Ohi PHC Contractor, 2015 issue #4

CONTRACTOR

PHC

The Official Publication for PHCC Ohio & ACCO Contractors and Suppliers

Volume 2015 Issue 4

INDUSTRY PARTNERS:

Than Ordinary Toilets

2

OHIO PHC CONTRACTOR • Volume 2015, Issue 4

Volume 2015, Issue 4 • OHIO PHC CONTRACTOR

3

CONTRACTOR

PHC CHP

The Official Publication for PHCC Ohio & ACCO Contractors and Suppliers

PLUMBING-HEATING-COOLING CONTRACTORS

8226 Stoney Brook Drive Chagrin Falls, OH 44023 800-686-PHCC/ 800-353-ACCO Fax: 216-393-0095 www.phccohio.org / www.accohio.org

Ohio PHC Contractor is the official publication of the Air Conditioning Contractors of Ohio and the Plumbing-Heating-Cooling Contractors of Ohio

The Official Publication for PHCC Ohio & ACCO Contractors and Suppliers

ACCO MISSION Our Mission is to identify, develop, promote and provide business resources and tools that will give our members a competitive advantage in the HVACR industry.

Advertisers Index

Volume 2015 Issue 4

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Ohio PHC Contractor is a news magazine produced

by ACCO and PHCC Ohio. Articles published in this magazine are the views and opinions of the writers and do not necessarily reflect those of the Air Conditioning Contractors of Ohio, the Plumbing-Heating-Cooling Contractors of Ohio or the publisher, and should not be construed as an endorsement. Plumbing-HeatingCooling Contractors of Ohio reserves the right in its sole discretion to reject advertising that does not meet its qualifications or which may detract from its business, professional or ethical standards.

News items or articles from ACCO and PHCC members will be considered for publication.

For information on advertising, contact: Jim Aitkins, Blue Water Publishers, LLC phone: 360.805.6474 • fax: 360.805.6475 jima@bluewaterpublishers.com The publisher cannot assume responsibility for claims made by advertisers, content provided by the editor, or for the opinions expressed by contributing authors.

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CONTENTS

2-3

Service Roundtable Taco

PHCC MISSION PHCC Ohio is committed to the continuous improvement of our industry and society’s quality of life.

OHIO PHC CONTRACTOR • Volume 2015, Issue 4

32 34

A Message From ACCO President, Brian Stack A Message From PHCC Ohio President, Ron Schmitt A Message From PHCC National EVP, Michael Copp Keeping Score: Income Statement KPIs What is the Bottom Line?

Local Association News Fundamental Attribution Error: Coaching People Legally Speaking: OSHA Penalties to Increase Significantly CONVENTION SECTION 22 Introduction & Information 23 Hotel Information & Schedule At a Glance 24 Opening Reception & Opening Keynote 25 PHC/HVACR EXPO Information & Exhibitors 25 Sponsor Thank You 26 2016 Education Sessions 28 Registration Pages Champion Pump - PHCC Ohio Industry Partner ACCO & PHCC Ohio 2015-2016 Officers & Directors

PHCC Ohio would like to express its sincere thanks to California EVP Tracy Threlfall. The article from Issue 3, page 29, Why Should We Belong to an Association, would not be possible without her words and inspiration.

The exclusive benefits from the Industry Partner Program provide recognition to contractors, as well as the public, as a leader in the PHC and HVACR Industry. Income from the Partnership Program makes it possible to improve the overall financial stability of PHCC and ACCO while supporting companies receive unique advertising and promotional opportunities.

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Volume 2015, Issue 4 • OHIO PHC CONTRACTOR

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ACCO President, Brian Stack

I

hope everyone had a great holiday season! As we close out another year of business, we are thinking about what the coming year will bring for us and how we can improve our businesses. Remember in your planning what ACCO can do to help you improve your business. The Contractor Forum is a great opportunity to learn from other non-competing contractors in the State. So far, our first Forum group has had a few great meetings and learned much from each other. This setting allows you to discuss the struggles of business and learn from others’ trials. If you are interested in joining a group like this please contact us!

ACCO has been busy working with PHCC to put together another great State Convention. This year we will be meeting at Great Wolf Lodge near King’s Island, March 2-4. The convention is a great place to learn and network with business professionals and leave confident you will have the knowledge to help grow your business. Along with a stellar line up of presenters, we have a great keynote that is sure to get you motivated to improve.

I cannot say enough how my involvement with ACCO/ACCA, from a local level to the national level, has helped elevate my business over the past 8 years. Take advantage of all this great association has to offer and I guarantee your businesses with flourish!!

PHCC Ohio President, Ron Schmitt PLUMBING-HEATING-COOLING CONTRACTORS

A

6

s I sit here writing my final message, I am amazed at how quickly it has gone. Everyone told me it would go fast, but until you experience it, you do not truly appreciate how quickly it goes. Through the month of November, I made three chapter visits. I wish to thank each of them for the warm reception and hospitality offered to me. I am looking forward to my visit to Akron in January and Central Ohio after the first of the year.

It is good to meet with the membership and witness their unwavering support for our industry. As president, I have seen the amount of behind the scenes work that goes into the day to day work of our association. We are very fortunate to have three very dedicated folks working for our association. Thank you Debbie, Mary and Rocco for all the help you have given me and this association.

own recognized on a national level. Thanks for all you do for our industry.

We recently received notice that one of our own, Robertson Heating Supply, was named PM Magazine 2015 Supply House of the Year. Congratulations to them! It’s great to see one of our

Thank you all and God bless.

OHIO PHC CONTRACTOR • Volume 2015, Issue 4

Finally, I want to remind you of two things. One, is our current membership drive. As of November, we have recruited 9 new members - great job to everyone! I would like to issue a challenge to bring in an additional 5 members by Convention.

This is 1 new member per chapter. I think this should be easy to accomplish. Second, as you’re putting together your budgets for 2016, please do not forget the PAC fund. We hope to move forward with our residential licensing bill this year and will need the support.

It has been my pleasure to serve as your president this year and I thank the membership and the state board for all their support.

I hope to see all of you at the Great Wolf Lodge in Cincinnati for our Annual Convention March 2-4.

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PHCC National EVP, Michael Copp

I

was so pleased to meet several of you at CONNECT 2015 in Florida!

