) 837-5362 for more information and to bring CSIA education to your next meeting.

Survey says: Fireplaces and stoves are important to home buyers Conducted every two years, the most recent national survey of consumers who regularly use hearth, or fireplace and stove, products has just been conducted by the Hearth, Patio and Barbecue Association ( and are available online at HPBA.org).

The industry study, which collects data from thousands of respondents from throughout the country, provides valuable information to hearth product manufacturers and retailers so that they can best meet the needs of public.

The part of the Hearth Consumer Research Report that caught our eye at the Chimney Safety Institute of America is a dramatic increase in the number of people who say the presence of a hearth product played an important role in their decision to purchase or live in their home.

In 2012, 36 percent of homeowners said their fireplace or stove was a major factor in choosing to purchase and/or live in their current home. That’s up from 12 percent just 10 years ago, according to the HPBA report.

With the fireplace becoming a point of emphasis in home purchases, it’s important that buyers remember to make a Level 2 chimney inspection by a CSIA Certified Sweep® part of the overall home inspection process.

Level II chimney inspections include the inspection of accessible portions of the attics, crawl spaces and basements. It may also include a performance test such as a smoke test or a pressure test and possibly an interior chimney video inspection if recommended by the CSIA Certified Chimney Sweep. This additional inspection level serves to reduce a potentially dangerous situation and costly repair work that could come on the heels of moving into a newlypurchased home.

If the fireplace is an influential factor in your new home purchase, it’s

important to have confidence that there are no hidden damages and it can be enjoyed for years to come.

Learn more about Level II chimney inspections and explore our online fireplace glossary to better prepare yourself before purchasing your next home.

About Wisdom from the Hearth - CSIA has developed a regular blog schedule for the recently created Wisdom from the Hearth blog. We’d love to have you contribute - here are a few easy guidelines:

are a few tips to keep in mind while blogging: • Please keep blogs to around 300 words or less.

• Remember to talk in a conversational voice. Be yourself and avoid using jargon.

• Speak personally and in a positive, up-tempo tone.

• Build a relationship with the reader without trying to sell the CSIA or your company. Lists of tips, suggestions or creative ideas are also good subjects for drawing in readers.

Blog submissions are due via email no later than three business days before the day you are scheduled. Here

Please email mheeke@csia.org if you are interested in being a guest blogger or if you have any questions.

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Need to renew your CSIA Certified Chimney Sweep credential? You can now earn all of the CEUs entirely online. We offer individual sessions in affordable bundles so you can earn just the CEUs you need: $39 per session, $99 for 3 sessions or $149 for 5 sessions.

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W W W. C S I A . o r g / E L E A r N I N g (317) 837-5362

CSIA 2013 Education Calendar As of 10/22/12 - Schedule subject to change. Please contact the Chimney Safety Institute of America prior to making travel arrangements.

CSIA Certified Chimney Sweep® Review & Exam January 25, 2013 | Jamison Masonry Restoration - Oreland, PA February 8, 2013 | CSIA Technology Center March 15, 2013 | Orlando, FL April 3, 2013 | Branson, MO April 26 , 2013 | Manchester, NH May 3, 2013 | Scranton, PA June 7, 2013 | CSIA Technology Center

Chimney Physics March 4-5, 2013 | CSIA 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 in a two-day in-person format.

CSIA CEUs: 3-T 3-CS 3-HS 3-CL NFI CEUs: 4 E

June 28, 2013 | Richmond, VA

CSIA Certified Dryer Exhaust Technician® Review

July 9, 2013 | Oceanside, CA

February 7, 2013 | Arlington, VA

August 2, 2013 | CSIA Technology Center

April 3, 2013 | Branson, MO

August 9, 2013 | Kansas City, MO

August 1 , 2013 | CSIA Technology Center

September 13, 2013 | Atlantic City, NJ October 18, 2013 | Latham, NY

In-person intensive review sessions help candidates prepare for the CSIA Certified Dryer Exhaust Technician® exam. The review sessions are not a substitute for advanced study.

November 15, 2013 | CSIA Technology Center

CSIA CEUs: 1.25-T, 1.25 CS, 1-HS, 1-CL NFI CEUs: 4 E

In-person intensive review sessions help candidates prepare for the exams. The review sessions are not a substitute for advanced study.

