Vol. 30, No. 1 • January/February 2018
Teaming Up A CASE STUDY OF HOW COMPETITORS WORKED TOGETHER TO TURN A HUGE JOB AROUND IN RECORD TIME
Also in this issue Protect Your Company from Ransomware
15
Gear Up For Annual
21
NADCA Logs Record Number of Certificants
25
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.
ECO BOX DucTales magazine text and cover pages are printed on SFI-Certified Anthem Plus Gloss paper using soy ink.
The SFI certified sourcing label is proof DucTales magazine is using fiber from responsible and legal sources. The Sustainable Forestry Initiative® program integrates the perpetual growing and harvesting of trees with the protection of wildlife, plants, soils and water. The Sustainable Forestry Initiative® program promotes responsible forest management.
12
Contractors Team Up to Restore Hospital HVAC Systems After Fire
18
Solving Your Content Problem
In Every Issue
Industry News
4
President’s Letter
9
In Brief
6
Chief Staff Executive’s Letter
11
News From AIISA
7
Industry Calendar
14
8
Executive Director’s Letter
Alliance Environmental Group, Inc. Acquires SoCal Indoor Air Services
27
New NADCA Members, ASCSs, and CVIs
28
Committee Spotlight
NADCA News
Your Business
21
Gear Up for Annual: Sneak Peek at Highlights of the 29th Annual Meeting & Exposition
15
22
29th Annual Meeting & Exposition Schedule At-a-Glance
25
NADCA Logs Record Number of ASCS and CVI Certificants
14 Tips to Protect Your Business from Ransomware Attacks
3
President’s Letter
Keeping Things in Focus NADCA Officers By Richard Lantz, NADCA President and Chairman of the Board
I
t’s an exciting and busy time for NADCA. As we begin 2018 with refreshed goals and direction, we’re focused on promoting several key education initiatives that will ultimately support and achieve the organization’s mission. First, we will educate our members. A renewed focus on the CVI and why this advanced certification sets you apart and leads to add-on service and diversification of your customer portfolio will be where we spend some of our marketing resources. We’ll also continue to roll out the newly revised NADCA General Specification in CSI 3-part format (Construction Specification Institute). We’re already seeing greater specification of ASCSs in bids; expect that trend to continue, driving more business to you. We’ll also update and add fresh content to the webinar library so you can continue to learn at your pace, at your time and at your own desk. And of course, there’s no better education than what you receive when you attend the Annual Conference or Fall Technical Conference. These are two can’t-miss events that provide access to the most recent technology, products and services to support and grow your business. Next, we will educate the consumer. NADCA’s Breathing Clean campaign is groundbreaking work for the association. The consumer outreach, videos, social media graphics, public service announcements and 4
consumer education surrounding this effort is outstanding. The Industry & PR Committee has committed to supporting the Anti-Fraud Task Force in their work to combat scammers and promote NADCA members as the professional experts that homeowners should call. If you haven’t had a look, visit breathingclean.com. Last, we’ll educate our industry affiliates and partners. I have been on the road quite a bit in this first quarter of 2018 and my first stop was at the IAQA Annual Conference and the AHR Expo. Both organizations are close entities of NADCA and share a Memorandum of Understanding or Endorsing Agreement that includes opportunities to exhibit and present on relevant topics. In addition to my presentations at both AHR and IAQA, NADCA’s Secretary, Mark Zarzeczny and our Chief Staff Executive, Jodi Araujo, traveled to Chicago to join me to meet with leaders from associations across the indoor air quality universe. Industry leaders come together each year to discuss many topics including standards, certifications, legislative issues facing the industry and note event dates/locations in an effort to avoid conflicting conference dates. If you haven’t registered for the annual meeting, visit nadca.com/ annualmeeting now to secure your seat at the table in beautiful Palm Springs next month. I hope to see you at the oasis of the stars in sunny California.
President Richard Lantz, ASCS, CVI (’18) Virginia Air Duct Cleaners, Inc. 1149 Waters Road Chesapeake, VA 23322 (757) 407-3845
Treasurer Mike White, ASCS, CVI (’20) Clean Air Systems of LA, Inc. P.O. Box 6210 Shreveport, LA 71136 (318) 869-0344 mike.white@cleanairsystemsiaq.com
Secretary Mark Zarzeczny, ASCS (’20) Advanced Clean Air Specialists, LLC 1234 Market St., Unit 40839 Philadelphia, PA 19107 (609) 980-1880 ductone123@gmail.com
richard@virginiaductcleaners.com
1st Vice President Rick MacDonald, ASCS, CVI (’18) Armstrong Duct, Vent, Hearth & Home 531 Front Street Manchester, NH 03102 (603) 627-7016 rmac@ahpv.com
Immediate Past President Michael Vinick, ASCS Duct & Vent Cleaning of America, Inc. 311 Page Blvd. Springfield, MA 02204 (413) 734-8368 FAX: (413) 733-1997 mvinick@ductandvent.com
2nd Vice President Dan Stradford, ASCS (’18) Action Duct Cleaning 2333 Lincoln Ave. Altadena, CA 91001 Dstradford@aol.com
NADCA Directors April Yungen, ASCS, CVI (‘18) Air Management Industries 8351 Elm Avenue, Suite 102 Rancho Cucamonga, CA 91730-7639 United States (909) 945-0041 airmgmt@tstonramp.com Jimmy Meyer, ASCS (‘19) Meyer Machine Supply & Equipment 241 Depot St. Antioch, IL 60002 (800) 728-3828
jimbob@meyermachine.com
Andrea Casa, ASCS (‘19) Alisea SRL Frazione Tornello 120 Mezzanino, Italy 27040 (+39) 0382-583090
Kehau Mendes, ASCS, CVI (’20) AIRPRO Indoor Air Solutions 1916 Democrat Street Honolulu, HI 96819 (808) 832-1178 kehau@airprohawaii.com Mike Dexter, ASCS, CVI (’20) Air Quality Control Environmental 3933 NW 126th Avenue Coral Springs, FL 33065 (954) 707-0794
