TABLE OF Contents
8
Your Official Guide to the 2024 Chimney Expo
Find out everything you need to know to make the most of your time at the 2024 Chimney Expo on August 8-10 in King of Prussia, PA. There is still time to register at ncsg.org/ chimney-expo! Learn more on page 8.
On the Cover:
One of Smalling Masonry’s three apprentices performs on-the-job training as part of his apprenticeship. Learn more about the new NCSG Registered Apprenticeship Program on page 15.
Photo by Gary Smalling.
5
Letter From the President
Bill Thornton’s chimney business add-on recommendations.
6
Beyond the Soot
Unconventional business add-ons to help your company weather the slow times.
15
Registered Apprenticeship Program
How the new NCSG Apprenticeship Program is a significant step toward professionalizing the industry.
20
When the Economy Is Down
How to weather unexpected business tsunamis.
23
2025 NCSG Convention & Trade Show
Save the date: March 4-8, 2025 in Cincinnati, OH.
32
Confront the Brutal Facts
Face the brutal reality of your company in order to reach your full potential.
36
Maximize Revenue With AI
This add-on to your marketing strategy can make a tremendous difference.
Darwin Award
Have you ever seen some interesting things on the job?
Submit a photo with your name and location to marketing@ncsg.org.
Classified Ads
Free Classified Ads for NCSG Members
National Chimney Sweep Guild (NSCG) members can run one 35-word classified ad for free each calendar year. 36+ words are $1 per word after. Additional ads are $1/word or $2/word for non-members. Classified ads are non-commissionable and must be pre-paid. To place a classified ad, e-mail marketing@ncsg.org.
Policy ACTION CENTER
Let us know what’s going on!
Submit industry concerns to NCSG’s Policy Action Center. We post live on the website and look into how we can take action. While you’re there, you can also check out the blog for past issues we’ve addressed. Check your email and Facebook to stay up to date!
SWEEPI NG
Staff
Kailah Schmitz, CAE, Executive Director director@ncsg.org
Jessica Thornton, Associate Director and Certifications Coordinator jessica@ncsg.org
Bob Ferrari, Director of Education education@ncsg.org
Sydney Kaizer, Director of Marketing and Communications; Sweeping Editor marketing@ncsg.org
Brittney Burton, Membership and Events Coordinator bburton@ncsg.org
Libby Fries, Membership and Certifications Coordinator ap@ncsg.org
DISCLAIMER
The views expressed in Sweeping do not necessarily reflect the views of the National Chimney Sweep Guild (NCSG) or its staff.
ADVERTISING
To advertise, email Malisa Minetree at sweepingads@me.com or call (317) 603-7854.
NCSG further reserves the right to reject at any time any advertising determined not to be in keeping with the publication’s standards. Acceptance of advertising by Sweeping does not necessarily constitute endorsement of products or services advertised. NCSG does not make any effort to review or substantiate claims made by advertisers.
PHOTOGRAPHY
Stock images by iStock, Adobe.
ARTICLE SUBMISSION
NCSG encourages industry partners to submit press releases and articles to the editor at marketing@ncsg.org. Submissions should contain items of interest or importance to the chimney and venting industry. Submissions should not contain direct solicitations, prices, or other forms of advertising verbiage. Submissions may contain images or artwork attached in a JPG format.
In all cases, NCSG reserves the right to edit submissions for 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.
© 2024 National Chimney Sweep Guild
LETTER FROM THE President
Welcome to summer! It has certainly been an interesting year in the industry so far. Looking at home sales, pricing is way up, inventory is way down, and home inspectors are still overlooking a lot of faults on chimneys. That leads us to the theme of this month’s Sweeping – business add-ons for chimney companies.
I like to look at the whole chimney system, figure out its faults, and then propose changes based on the inspection findings. Most of the time these are major changes. Are you prepared to tackle proper changes like masonry, liners, fireplace restoration systems, or hearth appliances? Most of the time, these need additional information and take longer to close. Learn more about other add-on opportunities for chimney businesses on the next page. One of the easier items to sell in the home is carbon monoxide (CO) detectors. Most older homes in my area don’t have any. In fact, there was a class on this very subject at the last convention called Carbon Monoxide – How To Avoid Killing Your Customers. It would be a great item to sell and install. They don’t take up a lot of room in the van, and your tech could be the expert if you train them. It would also be a great idea to wear a portable CO detector during the service or inspection. This shows the customer your level of commitment for their safety.
Another easy add-on is dryer vents. Like your chimney inspection, inspect the system first. Most of the time, we replace the entire system so it’s easier for the next service. Personally, I tend to shy away from the double stack units.
I look forward to seeing some new faces at the 2024 Chimney Expo on August 8-10 in my neck of the woods – King of Prussia, PA. Different from convention, the expo is geared toward technicians, with a focus on hands-on training. I will be leading a class on gas standard operating procedure on August 8 at 10:15 am in one of the outdoor tents – see you there!
Check out the full 2024 Chimney Expo agenda on page 8 and at ncsg.org/chimney-expo ■
Bill Thornton, President, National Chimney Sweep Guild
Gone are the days when chimney sweeps were limited to cleaning chimneys alone!
In today’s market, chimney companies are expanding their services to meet a wide range of customer needs.
Masonry Services
Chimney sweeps have a wealth of knowledge and experience regarding the structural integrity of chimneys. Leveraging these skills, they can expand their business by offering masonry services.
“It makes perfect sense,” said Gary Smalling, owner of Smalling Masonry in Indiana. “We are already working on the system.”
The problem is learning masonry repair, chimney rebuilds, and proper flashing are very time consuming. These skills can take a lifetime to learn and aren’t always practical for some companies.
“It takes years to hone masonry skills, but with a little commitment and a lot of practice, this one skill can propel you like a rocket to the next level of your business,” Gary said.