As the new Executive Vice President of the Plumbing-Heating-Cooling Contractors—National Association, I am honored to be part of this organization which has a strong history of achievements dating back to 1883. I am impressed with the tireless efforts all parts of PHCC—local, state, national— undertake each year to continuously increase the level of professionalism within our industry and protect the health and safety of the nation and the environment.

Since I joined PHCC in October 2015, I have been struck by how passionate PHCC members are about what they do and their contributions to the industry—and rightfully so. I experienced this kind of culture during my years with the National Association of Home Builders and the American Institute of Architects, and I am glad to be back with such a dynamic and dedicated group.

As I have told those I’ve met so far, I will be in “active” listening mode over the next few months as I get to know more about the culture of the organization and we begin setting the course for the next five years. I look forward to meeting the PHCC members across North America and learning more about what they are experiencing in their everyday lives.

Having managed my own small business after my military service and led most business units within for-profit and not-forprofit organizations, I believe that sustainable team success is achieved through constructive collaboration. I will leverage this sensibility to facilitate strategic parity between all PHCC-related groups.

Our challenge is to continuously deliver value—value for which PHCC members renew their membership and tout as they help recruit new members and hence, expand PHCC’s reach across our industry. Ultimately, the PHCC Federation’s success is mutually dependent upon the success achieved by each stakeholder within it. As President Chip Greene’s theme for the year states, we are focused on “Serving Our Customers.”

I deeply appreciate the support I have received from Executive Vice President Emeritus Gerry Kennedy, the national PHCC team and the warm wishes offered by several state and local PHCC leaders. I look forward to meeting all of you, too. In the meantime, if you have a thought you’d like to share, email me at copp@naphcc.org.

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OHIO PHC CONTRACTOR • Volume 2015, Issue 4

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Keeping Score>>>

Income Statement KPIs Michael Bohinc. CPA

I

n the last issue, we reviewed some key performance indicators (KPIs) for your business that are calculated using the balance sheet. Now, we’ll turn our attention to KPIs that emanate from the income statement. (Exhibit 1: See Sample Income Statement) We’ll also discuss some other KPIs that contractors should be monitoring on a regular basis.

Here are some key performance indicators (KPIs) from the income statement: Material Cost Percentage = Total Material Cost divided by Total Sales (Sample: $137,130/624,500 = 21.96%) Direct Labor Cost Percentage = Direct Labor Cost (including labor burden) divided by Total Sales (Sample: [$124,720+16,051+16,460] / 624,500 = 25.18%) NOTE: Labor burden includes the payroll taxes the company (employer) must pay on behalf of the employee (employer Social Security & Medicare match, federal unemployment tax, state unemployment tax and workers’ compensation premiums). It also includes all employee benefits that the company pays including retirement plan contributions, health insurance, vision & dental insurance, disability insurance and any other benefit that the company pays.

Gross Profit Margin = Gross Profit divided by Total Sales (Sample: $325,689/624,500 = 52.15%).

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OHIO PHC CONTRACTOR • Volume 2015, Issue 4

The Gross Profit Margin is the amount of Total Sales left after accounting for the cost of sales (materials, labor, employer payroll taxes, employee benefits, permits, equipment rentals and any other costs directly attributable to a job.)

Overhead Percentage = Total Overhead Cost divided by Total Sales (Sample: $263,560/624,500 = 42.20%) This is the percentage of total sales that accounts for the overhead for the company.

Operating Profit Margin = Operating Profit divided

by Total Sales (Sample: $62,129/624,500 = 9.95%) This is the percentage of total sales left after accounting for the overhead of the company.

Net Profit Margin = Net Profit divided by Total Sales (Sample: $45,653.20/624,500 = 7.31%) This is the percentage of Total Sales left after all of the expenses are accounted for.

NOTE: If the operating profit and/or the net profit for the company is negative (a loss), then the respective KPI will be negative as well.

It’s important to regularly monitor the KPIs for your company as it helps you identify trends (both positive and negative) and can help bring to light a problem in your company. For example, you note that fuel costs have been about 1.9% of sales over the last 9 months. However, last

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Volume 2015, Issue 4 • OHIO PHC CONTRACTOR

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month fuel costs were 2.4% of sales.

There were no increases in fuel prices over the last month. In fact, fuel prices fell a bit. You also didn’t add any vehicles to the company fleet in the last month.

This MAY indicate you have a problem; either with fuel mileage on company vehicles or possibly theft of fuel (unauthorized fuel charges). At a minimum, this is something that definitely requires further investigation.

If you hadn’t been regularly reviewing your income statement, this potential problem may not have come to light. Let’s say that nothing unusual (no changes in fuel mileage or theft) was found and that you find there was an increase in fuel prices over the last month. If you don’t account for that in your budget and pricing, then your net profit margin would drop by the percent increase of your fuel costs. This is another reason that it’s important to generate and monitor key performance indicators for your company.

Some other key performance indicators (KPIs) that contractors should track include: Conversion Rate - # of appointments booked divided by # of phone calls received Productivity (Billable) Percentage – Billed Hours divided by Hours Worked (Paid) Average Sales per Call – Total Sales divided by number of sales (or service calls) Tasks per Service Call - # of Tasks Sold for the period divided by # of Service Calls Run Sales per Employee – Total Sales for the period divided by the # of Employees in the period

Client Acquisition Cost – Marketing Expenses divided by the # of new clients obtained during the period 12

Service Agreement Client Percentage - # of Service Agreement Clients divided by the # of Active Clients in the Company Database.

These are just a handful of hundreds of potential key performance indicators (KPIs) that contractors can monitor to gauge the performance of their company.

If this seems a bit overwhelming, you can start by tracking a few of the basic (yet important) KPIs. Those would include: Conversion Rate, Productivity % and Net Profit %.

As this issue went to press, I got word that Ted Shuman, a Past President for the Ohio PHCC, passed away. Ted was president of the Ohio PHCC in 1987 and he (and his wife Arleen) were two of the first people I had the pleasure of meeting when I went with my mom & dad to the Ohio PHCC Convention. They couldn’t have been more friendly or welcoming.

Ted always had a smile, handshake and piece of Austrian candy for me when our paths crossed. His passion for the plumbing industry and the PHCC were only exceeded by his passion for his faith and family. My thoughts and prayers are with Arleen, Jack, Tom and the rest of the Shuman family.