CSIA CEUs: 1.25-T, 1.25-CS, 1.25-HS, 1.25 CL NFI CEUs: 6 T

National Chimney Sweep Training School April 29 – May 4, 2013 | CSIA Technology Center June 24 – 29 , 2013 | CSIA Technology Center August 12 – 17 , 2013 | CSIA Technology Center September 30 – October 5, 2013 | CSIA 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.

Installing and Troubleshooting Gas Hearth Appliances July 15–19, 2013 | CSIA Technology Center Service and installation, including appliance standards, combustion requirements, pipe sizing and installation, troubleshooting, carbon monoxide testing and fuel conversion.

CEUs: 4-T 4-CS 4-HS 4-CL NFI CEUs: 16 T

Inspection and Report Writing May 16–17, 2013 | CSIA Technology Center Chimney inspections and evaluations, report writing including regional and environmental influences, effective photo documentation, digital organization and administrative procedures.

The CSIA Technology Center is located near Indianapolis, Indiana.

Hate to travel? CSIA’s online education is now offered weekly!

CSIA Certification Review Sessions, Chimney Physics, Lining Masonry with Stainless Steel and eLearning!

ADVERTISEMENT Register today at www.CSIA.org or call us at (317) 837-5362.

Progressive Perks

BY DEBBIE CORNELIUS MEMBERSHIP DEVELOPMENT COORDINATOR

Run into Tight Spot?

Check out NCSG’s Payment Plans It’s December and the calls are coming in, but we know that those phones can tend to get quiet as the days get longer and the weather gets warmer. If you run into a tight spot financially, we invite you to check out NCSG’s new payment plans. We now have three payment plan options available to our members.

In the event that you are experiencing a “cash flow problem” but don’t want to let your NCSG membership lapse, please consider one of these options. You may take advantage of a monthly plan ($57.42), quarterly plan ($172.25) or a semi-

annual plan ($344.50). However note that a $3.00 service fee is added to each payment plan option. Also, you may pay choose to pay the remainder of your membership dues at any time.

To make arrangement to take advantage of one of these plans, just give us a call at the NCSG office (317) 837-1500 and we will get you set up.

2012 – 2013 SWEEPS ADVANTAGE COUPON PROGRAM The 2012 – 2013 offers are being added daily in the “Members Only” section of the NCSG website at www.NCSG.org. So start checking for these new offers each week. These coupons will be good until June 30, 2013.

Airjet, Division of Continental Industries • Alpha American Company • Condar Company • Copperfield Chimney Supply • Duct Cleaners’ Supply • Dynacote LLC • Earthcore Industries, LLC • ENERVEX, Inc. • Firesafe Industries • Fireside Distributors • HY-C Company • Lifetime Chimney Supply • Lindemann Chimney Supply • Matters of the Hearth • Meyer Machine & Equipment • National Chimney Supply • Olympia Chimney Supply • SaverSystems • Smoktite LLC • SNEWS – The Chimney Sweep News • Stove Builder International Inc. (SBI) • Ventech Industries, Inc. • Wakefield Brush • Wohler USA, Inc. • Z-Flex These are just a few of the many offers available to you as a member of the National Chimney Sweep Guild.

Visit www.NCSG.org to learn more and to start saving!

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NCSG Innovation 2013

April 4-7 at Chateau on the Lake in Branson, MO No matter how you define success, you will find something at NCSG Innovation 2013 that will stretch your imagination, test your technical abilities and get that light bulb over your head to appear.

From many perspectives, one common theme has tied together all of NCSG’s convention and trade show events. That theme is innovation. Innovation is “doing outside of the box” to make both work and personal lives more comfortable and enjoyable. American chimney service businesses must remain on the cutting edge of innovation and our convention is your ticket to a more successful future!

About Branson The NCSG Innovation 2013 Convention and Trade Show will be held at the Chateau on the Lake in Branson, Missouri. Branson is located 40 miles south of Springfield and nestled in the heart of the Ozark Mountains. Southwest Missouri is home of some of the most picturesque and breathtaking natural views in the country. Rest assured, we realize that we may have a little competition for our attendees’ attention and we’re working on creative ways to keep them engaged and on the tradeshow floor.