“Most folks who do masonry – like me! – are very busy right now,” said Steve Scally, owner of Fireside Sweeps in New Hampshire. “Learning how to do masonry is a huge benefit to your company.”
For employees, learning masonry skills can also make you an incredibly valuable asset to your team.
Roofing
Roofing represents another add-on for chimney
companies to meet their financial objectives. Since 2010, Top Hat Chimney and Roofing in Arkansas has employed a full roofing division which includes commerical roofing, residential roofing, gutters, skylights, attic ventilation, and custom sheetmetal.
For Top Hat Chimney and Roofing, these services represent about half of its revenue, which is conveniently generated mostly in the chimney offseason.
“We love it because we get most of the opportunities for this division from our chimney customers – meaning we don’t have to spend a lot on advertising to generate roofing leads,” said Project Manager Aaron Libertini.
Industrial Stack Maintenance
“We have also enjoyed ongoing industrial stack maintenance contracts,” Aaron said.
Industrial stack cleaning is a specialized service that commands a higher price point compared to residential chimney cleaning. This translates to increased revenue and profit margins.
Top Hat Chimney and Roofing performs regular cleaning and repair of the large stacks over commercial bakery equipment.
“These can be challenging to win, but they tend to become customers for life with regular scheduled quarterly cleanings,” Aaron said.
Litigation Support
Though it’s not for everyone, litigation support
We are so excited to see you at the 2024 Chimney Expo on August 8-10 at the Valley Forge Casino Resort in King of Prussia, PA! Bring your whole team for three days of nonstop hands-on training for chimney sweeps.
Agenda
Choose from more than 20 different classes, including an entire hands-on masonry track. The agenda is outlined on the following pages, though it is subject to change. Visit ncsg.org/chimney-expo for the most up-to-date agenda.
Team Discount
Pay full price for your first four registrations, and the rest of your team is only $50/person! Regular registration is $150 for members or $200 for nonmembers.
Certification Exams
Take your in-person, proctored certfication exam on Wednesday, August 7 at 1:00 pm. Apply at certifiedchimneyprofessionals.com to schedule your exam. This session can only accommodate up to 30 people, so don’t wait!
CSR 360° Class
CSR 360° is a two-day, comprehensive track for customer service representatives. When you sign up your front-of-house staff for CSR 360°, they get free registration for the 2024 Chimney Expo and the
discounted room rate at Valley Forge Casino Resort. Visit ncsg.org/csr-360- to register. This class is capped at 25 people, so register soon before it’s full!
Hotel Info
We will return to the Valley Forge Casino Resort in King of Prussia, PA. Book your room for $139/night plus taxes and fees before Friday, July 12. Visit ncsg.org/chimney-expo and navigate to the “Venue and Hotel Rooms” tab to find the group block reservation link.
Getting There
The closest major airport is the Philadelphia International Airport (PHL). It is about 30 minutes from the airport to the resort.
Area Things To Do
• Valley Forge National Historical Park: History of the Revolutionary War, as well as hiking, biking, and other outdoor activities.
• Wharton Esherick Museum: A unique hilltop studio/residence handcrafted over 40 years, plus a collection of his woodwork and sculpture.
• Jenkins Arboretum & Gardens: Showcase of native plants, rhododendrons, and azaleas.
• Topgolf: High-tech driving range plus lounge with drinks and games. ■
WEDNESDAY, AUGUST 7
1:00 PM – 4:00 PM NCSG Certification Exam Session
Laurel Classroom
1:00 PM – 5:00 PM Attendee and Exhibitor Registration
New Jersey Classroom
THURSDAY, AUGUST 8
7:30 AM – 5:00 PM Attendee and Exhibitor Registration
New Jersey Classroom
8:00 AM – 4:00 PM CSR 360° (Day 1 of 2)
Magnolia Classroom
8:30 AM – 10:00 AM Marketing Complexity to Clarity
Taylor Hill and Carter Harkins, FutureNow Marketing
Laurel Classroom
8:30 AM – 10:00 AM Masonry – Mortar Basics
Chris Prior, SaverSystems and Tim Smith, Certified Chimney Care
Outdoor Classroom Tent 1 (Lower Parking Lot)
8:30 AM – 10:00 AM Tech Session 1
Outdoor Classroom Tent 2 (Lower Parking Lot)
8:30 AM – 10:00 AM Nine Parts of the Chimney System
Clay Lamb, American Chimney and Masonry, Inc.
Delaware Classroom
9:00 AM – 5:00 PM Exhibitor Load-In
Trade Show Floor (Pennsylvania)
10:15 AM – 11:45 AM Waste – It’s Where Your Profits Are Going
Jerry Isenhour, CVC Success Group
Laurel Classroom
10:15 AM – 11:45 AM Masonry – Layouts
Mike Ellis
Outdoor Classroom Tent 1 (Lower Parking Lot)
10:15 AM – 11:45 AM Gas Standard Operating Procedure
Bill Thornton, Wissahickon Chimney & Fireplace
Outdoor Classroom Tent 2 (Lower Parking Lot)
10:15 AM – 11:45 AM Lessons Learned From the 1989 Loma Prieta Earthquake
Sally McKnight, The Irish Sweep
Delaware Classroom
11:45 AM – 1:00 PM Lunch Break
1:00 PM – 2:30 PM Navigating a Family Business
Shannon Good, FutureNow Marketing
Laurel Classroom
1:00 PM – 2:30 PM Masonry Session
Outdoor Classroom Tent 1 (Lower Parking Lot)
1:00 PM – 2:30 PM Basic Electrical
Justin Meridith, Chimney Doctor
Outdoor Classroom Tent 2 (Lower Parking Lot)
1:00 PM – 2:30 PM Protect Yourself First – Panel Discussion
Delaware Classroom
3:00 PM – 4:30 PM The Next Frontier: The Future of Chimney Sweep Training
From the Future and Bob Ferrari, National Chimney Sweep Guild
Delaware Classroom
3:00 PM – 4:30 PM Uniform Chimney Inspections
Steve Scally, Fireside Sweeps
Laurel Classroom
ELEVATE
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FEWER PARTICLES
An ENERVEX chimney fan can reduce particles 80% indoors. 20% outdoors.
