NADCA-certified seasoned pros give you the inside info on bidding practices to avoid
Contents Editor Sarah Black Publisher Jodi Araujo, CEM
Features
POSTMASTER: 1120 Route 73, Suite 200 Mount Laurel, NJ 08054 Phone: 855-GO-NADCA Fax: 856-439-0525 E-mail: info@nadca.com Website: www.nadca.com DucTales Magazine is published six times annually. NADCA annual dues include a paid s ubscription to DucTales. Yearly subscriptions to DucTales are available for $50. The National Air Duct Cleaners Association (NADCA) prints DucTales Magazine to provide its members and the HVAC system cleaning industry with a forum for the discussion of topics of interest. To that end, NADCA tries to include within DucTales a wide range of ideas and opinions. The ideas and opinions expressed by the authors who write articles for DucTales, however, are solely the views of the person expressing them, and do not necessarily represent the views, positions or policies of NADCA, its members, or its officers, directors or staff. NADCA is not responsible for claims made in advertisements. NADCA does not endorse any particular manufacturer or supplier of equipment, chemicals or related products, nor any particular model of equipment.
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Top 5 Mistakes in Project Bidding
In Every Issue
Your Business
2
President’s Letter
15
6
Chief Staff Executive’s Letter
8
Executive Director’s Message
No Kidding: The IRS Punishes Businesses for Helping Workers Buy Insurance
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Industry Calendar
16
Leadership Begins with Safe and Honest Conversations
27
Committee Spotlight
18
28
New NADCA Members, ASCSs
Get Better Results From Your Promo Products
Industry News
NADCA News
9
In Brief
23
Surveying the Land
10
Air Pollution Levels Rising in Many of the World’s Poorest Cities
24
Fall Tech Recap
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Wristband Measures Indoor Air Quality
13
Unilever to Acquire Blueair 1
President’s Message NADCA Officers
Personal Goals By Michael Vinick, NADCA President
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n the 2015 Fall issue of DucTales, I wrote about putting your best foot forward and preparation. The column was geared for your business. Now I want to discuss personal financial preparation. I wasn’t sure about what I was going to write about until I was reminded this morning to take inventory of my personal finances and personal life goals. I was giving Max and Ty (my two teenage sons) advice about adding money to their Roth IRAs. I explained to them the miracle of compounded interest. Also the tax advantages of a Roth IRA versus a traditional IRA. They did not want to part with all of their summer earnings. But they agreed to split it to put some of it into their Roth IRAs. They also understand the importance of planning and taking advantage of their position in life to be able to prepare for a terrific future. That includes protecting their assets and retirement, which is “only” about 50 years away for them. I am always very busy and all too often I get sidetracked from paying attention to my personal financial 2
life goals. My guess is that many of our members have the same thing happen to them. We get caught up in our businesses, and our families need and want our attention. Before I know it, days turn into weeks, which turn into months. During that time I pay bills and add to my 401K. Sometimes, I add to my investment accounts. During that time I may also buy and sell stocks. I may purchase investment property or personal use property. Whatever I do, I make sure that it does not interfere with my work. Investments all contribute to my financial life goals. By financial life goals, I mean how much financial security (amount of money/ assets) I would like to have to sustain the lifestyle that I want. The problem is that during those moments I do not take the time to analyze what I have and how it is set up for me to protect myself. To answer that question you need to surround yourself with top-notch advisers. Do you have a good enough accountant, lawyer and investment advisor? If not, fire them and hire good ones. Ask your most
President Michael Vinick, ASCS (’17) Duct & Vent Cleaning of America Inc. 311 Page Boulevard Springfield, MA 01104 (413) 734-8368 FAX: (413) 733-1997 mvinick@ductandvent.com
Secretary Mike White, ASCS (’17) Clean Air Systems of LA, Inc. P.O. Box 6210 225 Mount Zion Road Shreveport, LA 71136 (318) 869-0344 FAX: (318) 869-0346 mike.white@ cleanairsystemsiaq.com
1st Vice President Richard Lantz, ASCS (’18) Virginia Duct Air Cleaners, Inc. 1149 Waters Road Chesapeake, VA 23322 (757) 407-3845
Treasurer Dan Stradford, ASCS (‘18) Action Duct Cleaning 2333 Lincoln Ave. Altadena, CA 91001 Dstradford@aol.com
richard@virginiaairductcleaners.com
2nd Vice President Rick MacDonald, ASCS (’18) Armstrong Duct, Vent & Chimney Cleaning 531 Front Street Manchester, NH 03102 (603) 627-7016 FAX: (603) 627-7070 rmac@ahpv.com
NADCA Directors April Yungen, ASCS (‘18) Air Management Industries 8351 Elm Avenue, Suite 102 Rancho Cucamonga, CA 91730-7639 United States (909) 945-0041 airmgmt@tstonramp.com Frank Forrest (‘19) Carlisle HVAC 900 Hensley Lane Wylie, TX 75098 (972) 429-4972
Kevin Uilkie, ASCS (‘17) K.M. Facility Services, LLC 5631 N. 52nd Avenue Glendale, AZ 85301 (623) 930-5490 kevin@kmfacserv.com Mark Zarzeczny, ASCS (‘17) Schoen Duct Cleaning 704 Cooper Street Edgewater Park, NJ 08010 (609) 835-9500 mark@schoenairductcleaninginc.com
frank.forrest@carlislehvac.com
Adrea Casa, ASCS (‘19) Alisea SRL Strada Paiola 3 Cura Carpignano, 27010 Italy (+39) 0382-583090
andrea.casa@alisea-italia.com
NADCA Headquarters 1120 Route 73, Suite 200 • Mount Laurel, NJ 08054 Toll Free: 855-GO-NADCA • Phone: (856) 380-6810 Fax: (856) 439-0525 • www.nadca.com
NADCA Staff Jodi Araujo, CEM Chief Staff Executive
Kristy Cohen Executive Director
Carla Cheifetz Meeting Manager
Victoria Ramsay Client Services
Holly French Membership & Certification Coordinator
Christina DeRose Standards & Specifications Marketing Manager Holly Rose Industry Relations Manager
President’s Message
Training and Education
I get sidetracked from paying attention to my personal financial life goals.