Michael A. Bohinc is a certified public accountant in Cleveland, OH. He is an instructor for the National PHCC Educational Foundation. He is also an Advisor for the Service Nation Alliance – Plumbing Group. Michael is a recipient of the Servant Leader Award. The award, rarely presented, recognizes outstanding individuals who lead through service to their industry and the people in their industry. He is the youngest to ever receive this honor. He has 27 years’ experience working on business management issues in the plumbing-heating-cooling industry. He can be reached at: 440/ 708-2583, e-mail mbohinc@keepingscorecpa.com.

OHIO PHC CONTRACTOR • Volume 2015, Issue 4

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Volume 2015, Issue 4 • OHIO PHC CONTRACTOR

13

What Is The

BOTTOM LINE?

By Bill Harrison

I

f you have been following my newsletters you know this will not be an article about the bottom line at any cost. It is not about treating your team members badly, getting over on customers and cheating the tax man. It is not even all about business. It is more about the bottom line in life. Read on to get a fuller understanding with “Paul’s story”.

Life Is A Balance – Paul’s Story Paul was in his mid-fifties and a real type A personality. He was a very successful developer with hotels, shopping malls, strip centers, warehouses, etc., etc. In short, he was a very successful businessman who had soared to new heights in his career and was continuing to do so. He had also been a client and friend for eight years when he called one afternoon and asked me to stop by his office.

Paul had just been diagnosed with a virulent and deadly form of cancer. We had many conversations in the remaining six weeks of his life. In none of those conversations did Paul resent not having more time for his business. We discussed family and friends and his many regrets for not having time for those important folks in his life. I truly believe he would have given up all his real estate holdings for just another month with those people in his life.

The many sessions with Paul left a profound mark on my life.

Even though that was a couple of decades ago, those reflections still are with me today. And that is the impetus for this article.

Now what?

Just take a deep breath and relax. Probably several images came floating through your mind. Most folks can relate in some way to Paul’s story; some more intense than others. The past is the past; just let it go; particularly any unpleasant moments or emotions. What is done is done, and we can’t hop into a time machine and go back and undo those more challenging moments. We made some choices and maybe they were the best; or maybe not. We usually made the best choice we could imagine in those times of decision.

But we now have the rest of our lives; whatever amount that will be, to make other choices. Perhaps we can balance the bottom lines of our life a little differently from now on. I have my regrets regarding my time with my children, for example, but will not repeat that with my grandchildren. I also make certain the time I do have with family and friends is quality time; not a blur while thinking of business “stuff” or constantly looking at my electronic device. And my relationships have improved without adversely affecting my career. Maybe we can find some alternate approaches at work that do

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OHIO PHC CONTRACTOR • Volume 2015, Issue 4

not require massive amounts of our time behind the desk or behind the wheel to keep progress moving forward. Maybe we can find a slightly better approach to provide that balance in our lives we really do want deep down. Just maybe.

What to do Here are some steps you can take to get your life back in balance.

First – accept the fact that you do not have to be Superman or Superwoman and have all the answers to everything that comes up. You do not have to be the sole driver for your business.

Second – surround yourself with only the best team members at all levels and make certain everyone is in a constant training program to upgrade their skills and knowledge. There are a myriad of sources available for continuous training. Many professions require a continuing education program. Neat concept, right?

Third – stop doing other team members’ work for them. Do not permit others to delegate upwards to you. And yes, this is happening every day in every company to some degree. To get a clearer picture of this please request the “famous monkey article” via e-mail.

Fourth – get yourself and everyone around you into a serious fire prevention mode. We waste far too much time firefighting; often fighting the same fires over and over. And remember – most firefighting is caused by arson. We can create lots of tools to prevent mistakes. Want more time to balance your life – start doing things right the first time.

CONVENTION HEADS-UP Bill Harrison will present an education session “Business & Personal Life Success” on Thursday March 3 at 12:45pm at the Annual Ohio Convention in Mason. For more information, visit www.ohioconvention-phccacco.org

Fifth – realize it is not necessary to read every email and text and respond immediately. Take some quiet time to think and to plan and be proactive rather than reacting to everything immediately when you usually do not have all the information you need.

Sixth – hold others accountable and stop making excuses for them or overlooking mistakes.

Local Association News >>> THANKS TO EVERYONE WHO PARTICIPATED IN HEAT THE TOWN! The Air Conditioning Contractors of Central Ohio gives special thanks to everyone who participated in this year’s Heat the Town. On October 4, all of our Supply House Associate Members, twentyone HVAC companies, seventy trucks and over 200 volunteers helped service furnaces for over two hundred homeowners who needed assistance keeping warm this winter. We couldn’t have done it without the generous support from all of you. Please plan to join us next year! http://www. heatthetown.org/

If this article peaks your interest, please attend my workshop on Business and Personal Life Success at the convention in March.

We’re sorry to share the news that PHCC Ohio Past President Mr. Ted E. Shuman passed away on November 27 after a long battle with Alzheimer’s at his home in Stow, OH. Mr. Shuman was PHCC Ohio President from 1987-88. He was the Contractor of the Year 1986-89 and won the Outstanding Service Award in 1988. Mr. Shuman was made an Honorary Life Member in 1996.

Got a question – ask The Coach. The call is free and so is the advice and guidance. Remember – The Coach does not succeed until you do. Just do it!

Bill Harrison is president of PLI, Inc. 6200 Settlers Trail Place Gainesville, VA 20155 (703) 909-8230

Ted was the owner of Shuman Plumbing and Heating, which he started in 1955. He was very instrumental in the state backflow program from its beginning. Mr. Shuman served proudly on the USS Pargo Submarine during World War II. He is survived by his loving wife Arleen and nine children and grandchildren. His sons Jack and Tom and granddaughter Jessica Hodge continue the business he started.

Donations may be given to the PHCC PAC fund or the PHCC Educational Foundation in his honor.

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Volume 2015, Issue 4 • OHIO PHC CONTRACTOR

15

Fundamental Attribution Error -

COACHING PEOPLE Many managers struggle with employee performance, motivation and attitude.

As a business coach, I find the majority of time, it is not the employee creating the problem, it is a poor process or lack of a process altogether. The following is an article discussing “Fundamental Attribution Error,” I believe you will enjoy it!