CO2-FRIENDLY
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ENERVEX Inc. 1685 Bluegrass Lakes Parkway, Alpharetta, GA 30004 USA
7:30 AM – 5:00 PM Attendee and Exhibitor Registration
Jersey Classroom
premier chimney cap for keeping smoke out of living spaces.
• Vacu-Stack® works with single wall, double wall, triple wall, or masonry.
• Solves draft problems related to hills and mountains, tall trees, and tall buildings near the chimney.
• Sizes available from 3” to 30”+; custom and oversize available. Air cooled and non-air cooled.
• Standard construction is 100% austenitic stainless steel; also available in other alloys including copper and Type 316 for marine/coal appliances. Improved Consumer Products, Inc. PO Box B Attleboro Falls, MA 02763 (508) 695-7000 Fax: (508) 695-4209 www.chimneycaps.com
Although there have been many attempts to copy it over the last 40+ years, there is only one Vacu-Stack® .
Always ask for it by name and look for the seal of authenticity on top of the cap.
100% made in USA
Lee Roff, Lords Chimney
8:30 AM – 10:00 AM Masonry – Basic Column Building
Steve Scally, Fireside Sweeps
Outdoor Classroom Tent 1 (Lower Parking Lot)
8:30 AM – 10:00 AM Stop the Bleed
Johnnie Mastin, JH Chimney Service
Outdoor Classroom Tent 2 (Lower Parking Lot)
8:30 AM – 10:00 AM Fall Protection Is Fast and Easy!
Bob Ferrari, National Chimney Sweep Guild
Delaware Classroom
9:00 AM – 12:00 PM Exhibitor Load-In
Trade Show Floor (Pennsylvania)
10:15 AM – 11:45 AM State and Regional Guild Presidents – Panel Discussion
Laurel Classroom
10:15 AM – 11:45 AM Masonry – Toothing Out Brick, Repointing, and Jointing
Chris Prior, SaverSystems and Tim Smith, Certified Chimney Care
Outdoor Classroom Tent 1 (Lower Parking Lot)
10:15 AM – 11:45 AM Fall Protection
Bob Ferrari, National Chimney Sweep Guild
Outdoor Classroom Tent 2 (Lower Parking Lot)
10:15 AM – 11:45 AM Tech Session
Rich Sedgwick, National Fireplace Institute
Delaware Classroom
11:45 AM – 1:00 PM Lunch Break
1:00 PM – 6:00 PM Trade Show Opening Session
Hit the trade show floor with reps from your favorite suppliers!
Trade Show Floor (Pennsylvania)
8:00 AM – 2:00 PM
SATURDAY, AUGUST 10
Attendee and Exhibitor Registration
New Jersey Classroom
8:30 AM – 10:00 AM Business Session
Laurel Classroom
8:30 AM – 10:00 AM Make Up Air
Brian Barclay, KW-USA
Delaware Classroom
10:00 AM – 2:00 PM Trade Show Closing Session
Hit the trade show floor with reps from your favorite suppliers!
Trade Show Floor (Pennsylvania)
Sweep
Visit ncsgsweepshop.org to shop the summer sale. This merch is exclusively for National Chimney Sweep Guild (NCSG) members and will only be available for purchase from July 1-31, 2024.
Scan to browse NCSG merch!
REGISTERED APPRENTICESHIP PROGRAM
The National Chimney Sweep Guild (NCSG) recently introduced a standardized registered apprenticeship program, offering a structured path for aspiring chimney sweeps to become certified professionals. This program is a significant step toward professionalizing the industry and offers numerous benefits for both employers and chimney sweeps.
What is the NCSG Apprenticeship Program?
The NCSG Apprenticeship Program is a two-year, U.S. Department of Labor (DOL)-recognized program that combines on-the-job training (4,000 hours) with classroom instruction (288 hours). Apprentices gain hands-on experience working alongside journeyman chimney sweeps while acquiring the knowledge needed to excel in the field.
This is an NCSG member benefit available at no additional cost for you.
“There is a considerable amount of flexibility within the program to accommodate previous experience, the employer’s particular business model, and the time structure of the program,” said NCSG Director of Education Bob Ferrari.
Why is this program beneficial?
Clear Career Path: This program establishes a defined path for new hires to progress from trainees to certified chimney sweeps. This clarity can attract and retain qualified employees.
The program creates a two-way accountability partnership between the employee and the employer – a set schedule for course completion and pay raises. The apprentice receives regularly scheduled pay raises as they progress through the program. These raises are within the employer’s compensation plan and not determined based on other companies, locations of the country, or the NCSG.
Enhanced Skills and Knowledge: Apprentices receive comprehensive training, ensuring they develop the necessary skills to perform their jobs safely and effectively.
Financial Assistance: The program unlocks access to grant money for training, making it more affordable for companies to invest in their employees’ development (see “Attracting Veterans” section below).
Increased Legitimacy: By completing a DOL-approved program, chimney sweeps gain a recognized credential, elevating the industry’s professional standing.
Attracting Veterans: The program aligns with GI Bill and other veteran workforce transition programs, creating opportunities for veterans to enter the chimney sweep profession.
Attracting New Talent: The structured training program can appeal to individuals seeking a skilled trade career similar to plumbing or HVAC.
Marketing and Customer Confidence: Companies participating in the program gain visibility through government listings, potentially attracting new customers who value a professional service.
“THE MORE OF US WHO ENROLL EMPLOYEES, THE BETTER THE PROGRAM CAN DEVELOP.”
“I have been excluded from bidding some commercial/ government contracts in my area because I did not have a DOL-approved apprenticeship program,” said Gary Smalling, NCSG at-large director and owner of Smalling Masonry. Smalling Masonry is one of the first businesses to implement the NCSG Apprenticeship Program.
