June 2012

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June 2012 Volume 36 #5

Table of Contents Features 11 How to Deal with Irate Customers

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14 Protecting Your Assets 16 Ideas to Help you through the Slow Season 19 Chris Prior Leads VACHP Workshop 25 Attic Ventilation

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Departments 3 Moving Forward 6 Editor’s Letter 8 Technical Q&A 10 Chimney Sense P.29

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).

12 The Coach’s Corner 18 Progressive Perks 26 New NCSG Members 29 Perspective 31 Darwin Awards 32 Classifieds

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

Public Awareness Task Force TBD

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

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

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

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

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

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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

TECHNICAL ADVISORY COUNCIL

Chris Prior Masonry Construction and Restoration and Priorfire Fireboxes 317-203-0088 x: 2

NCSG BOARD OF DIRECTORS 2011-2012

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

Megan McMahon Office Manager mmcmahon@ncsg.org

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

Debbie Cornelius Membership Development Coordinator dcornelius@ncsg.org

Candice Bradbury Director of Finance cbradbury@ncsg.org

Donna Lee Kasmer Program Coordinator dkasmer@ncsg.org

Moving Forward

JAY WALKER NCSG PRESIDENT

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ave you made your trip for continuing education this month? Or gone to some sort of business class to increase your knowledge? Or perhaps, gone online to take a course? I hope that each of you are implementing and striving to raise the bar within your own companies. As reported last month in the national survey, NCSG members are far more advanced and have greater income than other industry companies.

First and foremost, a director must be committed to the cause and have a passion or role to serve. Ask yourself “Can you contribute the time both at home/your office and commit to

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Continued board development training helps create unity within our team of

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Today, Tuesday, is the official CSIA board meeting. Tomorrow is a board development workshop with members of the NCSG and CSIA boards of directors led by an independent professional. Thursday is our NCSG planning meeting, and then we finish up on Friday with our officially-stated board meeting. I look forward to making changes within our strategic plan to get us on track for the next year or years.

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I’m writing this from the annual planning meetings of the NCSG and CSIA boards. Yesterday, I boarded the plane from Tallahassee, FL once again.

Destination: Headquarters in Plainfield, IN. CSIA granted me permission to sit as a guest in their annual planning meeting. I felt that it was imperative to attend, to remain abreast of one facet of the on-goings and changes on the educational side of the industry.

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I figured I would dedicate this President’s message to board development and hopefully give you some insight that may interest you to serve in the future. Each board member of the NCSG volunteers his or her time and knowledge to the creativity of change for the Guild’s members and also to increase awareness of the industry.

board members and is a benefit to each board member as well.

Board members learn to help the mission of NCSG and can benefit by increasing their own professional knowledge to help out in their own businesses back home. It always best to always seek new potential directors after assessing the skills needed to implement your current plan. You must recognize what you have with each director and what you need. It is imperative to have creative minds, not just executors. It’s hard to create a balance, but it’s always beneficial when it happens.

travel to regular meetings to dedicate yourself to the cause?”

Second you must always know the mission and remember who the Guild serves. Ask yourself “What attributes do I have that would be good?” and also take a moment to review your financial condition before the commitment. Before putting your name on a ballot, ask questions and attend board meetings to get familiar. Ask for orientation information to review. Perhaps at the next convention, we will have a dedicated time or class for those interested in learning more about board directorship. If you have questions about the board or board member duties, feel free to contact me or Randy Brooks (Governance Chair and Ex-officio).

Randy can be reached at hearthhunter@aol.com. Also, consider regular communication with your regional director and fellow members in your region.

Once in your seat as director you will be at the spring meeting soon enough. You will visit the current strategic plan that is used, monitored and updated. A must is to ensure that trust, open communication and transparency exist in all decisions.

There will be attendance polices, dress policies, timelines to accomplish specific actions and hopefully much communication.

Meetings must have an agenda and run in respect to directors’ time. No one wants to be there to discuss the fishing trip you had last week. There will be time for that after the meetings or by email on your own time. When you sit at the board table, prepare to listen, ask questions and communicate.

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My reason for focusing on board service this month is to hopefully inspire some of our creative minds among the voting members of the NCSG, and hopefully give insight to the possibilities for you to consider serving. We don’t need warm bodies to fill a chair, we are always are accepting nominations for elected positions and we also have in place the ability to nominate and confirm new board members outside of the regular elections as well.

Before I was elected to the board, I always tried to come early to convention to be able to attend the board meeting at the venue of the national convention and trade show. This somewhat helped me learn and view the process. I also flew out one spring on my own dime and spent time at the annual planning meeting and board meeting. I was welcomed as a guest and I must say, the time spent in those two days, helped me decide to put my name in the hat the following year. Please contact me if you’d like to do the same.

As always, sweeps luck to you and your family, and God Bless.

Jay Walker NCSG President

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Editor’s Letter

MELISSA HEEKE, CAE NCSG DIRECTOR OF COMMUNICATIONS

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elcome to summertime! This is traditionally a slower time of the year for customer calls requesting chimney sweeping, though it doesn’t have to be the slower time for your business. In fact, this is the time of year that you should be focused on improving your business for a stronger heating season.

If your company’s market is like the market for most home improvement service companies, you are focused on getting the attention of working mothers ages 35 – 54. Where are these educated decision-makers? They’re online. And you should be too. You need to be where your customers are. Sounds like a no-brainer, doesn’t it? Does your company have a Facebook account? Probably. What about Twitter? Maybe. How about Pinterest? According to AppData, “More than 97% of social photo-sharing site Pinterest’s Facebook fans are women.”

Higher-end brands like Nordstrom, Whole Foods and West Elm are on Pinterest. You can be there too. It’s free. It’s easy. It’s a great way to generate interest in your company among your

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prime market. Here’s the thing to remember when you’re using Pinterest or any other social media: Think like your customer.

Get in her head. What do you think she’s interested in? What does she want to know about her heating system? Is she a dreamer who is knocking around on Pinterest looking for home decorating ideas? Is she an environmentalist looking for tips and tricks to have a healthier home? Is she a penny-pincher looking for tips on how to save money long-term? You know your customers. Think like your customer and be where she is spending her time. You may be surprised by what you’ll learn from one another.

Speaking of learning, in this month’s issue, I hope that you’ll learn a few new tips on how to deal with difficult customers and that you’ll pick up a few new ideas to help you through these slower months.

Until next time,

Technical Q&A

Q

BY RETT RASMUSSEN, RASMUSSEN GAS LOGS NCSG TECHNICAL ADVISORY COUNCIL

Is a gas log set a cure for a smoking (non-drafting) fireplace?

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Yes and no. Most sweeps have worked on a fireplace that, despite applying a cap, trimming back trees, lengthening the stack and many other tricks of the trade, they just can’t seem to correct the drafting problem. Gas logs come to mind as a possible solution, but which kind you use can either continue the problem or provide a viable solution for providing a flame in the fireplace.

Vented gas logs are designed for their decorative replication of a wood fire. Pan burners used in most vented sets burn with a yellow smoky wood-like flame that produces soot. If the soot does not go up the chimney, it will go out into the room, which is a hazard to health and furnishings. If the fireplace has a drafting problem, a vented gas log set is definitely not a proper solution.

Vent-free gas log sets, however, are designed and certified to the strictest of all gas appliance standards (ANSI Z21.11.2).