mikedexter@airqualitycontrolenv.com
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
Caitlin McWilliams Assistant Executive Director
Victoria Ramsay Client Services
Ashton Hald Meeting Manager
Brian Flynn Standards & Specifications Marketing Manager
Holly French Membership & Certification Coordinator
Christina DeRose Industry Relations Manager
NADCA News
NADCA Committee Assignments Annual Meeting Committee Chair: Mark Zarzeczny Immediate Past Chair: Michael Vinick Perry Bagley Rachelle Cunningham Frank Forrest Tommy Gwaltney Peter Haugen Anthony Paterno Cindy White
Daniel Bowman Kelly Dexter George Grozan Terry Lee MJ Palazzolo Ray Strozyk
By-Laws Policies Procedures Committee Chair: Dan Stradford Immediate Past Chair: Richard Lantz
Melinda Allen Sharon Altenhoff
Certification Committee Chair:
April Yungen
Norman Foster Mike McDavid Clint Orr Todd St. Ores Cindy White
Rick MacDonald Andrew McLaughlin Jill Rhodes Duane Whetzel
Education & Safety Committee Co-Chairs:
Mike White Rick MacDonald
Jeff Bagley Frank Forrest Chet Goetz Jerry Lawrence Kehau Mendes Kevin Uilkie Michael C. White
Mike Dexter Ron Gray Richard Lantz Andrew McLaughlin Robert Rizen Tom Wengert
Subcommittee: White Paper Committee Chair:
Dan Stradford
Subcommittee: Fall Technical Conference Co-Chair: Co-Chair:
Rick MacDonald Jimmy Meyer
Perry Bagley Dennis Cicala Frank Forrest Richard Lantz Kehau Mendes Kevin Uilkie Michael C. White
Jim Castellano Mike Dexter George Grozan Mike McDavid Robert Rizen Tom Wengert Vito Moscato
D U C TA L E S
Subcommittee: CVI Marketing Task Force Chair:
April Yungen
Mike Dexter Rick MacDonald Mark Zarzeczny
Richard Lantz Mike White
Ethics Committee
Chair: Dan Stradford Immediate Past Chair: Richard Lantz Melinda Allen George Grozan Michael O’Rourke
Kelly Dexter Mike Wine
Finance Committee
Chair: Dan Stradford Immediate Past Chair: Richard Lantz John Line Al Sutton
John Muller Mike White
Industry & Public Relations Committee Chair: Mark Zarzeczny Immediate Past Chair: Richard Lantz Dave Adams Jim Castellano Kelly Dexter Peter Haugen Clayton Ivany Scott Moritz Billy Prewitt Larry Stabb Travis Tassey
Perry Bagley Charles de Azagra Terry Donohue Bill Hippen Dan L’Herbier MJ Palazzolo Andrew Rodgers 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: Editorial Committee Chair:
Richard Lantz
Kehau Mendes Dan Stradford
Jimmy Meyer April Yungen
JANUARY • FEBRUARY 2018
International Affairs Committee
Chair: Andrea Casa Immediate Past Chair: Michael Vinick Julio Cesar Arencibia Nicolas Charland Eric Gordon Hugo Hernandez Al Sutton
Nelson Constanza Javier Dominguez Peter Haugen Rick MacDonald Travis Tassey
Membership Committee Chair: April Yungen Immediate Past Chair: Kevin Uilkie Perry Covello Peter Haugen Andrew McLaughlin Andrew Rodgers Mark Zarzeczny
Gary Croshaw Jared Klinger MJ Palazzolo Sheldon Smiley
Subcommittee: Regional Coordinators
Chair: April Yungen Immediate Past 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 Baskin Canada Region 9.5 – Nicolas Charland Mid-East Region 10 – George Thomas Australia Region 11 – Italy Region 12 – Andrea Casa China Region 15 Central & S. America – Richard Lantz
Leadership Development Committee Chair:
Richard Lantz
Standards Committee
Chair: Bill Lundquist Immediate Past Chair: Richard Lantz Paul Burns Brad Kuhlmann Rick MacDonald Patrick O’Donnell
Charlie Cochrane Greg Long Mike McDavid Byron Ware
Strategic Planning Committee Chair:
Richard Lantz
5
Chief Staff Executive’s Letter
From the Chief Staff Executive By Jodi Araujo, CEM; Chief Staff Executive
“It is during our darkest moments that we must focus to see the light.” — Aristotle Onassis
B
attling burnout is a palpable challenge across all segments of the workforce, but for entrepreneurs, this is a very real and sometimes debilitating experience. We’ve all been there, and we’ll likely be there again. The idea, vision, assignment…the excitement that follows. And then the long days and hard work follow, too. As entrepreneurs starting your company, you are the sales manager, strategist, HR department of one, customer service manager and marketing guru. That’s a lot of hats! Wearing just one of those can lead to burnout, so what can you do to combat burnout and get out of the darkness to move your business forward?
Burnout ‘bern, out/ noun physical or mental collapse caused by overwork or stress Burnout looks like disdain for your job and feels like a ton of bricks 6
weighing you down. The emotional and physical toll this takes on your mind and body creates less productivity, less fulfillment and a general feeling of malaise. Ultimately, you feel like a failure and likely, it takes a toll on your health. With your head down, running through the operational functions of the business from day to day, it’s almost impossible to step outside the business and work on the business, instead of in the business. So what do we do? We try taking breaks, a walk outside in the cool air or the warmth of the sun, maybe we take a short vacation away with the family. But the fact is, even when you’re doing this, you’re thinking about the business. You are not disconnecting long enough to recharge and refocus to find the most effective and efficient way to work through ways to grow or improve the business. Jane Claire Hervey gives the following tips to help get you out of that slump:
1)
2)
3)
Work somewhere new No, she doesn’t mean go out and find a new job. She means work remotely, find a quiet corner in Starbucks, sit in the park — just a general change of scenery can spark creative thought.
Get abstract When you can’t mentally check out from work, try abstract thinking. Hervey says when you approach the mundane from a different perspective, you can form connections between things that are seemingly unrelated and find new solutions or ideas.