Made Easy! Custom training is now available to NADCA members! Instead of flying your entire staff somewhere to receive training, NADCA will bring the training to YOU!
Interested? Call NADCA Headquarters at (855) GO-NADCA to learn more.
My guess is that many of our members have the same thing happen to them.
successful acquaintances who they use and why. Do not ask your friends who they use unless they are very financially successful.
something goes terribly wrong for you financially? These are all very important questions that you need to keep abreast of.
What is the best method to protect your assets? That will depend on your circumstance. Are you someone who should have a real estate trust or a family trust? Should your trust be irrevocable or revocable (a living trust)? How about an investment trust? If you own a business, is your business a LLC (Limited Liability Company), a partnership, a Sole Proprietorship, an S Corporation or a C Corporation? Should it be changed to another type of entity than it is because your personal circumstances have changed? Do you have a will? If you have a will, does it need to be updated? How about a living will? Are you protected just in case
All of these and more questions are something I forget to ask myself and review on a more frequent basis. You work hard in an industry where you have to work hard and earn your money. No one gives it to you, so protect it! I was fortunate to grow up in a house where my father was and still is in the finance industry. At the dinner table I learned about investments and asset protection. Since most people do not have that advantage, you need to find the experts to work with. Also do as my father always said to me: “Michael, make sure that you understand and take advantage of the miracle of compounded interest.” 3
NADCA News
NADCA Committee Assignments Annual Meeting Committee Chair: Mark Zarzeczny Immediate Past Chair: Michael Vinick Karen Cowan Frank Forrest Peter Haugen Matt Mongiello Anthony Paterno Terri Reynolds Cindy White
Kelly Dexter Tommy Gwaltney Jimmy Meyer MJ Palazzolo Keith Reynolds Ray Strozyk
Ethics Committee
Chair: Dan Stradford Immediate Past Chair: Richard Lantz Melinda Allen George Grozan Michael O’Rourke
Kelly Dexter Mike Wine
Finance Committee
Chair: Richard Lantz Immediate Past Chair: Michael Vinick
Chair:
Mike White
International Affairs Committee
Interim Chair: Michael Vinick Immediate Past Chair: Matt Mongiello Julio Cesar Arencibia Nelson Constanza Javier Dominguez Peter Haugen Rick MacDonald Travis Tassey
Carlos Boothby Nicolas Charland Eric Gordon Hugo Hernandez Al Sutton Valeria Vega
By-Laws Policies Procedures Committee
John Line Dan Stradford
Chair: Mark Zarzeczny Immediate Past Chair: Richard Lantz
Membership Committee
Dave Adams Daniel Bowman Chad Cowan Clayton Ivany Jimmy Meyer MJ Palazzolo Larry Stabb Travis Tassey
Perry Covello Terry Durham Andrew McLaughlin Clint Orr April Yungen
Chair: Dan Stradford Immediate Past Chair: Richard Lantz
Melinda Allen Sharon Altenhoff
Certification Committee Chair:
April Yungen
Chad Cowan Rick MacDonald Tim O’Connor Duane Whetzel
Tom Fehr Mike McDavid Todd St. Ores Cindy White
Education & Safety Committee Co-Chairs:
Mike White Rick MacDonald
Jeff Bagley Frank Forrest Chet Goetz Richard Lantz Andrew McLaughlin Tim O’Connor Kevin Uilkie
Mike Dexter Ron Gray Reece Howell Jerry Lawrence Dominic Menta Robert Rizen Tom Wengert
Subcommittee: White Paper Committee Chair:
Dan Stradford
Subcommittee: Fall Technical Conference Co-Chair: Co-Chair:
Rick MacDonald Jimmy Meyer
Paul Covello Mike Dexter Richard Lantz Kehau Mendes Kevin Uilkie Mike White
Perry Bagley Frank Forrest Mike McDavid Robert Rizen Tom Wengert Vito Moscato
Subcommittee: CVI Training Task Force
John Muller Al Sutton
Subcommittee: Energy Research Study Task Force
Industry & Public Relations Committee Carlos Boothby Jim Castellano Peter Haugen Dan L’Herbier Scott Moritz Billy Prewitt Slade Stricklin Stephen Worrall
Subcommittee: Anti-Fraud Task Force Chair: Mark Zarzeczny Hal Ayer April Yungen Justin Viar
Jim Castellano Kelly Dexter Stephen Worrall
Subcommittee: ACR Marketing Task Force Chair:
Mark Zarzeczny
Jim Castellano James Shelley
MJ Palazzolo Larry Stabb
Subcommittee: Website Update Task Force Chair:
Jimmy Meyer
Richard Lantz Billy Prewitt
Paul Hannah
Subcommittee: Ad Hoc Research Task Force Dan Stradford Mike White
Richard Lantz
Subcommittee: EPA Website Update Task Force Chair:
Richard Lantz
Subcommittee: Editorial Committee
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Chair:
Richard Lantz
April Yungen Dan Stradford
D U C TA L E S
Chair: Kevin Uilkie Immediate Past Chair: Michael Vinick
Gary Croshaw Peter Haugen Jimmy Meyer MJ Palazzolo Mark Zarzeczny
Subcommittee: Regional Coordinators
Chair: Kevin Uilkie U.S. Northwest – Vito Moscato U.S. Southwest – Matt Kelly, Kehau Mendes U.S. Northeast – Rick MacDonald, Nelson Constanza U.S. Southeast – Tommy Gwaltney, Perry Bagley Canada Region 9 – Gary Lapstra Canada Region 9.5 – Nicolas Charland Mid-East Region 10 – George Thomas Australia Region 11 – Travis Tassey Italy Region 12 – Andrea Casa China Region 15 Central & S. America – Carlos Boothby, Richard Lantz
Subcommittee: 2000 Members in 2020 Task Force Chair:
Michael Vinick
Nelson Constanza MJ Palazzolo
Tim Fico
Leadership Development Committee Chair:
Michael Vinick
Standards Committee
Chair: Richard Lantz Immediate Past Chair: Bill Lundquist Paul Burns Brad Kuhlmann Rick MacDonald Byron Ware
Charlie Cochrane Greg Long Mike McDavid
SEPTEMBER • OCTOBER 2016
NADCA Staff Letters
A Letter From the Chief Staff Executive By Jodi Araujo, CEM
Charm was a scheme for making strangers like and trust a person immediately, no matter what the charmer had in mind. – Kurt Vonnegut
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n the last issue I talked about building your brand, identifying who you are and what you want to be to your customers. I touched on culture and core values and will do so often, as those are the foundation of success. I almost said they are the foundation of any successful business… but then I read the sentence back and thought, “No, they are the foundation of success. Period.” During a recent college visit, my daughter and I met with the head coach to talk about their program and the expectations and opportunities this school would offer her during the next phase of her life. This is, of course, a huge decision (especially for a 15 year old and a very protective mom). We’ve had these conversations before, we’ve met many coaches and talked about why their program is the best choice for her, but this conversation was different. Why? Because the coach almost immediately touched on the mission of the program. Wait — this soccer team has a mission statement? Yes! Next, he talked about the values that were important to the team. 6
