Sweeping August 2017 VOLUME 41 #7
The Journal of Chimney and Venting Technology
Sweeps Week 2017
Do You Know Why You Do What You Do? Service Pricing Strategy
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Departments President’s Letter 3 New Supplier Profile 4 Editor’s Letter 5 Coach’s Corner 10 Technical Q&A 16 Date and Events 23 New Members 28 Progressive Perks 29 Around the Tech Center 34 Classifieds 35 Darwin Award 36
Table of Contents
Group photo from Sweeps Week 2017. Photo by Jordan Whitt
Sweeping August 2017 Volume 41 Issue 7
Features Do You Know Why You Do What You Do?
Sweeps Week
Service Pricing Strategy
6 18 26 August 2017
Smoke Chambers and Cast in Place Liner Installation (866) 283-8667 Ext. 706
Factory Built Fireplace Installation and Replacement (866) 283-8667 Ext. 701
Dryer Vents (866) 283-8667 Ext. 707
Gas Appliance Venting, Gas Logs and NFPA 54 (866) 283-8667 Ext. 702 Oil Appliance Venting and NFPA 31 (866) 283-8667 Ext. 703 Chimney Inspection, Documentation and NFPA 211 (Levels of Inspection) (866) 283-8667 Ext. 704
Installation and Venting of Pellet Stoves (866) 283-8667 Ext. 708 IRC and NFPA 211 (Code Questions) (866) 283-8667 Ext. 709 Customer Service and Customer Communication (866) 283-8667 Ext. 710 General Sweeping and Repair (866) 283-8667 Ext. 711
NATIONAL CHIMNEY SWEEP GUILD BOARD OF DIRECTORS 2017-2018
TECHNICAL ADVISORY COUNCIL
Masonry Fireplace Construction and Restoration (866) 283-8667 Ext. 700
Stainless Steel Liner Installation (866) 283-8667 Ext. 705
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 firsthand 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.
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STAFF
Resources 2155 Commercial Drive Plainfield, IN 46168 (317) 837-1500 Fax: (317) 837-5365
Megan McMahon Association Manager mmcmahon@ncsg.org Donna Lee Kasmer CSIA Certification Coordinator dkasmer@csia.org Claire Rutledge Program Coordinator crutledge@ncsg.org Darcy Marlett Director of Communications and Marketing dmarlett@ncsg.org
August 2017
Jordan Whitt CSIA Director of Communications and Marketing jwhitt@csia.org Ashley Edridge Director of Education ashley@csia.org Sara Sichting Office Manager ssichting@ncsg.org
Region 4 Jeff Keefer 513-248-9600 info@chimneycareco.com
Vice President, At-Large Director Dennis Dobbs (678) 290-8200 fireplaceservicecenter@gmail. com
Region 6 Bob Ferrari (530) 941-5818 bob@flueseason.com
Treasurer, Region 3 Ron Rust (803) 730-5858 tophatswp@aol.com Region 1 Matt Mair (603) 525-7905 matt@blackmoosechimney. com Region 2 Ed Ridgeway (856) 241-7999 masons@chimney-duct.com
COMMITTEE CHAIRS and TASK FORCES 2017 – 2018
To contact any member of the Technical Advisory Council, please call (866) 283-8667 and select the extension for the person who is best qualified to answer your question:
President, Region 5 Jasper Drengler (715) 304-8934 drengler01@gmail.com
Secretary, At-Large Director Tom Hunkele (641) 774-8056 topnotchchimney@gmail.com At-Large Director Gregg Boss (636) 391-2226 englishsweep@att.net At-Large Director Jeff Peterson (913) 236-7141 jeff@potomacservices.net Supplier Representative Stuart Karanovich (765) 966-5084 stuartk@saversystems.com
Bylaws Dennis Dobbs (678) 290-8200 fireplaceservicecenter@gmail.com
NFPA 211 Representative Jim Brewer (757) 523-2400 jbrewer@magic-sweep.com
Ethics Andy Raycroft (703) 836-7858 andy@rooftopchimneysweeps.con
NFPA 31 Representative John Pilger (631) 863-2460 chimneyman@aol.com
Governance Tom Hunkele (641) 774-8056 topnotchchimney@gmail.com
NFPA 54 Jim Brewer (757) 523-2400 jbrewer@magic-sweep.com
Government Affairs Jeff Keefer 513-248-9600 info@chimneycareco.com