This standard has the lowest carbon monoxide limits of all gas appliance standards. It also requires that no soot can be

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produced. Vent-free sets are designed to be used in fireplaces without a flue, which is equivalent to not having proper draft. Installing a gas log set designed and certified to the vent-free standard is definitely an option for a fireplace that does not draft.

Vent-free sets are limited to 30-inch set size and smaller, as the standard also caps the maximum gas input at 40,000 BTU/hour. Vent-free gas log sets are not a solution for larger fireplaces.

Other solutions for a non-drafting fireplace are to put candles, a stack of not-to-be-burned logs, electric logs or a plant. While all of these would fill the fireplace opening, they are by no means a substitute for a real flame. Chimney specialists should have a couple of “go-to” vent-free gas log sets in their back pocket to recommend to their clients with incurable smoking fireplaces so that they may enjoy the warmth of an open flame with the convenience of gas. Be sure to offer your client an annual safety and maintenance inspection of the gas log set and chimney, for a reasonable price, to keep an ongoing relationship with them.

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Chimney Sense

DENNIS DOBBS, NCSG TECHNICAL ADVISORY CHAIR

Listening

T

hose who have been in the business for many years may think you have everything about fireplaces figured out from every angle. Sometimes you may feel you have attended every class that has been taught on every fireplace subject. If you are like me, you are still eager and willing to learn more. I like to listen to those in our industry as they speak about their businesses and their service procedures. Keying in on phrases and new lingo seems to keep everything relevant and current with the times.

Yet there is another educational venue or area that maybe you haven’t considered and that is the conversation of your clients.

Before the first stage of the evaluation process, I like to have small talk with my customers as I travel back and forth to bring in my equipment from my work vehicle. This is when I learn of their background, family, occupation etc. I have realized that I had at times underestimated the IQ of my customers. Just like every other sweep, we deal with doctors, lawyers and engineer

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types and since we are near Huntsville, AL, where the Marshall Space Flight Center is located, we run into a lot of NASA engineers and scientists.

I was at one customer’s home and doing my best to describe how his fireplace’s smoke spillage problem could have occurred due to air flow and air currents through the home and was stunned. He used the term fluid dynamics, and began explaining to me that air currents are just like a flowing river that has rocks and other obstructions. The river can divide into many smaller currents and as they pass around rocks and fallen logs, these divided currents can develop into eddies (small circular rotating currents). He explained that air also flows like water through the interior home. Since that day, my procedure hasn’t changed but I listen more to what my customers have to say. Feedback from customers, whether housewives, farmers or even rocket scientists, can be valuable learning tools for you and the future of your business. You just have to listen.

BY RANDY BROOKS OF BROOKS CHIMNEY SWEEPING IN OJAI, CA

HOW TO: Deal with Irate Customers I recently had the very rare irate customer. You know the type, regardless of what you do to assist and service the hearth needs of these folks; they just keep getting under the skin. It is quite unusual in my 23 plus years in the trade to have to fire a customer, but that is just what happened in this case. The unique twist to this situation is that I have known these folks for the better part of my life. I went to school and played football with their son. I had my better judgment clouded by this relationship.

This business deal began with the parents of my longtime friend wanted

Mr. Soandso,

a gas stove insert installed in their fireplace. I gave them a deal they couldn’t refuse and a deal I never should have offered. Over the span of several years of growingly aggravating calls every year, I was forced into communicating through printed format. I recommend communicating this way under these circumstances as these types of consumers often try to paint you as an evil doer and make claims of unprofessional behavior on your part. The letter below sums up the details, I have changed the name to protect the identity of the irate.

12-21-11

It is with my deepest regret that you have been so dissatisfied with the service I have provided, free of charge for over five years and dozens of service calls. I have always appeared on demand, without an appointment being made and professionally answered all of your questions concerning the hearth appliance that we installed several years ago. I have tested for carbon monoxide spillage and there has been none, I have addressed odors and reports of fumes being produced by the appliance and found that aside from odors of lint and dust being heated and or insulation you crammed around your appliance being heated, there was none. I have had the appliance be accused of producing an oily film or residue that covered everything in your home and explained after investigation that your air purifier was the culprit. There have been visits related to the fact that the unit would shut itself off after several hours of operation and explained that this was due to the height of your existing masonry chimney and the need for the chimney to extend at least 12’ feet in total height which it doesn’t.

There have been other concerns as well that I have forgotten over the years, but any rate, I was always quick to stop by and address the issue of concern professionally.

The operators manual for this unit that was provided at the time of sale as well as the last time I serviced your appliance in March of this year, clearly require that you have the appliance serviced once a year. You have never had the appliance serviced prior to our visit on March 26th of this year despite our repeated recommendations. You have disassembled the unit yourself and removed the logs, vacuumed the firebox area and sucked up all of the media provided for the ember features. The logs have been broken during these “do it yourself” services and again the manufacture clearly indicates that the logs must be replaced and the unit not operated with broken logs. We “patch” repaired the broken log with a piece of wire last March as part of our “no charge “service. This was a Band-Aid fix in lieu of replacement. We likewise removed the massive buildup of dust that was causing the odor and cleaned the valve and burner area as required by Regency again in an attempt to make you happy.

Following the service that you ordered last March, I for the first time in all of these years presented you with a bill for the service provided. You called after more than a month had passed and expressed your displeasure with the cost of the service that took more than an hour to complete. You did offer to pay what you thought my time was worth and I just didn’t respond.

Out of respect for our longtime friendship, I chose to write off the unpaid invoice as a loss and decided at that point that future servicing of your appliance should be done by someone other than my company. I wish you both well in life and happiness and sincerely wish that you share a Very Merry Christmas with your family.

Sincerely, Randy Brooks www.brooks-hearth.com Private Hearth Fire Investigator, Court Recognized Fireplace and Chimney Expert, California State Licensed Contractor, # 750710 CSIA Certified Chimney Sweep, # 2580 FIRE Certified Inspector, # FP-006 NFI Certified Gas & Wood-Burning Specialist, # 133851 NFPA-211 Technical Committee Member

JUNE 12 SWEEPING 11

The

Coach’s Corner

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

Where’s The Exit?

I Gotta Get Out! You know when we get on an airplane, or we are in a public place (if one is smart), one always observes where the exits are located. When we fly we are even schooled in the preflight talk on where the exits on the plane are located. The over-riding reason is for our safety, IN CASE SOMETHING HAPPENS. In life there is one area where an exit plan will at some point be needed. We’ll need an exit from our working lives. In the case of a business owner, this will also likely involve our exit from the business. However just as knowing where the emergency exit is, having a business exit clearly defined, well in advance, is also a very important task. And it is not an exit that is as easy as saying “Hey, let’s just put a new door in.” The stark reality, for all too many, the exit plan sadly is DEATH! Many business owners have the concept. They think “Okay, I build a business, they (the buyers) come, and I will build this to a successful state. Then I will sell the whole shooting match and I ride off into the sunset to enjoy my golden years”.

In our industry, as we visit at conventions and other industry gatherings, many of the guys who were young whippersnappers in the formative years of the industry are now facing the prospect of retirement and wondering where they are going to get the money to do this.

All in all, it takes mapping out a clear and concise business plan that will see us through the balance of our lives and lets us enjoy the golden years. Hopefully we won’t need long-term health care or other issues. These situations, if not properly planned for, can financially floor many in our country today. But that is a social issue and today we are here to focus on the realm of the business owner (YOU) who needs to construct his exit plan that will serve him well.