By Frank Besednjak

I

n social psychology, the fundamental attribution error, also known as the correspondence bias or attribution effect, is the tendency for people to place an undue emphasis on internal characteristics (personality) to explain someone else’s behavior in a given situation rather than considering the situation’s external factors. It does not explain interpretations of one’s own behavior, where situational factors are more easily recognized and can thus be taken into consideration. Conversely, from the other perspective, this error is known as the actor-observer bias, in which people tend to overemphasize the role of a situation in their behaviors and underemphasize the role of their own personalities. The phrase was coined by Lee Ross some years after a classic experiment by Edward E. Jones and Victor Harris (1967).

What does “Fundamental Attribution Error” mean in business?

Managers and supervisors have a tendency to look at a team member and place blame on their inability to perform on the persons internal characteristics or personality. In other words, we believe a team member cannot do the job because of who they are or how they think. I’ve had hundreds of employees in my past, and as you probably agree, people are different.

We think differently, act differently and respond to stimulus differently. This being the case, leaders should also recognize that different personalities respond differently dependent upon the type of environment, the tools they have, information that is presented to them and how it is presented.

the employee. The manager just committed “fundamental attribution error”. Instead of looking for a process or method to resolve the challenge, blame was immediately placed on the employee and his or her personality traits or work ethic. The problem could have been corrected with a simple check list or log that allowed the employee to confirm and verify that all tasks were completed and when they were completed.

What I recommend is to have a system or process that encourages, measures and confirms specific tasks that limit the possibility of error rather than hoping someone follows verbal instructions and remembers everything they were told to do. I speak about this quite a bit in my workshops. Reduce or eliminate problems by focusing on the process rather than the person. Improve the process so that it is dummy proof and you eliminate the error. Don’t expect everyone to know exactly what to do every day, for every situation. Allow them the opportunity to have the information and resources to do the job as intended, at the time when it is most needed. Don’t commit fundamental attribution error. I had a boss who told me many years ago; “If you eliminate all possible excuses from an employee, they have no reason to not perform well”.

Frank Besednjak, Speaker, Trainer & Business Coach President & CEO Training Source, Inc. Customer Care Plus 888-538-5383/ www.frankpresents.com

So how does this relate to the job? Beware of blaming people for things they really have no control over or are simply doing what they think is right in the environment they are and with the tools they have.

For example: Let’s say you have an employee who Frank Besednjak will present an education session may have a problem completing a series of tasks “10 Steps to Move Your Team into the Winners in a specified order at a specified time. Instead, Circle” on Friday March 4 at 10:15am at the Annual this person occasionally forgets steps, takes too Ohio Convention in Mason. For more information, long or just fails to document what they did. To visit www.ohioconvention-phccacco.org the manager, this may seem as a simple act of insubordination or lack of concern on the part of

CONVENTION HEADS-UP

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OHIO PHC CONTRACTOR • Volume 2015, Issue 4

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OHIO PHC CONTRACTOR • Volume 2015, Issue 4

Legally Speaking>>>

OSHA PENALTIES TO

INCREASE SIGNIFICANTLY! H

idden within the Bipartisan Budget Act of 2015 signed by appears at the company’s Bob Dunlevey President Obama on November 2 is a provision calling for doors. For a sample protocol, Dunlevey, Mahan & Furry OSHA’s citation penalties to increase for the first time since 1990 see http://www.dmfdayton. and to be tied to the Consumer Price Index for future annual com/learning-center/articles/ increases. The Budget Act allows for catch-up adjustments to item/324-surviving-an-oshathese penalty amounts which must be made by August 1, 2016 inspection.html. Remember, the time to start defending against and will be tied to the Consumer Price Index increases arising an OSHA surprise inspection is at the time the accident occurs since October 1990 – the last time penalties were increased – a and, at the latest, at the time the compliance officer first appears.

26 year “catch-up” all at once!

Employers should not wait until the investigation concludes and It is anticipated that these increases will cause OSHA the citations issue to then attempt to protect the interests of imposed penalties to escalate about 70%. Employers could be the company. The onsite inspection and the interaction that looking at citations classified as “Willful” and “Repeat” going follows, including the providing of requested documentation and from a maximum amount of $70,000 to approximately $125,000 witness interviews, are the most critical stages in any inspection per infraction and “Serious” violations increasing from $7,000 to and should be handled very carefully with the assistance of approximately $12,500. competent OSHA counsel.

These increases are part of provisions within the Federal While some employers look upon the payment of penalties Civil Penalties Inflation Adjustment Act. The Act requires, not merely as a cost of doing business, it must be remembered only OSHA, but all other federal agencies with civil monetary that OSHA’s penalty structure makes it more expensive for penalties to update their penalty structure and to increase a non-complying employer each time the safety standard is these penalties each year automatically – without following rule again violated. Therefore, dealing with OSHA citations requires making procedures. far more than merely attempting to negotiate a 25% to 30% Obviously, this is a revenue raising effort by the federal reduction in the total penalties imposed and accepting all of government and a further burden on U.S. businesses trying to the citations as written. Instead, employers need to negotiate compete in this global economy. The increase in federal civil the vacating of citations for certain standards which have the penalties came as a surprise to most. Business leaders never likelihood of being violated again in the future. For example, anticipated the inclusion of such provisions in a “bipartisan” an employer performing roofing work may easily get cited again Bill even though OSHA had repeatedly advocated for increases for violation of the fall protection standard. Contesting these over the years. In addition, in recent years, OSHA implemented citations may become necessary because of the long term several changes to its administrative penalty calculation system ramifications of potential future violations – imposition of a in order to increase penalties. The factors OSHA modified $125,000 penalty. in order to impact the payment of penalties included OSHA Make sure your safety programs, procedures and policies considering the employer’s history of violations for the last five are up-to-date and vigorously enforced. Also, be prepared to years instead of three when addressing Repeat violations. It also deal with OSHA when the compliance officer first appears. enhanced its gravity based penalty structure to tack on additional penalties for serious violations.

Some safety experts suggest that higher penalties will serve as a further deterrent to employers violating OSHA’s safety standards. But, in all likelihood, these Bob Dunlevey will present an education increases will not do so. In any event, employers should session “Current Legal Trends & Issues” on ensure that they have strong safety programs and Friday March 4 at 12:45pm at the Annual Ohio procedures in place and that all fully comply with all Convention in Mason. For more information, visit applicable OSHA standards which govern how employers www.ohioconvention-phccacco.org deal with hazards in the workplace. Moreover, employers must have a well prepared protocol in place for dealing with an OSHA compliance officer when that officer

CONVENTION HEADS-UP

Volume 2015, Issue 4 • OHIO PHC CONTRACTOR

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CONVENTION SECTION

March 2–4, 2016 EXPO March 3 Great Wolf Lodge Mason, OH

SOARING TO NEW HEIGHTS Top-notch education sessions and speakers will present relevant concepts and timely information to boost your business. Education is the primary focus of the ACCO/PHCC Convention and there will be over 15 educational sessions led by leaders in the PHC and HVACR industry.

