Sweeping January 2020 VOLUME 44 #1
The Journal of Chimney and Venting Technology
Tips For Increasing Marketing Effectiveness
Meet a Member: Tedd Cuttitta
After the First of the Year
thiS yeaR iS di eReNt Gain unexpected insight and learn how to grow your business. HPBExpo 2020 New Orleans.
Margins are getting tighter, products are getting more complicated, and customers expect your business to be as quick and easy as an everyday online purchase. It may seem like there’s never enough time to devote to growing your business. As a result, it’s never been more crucial for you AND your team to attend HPBExpo 2020 in New Orleans to get tangible, real-world solutions that could save your business in the long term. • Meet with manufacturers face-to-face and build relationships that can be critical to growing your business. • Connect with thousands of professionals from around the world who share your same challenges and learn what they’re doing to win. • Get training and education that can really move the needle; from hands-on technical instruction to learning how to master social media and digital marketing. Don’t make the mistake of thinking that HPBExpo is the “same old trade show” and miss out on this opportunity to run your business better.
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Departments President’s Letter 3 In Case You Missed It 4 Editor’s Letter 5 Tech Q&A 14 Upcoming Events 20 Coach’s Corner 22 Membership Memo 28 New Members 33 Around the Tech Center 34 Classifieds 35 Darwin Award 36
On the Cover — Happy New Year, Sweeps!
Table of Contents Sweeping January 2020 Volume 44 Issue 1
Features Tips For Increasing Marketing Effectiveness
Meet A Member: Tedd Cuttitta
6 26
1 S W E E P I N G January 2020
Smoke Chambers and Cast in Place Liner Installation (866) 283-8667 Ext. 706
Factory Built Fireplace Installation and Replacement (866) 283-8667 Ext. 701
Dryer Vents (866) 283-8667 Ext. 707
Gas Appliance Venting, Gas Logs and NFPA 54 (866) 283-8667 Ext. 702 Oil Appliance Venting and NFPA 31 (866) 283-8667 Ext. 703 Chimney Inspection, Documentation and NFPA 211 (Levels of Inspection) (866) 283-8667 Ext. 704
Installation and Venting of Pellet Stoves (866) 283-8667 Ext. 708 IRC and NFPA 211 (Code Questions) (866) 283-8667 Ext. 709 Customer Service and Customer Communication (866) 283-8667 Ext. 710 General Sweeping and Repair (866) 283-8667 Ext. 711
NATIONAL CHIMNEY SWEEP GUILD BOARD OF DIRECTORS 2019-2020
TECHNICAL ADVISORY COUNCIL
Masonry Fireplace Construction and Restoration (866) 283-8667 Ext. 700
2 S W E E P I N G
STAFF
Resources 2155 Commercial Drive Plainfield, IN 46168 (317) 837-1500 Fax: (317) 837-5365
Megan McMahon Executive Director mmcmahon@ncsg.org Darcy Marlett Director of Communications and Marketing dmarlett@ncsg.org Russell Dimmitt Education Director rdimmitt@ncsg.org Charissa Benge Mahaffey Certification Coordinator cmahaffey@ncsg.org Penny Seals Academic Coordinator pseals@ncsg.org
January 2020
Sara Sichting Systems and Records Coordinator ssichting@ncsg.org Annemarie Stockton Membership & Outreach Coordinator astockton@ncsg.org Tammy Bruner Program Coordinator tbruner@ncsg.org Natalie Spruell Office Coordinator nspruell@ncsg.org
COMMITTEE CHAIRS and TASK FORCES 2019 – 2020
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 firsthand 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.
Region 6 Bob Ferrari (530) 941-5818 bob@flueseason.com
Vice President, Region 4 Jeff Keefer 513-248-9600 info@chimneycareco.com
At-Large Director Tom Hunkele (515) 249-6337 topnotchchimney@gmail.com
Treasurer, Region 3 Ron Rust (803) 730-5858 tophatswp@aol.com
At-Large Director Steven Scally (603) 895-8746 firesidesweeps@comcast.net
Secretary, Region 1 Matt Mair (603) 525-7905 matt@blackmoosechimney. com
At-Large Director Joe Sauter (317) 243-9687 joe@yourchimneysweep.com
Region 2 Bill Thornton (215) 540-9787 wissahickonvalleysweep@ yahoo.com
Stainless Steel Liner Installation (866) 283-8667 Ext. 705 To contact any member of the Technical Advisory Council, please call (866) 283-8667 and select the extension for the person who is best qualified to answer your question:
President, Region 5 Jasper Drengler (715) 304-8934 drengler01@gmail.com
Supplier Representative Stuart Karanovich (765) 966-5084 stuartk@saversystems.com
Bylaws Jeff Keefer 513-248-9600 info@chimneycareco.com
NFPA 211 Representative Jim Brewer (757) 523-2400 jbrewer@magic-sweep.com
Ethics Joe Sauter (317) 243-9687 joe@yourchimneysweep.com
NFPA 31 Representative John Pilger (631) 863-2460 chimneyman@aol.com
Governance Tom Hunkele (641) 774-8056 topnotchchimney@gmail.com
NFPA 54 Jim Brewer (757) 523-2400 jbrewer@magic-sweep.com
Government Affairs Jeff Keefer 513-248-9600 info@chimneycareco.com
Technical Advisory Council Michael Segerstrom (908) 253-9190 chimneysweeps@optonline.net
International Relations John Pilger (631) 863-2460 chimneyman@aol.com
Scholarship Committee Gregg Boss (636) 391-2226 englishsweep@att.net
Membership Bob Ferrari (530) 221-3331 bob@flueseason.com
ADVERTISING RATES for Sweeping: The Journal of Chimney & Venting Technology may be obtained by contacting Malisa Minetree at (317) 815-4688 or sweepingads@me.com Layout and design by David Bruce, Red2 Design Bureau NCSG encourages industry partners to submit press releases and articles to editor Darcy Marlett at dmarlett@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 publication’s 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. © 2020 National Chimney Sweep Guild, 2155 Commercial Drive, Plainfield, IN 46168. (317) 837-1500
T
here are a few things that chimney sweeps are continually passionate about. Silicone, buckets and stainless steel. For many sweeps, the stainless steel chimney cap was the first add-on sale while sweeping. It’s always been an easy sell. Simply inform the customer that there isn’t anything stopping rain, birds or animals from getting in their chimney. I quickly offer to show them the cute raccoon family we pulled out right down the road. The caps sell themselves — I think my single day record is in the mid 20s. Shortly after starting out, many sweeps begin go tackle repairs like relining. Sweeps are often seen or heard discussing what liner they prefer: solid, light, heavy, pre-insulated, alloy, brand, wrapped, loose fill etc. Their options and opinions never stop. Many times when discussing stainless steel, we
can use examples like the kitchen sink, or for car guys, the famous DeLorean. It helps drive the point of durability. For many in this industry, stainless steel is the one material that has made the biggest impact on their bottom line. Countless homes are safer and more beautiful because of it. Have a wonderful New Year and see you all in Orlando!
