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IMAGE B O A R D O F D I R E C T O R S
Plumbing & Mechanical Professionals of Virginia Chairman James S. Steinle Atomic Plumbing 1377 London Bridge Rd Virginia Beach, VA 23453 757-464-2934; Fax 757-363-8403 jim@atomicplumbing.com
Vice Chair Theresa Dagenhart Long’s Corporation 11215-G Lee Hwy Fairfax, VA 22030 703-323-1776; Fax 703-385-7446 longs@longscorp.com
Past Chair Alan Givens Parrish Services 7865 Coppermine Drive Manasass, VA 20109 703-656-2008; Fax 703-656-2006 Alan@ParrishServices.com
Committee Chairs Laurie C. Crigler L & D Associates, Inc. 935 Good Hope Church Rd Aroda, VA 22709 540-948-6230; Fax 540-948-5617 lcc@ldassociatesinc.com
Michael Hurt Long’s Corporation 11215-G Lee Hwy Fairfax, VA 22030 703-323-1776; Fax 703-385-7446 mike@longscorp.com
Lorrie Gore Gundlach Plumbing and Heating Company 7603 Compton Road Richmond, VA 23228 804-288-1951; Fax 804-266-9236 lgore@gundlachco.com
Dan Foley Foley Mechanical, Inc. 8390 Terminal Rd., Unit 1 Lorton, VA 22079 703-339-8030; Fax 703-339-8031 dfoley50@verizon.net
Matthew Kemp Aireco, Inc P.O. Box 414 Savage, MD 20763 703-209-7386; Fax 301-953-1962 mkemp@aireco.com
Executive Director Ali Wines PMPV-VAPHCC P.O. Box 6 Centreville, VA 20122 800-947-7450; Fax 800-947-7415 info@pmpv.org
WINTER 2012 Volume 77 / Number 4 Senior Editor - Ali Wines
WINTER 2012
C O N T E N T S
Chairman’s Report - Jim Steinle 4 Gerry Kennedy, PHCC National Executive VP 2012 Advancements Build Momentum for PHCC
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PHCC National Association 2012 Legislative Conference Wrap-Up
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A Letter to the Chairman 10 PMPV Committee Reports Laurie C. Crigler, Legislative Chair 11 Lorrie Gore, Communications Chair 12 Matt Kemp, Industry Committee Chairman 14 Mike Hurt, Apprenticeship & Education Chair 16 Dan Foley, Networking & Mentoring Chair 18 PMPVA Membership Application
22
thank you advertisers
A D I N D E X
Aireco Supply 11 Bradford White 23 Building Goodness 10 Cummins-Wagner 21 FastEst, Inc. 20 Grundfos 7 Hodes Company 21 Liberty Pumps 24 Pepco & Delmarva Power 19 Parts Unlimited 2 PHCC National Education Foundation 17 Quality Service Contractors 9 Rheem Manufacturing 15 Somerville 13 T & S Brass 7 Viega 21 Virginia Marketing Associates 12 Washington Gas 14 Woodford 5
Image is the official magazine of the Plumbing & Mechanical Professionals of Virginia and is published four times annually. PMPV does not necessarily endorse any of the companies advertising in this publication or the views of its writers. Image 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 PMPV or Blue Water Publishers, LLC. 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
Winter 2012 | IMAGE
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C H A I R M A N
Looking Forward to 2013
Jim Steinle
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inter is here, Christmas has come and gone, the elections are over, and this country is looking toward 2013 with great hopes of increased business and prosperity… And just as the country looks toward the future so does this association. We are excited about growing membership, increased opportunities for current members, and finally launching our online continuing education program. I will say that our company is much better today than at this time last year. I contribute that outcome to being willing to stop and review what has been working for our company and hasn’t. It isn’t always easy to admit when things aren’t working and even harder sometimes to recognize what’s not working. Yet, a company cannot do the same thing time after time and expect different results. I have said this before, if a company isn’t willing to change with the times, it will be left behind and probably wondering what just happened. If you would like to know more or are interested in the changes we are implementing, as well as some of the things that other successful contractors are doing; you just need to attend a local PMPV/VAPHCC Meeting. The best way to know what your competition is doing is to talk to them. You will be amazed at what members are willing to share. If you need information on the closest meeting to your business, just give me a call and I’d be happy to share any information with you. Furthermore, I would like to take a minute and recognize the two very bright and energetic apprentices that competed in this year’s National Apprenticeship Contest, both of whom were from the local Hampton Roads Apprenticeship Program. The contest was held in conjunction with PHCC-NA’s Connect 2012 in Philadelphia, PA, and was the cornerstone of the trade show. There were 16 Apprentices from across the USA competing for the right to be called “The Best Apprentice” in the country. [ 4 ] IMAGE | Winter 2012