Dip your toe in a different discipline She wants you to change your circle, meet and spend time with people who do entirely different work and consider volunteering.
Chief Staff Executive’s Letter
time of day when you find the most productivity, and laying the foundation for that time is the key.
Learning something new pays off.
4) Don’t fight your natural productivity clock.
So some may call this procrastination but Hervey says it allows her to get clarity and focus before starting her day. Set time aside for input, not output. That could mean starting your day more slowly, or stopping for breakfast with a friend before heading to the office. This could look very different for each individual, but finding that
5)
6)
Observe cyclical patterns of negativity and adjust accordingly.
Hervey suggests that each day be an experiment. When do you have good and bad days, when do you feel like doing nothing at all? Tracking these patterns can help to anticipate and combat the “down” days. Are you eating enough, did you have a poor night’s sleep? Do client meetings bring added stress? Did you drink enough water? All of these factors contribute to your patterns and the first step in winning is taking note and making adjustments.
Do more than take a break. Be bored. Hmmm…that is a tough one. No TV, no social media, nothing. Complete disengagement. Maybe it’s a long walk, a hike or a day at the beach. Whatever you choose, be bored! Your brain will entertain you and you’ll be better for it.
Industry Calendar NADCA Events NADCA’s 29th Annual Meeting & Exposition March 19-21, 2018 • Palm Springs, CA Fall Technical Conference 2018 September 13-15, 2018 • Pittsburgh, PA NADCA’s 30th Annual Meeting & Exposition March 31-April 2, 2019 • Nashville, TN Fall Technical Conference 2019 September 26-28, 2019 • Grapevine, TX NADCA’s 31st Annual Meeting & Exposition March 9-11, 2020 • Coronado, CA NADCA’s 32nd Annual Meeting & Exposition March 8-10, 2021 • Ft. Lauderdale, FL D U C TA L E S
JANUARY • FEBRUARY 2018
7
Executive Director’s Letter
Executive Director’s Letter By Kristy Cohen, NADCA Executive Director
O
ne of the biggest benefits to being part of a professional association is the ability to tap into the collective brain trust of the association’s members. At least once a week, NADCA Headquarters receives an inquiry from a member looking for guidance on a particular issue or topic. Perhaps a member is being asked to hand wipe ductwork when the scope of work doesn’t specify that level of cleanliness. Maybe a member has encountered possible asbestos in the ductwork and is unsure of next steps. A member could be looking for guidance on performing the NADCA Vacuum Test for the first time. Or, a member may be calling because they’ve been asked to clean the HVAC system in a unique environment like a gun range or a medical cannabis facility. There are so many unique and challenging scenarios that NADCA members can encounter on a daily basis. Chances are you have run into an issue or had a question about something that another NADCA member has already dealt with or overcome. The good news is, NADCA can help provide the resources you’re looking for and connect you with your fellow members who have been there and done that. 8
Here are three things you should be doing (if you aren’t already) to take advantage of NADCA resources: 1.
2.
3.
Join NADCA’s LinkedIn Group
NADCA has a dedicated group on LinkedIn where members can post questions, share field experiences, check out industry articles and network with their peers. If you aren’t already part of this group, you should join today. Contact your NADCA Regional Coordinator
NADCA’s Regional Coordinators are available to help mentor members. They serve as a tremendous resource and are always willing to share their insights. Visit the Regional Coordinators committee list at nadca.com for more information. Attend a NADCA Conference There’s nothing quite like immersing yourself in your industry by sharing a couple of days with your fellow NADCA members at the
NADCA Annual Meeting and NADCA’s Fall Technical Conference. From technical training to running your business, the education and networking you’ll get from these events is priceless. NADCA’s 29th Annual Meeting & Exhibition will take place March 19-21, 2018 in Palm Springs, California, and NADCA’s Fall Technical Conference will be held September 13-15, 2018 in Pittsburgh, Pennsylvania. You can also visit the NADCA website to take advantage of the free downloads of our Standards, Specification and White Papers for your reference library and check out our video resources and online education. If you have a question or are looking for additional information or guidance, you can always call NADCA Headquarters (1-855-GONADCA) and we’ll be happy to help. We understand the importance of connecting our members with the information they need to be successful and hope that you’ll tap into all of the great resources NADCA has to offer.
Industry News
In Brief OHIO
NEW YORK
The Better Business Bureau in Ohio is getting in on the anti-fraud game. The organization issued a warning to Columbus-area homeowners about air duct cleaning company, Air Duct Busters. According to local news organizations, complaints against the company include failing to honor online coupons and advertised deals, performing shoddy work, damaging other parts of homes and properties while cleaning and providing poor customer service.
HVAC fires aren’t uncommon, but when one happens at Trump Tower in New York City, it gets attention. A rooftop unit atop Trump Tower in Manhattan poured heavy smoke and sent flames through the unit’s ducts, however Manhattan Borough Commander, Asst. Chief Roger Sakowich noted that there was no smoke or fire damage to internal equipment. It took firefighters about an hour to get the fire under control, during which time three people were injured. President Trump maintains a residence in the building but was not present at the time of the fire.
FLORIDA
SAUDI ARABIA
Oakbridge Healthcare Center in Lakeland, Florida, recently lost funding from the Centers for Medicare and Medicaid Services due to health and safety violations. In addition to citations relating to care provided to residents, a surveyor also noted several instances of faulty ductwork leaking condensation, contaminating food and preparation areas and raising concerns about mold growth and contamination throughout the center. Requests for copies of the center’s facility maintenance policy were not fulfilled, leading to additional citations for the center.
Leading engineering and air conditioning experts met in January to discuss collaboration opportunities between Saudi Arabia and the European Union on HVAC standards, certification and labelling at HVACR Expo Saudi, the largest industry event in Saudi Arabia. A whopping 70 percent of electricity used in the country goes toward cooling and air conditioning, making energy efficiency and sustainability a critical area of focus going forward.