President’s
Letter Jasper Drengler
President
Be safe, be profitable, Jasper Drengler NCSG President
3 S W E E P I N G January 2020
Sweeps
Say
What’s Your New Year’s Resolution For Your Business?
4 S W E E P I N G January 2020
“Continue business as usual. Stay healthy and safe in order to sell out in 5 years and move to the southern coastal area. Goodbye winter!” — Mark Ferraiolo “Education, education and more education!!” — Joseph Rosenbaum “Take more time away from the business. Enjoy the Journey” — Ron Rust Look out for each month’s Sweeps Say question on Facebook!
H
appy New Year sweeps! I hope your year (and decade) is off to a great start. If you’re looking for tips to make your business better in the new year, Sweeping contributors have you covered. Taylor Hill with Spark Marketer brings you “Two Simple But Killer Tips for Increasing The Effectiveness of Your Marketing, Advertising & Conversations with Customers.” Business coach Jerry Isenhour is here to get you prepped to start the new year off right in, “After the First of the Year.” Just looking for a little technical help? Technical Advisory Council Chair Mike Segerstrom always has great advice in his Tech Q and A column. This month he is tackling stainless steel liner insulation.
Before you close the issue, be sure to stop by page 34 to meet our newest staff member Natalie Spruell, who will be joining the team as our office coordinator.
Letter Darcy Marlett
Cheers,
Editor
P.S. Don’t forget to register for convention before prices go up February 1st! There might even be a registration form on page 13 (hint, hint).
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5 S W E E P I N G
Two Simple But Killer Tips For Increasing The Effectiveness Of Your Marketing, Advertising & Conversations With Customers By Taylor Hill Spark Marketer
W
e’ve all seen our fair share of ineffective advertising and marketing over the years. Unfortunately, we’ve all probably even done our fair share. Maybe we put ad spend behind a billboard, commercial, Facebook Ad, or Google Ad that just didn’t convert. Or maybe we thought we did an awesome job on a website or a brochure, but it didn’t bring us any new customers.
6 S W E E P I N G
The truth is, no matter how big your budget or how brilliant your ideas, if you don’t get your message right, your ads and marketing messages won’t convert. The same is true for your conversations with your customers. You have to know what to say, when to say it, and how to say it. Here are two tips to help you nail your messaging and marketing in 2020...
#1 Use the stages of awareness In content marketing, you can’t get far without the stages of awareness. But you don’t have to be a content marketer to really benefit from using the stages of awareness to shape your marketing, messaging, advertising,
January 2020
and conversations with your clients. The stages of awareness simply describe where a person is in the buying journey. They are: • Unaware — The person doesn’t know they have a problem, and therefore doesn’t know they need your product or service. • Problem/Pain Aware — The person knows they have a problem and they want it fixed, but they don’t know how to fix it. • Solution Aware — The person is aware they have a problem and that there are solutions to their problem available. However, they don’t know about your specific solution. • Product Aware — The person knows you have a solution to their problem, but they aren’t sure if it’s the right solution. • Most Aware — The person knows of your product and just needs a little extra persuasion to buy/close the deal.
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All of your marketing, all of your advertising, all of your conversations with your customers are designed to do the following: 1. Build trust 2. Educate 3. Convert And you can’t do all three without making your customer feel like you know where they’re coming from and speaking to what they care about. You have to meet them at the point of the conversation they’re in and guide them through one stage to the next. Think about it: You don’t just go up to someone on the street and say “Ready to schedule?” I guarantee you the only thing they’ll be ready to do is run. They’re not ready for that yet, because they’re a few stages back. Your message has to appropriately match the stage of awareness of the customer you’re speaking to. So consider the stages of awareness and use that to determine what message your customer needs to hear right now. Are they unaware, problem/pain aware, solution aware, product aware, or most aware? Your message
will differ depending on the answer. But hey, we’re not going to leave you hanging here, trying to guess what your customers care about at each stage… Here’s a little cheat sheet on what your customers care about most or need from you most in each stage. Most of your customers will start in problem/pain aware, so that’s where we’ll start: • Problem/Pain Aware — What do people in this stage care about? Their problem/pain, of course! Speak to their challenges, pains, and feelings around the problem. What keeps them up at night? You can also speak to their status in the world or their desire to appear a certain way in the world. Remember, at this stage they don’t know a solution even exists. You’re just showing them that you understand their pain, which builds trust. • Solution Aware — People in this stage care about the benefits of choosing a solution and want to know how a solution will change their life or experience. Remember, they’re not thinking about the specific benefits of YOUR solution at this point — just the benefits of A solution.
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• Product Aware — What do people care about at this stage? Well, they’re aware A solution exists and they’re aware YOUR solution exists, so they’re likely making comparisons. That means you’ll need to focus on providing proof (testimonials are great here), addressing their objections, going over the features and benefits of your specific solution, and letting them know how you’re different from the other solutions out there.
• Most Aware — Customers in this stage know most everything they need to know about the problem, the solutions out there, and your specific solution. What they need at this point is a little push. It’s at this stage that coupons, incentives, and more details work well. You can also use urgency to encourage them to take action. When you meet your customers where they are, you have a much better chance of saying exactly what they need to hear at that moment and moving them closer to a “Yes.”