Technical Advisory Council Michael Segerstrom (908) 253-9190 chimneysweeps@optonline.net
International Relations John Pilger (631) 863-2460 chimneyman@aol.com
Scholarship Committee Greg Boss (636) 391-2226 englishsweep@att.net
Membership Bob Ferrari (530) 221-3331 bob@flueseason.com
ADVERTISING RATES for Sweeping: The Journal of Chimney & Venting Technology may be obtained by contacting Malisa Minetree at (317) 815-4688 or sweepingads@me.com Layout and design by David Bruce, Red2 Design Bureau NCSG encourages industry partners to submit press releases and articles to editor Darcy Marlett at dmarlett@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 publication’s 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. © 2017 National Chimney Sweep Guild, 2155 Commercial Drive, Plainfield, IN 46168. (317) 837-1500
H
appy Independence Day! Our founding fathers had a number of reasons to want to be free from England’s rule. One of the complaints from the colonies was "No taxation without representation." This makes perfect sense to me. If you are going to spend your hard earned money you want something in return. We hear it all the time. Why should I join the guild? What will I get out of my membership? How does the guild help the industry? While the list of ways my membership has paid for itself many times over is extremely long. I will give you two very important things the guild has done for the entire industry very recently.
fall lines on a single story flat roof on a sunny day in June to quote a custom cap is a waste. So make sure to find Jim and shake his hand in Portland. Which, by the way, is going to be great! So enjoy the rest of summer. Get out there and wear all proper safety equipment when needed while installing great aftermarket parts when appropriate and make sure they are made by companies who support the industry by being a part of the National Chimney Sweep Guild! Remember "A rising tide raises all ships".
President’s
Letter Jasper Drengler
President
Be safe, be profitable, have fun. Jasper Drengler Drengler01@gmail.com
NFPA 211- This is huge! The language which allows for the use of aftermarket parts when appropriate will save homeowners costly repairs when all they need is a good stainless cap and chase cover. It will also protect sweeps when doing these repairs properly. OSHA! It’s finally getting somewhere! The wheels of change in government move even slower than my youngest daughter getting ready for school in the morning when I'm in a hurry. Jim Brewer will be representing our industry (along with others in the gutter cleaning industry) to make sure our exemption is clearly worded and protects us from unwarranted fines. I’m all for safety, in fact we have started our own safety program at Chimney Mechanix. However, taking the time setting up
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appy August, Sweeps!
I hope your summers have been productive (and you worked in at least a little relaxation) as we move into the home stretch of the warm months before the busy season hits. In the president’s letter NCSG Jasper Drengler highlights just some of the ways the Guild represents you its members and the chimney sweep industry as a whole. You might also want to read this month’s Progressive Perks column on page 29 where Chris Van Leeuwen of Veracity Insurance Solutions tackles the subject of insurance coverage of stolen tools.
Over on page 34 we are welcoming Megan McMahon in her new position of Association Manager and as the writer for the Around the Tech Center column. Each month Around the Tech Center catches you up on what’s happening at the NCSG and CSIA offices.