Again, all too often the plan is “Hey, let’s sell the business.” Let’s look at the scenario of selling the business. What is it worth? What can we get? We actually put the business on the market and we get the price we want. Maybe we get $250K, maybe we get $500K

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or it goes to $750K or perhaps even higher. Even with these sums of money, what can be your annual yield on a return to support you in the golden years? Unless we make some risky investment choice, we get maybe 5-7%. Quite frankly, can you live and be happy on 5% annually from a $250K nest egg? Maybe we’ll have social security. You need to stop and look at the big picture and decide on a number that will support you in your golden years.

What do you want to do in your golden years, and what is the income per year that it will cost you to sustain this lifestyle? Is there travel? Perhaps a motor home or maybe sell your home and relocate to Florida or Arizona or another sunshine area?

What will this cost, and how do you plan to pay for it? And also how do you plan to sustain this income for both yourself and your spouse? Maybe you need to establish that monthly figure and make it a part of your plan to derive the number each and every month.

There are exit plans that can work. But just like any part of life, it is an area where we cannot wait until too late. Going to sell the business? Then plan 3–5 years to stage the business with the proper returns to make a NET PROFIT, not just what you pay yourself. Remember the buyer is looking for sustainable cash flow.

How many in this country right now look at their real estate holdings, their stock holdings and, quite frankly, the nest egg has somewhat dried up over the last few years? In many cases it not only dried up, it quite frankly withered away!

And all too often, the very real question to ask is “Are YOU the business?” Many have found themselves totally devastated when they actually move towards the exit and find that THEY are the true value of the business. Many times this results in a business that cannot provide the owner the retirement and the income he has dreamed of. In fact some have to continue to work three to five years before moving onward with their plans, and hopefully their health can take them to that point.

There are numerous ways that the exit plan can work and that it can be put into play. But playing with this strategy without in-depth knowledge can actually turn out to be one of the worst mistakes of the business owner’s life.

Look at yourself even as you are in your 30s, 40s or 50s. How would you be profiting today if you knew 20 years ago what you know now?

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I promote systems for life and for business; this is simply another part of the systems approach to business. You need to have this as a part of your management plan and style. How you will most easily find the exit? How will you know once you exit that you did not leave valuables behind?

As I recently wrote in a seminar I presented “ONCE UPON A TIME A YOUNG MAN STARTED HIS OWN BUSINESS…” I then went into various reasons why, but the next slide was when reality set in. The reality is THE BUSINESS OF BUISNESS IS A LOT OF WORK. But hey that is why you wanted your own business right.

That is why you decided you were the person to set your own destiny. Again, right?

So my closing words for you are, start the plan for your exit and decide what the exit will be now before you need it. Consult with the experts to help you get to the exit, and make sure the experts help you take all of your belongings through the exit door. The golden years can be the best years of our lives, the years we truly learn what life is all about, and the time that every day is a day of sunshine. And most of all, be prepared, business has a way of throwing curve balls into our plans, anticipate the curve.

With that good luck to you in your business endeavors, talk to you next month.

About the Author: Jerry Isenhour is an industry consultant and coach who authors a monthly article in Sweeping as a service to the industry. For more information about Jerry and how he can assist you individually in your quest for success, 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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BY BRIAN NOE, CHFCÂŽ, CLTC

Thinking About Protecting Assets from Claims of Creditors?

I

n previous articles we have discussed health care directives, wills, revocable trusts and power of attorney.

Congratulations if you have completed these very important documents or updated your existing documents!

All business owners have the concern of business protection.

In particular a concern over losing wealth or having a business and personal plan derailed as a result of a claim or lawsuit by creditors or individuals.

Regardless of the business cycle stage you are in; start-up, building, accumulating, or ready to keep/exit; protecting what you have for you, your family, and your key employees is worth the time to address.

Consider combining several of the protection tactics that will be discussed in this article to create a stronger more comprehensive protection strategy.

The first relatively easy and affordable protection tactic is to review your liability coverage, limits and exclusions. Do you have an umbrella policy on your home and vehicles? Are your employees covered if they drive your personal vehicle? What are your exclusions? Do you have full replacement coverage? How does the insurance company compute losses?

Performing a complete review of your liability insurance coverage with your insurance agent can save you time and money along with emotional stress by avoiding a future claim.

A second tactic to consider that may help protect assets is to avoid conducting business as a sole proprietor or as a general partner. Consider with the help of professionals if a Limited Liability Company (LLC), S-Corporation, or C-Corporation is the better option for you.

Note that LLCs are governed by state law which may vary from state to state. If you conduct business in multiple states check to ensure each state you do business in recognizes your home state’s LLC. A third tactic to consider that may help protect assets is to

14 SWEEPING JUNE 12

create multiple business entities if the separate businesses have legitimate differences. An example would be a Chimney Sweep business LLC, S or C Corp and a separate Real Estate business LLC, S or C Corp.

A fourth tactic to consider that may help protect assets is having business-owned employment and fiduciary insurance which can help protect you from claims by employees. Human Resource (HR) training regarding appropriate employee conduct may help as well. This type of insurance can also protect you if you are a trustee of a qualified retirement plan.

A fifth tactic to consider that may help protect assets would be creating wealth in an employer-sponsored qualified retirement plan. Under the Employee Retirement Income Security Act of 1974 (ERISA) the account of a participant of an employer sponsored retirement plan is generally not subject to claims of personal or business creditors.

For a single owner employee company it is unclear if a retirement plan has ERISA protection. Therefore it is important to structure an appropriately planned design to help insure your asset protection with your financial professional.

Exemptions to ERISA include but may not be limited to the IRS, a spouse owed alimony, or child support payments pursuant to a Qualified Domestic Relations Order (QDRO).

A sixth tactic to consider that may help protect assets is to create an Individual Retirement Account (IRA) or rollover qualified retirement plan money to an IRA. IRAs are governed by state law not ERISA. Most states have enacted statutes that protect IRAs entirely from creditor claims, and other states protect up to a certain amount of money. Claims by the IRS or pursuant to a QDRO are typically not protected.

A seventh tactic that may be appropriate for you is to create wealth in an exempt asset. Depending on state law, certain types of personal property may be exempt from claims of general creditors even if owned by the debtor. The most common types of exempt assets are life insurance, non-qualified tax deferred annuities, and a personal residence in a state(s)

that have a homestead exemption. Consult with a tax and legal advisor in your local jurisdiction as exempt asset definitions vary greatly from state to state.

Most state laws regarding “fraudulent conveyance” or “fraudulent transfer” are based on the Federal Uniform Fraudulent Conveyance Act.

Other tactics that may help protect assets from creditors are to title assets in the name of a spouse, create a joint tenancy with your spouse, or create an Asset Protection Trust. Due diligence is required with your professional advisors due to varying differences in state laws such as community verses non-community property states. In addition, there may be unforeseen future consequences such as divorce, exposure to spouse creditors, or death (a spouse may change your intentions of how you would want to pass on your assets, an especially sensitive issue in second marriages).

The specifics of the law regarding protecting assets from creditors vary from state to state. It is very important to consult with your legal, tax and financial professionals before developing and implementing an Asset Protection Strategy.

It is critical to establish your protection strategy as an ongoing part of your overall business plan and before you incur debt, claim, or lawsuit.

In general, state law prohibits an individual from either transferring property or converting property into an ”exempt” asset if the intent is to defraud creditors.

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 has accepted a Government position upon graduation in May 2012. Eric is ranked first in his class with a degree in Computer Science. 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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JEREMY BISWELL OF THE FLUES BROTHERS CHIMNEY SERVICE IN OVERLAND PARK, KS

Dude, Where’s My Business?