SOARING TO NEW NETWORKS! Convention attendees are known for sharing information about their businesses. There are numerous networking opportunities that allow you to expand your network of contacts, gather new ideas, share your experience and find new partners from around the state.

DID YOU KNOW...

unded by European …Cincinnati was fo88 when Mathias Americans in 17bert Patterson and Denman, Col. Ro ed at the spot on Israel Ludlow landof the Ohio River the north bank th of the Licking opposite the mouto settle there.

River and decided 22

OHIO PHC CONTRACTOR • Volume 2015, Issue 4

SOARING TO A NEW EXPERIENCE! Be sure to participate in all the events ACCO and PHCC have planned at this year’s convention!

Meet new people. Learn more to earn more.

Have a howlin’ time at the opening reception with dueling piano’s and Mr. Cowpie. Celebrate excellence in the industry at the Awards Banquet.

SOARING TO NEW TECHNOLOGY! The highlight of Convention is the Annual Expo. You’ll have the opportunity to visit manufacturers, distributors and services providers and view the latest products, tools, innovative solutions and technologies all in one place.

CONVENTION AND EXPO

Zoo is the ...the Cincinnati o in the second-oldest zo 1875. country, opening in

Great Wolf Lodge 2501 Great Wolf Drive Mason, OH 45040 GREAT SPACES The Conference Center demonstrates their commitment to delivering extraordinary meetings and events.

CULINARY EXCELLENCE Our banquet menus feature a vast array of options, from a simple continental breakfast to an upscale plated dinner. Our chef and banquet staff take immense pride in providing you and your attendees with an ideal dining experience.

ADVENTURE The massive, 84-degree indoor water park contains thousands of square feet of family fun, from jawdropping slides for the thrill seekers to zero-depth entry playgrounds for the little ones. Splash the day away while creating unforgettable memories together.

ACCOMMODATIONS & AMENITIES At night, guests will retire to well-appointed Northwoods-themed suites. Additional resort amenities are available during your visit and include dining and bar options, day spa, 24-hour fitness center, business center, free parking, confectionery and gift shop.

WEATHER Average temperatures in early March for Cincinnati are highs in the mid-50s and lows in the mid-30s.

CONVENTION SECTION

HOTEL INFORMATION

DID YOU KNOW...

SCHEDULE AT A GLANCE WEDNESDAY, MARCH 2 11:00am-4:00pm Registration Open

3:00pm – 7:00pm EXPO

12:00pm-5:00pm Electrical Code

7:00pm ACCO Past Presidents Dinner PHCC Past Presidents Dinner

1:00pm-4:00pm Plumbing Code HVACR Code

FRIDAY, MARCH 4 7:00am - 3:00pm Registration Open

7:00pm-10:00pm Opening Reception with Mr. Cowpie’s Dueling Pianos

7:30am - 8:15am Breakfast 8:30am - 10:00am OCILB/DOC Panel

THURSDAY, MARCH 3 7:00am – 5:00pm Registration Open

10:15am - 11:15am Education Sessions (3)

7:30am – 9:00am Opening Breakfast with Scott Brown 9:30am – 11:30am ACCO Annual Meeting PHCC Annual Meeting

11:30am - 12:30pm Lunch 12:45pm - 1:45pm Legal Update with Bob Dunlevey 2:00pm - 4:00pm Roundtables (8)

11:30am – 12:30pm Lunch 12:45pm – 1:45pm Education Sessions (4)

5:00pm - 9:00pm Reception / Installation Dinner

2:00pm – 3:00pm Education Sessions (3) Volume 2015, Issue 4 • OHIO PHC CONTRACTOR

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CONVENTION SECTION

OPENING RECEPTION DUELING PIANOS WITH DOUG & JESSIE GEHNER! WEDNESDAY MARCH 2 | 7-10pm Doug and Jessie Gehner perform a high energy, interactive dueling pianos show heavy on rock, country and pop. Hailing from California, KY this father daughter duo has been playing together for the past 26 years. Doug was one of the original Howl at the Moon Saloon piano players and has appeared at countless venues including Royal Caribbean Cruise lines. Jessie is a practicing Emergency Medicine doctor when she isn’t playing music. Join us with your song requests and your favorite friends to get up on stage and get ready to party!

DID YOU KNOW...

introduced in 1999 Gorilla Glue was ly named one of and was recent ’s top workplaces.

Greater Cincinnati

OPENING KEYNOTE

WHO CARES? CREATING A CULTURE OF SERVICE IN YOUR BUSINESS Scott Brown THURSDAY MARCH 3 | 7:30am – 9:00am While working in the very competitive amusement park industry, where customer service is held to the highest standards and managers are expected to lead young, often unmotivated employees, Scott developed the Six Essentials of Service.

These Essentials are powerful principles that apply to all organizations and became the basis for Scott’s first book, “Who Cares? Creating a Culture of Service in Your Business.”

From building successful teams to taking an introspective look at our own actions, Scott has been frequently published and has presented around the world on the subjects of Customer Service, Management, and Leadership.

24

OHIO PHC CONTRACTOR • Volume 2015, Issue 4

THURSDAY MARCH 3 | 3:00-7:00PM The action-packed Expo will have contractors soaring to new heights with distributors, manufacturers and service providers. The Expo is complimentary to all registered convention attendees and Expo Pass holders. This is an excellent networking opportunity for both exhibitors and attendees. To see the floorplan, booth locations and exhibitor descriptions, visit www.ohioconvention-phccacco.org.

