November 2012 by National Chimney Sweep Guild

There is no spokesperson with a catchy phrase to remind the driver to slow down, stop eating, LIk_\Jgfb\jg\ijfe%Zfd

quit messing with the radio or pay attention to the road.

Thereâ&#x20AC;&#x2122;s Only You. Speak Up.

November 2012 Volume 36 #10

Table of Contents Features 15 Call for Nominations

P.3

16 Employee or Independent Contractor? 20 The Great Marketing Migration 28 Business Valuation – Why, What, How, When?

30 NCSG Innovation 2013 P.14

Departments 3

Moving Forward

Editor’s Letter

Industry Watch

10 Technical Q&A 12 The Coach’s Corner P.28

14 Chimney Sense 25 Progressive Perks

Sweeping: The Journal of Chimney and Venting Technology (ISSN# 10416692) is published 11 times annually, by the National Chimney Sweep Guild, 2155 Commercial Drive, Plainfield, IN 46168. Annual dues to the National Chimney Sweep Guild are $459 for Voting Member Companies and $689 for Supplier Member Companies, of which $80 goes toward a subscription to Sweeping: The Journal of Chimney and Venting Technology. Additional annual subscriptions are available for $80 by contacting the National Chimney Sweep Guild at the office of publication (NCSG, 2155 Commercial Drive, Plainfield, IN 46168). POSTMASTER: Send address changes to: Sweeping: The Journal of Chimney and Venting Technology National Chimney Sweep Guild 2155 Commercial Drive Plainfield, IN 46168

26 New NCSG Members 27 Sweeps Advantage Coupons 32 Dates & Events 33 Perspective 35 Darwin Awards 35 Display Ad Index 36 Classifieds NOVEMBER 12 SWEEPING 1

ResourcePage

NATIONAL CHIMNEY SWEEP GUILD

Committee Chairs and Task Forces for 2012-2013 Bylaws Diane Pilger (631) 863-2460 chimneygal@aol.com

Governance Randy Brooks (805) 646-8961 hearthhunter@aol.com

NFPA 211 Representative Randy Brooks (805) 646-8961 hearthhunter@aol.com

Convention Site Selection Diane Pilger (631) 863-2460 chimneygal@aol.com

Government Affairs Phil Mitchell (603) 659-7776 sootski@aol.com

NFPA 31 Representative John Pilger (631) 863-2460 chimneyman@aol.com

Discussion List Bo Tasso (815) 645-8103 bo@botasso.com

International Relations Steve Pietila (503) 644-0393 steve@american-chimney.com

NFPA 54 Representative Jim Brewer (757) 523-2400 jbrewer@magic-sweep.com

Ethics Mark Stoner (615) 459-2546 ashbusters@aol.com

Long Range Planning Diane Pilger (631) 863-2460 chimneygal@aol.com

Technical Advisory Council Dennis Dobbs (256) 845-9814 info@fireplaceservicescenter.com

Finance Mark Maynard (920) 830-1920 mark@chimneyguy.com

Membership Bob Ferrari (530) 221-3331 bob@flueseason.com

Public Awareness Task Force Rob Lindemann (847) 918-7994 Rob@lindemannchimney.com

TECHNICAL ADVISORY COUNCIL To contact any member of the Technical Advisory Council, please call (317) 203-0088 and select the extension for the person who is best qualified to answer your question: Dennis Dobbs Technical Advisory Council Chair Installation or Service of Direct Vent Gas Appliances 317-203-0088 x: 1 Chris Prior Masonry Construction and Restoration and Priorfire Fireboxes 317-203-0088 x: 2 Jim Brewer Gas Venting and NFPA 54 317-203-0088 x: 3 John Pilger Oil Flue Sizing, Relining or NFPA 31 317-203-0088 x: 4

Fred Joy Installation and Venting of Pellet Stoves 317-203-0088 x: 7 Jay Walker Dryer Vents 317-203-0088 x: 8 Rett Rasmussen Vented and Vent Free Gas Logs and Controls 317-203-0088 x: 9

Randy Brooks IRC, NFPA 211 or Customer Communications 317-203-0088 x: 5 Bart Ogden Stainless Steel Lining, Video Scanning and Narrative Report Writing 317-203-0088 x: 6

Rich Martinez Dryer Vents or Masonry 317-203-0088 x: * Rich Rua General Sweeping or Relining 317-203-0088 x: 0

Be advised that advice given by NCSG’s Technical Advisory Council (TAC) reflects best practices of the chimney sweeping industry. However, we are unable to account for any particular type of situation since regional variations in construction practices and additional environmental, physical and geographical factors necessarily vary the level of service appropriate for a particular fireplace and/or chimney. Additionally, local laws and ordinances may govern and/or supersede the information and any recommendations provided. Final determinations are the responsibility of a local professional with first-hand knowledge of the situation, and the local Authority Having Jurisdiction (AHJ). Neither NCSG nor any member of TAC will be held liable for any damages whatsoever resulting from the use of or reliance on information provided by anyone associated with TAC. By your use of this member benefit you acknowledge acceptance of these terms.

ADVERTISING RATES for Sweeping: The Journal of Chimney & Venting Technology may be obtained by contacting Malisa Minetree at (317) 815-4688 or SweepingAds@indy.rr.com Design by Laura Houser Design • laurahouser.com • (317) 213-7497 NCSG encourages industry partners to submit press release and articles to Melissa Heeke, Sweeping Editor at mheeke@ncsg.org. Submissions should contain items of interest or importance to the chimney and venting industry. Submissions should not contain direct solicitations, prices, or a call to action on the part of our readers. Submissions may contain images or artwork attached in a .jpg format. In all cases, NCSG reserves the right to edit submissions to fit space limitations, keep the release and publish at a later date, or refuse to publish the release for any reason. Neither publishing, nor refusing to publish the submission should be considered a statement of NCSG’s opinion regarding the release. NCSG further reserves the right to reject at any time any advertising determined not to be in keeping with the publications’ standards. Acceptance of advertising by Sweeping magazine does not necessarily constitute endorsement of products or services advertised. NCSG does not make any effort to review or substantiate claims made by advertisers. © 2012 National Chimney Sweep Guild, 2155 Commercial Drive, Plainfield, IN 46168 (317) 837-1500

2 SWEEPING NOVEMBER 12

NCSG BOARD OF DIRECTORS 2011-2012 President, Region 3 Jay Walker (850) 562-4692 • president@ncsg.org Vice President At-Large Diane Pilger (631) 863-2460 • chimneygal@aol.com Treasurer, Region 5 Mark Maynard (920) 830-1920 • mark@chimneyguy.com Secretary Jeremy Biswell (913) 236-7141 • fluesbrothers@yahoo.com Region 1 Phil Mitchell (603) 659-7776 • sootski@aol.com Region 2 Bob Fleer (410) 544-7600 • bobfleer@aol.com Region 4 Ken Hoelscher (937) 833-0505 • ken@abbeyroadchimneysweeps.com Region 6 Bob Ferrari (530) 941-5818 • bob@flueseason.com At-Large Directors Dennis Dobbs (256) 845-9814 • info@fireplaceservicecenter.com Fred Joy (785) 986-6432 • joyfredm@live.com Supplier Representative Edmund Poplawski (570) 504-7107 • epoplawski@olympiachimney.com

STAFF 2155 Commercial Drive Plainfield, IN 46168 (317) 837-1500 Fax: (317) 837-5365 Mark McSweeney, CAE Executive Director mmcsweeney@ncsg.org

Megan McMahon Office Manager mmcmahon@ncsg.org

Melissa Heeke, CAE Director of Communications & Marketing mheeke@ncsg.org

Debbie Cornelius Membership Development Coordinator dcornelius@ncsg.org

Ashley Eldridge, COI, CPP Director of Education ashley@ncsg.org

Donna Lee Kasmer CSIA Certification Coordinator dkasmer@csia.org

Candice Bradbury Director of Finance cbradbury@ncsg.org

Sharon Anderson Program Coordinator sanderson@ncsg.org

Moving Forward

JAY WALKER NCSG PRESIDENT

fter NCSG hosted the ESCHFOE technical meeting in Indianapolis last summer, I started to better understand our involvement and the benefit of networking with fellow leaders from abroad. The Europeans who visited last year for our technical meeting and workshops have reported that the experience was very informative and even “over the top” so to speak. They were able to gain insight into the nuts and bolts of the industry here in the United States. This year, I had the pleasure, as NCSG President, to attend the ESCHFOE political meeting. Having flown all around the country in the last 10 years or so, with two excursions to Argentina in South America on hunting trips, had me comfortable with traveling over to Europe. With that said, I still went to a travel agent for my itinerary to ensure any knowledgeable insights and practicalities of their expertise. My partner in life, Candy, was my travel partner for the trip as well. We started our travels mid-day on September 18, 2012. We arrived to our gate at the airport in Atlanta early only to find that our flight was delayed for an hour. Having time on our hands, we went back to the refreshment stand at the concourse and enjoyed a relaxing beverage. At 3:45, we arrived back to our gates, only to find everyone boarded and we just were making check-in before they shut the door to the plane. Once on board, in our economy comfort seats, we again – had to wait as the announcement came across that the plane couldn’t depart until a proper first aid/CPR device had arrived. I think we waited an additional 45 minutes at the gate before our plane departed. We touched down some nine hours later in Amsterdam. Of course our connector flight to Vienna, Austria had already departed, so we found the nearest “transfer station” to gain help to further our trip itinerary. The Delta/KLM representative smiled when he handed me new boarding passes and said “You board in 15 minutes to depart to Prague, Czech Republic. The gate is across the airport, so you will have to hurry.”