Chartered Cruise and “Made in the USA” Dinner Show Showboat Branson Belle -- Additional $29/person Registration Required. -Join fellow sweeps and industry friends for a two-hour chartered dinner cruise aboard the Showboat Branson Belle.

The evening’s entertainment is a show called Made In The USA, featuring Janice Martin, the world’s only aerial violinist, and the five-member allmale vocal group The ShowMen, in a patriotic musical tribute to America!

NCSG Innovation 2013 attendees and guests can experience this ALLIN-ONE dinner, show and cruise at a significantly discounted rate which has been even further discounted through a generous sponsorship from Olympia Chimney Supply. *Chartered Cruise and Dinner Show tickets are available for an additional fee ($29/person) through the regular registration process.

About Chateau on the Lake The Chateau on the Lake Resort Spa & Convention Center in Branson, Missouri is perfect for all kinds of stays. Pack up the family - small dog included - and come for a vacation. No matter what type of getaway you seek, our extraordinary “Castle in the Ozarks” is here for you.

Chateau on the Lake in Branson is the only AAA Four-Diamond Lake Resort in Missouri! It has complimentary indoor and outdoor parking, three amazing restaurants, first class relaxation at Spa Chateau and a full service Marina on Table Rock Lake.

Hotel reservations are now being accepted for NCSG Innovation 2013 at Chateau on the Lake in Branson, MO. Just call 1-888-333-LAKE (5253) and mention that you’re with the National Chimney Sweep Guild to lock in rates starting at $129 for a mountain view and $134 for a lake view.

For more info, visit www.NCSG.org/innovation!

NCSG Innovation 2013 • April 4-7 • Branson, MO NCSG MEMBER RATES Primary Spouse 1st Additional 2nd Additional 3+ Additional Single Day Banquet Only Tradeshow Only Senior Members

Until 1/9/13 $399 199 349 299 249 179 69 49 $100

1/10/13 - 2/14/13 $449 249 399 349 299 179 69 49 $100

After 2/14/13 $499 299 449 399 349 179 69 49 $100

Company___________________________________ Address ____________________________________ City, State ZIP ________________________________ Phone ______________________________________ Fax ________________________________________ Email _____________________________________ Check here to opt-in to email from exhibitors.

STANDARD Until 1/10/13 After RATES 1/9/13 - 2/14/13 2/14/13 Primary $499 $549 $599 Spouse 299 349 399 1st Additional 449 499 549 2nd Additional 399 449 499 3+ Additional 349 399 449 Single Day 279 279 279 Banquet Only 89 89 89 Tradeshow Only 79 79 79 Child banquet tickets are available for kids 12 and under.

Chartered Cruise and Dinner Show Showboat Branson Belle -- Additional Registration Required. -$29/person - Join us aboard the Showboat Branson Belle on the evening of April 4 for the spectacular “Made in the USA” dinner show and a two-hour cruise on Table Rock Lake.

Advanced convention registation closes March 14!

REGISTRANT INFORMATION Please write name as you would like it to appear on your badge.

Name _____________________________________________________________ First time attendee?

Yes Registrant Type ______________________________________________________ $ ___________________ Name _____________________________________________________________ First time attendee?

Yes Registrant Type ______________________________________________________ $ ___________________ Name _____________________________________________________________ First time attendee?

Yes Registrant Type ______________________________________________________ $ ___________________ Name _____________________________________________________________ First time attendee?

Yes Registrant Type ______________________________________________________ $ ___________________ Registration Total $ ___________________ Showboat Branson Belle Tickets ($29/each) Qty: _______ Cruise Total $ ___________________ 2013 Convention Patch ($3/each - Pickup on-site.) Qty: ________ Patch Total $ ___________________ PROMO CODE ___________________ GRAND TOTAL $ ___________________

MAIL TO: National Chimney Sweep Guild 2155 Commercial Drive, Plainfield, IN 46168 FAX TO: (317) 837-5365 CALL: (317) 837-1500 REGISTER ONLINE: NCSG.org/innovation NCSG also accepts direct debit payments.

Please contact Candice Bradbury at (317) 837-1500 or cbradbury@ncsg.org for more information.