Ideas to Help You Through the Slow Season Dude, where’s my business? It has happened again, you’ve ran and ran through the fall, now the days are longer and the weather is nicer, and…….the phone has stopped ringing. What happened? I’ll tell you what happened, the same thing that happens every year! Now, what are you going to do about it?

Here are some tips and tricks to make your time successful: 1. The first step to any process is recognizing the problem.

Chimney sweeping, for the most part, is a seasonal business.

There I said it. We are a seasonal business. Accept it. Now get a game plan on how to deal with it.

2. With Step 1 in mind, start budgeting your cash flow for both your busy season and the off season now. Start a year ahead of time. Estimate your income and expenses and stick to a spending plan that will ensure your ability to survive all year.

3. Save excess profits from the busy season for living expenses during the slow season. This will keep you out of the hole until the next season starts. One way to accomplish this

16 SWEEPING JUNE 12

is working an extra few days during the busy season and banking the extra income from those days.

4. Consider pre-paying bills that are due during the slow season before year end while the checkbook is fat and you need the write offs. I always book my NCSG convention registration and travel before the year end. It’s nice to travel and not come home to stacks of bills from the trip.

5. Take time during the slow season to cut costs. The excess spending that takes place when we are too busy to pay close attention to finances is amazing. Can you reduce some bills?

Have you shopped companies for better deals on necessary expenses? Are there expenses you can turn off during the slow months and turn back on during the busy months?

6. This is a great time for training for yourself and your employees if you have them. The CSIA’s online course offerings are growing. This is education without the travel expense. If you don’t mind traveling, the classes at the Tech Center are worth their weight in gold. There are always

great regional offerings by sweep associations as well. Inhouse education and skills training are very, very valuable.

There are several also consultants offering these services to our industry.

7. Hire and train new employees. You can spend valuable time one-on-one with them and sharpen their skills to be turnkey money-making machines when the season hits. Set up a training center for in-house training. This way training is done in a controlled environment and not in the home of a paying customer.

8. Clean house. This can mean going through inventory, repairing equipment, selling off excess products, etc. The key is to get organized. Look online for opportunities with industry suppliers to sell excess supplies and other miscellaneous items.

9. Consider expanding your products or service so that you can acquire slow season income. The best add-on businesses are ones that you already have the equipment to do. For example, gutter cleaning, dryer vent cleaning, minor roofing repairs, roof cleaning and painting. Even handyman style work can be considered.

way to fit those needs? Track your experiments and keep score. You may be surprised by your findings.

15. Follow up on all of your jobs. Call all customers you have put a bid out on for the last few months. Find out where they stand. What their feelings are. Ask for the work.

16. Last but not least, focus on yourself. Spend time with family.

Visit a friend. Take a vacation. See a movie, go fishing, or better yet… DO NOTHING! Take a break. Relax. You deserve it.

The busy season will be upon us once again soon enough.

Just as the world turns, sweeping season will roll back around again.

Plan ahead for the next year. Use down time to perform maintenance on equipment, budget for the next year and get everything prepped for the season ahead of time, so that these tasks don’t take away from the time your business needs to maximize profits and efficiency during the busy months.

10. Start tracking your seasonal trends. It really doesn’t change much year to year. This will help you forecast the slow months and busy months before they happen.

11. Start an advertising plan for an entire year in advance. Yes, make next year’s plan now. Start the plan a month or two prior to the slow season.

Continue marketing strongly throughout the slow season. Use your seasonal tracking sheet to tell you when to turn up the advertising.

12. Advertise to your current client list during the slowest parts of the year. They are loyal and reliable. Best of all, they have bought from you in the past and know what to expect.

13. Network with other industries needing your services. Start collecting business cards of realtors, home inspectors, roofers, contractors, etc. Call them or send emails asking if you can come talk their company and do a presentation on chimneys.

Do this during the down time. Ask if they have any specific topics they would like to hear about.

Use the presentation for home inspectors power point provided by the CSIA. The work is done, it’s valuable information, and it is free for CSIA Certified Chimney Sweeps to download!

14. Try new things. We are entrepreneurs, aren’t we?

Pay attention to the type of customer that is calling this time of year. What are their needs? Is there a JUNE 12 SWEEPING 17

Progressive Perks

BY DEBBIE CORNELIUS MEMBERSHIP DEVELOPMENT COORDINATOR

Don’t Be Left Behind!

“Advanced Chimney Solutions is happy to say that with the help of the NCSG and their partnership with Market Hardware, a website was designed. Thanks so much for the continuing benefits the NCSG is providing to its members.”

Dina DePriest If you don’t have a website and aren’t engaged in social media these days you are truly missing out on growing your business and are actually probably losing business. Market Hardware has been providing Website packages and web marketing services for chimney sweep professionals as an NCSG member benefit since 2005. And now Market Hardware provides discounted Social Media Management packages as well.

ongoing management based on your specific needs and how much you want to be involved.

Do you have questions about using Social Media as a business tool? Call Market Hardware to find out how you can use Facebook, Twitter and YouTube to build your business. In 2012, 50% of your word-of-mouth referrals should come from Social media.

Market Hardware helps NCSG members in FOUR ways: • FREE Website & Web Marketing consultation – a $149 value.

• Website discounts up to $300 off – ONLY for NCSG Members • Seven different Website Packages from lowest-priced “Standard” sites to high-end “Ambassador” sites. They will work with your budget.

• Multiple options of “do it for you” Social Media setup and

Learn more about Market Hardware and their commitment-free consultation. Call 888-381-6925 or Email: NCSG@markethardware.com. Remember, in order to receive the discounted rates you must be a member of the National Chimney Sweep Guild.

2011 – 2012 SWEEPS ADVANTAGE COUPON PROGRAM Featured Coupons of the Month Look for the 2011 – 2012 coupon offers in the “Members Only” section of the NCSG website at www.NCSG.org. Here you will find information necessary to redeem these coupon offers and others from these participating vendors: AHRENS Chimney Technique • AirJet, Division of Continental Industries • Alpha American Company BAC Sales, Inc. • Condar Company • Copperfield Chimney Supply • Duct Cleaners’ Supply • Dynacote LLC • Earthcore Industries, LLC • Enervex, Inc.(formerly Exhausto) • Firesafe Industries • Fireside Distributors, Inc. • Hearth Classics • High Stepper, LLC • HY-C Company, Inc. • Lifetime Chimney Supply• Lindemann Chimney Supply • Longleaf Lighter Company • Matters of the Hearth • Meyer Machine & Equipment • National Chimney Supply • Neuex Hearth Products • New England Chimney Supply • Olympia Chimney Supply • SaverSystems • Smoktite LLC • SNEWS - The Chimney Sweep News • U.S. Fireplace Products, Inc. • Ventech Industries, Inc. • Wakefield Brush • Whitecaps • 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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Z-FLEX

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SAVE Up to $100-$500

15% of the total purchase price of any Isokern Fireplace Kit

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15% off the total purchase price of an Isokern DM44 or DM54 Chimney System

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Purchase $750 or more in Ventis Products (Class-A Chimney and/or single & double wall black stove pipe) – receive FREE shipping on entire order

SAVE Up to $700

Take 20% OFF a Standard ForeverFlex Stainless Steel Liner Kit

SAVE Up to $100

Take 10% OFF Multi-Flue Caps (Includes both standard and custom models)

SAVE 10%

10% Off Wakefield Brush Online Order

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SAVE Up to $899

Buy Four (4) Stainless Steel liner kits and receive One (1) FREE or equal or lesser value

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Buy Four (4) Flexible Oil Vent Connector Kits and receive One (1) FREE of equal or lesser value

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Buy Six (6) Z-Flex Aluminum Liner Kits and receive One (1) FREE of equal or lesser value

BY CHUCK HALL, VACHP PRESIDENT

Kneeling from left to right; John Kerr, Ben Schick, Kirby Ragland, Chuck Hall, Dave Newton. 1st row standing, left to right; Chris Prior,John Lyday, Justin McQuade, Ryan Van Houdt, Dave Johns, Rob Bucia, Evan Havers, Carlos Romero. Standing on wall L to R; Chad Black, Ryan McElraft, Wayne Van Houdt, Robert Wright, Rich Anderson, Jim Bostaph, Fernando Portillo.