“Well now I do!” Gary said. “And I will be able to quote some of these commercial/government funded projects.”
Getting Started
The NCSG offers resources and guidance for employers interested in implementing the apprenticeship program. The national standard created by the NCSG will help you fast-track the implementation of the program with your state government.
“By having each company set up the program individually rather than the NCSG as a middle-man, you have the flexibility to adjust the program to better fit your business, and you avoid paying fees for NCSG staff to manage the program for you,” Gary said.
“The more of us who enroll employees, the better the program can develop,” Bob added.
“We need your help and input as we flesh out this program. This benefits the entire chimney industry.”
6 Steps to Setting Up Your Apprenticeship Program
Step 1: Determine if the apprenticeship program is a good option for your business.
The 2024 Employers Guide to the NCSG Chimney Sweep Technician Apprenticeship Program offers a comprehensive overview of the program.
After reviewing this guide (scan the QR code on the next page), determine if the apprenticeship program is a good option for your business. You may adopt this guide as the official handbook for your program.
Step 2: Identify your journeyman (or journeymen).
For this purpose, a journeyman is an individual who is recognized within an industry as having mastered the skills and competencies required for the occupation. In this context, the DOL-recognized “journeyman” is different from someone who holds the Certified Chimney Journeyman (CCJ) certification from the NCSG, though the CCJ is highly recommended as one of the qualification options.
As the employer, you are responsible for identifying workers on your team who meet the journeyman qualifications. In the chimney industry – since we have just developed the program and we have no DOLrecognized journeymen yet –this person is someone who is in a supervisory role. This person may have all or some of the following qualifications: NCSG CCP, CCR, and CCJ certifications, F.I.R.E.
certificates, NFI Wood, Gas, and Pellet certificates, various CSIA certificates, verifiable completion of other approved courses over a six-year period, and/or other competencies, experience, and credentials.
Step 3: Determine the journeyman wage rate.
When an apprentice begins the program, they will earn a percentage of the journeyman wage rate. As the apprentice progresses through the program, their wage will increase. Upon successful completion of the program, their wage increases to 100% of the journeyman wage rate (in general, about double the starting wage). As mentioned previously, these raises are within the employer’s compensation plan and not based on other companies or locations of the country.
Step 4: Choose an instruction provider.
This apprenticeship program is 90% on-the-job training, which is completed with the employer. The remaining 10% consists of classroom instruction hours, which can be earned through NCSG courses or courses from other approved industry providers.
Step 5: Register your program.
The NCSG’s standards are registered with the DOL Office of Apprenticeship, which makes it much easier to register your program in your state. Each state has a designated representative to help you every step of the way.
1. Visit dol.gov/agencies/whd/ state/contacts to find your state’s labor office contact information.
2. Tell them you want to enroll an employee in a Registered Apprenticeship Program.
3. Give them these codes:
O*NET-SOC CODE: 372011.00
RAPIDS CODE: 2022HY
If you are unable to reach your state labor office, you may also need to contact the federal DOL by reaching out to Program Analyst Joseph P. Taylor at (202) 693-3960 or taylor.joseph.p@dol. gov.
Step 6: Track your apprentice’s progress.
The employer, journeyman, and apprentice must work collaboratively to track the apprentice’s progress along the apprenticeship path.
A Submission of Progress form must be completed and submitted every 90 days.
Throughout the apprenticeship, the apprentice will earn their CCP, CCR, and CCJ certifications and will become a DOL-recognized journeyman upon completion of the program requirements.
The forms and guidelines are available to you and explained more thoroughly in the 2024 Employers Guide to the NCSG Chimney Sweep Technician Apprenticeship Program, available online at ncsg.org/ncsgapprenticeship-program
Scan to read the 2024 Employers Guide to the NCSG Chimney Sweep Technician Apprenticeship Program online.
Conclusion
The NCSG Apprenticeship Program not only benefits employers and chimney sweeps, but also elevates the entire industry. By establishing national standards, this program creates a ladder of growth for chimney sweeps and legitimizes the trade, similar to established fields like HVAC and electrical.
This standardized training can help combat the issue of some states excluding chimney sweeps from certain jobs because of perceived lack of qualifications. With a DOL-approved program under their belt, chimney sweeps can compete for these jobs and reclaim their rightful place in the industry.
The NCSG Apprenticeship Program is a valuable initiative that promotes professionalism and career development within the chimney sweep industry. By combining classroom learning with practical experience, this program equips aspiring chimney sweeps with the skills and knowledge needed to succeed while establishing a recognized career path. This program is a winwin for both employers seeking qualified workers and individuals seeking a rewarding career in the chimney sweep profession. ■
Regional UPDATES
AT-LARGE
Gary Smalling
At-Large Director
Q: Beyond direct service requests, what questions do customers frequently ask during chimney sweeps that could indicate a need for an add-on service?
“How can we get more heat from our fireplace?” pops up often. While solutions vary, many involve upgrades like fireplace inserts or high-efficiency units. This might suggest a partnership with a local hearth shop.
If you choose to learn a new skill to add on to your skill set such as installing inserts and fireplaces, this will also give your sales a boost. If you can’t handle installation, building a relationship can be lucrative. Referrals create win-win situations. Qualified sweeps might get discounted products from shops for loyalty and continued purchases.
The key is fostering trust with reputable businesses. Our industry thrives on collaboration. Recognizing limitations and sharing work with qualified partners ensures we offer the best service.
On a personal note, expanding your skillset to include fireplace installation can boost sales. A strong relationship with a local dealer could offer discounted products, allowing you to mark them up for a healthy profit while still providing fair pricing. ■
AT-LARGE
Steve Scally Treasurer/At-Large Director
Q: What business add-ons can help your company weather periods of slow business?
