ALABAMA
SUMMER 2016
Contractor
TARGETS FOR LEARNING: Applied Technologies for Apprentices To Earn as They Learn
Water heaters and boilers, residential and commercial, high efficiency and high output – Bradford White has the products you can count on for years of reliable service. We build water heaters in Michigan and boilers in New Hampshire. But no matter the location, each manufacturing facility is staffed with a highly skilled and experienced workforce. These people know how to design and build a great water heater and a great boiler. They do it every day. They do it for you. We have exactly what you need, everything you need, to get the job done and help you build a very long list of greatly satisfied customers. If what you do for a living involves water heaters and boilers, remember this – Bradford White is an American manufacturer that builds products for wholesale distribution to a dedicated group of professional Bradford White is the Official Water Heater and Boiler of the PHCC.
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www.alabamaphcc.org • Alabama Contractor • Summer 2016
3
Associated Plumbing - Heating - Cooling Contractors of Alabama
ALABAMA
Contractor
The APHCC of Alabama is dedicated to the promotion, advancement, education and training of the industry, for the protection of our environment, and the health, safety, and comfort of society.
SPRING 2016
Table of Contents 6 7 9 10 11 12 17 18 20 21 22-26
From the Desk of APHCC President, Michael Dean Time Off Denial: Legal or Not? Veterans in Piping 2016 Alabama PHCC Annual Trade Show Save-the-Date 2016 Alabama PHCC Annual Trade Show Vendor Application A Special Thanks to Alabama PHCC Associate Members Alabama PHCC Past Presidents Converting Phone Calls Into More Sales PHCC of Alabama HVAC Continuing Education Internet Course Application PHCC of Alabama Backflow Control Internet Certification Course Application Targets For Learning: PHCC of Alabama Apprentice Program Info and Application
www.alabamaphcc.org
Advertiser Directory APHCC of Alabama Officers PRESIDENT: Michael Dean Dean Plumbing Company 3100 Leeman Ferry Road Huntsville, AL 35801 256-883-6130 VICE PRESIDENT: Rick Thomason PHC 1634A Montgomery Highway, Suite 162 Hoover, AL 35216 205-822-0597 SECRETARY-TREASURER: Jay Wiggins Wiggins Incorporated PO Box 1507 Montgomery, AL 36102 334-235-8889 IMMEDIATE PAST PRESIDENT: Mike Scanlon Scanlon Plumbing Services 263 Mendel Parkway Montgomery, AL 36117 331-279-8989 EXECUTIVE DIRECTOR: Bob Mosca PO Box 36972 Birmingham, AL 35236 205-985-9488 4
Alabama 811 6 Birmingham Noland Company 27 Bradford White 2 FastEst 19 Kolbi Pipe Marker Co. 19
Liberty Pumps 28 Metropolitan Industries 13-16 T&S Brass 19 Taco 3
APHCC of Alabama Board Christine Joiner DMJ Service, LLC 219 Oxmoor Circle, Ste 1 Homewood, AL 35209 205-362-9989
Charlie Conklin Sentry Plumbing, Heating & Air 2490 Rocky Ridge Road Birmingham, AL 35243 205-979-9864
Paula Quarles Banks Quarles Plumbing, Heating, Cooling 2501 17th Street Tuscaloosa, AL 35401 205-758-2627
Phil Smitherman AUX Mechanical Inc. 5925 Johns Road Bessemer, AL 35023 205-428-8416
James Cole Cole Sewer & Drain Services 4530 Plummer Court Montgomery, AL 36106 334-279-8919
Fred Williamson Williamson Plumbing 560 Glade Park Loop Montgomery, AL 36109
Nick Tatum Conrad Watson Air Conditioning, Inc. 4100 County Road 5 Monroeville, AL 36460 251-282-7741
Summer 2016 • Alabama Contractor • www.alabamaphcc.org
Barry Lee Birmingham Noland Company 500 35th Street North Birmingham, AL 35222 205-323-6322
Senior Editor: Bob Mosca PO Box 36972 Birmingham, AL 35236 (205) 985-9488 alphcc@gmail.com
Alabama Contractor is the official magazine of the Associated Plumbing-Heating-Cooling Contractors of Alabama and is published four times annually. APHCC of Alabama does not necessarily endorse any of the companies advertising in this publication or the views of its writers. Alabama Contractor is designed and published by Blue Water Publishers, LLC. Articles and information published in this magazine may not be reproduced without written consent of the APHCC of Alabama or Blue Water Publishers, LLC. APHCC reserves the right in its sole discretion to reject advertising that does not meet APHCC qualifications or which may detract from its business, professional or ethical standards. The publisher cannot assume responsibility for claims made by advertisers and is not responsible for the opinions expressed by contributing authors. For more information on advertising, contact Jim Aitkins, Blue Water Publishers, LLC, 22727 - 161st Avenue SE, Monroe, WA 98272 360-805-6474 / fax: 360-805-6475 jima@bluewaterpublishers.com
www.alabamaphcc.org • Alabama Contractor • Summer 2016
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From the Desk of APHCC President Michael Dean
Public perception that has evolved in our industry should change. Expect good things to happen.