but they had a full flight to Klagenfurt. Of course in the small airport of Klagenfurt, some 26 hours later after our trip begun, just as we figured, no luggage. We did learn that our two checked bags were still in Amsterdam. Once they arrived, they would taxi the luggage to us at our lodging in Pörtschach. The final leg was a quick taxi ride to the hotel, where we found our home for the next four days. I texted Mark McSweeney, only to find out that his flight was also delayed and rerouted through Frankfurt, Germany. We were invited to come down to the lobby in the early evening for refreshments before dinner was served for the opening reception. Having traveled for many hours without a change of clothing, we felt a little uncomfortable. Fortunately, the representatives from the United Kingdom befriended us and we shared many stories and laughter that night and most every day after. The next morning (I think it was morning), the wakeup call sounded and it felt as if we had just laid down for sleep. I called the front desk to get an update on our luggage and they told me to look outside my

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We were once again the last to board. Once in Prague, we repeated the procedure of rebooking our tickets to Vienna, all the while knowing our baggage probably wasn’t following us. In Vienna, they knew we were coming,

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room door in the hallway. Glory be! There was our luggage. This was very pleasing, as I needed my suit for the first day of the meetings and I also needed to reduce the tension in my ever-loving partner. After a quick breakfast, I arrived in the meeting room where the delegation had gathered; there I met up with our Executive Director, Mark McSweeney, who arrived late the night before. The business meetings were somewhat informative, but were also filled with somewhat formal administrative updates that every organization must go through time to time. I was reminded of England’s Parliament as I sat listening to dozens of translators and the presenters all talking at the same time in the crowded room. The meetings continued for the following two days. The delegates discussed issues like our UL listing for appliances and products. In Europe, the labeling is the “CE Marks”. Testing for the CE Marks is repeated every two years to the most stringent requirements. Another topic I found to be interesting was the discussion of “fine dust measurements”, similar to our EPA requirements. High efficiency appliances in Europe are referred to as “fine dust appliances”. A general brochure about the six main objectives for sweeps to accomplish while at a client’s appliance was discussed as well. I had submitted a prepared statement which had already been shared with all delegates present and to the ESCHFOE board. In our verbal updates, Mark and I fielded a few questions about the statement and were able to take the opportunity to again welcome our colleagues to visit the United States during our upcoming convention in Branson, MO. Next year’s ESCHFOE Congress is the technical meeting which will be held in the United Kingdom near London at Nottingham Forrest at the oldest Marriott Hotel in the world. Then the delegates voted to hold

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the 2014 meeting in Serbia, then possibly to Germany for the next technical meeting in 2015 and then to Finland in 2016. The last day of the congress, Saturday, was a more casual day for us delegates to take on some excursions. Our first stop was at a castle where we hiked up to the top to enjoy the view. It was very enlightening to think about all the history that took place where we stood. Our next stop that day was at a very old monastery and for lunch. The day wrapped up with a formal banquet. After a long night of entertainment shared with our colleagues, Candy and I called it a night, knowing we had to awake and pack early the next morning. Candy and I planned for an extra day in Vienna for sightseeing. We checked into a hotel near the Vienna airport and both wanted room service. I laughed when I heard her ordering a burger, French fries and a Diet Coke and then repeated back what the other end said “Burger, cut fries and diet light”. I looked at her and nodded “yes”. She confirmed and we both got a good laugh as they didn’t use the term “French fries”. After a short nap, we took a quick walk to pick up a train to downtown Vienna. Early the next morning, our flight was supposed to leave at 6:30 a.m.. We arrived at the airport at 4:00 a.m. to ensure enough time, only to find out they didn’t have us listed for our boarding passes. Fortunately, they did find their mistake and were able to give us boarding passes (of course not sitting together). We departed to Amsterdam, then to Atlanta only to miss our 5:30 p.m. flight out of Atlanta to Tallahassee, Florida. Luckily we able to rebook on a 7:30 p.m. flight back to Tallahassee. And what do you know; our luggage had beaten us there by a few hours, as our two checked bags arrived at the originally-planned time. It felt good to be back on American soil and back home again. But as I write this message, I am longing for my next trip abroad. My hope is that all sweeps will be able to experience the European countries and a piece of the world’s history first hand, as I was privileged to do. Our profession and industry is worldwide. Visiting and building relationships with colleagues from different cultures and gaining insights is always a valuable asset to network, and increase valuable knowledge to help move our businesses to the next level. Sweep’s Luck to you and your family, and God Bless. Jay Walker NCSG President

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Editor’s Letter

MELISSA HEEKE, CAE NCSG DIRECTOR OF COMMUNICATIONS

y family has what sounds like a quaint Thanksgiving tradition. We gather each year at my Aunt’s home in Southern Indiana for lunch followed by an afternoon spent decorating gingerbread houses. Sounds lovely, doesn’t it? Well, it has become more so over the years. When we first began, we had visions of gingerbread houses from craft magazines and morning shows in our minds as we struggled to make royal icing that would be strong enough to hold up those four cookie walls. Instead, we’d have so much icing on our clothes and in our hair that we’d laugh until we were crying.

look. Thanks to planning and advanced preparations by my Mom and Aunt, I don’t remember the last time someone threatened to bring out a hot glue gun to keep their house standing. Though, if you look at that photo closely, you’ll still see the huge mess that makes the afternoon memorable. Just like our afternoons of gingerbread construction and decorating, there’s a lot to be said about learning from your mistakes and putting your plans into action. I hope that no matter how you’ve managed perfect your process, you’re still having fun out there this season. Happy Thanksgiving!

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Technical Q&A

DENNIS DOBBS, NCSG TECHNICAL ADVISORY CHAIR

How do I keep my employees from talking too much and confusing our customers?

It is important, especially when in front of customers, for one person to be the point person for technical explanations. In our profession, hopefully this person would be a CSIA Certified Chimney Sweep. When a sweep and his helper are in a customerâ&#x20AC;&#x2122;s home, it is very common that the homeowner will be talking to the lead sweep while another family member

10 SWEEPING NOVEMBER 12

strikes up a conversation with the helper. It is best to instruct the helper not to get too deep in conversation and let the lead person on the job discuss the specifics of the job at hand. You might give your employees a signal to be used when noticing that a conversation is getting out of hand. For example, if the lead sweep notices that the helperâ&#x20AC;&#x2122;s conversation is beginning to stray then a simple gesture such as a cough or rubbing the nose can signal the helper to focus in order to prevent nonpertinent information and confusion.

The

Coach’s Corner

BY JERRY ISENHOUR OF CHIMNEY & VENTING CONSULTANTS IN CONCORD, NC

The Bubble

ecently I noted on the NCSG discussion list that a sweep described his business as a “BUBBLE”. He felt he was inside this bubble because he had no staff members. He had a one-man business. He felt his only opportunity to interact with other sweeps in person was the NCSG convention. I have often thought of a one man business as a box, but his word of bubble is also a good description. The thoughts he expressed caused me to think about the bubble that every owner of a chimney service business is in. Our industry has businesses of all sizes, from the one man operations up to companies with a multitude of trucks and with even different locations and includes some who operate different businesses altogether. And I see success stories with each type, but also hear and see the frustrations of each. The amazing thing is that, no matter the size the business, the basic issues faced by the businesses of different sizes will be similar. For instance, all business must be concerned with implementation, marketing, budgets, equipment purchases and maintenance, among many other things. And they each have their own unique issues they have to face depending on size. With the larger business comes staff management, where to park the equipment, payroll and benefit issues and so many other things. With the single person business so often the truck is likely parked at the owner’s home, and at times the office may be a place at the kitchen table, or perhaps a dedicated place in the home. The one man company likely finds that vehicles get longer life, require fewer repairs and even have a better appearance at times. This is a benefit, I suppose, of the owner being the only one who drives the equipment. But the key thing each and every business owner must remember is the reason they started the business…to deliver to the business owner their dreams. And each and every business owner must remember the development of an excellent business model, no matter what the size of their business, is the road map to their dreams.