Chris Prior Leads VACHP Spring Workshop This past April 12-14The Virginia Association of Chimney & Hearth Professionals held a masonry workshop in Gloucester, VA, near Yorktown. The project was a masonry fireplace constructed at the corner of a new stone patio. The design incorporated the Prior Firebox and the Prior Parabolic Smoke Chamber. Jim Bostaph of Black Goose Chimney in Newport News, VA, VACHP Treasurer and Workshop Coordinator, did a phenomenal job organizing this event; gathering support from sponsors, arranging for our instructor and of course handling the minutia of emails and phone calls to and from our 22 attendees. Great job, Jim! The instructor for the workshop was Chris Prior of Adirondack Chimney Company, Inc in Middle Grove, NY and he did not disappoint. Our hosts and homeowners for the project were VACHP Secretary Wayne Van

Houdt of Old Towne Chimney in Gloucester, VA and his lovely wife Terri who provided a wonderful atmosphere to conduct our workshop. There was plenty of space to lay out drinks, snacks and meals donated from our very generous sponsors.

Chris Prior was a wealth of information for new bricklayers and old ones alike, sharing techniques proven in the field.

Chris discussed and demonstrated the proper techniques and materials to lay out a fireplace and construct the base, firebox, smoke chamber and the outer structure all the way to the stone facade. He discussed the benefits behind the design of his firebox, the Rumford and the standard Franklin fireboxes that we find in homes every day. It was a treat to pick Chris’ brain about ways to “upgrade” these Franklin style fireboxes to more JUNE 12 SWEEPING 19

efficient fireboxes that generate more heat. All this information was sprinkled in while he was instructing anyone who would step up and take a turn with the trowel, while occasionally regaling us with jokes and stories from his very colorful career as a masonry contractor.

Instead of sending the attendees back to the hotel each night to fend for dinner on their own, VACHP President Chuck Hall of Winston’s Chimney in Arlington, VA fired up the two grills on hand and cooked marinated chicken breasts and bratwursts for dinner each night. We washed the feasts down with a wide scope of beverages including but not limited to, the barley, hops and malt variety. On Friday, the VACHP brought in an auctioneer during lunch and everyone had a great time bidding for liner kits, chimney caps, top sealing dampers, gift certificates and many other items donated by our sponsors. Nothing got out of hand and we all walked away with excellent deals on products we use every day. On Saturday we were treated to a smorgasbord of delicious Philippine cuisine from Wayne’s daughter-in-law and her mother. After lunch we put the finishing touches on the structure, started the stone façade, and tied in the patio knee walls on either side to become the outer hearth.

Good friends (some new, some old), great education with hands-on training, and plenty to eat and drink; what’s not to like? Thank you to our sponsors without whom this great time would not have been possible. Listed in no particular order; National Chimney Supply, Saver Systems, NCSG, Olympia Chimney Supply, Regional Chimney Supply, Lindemann Chimney Supply, Copperfield Chimney Supply, Wakefield Brush, Cobra Chimney Caps, Ahrens Chimney Supply, White Caps, ICP, High Stepper, CSIA, Wohler, CMS Credit Cards, Metal Fab, Lifetime Chimney Supply and Timburn.

For information on upcoming events by VACHP, consult our website, www.chimneysaftey. org or contact Chuck Hall (Charles@winstonsservices.com) or Jim Bostaph ( Jim@ Blackgoose.com).

50% More FlashSeal....Free Available at Participating Distributors June 1st

Get 1.5 Gallons For the Price of a 1 Gallon Promotional 1.5 gal size available at our participating distributors starting June 1st.

Offer available while supplies last. Call 800-860-6327 for more info.

For Sales Leads, Register Your Business on the New Chimneysaver.com 20 SWEEPING JUNE 12

CSIA Update Publication for CSIA Certified Chimney Sweep®s

Log in to the CCS & CDET Only Area on CSIA. org for These Great Resources: Trademarks in a variety of formats for your online and print projects!

• Buttons for your website • A customizable PowerPoint presentation for home inspectors • Inspection SOPs • Ladder Safety Tips • Chimney Fires: Causes, Effects & Evaluation (.pdf download) Prepared by Chimney Safety Institute of America- Chimney Fire Education and Research Task Force. A print version of this whitepaper is also available for purchase.

• Top 10 Woodburning Tips (.pdf download)

Annual Certification Requirements

www.CSIA.org

minimum of 9 CEUs. If your annual certification fee is not paid prior to your certification expiration date, your credential will be considered lapsed and you will immediately lose all rights and privileges of the CSIA Certified Chimney Sweep® credential.

The following terms will then apply if reinstatement of the credential is desired: If you do not pay your annual certification fee by your expiration date, the following timeline will begin: • Within 90 days from the date of expiration, if you submit payment in full for the annual certification fee, your credential will be reinstated and you will be considered in good standing as a CSIA Certified Chimney Sweep®, maintaining your original annual expiration date and certification number; • If more than 90 days and less than 12 months transpire beyond your expiration date, you will be required to test again and pay the current testing fee as well as

Upon earning the CSIA Certified Chimney

the annual certification fee. Doing so will

Sweep® credential, your certification

reinstate your previous annual certification

is valid for one year from your exam

expiration date and certification number. If

date. You will need to recertify annually

this happens you may be required to pay

by paying the annual certification fee.

your next annual fee within the next 12

This fee will be invoiced annually prior

months.

to your expiration date. Please note

• If more than 12 months transpires

that your credential will require renewal

beyond your expiration date, you will be

every three years by submittal of the

required to either participate in a CSIA

minimum 48 Continuing Education Units

approved certification review course

(CEUs) in accordance with the CSIA

or submit evidence of 9 CEUs that

Credential Renewal Policy or by passing

were accumulated during the time your

the certification exam and submitting a

credential was active. In addition you will

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be required to pass the CSIA certification exam. Upon successful completion of these criteria, a new certification number will be assigned and you will have a new annual certification expiration date.

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 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

Congratulations to Our New CSIA Certified Chimney Sweeps

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 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 Donna Kasmer at dkasmer@csia.org or (317) 837-5362 for more information and to bring CSIA education to your next meeting!