Justin Duke from D. E. Kirby and Raymond Hedlin from Norfolk Plumbing represented our State Apprenticeship Program and did a fantastic job! Both these young men demonstrated how well they have learned our trade, and how to be and act like the professionals they are. These young men are the future of our industry, and I can tell you it’s definitely in good hands. Justin came in 2nd Place and won $750.00 in cash, as well as a toolbox full of new tools. Raymond came in 5th Place, missing 4th Place by only two (2) points out of a possible 1,000-point system. Please say “Congratulations” to both these fine young men if your paths happen to cross. Again, if you would like more information on how to get involved in the best trade in the world please feel free to give me a call! I will steer you in the direction of how to join, getting involved or sharing with you how to get involved in the apprenticeship program. I hope everyone is off to a good and profitable year!
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Choose from backflow prevention (67 series) or anti-siphon vacuum breaker (65 series) hose connections.
Represented by Virginia Marketing 804-569-0360 Winter 2012 | IMAGE
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2012 Advancements Build Momentum for PHCC By Gerry Kennedy PHCC National Association Executive Vice President
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hen PHCC was created, 125 master plumbers proved that their collective voice packed more power than their individual ones. 130 years later, PHCC continues to reflect those same values by working to advance the plumbing and HVACR industry at all levels. Change is coming fast to our industry in the form of new services, technologies, standards and regulations. Here are a few ways in which PHCC has uniquely positioned its members to break through to the next level with new tools, strategies, resources and representation: More Legislative and Regulatory Influence PHCC has expanded its voice and representation for the p-h-c industry on the federal, state and local levels. Here are some recent sample successes: • Repeal of the 3 percent withholding tax was signed into law. • Expanded grassroots efforts to successfully influence legislation and regulations, generating more than 4,600 letters from PHCC members to Capitol Hill and the Department of Energy, • Effectively voiced concerns about the Environmental Protection Agency’s lead paint abatement rule and continued to lobby to repeal the death tax. • Aggressively represented members’ interests in the regulatory arena—particularly with the U.S. Department of Energy—on an initiative that would establish potentially harmful workforce guidelines for the Weatherization Assistance Program. Relevant Education Programs PHCC—National Association continues to collaborate with the PHCC Educational Foundation, the PHCC enhanced service groups and state and local chapters to customize timely and relevant educational programs to meet our members’ changing needs. These range from the national seminars offered at the annual CONNECT event, to the technical and business management seminars offered by affiliated chapters. The Foundation expanded its popular bi-monthly webinars this year and continues to offer them free-of-charge to PHCC members. [ 6 ] IMAGE | Winter 2012
Increased Industry Participation, Member Support As your “in-house resource” for the latest installation technology, product standards and code interpretations, PHCC has increased participation on many industry levels this year. The association guides members on energy efficiency and water conservation topics, including a new water auditor certification program that launched at CONNECT 2012. It also offers expanded safety resources through our online library, provides regulatory updates on new energy standards and product limitations and collaborates with several industry groups to advance the efficient and sustainable use of water. More Member Resources, Fresh New Looks PHCC members received a new member benefit this year: information-packed member resource mailings that provide timely, insightful information and education on crucial industry issues. The first two topics were understanding overhead and risk management. The next ones you’ll receive will cover lead-free products and new water heater regulations. Members also should have noticed a fresh, personalized look in PHCC communications, including the recently redesigned www.phccweb.org. And the latest communications initiative is an exciting brand awareness campaign that will help us spread the word about the professionalism of PHCC contractors. With the momentum that’s been building within PHCC and the positive impact we have on positioning our members as leaders in this changing industry, there’s no looking back! We’re moving forward with a well-thought-out strategic plan that will help us continue “Building Momentum” in the future. Be sure to check the printed 2011-2012 PHCC annual report that was mailed to you to learn more specifics about all of the exciting initiatives that are underway. As you look ahead to 2013, be sure to maximize the full value of your investment in PHCC. Get involved. Be the next success story. Keep the momentum building!