12 SWEEPING NOVEMBER 12

Are there advantages to each of the diverse types of operations? Of course there are. And there are disadvantages, as well. The key thing is that the business owner realizes that no matter what size he decides the business should be, he must have a well-conceived business model to succeed. If you don’t have a plan and system to manage each of the issues every business faces, no matter what size your business is, you will continually and inevitably struggle inside your own particular bubble. And, if you don’t have a viable, well-thought-out, realistic business model, chances are you don’t have the plan you need to attend to all the facets of the business that determine your ultimate success. It’s as simple as that. In the final analysis, each of us decides the box or bubble we want to do business within. And, each must do some thinking outside of that bubble, or it can become a large trap. No matter how large or small our business is, there is always the need to network with others with similar business models and that face similar challenges. This is one reliable way to get out of the confines of your bubble or box. There are others. One of the best ways is to network with industry peers is the often-suggested MIX group. Often the network may be participating in an industry internet discussion, but this does not give you input from the folks that know you, know your skills, know your hopes and know your dreams. Also these folks can know the walls you face in your life that block your goal attainment. Networking with other business owners with an intimate knowledge of your business operation can move you miles ahead. I highly advise that each person investigate the MIX concept. Likely this is one of the leading educational tools, along with the recognized methods of attending conventions and conferences. The folks that participate in MIX groups obtain tools, sometimes they are small tips, sometimes they are game changers. This concept also gives you the ability to see from the inside, just how effective new methods can be for their business models.

The key thought is, success does not result from the size of a business. Rather success is the reward that one has when, through careful planning and execution, their hopes and dreams are fully realized, life is good and things are happening as you dreamed when you started. Decide what your bubble is, and go realize your dreams. As I often say, ask the man in the mirror, many times he is the one that can truly assist you in where you want to go.

About the Author: Jerry Isenhour is an industry consultant and coach who authors a monthly article in Sweeping as a service to the industry. For more information about Jerry and how he can assist you individually and your business in your quest for success and you ascent to the next level, take a look at his web site www.chimneyandventingconsultants. com He can be contacted at jerry@ chimneyandventingconsultants.com or by phone at (704) 425-0217. You can also obtain great business tips from his Facebook page Chimney & Venting Consultants.

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Chimney Sense

DENNIS DOBBS, NCSG TECHNICAL ADVISORY CHAIR

It’s Not Rock-it Science

n 1992 my wife and I opened a hearth store in our small town. In order to please our customers, we try our best to get them the items they want. The range quickly went from gas logs, glass doors and wood burning stoves to prefabricated fireplaces, mantels and surrounds. One of the hot new items one of our sales reps was pushing back then was a pre-manufactured rock surround and separate hearth. After selling several of these and placing orders for quite a few more, we got a call from our supplier that the manufacturer had gone out of business. I thought to myself, “Well it’s only man-made rock. How hard could this product be to duplicate?” I soon realized that this endeavor was more complicated than I thought. It isn’t at all like laying brick; it is much more creative and complex. After rocking numerous fireplaces in these past years, I have developed my own way of laying man-made stone. This type of rock is designed to mimic natural rock but it is only one to two inches in depth. Manufacturers of these products estimate that the average weight of such products is approximately ten pounds per square foot, making it ideal for interior projects. Because of this light weight there is no need to reinforce the floor joist. One day I was at a customer’s home to do a chimney inspection and was admiring her custom natural stone fireplace and I noticed one attribute that natural stone has. That is the depth of rocks. The natural light in the room highlighted the shadows created by the stone. From this point forward I began to use dark, almost black mortar for my scratch coat and for sticking the stones to the wall. This color gives the look of depth which closely mimics natural stack stone. Every fireplace is different and I always ask the homeowner what their vision is for their fireplace, some are much more elaborate than others. I try to always give them what they want not what I want. In the photos included you will notice the dark scratch coat and that we install the mantel before the rockwork begins. You may also notice that on this job we painted the ceiling and wall black because the sheet rock was not finished, by painting this black it made it easier for the painter to cut in around the rocks without getting paint on them. We painted the firebox black also which helps bring out the shadowing effect of the dark mortar. Many of you may be more experienced in this type of work than I am but many may not have ventured in this area yet. If you are interested in doing so just go for it. Be creative, get your hands dirty and remember it’s not rock-it science!

14 SWEEPING NOVEMBER 12

Call for Nominations: Board of Directors When you serve on the NCSG Board of Directors, you help lead the chimney industry into the future and can develop leadership, management and communication skills that will serve you in your business and personal life. You can make an immediate difference in the chimney service industry by helping to determine the organization’s strategic plan and annual budget. The new shorter two-year term limits make volunteering easier! NCSG board members are responsible for: • Attending four board meetings each year: Two of the meetings are held at the CSIA Technology Center in Indianapolis (Spring - typically held for three days, Summer - typically held for two days), the November meeting is typically held online and via teleconference and the fourth is held immediately before the annual NCSG convention at the host city. Travel and lodging expenses are reimbursed for board members attending meetings, with the exception of the convention meeting only. • Participating in the NCSG members-only and board of directors’ electronic discussion lists. • Communicating with members in region via eNewslink. • Connecting members to regional legislation affecting the industry. And NCSG board members receive: • Complimentary NCSG Innovation convention registration for you and your spouse while you serve on the board.

• Networking opportunities at board meetings which help develop lifelong friendships with business associates from across the country The NCSG Governance Committee is now accepting nominations for a representative from NCSG Regions 5 and 6 and one Supplier representative. • Region 5 (Two year term: 2013-2015) Represents: Arkansas, Colorado, Iowa, Kansas, Louisiana, Minnesota, Nebraska, New Mexico, North Dakota, Oklahoma, South Dakota, Texas, Wisconsin. • Region 6 (One year term: 2013 - 2014) Represents: Voting and Dual members nationwide. • Supplier Representative (Two year term: 2013 - 2015) Represents: Supplier and Dual members nationwide. Nomination Deadline - December 4, 2012 - Nominations must be mailed to NCSG at 2155 Commercial Drive, Plainfield, IN 46168. No electronic nomination forms will be accepted. The newly elected directors will be seated at the April 3, 2013 board of directors meeting in Branson, MO. If you would like additional information, please feel free to contact NCSG Governance Chair Randy Brooks at hearthhunter@aol.com or NCSG Executive Director Mark McSweeney at mmcsweeney@ncsg.org.

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BY CHRIS VAN LEEUWEN OF VERACITY INSURANCE SOLUTIONS

Employee or Independent Contractor?

Workers compensation is a form of insurance providing wage replacement and medical benefits to employees injured on the job. Most employers are required to provide workers compensation and may have potential liability in the event of an employee injury, in addition to the financial penalties that may be imposed upon them, if they chose not to carry workers compensation coverage. A frequent question received is, “who is an employee”? It is common for employers to reclassify employees as independent contractors to avoid certain taxes, benefits, and other liabilities. The IRS has developed the “20 Factor Test” to assist employers evaluate whether a worker is an employee or an independent contractor:

1. Instruction

Is the worker required to comply with employer’s instructions about when, where and how to work?

q Yes q No

2. Training

Is training required? Does the worker receive training from or at the direction of the employer, including attending meetings and working with experienced employees?

q Yes q No

3. Integration

Are the worker’s services integrated with activities of the company? Does the success of the employer’s business significantly depend upon the performance of services that the worker requires?

q Yes q No

4. Services Rendered Personally

Is the worker required to perform the work personally?

q Yes q No

5. Authority to hire, supervise and pay assistants

Does the worker have the ability to hire, supervise and pay assistants for the employer?

q Yes q No

6. Continuing Relationship

Does the worker have a continuing relationship with the employer?

q Yes q No

7. Set Hours of Work

Is the worker required to follow set hours of work?

q Yes q No

8. Full-Time Work Required

Does the worker work full-time for employer?

q Yes q No

9. Place of Work

Does the worker perform on the employer’s premises and use the company’s office equipment?

q Yes q No

10. Sequence of Work

Does the worker perform work in a sequence set by the employer? Does the worker follow a set schedule?

q Yes q No

11. Reporting Obligations

Does the worker submit regular written or oral reports to the employer?

q Yes q No

12. Method of Payment

How does the worker receive payments? Are there regular payments in set amounts?

q Yes q No

13. Payments of Business and Travel Expenses

Does the worker receive payment for business and travel expenses?

q Yes q No

14. Furnishing of Tools and Materials

Does the worker rely on the employer for tools and materials?

q Yes q No

15. Investment

Has the worker made an investment in the facility or equipment used to perform services?