Editor’s
Letter Darcy Marlett Editor
Of course before you shut the magazine you’ll want to see this month’s Darwin Award. I’ll give you a hint- this month’s involves rags as brick replacements. Cheers,
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Do You Know Why You Do What You Do? Taylor Hill Spark Marketer
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veryone knows what they do. Some know how. Few know why. But people don’t buy what it is you do or how you do it; they buy why you do it. Do you know why you do what you do? If you don’t know your why, how can you expect your customers and potential customers to know it? You can’t! You have to start with why if you want to effectively market to your customers and those looking for the services you provide. The argument that you should start with why in your business isn’t based on opinion - it’s based on reality. Here’s a little of the science behind it.
August 2017
Who’s In Charge Of Making Decisions Here? The why appeals to the oldest parts of our brains, the limbic brain. This is the part of the brain that deals with our feelings (like loyalty and trust) and is responsible for behaviors like decisionmaking. For someone selling something and looking to gain loyal customers, it seems like the limbic brain is the part of the brain to get on good terms with, right? But most businesses don’t speak to this part of the brain in their advertising or marketing—instead, they speak to the
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neocortex, the part of the brain responsible for rational thought. Why? We like to think of ourselves as rational creatures. But whether we want to admit it or not, the neocortex is not the part of the brain we use when making our decisions. The limbic brain is the one in control. Think about the last time you knew all the facts about something, and the facts were pointing you towards saying YES to a particular decision, but saying YES just didn’t “feel right.” Did you ignore your gut feelings and move forward with the decision? Probably not. Because the facts didn’t do a thing for your limbic brain, which has no capacity for language.
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It’s the same with your customers and potential customers. If you want them to make a decision, you need to be speaking to their limbic brains. You need to communicate the why. The limbic brain responds to the why behind what you do, but if you don’t know what that is, you can’t possibly get your customers and potential customers to choose you out of a sea of competitors, and to trust you and remain loyal to you.
What’s Your Why? So what’s your why? Why does your company exist? What does your company believe about itself and the world? These are all important questions to ask, especially if you don’t have a well-defined company purpose. Not only can asking yourself and your employees these questions help you hash out your why, but it can also
August 2017
shed some light on what’s important to your employees and how they view the company and their roles in it. The information you gain from taking the time to figure out your why with your employees can provide a sense of purpose to your entire team and create meaning in work that may have previously been meaningless to your employees. You may even find that there are some things that need to change within the company before you can effectively move forward.
Like Attracts Like Figuring out your why and communicating it effectively in your marketing messages, across your social media accounts, and in the way you run your business will attract customers and employees that share your why, that share your beliefs. It will encourage loyalty, and ultimately, isn’t that what every business owner wants from his or her employees and customers? You’re not looking for every customer out there, you’re looking for the customers who believe what you believe about the world and what you do. You’re not looking for just any employees, you’re looking for employees who believe what you believe about the world and what you do. So what is that? Figure it out and make sure it’s evident in everything you do as a business. If you do, you can expect to attract and retain relationships with those who get it, those your why resonates with, and those who want to be a part of what you do.
Taylor Hill is Co-Founder and Crew Chief for Spark Marketer, a local online marketing company specializing in marketing for service businesses across the US. He loves the chimney industry and is passionate about helping service business owners navigate the Internet oceans filled with sharks and unsavory pirates. He’s also co-host of the Blue Collar Proud (BCP) Show, the podcast that’s all about having and living the blue collar dream, and co-author of Blue Collar Proud. @sparkmarketer, facebook.com/ sparkmarketer, @taylorkhill @bcpshow
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Coach’s
Corner Greg Polakow
Are You Ready For Showtime?