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With Grundfos in, you get more time out. To learn more, contact your local Grundfos representative:
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What do the Beach Boys, Mickey Mouse, and T&S low-lead faucets have in common?
They all got their start in California, and they all swept the nation. Although California led the way with the AB1953 legislation mandating low-lead faucets, it’s only a matter of time until they are required in all states. And T&S is ready — all of our faucets are low-lead compliant and are available across the country. And, as always, T&S faucets are as rugged and reliable as they come, and meet the requirements of the Buy America Act. Contact your sales rep for more information.
contributing to LEED certification
w w w. t s b r a s s . c o m • 8 0 0 . 4 7 6 . 4 1 0 3
T&S plumbing products represented in Virginia by: RepSouth - 804-550-0025
Mickey Mouse® and the Beach Boys® are trademarks of Disney Enterprises, Inc. and Brothers Records, Inc., respectively, and T&S Brass has no affiliation with either such entity.
TSB-437 Low Lead PHCC Ad PUBS R1.indd 16
6/20/11 Winter 2012 | IMAGE
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Plumbing ~ Heating ~ Cooling Contractors National Association 2012 Legislative Conference
M
ore than 130 PHCC members “took care of business” during the April 2526 Legislative Conference. During visits on Capitol Hill, contractors and association executives lobbied for key PHCC positions, including support for permanent repeal of the estate tax, a more workable EPA Lead Renovation, Repair and Painting Rule (LRRP) and a Congressional hearing on the U.S. Dept. of Energy’s development of workforce guidelines for the Weatherization Assistance Program. “We were very pleased with the results of this conference,” said PHCC President Keith Bienvenu. “Not only were the meetings with legislators very beneficial, we have also received requests to be involved in new small business groups that are being formed. This is a true reflection of the year-long time, energy, passion and commitment that PHCC members invest in building relationships with those who decide policy that impacts our industry.” Prior to the Capitol Hill appointments, participants heard from a mix of political analysts, national lawmakers and federal agency officials during an opening session, breakfast and evening events, including a Col. George D. Scott reception recognizing PHCC’s 130th anniversary. Highlights of the conference appear below. House Small Business Committee Chair Addresses PHCC Legislative Breakfast The chairman of the powerful House Small Business Committee, Rep. Sam Graves (R-MO), addressed PHCC members at the legislative breakfast. Graves discussed several issues of importance to PHCC and offered keen insight into how PHCC can continue to be effective on small business issues on Capitol Hill. He updated PHCC on issues like estate tax repeal, the regulatory process, more funding for education and new opportunities for small business to enter the federal procurement process. In his committee leadership position, Rep. Graves is the leading advocate for small business in the U.S. House of Representatives. As a result of the legislative conference, Rep. Graves has invited PHCC to join the House Small Business Committee industry working group. The working group is a body of industry and Capitol Hill leaders who engage, discuss and work on issues with the intent of solving problems and seeking opportunities for small business.
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Renowned Political Analyst Assesses Presidential/ Congressional Races Conference opening speaker Mort Kondracke has been on the Washington, D.C., scene for more than 40 years and has covered and reported on every facet of American politics. During his remarks to PHCC, the political pundit provided insight on where we are – and why we are where we are—as a nation. He also addressed how the national election year and other political issues are impairing progress on Capitol Hill in important areas like the national debt, energy and environmental policies, immigration and educational policies, etc. Regarding the presidential election, he predicted that it will be “very, very close, loud and nasty.” He added that, “unless something unforeseen happens, the next president will have a divided government again.” In the House and Senate, he said there is a chance that Republicans will win the United States Senate and Republicans will continue to hold the U.S. House of Representatives (but will lose some seats). Small Business Administration Chief Offers Direct Voice for PHCC Dr. Winslow Sargeant, Chief Counsel of Advocacy, U.S. Small Business Administration, met with PHCC members to offer his thoughts and ideas into how his department can help and offer assistance to small business. Sargeant is the “watch dog” for small business within the Administration and often advocates on behalf of small business on Capitol Hill. “We’re here to amplify your voice,” he said. Sargeant pointed to recent small business victories of interest to PHCC, including repeal of the three percent withholding rule and efforts to make the EPA’s Lead Renovation and Repair Ruling more flexible. He conveyed his desires to form a business roundtable with PHCC that is structured in a way in which PHCC members can have a direct voice with SBA. PHCC Members Bid Farewell to a True Friend of the Industry At the close of the conference, PHCC members said goodbye to retiring U.S. Sen. Jon Kyl of Arizona. Sen. Kyl has been a true friend to PHCC and his closing message was simple yet direct….”get to know your lawmakers while they are in your district and state….if you wait until your Members of Congress are in Washington, D.C., you’ve missed the opportunity to have a voice.” The next PHCC Legislative Conference will be May 1-2, 2013 at the Key Bridge Marriott in Arlington, VA.