q Yes q No

16. Risk of Loss

Is the payment made to the worker on a fixed basis regardless of profitability or loss?

q Yes q No

17. Working for More Than One Company at a Time

Does the worker only work for one employer at a time?

q Yes q No

18. Availability of Services to the General Public

Are the services offered to the employer unavailable to the general public?

q Yes q No

19. Right to Discharge

Can the worker be fired by the employer?

q Yes q No

20. Right to Quit

Can the worker quit work at any time?

q Yes q No

16 SWEEPING NOVEMBER 12

If you answered “yes” to a high number of the questions above is likely an indication that there is a presence of an employer-employee relationship. If a high number is marked “no” indicates a contractor relationship. A similar test is used in most state to determine status under workers’ compensation laws called the “economic reality test”. This test is often used by the courts to determine independent contractor status and is harder to classify a worker as an independent contractor. In addition to the exposure to possible work related injuries to an “employee” not being covered, the penalties for misclassifying an employee is huge; back tax and premiums, civil fines, interest, and other retroactive damages. Refer to the Department of Labor, and your local Workforce Departments, for more information on the definition of an “independent contractor” before you reclassify an employee to an independent contractor. About the Author: Chris Van Leeuwen has been in the insurance industry since 1985 and is currently the Vice President of Sales/CSO at Veracity Insurance Solutions, LLC.

Member Get a Member Program Did you know that by promoting membership in the NCSG, you help the Guild meet its goals AND you will reap rewards too! To take advantage of potential savings on your next NCSG dues, simply visit www.NCSG.org to obtain a copy of the membership application form. Make sure you put your name under Item #2 “Who referred you to the NCSG?” OR you may send an email to dcornelius@ncsg. org and request that NCSG membership information be sent on your behalf to people who should join. Please provide the complete contact information i.e. name, address, telephone number and email address if available. Your participation in the Member-Get-A-Member program helps strengthen the Guild’s membership and allows you to win too!! • You get $50.00 off membership dues for each new member (1-4 new members*) • You get Free membership Dues (equal to 1 year), when you recruit 5+ new members* Save some money on your next NCSG dues by simply promoting membership in the NCSG at every opportunity you have. *New Member - has not been a member of the NCSG for at least two (2) years

NOVEMBER 12 SWEEPING 17

When It Comes to Chimney Liners, Hose Master Invented the Wheel. Meet Sam Foti. Hose Master C.E.O., engineer and innovator. In 1964, Sam got involved with interlocked products. Identifying the problems associated with manufacturing the hose, Sam redesigned the tooling and machinery to not only produce a consistent interlocked hose, but to also speed-up the production. Today, the results of Sam's ingenuity is the technology used throughout the industry in the production of interlocked products. His designs not only changed the way that stripwound hose is made, but the way that it is used and perceived in the industry.

1964

Redesigned Interlocked Machine Technology Innovations are still the core of manufacturing flexible chimney liner today.

1983

2000

2012

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BY ALAIN PARCAN OF MARKET HARDWARE

The Great Marketing Migration Let’s start with a few questions: Have you noticed the Yellow Pages have become thinner with every new release? Do you come across fewer flyers for services in your area? Do you see fewer ads on TV for local businesses than you did a year ago? Chances are you answered ‘yes’ to at least one of these.

Yellow Pages marketing won’t sustain itself much longer, so be prepared to move marketing dollars online in the near future. There are also many companies that rely on referral customers and word-of-mouth marketing, but when potential customers hear about your business, they are likely to look your company up online first, and you need to make sure you’re showing up.

Why the migration happened Where to begin But now, we know the cause – In 2012, the average person is far more likely to search for a service online rather than offline. The Internet has made it more convenient for us to look up services, and in doing so has caused a major shift in the way all businesses should market their services. When one of your customers needs your services, you want them to call you. In 2000, if they didn’t have your phone number memorized, they would grab the Yellow Pages and look you up. In 2012, if a customer doesn’t know your number off the top of their head, they are likely to Google you to find your contact info. If you haven’t made an investment to show up on Google’s “Page One”, your competitor’s contact information might be displayed before yours – even if a customer types in your exact business name. So when Mr. and Mrs. Smith need their chimney cleaned this fall, they aren’t going to look up local chimney sweeps in the Yellow Pages – they are going to do an Internet search for chimney sweeps in their area and choose a company that seems reliable and professional. This happens millions of times every day, and not surprisingly, has led to many businesses spending their marketing dollars online, rather than investing in “old school” forms of marketing. Tips on what NOT to do Ten years ago, it made perfect sense to market on billboards and in the Yellow Pages, but times have changed. Businesses that continue to only focus on “old school” forms of marketing will find their lead flow diminishing. On the other hand, successful business owners are able to adapt to changes in consumer trends, and today’s consumers are online. As for those companies that happen to still be benefiting from the Yellow Pages, that’s great – as long as they balance their budget accordingly for this type of media. Chances are

20 SWEEPING NOVEMBER 12

For those businesses looking to get their feet wet in online marketing, consider starting with basic search engine optimization (SEO). For example, ensure that the services you provide are all listed on your Website, especially in any headers. Same goes for any areas you service – Be sure to list those as well (but don’t overdo it or it will look messy!). Claim your business listing on Google, and build up your Facebook Business Page. These are all free strategies that you can use to boost your online presence. Depending on the competition in your area, this might not be enough to get you on Page One of Google, which is where you want to be. Businesses looking to maximize their online marketing should consider advanced SEO (Meta tags, inbound links) or a Pay-Per-Click service. In order to compete in higher traffic target areas, these are often necessities. Remember, all the other chimney sweeps in your area are aiming for Page One placement as well. There just isn’t enough room for everyone! If you are busy and can’t spend your own time managing your online marketing, there are many companies that can do it for you – you probably hear from them and their “guaranteed” results on a daily basis. But be wary about which one you decide to work with. Do your research and make sure you find a company you can trust. At the end of the day, if you have an online marketing plan and are focused on making it grow, your business is in great shape. Alain Parcan is the Manager of Marketing for Market Hardware, Inc. (www.MarketHardware.com) and contributed this article. Alain is experienced in the fields of Internet Marketing and small business marketing. Market Hardware helps Chimney Sweep businesses compete on the Web and offers special discounts for NCSG members. Ask Alain any Website or Internet Marketing question by emailing alain@ markethardware.com or calling 888-381-6925.

CSIA Update Publication for CSIA Certified Chimney Sweep®s

www.CSIA.org

Federal ruling protects Chimney Safety Institute of America registered trademark from repeated unauthorized use Order results in undisclosed settlement paid to CSIA INDIANAPOLIS - The United States District Court for the Northern District of Florida has issued a Permanent Injunction and Order on behalf of the Chimney Safety Institute of America® (CSIA) against James Joyner, Absolute Chimney Sweeps, Advanced Fireplace Technicians, Chimney Doctor, Fireplace Doctor and Orlando Chimney Doctor and any business entity performing chimney cleaning in which Joyner has an ownership interest or control.

trademarks, including the CSIA Certified Chimney Sweep® mark, on websites and other marketing materials for multiple businesses.

certification from CSIA and from using CSIA’s certification logo in conjunction with any of his current or future chimney sweeping businesses.

“This is a particularly satisfying victory in that this offender was using our trademark without authorization to inaccurately represent his sweeps in several states as being certified by CSIA,” says CSIA Executive Director Mark McSweeney, CAE.

The order comes after CSIA brought legal action against Joyner in 2012 for repeated unauthorized use of CSIA’s registered

In a settlement agreement, Joyner has paid CSIA an undisclosed sum and is indefinitely prohibited from applying for

“CSIA Certified Chimney Sweeps work hard to earn and maintain their credential, and we owe it to them and to the consuming public who rely on what that credential stands for to protect its legitimacy and credibility,” says CSIA President John Pilger. “CSIA is proud of our consistent track record of enforcing the use of our valued trademark.”