Many across the country are facing a downturn, with business down 10-20% for some. Here are some ideas to help your company weather the slow season:
• Revisit Past Leads: Review old estimates and proposals – could you follow up and potentially close some deals?
• Expand Your Service Offerings: Consider adding services like relining, crown work, flashing, or waterproofing. For example, masonry skills are in high demand.
• Partner with Local Businesses: Connect with stove shops – perhaps you can offer installation services.
• Targeted Marketing: Explore low-cost marketing options like targeted mailers or flyers.
• Sales Support: If budget allows, consider seeking help from a sales expert like Alan Rush. Remember, during slow periods, proactive action can lead to future growth. ■
a church leader and discovered many women felt intimidated by me. Now, I wouldn’t describe myself as intimidating, but rather direct and clear. During disagreements, I value honest discussion. Regardless of my intentions, their perception was what mattered.
We reap what we sow. If you believe you’re fostering peace and contentment, but discord and dissatisfaction are present, it’s time to examine your leadership style. You don’t get tomatoes from dandelion seeds. This applies not just to your team, but also to your customers. If they’re not clamoring for your services, perhaps your marketing message isn’t resonating as well as you thought.
Your business is a reflection of you, especially during challenging times. When things are difficult, that reflection becomes even clearer.
There are, of course, specific action plans you can implement. But without self-reflection, you’ll keep repeating the same mistakes with the same results. When good times return, you might find yourself celebrating a persona that isn’t entirely true to yourself.
Good times are fleeting, just like bad times. Set a clear internal compass, gather your resources, and find the beauty and opportunity that surrounds you. These are the hallmarks of a survivor. If your business is struggling, look inward for the answers. Be honest with yourself, be relentless in your pursuit of improvement, and you’ll weather any storm. ■
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Owens Chimney Covers
Eager
To Earn and Keep Your Business
How It Started
Let’s take it back to 1989 when the Owens brand was created.
Owens Chimney Systems’ service division was established by James and Anita Owens. They were newlyweds looking to build a life of stability together.
With two kids under two, it was anything but easy. The business ran out of their home, and the two of them were the
only employees for the whole first year. By 1996, the team and business had grown into a four-truck operation. With each year, lessons were learned and accomplishments were made. Fast forward to 2014. Business was booming! And the challenges with vendors really began to present themselves – turnaround times, secured shipping, and overall quality through our suppliers. These roadblocks
made it very difficult to serve our customers at the elite level we had set out to do. We desperately wanted to keep the promises that we had made to our customers without having to rely on others to make it happen.
Why Manufacturing? Here’s the Scoop
We would frequently receive custom items (i.e. shrouds, caps, chase covers) that would
be dented, the wrong size, the wrong metal/color, or just sloppy craftsmanship. When it didn’t make the cut, it was beyond frustrating having to make those dreaded calls to our customers. By the end of 2015, we had the pieces and people in place to be the solution to our problem. We began manufacturing in-house.
Initially, in-house chimney cap manufacturing began to ensure
that our service customers were being cared for. That they were receiving a high-end product with a quick turnaround time. We knew what good quality looked like. We knew that we wouldn’t sell something to our customers that we personally wouldn’t buy. Because of our attention to detail and our level of care, people within the industry started to notice that our products stood
out. That traction gave us the confidence to create Owens Chimney Covers (OCC).
The venture to expand began with only one employee and minimal tools. We quickly realized that we needed more manpower and equipment. We were fortunate to acquire two employees that had previously worked at length for a chimney cap manufacturer. They had come to expect the same
high-quality products that we do, which made it an easy transition into where we are today.
We Want Your Business!
Our manufacturing division was designed around educated chimney professionals from both soot and steel. We understand the codes and standards that are in place. We have seen firsthand the daily challenges that other chimney professionals are up against. OCC has some exciting stuff lined up for our team and for the industry pertaining to manufacturing and combating some of those daily obstacles. We look forward to sharing that with you all real soon!
The bottom line is: we’ve done it, installed it, made it, or seen it. Let us show you what we can do! ■
INTRODUCING
THE NORTH CENTRAL CHIMNEY GUILD
Formerly known as the Wisconsin Guild of Chimney Sweep Specialists, the North Central Chimney Guild (NCCG) recently rebranded, expanding its horizons to offer valuable training opportunities to companies across the United States!
Since 1977, this guild has provided expert-level training and promoted the highest standard of safety protocols in the chimney industry. This transition allows NCCG to share its wealth of experience with a wider audience, not only ensuring excellence and safety in more homes across the country, but also assisting companies in expanding their business practices by exploring the masonry industry.
By joining the NCCG, companies can benefit from a range of business add-ons and services that can enhance their operations. From learning a multitude of masonry skills to advanced inspection techniques, business sessions in add-on sales training, and plenty of safety training opportunities, the NCCG offers a comprehensive platform for professional growth and development.
For over 20 years, this guild has been actively servicing multiple camps in need. This act of philanthropy began with a heartwarming gesture when a structure fire at his children’s summer camp led guild member Mark Maynard to offer his expert repair services through guild member training. This initiative quickly evolved into a tradition of conducting annual training retreats at various camps across Wisconsin.
This yearly training serves as not only valuable education, but also as a fantastic bonding opportunity for guild members and their employees.
“This past year, the camp training picked up the nickname ‘Chimney Camp,’ which describes it perfectly,” said long-time member and current NCCG President Caleb Martinez. “In our downtime, we enjoy meals together, hold bonfires each night, hike the grounds, and canoe and fish the lake. The experience we share each year during this week really transforms professional relationships into lasting friendships.”
This sense of community and shared passion for the industry has kept the guild strong and successful for 47 years! Working alongside industry experts and learning from their decades of knowledge is a truly enriching experience that consistently reignites your enthusiasm for the industry.
The NCCG’s current members hail from Illinois, Iowa, Michigan, Minnesota, and Wisconsin.
“We look forward to welcoming companies from all states across the country to join us in our mission to promote excellence and safety in the chimney industry,” Caleb said.