#2 Always choose clarity above all else. I recently listened in on a great webinar by Donald Miller (of StoryBrand) on websites that convert. If you don’t know who Donald Miller is and you’re unfamiliar with StoryBrand, they help businesses clarify their messages and increase conversions.
10 S W E E P I N G
Prior to the webinar, Donald asked businesses to volunteer their websites for an evaluation/ tear down. As Donald scrolled down to the “Ready to get started?” button at the bottom of one particularly vague and confusing website, he said something along the lines of, “No. No I’m not ready to get started. I don’t know what you do or why on earth I would hire you.” Why would Donald not know what they do and why he should hire them when he reached that call-to-action button? He’s a smart fella and he took the time to read every single word on their home page, which is more than they can expect their actual potential customers to do.
◊ ◊ ◊ ◊
The answer? They used a whole lot of jargon and made their message vague and convoluted. Obviously their marketing team didn’t do that on purpose — who would? But they did it nonetheless. Truth is, we all make that mistake a lot. When you know something or do something for so long that it’s all incredibly obvious to you, it’s easy to think your message is a lot clearer than it is.
January 2020
We also sometimes think we have to complicate things in order to seem valuable. That’s why you see so many websites with content like: “helps partners accelerate their IoT integrations” and “systematic lifecycle program for industrial networking.” Or how about this mission statement: “To collect, preserve, study, exhibit, and stimulate appreciation for and advance knowledge of works of art that collectively represent the broadest spectrum of human achievement at the highest level of quality, in the service of the public and in accordance with the highest professional standards.” Good grief! It’s longer than Lord of the Rings and far less interesting. The best way to avoid making this mistake in your messaging is to do a “sweep” of every piece of content you put out there. Whether it’s a Facebook Ad, a leave behind brochure, a blog post, or something else, read it over and check for clarity.
• Are you answering the questions a customer would have? • Do they know why they would want to reline and what to do if they need a new liner? Clarity always converts better than clever, funny, smart, and complex. It all boils down to this: What does your customer want and need? When you approach your messaging, branding, marketing, advertising, and conversations from that angle, that’s when conversions happen. Taylor Hill is co-founder and CEO of Spark Marketer, a Nashville-based digital marketing company that works primarily with service businesses. He’s also co-author of Blue Collar Proud: 10 Principles For Building A Kickass Business You Love, and co-founder of the award-winning app, Closing Commander™, which helps contractors close more estimates effortlessly. Taylor regularly speaks at service trade shows and conferences across the country, and he’s passionate about helping service business owners navigate the Internet oceans filled with sharks and unsavory pirates. @sparkmarketer, facebook.com/sparkmarketer, www.sparkmarketer.com, www.about.closingcommander.com, @taylorkhill
For example, let’s say you’re creating a flyer to push real estate chimney inspections and you make the headline of the flyer, “Buying?” You could make that even clearer by changing it to “Buying a new home?” One simple change and suddenly there’s a lot more clarity. Or, let’s say you’re writing a new blog post on stainless steel liners. Sweep the post for clarity. • Have you written the post in language that a customer without your knowledge and experience would understand?
11 S W E E P I N G January 2020
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NCSG Convention 2020 • April 1-4 • Orlando, FL NCSG Members Primary Spouse 1st Additional 2nd Additional 3+ Additional Single Day Banquet Only Child Banquet 5-12 Tradeshow Only
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- Opening Night Celebration at Main Event Additional Registration Required $30/per person. Join us for a night of food, arcade games, bowling, drinks and fellowship at our Opening Night Celebration. NEW! Optional Convention Insurance $25/per registrant. Companies now have the option to insure their convention registrations. If insurance is chosen it must be purchased for each registrant. Official Policies below.
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Technical
Q&A
Michael Segerstrom
NCSG Technical Advisory Chair
Question: When do I have to insulate a stainless steel liner, and why?
Answer: There are several things to consider and multiple requirement aspects that do apply. These include clearances of the existing chimney, the specific listing of the liner in question, appliance requirements and code requirements. There are applications where insulation may not be required, but there are still multiple venting performance benefits. Stabilized flue gas temperatures, reduced condensation, reduced soot build-up, to name a few. For this discussion we will look at the requirements which pertain more to safe operation than performance. First, let’s clear up one of the industry’s misconceptions about insulation requirements. When UL listed, stainless steel liners are tested and listed to UL 1777. The condition or presence of a clay liner is not relevant to whether insulation is required. The specifics of UL 1777 listing and testing is in chimneys a minimum nominal 4” thick. That’s it. No different testing or requirements for clay lined chimneys. Which brings us to the most common requirement to insulate a liner. Chimney air space clearances. These are the air spaces required to be found between the exterior surface of a masonry chimney, and adjacent combustibles. Interior chimneys require a 2” air space, exterior chimney a 1” air space. Often these airspace clearances are not maintained. Examples would be framing of the home in contact with the chimney, or an exterior chimney flat against and in contact with (or less than
14 S W E E P I N G January 2020
1” from) the sheathing of the home. There are a couple very specific exceptions to these airspace clearance requirements, and it’s important to understand these. Certain materials are permitted to abut the chimney on the edge, like trim, drywall or sheathing. And while these materials are permitted to abut the chimney, they still must maintain a minimum required distance or clearance from the inside surface of a flue liner and/or firebox. So when we talk about these chimney air space clearances, we are generally referring to framing, and other materials flat against or near the chimney. And for solid-fuel burning applications, these chimney airspace clearances must be maintained, or insulating the liner as per the manufacturer’s instructions is required. When properly insulated, a stainless steel liner will reduce these chimney exterior air space clearances to 0” for solid fuel burning applications. These chimney air space clearances are not always visible or able to be confirmed, which may seem like a challenge. Liner manufacturers have helped us with this in recent years, providing language in their installation instructions that states that if chimney clearances cannot be confirmed, insulation is required for solid fuel burning applications. In short, if we can’t confirm clearances, we can’t assume they’re maintained. The liner manufacturers direct us to assume that they’re not.