Congratulations to Our New CSIA Certified Chimney Sweeps Alabama Dustin Doty • The Fireplace Service Center • Fort Payne Arizona Austin Retrum • Affordable Chimeny Sweep • Vail California Thomas Kezas • Chim Chiminey Sweep • Vista Colorado Mark Roberts • Chimney Sweeps of America • Littleton Connecticut Christopher Gonsalves • Millstream Construction • Hebron David Heissenbuttel • DMH & Associates Inc. • Wilton Chad Mitchell • Northeastern Chimney LLC • West Hartford Idaho Joel King • Kings Roofing Inc. • Mountain Home Illinois Richard Moore • Jiminy Chimney Sweep & Service • Lake in the Hill

Indiana Tom Meredith • SaverSystems • Richmond Kentucky Joshua Moore • Mt. Sterling Maryland T.J. Davis • Clean Sweep of A.A. Co., Inc. • Millersville Brandon Mowell • Magic Mountain Inc. • Thurmont Chris Anderson • Monocacy Chimney Care • Myersville Brandon Green • Monocacy Chimney Care • Myersville Massachusetts Kevin Cabral • Ash Away Hearth & Chimney • Dartmouth Missouri Bill Bonney • Bill Bonney Chimney Sweep Service • Jackson New Hampshire Joseph E. Olisky, Jr. • Tom Cady Chimney Sweep LLC • Lebanon New Jersey Raymond Bond • Mercer County Chimney ADVERTISEMENT

Services • Hamilton North Dakota Anthony Bach • Cinderfella’s • Lidgerwood Ohio Tom Rhine • Chim Cheroo Chimney Sweeps • Greenwich Michael Lentz • Eastside Fireplace & Contracting • Cygnet Robert Wickard • Eastside Fireplace & Contracting • Cygnet Oregon Eric Johnston • American Chimney & Masonry, Inc. • Portland Bryan Wright • American Chimney & Masonry, Inc. • Portland Pennsylvania Ron Renninger • Chester County Hearth & Home • Elverson Virginia Chris Prouty • Prouty’s Chimney Sweep Inc. • Leesburg Wisconsin Brad Freimuth • The Chimney Guy, LLC • Menasha Luke Maynard • The Chimney Guy, LLC • Menasha

An Open Letter to the Chimney Service Industry October 12, 2012 From Mark McSweeney, CAE Executive Director of the Chimney Safety Institute of America and the National Chimney Sweep Guild

Earlier this morning, NBC’s Today Show aired a segment featuring

• Verify that your contact information is accurate and up-to-date

an undercover investigation on chimney sweeps. The Today Show

online at www.NCSG.org and/or www.CSIA.org.

“sting” operation took place at a home in the Northeast, where

• Verify that your membership and credentials are accurate and

chimney sweeps were called in for a routine sweeping. When

up-to-date on your own website.

sweeps did not provide a thorough inspection of the home’s

• Invite your customers to verify your memberships and

chimney when recommending repairs or service, Today Show

credentials online at www.NCSG.org and/or www.CSIA.org.

reporters and producers confronted them about their tactics.

Doing so helps to diminish the impact of competitors who falsely claim to have those same credentials.

Ashley Eldridge, Chimney Safety Institute of America (CSIA)’s

• Provide your customers with references.

Director of Education, served as the lead technical expert for the

• Have a valid certificate of insurance available upon request.

segment. In his role as Director of Education, Ashley is responsible

• If your company is a member of NCSG, remind your

for the administration of the CSIA Certified Chimney Sweep®

customers that you have signed the NCSG Code of Ethics.

credentialing program and is a regular spokesperson for CSIA.

• If you have CSIA Certified Chimney Sweeps on staff, remind your customers that each individual has signed the CSIA Code

When presented with the opportunity to participate, we knew that

of Ethics and be sure that they are each carrying their photo

it was our responsibility to help educate the public about what to

identification cards.

expect when hiring a chimney sweep for regular maintenance. It is CSIA’s mission is to encourage public awareness of issues relating

Both the National Chimney Sweep Guild and the Chimney

to chimney and venting performance and safety. This segment

Safety Institute of America are here to support the industry

serves as a great reminder that homeowners need to do their

by reminding homeowners of the need for annual chimney

homework before inviting contractors into their home.

inspections and to help homeowners make informed decisions about the professionals who will perform those services. We

In response to the segment, both the Chimney Safety Institute

believe that our media outreach brings awareness to these

of America and the National Chimney Sweep Guild have issued

issues and hope that you, through your affiliation with NCSG

statements to the media introducing the organizations’ programs

and CSIA, will benefit from more informed customers.

as the standard for the industry and outlining steps to take to verify industry memberships and credentials. We believe that the

All the best for a safe and successful season,

segment on the Today Show and the industry’s response to the segment will open the door for continued conversations about how Mark T. McSweeney, CAE

to hire a qualified, ethical chimney professional.

Executive Director We encourage you to take this opportunity to proactively share

National Chimney Sweep Guild www.ncsg.org

your experience and credentials with your customers. Just like

Office: (317) 837-1500 * Fax: (317) 837-5365

in any service industry, while there may be a few bad apples, we

Chimney Safety Institute of America www.csia.org

know there are far more of you out there who bring a high level of

Office: (317) 837-5362 * Fax: (317) 837-5365

professionalism and ethical accountability to the trade. To confidently demonstrate to the consumer that you are among the best of the

NCSG and CSIA: Partners in the Future of Chimneys & Venting

best, here are a few ways that you can set yourself apart:

in America

Good for you, your business, and your busy schedule.

Now you can access more of the industry’s favorite seminars in a self-paced, online format. It’s easy with CSIA’s eLearning program — offered every week! Need to renew your CSIA Certified Chimney Sweep credential? You can now earn all of the CEUs entirely online. We offer individual sessions in affordable bundles so you can earn just the CEUs you need: $39 per session, $99 for 3 sessions or $149 for 5 sessions.

Online review sessions also available weekly!

Ready to get started? Learn more and register right now. QR code generated on http://qrcode.littleidiot.be

W W W. C S I A . O R G / E L E A R N I N G (317) 837-5362

CSIA 2013 Education Calendar As of 10/22/12 - Schedule subject to change. Please contact the Chimney Safety Institute of America prior to making travel arrangements.

Chimney Physics March 4-5, 2013 | CSIA Technology Center Diagnosis and resolution of chimney performance problems, solving air pressure problems, identifying the symptoms of indoor air pollutants, determining combustion air requirements for vented appliances in a two-day in-person format. CSIA CEUs: 3-T 3-CS 3-HS 3-CL NFI CEUs: 4 E

June 28, 2013 | Richmond, VA

CSIA Certified Dryer Exhaust Technician® Review

July 9, 2013 | Oceanside, CA

February 7, 2013 | Arlington, VA

August 2, 2013 | CSIA Technology Center

April 3, 2013 | Branson, MO

August 9, 2013 | Kansas City, MO

August 1 , 2013 | CSIA Technology Center

September 13, 2013 | Atlantic City, NJ October 18, 2013 | Latham, NY

In-person intensive review sessions help candidates prepare for the CSIA Certified Dryer Exhaust Technician® exam. The review sessions are not a substitute for advanced study.

November 15, 2013 | CSIA Technology Center

CSIA CEUs: 1.25-T, 1.25 CS, 1-HS, 1-CL NFI CEUs: 4 E

In-person intensive review sessions help candidates prepare for the exams. The review sessions are not a substitute for advanced study.

CSIA CEUs: 1.25-T, 1.25-CS, 1.25-HS, 1.25 CL NFI CEUs: 6 T

National Chimney Sweep Training School April 29 – May 4, 2013 | CSIA Technology Center June 24 – 29 , 2013 | CSIA Technology Center August 12 – 17 , 2013 | CSIA Technology Center September 30 – October 5, 2013 | CSIA Technology Center Fundamentals of sweeping and inspection of chimney systems, equipment operation, health and safety considerations and step-by-step instruction in codes, clearances, standards and practices.

Installing and Troubleshooting Gas Hearth Appliances July 15–19, 2013 | CSIA Technology Center Service and installation, including appliance standards, combustion requirements, pipe sizing and installation, troubleshooting, carbon monoxide testing and fuel conversion. CEUs: 4-T 4-CS 4-HS 4-CL NFI CEUs: 16 T

Inspection and Report Writing May 16–17, 2013 | CSIA Technology Center Chimney inspections and evaluations, report writing including regional and environmental influences, effective photo documentation, digital organization and administrative procedures.

The CSIA Technology Center is located near Indianapolis, Indiana.

Hate to travel? CSIA’s online education is now offered weekly!

CSIA Certification Review Sessions, Chimney Physics, Lining Masonry with Stainless Steel and eLearning! ADVERTISEMENT Register today at www.CSIA.org or call us at (317) 837-5362.