Development
THE QSC ADVANTAGE
How Today’s Quality Service Contractors Stay Ahead
‘‘ I have made more progress in the growth, professionalism and
internal communications of my company in the last 8 years as a QSC member than the previous 25 years before that. I only have
‘‘
QSC and everyone associated with it to thank.
Roger Fouche Schaal Heating & Cooling Des Moines, IA
Our members say it best! Quality Service Contractors (QSC) is an elite professional association that assists plumbing and HVACR service and repair contractors. We help each member reach their potential in our increasingly demanding industry. As a member, you benefit from business management services and state-of-theart training to enhance your image and enable you to better serve the needs of your clients.
SAVE OVER $900 Join QSC now, get 15 months for the price of 12! Offer ends December 31, 2012.
For more information call (800) 533-7694 or e-mail wallace@naphcc.org Winter 2012 | IMAGE
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DO IT
What you do. What you love. It’s what we need.
“I was already a good builder; BGF made me a better man.” ‑ BGF Founder, Jack Stoner
Struggling communities all over the world need your expert skills. Join our building community to volunteer at home or abroad.
Do it for you. Do it for the world.
Building Goodness Foundation [ 10 ] IMAGE | Winter 2012
buildinggoodness.org/doit 434.973.0993
COMMITTEE REPORT: Legislative Committee By Chairwoman, Laurie Crigler
THE ELECTION IS OVER!
T
hank heavens the election is over! I know I am not alone in being ecstatic that this particular election is behind us. I am not ancient, but I do not think I have ever seen so much money, so many non-truths and so much effort being exerted to win this election …… on ALL levels. And the sad part about it is both Presidential candidates appealed to roughly 50% of the people. In fact, almost all of those running for election, only appealed to about 50% of the people. This has been such a divisive election that regardless of the end result, there is a long road ahead for this country. The trick is going to be if the winners can bring this country together, cross party lines and try to solve our huge problems without putting us under at the same time. One of our PMPV/VAPHCC contractors, who is actively involved in politics, firmly believes that we are headed for four years of more regulations and less emphasis on helping small business. He may be right. But he also believes that what this means for our members is that we must be relentless in making sure that ALL regulations and legislation coming down from both Federal and State levels are designed to help our industry and not overburden our contractors and their businesses. This means that YOU, as contractors, cannot sit idly by while the Legislative Committee of PMPV/ VAPHCC and the Governmental Relations Department of PHCC-NA “handle” that work. It means that we need you to participate in the regulatory and legislative realm with us. We all must work to let legislative committees know how regulations affect all of us. You must get to know your legislator so that he or she calls you when there is legislation out there that may affect you and your business. It means that we need each of YOU to participate in group lobbying efforts when we go up “on-the-hill” either in Richmond for the State or on Capitol Hill in DC. It means that we all need to understand what issues are out there, what these legislators and regulatory agents are proposing, to see how it affects you and your business. By staying relentless, we do have
a chance in this political climate of surviving and prospering… By staying relentless, WE may just be the ones who sway those that are not inclined to look out for our small businesses to actually see that small businesses quite literally run the world. I am not sure the legislators always understand this concept but we can help them see the light by being close to them every step of the way. Now is not the time to go into hiding and hope the politics of the last few months goes away. Now is the time to be proactive by working with various legislative and regulatory bodies and committees. Please join us and stay involved as we continue to help shape legislation, which protects our businesses, our families and our staff! We owe it to ourselves to stay involved and present a united front on items needing our attention! If you aren’t already a member of PMPV/VAPHCC – the time has come to join an association that’s not only looking out for your education, opportunities, and business but also your future! Join us today!