Led by a dedicated board – including President Caleb Martinez, Vice President Kurt Wendt, Treasurer Phil Perino, Secretary Nick Hammetter, Safety Officer Jim Fletcher, Sgt. in Arms
Jake Royal, and Past President Bill Majewski – the NCCG offers a supportive and collaborative environment for chimney sweep specialists to train and expand their business practices.
If you want to become a member of another age-old guild, the NCCG is proud to have you! For more information or to become a member, please contact northcentralchimneyguild@ gmail.com. Be part of this legacy of excellence and community in the chimney industry. ■
COACH’S Corner
Confront the Brutal Facts About Your Company
By Tim Reed, President, WhyFire
Introduction: Perception and Reality
One of the hardest things I’ve found about running a company is navigating the disconnect between how I see our business and the actual reality. Being the company founder and a naive optimist, my temptation is to see the company as I believe it can be – and, while that can be helpful at times, it’s often at odds with our actual state.
“They believe in their biased and insulated perceptions of their businesses rather than the realities that are actually unfolding.”
And this is where many managers and owners get stuck – they believe in their biased and insulated perceptions of their businesses rather than the realities that are actually unfolding. Fear, ego, and insecurity are often at the heart of this, and many of us have worked in organizations where certain facts were ignored or not brought up around certain executives. As leaders, we can choose to look fear in the face and confront the truth about our businesses or isolate ourselves from reality and drift toward mediocrity and impending doom.
The Stockdale Paradox
In 1965, Admiral James Stockdale (then a captain) was shot down over Vietnam and spent eight horrific years as a prisoner of war. As the highest ranking American officer in his camp, he was specially singled out by his captors and experienced excruciating torture before his release in 1973. But during his time in the prison camp, he was an example of honor and resolve – sending vital information to his wife through coded letters, creating a non-verbal language his fellow prisoners could use to stay unified as they were forced into isolation, and even beating his own body so he couldn’t be used as a television prop to show how the Viet Cong’s prisoners were being treated well in captivity.
Jim Collins profiles Admiral Stockdale in his masterpiece Good to Great and provides an insight he calls “The Stockdale Paradox,” which the Admiral shared with him years after his release.
Collins asked the Admiral how it was that he was able to not give up during all those years in captivity and isolation, and the Admiral’s reply was striking. “I never lost faith in the end of the story – and that I would prevail in the end and turn the experience into the defining event of my life – which in retrospect I would not trade,” Stockdale said.
Collins records him going on to say, “This is a very important lesson. You must never confuse faith that you will prevail in the end – which you can never afford to lose – with the discipline to confront the most brutal facts of your current reality, whatever they might be.”
In the years since I read that, this lesson of “The Stockdale Paradox” may be the most important that I have learned.
To grow a successful company you must confront the brutal facts – no matter how severe – and simultaneously never lose faith that you will prevail in the end.
Wounds From Friends or Kisses from Enemies
The higher up you get in a company, especially your own, the harder it is to find people who will tell you the truth. Because the truth hurts. It can be incredibly inconvenient, and it’s often exactly what you don’t want to hear when you’re charging ahead with your latest great idea.
The truth also puts the truthteller in a position of serious risk because speaking it may offend an all-powerful leader.
This is why many companies in our industry are full of managers and executives who are more concerned with pandering to their bosses than moving things forward to make the industry better.
As a leader, it’s critical that we understand this bit of ancient wisdom: “Wounds from friends are better than kisses from enemies.” As such, it’s our duty and obligation to find truthtellers to surround ourselves with if we actually want our businesses to succeed.
“Find truth-tellers to surround ourselves with if we actually want our businesses to succeed.”
This means that we’re going to hear all kinds of facts that we don’t like – facts that offend our egos, facts that we wish weren’t true, and facts that could put us out of business.
We have the choice to be wounded by our friends as they share the brutal truth – and then confront these facts head-on, before it’s too late – or listen to the hollow flattery of our enemies and walk willfully blindfolded off the edge of the cliff.
Create a Common Language and the Opportunity for Truth
I spent more than a decade of my life playing guitar in a failing punk band, and, in many ways, it’s qualified me for the work I do today. One of the most valuable lessons I learned during those formative years was the songwriting process. It didn’t matter how hard I worked on a chorus and how much passion and emotion went into it – if the chorus sucked, the chorus
sucked, and we needed to do something different.
One of the ways I’ve found to best allow the brutal facts to surface in a company is to create both the language and the opportunity for them to be discussed. In our company, it’s not uncommon for someone to say, “Even though it’s hard, we just need to confront the brutal facts on this.” That phrase – “I think we need to confront the brutal facts on this” – functions as a collective safe-word in our business. It’s been formally established that no one is going to get in trouble for saying and revealing uncomfortable facts that we need to be thinking about. Now, we’re not perfect at this, but we’ve also tried to create time and space to talk about those brutal facts and what they mean for us. Every week, we review a scoreboard that objectively tells us how we’ve done over the previous four weeks – and there’s no getting around it, we have to look at it. We also spend a half-day at the beginning of each quarter reviewing our previous quarter and what we learned about our company, our customers, and the market that we didn’t know previously. These dedicated spaces have helped us deal with some very unpleasant realities and avoid catastrophic decisions that we very well would have made without being forced to confront the facts as they actually are.
Some companies avoid this like the plague. A few years ago, someone I mentored received a job offer from a company that had written into the contract that the new employee would not question decisions made by the manager. Protocol like this is exactly how a company runs right off the rails and crumbles into irrelevancy. But it doesn’t have to be this way. Great leaders can provide a language and a space within their
companies to confront the brutal facts together and find a way to overcome.
No Excuses
One of the easiest things to do when confronted with the brutal facts is to make excuses. I know this better than anyone.