Progressive Perks

BY DEBBIE CORNELIUS MEMBERSHIP DEVELOPMENT COORDINATOR

Cheaper – Is It Always Better? A few years ago one of the NCSG Board members decided to change his general liability insurance from Stratus Insurance, now known as Veracity Insurance Solutions, to a local agent who was able to get them general liability insurance for less money than his company was paying through Stratus. Unfortunately, he had a claim and found he was not covered properly. The claim was denied, costing them. Shortly after, he renewed coverage through Stratus and has been with them ever since. So often we have a tendency to only look at what it is going to cost us that we don’t read the fine print to see just exactly what the product we’re buying entails and covers. There are some very important items you need to make sure your current policy covers: • Are you covered for incidents involving creosote and/or soot? • Are you classified correctly to reflect the work you perform? • Does your current policy provide coverage for inspections? • Are your limits of liability adequate? Veracity Insurance Solutions includes coverage for creosote in their insurance package. This package also includes installation/tool coverage that covers the owner and employee’s tools as well as equipment/product the insured is contracted to install. If you prefer to deal with a person who handles your auto and other personal insurance, Veracity will be happy to work with your local insurance agent

and it won’t cost you any extra. Contact Veracity today to see how they can meet your needs. Chelsea Ciena, Program Underwriter Veracity Insurance Solutions 866-395-1308 Chelsea@veracityins.com

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NewNCSG Members

NCSG REGIONS REGION 1

CONNECTICUT Lorenzo Costa • Diamond Duct Inc. • Lindenhurst Bernadette A. Singh • Wellworth Maintenance Corp • Bayshore Wesley J. Harvey • Harvey, Wesley J. • Eden

REGION 2

MARYLAND Gary Clift • Fire-Safe Chimney Sweeps/G.T. Clift, Inc. • Pasadena PENNSYLVANIA H. Richard Garten • Above All Chimney Sweeps • Seasterville NEW JERSEY Raymond Bond • Mercer County Chimney Services • Hamilton

REGION 1 Connecticut, Vermont, Massachusetts, New York, Maine, Rhode Island, New Hampshire

REGION 3 GEORGIA Arvydas Didas • Atlanta Chimney Worx LLC • Atlanta Jonathan Clements • Atlanta Fireplace Specialists • Atlanta

REGION 4 ILLINOIS Richard M. Moore • Jiminy Chimney Sweep & Service • Lake in the Hills OHIO Michael Lentz • Eastside Fireplace & Contracting • Cygnet Kenneth Jackson • 360 Home Services/Fireplace Pros • Columbus MICHIGAN Dustin Meyers • Grand Rapids Air Duct & Chimney • Comstock

REGION 5 TEXAS William Vehon • 1st Choice Chimney LLC • Flower Mound

REGION 2 Delaware, District of Columbia, Maryland, New Jersey, Pennsylvania

REGION 3 Alabama, Florida, Georgia, Mississippi, North Carolina, South Carolina, Tennessee, Virginia, West Virginia

REGION 4 Illinois, Indiana, Kentucky, Michigan, Missouri, Ohio

COLORADO Sean Peck • Ashes Away LLC • Durango

REGION 6 CALIFORNIA Erik Hvolboll • Carmichael Chimney Sweep • Sacramento Steve Adcock • Able Hearth and Home • Antioch

NCSG Charter Members Paul Bourque Huntsville, AL

John Cline, Menlo Park, CA

Don Leavitt San Diego, CA

Dale Meisinger, N. Augusta, SC

David Harris Broken Arrow, Oklahoma

Eva B. Horton, Greenwich, CT

Dan Wheeler Santa Rosa, CA

26 SWEEPING NOVEMBER 12

Alan Hisey, St. Louis, MO

Harry Richart, Hasbrouck Heights, NJ

REGION 5 Arkansas, Colorado, Iowa, Kansas, Louisiana, Minnesota, Nebraska, New Mexico, North Dakota, Oklahoma, South Dakota, Texas, Wisconsin

REGION 6 Alaska, Arizona, California, Hawaii, Idaho, Montana, Nevada, Oregon, Utah, Washington, Wyoming

2012 – 2013 SWEEPS ADVANTAGE COUPON PROGRAM The 2012 – 2013 offers are being added daily in the “Members Only” section of the NCSG website at www.NCSG.org. So start checking for these new offers each week. These coupons will be good until June 30, 2013. Airjet, Division of Continental Industries • Alpha American Company • Condar Company • Copperfield Chimney Supply • Duct Cleaners’ Supply • Dynacote LLC • Earthcore Industries, LLC • ENERVEX, Inc. • Firesafe Industries • Fireside Distributors • HY-C Company • Lifetime Chimney Supply • Lindemann Chimney Supply • Matters of the Hearth • Meyer Machine & Equipment • National Chimney Supply • Olympia Chimney Supply • SaverSystems • Smoktite LLC • SNEWS – The Chimney Sweep News • Stove Builder International Inc. (SBI) • Ventech Industries, Inc. • Wakefield Brush • Wohler USA, Inc. • Z-Flex These are just a few of the many offers available to you as a member of the National Chimney Sweep Guild. Visit www.NCSG.org to learn more and to start saving!

Airjet, Div. of Continental Industries

CONDAR COMPANY

Matters of the Hearth

SAVE UP TO $131

50% off Suggested Retail of any 8-inch All Fuel Decorative Chimney Housing Kits

SAVE UP TO $111

50% off Suggested Retail of any 6-inch All Fuel Decorative Chimney Housing Kits

SAVE UP TO $108

50% off Suggested Retail of any B-Vent (Gas) Decorative Chimney Housing Kits – 48” by 17”square

SAVE UP TO $91

50% off Suggested Retail of any B-Vent (Gas) Decorative Chimney Housing Kits – 36” by 17” square

SAVE UP TO 40%

40% OFF Retail for Condar Custom-made Mesh Fireplace Screens for big and odd size installs

SAVE UP TO $75

FREE Design Service on a Condar Custom- Designed Stovepipe Thermometer

SAVE UP TO –Savings Vary

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Referral Reward for Non-Profits Your non-profit can benefit when new NCSG Members mention your organization under Item #2 “Who referred you to the NCSG?” on the NCSG membership application or you may send an email to membership@ncsg.org and request that NCSG membership information be sent on your behalf to companies who should join. Please provide the complete contact information i.e. name, address, telephone number and email address if available. Eligible Organizations: Non-profit organizations (i.e. State and Regional Chimney Sweep Guilds, HPBA Affiliates) Referral Reward: $100 per New NCSG Voting or Dual Member* Reward Earned: Upon receipt of NCSG membership application and payment (full or first installment). Reward Paid: Paid to the organization within 10 business days of receipt of membership application and payment. *New Member - Has not been a member of the NCSG for at least two (2) years.

Effective September 1, 2012. NOVEMBER 12 SWEEPING 27

BY BRIAN NOE, CHFC®, CLTC

Business Valuation – Why, What, How, When? Congratulations - you all have accomplishments. You support your family, your employees and their families, your vendors, and you provide comfort and safety for your customers. So why do I run into far too many business owners who seem to have the “What is your business worth” question hanging over them like ominous rain clouds forming on the horizon? Do you feel pressure to increase the value of your business without fully understanding why, what to do, how to do it, and when to do it? You have the opportunity to take your business and your life into any direction you choose. So let’s start with the why – why are you in business today? Do you just love what you do? Is your business a place to escape from issues you don’t want to deal with? Do you need to continue to build wealth for retirement? Does your why include consideration for family, partners or co-owners, or key employees or customers? For most, the decision to sell or keep a business in the family is for retirement reasons. It could also be to transition into a new business or career change, such as a transition into a smaller

28 SWEEPING NOVEMBER 12

less stressful business or consulting role. Perhaps you are seeking more diversity or less risk in your assets. Take out a piece of paper and write down your ”whys”. You may find that this does not take long to complete and can take a load off of your mind. Now what can you do? Take a second piece of paper and write down why you would want to pass on or sell your business. This is a great exercise to complete. You may uncover concerns about burning out, becoming ill or injured, lawsuits, regulation, or a host of other issues that just are not fun to deal with. Are these concerns sapping your energy, preventing you from making positive contributions to your business? Everyone has this tradeoff – life versus business. Is giving up your life for your business worth it? At this point it is easy to fall into a pessimistic trap – get depressed and stop the process. Or worse, start blaming other people and become paralyzed in your day to day activities. Have others told you that you have been a bit grumpy or tense lately?

Now is the time to take out a third piece of paper and write up a gratitude list. What are you grateful for? You should easily be able to come up with at least 100 people, activities, memories, accomplishments, and the beat goes on.

The recommendation I want to make is to start this process NOW. It will only take a few hours to answer the why questions – and only several hours more to determine what you need to do to achieve your why.

Your gratitude list should enable you to throw the ‘pessimistic whys’ out the window and move on to a life you can look forward to.

Start the above and you can start to see the day when you, your family, and important others are finally rewarded for all of your hard work and sacrifice.

How do you want to live your life after you leave your business? What are your financial requirements to achieve your goals? This may seem like an arduous task but can be completed in just several hours with the right approach.

Let Life Happen – Enjoy It!

Wouldn’t it be great if you found out you are in a position to ‘retire’ or ‘transition’ to a new endeavor NOW with little effort? The freedom to know what you want to do and what you need to do to fulfill it should give you your emotional time and enthusiasm back to move on to developing and implementing a plan. How to do what you need to do is a set of circumstances that is unique to you. We do not have the space here to include even the basics of business and life valuation 101.