For Office Use Only O2CR C2F AUTH _______________ OrgID ________________ Profile ID ___________________ REC’D BY _____________ DATE ______________________

PAYMENT INFORMATION Check # ___________________ Payment Method: Visa MC AmEx Account # __________________________________ Card Security Code _____________ Exp. __________ Name on Card _______________________________ Signature ___________________________________ Cancellations must be made in writing and sent to: NCSG, 2155 Commercial Drive, Plainfield, IN 46168.

Refund Policy: Prior to 1/9/13, 90% ; 1/10/13-2/14/13, 75%; No refunds are available after 2/14/13.

Dates & Events December 17-21, 2012 CSIA (online) - Chimney Physics - CSIA Certified Chimney Sweep Review - CSIA Certified Dryer Exhaust Technician Review - CSIA eLearning - Health & Safety Multi-User Courses - Lining Masonry Chimneys with Stainless Steel For more information, please call (317) 837-5362 or visit www.CSIA.org December 24-28, 2012 CSIA (online) - Chimney Physics - CSIA Certified Chimney Sweep Review - CSIA Certified Dryer Exhaust Technician Review - CSIA eLearning - Health & Safety Multi-User Courses - Lining Masonry Chimneys with Stainless Steel For more information, please call (317) 837-5362 or visit www.CSIA.org

- Lining Masonry Chimneys with Stainless Steel For more information, please call (317) 837-5362 or visit www.CSIA.org January 15, 2013 Copperfield Reline Workshop St. Louis, MO For more information, please contact Russ Dimmitt at russ.dimmitt@ copperfield.com January 15-17, 2013 Sturbridge, MA The “How To’s” of Building a Profitable Business brought to you by Jerry Isenhour and Hope Stevenson For more information, please contact Barb Andricks at bandricks@ olympiachimney.com January 18, 2013 Copperfield Reline Workshop Chicago Area For more information, please contact Russ Dimmitt at russ.dimmitt@ copperfield.com

December 31- January 4, 2013 CSIA (online) - Chimney Physics - CSIA Certified Chimney Sweep Review - CSIA Certified Dryer Exhaust Technician Review - CSIA eLearning - Health & Safety Multi-User Courses - Lining Masonry Chimneys with Stainless Steel For more information, please call (317) 837-5362 or visit www.CSIA.org

January 21-25, 2013 CSIA (online) - Chimney Physics - CSIA Certified Chimney Sweep Review - CSIA Certified Dryer Exhaust Technician Review - CSIA eLearning - Health & Safety Multi-User Courses - Lining Masonry Chimneys with Stainless Steel For more information, please call (317) 837-5362 or visit www.CSIA.org

January 7-11, 2013 CSIA (online) - Chimney Physics - CSIA Certified Chimney Sweep Review - CSIA Certified Dryer Exhaust Technician Review - CSIA eLearning - Health & Safety Multi-User Courses - Lining Masonry Chimneys with Stainless Steel For more information, please call (317) 837-5362 or visit www.CSIA.org

January 25, 2013 CSIA Certified Chimney Sweep Review & Exam Oreland, PA Sponsored by Jamison Masonry Restoration, LLC For more information, please call (317) 837-5362 or visit www.CSIA.org

January 14-18, 2013 CSIA (online) - Chimney Physics - CSIA Certified Chimney Sweep Review - CSIA Certified Dryer Exhaust Technician Review - CSIA eLearning - Health & Safety Multi-User Courses

January 25-27, 2013 North Carolina Chimney Sweep Guild Winter Meeting Waynesville, NC For more information, please contact Tom Albert at (828) 456-9775.

Please send notice of your events for NCSG Dates & Events listings at mmcmahon@ ncsg.org for inclusion here, in weekly posts to the discussion list and online at www.

NCSG.org/dates. The event must be considered educational or informative for the industry (sales events and open houses will not be listed).

Member Get a Member Program Did you know that by promoting membership in the NCSG, you help the Guild meet its goals AND you will reap rewards too! To take advantage of potential savings on your next NCSG dues, simply visit www.NCSG.org to obtain a copy of the membership application form. Make sure you put your name under Item #2 “Who referred you to the NCSG?” OR you may send an email to dcornelius@ncsg.org and request that NCSG membership information be sent on your behalf to people who should join. Please provide the complete contact information i.e. name, address, telephone number and email address if available.