D U C TA L E S
JANUARY • FEBRUARY 2018
9
Industry News
News From AIISA contracts, staff training on the use of protective individual devices (PPE) and the use of chemical materials
AIISA Introduces an Additional Qualification for its Members
T
here are more Italian bids requiring the presence of an ASCS in companies wishing to participate in the duct-cleaning market. To further protect AIISA Operational Protocol and ACR, The NADCA Standard, the AIISA Board of Directors has decided to promote an additional qualification of AIISA regular members, verifying their organizational and practical ability to comply with ASCS certification. The course aims to: •
Validate and promote the sanitization of HVAC systems
•
Increase the managerial, technical and professional skills of the members through the AIISA Protocol and ACR, The NADCA Standard
•
Raise the customer’s value in the service delivery chain to ensure end-user health and safety
The verification of the companies, on a voluntary basis, takes place in two phases: 1)
Visit the offices of the regular member to evaluate the following in detail: the availability of equipment, the use of certified laboratories for analysis, the adaptation of their staff to Italian laws regarding the accident insurance, employment
D U C TA L E S
2)
Visit a regular member working site to verify that the site organization and the cleaning process are developed according to AIISA requirements
To make the AIISA control more transparent and independent, this task has been committed to an external entity specialized in the qualification processes: the Italian Quality Company (IQC, itaqua.it). AIISA has created a checklist the IQC will follow in the presence of one of the AIISA Founding Members specially delegated by the AIISA Board. The following companies have already qualified: Mitsa, Techno One, VCS and Alisea.
AIISA INAIL Safety Booklet One of the main goals of AIISA is to improve the safety of workers during the HVAC cleaning process. This goal must be promoted by advertising this type of business, which is relatively new to Italy, making it known to the appropriate governmental bodies. For this reason, AIISA has strong links with INAIL.
JANUARY • FEBRUARY 2018
INAIL is the National Institute for Insurance against Accidents at Work. It is a public non-profit entity safeguarding workers against physical injuries and occupational diseases. INAIL’s objectives are: •
reducing injuries
•
protecting workers performing hazardous jobs
•
facilitating the return to work of people injured at workplace
As a result of this collaboration, AIISA and INAIL have prepared a brochure entitled “Air conditioning systems: health and safety in inspection, cleaning and restoration activities.” The brochure contains clear references to the AIISA Protocol and ACR, The NADCA Standard, and is also downloadable from the INAIL site and therefore has great national visibility. The publication provides useful information to prevent accidents and occupational diseases related to the inspection and cleaning of air conditioning systems. It also promotes safe behaviors and the proper use of protective equipment and devices. The different phases that characterize the inspection and remediation operations are examined, associating each of them with a given risk. For each risk, PPE (Personal Protective Equipment) is identified with proper use. DPIs have been inserted into dedicated tabs. 11
Feature
Contractors Team Up to Restore Hospital HVAC Systems After Fire Doug Stastny, Service Tech
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hat had been a very long week was finally coming to an end… or so I thought. I was about to find out it was far from over. As I listened to phone messages on my way home from work that Friday evening, I could tell by the urgency in the voice of the disaster recovery representative from Service Master that he was calling about a serious matter. There had been a fire in a nearby hospital requiring a complete evacuation of the building and transfer of about 150 patients by buses and ambulances to other hospitals. Likely caused by a cigarette, the fire started in the subbasement where rags lying near PVC piping caught fire and smoke quickly traveled to all floors of the facility. That evening, I met with hospital personnel and the lead team from Service Master to assess the damage and prioritize the work involved to get the hospital up and running again. Smoke and fire damage were pervasive, requiring remediation of all the air-handling units (AHUs). We needed a well-conceived, detailed project plan on how and where to begin.
12
Fortunately, I had access to mechanical drawings of the hospital’s entire HVAC system because ServiceTech had serviced it since 1985. Crews from our other Service-Tech locations in Ohio mobilized early Saturday morning to begin cleaning and deodorizing the air-handling units and to help further evaluate the level of contamination throughout the building. The amount of work required was overwhelming; it became clear I needed to recruit additional resources. I called other HVAC contractors I had befriended over the years through NADCA. These guys were friends, but I knew I was asking a lot – they needed to drop what they were doing and reschedule their own projects. Stepping up to help right away was Gary Brustoski from ClearVent Indoor Air Improvements (Ashland, Ohio), whose crew worked 10-hour shifts for seven consecutive days. Dan and Terry Lee from United Safety Services (Pittsburgh) and John Line from Sani Vac (Warren, Michigan) also came to the rescue with their crews and equipment. I gave blueprints to each crew’s project manager and assigned D U C TA L E S
them different AHUs and ductwork of highest priority to service. We identified 11 of the 35 HVAC systems as most critical to reopening the hospital. These systems covered Receiving, Surgery, Recovery, Intensive Care Unit, Critical Care Unit, Radiology, Pharmacy, two patient floors, as well as important common areas, such as the cafeteria. By tackling different areas of the hospital, we’d be out of each other’s way. Work assignments were also coordinated with Service Master’s disaster recovery team, which was tasked with much of the removal of soot particulates. Tremendous amounts of soot had collected on the ceilings, walls, equipment and electrical components. In order to completely and properly clean, sanitize and deodorize the ducts, service technicians from each crew cut access areas to enter the ductwork and resealed the openings after work was completed. The critical HVAC remediation work by ServiceTech and the other three companies represented about 30 technicians and 1500 man-hours over a period of 10 days. With all of us working together, we achieved what seemed a monumental task: we met the
JANUARY • FEBRUARY 2018
hospital’s very ambitious deadline to reopen just 10 days after the fire. This could not have happened without each crew collaborating and pulling together to handle a project of this magnitude. As difficult as this was to accomplish so much in a short period of time, it was inspiring to witness different companies (competitors, no less) join together. There was a spirit of cooperation among hard-working people doing whatever it takes to get the job done so doctors and nurses could treat patients again. Many thanks to all the guys from ClearVent, United Safety Services and Sani Vac.