About the Author: Brian Noe of MW Financial Group, Ltd. was a guest speaker at the NCSG 2011 convention held in Hartford, CT where he discussed How to Get Out of Business and The Economy and Animal Spirits. Brian has a son Eric who served four years in the U.S. Army. Eric is ranked first in his class with a degree in Computer Science, is working in his field and plans on attending graduate school in 2013. His daughter Kara recently graduated undergraduate school with distinction and is planning to attend graduate school to become a Physicians’ Assistant. Brian thoroughly enjoys helping others spend more time with their families and friends while becoming financially successful. He can be reached at (860) 606-0834 or Brian_Noe@ MWFinancial.com

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NCSG Innovation 2013

April 4-7 at Chateau on the Lake in Branson, MO No matter how you define success, you will find something at NCSG Innovation 2013 that will stretch your imagination, test your technical abilities and get that light bulb over your head to appear. From many perspectives, one common theme has tied together all of NCSG’s convention and trade show events. That theme is innovation. Innovation is “doing outside of the box” to make both work and personal lives more comfortable and enjoyable. American chimney service businesses must remain on the cutting edge of innovation and our convention is your ticket to a more successful future! About Branson The NCSG Innovation 2013 Convention and Trade Show will be held at the Chateau on the Lake in Branson, Missouri. Branson is located 40 miles south of Springfield and nestled in the heart of the Ozark Mountains. Southwest Missouri is home of some of the most picturesque and breathtaking natural views in the country. Rest assured, we realize that we may have a little competition for our attendees’ attention and we’re working on creative ways to keep them engaged and on the tradeshow floor.

Chartered Cruise and “Made in the USA” Dinner Show Showboat Branson Belle -- Additional $29/person Registration Required. -Join fellow sweeps and industry friends for a two-hour chartered dinner cruise aboard the Showboat Branson Belle. The evening’s entertainment is a show called Made In The USA, featuring Janice Martin, the world’s only aerial violinist, and the five-member allmale vocal group The ShowMen, in a patriotic musical tribute to America! NCSG Innovation 2013 attendees and guests can experience this ALLIN-ONE dinner, show and cruise at a significantly discounted rate which has been even further discounted through a generous sponsorship from Olympia Chimney Supply. *Chartered Cruise and Dinner Show tickets are available for an additional fee ($29/person) through the regular registration process.

About Chateau on the Lake The Chateau on the Lake Resort Spa & Convention Center in Branson, Missouri is perfect for all kinds of stays. Pack up the family - small dog included - and come for a vacation. No matter what type of getaway you seek, our extraordinary “Castle in the Ozarks” is here for you. Chateau on the Lake in Branson is the only AAA Four-Diamond Lake Resort in Missouri! It has complimentary indoor and outdoor parking, three amazing restaurants, first class relaxation at Spa Chateau and a full service Marina on Table Rock Lake. Hotel reservations are now being accepted for NCSG Innovation 2013 at Chateau on the Lake in Branson, MO. Just call 1-888-333-LAKE (5253) and mention that you’re with the National Chimney Sweep Guild to lock in rates starting at $129 for a mountain view and $134 for a lake view.

For more info, visit www.NCSG.org/innovation!

NCSG Innovation 2013 • April 4-7 • Branson, MO NCSG MEMBER RATES Primary Spouse 1st Additional 2nd Additional 3+ Additional Single Day Banquet Only Tradeshow Only Senior Members

Until 1/9/13 $399 199 349 299 249 179 69 49 $100

1/10/13 - 2/14/13 $449 249 399 349 299 179 69 49 $100

After 2/14/13 $499 299 449 399 349 179 69 49 $100

Company___________________________________ Address ____________________________________ City, State ZIP ________________________________ Phone ______________________________________ Fax ________________________________________ Email _____________________________________ Check here to opt-in to email from exhibitors.

STANDARD Until 1/10/13 After RATES 1/9/13 - 2/14/13 2/14/13 Primary $499 $549 $599 Spouse 299 349 399 1st Additional 449 499 549 2nd Additional 399 449 499 3+ Additional 349 399 449 Single Day 279 279 279 Banquet Only 89 89 89 Tradeshow Only 79 79 79 Child banquet tickets are available for kids 12 and under.

Chartered Cruise and Dinner Show Showboat Branson Belle -- Additional Registration Required. -$29/person - Join us aboard the Showboat Branson Belle on the evening of April 4 for the spectacular “Made in the USA” dinner show and a two-hour cruise on Table Rock Lake. Advanced convention registation closes March 14!

REGISTRANT INFORMATION Please write name as you would like it to appear on your badge. Name _____________________________________________________________ First time attendee? Yes Registrant Type ______________________________________________________ $ ___________________ Name _____________________________________________________________ First time attendee? Yes Registrant Type ______________________________________________________ $ ___________________ Name _____________________________________________________________ First time attendee? Yes Registrant Type ______________________________________________________ $ ___________________ Name _____________________________________________________________ First time attendee? Yes Registrant Type ______________________________________________________ $ ___________________ Registration Total $ ___________________ Showboat Branson Belle Tickets ($29/each) Qty: _______ Cruise Total $ ___________________ 2013 Convention Patch ($3/each - Pickup on-site.) Qty: ________ Patch Total $ ___________________ PROMO CODE ___________________ GRAND TOTAL $ ___________________

MAIL TO: National Chimney Sweep Guild 2155 Commercial Drive, Plainfield, IN 46168 FAX TO: (317) 837-5365 CALL: (317) 837-1500 REGISTER ONLINE: NCSG.org/innovation NCSG also accepts direct debit payments. Please contact Candice Bradbury at (317) 837-1500 or cbradbury@ncsg.org for more information.

For Office Use Only O2CR C2F AUTH _______________ OrgID ________________ Profile ID ___________________ REC’D BY _____________ DATE ______________________

PAYMENT INFORMATION Check # ___________________ Payment Method: Visa MC AmEx Account # __________________________________ Card Security Code _____________ Exp. __________ Name on Card _______________________________ Signature ___________________________________ Cancellations must be made in writing and sent to: NCSG, 2155 Commercial Drive, Plainfield, IN 46168. Refund Policy: Prior to 1/9/13, 90% ; 1/10/13-2/14/13, 75%; No refunds are available after 2/14/13.

Dates & Events November 19-23, 2012 CSIA (online) - Chimney Physics - CSIA Certified Chimney Sweep Review - CSIA Certified Dryer Exhaust Technician Review - CSIA eLearning - Health & Safety Multi-User Courses - Lining Masonry Chimneys with Stainless Steel For more information, please call (317) 837-5362 or visit www.CSIA.org

November 26-30, 2012 CSIA (online) - Chimney Physics - CSIA Certified Chimney Sweep Review - CSIA Certified Dryer Exhaust Technician Review - CSIA eLearning - Health & Safety Multi-User Courses - Lining Masonry Chimneys with Stainless Steel For more information, please call (317) 837-5362 or visit www.CSIA.org

December 17-21, 2012 CSIA (online) - Chimney Physics - CSIA Certified Chimney Sweep Review - CSIA Certified Dryer Exhaust Technician Review - CSIA eLearning - Health & Safety Multi-User Courses - Lining Masonry Chimneys with Stainless Steel For more information, please call (317) 837-5362 or visit www.CSIA.org

December 3-7, 2012 CSIA (online) - Chimney Physics - CSIA Certified Chimney Sweep Review - CSIA Certified Dryer Exhaust Technician Review - CSIA eLearning - Health & Safety Multi-User Courses - Lining Masonry Chimneys with Stainless Steel For more information, please call (317) 837-5362 or visit www.CSIA.org

December 24-28, 2012 CSIA (online) - Chimney Physics - CSIA Certified Chimney Sweep Review - CSIA Certified Dryer Exhaust Technician Review - CSIA eLearning - Health & Safety Multi-User Courses - Lining Masonry Chimneys with Stainless Steel For more information, please call (317) 837-5362 or visit www.CSIA.org

December 10-14, 2012 CSIA (online) - Chimney Physics

December 31- January 4, 2013 CSIA (online) - Chimney Physics

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- CSIA Certified Chimney Sweep Review - CSIA Certified Dryer Exhaust Technician Review - CSIA eLearning - Health & Safety Multi-User Courses - Lining Masonry Chimneys with Stainless Steel For more information, please call (317) 837-5362 or visit www.CSIA.org January 7-11, 2013 CSIA (online) - Chimney Physics - CSIA Certified Chimney Sweep Review - CSIA Certified Dryer Exhaust Technician Review - CSIA eLearning - Health & Safety Multi-User Courses - Lining Masonry Chimneys with Stainless Steel For more information, please call (317) 837-5362 or visit www.CSIA.org January 14-18, 2013 CSIA (online) - Chimney Physics - CSIA Certified Chimney Sweep Review - CSIA Certified Dryer Exhaust Technician Please send notice of your events for NCSG Dates & Events listings at mmcmahon@ncsg.org for inclusion here, in weekly posts to the discussion list and online at www.NCSG.org/dates. The event must be considered educational or informative for the industry (sales events and open houses will not be listed).