He kept it short and simple, easy to remember. And then he brought it home and said the magic word: culture. He knows that the culture of his program must remain strong because his vision for the future is affected by the decisions that inform team culture every day. Player decisions, coaching decisions and professor decisions contribute to the cumulative environment where these young women will live, work and play as representatives of not only themselves, but of this program and the university as a whole. If we talk about the day-to-day decisions that we all make and how they affect culture, whether positive or negative, where do we start? How about first impressions? Ah, we’ve all heard the statistics, you have just seven seconds to make a first impression. Stop reading, put the magazine down and count to seven. While you’re counting, imagine your ideal employee candidate standing in front of you. What are they wearing? What does their hair look like? Are their shoes polished or worn? Here’s my vision: My candidate is well-groomed with clean and
trimmed fingernails, polished shoes and a well-fitted suit. And if it’s a woman and she is wearing open-toed shoes, she has had a pedicure. We all have our preferences (mine happen to be clean and trimmed fingernails!) and they’ll generally be among the first things we notice.
Don’t let what you can’t do stop you from doing what you can do. – John Wooden Now, I understand that not all technicians are coming to a job interview in a business suit — I get that. But if they arrive in khakis and a collared shirt, is the shirt pressed? Is it clean (along with their fingernails)? Do they look you in the eye and give a firm handshake? Do they introduce themselves with confidence and exude gratitude at the same time? How do they carry themselves? Do they sit tall, shoulders back? Or do they hunch over and lazily lay their arms on the chair?
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NADCA Staff Letters
Sometimes, first impressions are all we have. The brain is always in survival mode, and this natural instinct to judge and assess is hardwired, we can’t stop it. I mentioned some verbal cues, but most first impressions are impacted by non-verbal cues. Basically, what you say matters much less than what you do. So, as we judge, so are we judged! That candidate is making his own assessment of you and your company, his potential employer. Is your desk clean? Did your receptionist greet him with a welcoming smile and sunny disposition? Don’t lose sight of that. Does your wardrobe selection leave the impression of success? In his blog at Forbes.com, Carmine Gallo, author of Talk like TED and The Storyteller’s Secret, reminds us that George Washington had his clothes custom fit long before Nordstrom was around. He also says that you should always dress 25 percent better than everyone else. It helps you stand out in the work place and creates opportunity that your less-concerned peers will miss. As the owner of your company, do you stand out as a leader? Press your clothes, stand up tall, make eye contact, smile and exercise a little hand hygiene too!
Did you just observe all of that in seven seconds? You did! And you already have an opinion of this person no sooner than having shaken hands and exchanged introductions. It’s amazing that we’re wired this way. The moment you see this person, literally lay eyes upon D U C TA L E S
them, your brain makes thousands of observations. Is this person approachable, friendly, confident, safe, kind, honest or trustworthy? Again, you just made a decision about this person and all of those traits, in seven seconds.
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Oh, and about that college visit where culture is ingrained in all what they do: they go one step further. They even have the largest dedicated life skills program of any university in the country. They teach their studentathletes which fork to use, how to develop their brand, how to dress to impress and how to make a perfect first impression!
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NADCA Staff Letters
A Commitment to Quality through Knowledge By Kristy Cohen, NADCA Executive Director
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hen companies become members of NADCA, they agree to perform work in accordance with NADCA standards and as such are expected to follow certain cleaning requirements. This commitment to cleaning to a higher standard is what sets NADCA members apart from the rest and gives consumers peace of mind.
4 Negative Pressure
Some of the key cleaning methods outlined in ACR, The NADCA Standard include:
4 Cleaning Equipment and Tools
•
•
•
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Cleaning to a visibly clean standard
An interior surface is considered visibly clean when it is free from “non-adhered” substances and debris. Non-adhered means any material not intended or designed to be present in an HVAC system, and which can be removed by contact vacuuming. Using source removal NADCA recommended cleaning methods employ “Source Removal,” the mechanical cleaning of system components to remove dirt and debris. Source removal requires two key elements to be effective: agitation and extraction. Using containment to prevent cross-contamination Level 1 Containment is the minimum level that shall be used on all HVAC cleaning projects. Level 1 Containment includes:
The HVAC system, or area being cleaned/restored shall be placed under negative pressure during all cleaning activities.
4 Protective Coverings
Clean, protective coverings shall be used within the work area.
Cleaning equipment and tools shall be maintained, cleaned and inspected prior to being brought onto the work site to ensure they will not introduce contaminants to the indoor environment.
4 Cross-Contamination Control
Engineering controls shall be in place to control contaminant discharge from the HVAC system and/or cross-contamination into occupied space during the cleaning process.
But, how does this translate to practical application in the field? What resources are available to NADCA members to help ensure that their technicians are aware of proper cleaning methods? NADCA’s Ventilation Maintenance Technician (VMT) training program is a good place to start. The program is
designed to help new HVAC cleaning technicians develop the high quality of experience and skills for which NADCA members are known. The VMT is delivered online, making it convenient for technicians who wish to work at their own pace. By eliminating the need for travel, the VMT program is also cost-effective. Best of all, the VMT program content is consistent with NADCA standards and guidelines, ensuring your technicians will learn how to do the job right. The VMT program consists of five modules that cover the following topics: •
HVAC Ductwork and Access Openings
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Basic Safety
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Containment - Level 1
•
Cleaning Methods
• Equipment Upon successful completion of all five modules, technicians receive a VMT Certificate of Completion. This certificate can be used to market and promote your company’s commitment to training and professionalism. NADCA members are encouraged to utilize NADCA training to ensure quality through knowledge for their technicians. Visit nadca.com for more information.