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COMMITTEE REPORT: Communications Committee By Communications Chairwoman, Lorrie Gore
Communicating with local Officials
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started out this month with this whole idea of writing an article on how to communicate with your local officials. I thought this would be an easy article because I do this all the time. So I called my Board of Supervisors representative, I asked him what are the typical questions business owners call you about. He promptly turned it around on me and said “what have you ever called me about� (besides a check for that water heater replacement). This launched into a great discussion of how we live in a really cool County where the County officials, from the County Manager through Economic Development and the School Board come and meet once a month with local small business owners at a Breakfast meeting called Henrico Business Leaders. So business owners, like myself, already know who to reach out to for a problem or concern. My county is being proactive. So when I hung up I felt good about the County I lived in, but realized, well, I still have to write this article. I called a contractor friend who has a City Council where his business is and I had never dealt with a City Council before, having always lived and worked in a County, so this ended up being just another great discussion with an old friend. I went on to call another contractor friend and found that he makes a point of staying in contact with his planning and zoning commission, that way he knows about upcoming projects in the area. This led to a conversation about business and the elections, etc. I stepped back and realized what great communications skills it takes to be a business owner. With strong communication skills, I have had the wonderful opportunity to make great friends and contacts through the years on the local level. I have used these skills to help not only my business, but other p-h-c businesses by working with state legislators at The General Assembly. I have been able to add customers through [ 12 ] IMAGE | Winter 2012
the years because of this as well. The best part of the story is that by being a member of PMPV/VAPHCC I can pick up the phone and communicate with the best of the best in the contracting field whenever I have a question. So to those of you that may be reading this that are not already a member of this great association, you are missing out by not being a member. Come join us in January at our meeting at the Omni Richmond Hotel on Thursday, January 10. Go with us as we visit with the state legislators. Come help us communicate to them what a great industry and profession it is that we work and make our living in, and in turn, support our employees and their families as well. If you are interested in joining us, please give me at a call 804-288-1951 or email me at lgore@gundlachco.com.
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COMMITTEE REPORT: Industry Committee By Industry Committee Chairman, Matt Kemp
Natural Gas. Efficient by Nature.
12,550 Ways to
boost your business.
Going Ductless
D
o you still refer to a ductless mini-split system as a “sun room unit?” Residential ductless technology has come a long way since it came to the United States over 30 years ago. No longer are you limited to one condenser and one gigantic wall hung evaporator. The possibilities are almost endless. From evaporators that look like artwork to a single system that utilizes one outdoor unit serving up to 12 indoor units, ductless technology is rewriting the book on residential zoning and energy efficiencies. Using modern compressor technology mini-split systems will only use the energy needed to meet the load requirements. No more racing to set point at 100% capacity then shutting off. Ductless systems start soft and steadily cruise to satisfy the thermostat. With multi-zone mini-split systems your customers have the ability to control every room in their home independently. Each room can be set to its own temperature giving every person in the home the ability to manage their own comfort eliminating annoying hot and cold spots. This feature also gives the homeowner the option of NOT paying to heat and cool unoccupied space, which is a big money saver. With a full set of control options including wireless connectivity and remote system access whole house ductless systems are rapidly becoming the rule rather than the exception. From a contractor’s stand point installing ductless minisplits reduces the need for expensive, labor intensive and inefficient ductwork. Ductless has significantly reduced installation time over conventional systems. Many of these systems are Energy Star® rated and rebate eligible and the large selection of evaporators available will satisfy the most discerning homeowner. More important than any of this is the fact that offering a ductless solution to your customer will set you apart from the competition. You will be the contractor that offers them the high efficiency, green, comfort solution for EVERY room in their home. It is time to join the ductless revolution! [ 14 ] IMAGE | Winter 2012
We’re offering 12,550 rebates totaling nearly $1,000,000 Washington gas is taking the lead in offering your Virginia customers substantial rebates on energy-efficient natural gas products and more: • Water Heaters
• Tankless Water Heaters
• Boilers
• Programmable Thermostats
• Heating System Checkups The Energy Efficiency Program is designed to get you more business and to put a little money in your Virginia customer’s pocket. these rebates are available in limited quantities and only until april 30, 2013.1 for details and a complete list of eligible products go to WashingtonGasRebates.com/Plumbers.