P
ublic perception of skilled tradesmen such as carpenLet’s believe ourselves successful and forward thinking so ters, plumbers and electricians should change. For me, that we might see that self-fulfilling prophecy truly become a looking up statistics in unnecessary. I can just look back over part of our entire industry. my career and the careers of many of my relatives before If you are not a member of the PHCC, join and add your me to see patterns of hard work among those sharecroppers voice. Perception IS reality. What do others see? What are and tenant farmers. Those workers exhibited pride and were your stories? Let’s make a positive change. Present your busirespected for their labor. They and their offspring wanted a ness and yourself as skilled workers with goals and ideals. “better” way of life. Working smarter not harder and setting Let’s all tell someone our stories, our goals. Remember, goals became the aim of these entrepreneurs leading them to expecting something to be good can turn out to be a self-fulmany achievements. The generation that followed them was filling prophecy! then able to enjoy more educational opportunities and set even higher goals. Even though there have and always will be those who aspire to a higher calling such as inventors, book authors, and even elected officials (I believe they originally started with a high calling) to lead the nation, nowadays, it seems the enlightened proponents for the common good are few and far between. In my opinion, the majority has shifted to the concept of entitlement. This may break the bank but certainly it will break the will and squelch the idea of goal setting for many entrepreneurs of today and into the future. Each member of our industry should purposefully present himself/ herself and his/her business in a positive light. Share the light of our One free, easy call gets your utility industry with the next generation. lines marked AND helps protect you There are many successful skilled from injury and expense. tradesmen and businessmen in our industry to impact the psyche of our Safe Digging Is No Accident: personal business and even our nation. Always Call 811 Before You Dig. www.al811.com
Always Call 811 Before You Dig.
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Summer 2016 • Alabama Contractor • www.alabamaphcc.org
TIME OFF DENIAL – LEGAL OR NOT? QUESTION: Our company has recently instituted a new policy for requesting time off when another employee is already scheduled off and/or an employee who covers for the new requester’s time off will be covering someone else and/ or on vacation themselves consecutively with the new request. We have limited employees and only a few employees that cover for other employees. We have implemented that no two employees may be off at the same time and that all employees must review the vacation calendar prior to submitting a request for time off. All employees have access to the vacation calendar and it is updated each time a request has been approved. If an employee needs to request time off during either of those situations, we have requested that the employee provide a reason that they need off so that we can make a determination whether or not to approve the request. We have one employee who refuses to provide a reason and is requesting time off when another employee is already scheduled to be off. The person who covers for the newly requesting employee is off on the day after she would be required to cover for the newly requesting employee if she was granted time off. She refuses to give a reason, just states, “it’s personal,” and therefore we have stated we could not approve the time off. We do not normally request a reason when employees request time off, only in this special circumstance do we ask a reason. We have been having many issues arise when we give two or more employees off at the same time in the past and have instituted this new policy as a way to avoid this issue in the future. All employees were notified of the change in December, prior to the institution of the change. Can we deny her request for a personal day if she does not provide a reason?