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While there is normal operation safety and performance benefits to insulating, the biggest benefit may be the protection provided during a chimney flue fire. Chimney flue fires can turn into structure fires, if chimney air space clearances are not maintained. UL listed stainless steel liner to undergo testing that simulates chimney flue fires. The insulation prevents the transfer of significant heat to adjacent combustibles that do not meet clearances, thus helping prevent a structure fire. When it comes to manufacturer’s insulation requirements, not all liners are listed and tested the same. This is important to understand. Some brands/models are only tested with insulation (for solid fuel), so even if chimney air space clearances are met, insulation is required. We need to make sure we know and follow the requirements of the brands/models of liners we install.
16 S W E E P I N G January 2020
Next let’s look at appliance requirements. Though rare, there may be appliances that specifically require an insulated liner system, or specifically require an insulated liner in certain conditions. These could be solid fuel, oil or gas appliances. When proposing a stainless steel liner installation, we should always check the venting requirements of the connected appliance(s). The last thing we’ll look at is state or local code requirements. National codes and standards don’t generally provide insulation requirements. As discussed, insulation requirements are provided by the liner manufacturers, and at times, appliance manufacturers. But there are certain states and local jurisdictions that have implemented their own insulation requirements. The most common state or local requirement is insulating liners in all exterior chimneys, regardless of fuel. This requirement is typically more common in colder climates. Though not a liner or appliance manufacturer requirement, it is still necessary as the local code will require it. If we’re not sure, we can contact local and state officials for more information.
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Some final thoughts on insulating stainless steel liners: Just like insulation may be a requirement, there are also requirements for the insulation method we use. Poured insulation mixes always require a minimum 1” thickness of insulation all the way around liner. If this is the installation method we choose, we need to make sure the chimney has enough room for the 1” thickness, and that we can keep the liner centered to maintain it. If we are field wrapping the liner, solid fuel applications will require a minimum 1/2 inch thickness of wrap insulation, and we have to make sure that the insulation is secured and protected with mesh. We also have to be sure that the chimney flue is large enough to not damage or remove the insulation during the install.
The latest innovation in liner insulation is pre-insulated liner. This method has a layer of blanket insulation secured to the inner liner, with a second or outer liner pipe on the outside of the insulation. This is essentially a double wall flexible insulated liner pipe. The outer pipe is stainless steel or aluminum, depending on the manufacturer, and these pre-insulated liners are UL listed. This discussion shows us that there are multiple factors that affect insulation as a requirement, and that this requirement may be for one or more reasons. It’s important that we check these requirements for each install.
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18 S W E E P I N G
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January 2020
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Upcoming
Events
January 2020
January 11-12, 2020 Massachusetts Chimney Sweep Guild’s Winter Extravaganza MCSG will hold their 40th Anniversary Celebration Join in the fun with membership meeting, speakers, raffle, awards and banquet! Southbridge Hotel & Conference Center Southbridge, MA (MCSG special rates available) For more information, please call Dave Hannah at (413) 887-2374 or visit www.mcsguild.org
Quality & Strength The Superior Features You Expect From Gelco: Embossed or cross-braced lid for more strength & stability.
February 2020
20 S W E E P I N G
February 19-20, 2020 Warrior Leadership Conference Join in for motivational and business speakers while raising money for veteran organizations that help veterans experiencing PTSD and TBI. The Westin Dallas Downtown Dallas, TX For more information, please visit warriorleadershipconfrence.com February 20-22, 2020 Chimney Expo Join in the fun with speakers, training and trade show. Valley Forge Casino King of Prussia, PA For more information, please email contact@ certifiedchimneyprofessionals.com or visit chimneyexpo.com February 20-23, 2020 North Carolina Chimney Sweep Association Winter Continuing Education Weekend CSIA Certified Dryer Exhaust Review & Exam (Contact CSIA for EXAM registration only) Join in the fun with speakers, training and auction. Waynesville Inn and Spa Waynesville, NC For more information, please contact NCCSA 980-7219943 or visit ncchimneysweeps.com
April 2020 April 1-4, 2020 NCSG Annual Convention The Rosen – Orlando, FL For more information, please call (317) 837-1500 or visit http://www.ncsgconvention.org
January 2020
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Coach’s
Corner Jerry Isenhour
After the First of the Year
O
ne of the most common statements that we hear in the latter part of any year is “I will get to that after the first of the year”. People from all walks of life use this statement. For some reason the new year is often conceived as the starting point for change or a time of implementation of new ideas and processes. Do you have these same thoughts, that the new year is the time to start these processes? But to make the most of the new year, and to implement the changes we see in our business and personal lives takes the time to reflect on the year that is coming to a close, here are a few areas to concentrate on to make the changes in the new year that you wish to change from a dream and to a reality.
Review Your Numbers Any business expert will share with you the importance of knowing your numbers. This is critical data that you should examine throughout the year, and from this analysis you can make the strategic decisions that make radical changes to your process. Knowing your numbers is a lot deeper than just looking at your P&L statement. It means you know where your income is coming from (the demographics of your customer base) and what is producing and what is not. Many times we look at QuickBooks and other bookkeeping programs as a way to do bookkeeping, but a knowledgeable CFO can examine the data (if properly set up) and assist in making the strategic decisions that are required to be on top of the strategic business planning.
22 S W E E P I N G
Review The Waste January 2020
Every business has waste. Many times, the waste is the largest
drain on the profits. If you don’t have a system of tracking your waste, then it is simply a guess. The effective manager knows the waste dollars, the percentage of income that went down the drain due to waste, and formulates strategies to turn waste dollars into profit dollars. Any waste found can be converted straight to the bottom line of the business.
Systems Review Ever since reading the E-Myth and meeting the author Michael Gerber, I have been enthused on how Standard Operating Systems should be a part of the operating of each business. Mistakes commonly can be traced back to 3 different reasons (1) There is no system in place (2) The system was not followed (3) The system is wrong. From his teaching, I embarked on a voyage of how to do the systems process which is detailed in my book Standardizing Standard Operating Systems. I would love to provide you a copy of this in an electronic format. If you would like a copy, just email me at jerry@cvcsuccessgroup. com and let me provide this as my gift to you to assist you in the systems process.