1
rebates are available to Washington gas Virginia customers only.
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COMMITTEE REPORT: Apprenticeship & Education Committee Apprenticeship & Education Committee Chairman, Mike Hurt
READOUT FROM THE NATIONAL CONVENTION
T
his year’s National Apprenticeship Competition was held at PHCC-NA’s Connect 2012 in Philadelphia, PA. It was center stage for everyone to watch the country’s best apprentices battle it out for the bragging rights of being the nation’s top apprentice. Everyone competed well but as we all know, there is only space for one NUMBER ONE! The apprentice that proved victorious was a Pennsylvania local. Adam Coyle of John’s Reliable Plumbing, in Chester Heights, PA, was awarded first place at the end of the all day competition. Congratulations, Adam! job well done. With Adam’s win, second and third places were still available and I am happy to report that second place went to a Virginian! The taste of being a top competitor is nothing new to Virginia State Apprentice Competition winner, Justin Duke of D.E. Kirby Inc., who took second place. Justin, you made your state proud! Keep up the great work! Jake Knight of Murphy Company/UA Local 562 of Saint Louis, Missouri rounded out the top three. I wish you continued success in the future! The top three apprentices took home hundreds of dollars in cash and thousands of dollars in tools and prizes. Virginia’s other entrant, Raymond Hedlin of Norfolk Plumbing, placed a very respective fifth out of sixteen competitors. Keep up the good work Raymond! Every year, Delta Faucet sponsors the Plumbing Contractor of the Year award, as well as the Apprentice of the Year award. Mary Jean Anderson, owner of Anderson Plumbing, Heating and Air Conditioning was awarded Plumbing Contractor of the Year. The Delta faucet Apprentice of the Year was Orbelin Roman from Nevada. A Virginia HVAC company also received accolades at Connect 2012. Mike Giordano and Butch McGonegal from United Air Temp were selected as the Trane HVACR Contractor of the Year. Butch is extremely active at the Local, State, and National level with PHCC, and he is very active in the legislative advocacy of the important issues that affect our industries. It’s now time for us to begin planning the 2013 State Apprenticeship competition. With Virginia’s success over the past several years at the National level, there are big expectations for the upcoming Apprentices that will compete to be the best of the best in Virginia. Any contractors that have a third or fourth year Apprentice that would like to compete [ 16 ] IMAGE | Winter 2012
please let me know. I will be recruiting from the third and fourth year programs right after the first of the year, and would like to include your student. Allowing your apprentice the opportunity to compete at the state level, with hopes of competing at the national level (in Las Vegas in 2013!) is an opportunity for you as a business owner to let everyone know that you and your company are committed to educating your staff, supporting them in their quest for excellence, and receiving great publicity in the process. If you have any questions please e-mail or call me (703323-1776). I look forward to hearing from you and more importantly seeing your apprentices in the spring.
ESSENTIALS OF PROJECT MANAGEMENT COURSE MARCH 13–16, 2013
Northern Virginia, National Conference Center (near Washington Dulles International Airport)
in the Construction Game! n i W o T y a l P
Subcontractor Business Owners • Project Managers • Estimators • Superintendents • Lead Foremen The construction game has changed—but the best techniques for making a profit have not! Your managers must understand the impact of every decision they make and when to say “No” to unfair demands.
The common sense planning, procedures, and communication skills we cover in the Essentials class are your keys to strong productivity and steady profits.
Why Play the Game
If You’re Not Playing to Win?
TOPICS INCLUDE: • The Power of Pre-Construction Planning • Your Secret Weapon: Prefabrication • Partnering with Your Suppliers • Understanding What’s in the Contract • Knowing When and Why to Say “No” • Sharing the Plan: Turnover Meetings • Identifying Lost Time and Delays • Winning at the Change Order Game • Using Scheduling to Avoid Delays • Project Billing and Cash Flow • Painless Project Close Outs
PREVIEW the course at phccfoundation.org/essentials then REGISTER by calling (800) 533-7694. Course is offered only once a year—seats are filling up fast! DON’T WAIT!