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Industry News
In Brief Cleaning Up After a Moldy Start to the School Year
Library Closed Due to Lingering Effects of Smoke and Soot
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S
Virtual Climate Control
Large Fire and Shifting Winds Cause Widespread Damage
ast Pennsboro Elementary School in East Pennsboro, Pennsylvania, was closed shortly after the school year began due to mold being found on HVAC vents in a classroom. The recurring issue has also plagued the East Pennsboro High School, which remains closed as well, and has been attributed to an aging HVAC system and record heat and humidity in the region throughout the summer. The school district is undertaking a more aggressive preventive maintenance regimen of its HVAC systems.
H
ID Global and Datawatch Systems have joined to offer a mobile solution to streamline communication between building managers and tenants of commercial properties. In addition to allowing for building access using smartphones, the HID Mobile Access system works with the Datawatch DirectAccess system to analyze HVAC load requirements based on when someone enters or exits a suite or common area and adjust temperature settings accordingly.
t. Cloud Public Library in St. Cloud, Minnesota, has been closed since Aug. 17 after a patron set fire to a book that spread to nearby furniture. Smoke spread across the second floor of the library, damaging part of the HVAC system and depositing light soot through much of the second floor. The library will reopen after the building and HVAC system are cleaned.
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three-day-long fire at several storage buildings of High Tread International in Lockport, New York, has left area residents cleaning up after soot, ash and smoke affected homes and businesses within a nine-block radius of the fire. Area officials have advised residents to seek professional services to clean ventilation systems, screens and vents, and replace furnace filters.
Industry Calendar NADCA Events
Related Industry Events
NADCA 28th Annual Meeting March 20-22, 2017 Lake Buena Vista, FL
2017 AHR Expo Jan. 30-Feb. 1, 2017 Las Vegas, NV IAQA 20th Annual Meeting Jan. 30-Feb. 1, 2017 Las Vegas, NV
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SEPTEMBER • OCTOBER 2016
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Industry News
Air Pollution Levels Rising in Many of the World’s Poorest Cities A
ccording to the latest World Health Organization’s (WHO) urban air quality database, 98 percent of cities in low- and middleincome countries with more than 100,000 inhabitants do not meet WHO air quality guidelines. However, in high-income countries, that percentage decreases to 56 percent. As urban air quality declines, the risk of stroke, heart disease, lung cancer and chronic and acute respiratory diseases, including asthma, increases for the people who live in them. “Air pollution is a major cause of disease and death. It is good news that more cities are stepping up to monitor air quality, so when they take actions to improve it they have a benchmark,” says Dr. Flavia Bustreo, WHO Assistant-Director General, Family, Women and Children’s Health. “When dirty air blankets our cities the most vulnerable urban populations — the youngest, oldest and poorest — are the most impacted.”
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Global Urban Air Pollution Trends WHO was able to compare a total of 795 cities in 67 countries for levels of small and fine particulate matter (PM10 and PM2.5) during the five-year period, 2008-2013. PM10 and PM2.5 include pollutants such as sulfate, nitrates and black carbon, which penetrate deep into the lungs and into the cardiovascular system, posing the greatest risks to human health. Data was then analyzed to develop regional trends.
Reducing the Toll on Human Health Ambient air pollution, made of high concentrations of small and fine particulate matter, is the greatest environmental risk to health, causing more than 3 million premature deaths worldwide every year.
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“Urban air pollution continues to rise at an alarming rate, wreaking havoc on human health,” says Dr. Maria Neira, WHO Director, Department of Public Health, Environmental and Social Determinants of Health. “At the same time, awareness is rising and more cities are monitoring their air quality. When air quality improves, global respiratory and cardiovascularrelated illnesses decrease.”
WHO Ambient Air Quality Guidelines
PM2.5 10 μg/m3 annual mean 25 μg/m3 24-hour mean
PM10 20 μg/m3 annual mean 50 μg/m3 24-hour mean Most sources of urban outdoor air pollution are well beyond the control of individuals and demand
SEPTEMBER • OCTOBER 2016
action by cities, as well as national and international policymakers to promote cleaner transport, more efficient energy production and waste management. Reducing industrial smokestack emissions, increasing use of renewable power sources, like solar and wind and prioritizing rapid transit, walking and cycling networks in cities are among the suite of available and affordable strategies.
PM10 Levels by Region, for the Last Available Year in the Period 2008–2015
119
Africa 31
Americas, High Income
44
Americas, Low Income
235
Eastern Mediterranean, High Income 158
Eastern Mediterranean, Low-Middle Income
“It is crucial for city and national governments to make urban air quality a health and development priority,” says WHO’s Dr. Carlos Dora. “When air quality improves, health costs from air pollution-related diseases shrink, worker productivity expands and life expectancy grows. Reducing air pollution also brings an added climate bonus, which can become a part of countries’ commitments to the climate treaty.”
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25
Europe, High Income
55
Europe, Low-Middle Income
123
South East Asia 40
Wester Pacific, High Income
104
Western Pacific, Low-Middle Income
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85
World
0
50
100
150
200
250
PM10 [microg/m3]
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Industry News
Wristband Measures Indoor Air Quality ultra-low power gas sensors enable the new Cling VOC smart fitness wristband to measure indoor air quality
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ambridge CMOS Sensors Ltd, a member of the ams group, recently announced that Chinese wearable device manufacturer HiCling is using its ultra-low power gas sensors to enable the new Cling VOC smart fitness wristband to measure indoor air quality and alcohol in breath. The CCS801 gas sensor integrated in the Cling VOC wristband can detect low levels of VOCs (Volatile Organic Compounds) typically found indoors. In the Cling VOC wristband, these VOC measurements are used to provide an indication of air quality on the band’s display. The wristband can also provide alcohol breath analysis on demand, as the integrated CCS803 gas sensor with algorithms is sensitive to ethanol on human
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breath. The small footprint and low profile of the CCS8xx family of gas sensors mean that they can easily be accommodated in the enclosure of the Cling VOC, which is intended to appeal to fashion-conscious consumers. The CCS8xx sensors use a unique CMOS-based micro-hotplate platform, which enables the device miniaturisation, ultra-low power consumption and fast response times that are critical for wearable devices. Software libraries containing proprietary algorithms and example applications for the Android™ operating environment ensure that the CCS8xx sensors can easily be integrated into a wide range of portable consumer applications.