Education Review This world is changing fast, and the chimney and venting industry is no different. In today’s world, you must develop the processes to take raw recruits and turn them into experienced tradespeople in record time. This is complicated due to the lowered mechanical aptitude that we often find in today’s job applicants. Today the opportunity to obtain training for every member of your team is available from a vast number of choices via the internet. Is the new year the time you will put
together the onboarding and training platforms to take every member of your team to a higher level of expertise? A part of your 2020 plan should be a well mapped out and properly budgeted education plan to cover the needs of your business as it evolves into the coming year. Quite plainly, the higher educated a workforce is, the higher level of culture that exists if the team has the leadership. FUNDING: Have you built a business that can weather an economic downturn? We have been through the longest period of economic upturn in the history of our nation. But history proves that economies are a story of upturns and downturns. One of the strengths of any company is the ability to weather and survive a sharp economic downturn. It was only a little over ten years ago that this occurred, and many did not survive the last one. Every business should have the reserves in place to survive when this happens and be tracking their trends to see if this is a coming onslaught that could demolish you and yours.
Leadership How good of a leader are you? Are failings due to leadership, which has driven the wrong culture into place and a culture that is building a brand that may not be what you envision? Not only does your team need training to meet the evolving needs of your customer base, do you need leadership training to meet the needs of your evolving workforce? Likely as you read this, you may have other areas that you need to review in your business and personal life to make the most of the year 2020 and beyond. The following are a few steps I would suggest you take into consideration of implementation in January 2020.
the Weaknesses, the interior weaknesses of our business. Next is a review of the Opportunities; this is a review of the market we are in and opportunities we may have that we have not set up to go after. The last is Threats; these are the things that may threaten you and your business that lurk out in the real world. An effective SWOT requires an experienced facilitator to stay on track and to obtain the best results from this, and how these fit into the strategies you will employ in the coming year.
Annual Retreat The annual retreat is where the management team of the business checks out of the business for the day. This is where we take a hard look at the road we have traveled, the pains we have suffered, and the successes we have had. This needs to be in a location where there are no outside distractions, the phones don’t come in the room, we gather for this with our minds on one thing, and that is the review of the data of failure and success and with a goal of turning failures into successes as you move forward. In closing, as you approach and move into 2020, what are your strategies to move your business
23 S W E E P I N G
SWOT Meeting The SWOT is where we examine the four important aspects of our present business model. In this we examine the Strengths; these are interior strengths of the company. We also look at
January 2020
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. A Past President of NCSG & CSIA, along with serving in several volunteer industry positions over his career. 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.cvcsuccessgroup.com He can be contacted at jerry@cvcsuccessgroup.com or by phone at (704) 425-0217. You can also obtain great business tips from his Facebook page CVC Coaching and YouTube channel CVC Coaching.
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closer to your business dreams? How will you move and position yourself as the community authority in the products and services that you offer? To move your dreams it will likely require you follow the advice of Gerber in The E-Myth, the following is my personal take-away from this book: You have to work on the business, not just in the business if you are to make the business into what you truly envision it to be. Until next month, thanks for taking the time to read my thoughts. My wish is that this will have an impact on you and your business in the year 2020.
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January 2020
S W E E P I N G
Meet A
Member ember
Tedd Cuttitta Meet Tedd Cuttitta of NY Fireplace Designs Inc. in New City, NY. Like many of our members, Tedd got his start in the industry from a family member, and has since learned a thing or two about what it takes to be a successful chimney sweep. What is a question you get asked most about being a chimney sweep/chimney sweeping/ the industry? Do you know Mary Poppins? How did you get started in the industry? My aunt sent my mother an ad for becoming a chimney sweep, which was meant for me as I was delivering, installing and selling wood stoves and fireplaces as a helper. However, my father was looking for something and HE decided to try his hand at chimney sweeping. When he got hurt falling off a ladder I was asked if I could do it, and as it turned out, I could. We became partners until he retired.
26 S W E E P I N G
What advice do you wish you had received when you were getting started? It’s hard to answer this question. My father and I had different dreams, different goals‌but if I had to pick one piece of advice it would be on how to manage finances.
January 2020
What is the biggest challenge you face on the job? What are your best strategies for overcoming it? One of the coolest things about this business is it is all about challenges. There is no part of the day and no part of the job that does not require your ability to problem solve. You must always thinking creatively, open to any and all possible solutions. The best strategy for
overcoming any aspect of the business or the job at hand is to, 1. just relax and think you way through it, and 2. ALWAYS find educational and training classes. After 40 years in the business, I still think I have more to learn. Just like lawyers have a practice, I like to think of myself as a practicing chimney professional. Who was your most famous customer? I have many, but here’s a short list: Al Pacino, Ellen Burstyn, Bill Murray, Mike Nichols, Diane Sawyer, Jimmy Buffet, and many more. I did make Bill Murray laugh…that was fun.
Energy-SavingDampers Energy-Saving Setting The Standard For
Quality & Durability!
Have you ever attended NCSG Annual Convention & Trade Show? If so, what was your favorite takeaway? My first convention was in 1980 and I have been to most, but not all. I love that there is a brotherhood I belong to and their willingness to help each other both professionally and personally. What is your proudest accomplishment? In 1980, we were still deciding on what we should name this organization. I was one of the people who got to vote for the name “national chimney sweep guild” and I take a lot of pride in that. It is nice to know I had a small hand building this Guild at the beginning. Have you ever had to make your own tool to solve a particular problem? Sure, in the early days you had to cause they didn’t exist. I just made one this week (but I can’t tell you because it’s a secret). Weirdest thing you have ever found in a chimney? 26 dead turkey vultures…all in one flue. What do you like to do outside of work? Ski, go to the shore and bodysurf, pretend I can play my guitar and sing, listen to music, but mostly look for a way to laugh. What is, in your opinion, the most valuable part of being a member of the National Chimney Sweep Guild? The men and women who become your friends.