California Scott Swanson • Chim Chimney Professional Chimney Services • Sacramento Logan Johnston • Chimney Doctor • San Luis Obispo Colorado Scott Schuler • Einstein Enterprises / dba Service Monkey • Silverthorne Delaware Tim Christ • Byler’s Stove Shoppe • Dover Illinois Jeff Bearden • Lindemann Chimney • Lake Bluff Jimmy Fliris • Lindemann Chimney • Lake Bluff Derek Schafernak • Lindemann Chimney • Lake Bluff Angelo Flamingo • Ottawa Masonry, LLC • Ottawa Indiana Charles Williams • Dusty Brothers, Inc. • Fort Wayne Kentucky Jessica Addams • Barnhill Chimney Company • Lexington

Paul Weber • Horizon Chimney Services, Inc. • Franklin Vincenzo Giorgio • Master Chimney Sweepers • Natick Michigan Jeremy Nardi • Home Care Chimney Inc. • Washington Minnesota David Reitan • Jack Pixley Sweeps • Andover Pennsylvania Eric Conti • • Drums Xavier Sanchez • E & E Chimney Sweeps • Fairless Hills Virginia Ryan Baxter • A Plus Chimney Cleaners • Virginia Beach Matthew Santiago • A Plus Chimney Cleaners • Virginia Beach Vermont Wesley Mercy • Brickliners • Williston Luke Reilly • Brickliners • Williston Wisconsin Michael Snider • Mr. Chimney Sweep • Ashland

Massachusetts Dan DeSousa • Ultimate Chimney Sweep • Bellingham

Even More Education Options

(New Format for In-Person Classes and Chimney Physics Online) 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 Donna Kasmer at dkasmer@csia.org or (317) 837-5362 for more information and to bring CSIA education to your next meeting!

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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.

CSIA Calendar of Events Schedule subject to change. Please contact CSIA prior to making travel arrangements.

CSIA Certified Chimney Sweep Review and Exam February 14, 2012 | Orlando, FL March 2, 2012 | Atlanta, GA March 9, 2012 | CSIA Technology Center March 21, 2012 | Lake Bluff, IL Sponsored by Lindemann Chimney Supply April 13, 2012 | Manchester, New Hampshire May 18, 2012 | Scranton, PA June 1, 2011 | CSIA Technology Center June 15, 2012 | Richmond, VA July 9, 2012 | Reno, NV August 2, 2012 | CSIA Technology Center August 17, 2012 | Madison, WI September 7, 2012 | Atlantic City, NJ October 19, 2012 | Latham, NY November 2, 2012 | CSIA Technology Center

CSIA Certified Dryer Exhaust Technician Review and Exam February 14, 2012 | Orlando, FL August 3, 2012 | CSIA Technology Center 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.

CSIA CEUs: 1.25-T, 1.25 CS, 1-HS, 1-CL

National Chimney Sweep Training School April 2–7, 2012 | CSIA Technology Center June 11–16, 2012 | CSIA Technology Center August 6–11, 2012 | CSIA Technology Center September 24–29, 2012 | CSIA Technology Center

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

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.

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

CCS CEUs: 4 T, 4 C&S, 4 C&L, 4 H&S NFI CEUs: 6 T

Chimney Physics—2 Day March 22–23, 2012 | Lake Bluff, IL Sponsored by Lindemann Chimney Supply March 23–24, 2012 | Albany, NY Sponsored by NYSCSG 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 twoday in-person format.

CSIA CEUs: 3-T 3-CS 3-HS 3-CL

Inspection and Report Writing July 19–20, 2012 | CSIA Technology Center Chimney inspections and evaluations, report writing including regional and environmental influences, effective photo documentation, digital organization and administrative procedures.

CSIA CEUs: 6-T, 6-CL

Installing and Troubleshooting Gas Hearth Appliances June 25–29, 2012 | 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

Installing & Troubleshooting Woodburning Hearth Appliances July 9–13, 2012 | CSIA Technology Center Energy efficiency, appliance selection and sizing, installation of woodburning fireplaces and stoves, system operation, maintenance and troubleshooting. Subject to availability.

CSIA CEUs: 4-T 4-CS 4-HS 4-CLL

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

Send us your greenhorn.

in 6 days, and we’ll send you back a pro.

You can spend weeks trying to get a new employee up to speed. In the process, you’ll have used up your valuable time, your patience, and more money than you would like to admit.

Instead, send your employee to the most popular, cost-effective chimney sweep training in North America: CSIA’s National Chimney Sweep Training School. In less than a week, we’ll create an employee that you’ll be proud to send on a call – and happy to count toward your bottom line.

Classes fill quickly, so register now!

2012 DATeS:

April 2-7 April 2–7 June 11-16 June 4–9 August August 66-11 –11 September 24-29

September 24–29

At the 6-day hands-on Training School, your employee will learn: How to inspect and service chimney systems serving any fuel burning appliance.

How to be safe, with the latest health and safety equipment and methods.

How to work with residential heating appliances, including wood stoves, pellet stoves, inserts, factory-built fireplaces, central heaters and furnaces.

How to diagnose chimney performance problems: understanding draft and flow, diagnosing down drafts, flow reversals, inadequate flow, stack effects, updrafts, pressure effects and gauges.

How to navigate the International Residential Codes.

How to follow the NFPA 211 standards.

Class size is limited to ensure a ratio of no more than eight students per instructor. This small class size means that students have the opportunity for individual attention from the school’s experienced instructors, and ample opportunities for hands-on training. Because class size is limited, it is important to apply early to reserve your place.

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

Take advantage of these other CSIA educational offerings that can build your business:

The online CSIA Certified Chimney Sweep review provides exam candidates with a convenient and affordable guided learning experience.

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The online Certified Dryer Exhaust Technician (CDET) review provides exam candidates with a convenient and affordable guided learning experience designed to help you pass the CDET exam.

Attic Ventilation

BY ASHLEY ELDRIDGE, CSIA DIRECTOR OF EDUCATION

How important is it really?

What are the primary reasons that the attic must be ventilated?

The first would be to prevent condensation within the attic that will result in damage. In colder climates it is important to prevent the accumulation of ice dams, a ridge of ice that forms at the edge of a roof and prevents melting snow from draining off the roof. The water that backs up behind the dam can leak into a home causing damage to walls, ceilings and insulation.

There is a complex interaction between heat lost from a house, snow cover and outside temperatures that leads to ice dam formation. For ice dams to form there must be snow on the roof and at the same time, large sections of the top of the roof surface must be above freezing while lower surfaces are below freezing. For a portion of the roof to be below freezing, outside temperatures must also be below 32°F on average over time.

The snow on a roof surface that is above 32°F (on average over time) will melt. As water flows down the roof, it reaches the portion of the roof that is below 32°F and freezes and creates an ice dam. The dam grows as it is fed by the melting snow above it, but will be limited to the portions of the roof that are on the average below 32°F. The water above backs up behind the ice dam and remains a liquid. This water finds cracks and openings in the exterior roof covering and then can flow into the attic space. From the attic it could flow into exterior walls or through the ceiling insulation and stain the ceiling finish. The key is to remember that non-uniform roof surface temperatures create ice dams.

for the protective layer of colored granules, roofing shingles would fail very quickly. Keeping the temperature lower by ventilating the roof has little impact on the life of the shingle.

If you notice that the ceiling is hot in the summer, it is a pretty safe bet that the attic is hotter than outside. It could be that the soffit vents have become blocked with dirt, dust or debris and are not allowing the air to flow freely. It is possible that there was insufficient space allotted to the ventilation from the beginning. Remember that the attic is communicating directly with the outside air; it is not typically a part of the home’s airconditioned space. If the attic is excessively hot it will take more energy and cost much more to cool the conditioned space.

In the winter, warm air carries moisture into the attic where it may freeze on the rafters. The ridge vent is a low profile continuous vent running along the peak of the roof. Gable end vents are louvered openings located at the top of gable ends.