10 S W E E P I N G August 2017
A
s Speaker, Coach, and Author, Scott MacKain, so aptly said in the title of his book, All Business Is Show Business. Well now it is Showtime for you in the chimney and venting business! Right now, the change of seasons is upon us, and with it a whole new act to our ‘show business’ is about to unfold. The question is, are you ready. Let’s look and see if there some things still to do you may have overlooked, call it your final checkout before hitting the field for the BIG SHOW. The opportunities that come this time of year are for new customers. Hopefully you’ve used the spring and summer to take care of your existing customers…or most of them. Keep in mind, just because more people are calling for service, doesn’t mean we will get and keep those new folks or even the established customers who have put off the annual service until now. It’s worth developing and discussing a protocol for this. Don’t let your team ever take any customers for granted. Ask yourself and them how you intend to handle new customers and cultivate them even on the first call so they will stay with you. This should be part of an ongoing approach to building a loyal, happy, enthused customer base that will secure business for you far into the future. Make sure the morale is good, this is a part of the leadership role. Get the team together, do this at a company dinner, or
outing, explain the goals for the coming season and how important the part they play in this is. Make sure your team is excited about the challenges and opportunities that lay ahead. They will key off your mood and attitude, so bring your best to this meeting. When it’s over everyone should feel energized and excited. As a leader, you must be able to motivate the team you lead, this is critical! An important consideration is your trucks and equipment. Are there any lingering mechanical/safety issues that got put off and need attending before the mortar hits the fan? Are tires, batteries, starters, plugs, coolant, brakes all in good working order? Have you assigned someone the task of checking on all this? What you want to avoid is a day with a full schedule planned and a truck or two that is not ready to go. But this also extends to your tools and equipment. Would right now be the time to upgrade, repair, or replace tools and equipment before they are required for the heavy daily grind? Is your inventory at the level it needs to be for a smooth entry into the season, and will carry you through the season? Do you have the standard caps, dampers, screws, mortar, and all the tools that may be missing from your inventory? Is your office stocked with the items it needs? Does every member of your tech team have a clean, untattered, professional looking uniform, gloves, hats, jackets, etc.? You want this
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squared away BEFORE things get so hectic there’s no time for anything but trying to get all the service work done. But you also need the ongoing system of inventory replenishment to keep needed material on hand. Don’t let this slip between the cracks or it will come back to bite you later.
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Training is another concern. If you’ve hired new people in anticipation of the busy times ahead, have you trained them well? Do they know everything you want them to know about how to conduct themselves in the field and what to look for? Do they understand the rules that apply when they are in the customer’s home? Do they know what it means to be a team member and how to anticipate the needs of the lead tech? Even if they are still lacking in all the technical skills, do they at least know what they don’t know, what your expectations are, and how to observe and learn on the job? Have you given them the big picture of what this work is all about? If you treat them as just “helpers” or “laborers”, that’s all they will be. Have you set and clearly communicated with team the daily, weekly, and monthly sales/income goals for the business? If your team doesn’t have a very clear idea of what your expectations are, it’s unlikely they can deliver them to you. Establishing goals and on-going training are two of the most powerful ways there are to make lasting improvements in the performance of your
August 2017
team. They are more effective than any other kind of reward system you can devise. Make sure everyone understands them and is on board with them. The goals you set will help everyone stay focused on what’s important as the pace picks up. As part of that effort, whatever you do be sure to continue your regular meeting schedule, especially your morning meetings. These are vitally important always but especially during the busiest time of the year. That’s a time when communication can easily break down and things can get muddy very quickly. Keeping to your regular meetings will prevent that from happening. This daily huddle to track and report in the previous day could make a big difference in your bottom lime come the end of the year. Let’s not forget about your team because they are your primary asset. As we discussed previous, his is a great time for gathering them together for a pre-season meeting. You might even want to organize it as an evening meal at a restaurant, just to convey the importance of it. Things are about to get very busy, and with that comes hectic, and if we are not careful it is closely followed by chaos. You want your team as pumped and prepped for what is coming as possible. Plan your pep talk about what is right around the corner and to have some group think, and, instill some ideas and strategies in them about it. Because, this time of year brings a host of both challenges and opportunities.