Superior Design • Permanent Cast-Aluminum Construction • Easily Mounts Atop a Flue Tile • Silicone Rubber Prevents Energy Loss • Easy Opening with Power-level Assist • Less Fraying Due to Larger Diameter Cables • Low Profile to Maintain the Authentic Look of the Chimney
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January 2020
27 S W E E P I N G
Into our Mentor Membership 1 Come to Convention 3 Opt Program
Memo
By Annemarie Stockton Membership & Outreach Coordinator
Dive right into the heart of the industry at the NCSG Annual Convention! In addition to the excellent education opportunities, you will be surrounded by peers, colleagues, and friends both new and old that make up our wonderful guild. Want to have a direct hand in making the convention a success? We have many volunteer opportunities, and most are less than an hour which gives you plenty of time to sit in on a seminar or gather with friends. You can also lend your support by being a sponsor! Whatever route you take, you won’t regret attending. To check out all of the buzz before, during, and after convention, join the NCSG Convention 2020 Attendee Hub on Facebook!
Whether you are new to the industry or just looking for some extra advice, the NCSG is here to help you gain the knowledge you need to increase your success. Our mentor program is aimed at connecting longtime, experienced chimney professionals with individuals who are seeking additional information and guidance. Opting into this program is just another way you can elevate your business, learn some tips and tricks, and connect to the larger chimney community. Any interested mentors or mentees are welcome to apply!
Get The Greatest 4 Technical Resources ROI On Your Membership 2 Better Your Business NCSG is here to connect you to some of the best business education in the industry! We are excited about the launch of the NCSG Brainery. NCSG Members have access to a selection of some of the best classes offered at previous conventions for free. Simply log in to the members only section of NCSG.org and choose the course you would like to take. Best of all, these courses are good for CEUs to help you renew your CSIA and NFI certifications. And don’t forget all of our other, long-time business education benefit providers: Spark Marketer, Market Hardware, CVC Success Group, and Grandy & Associates!
28 S W E E P I N G January 2020
Get some coveted advice from a team of expert technical consultants with the Technical Advisory Council Phone Line. From questions on codes to installation and everything in between, there’s someone with guidance on almost any issue. Often referred to as one of NCSG’s most valuable benefits, the member discussion lists are forums for peer networking, technical resolution, sweep-to sweep referrals, and occasional nuggets of industry trivia. The NCSG Discussion List and Facebook group are free to you as an NCSG member but worth a ton more!
Roydhouse Round Up
Ok so you have your CSIA Certification, IRW and Chimney Physics, what’s next?
by Chuck Roydhouse, CSIA President president@csia.org
“ The Secret of Joy in work is contained in one word - excellence - to know how to do something well is to enjoy it” - Pearl Buck Happy New Year! By the time you are reading this, we should be most of the way through the busy season. Hopefully everyone had a respite and was able to enjoy some time with family and friends during the holidays. Start your new year off right! CSIA has the tools and training, both hands-on and academic, to help you succeed in 2020. The issue theme for this month is lining with stainless steel. Understanding draft, flow, time and temperature must be mastered when choosing a liner repair and replacement. How you convey this message to your customer with proper and correctly documented information is the key to finding the appropriate fix complying with all national, state and local codes.
First ever CSIA Business Symposium January 27-28 at the CSIA Tech Center in Plainfield, IN Headliners: Mark Stoner- *Managing your organization for growth *Setting Yourself Up to Win * What Does a CEO Look Like? Taylor Hill- *Managing Cash Flow for Profit Every Year * Why Stories Matter in Business and Life Tiffany Perkins- *Brand Marketing Through Social Media Kent Wesley- *How to Turn Hiring into Your Company’s Biggest Strength
What courses do you need to enhance your professional portfolio? CSIA Inspection and Report Writing (IRW) and Chimney Physics The IRW course will be offered January 13-14 and August 3-4. Chimney Physics is January 15-16 and August 5-6. These courses fill up fast, so do not delay. Register today.
January 2020
Well your technical training only gets you so far. To succeed, you must be profitable no matter the size of your company. If a company does not make a profit, they will not last in any business. Our industry is in need of business training. CSIA credential holders have made this request and CSIA delivers.
Chuck Roydhouse- *You Don’t Have to Be Big to Make Money *How to Save and Make Money Through Safety Please join us for some full-bore business training with lots of ROI. All are welcome! You can register at CSIA.org/events.
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October 2019 Now you have the technical, hands on, science, documentation and operational tools for running a fruitful business. What else is needed? Safety! Installing liners requires roof access and to win the day one must employ all safety measures so we get the job completed and go home to our loved ones.
CSIA Ropes Course June 26-27 Tennessee Fire and Codes Academy in Bell Buckle, Tennessee This is a 2- day course designed to teach chimney service technicians how to safely set up fall protection systems before leaving the ground. You will be taught how to access any pitch roof without lift trucks or roof ladders in a safe manner. This is the only course of its kind taught by OSHA Certified Instructors.
As you can see, we are serious about your education, safety, and success, be that your initial training and certification or continuous matriculation for excellence. In real estate, it’s location, location, location. In our industry, it’s education, education, education. We are the Chimney Safety Institute of America and the Chimney “Success” Institute of America, as well. “Excellence is not a skill. It is an attitude” - Ralph Marston CSIA Is The Standard of Excellence in the Chimney and Venting Industry!
Chuck Roydhouse President CSIA
CSIA Reline Seminar March 31, the Tuesday before the NCSG Convention, in Orlando, Florida Four hours of in-depth training on lining with stainless steel taught by CSIA Director of Education, Russ Dimmit. Russ is a well- known and respected expert in the field of stainless steel liners and installation. CSIA National Training Academy Lastly, if this is all new to you and you are not sure where to start, let me suggest our revamped CSIA National Training Academy. Let our team of accomplished and respected instructors show you the way and earn your CSIA CCS certification. We have CSIA National Training Academy dates for 2020: February 3-8, April 27-May 2, June 22-27, August 17-22 and September 14-19.