PHCC LABOR CALCULATOR Reduce Your Labor Risk & Bid Better! The largest source of risk on a project is labor—you must get the hours right at bid time. Using a standard set of labor units is your key to more accurate estimates, reduced risk and protecting profits.
New Software Version AVAILABLE NOW!
LIMITED TIME OFFER! Special upgrade pricing for previous users, available by calling (800) 533-7694.
TRY IT NOW FOR FREE!
The PHCC Labor Calculator is your source for national average installation times for plumbing and HVACR materials, plus estimating tools for contractors. The new software is simple to use, and is designed to help small businesses standardize their estimating process. Estimators at larger companies can enjoy having an easy tool to quickly check their labor numbers.
LABOR CALCULATOR BENEFITS: • Provides average installation times so estimators don’t have to start from scratch. • Provides independent third party verification of the labor required to complete required work. • Two levels of adjustments allow you to tune the numbers to be accurate for your company and job. • Database updates can be downloaded as they are released from the Foundation (subscription required). • One purchase allows installation on three computers. • Expanded Reference Manual guides new estimators through a sample bid with helpful estimating calculators and spreadsheets included.
Download the 30-day trial version at phccfoundation.org/Laborcalculator
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COMMITTEE REPORT: Networking & Mentoring Committee By Networking & Mentoring Committee Chairman, Dan Foley
Fall Heating Issues –
Solving the Client Equation
W
hen I started my company, one of my biggest fears was running into a technical problem that I could not resolve. Ten plus years in, I am still waiting for that problem to occur. Oh sure, I have run into difficult technical issues with the equipment we service and install. Some have required multiple trips back as well as manufacturer support but we have somehow managed to tackle all the mechanical problems thrown our way. The curve ball that I did not anticipate was the “people” problems that you run into when dealing with clients. Everyone has a different viewpoint and way of looking at things. I have found these problems to be much more difficult to resolve and requires a different skill set and proficient communication skills to fix. Every fall, as the weather begins to change in October, we have chilly nights where the temperature dips into the 30’s but mild, sunny days where the temperature quickly rises into the mid 60’s. The call will come in from a client: “That new boiler you just installed is not working. We have no heat! Get someone out here as soon as you can.” We use a lot of condensing boiler technology with outdoor reset control. Typically, we are removing a cast iron atmospheric boiler with setpoint control operating off of a high limit, which might have been set anywhere from 180 – 200*F. We will also typically incorporate an indirect DHW tank into our design. I received such a call just last week on a brand new install. We had just installed a new condensing gas boiler and indirect DHW tank. It replaced a 40-year-old cast iron beast and tankstyle water heater. It was tied into an existing high mass radiant floor heating system. The boiler had an integral outdoor rest control and we had the curve dialed in to an optimal setting. The morning after the first cold night, the client called me with a “no-heat” complaint. I decided to handle this one myself, as I was sure this was not a mechanical problem. The old boiler operated off of a high limit setpoint control. The client was used to turning up the thermostat and quickly feeling the heat in the slab. I got to the call around 10am. The first thing I noticed when I walked into the boiler room was that the pipes were hot. The boiler had just cycled to satisfy a call for DHW so I knew the [ 18 ] IMAGE | Winter 2012
boiler was working. The house was split into three zones. Two of the zones were satisfied. One zone was set for 70* and the actual temperature in the zone was 69*. My first thought was that this was hardly a “no heat” situation but when a client has paid close to $20k for a new system, you respond quickly. I checked to see that the thermostat signal was reaching the zone control and that the zone valve had opened. The zone pump was on and boiler pump was on. The modulating boiler was operating on low-fire and the supply water temperature was about 90*F. As the ambient temperature was now 53*F, this was dead on to the reset curve we had selected. The system was operating exactly as designed. I tried explaining this to my client but he was having none of it. “The old one didn’t do this. We paid top dollar for this system and we expect it to work!” The only thing not working was my ability to explain outdoor reset to my client. His elderly mother lived in the house and he wanted her to be warm. After failed attempts at trying to convince this homeowner that this system was operating properly, I gave in. Against my better judgment, I bumped up the reset curve to provide more heat into the radiant system. The boiler responded and settled in to a supply temperature of 105*. Everyone was happy and I packed up and left. The chilly morning turned into a beautiful fall afternoon with temperatures peaking in the mid 60’s. Then I received the call. The client called back to say that there was a