D U C TA L E S
“CO2 levels, offensive odors, smoke and other VOCs can have a strong impact on people’s comfort, productivity, quality of life and wellbeing, so it is vital we are able to measure these VOCs,” said Paul Wilson of ams. “The market demand for wearables is growing strongly with the introduction of products such as the Cling VOC.” Richard Chen, CEO of Hicling notes that because most people spend most of their time indoors, it is important that they are able to monitor air quality easily and to take appropriate action to ensure better IAQ, which they believe the Cling VOC wristband will help consumers do.
SEPTEMBER • OCTOBER 2016
Unilever to Acquire Blueair
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nilever announced today that it has signed an agreement to acquire Blueair, the world’s leading supplier of innovative mobile indoor air purification technologies and solutions. Launched in 1996 in Stockholm, Blueair had a turnover of $106 million in 2015 and is a leading player in the premium category of air purifiers in markets like China, the U.S., Japan, South Korea and India. This significant venture in air purification will further complement Unilever’s existing water purification business. Sold in over 60 countries around the world, Blueair has grown rapidly in recent years as the demand for indoor air purification has increased
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and consumers become more aware of the health and wellbeing risks posed by poor air quality. Blueair’s acclaimed air purifying products remove up to 99.97 percent of all contaminants from the air, including hazardous sooty particles, allergens and viruses. Blueair founder Bengt Rittri, who calls clean air a basic right, said, “Blueair was launched 20 years ago with the mission to start a clean air revolution by bringing people the world’s best air purifiers. This mission remains embedded in the company values of Blueair today as we continuously work to elevate people’s health and wellbeing in a world where WHO says outdoor air pollution has been continuously increasing over the
SEPTEMBER • OCTOBER 2016
past several years, with billions of people now exposed to dangerous air. We are saying yes to leveraging the help of Unilever—one of the world’s most admired corporations for its sustainability practices—to help Blueair take the next step to allow more people to take action to create safe indoor havens for themselves, their loved ones, work colleagues and customers. Unilever is the best possible partner to help Blueair more quickly fulfil its mission to help people enjoy the health benefits of breathing clean air.” Terms of the deal were not disclosed. The transaction is subject to customary regulatory and other approvals.
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Your Business
No Kidding: The IRS Punishes Businesses for Helping Workers Buy Insurance By Jack Mozloom, NFIB
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n obscure IRS rule took effect July 1 under which small businesses that get caught helping their workers buy insurance or pay medical bills can be fined 18 times more than larger employers that don’t provide coverage at all, warned the National Federation of Independent Business (NFIB). “It’s the biggest penalty that no one is talking about,” said NFIB Policy Director Kevin Kuhlman. “The penalty for compensating employees for healthcare-related expenses is enough to destroy most small businesses.”
“Reimbursing employees for the cost of insurance or medical services is a way for small businesses to help their workers without the administrative headache of setting up a costly group plan,” said Kuhlman. “Most small employers don’t have HR departments or benefits specialists, so this is a simpler, easier way to help their employees.” Congress could remedy the situation by repealing the IRS rule. There is legislation in both houses awaiting action (S. 1697/H.R. 2911).
“If there’s an opportunity for a bipartisan improvement toward affordable healthcare, this has to be it,” said Kuhlman. “There’s no real justification for penalizing small businesses that do what the law’s strongest supporters claim to want, which is to help employees obtain coverage or pay medical bills. This is a rigid and thoughtless bureaucratic rule that undermines the purpose of the law, and it ought to be repealed immediately.” This article was published via a partnership with the National Federation of Independent Business. Discover more at NFIB.com.
Under the rule, which appears nowhere in the Affordable Care Act, employers that do not offer a group health plan, but give their workers additional pay to compensate for the purchase of health insurance or direct medical expenses can be fined $100 per day, per employee. Over the course of a year that’s $36,500 per employee up to $500,000 in total. The penalty on businesses for failing to comply with the employer mandate is only $2,000 per year. In fact, according to NFIB research 14 percent of small businesses that don’t offer group insurance reimburse their workers instead. They think they’re doing a good thing but they’re walking into a minefield.
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Your Business
Now, company leaders have to create organizations where it is safe to have honest and transparent conversations. By Gini Dietrich
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s it possible to have an organization without silos? The issue has been widely debated in the past several years. Is it possible to have an organization where people from different disciplines sit on one team? A team that works together in a circle instead of in a hierarchy? It is possible, but I’ll admit it’s not easy work.
Leadership Begins with Safe and Honest Conversations
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Command and Control Style of Leadership is Defunct A Harvard Business Review article noted that “one-way, top-down communication between leaders and their employees is no longer useful or even realistic.” This means silos have to be broken at the very top and permeate through the entire organization. The command and control style of management has become less and less viable in recent years. Technology is changing so quickly that organizations have to be nimble and flexible enough to react and adapt to new tools and platforms if they want to not only interact in real-time with customers, but also grow. In order to do that, leaders have to communicate in a way that is more dynamic and sophisticated; it has to be a process that becomes a conversation. SEPTEMBER • OCTOBER 2016
Remember the Four I’s of Leadership There are four ways to form a single integrated process for communication for leaders. They include:
Intimacy Interactivity Inclusion
organization to see it’s safe to have a conversation with leaders without getting in trouble or, worse, fired. Inclusion means expanding roles inside the organization. Social media has already enabled this to some degree through brand ambassadors, thought leaders and storytellers. A company’s best brand ambassadors
you can have open and honest discussion, but there must always be a reason for it. Discussing workers’ issues or challenges is only productive as long as they’ve thought through some possible solutions. Venting for venting’s sake does not mean intentionality and it has no place in the organizational conversation.