RESPONSE: We are not aware of any law prohibiting the employer from denying a vacation request under the circumstances you describe. You advise that the employer asks employees to disclose the reason for time off requests only when there would be a resultant lack of coverage if the request is granted, which is something the employer is willing to allow only in emergent or other legitimate cases (and we trust this includes cases where the time off may be required by law, such as to accommodate a disability or sincerely held religious belief, or for jury, witness or military service, etc.). To the extent the employer’s policy is clear on this issue (and you indicate that it is), and an employee is refusing to disclose the reason for her request, we are not aware of any law that requires the employer to grant it based only her assertion that “it’s personal.” Indeed the employer cannot ascertain from such a vague explanation whether the request for time off is protected by law, and where it is not (and the employee would need to let you know if it was), the employer is not required to grant the time off as requested pursuant to your company’s policy (which you advise grants the employer some discretion here). The employer must ensure, though, that a time off denial in this situation is consistent with employer policy and practice to avoid discrimination concerns. © 2014 Advisors Law Group, All Rights Reserved To learn more about the Federated Employment Practices Network®, contact your local Federated Marketing Representative, or visit www.federatedinsurance.com.
www.alabamaphcc.org • Alabama Contractor • Summer 2016
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GETTING THE WORD OUT ABOUT YOU AND YOUR COMPANY The Board of Directors of the PHCC of Alabama is making available to all members a ten second tag advertisement at no cost to you to air after the current thirty second spot now airing. The commercials will be televised on “The Time of Your Life” TV program on Charter Cable Channel 80 at 5:00 p.m. CST, Monday through Thursday, and also on the web. Go to Alabama Cable Network.com, click on live streaming, (this can be seen anywhere in the world). Also airs on “At Your Service” TV program on WVUA/WUOA at 12:00 Noon on Sundays. You will receive over one hundred airings during the year, a $1,000.00 value. In order to make this happen, please send to the PHCC office a current commercial (if you have one) or a few pictures and info about your company. HVAC contractors need to include your certification number. This is truly a return on your membership dues: FREE TV AD’S for JUST BEING A MEMBER. Looking forward to hearing from you soon, Bob Mosca Executive Director
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Summer 2016 • Alabama Contractor • www.alabamaphcc.org
VETERANS IN PIPING
T
oday, sixteen marines participating in the Veterans in Piping (VIP) Program at Camp Pendleton will graduate from the 16-week welding curriculum. This is the 21st VIP class graduating from Camp Pendleton.
The ceremony will be held at the Marine Memorial Golf Course in the Eagles Landing room on 17 March 2016 at 1100. There are 16 marines graduating. Commanding Officer 1st Maintenance Battalion Lieutenant Colonel Gregory Pace will be speaking on behalf of the Marine Corps leadership, Major General(R) Matt Caulfield will speak on behalf of the UA and Mike Hazard will emcee the event. The VIP Program offers high-quality skills training and jobs in the pipe trades to active duty military personnel preparing to leave the service. Participants in the program receive 18 weeks of accelerated skills training in either welding, HVACR or sprinklerfitting, and earn industry-recognized certifications and college credit as part of their training. Upon graduation, participants gain direct entry into UA apprenticeship programs, which are recognized in the industry as the best in the business. The program is currently being offered at Camp Lejeune (NC), Camp Pendleton (CA), Joint Base Lewis-McChord (WA), Fort Carson (CO), Fort Hood (TX), Fort Campbell (KY), and Fort Sill (OK). To learn more about the VIP Program, visit www.uavip.org.