We have a software company that’s gone through all kinds of ups and downs over the last seven years as our product has gone to market. A number of months back, I needed to clear my head, so I went for a long run up the side of a mountain. As I was looking at the amazing view, I started thinking about what needed to be true of myself and our business if we were going to succeed in the years to come. At the top of the mountain, something hit me – the words “blame,” “accountable,” and “responsible.”
There’s one person to blame, one person accountable, and one person responsible – me.
I can’t blame the customer. And I can’t make excuses. If customers don’t use our software, then:
1. It’s too slow.
2. The data isn’t right.
3. The prices are wrong.
4. They didn’t believe it helped their story.
5. We picked the wrong customer and need to find a new one.
For our business, those are the five reasons – and all of them roll back up to us. In the time since then, we’ve used this as a grid and worked to attack each of these issues systematically. And, while the results aren’t perfect, we’ve found a lifeforce in our company that only exists by not allowing excuses to pigeonhole us into complacency.
Make It Better
One of the things that can make leaders freeze when confronted with the brutal facts is realizing just how far from perfect they are – and how long it will take to get better. While it’s easy to get hung up here, what’s critical is not to worry about making things perfect, but instead to focus on making things better.
A while back, I was driving through the deserts of Central Oregon with my friend Matt Bradley on our way to visit a customer. We had 10 hours in the car together with almost no cell service, so there was plenty of time to talk. A few weeks earlier he’d told me about some of the “brutal facts” that he was seeing in our business. While I halfway listened, I was really trying to rationalize it away.
I would reply with things like, “if dealers would only do this,” “if manufacturers would just do it right,” or “if it wasn’t so complicated then...”
And Matt would simply say, “Tim, I think that we need to do something about this.”
I’d been thinking about it on and off over the last few weeks, but on this long, isolated drive it hit me. He was exactly right. The facts were the facts and we had to confront them if there was any chance of us prevailing.
Immediately, then and there, we got out a notebook and made a “blitz list” of exactly what had to be done in order for us to overcome. We assigned tasks, discussed priorities, and assigned due dates – deciding this “blitz list” was the most important thing in our company until it was complete. Nothing on this list
would make things perfect – but everything on the list would make our products significantly better. Confronting these facts and creating the “blitz list” was a moment of transformation for us. It was one of the most honest moments that we’ve had as a company, and it inadvertently led to some incredible innovation that we never would have seen otherwise.
Fall in Love With the Journey
Many people struggle with the brutal facts of their business because they want the ride to be over. They want the bonus, the title, or the corner office rather than the journey. But here’s the thing – the joy is in the journey, because those rewards vanish the second you attain them.
In the final episode of The Office, Andy Bernard says something that we should all heed: “I wish there was a way to know you’re in the good old days before you’ve actually left them.”
If you fall in love with the journey, then everything else is icing on the cake. The brutal facts are the brutal facts, and that’s perfect –because you have faith that you will prevail in the end and your work isn’t in vain.
We’ve had a lot of punches to the face over the last seven years. Customer cancellations, big deals that fell through, embarrassing bugs in our software – and we’re trying to celebrate them. Because as long as we live to fight another day, it means that we can now get better and that cancellation, that big deal that was lost, and that bug in the software was a gift. It’s a fact that we now know, which means we can grow from it. If
every answer would have been “yes,” there would be all kinds of problems we’d face without the wisdom to handle them.
Another factor in all of this is the brutal fact that all symphonies are left unfinished. Whether we get fired, quit, retire, or die – we won’t finish what we’ve started. This is why we have to fall in love with the journey – with the process – because, in this life, it’s all we have.
And just like Niggle in Tolkien’s masterpiece “Leaf by Niggle,” being faithful with the journey we’ve been given can light the way for others to follow.
Conclusion: Humility and Hope
The enemy of the brutal facts is the ego. Because the ego wants you to be right above all else – it doesn’t want to change, and it’s easily offended. And the truth is our egos will always be a factor in our businesses. But even so, by making intentional space, we can look at the facts as they are and plot a way forward.
This demands – and even teaches – humility. Because the facts show our imperfections and shortcomings. But they can also give us hope by revealing our opportunities and uncovering our potential. By confronting the brutal facts about our companies and ourselves, we have the opportunity to do something truly great. And like Admiral Stockdale, we can trust that any hardships we face can be redeemed – and may very well be the defining events of our lives. ■
The Coach’s Corner column was created by Jerry Isenhour, former president of the National Chimney Sweep Guild (NCSG) and founder of CVC Success Group. Jerry is an industry consultant, educator, and coach.
Spark YOUR MARKETING
How To Maximize Revenue for Minimal Costs With a Simple Add-On
By Carter Harkins and Taylor Hill, Co-Owners, FutureNow Marketing (formerly Spark Marketer)
When we first discovered the topic for this month’s Sweeping magazine, various marketing add-ons came to mind. Many of you are familiar with the options that every marketing company, consultant, and business owner discusses. For those who aren’t, here’s a list of the most common ones:
• Google AdWords
• Google Local Ads
• Search Engine Optimization (SEO)
• Social Media (organic and paid)
• Direct Mail
• Billboards
• Yard Signs
• Outbound Calls
• Flyers
• Local Trade Shows
And the list goes on…
None of these are bad. In fact, every one of them is a tried and true marketing add-on that any business can utilize and should try at some point if they haven’t already. However, after being in the home service business for over 15 years and collaborating with partners who have owned Good Marketing Group for over 20 years, one thing is clear: many of the leads generated by these add-ons get lost in missed calls, texts, emails, lack of follow-up, and the busyness of running a business. It can be exhausting.
As much as you hate it, marketing companies
also dislike it! They work hard to bring leads to your doorstep – it’s their job, after all, and they will continue to do it. However, when leads get lost for whatever reason, it’s disheartening for the marketing staff.
Did you know that 47% of small businesses leave calls unanswered? Home service businesses miss about 27% of inbound calls – that’s a significant revenue opportunity that artificial intelligence (AI) can help tackle.