You can see that ventilation is equally important whether it is summer or winter.

Cathedral ceilings are more prone to moisture damage in cold climates. There are often isolated conditions in each cavity and very limited volume of available air. Some of these cavities are nearly impossible to ventilate. Ridge vents with inadequate make-up air at soffits is not sufficient. As a result the small space is prone to condensation and moisture problems.

What pressures drive attic ventilation?

Another reason often cited for ventilating an attic is to extend the life of the roof’s shingles. According to most building codes, residential attics need one square foot of ventilation for every 300 square feet of attic floor. This requirement is the same if there is a vapor retarder on the ceiling or if the intake is shared between soffit vents and ridge vents. If there is no vapor retarder, the requirement is for each 150 square feet of attic floor space or area to be vented to have one square foot of netfree ventilation if the ridge vent and under eave vents are not balanced, or equal. If there is any question about whether the ventilation is balanced, go with the most conservative numbers.

Consider the types of exposure your roof will see. There is the intense heat of the sun, scorching the shingles and raising the rooftop temperatures 50 to 75°F above the ambient temperature. The sun’s rays are relentless, especially during the early afternoon hours. In addition to heat, the sun is also the source of ultraviolet radiation, which is known to degrade and accelerate the aging of the asphalt layers of the shingle. If not

Wind is about the only one. Since attics are usually not very tall, stack effect should not be an issue. As long as the ducts, if they are located in the attic, are not leaking, they should not be creating any pressure differential. Attic ventilation only happens when the wind blows. When the wind blows across a high vent, like a ridge vent, it creates negative pressure below the vent that draws air from the attic.

In wet, cold coastal climates, ventilation makes the attic colder but does not lower the water vapor levels very much. In warm and humid climates, outside air being more humid than the air inside will tend to increase rather than reduce humidity/ moisture levels in the attic. Attic condensation in cold climates is the direct result of interior house humidity, ceiling air tightness and pressures and attic ventilation. Of these three, the attic ventilation is third on the list.

(To be continued on page 27) JUNE 12 SWEEPING 25

NewNCSG Members

NCSG REGIONS

REGION 1 NEW YORK Scott Sisson • Sisson’s Chain Saws & Stoves , Inc. • Bolivar MASSACHUSETTS Scott Weldon • Jamestown Pellet Stoves • Methuen

REGION 1

VERMONT James Donovan • Lincoln Peak Properties • Waitsfield

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

REGION 2 NEW JERSEY Richard Morrison • Chatham Fire Prevention • Chatham

REGION 3 Robert Perera • Fire Safe Chimney Sweep • Mebane

REGION 2 Delaware, District of Columbia, Maryland, New Jersey, Pennsylvania

REGION 3 REGION 5

Jason Aaron Palodino • Paladino Chimney Sweeps Inc. • Center Ridge

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

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

REGION 5

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

26 SWEEPING JUNE 12

Alan Hisey, St. Louis, MO

Harry Richart, Hasbrouck Heights, NJ

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

Attic Ventilation (Continued from page 25) In summary, increased attic ventilation has been promoted by roofing material and attic ventilator manufacturers as a way to increase shingle life, decrease attic temperatures and lower cooling costs. No scientific data exists that validates this and there is research that challenges these assumptions.

Attic ventilation was added to the building codes to prevent roof damage caused by moisture laden air migrating into the attic in the winter. As the use of attic insulation increased, ventilation proved valuable as a means of preventing ice dams since ventilation provides consistently cold roof decking temperatures so ice damming cannot start.

This was further misrepresented by the assumption that greater ventilation including powered ventilation would be even better. Scientific testing has repeatedly demonstrated that attic ventilation has very little effect on attic, roof surface or shingle temperatures. There is research and field data that indicates powered attic ventilation can be a detriment to health and safety and can increase cooling costs.

1. They create negative pressures in combustion appliances causing them to back-draft. In addition to CO they increase the level of humidity and draw soil gas such as Radon into the home.

2.

They draw conditioned air from the home and into the attic causing the air conditioner to run more. Conditioned air must be replaced with moisture laden outside air, creating increased humidity within the home.

3. They increase utility costs substantially because of the energy necessary to run the fan and cool or dehumidify the outside air being drawn into the home.

The most effective strategy to control attic temperatures and eliminate ice dams would be to; 1. Eliminate air leakage between the attic and the living space. Common spots are penetrations made by plumbing and electrical fixtures, top plates of interior walls, attic pull down stairs, and plumbing chases. Use expanding foam or caulk for plumbing and electrical penetrations and weather stripping for doors or pull-downs.

2. Seal ductwork in the attic using a commercial grade duct sealer or mastic and insulate with a minimum 2 inch insulated duct wrap with a vapor barrier.

3. Insulate the attic floor with a minimum of R-30.

4. Use light colored shingles to reduce roof surface temperatures.

5. Provide ridge and soffit or gable and soffit passive ventilation to building code specifications to remove moisture and prevent ice damming.

Meyer Machine & Equipment

SUCKING DUCTS & INSULATION FOR OVER 20 YEARS

JUNE 12 SWEEPING 27

Dates & Events June 18-22, 2012 CSIA (online) Health and Safety Week For more information, please call (317) 837-5362 or visit www.CSIA.org/ safetyweek June 23-24, 2012 Newmarket, NH Sweepfest 2012 For more information, please contact Phil Mitchell at sootski@aol.com June 25-29, 2012 CSIA Technology Center Installing and Troubleshooting Gas Hearth Appliances For more information, please call (317) 837-5362 or visit www.CSIA.org June 25-29, 2012 Online CSIA eLearning For more information, please call (317) 837-5362 or visit www.CSIA.org June 25-29, 2012 CSIA (online) Lining Masonry Chimneys with Stainless Steel For more information, please call (317) 837-5362 or visit www.CSIA.org June 25-29, 2012 CSIA (online) Chimney Physics For more information, please call (317) 837-5362 or visit www.CSIA.org July 2, 3, 5 and 6, 2012 CSIA (online) Codes and Standards Quizzes For more information, please call (317) 837-5362 or visit www.CSIA.org/quiz July 9, 2012 GSCSG - CA/NV CSIA Certified Chimney Sweep Review and Exam For more information, please call (317) 837-5362 or visit www.CSIA.org July 9-13, 2012 Online CSIA Certified Chimney Sweep Review For more information, please call (317) 837-5362 or visit www.CSIA.org July 9-13, 2012 Online CSIA Certified Dryer Exhaust Technician For more information, please call (317) 837-5362 or visit www.CSIA.org July 9-12, 2012 Circus Circus- Reno, Nevada GSCSG Convention & Tradeshow For more information, please contact Mike Danskin at www. cachimneysweeps.org July 9-13, 2012- Subject to Availability CSIA Technology Center Installing and Troubleshooting Woodburning Hearth Appliances For more information, please call (317) 837-5362 or visit www.CSIA.org July 16-20, 2012 CSIA (online) Health and Safety Week For more information, please call (317) 837-5362 or visit www.CSIA.org/ safetyweek July 19-20, 2012 CSIA Technology Center Inspection and Report Writing For more information, please call (317) 837-5362 or visit www.CSIA.org