January 2020
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www.CSIA.org
NEW CERTIFICATIONS
California Tyler Fields White Glove Chimney and Duct Redding
Tennessee Bryson Woodall Ashbusters Chimney Service Inc Smyrna Virginia Macon McCoy All American Chimney Services Rustburg, VA
Errol Davis The Chimney Specialist Costa Mesa Tyler Taves Mike’s Mobile Screen & Chimney Service Stockton Georgia David (Garrett) Hainer Chimney Solutions Alpharetta Massachusetts Wellerson (Johnny) Marongio Sweepnman, Inc North Redding
Colorado Peter Wall The Chimney Doctor Grand Junction North Carolina David Tremmel Dave’s Dryer Vent Cleaning LLC Fayetteville Nick Vilardo Smoke Alert Garner
New Jersey Sean Felgar Felgar Chimney Sweeps Colonia South Carolina Jonathan Perdue Jr. Ashbusters Chimney Service Inc Ladson
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The CSIA Master Sweep designation is an important step forward in the history of the Chimney Safety Institute of America. It provides recognition to those Sweeps that have shown true dedication to their craft through continued education and training. This designation is one all CSIA Certified Chimney Sweeps and chimney professionals should strive for and plan to achieve. Have you been certified for a while and feel like you’ve been keeping up with your education and training? You may be closer to qualifying for this credential than you think! Check out the list of requirements at www.CSIA.org/MasterSweep to plan your training.
Get Certified or Renew
CSIA National Training Academy
Certified Dryer Exhaust Technician Review and Exam
Certified Chimney Sweep Review and Exam
2-Day Certified Dryer Exhaust Technician Workshop
Waynesville, NC | Feb 20 Orlando, FL | Mar 31 A great business opportunity or add-on service for your company. Make a Mint with Dryer Lint.
CSIA Tech Center | Feb 3-8, Apr 27-May 2, Jun 22-27, Aug 17-22, Sept 14-19 Get certified through the only hands-on training of its kind. Classroom, lab, and hands-on instruction over six days from the nation’s best instructors.
CSIA Tech Center | Jan 23-24, Oct 7-8 In this class, you will learn how to diagnose, reroute, clean and rebuild a dryer vent system.
CSIA Tech Center | Jan 17 Scranton, PA | May 15 King of Prussia, PA | Feb 19 Richmond, VA | Aug 7 New Orleans, LA | Mar 13 Albany, NY | Sept 11 Orlando, FL | Mar 31 Atlantic City, NJ | Oct 9 In-Person review to prepare a technician for the certification exam. Earn or renew your credential.
Safety Training
Ropes Course
Masonry & Gas
Nashville, TN | Jun 19 New Cumberland, PA | Jul 27 Approved by the American Heart Association. You will receive a 2-year certification. Learn how to provide basic First Aid care to a sick or injured person.
Silica/Respiratory Protection
Manchester, NH | May 4 CSIA Tech Center | Jul 16 New Cumberland, PA | Sep 9 Learn how to identify a potential hazard, and the corrective action to take for that hazard.
OSHA- 10 hour
CSIA Tech Center | Jul 13-15 This class will help you identify and reduce the risks associated with the common safety hazards found in the chimney and venting industry - on the job and in the shop. You will also learn to write effective safety plans for the topics covered in this course for you and your team.
Basic Gas Appliance Service
Waynesville, NC | Feb 22 This course will cover types of appliances, fuels, venting, burner and ignition systems and installation planning.
Masonry School
Richmond, IN | Feb 24-28, Aug 10-14 This five day course will take the attendees from the basics of brick and mortar characteristics to advanced skills in a week long class that combines classroom theory with extensive hands on practice with one on one interaction with the instructor.
Inspection and Report Writing
Advanced Education
CPR / Hazardous Waste / First Aid
Bell Buckle, TN | Apr 21-22, Sept 24-25 Learn how to safely set up fall protection systems before you leave the ground. Learn how to safely access roofs of any pitch.
CSIA Tech Center | Jan 13-14, August 3-4 Enhance your inspections and improve your service with better reporting for your customers by learning the latest industry practices.
2-Day Chimney Physics
2 Day Masonry
Hudson, NY | Mar 18-19 Nashville, TN | Jun 29-30 Finksburg, MD | May 7-8 Raleigh, NC | Aug 26-27 Intensive 2-day class combining classroom theory and hands-on projects. Learn brick and mortar basics, and all aspects of chimney repairs.
Gas Class
CSIA Tech Center | Jul 20-24 5-Day course covers service and installation, appliance standards, combustion requirements, pipe sizing and installation, troubleshooting, carbon monoxide testing, and fuel conversion. Concludes with the NFI Gas Certification exam.
Basic Chimney Dynamics
Waynesville, NC | Feb 22 The technician will learn about proper venting system design and sizing and common venting problems. This class will cover the house as a system and pressure problems causes and solutions.
CSIA Tech Center | Jan 15-16, August 5-6 Learn the science of home venting and how the home works as a system of moving parts and air to influence home heating and venting system success.
Reline Seminar
Business Symposium
Learn Anytime, Anywhere
CSIA Tech Center | Jan 27-28 This All-Star group of speakers and business consultants have taken many businesses to new heights of operational efficiency and profitability, and might just have the next tip to take your business there, too.
Orlando, FL | Mar Apr 131 This seminar will teach the attendees the why, when and how of stainless steel relining.
Visit www.CSIA.org/eLearning
Visit CSIA.org for more info & CEUs. All dates subject to change.