D U C TA L E S
The result of a hospital fire, soot particulates stick to air duct returns (as pictured here) and throughout the facility requiring multiple cleaning and restoration crews.
JANUARY • FEBRUARY 2018
13
Industry News
Alliance Environmental Group, Inc. Acquires SoCal Indoor Air Services
A
chief executive officer of Alliance Environmental. “This acquisition allows us to do that instantly and seamlessly.”
“As our business continues to grow in Orange County, we wanted to create a stronger presence and expand our team in order to better serve our customers,” said Joseph McLean,
Based in Irvine, California, SoCal Indoor Air Services has served Orange County, Los Angeles County and the Inland Empire since 2009. Kevin Boyle, owner of SoCal Indoor Services, has been in the air duct cleaning business for eight years. In addition to owning SoCal Indoor Services, Boyle
lliance Environmental Group, Inc. announced recently that it has acquired SoCal Indoor Services, a premier air duct cleaning business in Orange County. The company will be folded into the AirTek Indoor Air Solutions brand, effective immediately.
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D U C TA L E S
previously owned Ductz of Orange County and KB Energy Services. A graduate of Cal State San Luis Obispo and Pepperdine University, he also has extensive experience in semiconductor, hard disk drive and printed circuit board manufacturing. “This is a great opportunity for our company,” said Boyle. “We look forward to working together to become the leading service provider in indoor air services.”
JANUARY • FEBRUARY 2018
Your Business
Tips to Protect Your Business from Ransomware Attacks Natale Goriel
R
ansomware attacks are the fastest growing malware threats. On average, more than 4,000 ransomware attacks have occurred daily since January 1, 2016. Ransomware, a type of malicious software that infects and restricts access to a computer until a ransom is paid, affects businesses of all sizes. The good news is that there are best practices you can adopt to protect your business. 1.
2.
3.
Implement an awareness and training program. Because end users are targets, employees should be aware of the threat of ransomware and how it is delivered. Enable strong spam filters to prevent phishing emails (an attempt to obtain sensitive information electronically) from reaching employees and authenticate inbound email using technologies like Sender Policy Framework (SPF), Domain Message Authentication Reporting and Conformance (DMARC), and DomainKeys Identified Mail (DKIM) to prevent email spoofing. Scan all incoming and outgoing emails to detect threats and filter executable files (used to perform computer functions) from reaching employees.
D U C TA L E S
4.
Configure firewalls to block access to known malicious IP addresses.
5.
Patch operating systems, software, and firmware on devices. Consider using a centralized patch management system.
6.
Set anti-virus and antimalware programs to conduct regular scans automatically.
7.
Manage the use of privileged accounts based on the principle of least privilege: no employees should be assigned administrative access unless absolutely needed and those with a need for administrator accounts should only use them when necessary.
8.
Configure access controls— including file, directory, and network share permissions— with least privilege in mind. If an employee only needs to read specific files, the employee should not have write access to those files, directories, or shares.
9.
Disable macro scripts (tool bar buttons and keyboard shortcut) from office files transmitted via email. Consider using Office Viewer software to open Microsoft Office files transmitted via email instead of full office suite applications.
JANUARY • FEBRUARY 2018
10. Implement Software Restriction Policies (SRP) or other controls to prevent programs from executing from common ransomware locations, such as temporary folders supporting popular Internet browsers or compression/decompression programs, including the AppData/LocalAppData folder. 11. Consider disabling Remote Desktop protocol (RDP) if it is not being used. 12. Use application whitelisting, which only allows systems to execute programs known and permitted by security policy. 13. Execute operating system environments or specific programs in a virtualized environment. 14. Categorize data based on organizational value and implement physical and logical separation of networks and data for different organizational units.
Visit the U.S. Computer Emergency Readiness Team website at us-cert.gov for additional information about how to protect your business from ransomware attacks. 15
Feature
Solving Your Content Problem Sarah Black
A
few months ago I led a webinar for NADCA members about seasonal advertising, and during the Q&A period at the end of the webinar, I fielded several questions about where to get content for your website. Content can be a challenge, especially if you have big dreams for a robust web presence but limited time or resources for creating the content you need. While creating the kind of content that will drive people to your website isn’t necessarily easy — it needs to be high-quality, well-written and ideally more than 500 words — you can put a plan in place to help you get started.
Step 1: Ask Some Questions Before you put pen to paper (or fingers to keyboard), you need to know what you’ll be writing about. However, even deciding that can be overwhelming to novice writers. There’s a quick trick to developing an 18
entire list of topics that will keep you writing for months: Write down the top five or 10 questions you get from customers. Questions may include: •
What is air duct cleaning?
•
How do I know when I need my air ducts cleaned?
•
How much does air duct cleaning cost?
•
How do I choose an air duct cleaning company?
•
How do I know when the job was done properly?
Each of those questions can yield an entire article about that topic. Take a neutral approach to your answer (i.e., don’t make it a marketing piece for your business, but rather an educational piece for consumers) to keep content useful, and readers will grow to appreciate your company, see you as a resource and, ideally, want to do business with you.
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Step 2: Be Natural When you’ve got your topic nailed down, it’s time to write. How do you decide what words to use? How do you know what to say? The best and only thing to do is be natural. Don’t try to use words you wouldn’t normally use, or write in a tone that is completely foreign to you. However, professionalism is key; your website is the front door of your business and often is the first experience potential customers have with your company. Poorly written content, or content that doesn’t sound professional will compromise their first impression of you. Write like you’re talking to a customer. If you’re not comfortable being the writer, identify who in your company or network is able to help out. Maybe you know someone with an interest or background in writing who will take on the project. You can also find freelance writers on networks like Upwork.com. If you do have JANUARY • FEBRUARY 2018
someone else helping out with the writing, make sure they stick to the professional, natural tone you want for your business’s website content.