Intentionality Intimacy, as you can surmise, is all about getting close to your team. This is less about giving orders and more about asking and answering questions. It’s about gaining trust, listening well and getting personal — not in a, “Do you want to come over to dinner on Sunday night?” kind of personal. Rather, learning what kind of job you’re doing as a leader. The former CEO of Duke Energy, Jim Rogers, did this by instituting listening sessions while he was there. Not only did he invite participants to raise pressing issues, where he learned things that might have otherwise escaped his attention, he solicited feedback on his own performance. Interactivity is about promoting dialogue, which means leaders spend time listening, exchanging comments and asking questions. They do not do all the talking. They do not issue orders. Of course, if your organization is accustomed to the command and control approach, it’s going to be a culture change (which is always very, very difficult) to create interactivity. You’ll need to find a handful of people who are willing to take the risk and speak their minds. This has to happen for the rest of the D U C TA L E S
are those who work inside. If they don’t feel passionate about the company’s products or services, how can you expect your customers to want to buy from you? Empowering employees to create and promote stories that develop brand ambassadors and thought leaders is the best way to include everyone and break down the control and command leadership style. And last, but certainly not least, comes intentionality, which means
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It’s no longer enough to leave your office and walk the building. Now, company leaders have to create organizations where it is safe to have honest and transparent conversations. About Gini Dietrich Gini Dietrich is the founder and CEO of Arment Dietrich, an integrated marketing communications firm. She is the author of Spin Sucks, co-author of Marketing in the Round, and co-host of Inside PR. She also is the lead blogger at Spin Sucks (spinsucks.com) and is the founder of Spin Sucks Pro.
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Your Business
Get Better Results From Your Promo Products By Rieva Lesonsky
F
rom baseball caps and logoed T-shirts to USB drives and key chains, promotional products are part of many small businesses’ marketing mix. But since these products can quickly get costly, how can you ensure you’re getting the most from them? The Global Advertising Specialties Impressions Study 2016 has some answers.
Popular Because They Work Promotional products are as popular as ever. In fact, one-quarter of all Americans have some type of promotional product. The most common: T-shirts (58 percent), drinkware (53 percent), writing instruments, outerwear and bags (all tied for 50 percent). No matter what type of promo item you give out, consumers keep it for an average of seven months — and when they’re done with it, they typically give it to someone else rather than discard it. Consumers have very positive feelings about promotional products — when asked how they feel upon receiving one, words like “grateful,” “happy” and “good” come to mind.
Promo Products for Your Company Some products work better for different audiences or purposes. Calendars are great promo tools 18
because they offer a year’s worth of branding. More than three-fourths of people who have promotional calendars say they display them prominently at home or in the office. Not surprisingly, older Americans are more likely than other demographics to use promotional calendars, so if your target market includes people age 55 and up, calendars might be a good marketing tool. Desk accessories make a longerlasting impression than even calendars — consumers who own a promotional desk accessory typically keep it for an average of 14 months. And since 61 percent of desk accessories are kept at the workplace, this is a great promo product for a B2B business. Bags generate more impressions than any other type of promotional item — on average, 5,700 impressions over the lifetime of a bag. (No, that’s not a typo.) In addition, bags are popular among all age groups, from 18 to 65 and up. And while you might think that bags are confined to women, 42 percent of male consumers (compared to 57 percent of females) own a promotional bag. Promotional USB drives are most popular with younger consumers — those ages 18 to 24 are the most likely to own one. Due to their usefulness, they’re equally popular among urban, rural and suburban consumers.
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Top 5 Most Influential Promotional Products USB drives • Outerwear Writing instruments Drinkware • Performance wear
Another useful product that’s especially popular with those in the 18 to 44 age group: mobile power banks. A whopping 87 percent of consumers overall say they would keep a promotional mobile power bank because it’s useful, and 60 percent of consumers say they are more likely to do business with the company that gave it to them. Trying to influence a specific demographic? Men are most influenced by USB drives, drinkware and outerwear, in that order, while women are most influenced by USB drives, and outerwear and bags. There are also differences depending on whether your target customers are urban, suburban or rural. Urban consumers are most influenced by writing instruments, USB drives and outerwear; those in the suburbs are most influenced by USB drives, outerwear and drinkware; and rural consumers are most influenced by performance wear, drinkware and mobile power banks. This article originally appeared at sba.gov.
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Feature
Top 5 Mistakes in Project Bidding
By Martha Cipolla As a contractor, knowing how to accurately bid on projects is critical. Too high, and you’re out of a job. Too low, and you’re losing money. But don’t worry — some NADCA-certified seasoned pros have got the inside info on bidding practices to avoid, from forgetting to account for parking costs to paying too much attention to competitors’ pricing. Here are the top five mistakes HVAC contractors make when bidding on projects. Keep them in mind when your next potential customer knocks on your door! 20
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Not Being up to Speed on your biggest mistake people Speed The make is not knowing their work
crews’ movement rates, according to Tom Yacobellis, director of national operations at Ductz International, a Michigan- and Florida-based company with franchises nationwide. Ductz spent years tracking the time it takes their crews to clean every type of HVAC system under the sun, then turned that information into proprietary bidding software that predicts how long any given job will take. “What is the fastest rate of movement [your employees] can make while maintaining the NADCA standard?” Yacobellis said. “How long did a project take, including breaks?” That, with one follow-up question — “Is it all the way clean?” — makes up the brass tacks of “the entire estimating system that you’ll ever need.”
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Hidden Costs Skipping Out on the NADCA General Specifications document provides Document This a detailed breakdown
specifying the scope of the work you’re agreeing to perform — all according to NADCA’s standards. If you work with the building manager on a proposed project to customize the General Specifications document, you’ll both know exactly how much work — and expense — is ahead of you. And as Richard Lantz, general manager at Virginia Air Duct Cleaners, Inc., points out, there are additional NADCA reference documents you can use as guides, including ACR, the NADCA Standard; NADCA’s HVAC Inspection Manual; NADCA’s Intro to HVAC Cleaning; Mechanical Cleaning of Non Porous Surfaces; and Dryer Exhaust Duct Performance (DEDP). “We always discuss the job with the consumer to ascertain the scope of work,” Lantz said. This is followed by a request for an on-site inspection. If an inspection isn’t possible, he said, “Care should be taken to ensure that you have as much information as possible from the consumer to make an informed decision on the cost of the job.”