www.alabamaphcc.org • Alabama Contractor • Summer 2016
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Alabama PHCC Annual Trade Show October 13, 2016
SAVE THE DATE: OCTOBER 13, 2016
Place:
Old Car Heaven 2301 1st Ave S Birmingham, AL 35222
Time:
10am - 2pm (Lunch Will Be Served)
THANKS TO OUR 2015 EXHIBITORS! Will & Pierce Jones Stephen Carboni Sales Group Coleman Russell Alabama 811 Viega Mid-America Marketing VCM Sales DEC Fire & Water Tim Morales & Associates DMJ Alabama Power The Distribution Point Panasonic Duckless Noland McCain Sales Regan & Associates Jim Benton & Associates Federated Insurance Alabama Plumbing & Gas Fitters Board 10
Summer 2016 • Alabama Contractor • www.alabamaphcc.org
www.alabamaphcc.org • Alabama Contractor • Summer 2016
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Special Thanks To APHCC of Alabama Associate Members
Alabama 811 Annette Raburn 811 mlyvers@al811.com
Noland Barry Lee 205-323-6322 bwlee@noland.com
Alabama Power Company Michael Gordon 205-226-1039 mgordon@southernco.com
Sunbelt Marketing Nelson Randolph 205-767-6339 nrandolph@sminc.net
Alabama Plumbing and Gas Fitters Board David Wilcox 205-945-4857 davidh.wilcox@pgfb.alabama.gov
Coleman Russell Ronnie Holmes 205-833-0700 ronnie.homes@colemanrussell.com DMJ Christine Joiner 205-362-9989 christiner@dmjservices.com Federated Insurance Garrett Pepper 404-497-8871
Ferguson Chris Chiles 256-858-5801 chris.chiles@ferguson.com 12
Summer 2016 • Alabama Contractor • www.alabamaphcc.org
Southern Marketing Terry Falkner 205-276-9051 tjfalkner@yahoo.com
Tim Morales & Associates Tim Morales 251-602-8333 barry@timmorales.com
VCM Sales Inc Dewitt McDonald 205-325-0663 dewhittmcdonald@vcmsales.com Weathertech Spencer Atkins 205-956-5400 sgatkins@weathertech.net
Will & Pierce Terry House 251-621-1550 dwalker@willandpierce.com
Forget the worry of a flooded basement with innovative pumping solutions
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Summer 2016 • Alabama Contractor • www.alabamaphcc.org
PAST PRESIDENTS of The APHCC of Alabama 2014-2015
Mike Scanlon, Montgomery
1965-1966
W.H. Bowles, Anniston
2012-2013
Phil Smitherman, Bessemer
1963-1964
Ferrin C. Smith, Florence
2010-2011
Paula Quarles, Tuscaloosa
1961-1962
Doy H. Hammond, Montgomery
2008-2009
Charlie Conklin, Birmingham
1960
Elmer Russell, Florence
2005-2006
Fred Williams, Montgomery
1959
John W. Dill, Tuscaloosa
2002-2005
Rick Thomason, Birmingham
1958
Raymon E. Allison, Anniston
2001
Charles (Buddy) Parkes, Muscle Shoals
1956-1957
Harry L. Eskew, Birmingham
1998-1999
George Brickley, Scottsboro
1954-1955
Alex Pate, Birmingham
1997
Phil Smitherman, Bessemer
1952-1953
James B. Donaghey, Mobile
1996
Rick Hamm, Florence
1951
Fitts Smitherman, Birmingham
1995
Mike Scanlon, Montgomery
1950
Bob L. Murphree, Tuscaloosa
1994
Brad Hinton, Hueytown
1948-1949
Ray W. Stewart, Gadsden
1993
Gary Pettus, Muscle Shoals
1947
Sam K. Bodie, Mobile
1992
Conrad Watson, Monroeville
1945-1946
Stansel A. Brown, Birmingham
1991
Mark Slimer, Birmingham
1943-1944
Jack M. Main, Montgomery
1989-1990
Jim Early, Decatur
1942
Guy Acton, Birmingham
1988
Tom Michael, Birmingham
1940-1941
Lester Ray, Dothan
1987
Wilbur Doonan, Birmingham
1939
J. L. (Buddy) Pope, Montgomery
1986
Walter Parkes, Muscle Shoals
1935
Charles Bailey, Montgomery
1985
Barney Knight, Birmingham
1933-1934
Joseph W. Pate, Birmingham
1984
Billy Guin, Birmingham
1932
George H. Russell, Florence
1983
J. D. Keller, Birmingham
1931
Harmon Williams, Montgomery
1982
Hubert Howard, Birmingham
1930
Charles A. Mandy, Birmingham
1981
Roy Deerman, Birmingham
1929
J.L. (Buddy) Pope, Montgomery
1980
Tommy Shaw, Montgomery
1927-1928
S. E. Scholze, Birmingham
1979
Bill Early, Jr., Birmingham
1924-1926
W. T. Perry, Montgomery
1978
John C. Dill, Tuscaloosa
1922-1923
E. Daniels, Birmingham
1977
Barnett L. Banks, Birmingham
1920-1921
Joseph W. Pate, Birmingham
1976
Hubert Howard, Birmingham
1918-1919
C. W. Spangler, Birmingham
1975
Dave Nuckols, Tuscaloosa
1916-1917
R. P. Reeves, Montgomery
1974
John Jackson, Montgomery
1914-1915
H. Hines, Birmingham
1973
Walter Parkes, Florence
1911-1913
Chris Bailey, Montgomery
1972
Lynoid Vaughn, Montgomery
1910
Charles Barnetz, Birmingham
1971
Bob Quinn, Huntsville
1906-1909
William Wilby, Selma
1970
John Spearman, Birmingham
1898-1905
T. J. Young, Mobile
1969
Tom Neville, Montgomery
1897
D. A. Ferrell, Anniston
1967-1968
Edward Briggs, Florence www.alabamaphcc.org • Alabama Contractor • Summer 2016
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Converting