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January 2020
New
Members
MARYLAND Ace Chimney Sweeps, Inc • Richard Creswell • Elkton
VERMONT Catamount Chimney Service LLC • Aaron Wolfe • Fletcher
NEW JERSEY Air Pure Mechanical Group • Kathy Trumble • Hamburg
NORTH CAROLINA Nexus Chimney Services, LLC • Gene Herring Jr. • Holly Springs SOUTH CAROLINA Valet Clean • Jamie Pike • Summerville
Top Hat Metal • Mark Stoner • Smyrna
VIRGINIA Southern Charm Painting, LLC • Dustin Brown • Huddleston
WISCONSIN Airtite Exteriors, LLC • Mark Rider • Wauwatosa Pinnacle Masonry • Ken Garza • Twin Lakes
REGION
NEW HAMPSHIRE Tony’s Chimney LLC • Anthony Jancetic • Grantham
REGION REGION REGION
REGION REGION REGION REGION REGION REGION REGION REGION REGION
1 214243253536 ARIZONA Chim Chim Cheroo LLC • Curtis Johnson • Laveen WASHINGTON Chimcare Seattle • Harold Castleberry • Seattle
REGION
TENNESSEE Four Seasons Fireplace and Chimney Inc. • Dion Martorella • Knoxville
REGION
REGION REGION
REGION
REGION REGION
4 54 5 65 6 6 PENNSYLVANIA J.C. Heating • Joseph Clemenson • Levittown
33 S W E E P I N G January 2020
Around the
Tech Center. Megan McMahon
Executive Director
34 S W E E P I N G January 2020
Cheers to the New Year! With the start of the New Year, CSIA is proud to offer the first ever Business Symposium January 27-28, 2020. This All-Star group of speakers and business consultants have taken many businesses to new heights of operational efficiency and profitability and might just have the next tip to take your business there too! We hope that you will consider joining us for this one of a kind event! BUT WAIT! That is not all! Check out the full course calendar for ALL the new courses CSIA has in store for 2020 that you will not want to miss: https://www.csia.org/ eventcalendar.html We hope to see you at one or more of these great opportunities in 2020.
New Year, new team member! The Tech Center crew recently welcomed our new Office Coordinator Natalie Spruell to the NCSG/CSIA team! We are so thankful to have her with us and are excited to continue to strengthen our team to continue to provide exceptional service to the industry! Natalie’s role will focus largely on the following: • Vendor and resource management • Payment processing • Retail operations • Classified ads • General inquiries • Convention planning We are looking forward for you all to meet her in Orlando in April and welcome her to the family!
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! Regular 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 Charissa Mahaffey at cmahaffey@ncsg.org or 317-837-1500.
Looking for a career change or an opportunity to move up in the Washington, D.C. region? Join us at Priddy Chimney Sweeps, a growing firm that offers sweep, repair, and artisanal masonry services across the Washington, D.C. metropolitan region. With a 37-year history of providing outstanding service and one of the most recognized sweep brands in the region, Priddy proudly remains family-owned and female-led, two qualities we believe help us deliver better than our competition. We are hiring both apprentice and experienced sweeps, as well as masons. We pride ourselves on offering well-defined career paths and attractive compensation packages. If you would like to learn more, take a quick look at our website at www.priddyclean.com to see what we’re about. You can submit an application in the Careers section of our website or email us at Careers@PriddyClean.com. CHIMNEY SWEEP & REPAIR COMPANY FOR SALE Central/Northern Virginia Established 1981 2017 revenue: $ 1,008,000.00 2018 revenue: $ 1,083,000.00 All equipment and vehicles convey Operations and management staff to remain Turn-key operation Secure long-term lease for offices and warehouse Owner financing with 25% down Sale price: $ 450,000.00 Call 540-272-3485
35 S W E E P I N G January 2020
Darwin
Award “Our Tech Zachary Huff came across this one in Northern Michigan.” - Matt Scheller of Smokestack Sweep in Howell, MI See a chimney in your area that had you scratching your head? Send it to the editor, Darcy Marlett at dmarlett@ncsg.org for publication in Sweeping. Include a few words about the scene and location.
Ad Index 36 S W E E P I N G
Ahrens Chimney Technique 800-843-4417 ahrenschimney@qwestoffice.net 23 Approved Industries 866-439-0069 info@approvedindustries.com 19 Blue Collar Enterpreneur Magazine 413-887-2374 www.magazineforbluecollarentrepreneurs.com 24 Chim Cap Corp 800-262-9622 info@chimcapcorp.com 11 Copperfield 800-247-3305 www.copperfield.com 7 CVC 704-425-0217 jerry@cvccoaching.com 4 Duct Cleaners’ Supply 800-634-2822 4viper@ductcleanerssupply.com 25 ENERVEX 770-587-3238 www.enervex.com 8 Firesafe Industries, Inc. 800-545-6607 www.firesafeinc.com 18 Gelco www.gllchimneyproducts.com 20 ICP 508-695-7000 www.chimneycaps.com 5 Lindemann Chimney Company 866-629-8006 www.lindemannsupply.com 9 Lyemance www.gllchimneyproducts.com 27 National Chimney 800-897-8481 www.nationalchimney.com Back cover New England Chimney Supply 866-513-2378 www.newenglandchimneysupply.com 17 Olympia Chimney Supply, Inc. 800-569-1425 www.olympiachimney.com 15 Sand Hill Wholesale & Mfg., Inc 800-258-5496 www.sandhillwholesale.com 10 SnapLok Rotary Sweep Systems 702-790-4197 www.snaploksystems.com 21 Z-Flex 800-654-5600 sales@z-flex.com 16
January 2020
ABOUT US
las, Texa
Downtow n Dallas
Darin Bibeau President/Owner of National Chimney and Rob Lindemann CEO of Lindemann Chimney have partnered up to form the ultimate business and motivational experience of 2020. Join us on Feb 19 - 21, 2020 for the Warrior Leadership Conference at The Westin in Downtown Dallas, Texas. Come learn from professionals and listen to leaders across multiple industries, while raising money for veteran organizations that help veterans experiencing PTSD and TBI. Don't miss out on this truly incredible event!
WHY ATTEND
The Warrior Leadership Conference is truly a “Don’t Miss” event. It contains multiple Key-note speakers from around the Country providing positive business insight and tips on improving the overall work force and ultimately how to make your business THRIVE!
SPEAKERS
in St Dal
2020
The Wes ti
st
1201 Ma
1921
th
s 75202
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Call us no w at: 800.897.8 481
WarriorLeadershipConference.com
Paul Blanchard Keynote Speaker
Susan LaBelle Entrepreneur - Event MC
Matthew Taylor Entrepreneurship Instructor
Johnny Quinn U.S. Olympian
Jason Sisneros Public Speaker
Kerry Jackson Retired Navy SEAL Officer