The challenges of keeping up a work schedule that can be exceedingly demanding and create a toll on your team. It’s easy to get behind the rest curve. When that happens, life and work suffer. You and your team should understand that staying fresh is crucial to your happiness. And, their happiness and clarity are crucial to your success. In this work, the last thing any of us can afford is fatigue. It demolishes morale and, in the process, can lead to mistakes on the job. The mistakes can be overlooking something crucial in inspections or in completing the work as promised to the customer, on time and in a way that exceeds the customer expectations every time! Or, they could be shortcutting safety protocols the cost of an injury or worse is massive, you know you don’t want to be there. These things have the potential to wreak havoc with your business. It’s one thing to get fatigued, it’s another to fail to address it with proper rest and dietary balance. The temptation is to rely on stimulants like energy drinks and caffeine. But they only mask the underlying problem and end up making it worse. This is something worth addressing with your team. Because, losing team members to health issues for even a day can be very costly for your business and for them. Lastly, do you have all the systems in place to track and measure those goals? Remember, your responsibility
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to manage and lead your team and to inspect for what you expect doesn’t disappear just because you get busy. Your leadership, above all else, is what will get you all through the season with flying colors. It is what will make you say when the season is over, “Hey, guys, we knocked it out of the park. Let’s celebrate!” So, if you got all of this together, then get ready to head to the stage, fully prepared for the performance ahead. If you don’t, make your moves today, don’t put it off. And, be determined that this is the year you are going to rock the stage you are performing on.
show business an all-star hit. LET’S ROCK! Greg Polakow served as VP of Sales and Marketing for Copperfield Chimney Supply prior to becoming a ride along trainer for CVC Coaching. He has authored numerous articles in trade publications and has taught classes on marketing and sales at industry gatherings. He served on the CSIA Board, is a certified Chimney Sweep, and carries a Master’s Degree in Education from Harvard University. Let Greg know how he can assist you at his email address of greg@cvccoaching.com or look him up at www.cvccoaching.com CVC Coaching is an approved provider of education for the membership of the National Chimney Sweep Guild.
Remember, all business IS show business. And you are the only one who makes your version of
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14 S W E E P I N G
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Technical
Q&A
Michael Segerstrom
NCSG Technical Advisory Chair
Answer: The answer can depend on several factors, including personal preference, space within the chimney structure, and the condition of the inner surface of the flue. There are pros and cons for each method, and it's good to understand these, as well as limitations and benefits.
Poured Insulation
Question:
I'm relining a masonry fireplace flue with a stainless steel liner system. What is the best choice for insulating the liner, poured, wrapped or using pre-insulated pipe?
16 S W E E P I N G August 2017
When considering poured insulation, the most relevant factor is typically space within the chimney. For zero clearance in solid fuel applications, UL listed liners will require a 1-inch thickness of poured insulation all the way around the liner, or on all sides if it's a shaped liner (square, rectangle). The inside dimension of the chimney flue, whether or not the clay liner had to be removed, must accommodate the size of the liner in addition to 1" of insulation all the way around it. If an 11" round liner, with an outside diameter of 11 3/8" is being installed, the minimum dimension of the flue must be 13 3/8". If we removed a clay liner and the outside Dimension was only 12 3/4" by 12 3/4", using poured insulation is not a suitable option. If the inside dimension of the flue was 14" X 14", then we could use this method, as long as we maintained a 1" thickness all the way around the liner. With poured insulation, installation aspects also factor in. This system of insulation is installed by pouring it around the liner from the top of the chimney. If roof access is difficult or limited, poured insulation may not be cost-effective, or may present
significant safety risks to the installer. With certain installations, using poured insulation may also be very time-consuming. Offsets in the chimney flue may also present a challenge. It may be difficult, or even impossible, to ensure that a 1" thickness of the mix is all the way around the liner through the offset area. During certain types of inclement weather, installing poured insulation may still be possible. Though there is additional inherent risk working on ladders and roofs in raining conditions, viable additional safety precautions may be taken. Poured insulation may be mixed in a sheltered area outdoors, and installed by the technician following additional safety practices, in light, intermittent, or moderate rain conditions. The best practice is however, to never to put the technician at an unacceptable degree of risk during any installation. Poured insulation is a great choice when insulating liners in exterior chimneys that have a large cavity around the liner. This cavity may be prone to moisture or condensation issues. Filling the space with poured insulation may eliminate or reduce these conditions.