Step 3: Create a Schedule It’s easy to get caught up in the thrill of a new project, but after a while, many new initiatives fall by the wayside. Develop a schedule for how often you want to post new content on your website, and make every effort to stick to it. This is important for a couple of reasons: Frequently updated websites (posting new content about twice a month) won’t get stale and outdated, and Google’s search algorithms give a higher ranking to websites that are updated often, which makes it easier for potential customers to find you in online searches. If you aren’t confident you’ll be able to stick to the schedule, involve someone who will either manage the process or who can deliver on time without a lot of hand-holding.
Step 4: Review Metrics With any job you do, feedback is key. It’s what tells you what worked, what didn’t and how to improve. Posting content on your website is no different—you need to measure how your content performs to know if you need to make changes going forward. Google Analytics is a free tool mentioned in many past DucTales articles that allows you to track activity on your website and see what pages people visit and what they do while they’re on your site. Tracking metrics like how many people viewed your post, if they clicked for more information and whether they made an appointment can help you see if your content is doing what you want it to do: Help people discover your company and contract for services. D U C TA L E S
WRITING PROMPTS Find inspiration with the following writing prompts developed by Gini Dietrich, public relations expert. FILL-IN-THE-BLANK WRITING PROMPTS Our services helps customers by ________ Customers love our service because _______ We solve ______ for _______ How I got started doing ________ The ____ things you should avoid in HVAC system cleaning
QUESTION WRITING PROMPTS What is the behind-the-scenes look at your business? What is your process? Can you share it externally? What’s the history of the organization? What do you do better than anyone else in your industry? Why should prospects care about your organization? What is something you disagree with in your industry? What are some things everyone should avoid in your industry?
EXTERNAL WRITING PROMPTS While attending an industry event, what is everyone discussing? What are your competitors writing about? Why do people buy from you? What’s the emotion behind their decisions? What are the pain points of your customers? What is something you wished everyone knew about your industry?
PROMPTS FOR HIGHLIGHTING PEOPLE Customers Employees Industry experts Executives/leaders People you admire
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19
NADCA News
Gearing Up For the
A sneak peek at highlights of NADCA’s 29 th Annual Meeting & Exposition Keynote Speaker, Don Yaeger What Makes the Great Ones Great
Measuring Energy Savings Through HVAC Cleaning – NADCA Field Trials (2 CECs)
Tuesday March 20, 9:00 am
Tuesday, March 20, 3:30 pm
Don Yaeger is an American sports journalist and author and co-author of almost two-dozen books, including some that have been on The New York Times Best Seller list. Learn more at donyaeger.com.
Must-See Sessions Digital/Social Media Marketing for Your Business Presenter: Jon Kinsella
Tuesday, March 20, 2:15 pm
Social media and digital marketing may seem intimidating, but it doesn’t have to be. Jon Kinsella will give you tips and tricks for the most effective ways to turn social followers into paying customers. He’ll review the importance of online reviews and how to get them along with utilizing video and Facebook Live. Jon will also share tips for search engine optimization (SEO) to help ensure your future customers find you.
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Presenter: Dan Stradford, Action Duct Cleaning
NADCA’s latest White Paper and Summary of Findings indicate that HVAC cleaning can make significant and in some cases, extraordinary improvements in energy performance of HVAC systems. Dan Stradford will discuss the importance of these findings for our industry and how this information can be presented to your customers. Dan will review a basic process you can use to collect this data and how you can get involved with supporting NADCA’s continued energy research efforts.
Safety Essentials – Introduction to the NEW NADCA Safety Manual (2 CECs) Wednesday, March 21, 3:00 pm
Presenter: Greg Santo, Occupational Safety & Environmental Assoc. Inc.
Safe work practices are essential for air duct cleaning industry professionals. NADCA’s newly updated Safety Manual is a tool you can use to develop your safety plan 21
NADCA News
and ensure that your employees are following important safety requirements on the job. Greg Santo will provide key updates on current safety requirements and best practices for developing your company’s safety protocols.
Members Only
Specifications for Commercial Projects: Introduction to the Newly Formatted NADCA General Specification & Understanding the Fine Points Wednesday, March 21, 9:00 am
Presenter: David Stutzman, Conspectus, Inc.
Have you ever received a bid specification for a project that was ambiguous and unclear? Have you ever performed cleaning for a commercial project only to have to re-clean later in order to meet the specification clearance requirements? Are you cleaning residential systems but looking to move into commercial work? If so, you won’t want to miss this session! Join David Stutzman, a professional specifier with Conspectus, as he walks you through the new NADCA General Specification document and provides useful tips for understanding the fine print of these important contractual documents.
Wednesday, March 21, 6:00 - 9:00 pm
We’re encouraging everyone to dress in their best 80s attire for this themed party featuring music by The Spazmatics. Join us for an evening filled with great food, drinks and entertainment. The celebration will take place at the Westin Mission Hills Masters Plaza.