2016 EXPO EXHIBITORS (as of 12/1) Bold = Industry Partner; Italics = Convention Sponsor

2 J Supply ACCO AERCO International American Standard Brands Arzel Zoning Technology Inc. Blue Angel Pumps c/o Lowder Sales Brock Restoration BWA South Calloway Cleaning & Restoration CareWorksComp Carr Supply Champion Pump Company Clarion Bathware CME Sewer Repair Contractors Choice, Inc. Davisware, Inc. Disney McLane & Associates Famous Supply Federated Insurance Ferguson Enterprises Foundation Software Glentronics, Inc. (PHCC Pro Series Pumps) Great Lakes Sales Co. Habegger Corporation Hackney Honeywell J Davis Sales & Associates LLC Jackson Systems Keidel Supply Co. Libb Company Ohio Construction Industry Licensing Board Preferred Sales, Inc. PHCC Ohio Robertson Heating Supply Sioux Chief Speedway LLC Streamkey Sutton Leasing U.S. Consolidated VIEGA Virginia Air Watermark Engineered Product Sales, Inc. Winstel Controls / Nicholson Lab Wolverine Brass Inc. Volume 2015, Issue 4 • OHIO PHC CONTRACTOR

CONVENTION SECTION

PHC/HVACR EXPO

25

CONVENTION SECTION

DID YOU KN

March 2–4, 2016 EXPO March 3 Great Wolf Lodge Mason, OH

2016 EDUCATIONAL SESSIONS WEDNESDAY, MARCH 2, 2016 W-1 / 12:00pm – 5:00pm / Code Electrical Code / Mike Holt’s 2014 Changes to the NEC Bob returns to bring you updates from the nationally recognized course developed by Mike Holt, “2014 Changes to the NEC.” Bob will provide you with an in-depth understanding of Articles-400, 422, 424, 430, 440, 445, 517 and 590. Presenter: Bob O’Connors, Instructor W-2 / 1:00pm – 4:00pm / Code Plumbing Code Join our State of Ohio Plumbing Section Supervisor, Jack Soma, as he presents this 3 hour session on code updates and changes to the plumbing code.

Presenter: Jack Soma, Plumbing Section Supervisor, Ohio DOC, Bureau of Building Code Compliance W-3 / 1:00pm – 4:00pm / Code Basic Plan Review for Ohio Mechanical Code This course will offer an overview of basic plan review requirements for various building mechanical design including, but not limited to, building ventilation, exhaust, duct-system, combustion air, chimneys and vents. Our presenter will also provide step-by-step exercises for necessary plan reviews of all these components.

Presenter: Yeong T. Jiang, Plans Examiners Supervisor, State of Ohio, Department of Commerce

THURSDAY, MARCH 3, 2016

T-1 / 12:45pm – 1:45pm / Business Business and Personal Life Success The Coach is back! In this session you will examine the challenges of balancing your priorities in life and work. You’ll learn solid and powerful skills to balance work and personal life and truly achieve success. This session is going to be very interactive and audience participation is expected and encouraged.

Presenter: Bill Harrison, President, The Training Source

26

OW

... …Between S k y li n e Chili, Goldst and other C ar Ch (more than incinnati chili restauran ili eat more tha140 in all!), Cincinnatia ts each year to n 2 million pounds of chns of shredded pped by 850,000 poun ili ds cheddar che ese.

OHIO PHC CONTRACTOR • Volume 2015, Issue 4

T-2 / 12:45pm – 1:45pm / Health and Safety Call Before You Dig As a result of Senate Bill 378 (passed at the end of the last General Assembly), the PUCO has approved new Call Before You Dig rules. Included, are its new registration requirement and fee for anyone who participates in the system, as well as, rules for the Underground Technical Committee (UTC). With questions about how this will work in practice, we’ve brought in an expert to help answer all your questions to fulfill the new requirements.

Presenter: Walt Pegram, Public Awareness & Services Liaison, OUPS T-3 / 12:45pm – 1:45pm / Business *Workers Comp Update Our presenter will give you important updates on workers comp, guide you through important steps to take when a workplace injury occurs, changes to OSHA’s recordkeeping rules and walk you through the key building blocks of a successful safety process.

Presenter: Shane Castle, Account Executive/Program Manager, CareWorksComp T-4 / 12:45 – 1:45pm / Technology Behind the Scenes Tour The GWL Tour is a behind-the-scenes tour of what makes the 79,000 square foot-indoor water park operate. Your guide will lead attendees through the various departments and ‘underbelly’ of the resort, all while providing a wealth of information and facts about the operations of the resort.

Presenter: Jason Arthur, Great Wolf Lodge T-5 / 2:00pm – 3:00pm / Technology Mobile Apps In today’s world, access to information in the field is essential to be productive. Devices like tablets and smart phones provide the mobile tools to respond quicker with solutions to improve performance. Once you’re done with this class you’ll be able to convert your paper forms into electronic applications.

Presenter: Kenny Watson, Consultant

T-7 / 2:00pm – 3:00pm / Business Supercharging your Workforce This seminar will provide insight into supercharging your workforce and provide information on how to hire employees that will exceed expectations. If we fail to understand the driving forces of ourselves and others we make the wrong choices, we have turnover, disengaged workers and demotivated workers. The end result is higher cost to business and decreased profitability.

Presenter: Mike Rao, Principal, The HR Group

FRIDAY MARCH 4, 2016 8:30am - 10:00am / Business Ohio Construction Industry Licensing Board / Dept of Commerce Panel Back by popular demand! Join our expert panel from the State of Ohio as they bring you up-to-date on Ohio codes, rules and legislation that affect you and your business.

Presenters: Frank Alexander, OCILB Admin Board Chair; Regina Hanshaw, Executive Secretary, Ohio Board of Building Standards; Debbie Ohler, PE, staff engineer for the Ohio Board of Building Standards and Shannon Hines, Interim Superintendent of Industrial Compliance, State of Ohio, Department of Commerce F-1 / 10:15am – 11:15am / Business Philadelphia Stack System The single stack, also commonly known as a wet vent system, is based on the theory that the drain lines will be of sufficient size to accommodate the three factors involved in any drainage system: solids, liquids and air. The single stack system used in Philadelphia was developed based on this theory. You’ll find out the reason this system was developed, the engineering behind the system and much, much more.

Presenter: C. David Hudson, FASPE, CIPE, CPD, CPI, CPE, CBI CDH and President, Consulting Service F-2 / 10:15am – 11:15am / Business Tax Changes, Updates and Savings The world of finance! We all love it, but don’t always understand it. Paul is here to give you the latest updates, changes you can expect this year and ways you can save on your bottom line.