PHONE CALLS into MORE SALES By Steve Coscia
T
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he behaviors that enable service professionals to be more persuasive begin with self-confidence in your knowledge of company’s services, value deliverables, policies and procedures. It is this self-confidence that makes a person more comfortable in building a relationship. When you are confident and comfortable - you’re also much more likable. Service companies who seek to convert caller inquiries into more business must focus on being more relational and less transactional. The pyramid (at right) sets up a layered and prioritized structure by which we can illustrate and better understand the behaviors that make a service professional more persuasive. Let’s begin with a service professional’s willingness to PREPARE. An unprepared service professional is winging it and hoping for the best. You have probably learned, as I have, that hope is not a good sales strategy. And winging it results in unpredictable outcomes some of which can make things worse. As we continue with our behavioral pyramid, we see that among the communication skill behaviors that make a service professional more persuasive, it is our ability to LISTEN that builds rapport. And listening to someone else is so much more than just hearing the message. Real listening involves three key behaviors: (1) that we hear the details, (2) that we qualify, by asking questions to verify and (3) that we understand the message. Real listening takes lots of energy to stay on track and minimize mind drift. The most persuasive service professionals understand that their role is to dominate the listening. Our preparation and energetic listening enables us to show that we understand and can thereby convey EMPATHY. The empathetic message that customers relate to best is genuine, sincere and based on the customer’s word usage and terminology. The purpose of the energetic listening referred to earlier, is to capture what the customer says and how the cusSummer 2016 • Alabama Contractor • www.alabamaphcc.org
tomer says it. When customers hear their own words conveyed in an empathetic manner, then this influences the customer to trust you to be their service provider. It is during this empathy phase that a service professional should use what they heard, qualified and understood to share various options for how a customer can do business with us. It’s like giving a customer numerous ways to say “YES”. People like variety, they like selecting items from a menu. A service professional leverages persuasion to his or her advantage when customers get to select the option that works best for them. A customer with whom we have built trust must be asked a question that is well-timed and asked in the correct manner. A service professional’s ability to ASK this question is the pivot point and the apex of this pyramid. When we prepare, listen and convey empathy, then the answer to the question we ask will more likely be a positive one. The question we ask doesn’t have to be any more complicated than, “Which option works best for you?” or perhaps we might ask “When would you like to schedule this service?” or another way to ask is: “Among the solutions that we discussed, is there a one that stands out?” After you ask the question, stop talking. The next person who speaks must be the customer. And this is where being comfortable in your own skin is a key asset. Here’s why: after asking the question, there may be an awkward few seconds of silence. That’s OK - let it happen. A persuasive service professional understands that there is a process in helping our customer to make a choice. And that is exactly what our role is – we help by being prepared, listening intently, being empathetic and asking the correct questions.
And we have the extensive product line to prove it.
WE KNOW
PLUMBING.
Whether bidding on future projects or providing solutions for an urgent plumbing issue today, it’s critical to know you have the right resources in place. That’s why T&S offers a vast selection of high-quality products that are easy to install and built to perform for years to come. And with a full assortment of in-stock items ready for same-day shipping, it’s no wonder contractors everywhere rely on T&S when it matters most.
Visit tsbrass.com and learn more about how we’re partnering with contractors just like you. T&S plumbing products represented in Alabama by: Williams & Associates, Inc. - 205-833-6666 TSB_0592 2015 PHCC Pubs.indd 1
12/18/14 10:41 AM
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