Schedule At-a-Glance SUNDAY, MARCH 18, 2018
5:00 pm – 7:00 pm
Pre-Conference Attendee Registration
MONDAY, MARCH 19, 2018 – PRE-CONFERENCE TRAINING DAY 7:00 am – 8:00 pm
Registration
7:00 am – 2:00 pm
Golf Outing (Optional Activity—Additional Fees Apply)
7:00 am – 8:00 am
Breakfast—Pre-Conference Training Course Attendees Only (Ticketed Event)
8:00 am – 5:00 pm
Air Systems Cleaning Specialist (ASCS) to the ACR Standard Training Course
8:00 am – 5:00 pm
Certified Ventilation Inspector (CVI) Training Course
12:00 pm – 1:00 pm
Lunch—Pre-Conference Training Course Attendees Only (Ticketed Event)
5:00 pm – 9:00 pm
Grand Opening of Exhibit Hall & Welcome Reception (MUST BE 18+ TO ENTER EXHIBIT HALL)
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JANUARY • FEBRUARY 2018
TUESDAY, MARCH 20, 2018 (DAY 1) 6:30 am – 4:30 pm
Registration
7:30 am – 9:00 am
Breakfast Open in Exhibit Hall (MUST BE 18+ TO ENTER EXHIBIT HALL)
7:00 am – 10:30 am
Air Systems Cleaning Specialist (ASCS) Certification Exam
7:00 am – 10:30 am
Certified Ventilation Inspector (CVI) Certification Exam
9:00 am – 10:00 am
Keynote Address: Empowering Greatness with Don Yaeger
10:00 am – 11:30 am
General Business Meeting
11:30 am – 2:00 pm
Exhibit Hall Open with Lunch (MUST BE 18+ TO ENTER EXHIBIT HALL)
2:15 pm – 3:15 pm
Digital/Social Media Marketing for Your Business
3:30 pm – 4:30 pm
General Session: Measuring Energy Savings Through HVAC Cleaning – NADCA Field Trials
WEDNESDAY, MARCH 21, 2018 (DAY 2) 7:00 am – 4:00 pm
Registration
7:00 am – 8:00 am
Breakfast Open in Exhibit Hall (MUST BE 18+ TO ENTER EXHIBIT HALL)
8:00 am – 9:00 am
Cleaning HVAC Systems in Healthcare Facilities
9:00 am – 9:45 am
Specifications for Commercial Projects: Intro to the NEW 3-Part CSI Format NADCA General Specification & Understanding the Fine Points
9:45 am – 10:00 am
Morning Break
9:45 am – 10:45 am
Exhibitor Meeting
10:00 am – 10:45 am
CONCURRENT SESSIONS:
Air Duct Cleaning Horror Stories & Those Who Lived to Tell About Them
The Latest Product & Technology Innovations for Improving IAQ
11:00 am – 11:45 am
CONCURRENT SESSIONS:
Effective Marketing Strategies: Turning Minimal Investments into Big Profits
Defeating the Effects of Mold and Mold Spores on Living Environments
11:45 am – 1:30 pm
Exhibit Hall Open with Lunch (MUST BE 18+ TO ENTER EXHIBIT HALL)
12:30 pm – 1:30 pm
International Forum Meeting
12:30 pm – 1:30 pm
“Are You a Leader?” Volunteer Meeting
1:45 pm – 2:30 pm
Strategies for Growing Your Business through Service Agreements and Add-Ons
3:00 pm – 4:00 pm
Safety Essentials: Introduction to the NEW NADCA Safety Manual
6:00 pm – 9:00 pm
NADCA Member Party
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23
NADCA News
E N O T S E T L I N E A M EVEM I H C A Recognizing the record number of professionals holding NADCA certifications
A
t the start of the New Year, NADCA saw some impressive increases in membership and certification: NADCA currently has 1,260 active members and 1,951 ASCS and 251 CVI certified individuals. Not only is the organization celebrating the most members in its history, the 2,202 certificants holding ASCS and CVI certifications from NADCA represent another meaningful milestone: changing standards in the industry and more customer awareness of the need for certified companies providing air duct cleaning services.
Why Certification “People who are serious about their business want credibility, and they get that by being certified,” said Bill Lundquist, ASCS, CVI, CVC, a longtime NADCA member. “You’ll eventually run into a job where a customer wants a certified person onsite at all times. If you didn’t certify ahead of time, what are you going to do? Sooner or later, you’re going to run into that job.” Lundquist notes that being able to present certifications to potential customers is essentially being able to show them you have the right tools to do the job. “Say you’re on a job and have to take apart an air handling D U C TA L E S
unit but you’re missing a tool. You came to the job unprepared,” said Lundquist. “Certification is proof that you are coming to jobs prepared with the tools you need to do the job correctly. It gives you the ability to bid on the jobs you want to bid on.”
Increasing Numbers While NADCA requires companies to have at least one ASCS on staff to qualify for membership, increasing membership numbers only tell half the story of why there’s an increase in the number of people pursuing and attaining certification. “There are more companies entering the air duct cleaning industry, which means there will be more companies coming to NADCA and pursuing certification to try to build credibility,” said Lundquist. “The more companies there are, the more they’re looking for a competitive advantage.” Another factor contributing to the increase is the number of companies with multiple certified people on staff. “There’s definitely an advantage to having the person onsite at the job being certified,” said Lundquist. “Customers are looking for that. In the HVAC industry, if you’re doing any kind of repair work, it’s about showing your certifications.” Having multiple certified techs on staff
JANUARY • FEBRUARY 2018
means that companies are better able to ensure the person doing the work is certified and performing work to the standard customers expect. “It’s exciting to see more companies certifying more employees,” said Lundquist. “They see the value, and they’re building their businesses on it.” But Lundquist also warns that ASCS certification isn’t the end of the line for building credibility. “Start with the ASCS, and move on to the CVI for a much deeper understanding of the trade,” advises Lundquist. Over the years, NADCA’s CVI exam has evolved to include more advanced material and is more technical than the ASCS, meaning those who achieve CVI certification have demonstrated a true level of expertise in the field. The CVI is particularly valuable for those pursuing commercial work. “The expertise demonstrated by attaining the CVI is critical knowledge a contractor needs if they want to get into commercial work,” said Lundquist. “A lot of CVIs are even out there inspecting the work of others in the field. It’s an expert-level certification that truly sets you apart. Being certified is just one tool, but it’s absolutely critical for those trying to build a credible business,” said Lundquist.