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To avoid underbidding, you need to consider a range of possibilities on every job. Some things Lundquist recommends that you be aware of: Ceiling height—how much money will you have to spend on lifts? How long will you have to work in the air? Unproductive time—you may have to pause for noise or previously scheduled meetings or functions taking place in your work space. System access—can you use service panels, or does the client prefer access doors? Duct interiors—lined or unlined? Timing—is it a night job or a daytime job? Air handler—can you shut it down? When? Microbial contaminations—are there any? What kind? Safety training—does the client require sitespecific training? Equipment and cleaning supplies—you may need specialty tools or supplies. Parking and per diems—there may be garage
costs in a city or hotel costs for out-of-town jobs.
Overlooking the Extras The General Specifications document is important, but it can’t do quite all of your thinking ahead for you. To plan a bid for a site, Lantz uses a checklist that includes noting if the floors are carpeted and whether there are any pets on the premises, plus information about the age and use of the building and the dates of the system’s most recent inspection. Bill Lundquist, the president of Monster Vac Inc. in Denver, Colorado, emphasizes the importance of allowing for every eventuality. Ultimately, he said, you need to know “how much money you need to do the job, how many materials you need to do the job and whether there any additional costs above and beyond the ordinary to do the job.” It’s also important to consider the consumer’s expectations. “What is their end desire?” Lantz said. “Improved IAQ, improved energy efficiency, et cetera—all of these expectations can result in a different approach to the scope of work.”
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Feature
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Stepping Up Your Bidding
Getting Caught Up in the Cost Bidding low to ensure you land a job can backfire if your costs outpace your bid. “There are always customers who are looking for the best price possible, but my market research shows it’s not as big a percent as you would think. Most people aren’t looking for the best price, but are looking for the best value,” said Lundquist. “Ask yourself what it will cost you to do this job, add in money for unforeseen costs, and how much margin you want to add on. That’s all you should worry about — not what other people are doing.” You can make an accurate and fair bid without risking taking a loss. “Knowing how to bid accurately isn’t about getting the most money,” said Yacobellis. “It’s knowing how to make money when you have competitors. I have to bid it as tight as I can, but I have to know that I can get it clean and that I can make a profit.” And as in any service industry, the service itself comes into play when making bids. If you’re providing value, Lundquist said, “You can charge whatever you want to charge. There isn’t any right or wrong amount. You just have to make it sound like a good idea to the customer.”
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Bypassing the Postmortem After each job, check your bid against the actual hours worked and costs incurred. This takes extra time, but is worth it to increase your bidding accuracy. If a job comes in under the bid, Yacobellis sends his employees back, because it usually means they’ve missed something. If it comes in over the bid, he infers the bidding system isn’t accurate enough and that more data needs to be gathered. “Being able to estimate accurately and performing to that is essential, because your competitor may have just made a mistake and offered a price that’s too low,” said Yacobellis. “But it doesn’t matter what your competitor does. It matters whether we could have bid lower. Do we know whether we could have bid lower or not? If we don’t, then we don’t have a good bidding system.”
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Bidding is a straightforward process, according to Yacobellis. “It’s basically create an estimate of man hours you think it’s going to take you; perform the work until completion; validate that the work meets the NADCA standards; account for every hour that it took to perform the work, including breaks; and after all that, determine how close your estimate was to the actual man hours, and then readjust accordingly,” he said. The more you hone your process, the more accurate you can be. “When the day comes that you have to bid as low as you can go because of the competition, that’s when the competence of that system is relied on.” Yacobellis uses a computer program. Lundquist uses a checklist that is reviewed in a proposal meeting. You can follow their lead, or you can use a spreadsheet if you prefer—whatever helps you track your bidding data. There are a lot of moving parts when it comes to putting together project bids, and, Lundquist said, “Everybody is going to lose money on jobs at some point, whether because you’re inexperienced or there were unforeseen circumstances that you just could not have imagined.” But if you pad your bid for those, you can avoid that kind of loss. On the other hand, if you provide quality service and use the General Specifications to closely define your scope of work, you can avoid bidding too high. Do this consistently, and you’ll be the Goldilocks of project bidders— not too low, not too high, but just right. SEPTEMBER • OCTOBER 2016
NADCA News
Surveying the Land NADCA’s Upcoming Market Research Project will Provide New Insights on the Air Duct Cleaning Industry
W
hile NADCA has experienced a membership boom over the past four years, one fundamental question remains to be answered: How much of the market has NADCA reached? To help the association determine how well it’s achieving its growth goals, and to ensure that the strategic focus in years ahead is on the right path, NADCA initiated a market research project. At the end of the project, NADCA will make available a members-only report with insights about market size and potential growth of the industry.
NADCA’s Reach A large part of the survey will focus on identifying NADCA’s market penetration, according to Caroline Foote, MarCom Director at AH, who is leading the project. “The goal of the project is to discover the size of the duct cleaning industry today, including the total number of firms, nationally and broken out by state,” said Foote. The value in having that information? Identifying just how much of the market NADCA represents. “NADCA has set aggressive growth goals and while we’ve experienced exponential growth over the past few years, we don’t know how close we are to market saturation,” said Jodi Araujo, CEM, Chief Staff Executive of NADCA. “Have we captured 20 percent of the industry? Or is it closer to 80 percent? We just don’t know. The market research data will D U C TA L E S
help us find out, and we’ll use that information to focus on our next three-year strategic plan.”
Building a Better, Stronger Industry The project is a first for NADCA, which recognized the potential for the information gathered during the survey to be useful in many ways. One of those uses will be to assess which products and services are needed by industry professionals, and how NADCA can fill the void.