Your participation in the Member-Get-A-Member program helps strengthen the Guild’s membership and allows you to win too!!

• You get $50.00 off membership dues for each new member (1-4 new members*) • You get Free membership Dues (equal to 1 year), when you recruit 5+ new members* Save some money on your next NCSG dues by simply promoting membership in the NCSG at every opportunity you have.

*New Member - Has not been a member of the NCSG for at least two (2) years.

28 SWEEPING DECEMBER 12

BY MARK MCSWEENEY, CAE EXECUTIVE DIRECTOR

Perspective

The Ultimate Entrepreneur…

Lessons from the North Pole “Nobody can conceive or imagine all the wonders there are unseen and unseeable in the world.”

– Francis Pharcellus Church Yes, Virginia, There is a Santa Claus

S

anta Claus…arguably one of the best entrepreneurs of all time. Clearly, he has to be one of the best brands.

Believe in him or not, Saint Nick has a lot to offer the rest of us besides toys under a tree. And let’s be honest, the man knows his chimneys to boot! If there’s anyone else who can truly appreciate this time of year as “the busy season” it has to be Kris Kringle.

In the hopes that you are finding some time to kick back and relax a little during the holidays, I’m keeping my topic light but hopefully still somewhat pertinent this month. Several years ago I wrote about a fun, quick read, business book called “The Leadership Secrets of Santa Claus.” From Santa’s perspective, there are eight secrets to his entrepreneurial success:

• Build a wonderful workshop • Choose your reindeer wisely • Make a list and check it twice • Listen to the elves • Get beyond the red wagons • Share the milk and cookies • Find out who’s naughty and nice • Be good for goodness sake

Surely any business person ought to be able to identify with just about everything on that list. Granted, maybe not in quite those same terms, but it shouldn’t take much of a leap for the big guy’s advice to resonate within each of us. In the opening pages of his book, Mr. Claus states: “I am, after all, running a business here. I’m a boss. I’ve got responsibilities – both to the gift-getters and the gift-makers.

There are workers to lead, letters to read, orders to fill, processes to manage, stuff to buy, stuff to make, standards to maintain, new technologies to adopt, skills to develop, elf problems to solve, and reindeer droppings to scoop.”

Doesn’t that aptly describe your job in your business?

Last December Forbes.com published an article by Geoff Loftus called “Lead Like the Best CEO Ever: Santa Claus.” In another light-hearted but poignant business analogy, the author summarized Santa’s basic keys to success; focus, quality assurance and control, belief in what the organization does, and commitment to the customer.

Focus from the North Pole is unparalleled. The company knows its core competence and sticks reliably to it year-in and year-out.

DECEMBER 12 SWEEPING 29

Competition isn’t ignored, but it isn’t allowed to detract the company from its mission. Santa stays focused on what he is doing right and how he can improve rather than worrying about what everyone else is doing to gain attention.

Santa is all about quality. As Zenith Television exclaimed, “the quality goes in before the name goes on.” Santa has an extensive list of customers that he checks twice, ensuring no one is left out.

He takes the time to find out what his customers want, what he can do to improve, and he delivers.

As a result, his customers believe in him. But perhaps more importantly, he believes in himself and what his company does.

Through that uncompromising belief, he motivates those around him and clearly and effectively communicates who he is and what he does in the world.

Mr. Claus is committed to his customers like no other. Sure we all talk about being committed to our customers, but how many of us truly treat our customers as #1 day-in and day-out? As Geoff Loftus describes it, “The guy literally goes to the ends of the earth and even works on Christmas for crying out loud. That’s commitment.”

I’ve researched a fair bit about the business of Santa Claus over the years. While certainly implied, one consistent quality I have seen weaved throughout his tapestry of success, though not specifically stated, is his unwavering commitment to take that one

extra step to make a difference. Good is not good enough in his relentless pursuit of greatness.

Another wonderful easy read is a pocket book called “212° the extra degree” by S.L. Parker. It’s full of examples in life and in business that illustrate how taking that one additional step makes all the difference in the world. The opening passage reads, “At 211 degrees, water is hot. At 212 degrees, it boils. And with boiling water, comes steam. And with steam you can power a train.”