Presenter: Paul Williams, CPA, Owner, President, Partner, UGJ CPA’s

F-3 10:15am – 11:15am / Business 10 Steps to Move Your Team into the Winners Circle Getting employees motivated to win and on the path to high performance does not have to be a huge task. A 5% increase in productivity will give you a 20% bottom line increase in profitability.

In this workshop, you will get several easy to implement ideas that will improve employee performance and get your company’s systems and processes in order to make your life easier.

Presenter: Frank Besednjak, President, The Training Source

12:45pm – 1:45pm / Business Current Legal Trends and Issues Our favorite attorney is back! Bob Dunlevey, board certified specialist in labor and employment law, will discuss the National Labor Relations Board, OSHA, Marijuana use and other legal trends that will impact your business.

Presenter: Bob Dunlevey, Attorney, Dunlevey, Mahan & Furry

2:00pm - 4:00pm Round Tables Our Friday afternoon sessions address your most challenging issues.

Each round table is a fast paced 50 minute session and provides attendees with an opportunity to listen, question, and get lots of answers in a small-group exchange. You can attend two (2) of these unique opportunities:

CONVENTION SECTION

T-6 / 2:00pm – 3:00pm / Business OSHA Confined Space While many contractors are familiar with and have been following OSHA’s previous confined space requirements, the new rule provides more guidance and establishes a permit system to document that safety is being considered before, during, and after the job is completed.

Presenter: Cordell Walton, Safety and Risk Consultant, Risk Control 360

R-1 Matt Tyner, Social Media: This will be an open discussion about the various social media platforms available and how they can fit in your overall marketing strategy of the business. (Business) R-2 Bob Schutz, Mechanical Code: Always a roundtable favorite, Bob will share up to date changes on the mechanical code. (Code) R-3 Kenny Watson, More Mobile Apps: Learn more from Kenny about using mobile applications to run your business more efficiently.

(Technology) R-4 Ben Hissam and Erin Rosiello, **BWC Updates & Services: Our facilitators will cover Confined Space, GHS HAZCOM Revision, How to plan for an OSHA visit, Prospective billing, and other Safety and Hygiene resources available to employers. (Health and Safety) R-5 Bill Harrison, Business & Personal Life Success: You can’t have enough success! Learn more secrets from the Coach! (Business) R-6 Scott Cloutier, Employment Practices Liability: Join Scott for this candid conversation on workplace harassment, discrimination, and retaliation.

R-7 Marie Robinson, PCI Compliance II: Marie picks up where she left off last year. The Payment Card Industry (PCI) is a set of requirements designed to ensure that companies that process, store or transmit credit card information maintain a secure environment. (Business) R-8 Trevor Jacob & Andy Davis, Concealed Carry: Join two veteran law enforcement officials as the share some of the dos and don’ts about the Ohio concealed carry law. (Health and Safety) This roundtable and seminar qualifies for the Bureau of Workers’ Compensation (BWC) rule that requires that all employers in the July 1, 2015 Group Rating Program or Group Retrospective Rating Program, who had a claim within the two preceding calendar years, must attend and document two hours of safety training between July 1, 2015 and June 30, 2016.

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OHIO PHC CONTRACTOR • Volume 2015, Issue 4

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CONVENTION SECTION 30

OHIO PHC CONTRACTOR • Volume 2015, Issue 4

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Volume 2015, Issue 4 • OHIO PHC CONTRACTOR 3/12/15 10:49 AM31

3

Champion Pump -

PHCC Ohio Industry Partner

A

t the SSPMA (Sump and Sewage Pump Manufacturers Association) spring meeting, Jeff Hawks, President of Champion Pump Company, Inc. was elected President of the Association. Jeff has served on the SSPMA Board for several years.

SSPMA members collaborate with each other and government regulators to educate consumers and professionals on the latest products, their application, proper sizing techniques, safe installation and use, and good maintenance practices. You can go to www.sspma.org for more information.

CHAMPION PUMPS ARE SSPMA CERTIFIED. Engineers, Specifiers, Contractors and End Users expect a pump that arrives on the job to meet certain design criteria. Many times a certain size solids handling is required or the pump is selected based on a published performance curve. Third party certifications such as UL and CSA have standards for the electrical

CONCRETE INTERCEPTORS AREN’T ALL THEY’RE CRACKED UP TO BE. 32

OHIO PHC CONTRACTOR • Volume 2015, Issue 4

Contact your local rep: S.V.F. Sales Co., Ltd. 4901 Brookpark Rd Parma, OH 44134 216.741.7000 216.741.7003 fax info@svfsales.com www.svfsales.com

components but do not ensure other key performance criteria.

Pumps bearing the “SSPMA-Certified” seal have been tested, by the member manufacturer, and rated in accordance with SSPMA Industry Standards and will perform as stated by the manufacturer of the particular equipment involved. The Standards are designed to supply the specifier, purchaser and/ or user of sump, effluent and sewage pumping equipment with accurate performance data, and to assist in the determination of proper application and selection of this equipment. Many states require installers of pumps to be licensed and to meet certain standards. Why not require them to use a pump that has to meet certain standards as well?

Having worked for large corporations where customers and employees can get lost in the shuffle, the owners of Champion Pump Co., Inc. had the desire to form a company that treats employees, vendors and customers like partners and friends. The goal at Champion Pump Company is to be a true CHAMPION! A true Champion is Better than the Best, Greater than the Greatest and Mightier than the Mightiest. We will provide our customers with a Champion Product, Champion Service and a Champion Attitude! Basic principles to be used in our everyday business are: honesty, integrity, kindness, gentleness & self-control and to give our customers uncompromising personalized service.

The Champion Pump Company staff combines for over eighty years of pump experience. Champion Pump Company, Inc. sells in the Plumbing, Septic, Waterproofing, Municipal, Industrial, and Maintenance Markets. We provide you with the opportunity to talk to a decision maker every time.

Champion is able to ship up to 60HP within 24 hours. Call us for all sizing inquiries, cross referencing and your pump requirements.

CONVENTION HEADS-UP You can view all of Champion Pumps products at www.championpump.com and be sure to visit them at this year’s Expo on March 3 at booths 37 & 48 from 3-7pm.

A concrete interceptor might seem like a ‘solid’ solution. But not when ever-widening cracks in the concrete, and its inherent porosity, bring the potential for leakage of waste material into the surrounding area.

Why take a chance on concrete?

Rockford Separators’ RGI Grease Interceptors and new ROI Oil Interceptors are solid steel and outperform concrete at every level.