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“The research will lead to a better understanding of our market and, ideally, show us where there may be opportunities to work with other industries to advance NADCA’s mission,” said Araujo. In addition, the survey aims to assess the market for government bids for air duct cleaning and the potential for industry growth. “Being at the front of answering these important questions serves as an additional resource for members and help them grow their businesses,” said Araujo. 23
NADCA News
Fall Tech 2016 Recap M
ore than 160 NADCA members and HVAC professionals gathered in Charlotte, North Carolina, in September for education, networking and certification at NADCA’s 2016 Fall Technical Conference. The hands-on event, co-chaired by Rick MacDonald and Jimmy Meyer, included sessions not only about HVAC system cleaning, but also the broader HVAC restoration market — estimating, project management, energy efficiency through HVAC system cleaning and more. Attendees cycled through different stations to practice techniques using materials and equipment encountered on the job. In addition to the hands-on stations, attendees had the opportunity to learn from industry pros about current trends affecting the industry as well as hone practical skills in AHU restoration, blueprint reading and duct coatings. Mike White’s presentation, “Energy Efficiency Through HVAC System Cleaning,” was a crowd favorite, having highlighted not only current conversations about going green but also how HVAC system cleaning can ultimately save customers money. Many attendees took advantage of the on-site ASCS course and certification exam offered, with nearly 65 attendees taking the ASCS course and more than 50 attendees taking the ASCS exam.
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NADCA News
Committee Spotlight NADCA Working for You NADCA committee members have been working hard to provide members with tools they can use to be successful and get the most out of their NADCA membership.
Industry & PR Committee NADCA’s Industry & PR Committee, led by Chair Mark Zarzeczny, has been working to develop new initiatives to drive business to NADCA members and help educate consumers on the importance of proper air duct cleaning.
Breathing Clean Campaign NADCA will soon be launching an awareness and marketing initiative in support of the Anti-Fraud Task Force’s efforts to combat scammers. The Breathing Clean initiative aims to educate homeowners about the role of HVAC and air duct cleaning as a way to promote indoor air quality and energy efficiency, and the importance of hiring a NADCA-certified company to perform these services. With the average person breathing 3,400 gallons of air each day, NADCA wants homeowners to understand how crucial it is to take measures, like getting air ducts cleaned, to ensure they’re not breathing air that is making them sick. Breathing Clean will not only educate homeowners about the benefits of complete air duct cleaning, the initiative will also support NADCA’s D U C TA L E S
Anti-Fraud Task Force in combating fraudulent companies and scammers. A consumer PSA video is being developed to convey the importance of hiring a NADCA member to perform air duct cleaning. Additionally, NADCA’s new website has a specific residential consumer section for homeowners to access information about the benefits of air duct cleaning and how to hire a NADCA-certified company to avoid scams. A Breathing Clean campaign launch is coming soon…stay tuned!
New NADCA Website NADCA’s Website Task Force, led by Chair Jimmy Meyer has completed
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its efforts to redesign the NADCA website. The new website has responsive design making it mobile friendly, is easy to navigate and maximizes SEO through the use of keywords and tagging. Residential consumers, commercial consumers and Industry Professionals (NADCA Members) now have their own designated sections of the website where they can quickly and easily find the information that is most important to them. Be sure to check out the new website and take advantage of the many resources available. You can even share blog posts and other consumer-facing information via social media directly through the new site. Visit nadca.com today. 27
NADCA News
New ASCSs John Achille Advanced Furnace & Air Duct Cleaning, Inc. Bayville, NJ Angelo Andreoletti TECHNODAL SRL Roma, LZ ITA Caludio Ardovini GIMA Industria Srl Anagni, FR ITA Gianluca Biffi Biffi Gianluca Medolago, BG ITA Christopher Carr Advanced Furnace & Air Duct Cleaning, Inc. Bayville, NJ Andrea Cerri Sterimed SRL Surbo, LE ITA Oliver Chui ISS RoboClean (Hong Kong) Company, Ltd. Shatin, HKG Francesco Ciullo FC SRL Taranto, TO ITA Daniel DeSandre VENTCORP Brighton, MI
Christiano Dicosimo GIMA Industria Srl Anagni, FR ITA
Jeffrey Kantola Amistee Air Duct Cleaning Novi, MI
Ovidiv Sava Mitsa SRL Aprilia, Latina ITA
Neil Dodson CroppMetcalfe Fairfax, VA
Greg Landers Professional Duct Cleaning Los Angeles, CA
Benjamin Evers Duct Doctor USA of Kansas City Lees Summit, MO
Moreno Mancini So. Gest Impianti S.R.L. Roma, LZ ITA
Marcus Shorkey Norman’s Drapery Cleaners, Inc. DBA Coit Cleaning and Englewood, CO
Anthony Ferrante Advanced Furnace & Air Duct Cleaning, Inc. Bayville, NJ
Claudio Teti O.S.I. SRL Isola del Liri, FR ITA
David Mount Stanley Steemer of Greensboro Greensboro, NC
Nikku Thomas Abraham Broadlink Trading Contracting & Services Doha, QAT
Sergii Gostiev OZON Air Duct Cleaning Jamesburg, NJ
Rodney Peters Norman’s Drapery Cleaners, Inc. DBA Coit Cleaning and Englewood, CO
Chris Gray Air Duct Cleaning Solutions LLC Toms River, NJ
Gerard Pietka AdvantaClean of Sterling Heights Harrison Twp, MI
Jerry Ulberg AdvantaClean of DuPage County Naperville, IL
James Hanes Advanced Furnace & Air Duct Cleaning, Inc. Bayville, NJ
Daniel Robinson Breathe Easy We Care Duct Cleaning Services LLC Derby, CT
Steve Venable DSK PRO INC dba Servpro of North Knoxville Heiskell, TN
David Hoopsick Jr. Ductz of Richmond - Southside Colonial Heights, VA
Rolando Roldan Bell Products, Inc. Napa, CA
Erik Worthmann DUCTZ of Gainesville/Ocala Gainesville, FL
Prophin Raj John Selvarajan Smashing Cleaning Services, LLC Dubai, UAE
Alessio Saporito Technodal SRL Roma, LZ ITA
Alessandro Toledo Multiservice Enterprise SRL Catania, CT ITA
New Members AdvantaClean of Sterling Heights Harrison Twp, MI
FC SRL Taranto, TO ITA
Stanley Steemer of Greensboro Greensboro, NC
Air Duct Cleaning Solutions LLC Toms River, NJ
JPC Ltd. Syracuse, NY
NEW AFFILIATE MEMBER
Breathe Easy We Care Duct Cleaning Services LLC Derby, CT
Multiservice Enterprise SRL Catania, CT ITA
Broadlink Trading Contracting & Services Doha, QAT
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OZON Air Duct Cleaning Jamesburg, NJ
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Gianluca Biffi Medolago, BG ITA
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