28 SWEEPING JUNE 12

July 23-27, 2012 Online CSIA eLearning For more information, please call (317) 837-5362 or visit www.CSIA.org July 23-27, 2012 CSIA (online) Lining Masonry Chimneys with Stainless Steel For more information, please call (317) 837-5362 or visit www.CSIA.org July 23-27, 2012 CSIA (online) Chimney Physics For more information, please call (317) 837-5362 or visit www.CSIA.org August 2, 2012 CSIA Technology Center CSIA Certified Chimney Sweep Review and Exam For more information, please call (317) 837-5362 or visit www.CSIA.org August 3, 2012 CSIA Technology Center CSIA Certified Dryer Exhaust Technician Review and Exam For more information, please call (317) 837-5362 or visit www.CSIA.org August 6-11, 2012 CSIA Technology Center CSIA National Chimney Sweep Training School For more information, please call (317) 837-5362 or visit www.CSIA.org August 6-7, 2012 Inspection & Report Writing-Sponsored by Virginia Assoc. of Chimney & Hearth Professionals For more information, please call (317) 837-5362 or visit www.CSIA.org August 6-9, 2012 CSIA (online) Codes and Standards Quizzes For more information, please call (317) 837-5362 or visit www.CSIA.org/quiz August 13-17, 2012 Online CSIA Certified Chimney Sweep Review For more information, please call (317) 837-5362 or visit www.CSIA.org August 13-17, 2012 Online CSIA Certified Dryer Exhaust Technician Review For more information, please call (317) 837-5362 or visit www.CSIA.org August 17, 2012 Madison, WI CSIA Certified Chimney Sweep Review and Exam For more information, please call (317) 837-5362 or visit www.CSIA.org August 20-24, 2012 CSIA (online) Health and Safety Week For more information, please call (317) 837-5362 or visit www.CSIA.org/ safetyweek August 24, 2012 CSIA Technology Center Masonry Heater Association’s Heater Mason’s Education and Development (HMED) Class For more information, please call (317) 837-5362 or visit www.CSIA.org 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).

Perspective

BY MARK MCSWEENEY, CAE EXECUTIVE DIRECTOR

What’s the Plan?

“We all have the imaginations to change our lives.”

-Delia Ephron

W

e all control our own destinies. We are only limited by our own minds and willpower.

Granted we may be predisposed to excel in certain areas over others, but generally speaking our ability to succeed is improved exponentially when we take the time to absorb the information around us and shape our plan accordingly.

Each year the NCSG board of directors and senior staff meet to review the organization’s strategic plans and make adjustments as necessary based on both external and internal influences. This is a real roll-up-your-sleeves kind of meeting where your directors truly earn their stripes as they consider an array of profound decisions on behalf of our members and the industry.

This year we had some exciting new data available to us for our discussions via the industry survey that NCSG and CSIA co-sponsored. The results indicated encouraging news for our membership, but they also provided us with valuable insight about the industry as a whole.

NCSG members reported 19% higher gross revenues than the industry average and 186% higher gross revenues than those who have never been members of the Guild. When comparing gross income today to that of 10 years ago, our members report an increase of 127% versus a 2% increase for those who have never been members, and they report 10% more jobs per year than the industry average.

In general, the industry is looking to improve profitability through more effective business strategies and practices. While we seem to be seeing an increase in service diversification, the survey

conveyed that chimney service companies across the board want to continue diversifying into new activities that make their businesses more stable and profitable. And when it comes time to hang up the brushes, owners are looking to become better educated about exit strategies that can potentially fund retirement.

Running a business is full of tough choices and profound decisions. Whether you’re a one-man shop, a multiple employee operation, an education provider or an international trade association, a successful business isn’t merely run, it’s planned and managed.

So how well are you planning and managing your business? Are you proactive or reactive? Checking the pulse and vision of your company on at least as annual basis can help you remain proactive and ahead of the curve in your business; which helps you maintain a competitive edge. It not only helps you understand your place in the market but it also allows you to expand into new and emerging market opportunities in your area.

Everyone knows that the only constant in life is change. We can be resistant to it, or we can be responsive.

Our industry is not the same as it was 35 years ago when NCSG was formed. It’s not even the same as it was even 10 years ago when I came to work for the Guild and CSIA. The definition of a “traditional” sweep and the services he or she provides has evolved significantly over time.

Chimney service companies are realizing income from expanded services including inspections, masonry work and relining, hearth product sales and installation, duct cleaning, barbeque and deck JUNE 12 SWEEPING 29

retail sales, outdoor room design and installation, restorations, efficiency testing, industrial service and the list goes on.

As soon as we become merely satisfied with our business, we risk becoming complacent, if not stagnant; and that is no way to manage a dynamic business. Maintaining a competitive edge demands a focus on continuous improvement.

To appreciate the concept of continuous improvement, it’s important to understand the difference between investing in your business and merely spending in it. While cash may be king, spending it non-strategically can bring down even the biggest and presumably best. We’ve all seen it.

You work hard to produce income for your business. Your expenditures should reflect your company strategy. However, wise spending does not necessarily mean you need to be a miser about money. It means that your expenses are productive; that they support your overall objectives.

Progressive and dynamic businesses don’t view their expenditures as drains on their limited capital. Rather, the money they spend is considered an investment back into their business; funds spent today that will yield a positive return in the future.

That’s often a difficult concept for many entrepreneurs to truly embrace. Money can be hard to come by, and once you get it, you don’t want to lose it. But a smart business person knows that putting money back into his or her business is not losing it; it’s

investing it – and it’s an investment is that you control.

I’ve talked about this before in my articles, but I think it’s worth repeating when talking about planning. Author and business researcher Jim Collins refers to the concepts of disciplined thought and disciplined action when it comes to business planning and execution.

Great companies have “disciplined thought.” They are able to confront the brutal facts about their own business. They are able to maintain unwavering faith that they can and will prevail in the end, regardless of the difficulties, and at the same time have the discipline to confront the most brutal facts of their current reality, whatever they might be.

They are also able to truly understand their strengths and focus their strategies accordingly. These companies are able to clearly answer three basic questions about who they are: 1. What am I passionate about?

2. What can I be the best in the world at doing?

3. What truly drives my revenue?

Those are the key thoughts that should be reviewed routinely and lead you to where you should be focusing your business resources.

Great companies have “disciplined action.” All companies have a culture, some companies have discipline, but few companies have a culture of discipline. When you have disciplined people, you don’t need hierarchy. When you have disciplined thought, you don’t need bureaucracy.

When you have disciplined action, you don’t need excessive controls. When you combine a culture of discipline with an ethic of entrepreneurship, you get great performance.

Perhaps most importantly, disciplined action demands an understanding that becoming the best you can be does not happen overnight. It is not the result of some single event or idea. It’s methodical and logical and happens through consistent effort.

Are you satisfied with what your company is, or do you think you could be more? Do you wonder why it is such a struggle to get beyond the point you are at? Do you have a goal for your business that exceeds its current level?

Are you focused? Does your business have the culture of discipline it needs to be the best it can be? What is your plan?

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

30 SWEEPING JUNE 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.

Submitted by Ryan Reed of Fireplace & Chimney Professionals, LLC in Kintnersville, PA

Display Ad Index Page #

Advertiser

Phone

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17

Ahrens Chimney Technique

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27

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13

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20

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30 Smoktite

866-439-0069

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9 Thermocrete

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IBC

919-541-9424

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3 Whitecaps

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32 Wohler

978-750-9876

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U.S. EPA

JUNE 12 SWEEPING 31

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Classifieds

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.

2 3:48:03 PM

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National Chimney Sweep Guild 2155 Commercial Drive Plainfield, IN 46168

1205

OR