problem. The thermostat was still set to 70* but the indoor temperature was now 76*. Of course it was! We had injected way too much energy into the high mass slab. Between the time lag of the high mass concrete slab and the solar gain from the sunny day, the indoor temperature had overshot the thermostat setpoint. I returned to find the boiler off and the pipes cold. I returned the reset curve to its previous setting and suggested to the client to open the windows to let some of the crisp fall air into the overheated space. The boiler settings were right the first time. My failing was not technical but in my ability to explain the operation of the system in a way my client could understand. Two technical solutions come to mind. One would have been to use a more sophisticated control that employs an indoor sensor to provide feedback to the boiler control and adjusts the
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reset curve accordingly. This would take into account the slow response of the concrete slab as well as internal loads created by people, appliances and solar gain. One boiler we use has a simple way of dealing with heat loads at the upper end of the reset curve. It uses a “boost” feature that can be activated if desired. If a heat demand has not been satisfied after a programmed period of time, typically set at 20-25 minutes, it boosts the supply water temperature until the heat demand is satisfied. It then reverts back to the programmed reset curve. This is a simple solution to this dilemma. I wish I had done a better job explaining how the new system would operate at the time it was installed. It may have avoided two service calls. Since the new system operated differently than the old system, the client incorrectly concluded it was not working properly. The issue was strictly communication, not mechanical. We do a lot of steam boiler replacements in the DC area. These can be a technical challenge. You are matching current boiler technology to systems that were designed 100 years ago to run off coal. Again, we have managed to handle the technical challenges but it is client expectations that seem to trip us up. I have noticed that people pay close attention to their systems right after they are replaced, and rightfully so. They just paid a big chunk of money and they are more “aware” of their heating system. They notice things they did not notice before. Another call came in last week. The replacement steam boiler we installed several weeks ago was not working. Again, as this was a callback on a new installation, I went out on the call myself. I got there early on a cool fall morning. The ambient temperature was in the low 40’s and breezy – chilly but not cold. When the client opened the front door, I felt a wave of heat roll over me. Something was working. She liked it warm in her house. The thermostat was set to 73* and was reading 73*. Perplexed, I went to the basement. The boiler was off but the near boiler piping was smoking hot. It had just cycled off. Everything appeared to be working fine. Maybe there was an intermittent problem? I went back upstairs to talk to the owner and inquire about the problem. “Oh, your new boiler has no problem keeping temperature and heats more evenly than the old boiler. The banging has also gone away”. We had corrected some piping problems and fixed some issues with the main vents. “The problem is that the radiators are not heating right”. I went over to a large twenty-section column style radiator along the front of the house. The first four or five sections were hot but the rest went from lukewarm to cold. “That radiator always got hot all the way across but now only the first few sections are hot. Something is wrong”. It was 73* inside but that did not matter. “The old boiler heated it all the way across”, she insisted. And she was right. This radiator was the first radiator off the main. The old [ 20 ] IMAGE | Winter 2012
system lacked proper main vents on her one-pipe system. All of the air in the system vented out of the radiator vents. This made for uneven heating and temperature gradients between the rooms. But that first radiator got hot quick! Now, with the proper main vents and balanced heating, the system was operating properly. On a mild day like this, only the first few sections will get hot before the thermostat is satisfied. Only on the coldest days will the radiators get hot all the way across. I had better luck explaining this to the client this go around. She acknowledged that we had solved the banging problem and that the temperatures throughout the house were more even than before. I convinced her to wait for the first real cold weather and then see how the radiators heat. Once again, the problem was not technical but client related. I realized that in order to avoid wasted time on “nuisance” calls, I need to do a better job explaining how our systems operate to our clients. Their perception is our reality. Keep that in mind as you deal with your clients. We need to be able to explain how our complex mechanical systems work in a way our clients can understand. Or deal with the consequences, as I did. Dan Foley is president and owner of Foley Mechanical, Inc. based in Lorton, VA (www.foleymechanical.com). FMI specializes in radiant, hydronic and steam systems as well as mechanical systems for large custom homes. He can be reached at 703-339-8030 or at dfoley50@verizon.net
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