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NADCA News
New Members A&R Environmental Milton, DE USA
Green Home Solutions Succasunna, NJ USA
Green Lifestyles, LLC Danbury, CT USA
SERVPRO of Ft. Lauderdale North Oakland Park, FL USA
AdvantaClean of Salinas Marina, CA USA
Green Home Solutions of Birmingham Birmingham, AL USA
Groupe Pro Nettoyage (2017) inc. Sorel-Tracy, QC CAN
Sitem S.R.L. Cavallino (LE), ITA
J & J Heating and Cooling, LLC Minor Hill, TN USA
Stanley Steemer of Los Angeles Azusa, CA USA
JJT Solutions DBA Green Home Solutions Carnegie, PA USA
Tampa Air Systems, Inc. Tampa, FL USA
Aeropur Trois-Rivieres, QC CAN Atlas Home Energy Solutions Frederick, MD USA Coast Environmental Phoenix, AZ USA Colservice S.r.l. Nardo (LE), ITA Excel Cleaning & Supply Inc Orange City, FL USA Green Home Solutions Tyrone, PA USA
Green Home Solutions of Mid-Coast Maine Belfast, ME USA Green Home Solutions of Northern California Woodside, CA USA Green Home Solutions of Portland Portland, OR USA Green Home Solutions of Southern Rhode Island North Kingstown, RI USA
JJT Solutions DBA Green Home Solutions Carnegie, PA USA Nu-Air Services Tannum Sands, QLD AUS
Valley Refrigeration Ltd. Pembroke, ON CAN New Affiliate: Fabio Amore Napoli (NA), ITA
Reza Investment Co Jeddah, SAB
New ASCSs and CVIs Giuseppe Colazzo Colservice S.r.l. Nardo (LE), ITA
New ASCS: Fabio Amore Fabio Amore Napoli (NA), ITA Dan Anderson Green Home Solutions of Southern Rhode Island North Kingstown, RI USA David Bloom Green Home Solutions Tyrone, PA USA Alvaro Bolumburu Ormaechea Teinnova Logroño, SPN Robert Bourke Nu-Air Services Tannum Sands, QLD AUS Patrick Bouthillette BioVac System, Inc. Montreal, QC CAN Antonio Carlà Sitem S.R.L. Cavallino (LE), ITA Sanjay Chatoosingh SERVPRO of Ft. Lauderdale North Oakland Park, FL USA
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Peter Daley Green Home Solutions of Mid-Coast Maine Belfast, ME USA
Rich Johns Air Conveyance Treatment Services - Div. of CATCO Maryland Heights, MO USA Olllie Johnson J & J Heating and Cooling, LLC Minor Hill, TN USA
Robert De Repentigny BioVac System, Inc. Montreal, QC CAN
Alex Lawhon E. Luke Greene Co., Inc. Johnson City, TN USA
Michele Del Giudice Sitem S.R.L. Cavallino (LE), ITA
Piere le Roux Reza Investment Co Jeddah, SAB
Brandon Frenette Green Lifestyles, LLC Danbury, CT USA
Billy Lingo Excel Cleaning & Supply Inc Orange City, FL USA
Patrick Gagnon BioVac System, Inc. Montreal, QC CAN
Wesley MacIntosh A&R Environmental Milton, DE USA
Gonzalo Hernandez Service d’Entretien Carlos, Inc. Montreal, QC CAN
Maria Martinez Miera Teinnova Logroño, SPN
Tom Ifversen Green Home Solutions of Portland Portland, OR USA
Enrico Masiello O.S.I. S.R.L. Isola del Liri, ITA
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David Menendez Asenjo Teinnova Logroño, SPN
Marco Arturo Morigino Project Clean Group S.r.l. Buccinasco, (MI) ITA Joseph Moxley Green Home Solutions of Northern California Woodside, CA USA John Naumann JJT Solutions DBA Green Home Solutions Carnegie, PA USA Jean-Michel Perron Aeropur Trois-Rivieres, QC CAN Gilles Petrin Groupe Pro Nettoyage (2017) inc. Sorel-Tracy, QC CAN Mark Petro Green Home Solutions of Birmingham Birmingham, AL USA Joseph Picciallo Green Home Solutions Succasunna, NJ USA Ibon Roscales Fox Teinnova Logroño, SPN
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NADCA News
New ASCSs and CVIs (continued) Ivano Russo Techno One S.r.l. Paderno Dugnano, (MI) ITA
Luca Sergi Teinnova Logroño, SPN
Ricky Sullivan Stanley Steemer of Los Angeles Azusa, CA USA
Bradley Wilcox Valley Refrigeration Ltd. Pembroke, ON CAN
Armando Saenz Angulo Teinnova Logroño, SPN
Said Slimi Service d’Entretien Carlos, Inc. Montreal, QC CAN
Christopher Thome Tampa Air Systems, Inc. Tampa, FL USA
Ilaria Zacà Colservice S.r.l. Nardo’ (LE), ITA
Mentxu Saenz Angulo Ambio Services Logroño, SPN
Eddie Somoza AdvantaClean of Salinas Marina, CA USA
Michael Uecker Atlas Home Energy Solutions Frederick, MD USA
New CVI:
Daniel Santamaria Teinnova Logroño, SPN
Carmelo Alex Spina Techno One S.r.l. Paderno Dugnano, (MI) ITA
Thaddeus Westly JJT Solutions DBA Green Home Solutions Carnegie, PA USA
Brad Hubbard North West Environmental Group LTD Victoria, BC CAN
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.
International Affairs Committee Thanks in large part to the efforts of NADCA’s International Affairs Committee, led by Committee Chair Andrea Casa, NADCA’s international membership growth continues to hit new milestones. For the first time in NADCA history, the association has exceeded 300 international members. NADCA ended 2017 with 309 members from 33 countries, up from 282 in 30 countries in 2016. NADCA’s International Affairs Committee is appointed to focus on the needs and interests of members located outside of the United States. In support of our international efforts, NADCA participates in presentations and events across the globe. In 2017, 28
NADCA’s
international
membership growth continues to hit new milestones.
ACR, The NADCA Standard and the General Specification were presented at ANAM, the annual conference of AIISA in Italy. NADCA continues to enjoy a mutually beneficial relationship with AIISA. In 2017, 78 NADCA members resulted from our partnership with the organization. The Board of Directors has set a strategic goal of increasing D U C TA L E S
international engagement in 2018 and beyond. NADCA recently held a very successful ASCS customized training course in Madrid and will be looking to expand regional events across Europe and the Middle East in the coming year.
NADCA Member Benefit Highlight: Sunbelt Rentals Sunbelt Rentals, a supporter and sponsor of NADCA offers significantly discounted rates on equipment rental, emergency response for afterhours calls, online account management and much more for NADCA members. Log in to the “Members Only” section on nadca.com to access the Sunbelt Rentals Affinity Program and take advantage of the savings today!
JANUARY • FEBRUARY 2018