Blanket Wrap Insulation With a 1/2" wrap of insulation on an 11 3/8" outside diameter pipe, it may be possible to install it in the 12 3/4" flue described earlier as the outside dimension with the wrap may only be approximately 12 1/2". In a straight flue that is smooth, it will still be a snug fit, but it allows the required amount of
insulation. If the flue is 14" x 14" or larger, a wrapped liner can be a very straightforward install. If the inside surface of the flue is rough, or there is an offset, the mesh that secures the insulation in place may get hung up and result in a difficult installation that damages the insulation. Using high-density mesh, in lieu of the standard retractable mesh, helps prevent the mesh from snagging in offsets and on rough interior surfaces. Wrapping the liner is however, an effective method to ensure the liner is properly insulated through offsets. Utilizing a wrapped liner also reduces the number of trips up the ladder to the top of the chimney, which improves the overall safety of the install. Wrapping a liner, at the client's home or prior to the install at the shop, will require a larger work area as the liner needs to be straight. This should be taken into consideration, and if indoor space is not available, inclement weather may prevent properly installing the wrap.
insulation itself is less prone to damage during the installation, and the pre-insulated factor helps ensure the proper amount of insulation is present on the entire length of the pipe. Pre-insulated liner is less flexible than liner wrapped with a blanket, or uninsulated liner that will be poured after it's installed. The reduced flexibility may present difficulties at times, when there are offsets in the flue, tight spots or rough surfaces. Pre-insulated liner will also weigh more than field wrapped or uninsulated liner. The weight may present difficulties if the liner is being installed through the top of the chimney, and it may require additional technicians for installation, or it may be necessary to winch or pull it up
from the bottom of the chimney. Regardless of the method or system of insulation we choose, a priority for solid-fuel applications is that we maintain the required thickness of insulation to conform to the zero clearance requirements. In some cases, this will be the sole factor in determining the method or system we use. With other installations, there may be multiple factors. With insulated liner installations that do not present much difficulty or limitations, our choice may simply be based on our experience and success in working with a certain method or system.
Pre-insulated Liner Pre-insulated liner can be the least affected by inclement weather. UL listed pre-insulated liner will have a stainless steel or aluminum outer pipe covering the insulation blanket. These liners maybe shipped coiled or straight, and the installation is already on the pipe. The installation itself will not be exposed to significant amounts of water in rainy conditions, as it is not installed in the field. With many installations, preinsulated liner is a good choice. It takes less time to install, the
17 S W E E P I N G August 2017
Week 2017
Sweeps This June we hosted another successful Sweeps Week at the Tech Center. A great time was had by all working on projects around the Tech Center, catching up with old friends (including 3 from Europe!), and of course eating. Photos by Lauren Pilger and Darcy Marlett
18 S W E E P I N G August 2017
19 S W E E P I N G August 2017
20 S W E E P I N G August 2017
You
Thank
On behalf of the Sweeps Week organizers and NCSG and CSIA staff we would like to extend a huge thank you to every single participant that make Sweeps Week a great event each year. While there are a few that we pick out each year for mention we are truly touched by each and every person who participates during the prep for event week, during the event itself, during the clean-up, and during Sweeps Week Silent Auction (those who donate as well as those who bid and buy). Vendors who contributed people and/or in kind donations to make our Sweeps Week a great happening this year! Grandy & Associates Enervex Estoban SaverSystems Lindemanns
RLH Industries Dave Pomeroy Signature Training National Chimney Supply Duct Cleaners' Supply Barnhill Chimney Supply