Available in 17 models with holding capacities up to 10,000 gallons – all with Full Freight Allowed.*

Learn more today. Visit: www.rkfdseparators.com.

*

5159 28th Avenue, Rockford, IL 61109 • www.rkfdseparators.com 815.229.5077 • 800.747.5077 • Fax 815.229.5108 * See manufacturer for details.

Volume 2015, Issue 4 • OHIO PHC CONTRACTOR

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ACCO/PHCC of Ohio

8226 Stoney Brook Drive Chagrin Falls, OH 44023 800-686-PHCC/ 800-353-ACCO Fax: 216-393-0095 www.phccohio.org / www.accohio.org

ACCO 2015 - 2016 LEADERSHIP PRESIDENT Brian Stack Stack Heating and Cooling 440-937-9134 1431 Lear Industrial Pkwy Avon, OH 44011 brian@stackheating.com

PRESIDENT-ELECT Kris Guzik Energy Mgmt Specialists 216-676-9045 15800 Industrial Pkwy Cleveland, OH 44135 kris@energyman.com

VICE PRESIDENT Josh Hauser Hauser Heating & A/C 513-777-7979 9114 Columbus Cincinnati Rd West Chester, OH 45069 joshhauser@hauserair.com

TREASURER Jeff Reed Custom Air 614-552-4822 935 Claycraft Rd Gahanna, OH 43230 jreed@customairco.com

2015-2016 APPOINTEE Frank Alexander Aire-Flo Corp 2587 N. High St Columbus, OH 43202 weescot@aire-flo.com 614-267-5401

440-398-9415 Mike Aerni Conserv-Air 4181 Rocky River Dr Cleveland, OH 44135 mike@conserv-air.com 216-889-8800

2015-2016 APPOINTEE Mark Swepston Atlas Butler 4849 Evanswood Dr Columbus, OH 43229 MSwepston@AtlasButler.com 614-294-8600

DAYTON Paul Broerman Choice Comfort Services 150 N Dixie Dr Vandalia, OH 45377 paul@choicecomfort.com 937-898-5252

CENTRAL OHIO Steve Alexander Aire-Flo Corp 2587 N. High St Columbus, OH 43202 steve@aire-flo.com / 614-2675401

Tom Tanner Tanner Heating & A/C 2238 E River Rd Dayton, OH 45439 ttanner@tannerhvac.com 937-299-2500

Deborah Ratcliff Ratcliff’s Heat & Air PO Box 429 Hebron, OH 43025 dratcliff@columbus.rr.com 614-207-4212

NORTHEAST OHIO Bobby Thompson Kish Heating & Cooling 2098 N Ridge Rd Painesville, OH 44077 bobbyt@kishheating.com 440-392-0900

CINCINNATI Joe Gertz Willis Heating & Air Conditioning 756 Cincinnati Batavia Pike Cincinnati, OH 45245 joe.gertz@resservices.com 513-752-2512

AKRON/CANTON Bruce Beckwith Beckwith Heating & Cooling 535 Wellington Ave Akron, OH 44305 bruce@beckwithheatcool.com 330-923-1333

CLEVELAND Don Van Horn BTU Comfort Solutions 10237 Berea Rd, Unit L Cleveland, OH 44102

34

PHCC 2015 - 2016 LEADERSHIP PRESIDENT Ronald Schmitt Joe Schmitt & Sons Plbg & Htg 937-836-3086 Fax: 937-832-1827 500 Atla Ave; PO Box 237 Englewood, OH 45322 schmitt.ronald@gmail.com

VICE PRESIDENT Dave Wolfe Wat-Kem Mechanical 937-573-3072 2755 S County Rd, 25A Troy, OH 45373 dwolfe@watkem.com

PRESIDENT-ELECT Brian Nieman Nieman Plumbing, Inc. 513-851-5588 Fax: 513-851-9104 2030 Stapleton Ct Cincinnati, OH 45240 brian@niemanplumbing.com

TREASURER Jim Haberek Haberek Plumbing & Heating 216-433-7774 Fax: 216-433-7776 5180 W 164 St Brookpark, OH 44142 office@haberek.com

PHCC DAYTON Dave Wolfe Wat-Kem Mechanical, Inc.

EASTERN OHIO PHCC Greg Eisenhart Sanford Plbg & Supply

CINCINNATI MASTER PLUMBERS ASSN. Jeff Heger NIXCO Plumbing, Inc. 4281 U.S. 42, Mason, OH 45040 513-398-5907 jeff@nixcoplumbing.com

PAST PRESIDENTS ADVISORY COMMITTEE Bruce Stebbins Stebbins Plumbing & Heating 621 E. Dixie Dr West Carrolton, OH 45449 937-859-4534 stebplumb@gmail.com

Greg Eisenhart Sanford Plbg & Supply 1725 Pennsylvania Ave East Liverpool, OH 43920 330-386-5191 plumber@spii.net

PHCC CENTRAL OHIO MASTER PLUMBERS Rodger Sweitzer Baumann Plumbing 22 Westerville Square Westerville, OH 43081 614-888-2411 baumannplumbing@ameritech.net

NORTHEAST OHIO MASTER PHCC Paul Episcopo VIP Plumbing 20600 Miles Pkwy Warrensville Hts, OH 44128 216-581-5730 paul@vipplumbing.com AKRON/CANTON PHCC Rick Seifert D & A Plumbing & Heating PO Box 1017 Uniontown, OH 44685 330-499-8733 ricks@crowngroupohio.com

ACCO/PHCC OHIO MANAGEMENT TEAM

dvanhorn1@btucomfortsolutions.com

OHIO PHC CONTRACTOR • Volume 2015, Issue 4

PLUMBING-HEATING-COOLING CONTRACTORS

Rocco Fana, Executive Director Debbie Tittl, Executive Assistant Mary Williams, Executive Assistant

Rob Fetz Fetz Plumbing-Heating & A/C PO Box 516, Urbana, OH 43078 937-652-1136 rfetz@ctcn.net PHCC NATIONAL ZONE 1 DIRECTOR Jonathon Moyer Cocalico Plbg & Htg 27 N 4th St / Denver, PA 17517 717-336-3454 jmoyer@cocalicoph.com Represents: OH, PA and WV

Volume 2015, Issue 4 • OHIO PHC CONTRACTOR

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