Perspective

BY MARK MCSWEENEY, CAE EXECUTIVE DIRECTOR

“Motivation is one of the most powerful driving forces in the workplace. It can mean the difference between tremendous success and failure.” – Nancy Wurtzel

Worthwhile Motivation

otivation. Everybody wants it. Just about everything we do is affected by it. It’s a billion dollar industry, studied and preached by many but truly understood and embraced by few. I, myself, subscribe to all sorts of blogs and article feeds related to the topic. When I go conferences I love to hear a good motivational speaker. But what truly motivates us?

time to examine those factors for each of us that truly and uniquely make us tick.

I’m guessing the answer to that question varies for all of us. Deciding what to have for dinner may be motivated by our desire to lose weight, our budget, or maybe simply some food we saw on TV. Making the decision to attend a business conference may be motivated by the speakers, the topics, the location or the cost. Even reading this magazine is a motivated behavior.

What is your inspiration? What are you truly interested in and inspired by? Whatever it is, it’s critical to getting and staying motivated. If you’re note interested in your business, you can’t expect to stay motivated to succeed in it for the long term. On the other hand, if you are excited about what you are doing, you will be persistent, even when challenged, and your energy and intensity will help you thrive.

So during this time of year when many sweeps seem to be motivated by trying to keep up with the relative seasonal high pace of business, I decided to do a little research. Not surprisingly there is no shortage of information out there on the topic, but I did run across a couple of things that caught my attention and I thought were worthwhile to pass along. One article in particular was written by a small business entrepreneur (which is the first key to catching my attention) and business coach, Nancy Wurtzel. She talks about both external and internal forces that impact our motivation and the role they play in our everyday business decisions, and she encourages us to take the

Specifically Wurtzel offers seven factors to motivate the motivational thought process: Inspiration, goals, networking, self-reward, exercise, organization and of course external stimulation from motivational speakers and authors.

Are you setting goals? Short and long-term goal setting is vital for any business owner. This is hardly business savvy news, but it’s amazing how many small businesses don’t do this in a measurable way. And many of those that do forget to go back and review their goals to see where they are and adjust as needed. How could you possibly be motivated if you are unsure about the direction and progress of your company? Network whenever you can with peers and other small business owners. The isolation of working alone can be one of the most difficult parts of entrepreneurship, or frankly being the boss in any NOVEMBER 12 SWEEPING 33

organization. Gaining support from others is motivating. It’s hard to move mountains by yourself. However, building off the energy and inspiration of others who are in similar positions, those mountains can become merely small hills just waiting to be traveled. By all means, network with other sweeps, but don’t limit it to that. Even when businesses are not related, there is a lot of common ground between small businesses and plenty of opportunities to work together. Reward yourself. You know how hard you work. Even when you work smart, you still tend to work hard. It’s human nature, particularly for the entrepreneurial mind. But all work and no play can be a big mistake. Motivation will drop quickly of you never take time away from the work you are doing. So, plan frequent rewards for yourself. They don’t have to be huge getaways, though every once in a while that’s a good idea too! And in between the rewards, when you have the inevitable bad day, deal with it, learn what you can from it, and then put it behind you. The great Emerson said, “Finish each day and be done with it. You have done what you could. Some blunders and absurdities have crept in; forget them as soon as you can. Tomorrow is a new day. You shall begin it serenely and with too high a spirit to be encumbered with your old nonsense.” Take care of yourself. We’ve all heard that there is a powerful connection between the mind and the body. When we get busy, it’s easy to begin to neglect on or the other. Exercise and cut back

on some of the unhealthy foods (note I didn’t say get rid of them entirely, that may be part of your self-reward!). Exercise breaks don’t have to be huge blocks of time, and you don’t need to spend money joining a gym or hiring a personal trainer if that’s not what you’re into. But do something. It will make you feel better and doing that can help keep your mind fresh. Get organized. Okay, for those of you who have seen my desk, you know paper management is not my forte! While I do keep myself organized in other ways, every once in a while I need to set aside time to tackle the stacks and clean my desk off so that I can start fresh. I always feel better afterward. Beyond the paper, take a look at opportunities to really get organized by creating business systems that will help you streamline your operations, and once you do the ongoing challenge is to keep yourself on track by maintaining these systems. If you can’t do it on your own, don’t be afraid to bring in someone who can help you; another great benefit of networking! Keep yourself motivated. There is no shortage of motivational ideas and materials out there for the taking. It’s hard to go through a day without being exposed to books, CDs, blogs, seminars, videos, and more. There are even apps for your smart phone! So who do you trust? Who do you listen to? How do you get through all the motivational clutter out there and actually find someone who can get you fired up about working and improving your business? If you have a business mentor, get suggestions from him or her. If you’re networking with other small business owners, ask them what has worked for them. If they are in the same boat you are, maybe you can experiment together.

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Jim Rohn says that life is worthwhile when you learn, try, stay and care. Constantly challenge yourself to learn what you can do to keep on top of your game mentally and physically. Try your best to make a difference in your life, even when at first you don’t succeed. Stay in the game that you have committed to play and see it through. And care about what you are doing, who you are doing it with, and who you are doing it for. Do these things with a passion and motivation is sure to follow. Until next time, I continue to wish you every success!

Darwin Awards Have you snapped a photo of a peculiar chimney in your area that made you shake your head in disbelief? Send it to Melissa Heeke at mheeke@ncsg.org for publication in Sweeping. Or, mail it to NCSG, 2155 Commercial Drive, Plainfield, IN 46168.

This photo was taken by our tech Wes Thornton, and we really don’t know what to say about it, other than “No *way* am I getting up there!” Enjoy! Jessica Addams Barnhill Chimney Company

Display Ad Index Page #

Advertiser

Phone

Email or Website Address

Ahrens Chimney Technique

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Chimney Safety Institute of America

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ICP

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Lifetime Chimney Supply LLC

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Lindemann Chimney Company

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MC Refractory

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Meyer Machine & Equipment

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National Chimney Supply

800-897-8481

www.nationalchimneysupply.com

New England Chimney Supply

888-900-8106

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Olympia Chimney Supply

800-569-1425

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Sand Hill Wholesale

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Smoktite

866-439-0069

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Sweep’s Choice

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Thermocrete

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Whitecaps

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NOVEMBER 12 SWEEPING 35

Classifieds

Do you Pre-Screen Your Employees? LABORCHEX, a valuable employment background screening service since 1985, offers discounted pricing to all NCSG members. There are no set up fees or minimum orders and many results are completed within 24 hours. Members will simply complete a few forms via a secure website after the applicant has authorized the screening by signing a release. Results will be provided on the website and by email or fax. Not only will NCSG members lower turnover costs, enhance safety and security and save $$ from day one - all screenings comply with federal laws and regulations. • • • • •

Lower Turnover Costs! Reduce Negligent Hiring Issues! Maintain Productive Worksites! Enhance Safety & Security! Save $$ from Day One!

For more information on how to take advantage of this benefit go to the “Members NEW Only” section of www.NCSG.org toDaccess O R P UCT member benefits and discount information.

Gotta chimney question? Sizing? Codes? Call Royal Edwards! Make Royal your tech department. CALL NOW 813-982-0219 for on-call tech support. Continuing Education special bonus – ask how you can get the Friday morning E-Blast for FREE. CALL NOW 813-982-0219 GasVent Software for Sizing Chimneys only $195. Call 1-800-648-9523 for more info and visit www.elitesoft.com to download a free trial version. Chimney Sweep business for sale in the Northern Rocky Mountains of New Mexico. Services a large area, with three ski resorts in the service area. Equipment and signed three year contracts goes with the business. Business is well established. For pricing and other info please email your questions to ridgeriders1@gmail.com.

CLASSIFIED ADS FREE FOR NCSG MEMBERS Members can run one 35 word classified free each year! Regularly classified ads are $2/ word or $1/word for NCSG members. Classified ads are non-commissionable and must be pre-paid. To place a classified ad, please contact Megan McMahon at mmcmahon@ ncsg.org or (317) 837-1500.

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#ThatsWhatTreeSaid to spread the message!

Spread the word, not the pest.

Twitter.com/DntMoveFirewood Join us on Facebook to get up-to-date information and safe burning tips!

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National Chimney Sweep Guild 2155 Commercial Drive Plainfield, IN 46168

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