Individuals who went above and beyond at this year’s event Chris Prior (Adirondack Chimney)— instructor and grill maker extraordinaire Chuck Roydhouse (Clean Sweep of Anne Arundel)—brought pulled pork John and Diane Pilger (Chief Chimney Services)—John for garden design and implementation and Diane was a most awesome dishwasher! Blackburns Chimney—brought carloads of people and planted flowers Mark Stoner (Ashbusters)—BBQ'd chicken on Wednesday Mike Hammonds, Jim Pritchett and Michelle (Certified Sweeps)—cooked lunch on Thursday Kevin and Teresa Russell (Warrior
Horse)- Pastry Chef all week and gumbo supper Ken Hoelscher (Abbey Road) – cooked his famous sausage gravy breakfast Thomas Rhines (All Chimney)—tree trimming project manager Jasper Drengler—brought Wisconsin cheese curds Lauren Pilger (Chimney Doctors)— Facebook coverage Trenton Nelson (Chimney Doctors)— Wood fired oven operator Jordan Whitt (CSIA)—provided the Wednesday night entertainment along with his band c o d e (m o n k e y); Sara Sichting—icemaker install facilitator; trailer for tree trimming project Ashley Eldridge—Tech Center liaison magnifique Andreas Gärtner—came all the way from Germany Kenny and Charlotte Paterson— came all the way from Scotland
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History
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History Project Guessing Game! From the SNEWS Archives, take a look at these photos and guess what industry event it was! (Hint: It was held in a town called Springfield).
Claire Rutledge-Sakha Program Coordinator
22 S W E E P I N G
Sweeps View, 1983.
August 2017
Dates and
July 2017 July 31 – August 5, 2017 CSIA National Chimney Sweep Training School CSIA Technology Center For more information, please call (317) 837-5362 or visit www.CSIA.org
August 2017 August 7-13, 2017 CSIA (online) – Must be registered by Noon August 4th - 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 August 11, 2017 CSIA One Day Chimney Physics CSIA Technology Center
Events
For more information, please call (317) 837-5362 or visit www.CSIA.org August 14-20, 2017 CSIA (online) – Must be registered by Noon August 11th - 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 August 15-18, 2017 Advanced Masonry Class Richmond, IN For more information, please call (317) 837-5362 or visit www.CSIA.org August 18, 2017 CSIA Certified Chimney Sweep® Review & Exams Richmond, VA
23 S W E E P I N G August 2017
For more information, please call (317) 837-5362 or visit www.CSIA.org August 21-27, 2017 CSIA (online) – Must be registered by Noon August 18th - 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 August 24-25, 2017 CSIA Certified Dryer Exhaust Technician® 2-Day Workshop & Exams CSIA Technology Center For more information, please call (317) 837-5362 or visit www.CSIA.org August 27-28, 2017 CSIA 2-Day Roadshow Sponsored by NEACNP, NYCSG, NJCSG & MCSG Chimney Physics & Inspection & Report Writing Holiday Inn Springfield South - Enfield, CT For more information, please call (317) 837-5362 or visit www.CSIA.org August 28 – September 3, 2017 CSIA (online) – Must be registered by Noon August 25th
- 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
September 2017 September 4-10, 2017 CSIA (online) – Must be registered by Noon September 1st - 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 September 11-17, 2017 CSIA (online) – Must be registered by Noon September 8th - Chimney Physics - CSIA Certified Chimney Sweep Review - CSIA Certified Dryer Exhaust Technician Review - CSIA eLearning
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24 S W E E P I N G
• Sizes available from 3” to 30”+; custom and oversize available. Air cooled and non-air cooled. Model WSA-TDW for air cooled chimney
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August 2017
• 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
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- Health & Safety Multi-User Courses - Lining Masonry Chimneys with Stainless Steel For more information, please call (317) 837-5362 or visit www.CSIA.org September 14, 2017 CSIA Certified Dryer Exhaust Technician® Review & Exams Renaissance St. Louis Airport Hotel – NADCA Fall Technical Conference St. Louis, MO For more information, please call (317) 837-5362 or visit www.CSIA.org September 15, 2017 CSIA Certified Chimney Sweep® Review & Exams Atlantic City, NJ For more information, please call (317) 837-5362 or visit www.CSIA.org September 18-23, 2017 CSIA National Chimney Sweep Training School CSIA Technology Center For more