It’s been shown that 46% of consumers want to book their appointments online or through an app. Are you losing customers because your online booking process is slow, cumbersome, or nonexistent?
Keeping up with the flow and pipeline of bookings, customer contacts, and day-to-day operations can be overwhelming. Let AI take on some of the load.
So What’s the Answer?
AI. We believe AI will solve many of the communication issues with clients – if not right now, then definitely over the next 6-12 months. We
Carter Harkins and Taylor Hill are the authors of Blue Collar Proud: 10 Principles for Building a Kickass Business You Love, and co-owners of FutureNow Marketing, a home services marketing company specializing in human-centered AI that will optimize your business and generate leads. They’re trusted thought leaders in the industries they serve, so you’ll find them regularly speaking at service industry trade shows and conferences and writing for trade magazines. The time is now to leap into the future of marketing! Visit www.futurenowmarketing.com.
understand that many business owners are hesitant to jump in due to fear.
There are risks to AI, but it’s not the all-powerful entity some media portray it as. AI has been around for decades and has been instrumental in medical advances, space exploration, the internet, and more.
So why can’t AI become an integral part of small businesses? There’s no reason it can’t.
AI can interact with customers. From answering frequently asked questions to skillfully directing prospects, this is your new front-line representative. With AI handling the easier parts of the job, your staff has more time to deal with the things that are still best left to humans.
AI can book appointments. This tech is able to augment the job of the customer service representatives in the office by making it possible for them to handle more requests, and condense phone time per customer by well over half in some cases.
AI eases your employees’ burdens. The demands on office and field staff is considerable. Burnout rates are high, and replacing experienced employees who quit can feel nearly impossible. Having AI on the team is like giving everyone a little more space to catch their breath.
How Can AI Help Me Right Now?
Consider the statistics below. Current AI chatbots can do all of these... and more.
It’s important for every business owner to understand what a chatbot on their website can and cannot do before adding it. For example, if you need a bot to answer the most common questions, any bot can do that. If you need a bot that can learn from your website, interact with consumers, and
direct them to the person who books appointments, most AI bots can do that too. However, if you need a bot that can also send people to an online scheduler, remember returning customers, wait for pictures and information on jobs, write and post specific papers on those jobs to your website and social media, and showcase your work to new prospects, then you’re looking at a dedicated sales agent and content powerhouse, not just a chatbot.
The good news is that the cost of both types of AI chatbots are comparable at this time.
What Other Things Could It Do for My Business in the Foreseeable Future?
We get this question more and more, and we do believe that capabilities will significantly advance once voice-enabled AI becomes standard. And it’s not stopping there! While we can’t reveal too much, we are excited about what future AI systems will bring to small and medium-sized businesses.
If you want to see what your website could look like with a sophisticated bot, we have set up a page where you can enter your website domain and see how a bot would look and respond on your site: futurenowmarketing.com/packages/#genni
After seeing how chatbots work on your website, you might decide this is a great business add-on! ■
73% of users expect websites to feature chatbots for convenient interactions
74% of internet users prefer using chatbots for simple questions
87.2% of consumers rate their interactions with bots as neutral or positive
NEW Certifications
from May 2024
Nic Chorpenning
A-1 Chimney Specialist
James Davis Chim Chimney
Joshua Gilbert Total Chimney Care
Shane Jenkins Allegiance Chimney Solutions
Garrett Klein
A-1 Chimney Specialist
Alison Paradise
A-1 Chimney Specialist
Jonathan Perdue Allegiance Chimney Solutions
Corey Thomas Allegiance Chimney Solutions
David Zilberman Green and Clean Home Services
Jonathan Perdue Allegiance Chimney Solutions
Robert Sims Black Goose Chimney Sweep
Joseph Will
Glowing Embers Fireplace Gallery at Aftons
2024-2025 Board of Directors
President; Region 2 Director
Bill Thornton
Wissahickon Chimney & Fireplace wissahickonvalleysweep@yahoo.com
Vice President; Region 4 Director
Debbie Wiedwald
Blackburn’s Chimney Sweeps debbie@blackburnschimney.com
Treasurer; At-Large Director
Steve Scally
Fireside Sweeps firesidesweeps@comcast.net
Region 5 Director
David Steward
Copper Ridge Chimney copperridgechimney@gmail.com
Region 6 Director
Michaele Dempsey
Professional Chimney Sweep prochimneymichaele@gmail.com
Secretary; At-Large Director
Robby Murphy
Hudson Valley Chimney Service rmurphy@hudsonvalleychimney.com
Region 1 Director
Matt Mair
Black Moose Chimney and Stove matt@blackmoosechimney.com
Region 3 Director
James Owens
Owens Chimney Systems james@owenschimneysystems.com
Advocacy
Debbie Wiedwald
Blackburn’s Chimney Sweeps
Bylaws
Matt Mair
Black Moose Chimney and Stove
Certification
Steve Sobczak
Total Chimney Care
Events
Doug Rivas
New England Chimney Supply
At-Large Director
Jake Cromwell
Top Hat Chimney and Roofing jake@tophatchimneyandroofing.com
At-Large Director
Gary Smalling
Smalling Masonry gary.smalling@smallingmasonry.com
At-Large Supplier Rep
Doug Rivas
New England Chimney Supply drivas@nesbestflex.com
2024-2025 Committee Chairs
Education; Governance
David Steward
Copper Ridge Chimney
Ethics
James Owens
Owens Chimney Systems
International Relations
Victor Imgarten
Clean Sweep Chimney Service
Marketing
Jake Cromwell
Top Hat Chimney and Roofing
Membership
Michaele Dempsey
Professional Chimney Sweep
NFPA 211; NFPA 54
Jim Brewer
SureFire Training Academy
NFPA 31; Tech. Advisory Council
Steve Scally
Fireside Sweeps
National Chimney Sweep Guild
1255 SW Prairie Trail Parkway
Ankeny, Iowa 50023-7068