In honor of College Bowl season and the quickly approaching professional football playoff season, as the great Vince Lombardi once said, “Inches make the champion.” That one extra degree, that one extra step, that one extra inch can mean the difference between the impact of a moment and the impact of a lifetime.

Maybe we can’t all be Santa Claus to the world, but maybe we can be Santa Claus to one person, and to that one person you could be the world.

As I reported in my book report to you several years ago, perhaps my favorite of Santa’s secrets is to “Be Good for Goodness Sake.” Be the example, not only in your immediate business, but in the trade itself. It’s not about doing the right thing because someone might be watching you. Rather it’s about doing the right thing simply because it is the right thing to do, even if no one is watching you. And of course, if you believe in karma, you will come out ahead in the long run anyway, regardless of what others are doing (translated: stop worrying about what everybody else does).

We’re not just blowing smoke.

Smoktite now comes with a LIFETIME WARRANTY on every . bucket.

It has been an interesting year for all of us, and while we certainly haven’t been perfect, all of us involved in the administration and governance of the National Chimney Sweep Guild and the Chimney Safety Institute of America hope that despite life’s challenges we have continued to provide value to each of you. On behalf of all of us here at NCSG and CSIA, I want to thank you for your ongoing support over the past year and the many well-wishes we have received as another calendar year comes to a close. We indeed have a lot to be thankful for and you do mean the world to us.

And finally, fulfilling my promise to keep things light, in dedication to my brother-in-law, a self-proclaimed pun addict: What do you call people who are afraid of Santa Claus? …

“Claustrophobic.”

merry design

Until next time, I wish you and yours every happiness this holiday season!

(207) 439-0069 Toll Free (866) 439-0069 www.smoktite.com

30 SWEEPING DECEMBER

12

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.

So, if your 12x8 cap doesn’t quite fit that pesky 12x12 terra cotta just stretch it a bit.

Submitted by Andy Raycroft of Rooftop Chimney Sweeps, Ltd. in Alexandria, VA

Display Ad Index Page #

Advertiser

Phone

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12

Ahrens Chimney Technique

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21-24

Chimney Safety Institute of America

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Cobra Chimney Caps

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19 Copperfield

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Hose Master

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13 ICP

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BC

Lifetime Chimney Supply LLC

877-234-7473

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7

Lindemann Chimney Company

800-722-7230

www.lindemannchimney.com

32

MC Refractory

760-956-1884

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4

National Chimney Supply

800-897-8481

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5

New England Chimney Supply

888-900-8106

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9

Olympia Chimney Supply

800-569-1425

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11

Sand Hill Wholesale

800-258-5496

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30 Smoktite

866-439-0069

www.smoktite.com

3 Whitecaps

800-335-2534

www.whitecaps.com

15 Wohler

978-750-9876

www.wohlerusa.com

DECEMBER 12 SWEEPING 31

Classifieds

You can Help: NCSG Disaster Relief Network Over the years, several sweeps have asked the best method for getting relief to fellow sweeps affected by natural disasters. While NCSG cannot accept donations for sweeps suffering loss of personal and business necessities, the chimney sweep community is encouraged to assist where possible via the NCSG Disaster Relief Network or by making donations directly to the American Red Cross.

Tools or products that you no longer use could be just the thing that helps another sweep get back on his or her feet after a storm. Please post on our Disaster Relief Network page at www.NCSG.org to help a fellow sweep.

EW

N PRODUCT

Gotta chimney question? Sizing? Codes? Call Royal Edwards! Make Royal your tech department. CALL NOW 813-982-0219 for on-call tech support. Continuing Education special bonus – ask how you can get the Friday morning E-Blast for FREE. CALL NOW 813-982-0219 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.

Cut To Fit Refractories CUSTOM PANELS AVAILABLE. CALL FOR DETAILS! We also manufacture fire rings and log lighters.

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32 SWEEPING DECEMBER 12

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Spread the word, not the pest.

Twitter.com/DntMoveFirewood Join us on Facebook to get up-to-date information and safe burning tips!

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National Chimney Sweep Guild 2155 Commercial Drive Plainfield, IN 46168

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