information, please call (317) 837-5362 or visit www.CSIA.org September 18-24, 2017 CSIA (online) – Must be registered by Noon September 15th - 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 September 25 – October 1, 2017 CSIA (online) – Must be registered by Noon September 22nd - 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 October 2-8, 2017 CSIA (online) – Must be registered by Noon September 29th - 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 October 6, 2017 CSIA Certified Chimney Sweep® Review & Exams CSIA Technology Center For more information, please call (317) 837-5362 or visit www.CSIA.org October 9-15, 2017 CSIA (online) – Must be registered by Noon October 6th - 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
25
WE MAKE BUSINESSES PROFITABLE & ORGANIZED Business Consulting chuck@roydhouseeffect.com
Social Media Management (410) 863-0157 www.roydhouseeffect.com August 2017
S W E E P I N G
Service Pricing Strategy By Chuck Roydhouse
C
lose your eyes and think about your last major purchase. Was it a vehicle, appliance, or service like plumbing or electrical work? Did you purchase the most expensive option you could find assuming it was the best overall value? If so you are in the minority of all purchasers. Few buyers choose the most expensive option.
26 S W E E P I N G
Alternatively, did you purchase the least expensive option if you decided it was the best overall value. If so you are still in the minority. Most purchase are made somewhere in the middle between high and low price range. Why would it be any different for a chimney service company? It is not. The highest and lowest priced options fail to attract the vast majority of purchasers. Developing a pricing strategy begins with the acknowledgment that the price matters but only as it relates to benefits. Value is the difference between the cost of ownership and the benefits of ownership. Price never stands alone. The cliché
August 2017
“price is all that matters these days” is totally untrue. That statement shows a lack of awareness of the reality that exist in the buyer’s mind. Remember, the total cost of ownership includes time spent with technicians, account managers, staging costs, installation costs, cost of continuing education and re-certification and many more. The total cost of ownership may greatly exceed the transaction amount. Buyers will, mostly subconsciously, factor in these costs during the decision making process. Similarly, the total benefits own ownership may be greater than the obvious benefits listed. The greater the total benefit and the less the total cost, the greater value is increased. In the chimney industry price may be initially given as the primary decision making criteria for a specific customer segment, but this is not all that matters for the market as a whole.
Develop Creative Strategies Within each market segment, there are rich
opportunities to develop and implement creative pricing strategies with the sharp eye toward achieving your profit objectives. Pricing strategy is not dictated by the market or the buyer; it is dictated by the seller (you).
Know your Market The affluent market segment typically values their time and hassle-free enjoyment of their homes. They want to golf, boat, entertain and relax. The last thing they want is to plan and execute repairs and maintenance. You must be proactive and productive with this client. The less they need to worry about managing the happier they are. Price is never the issue, just solve the problem. This requires a unique pricing strategy to ensure you capture all of the revenue you can without taking advantage of the situation or violating the clients trust. Providing service in a competitive market where price matters immensely require a creative thoughtful and intentional pricing strategy to land the account without exposing the company to unacceptable risks.
Many chimney folks are discouraged when it comes to pricing. You feel the pressure of downward prices and rising operating cost. If you lose the contract you assume it was because of price, but it rarely is. When you lose a contract it often means you were outsold. Price never matters on its own. It only matters as part of the value equation. Do not believe the lie that price is all that matters. The best option is to develop a pricing strategy that positions your company for success through profit that is a reflection of your true cost structures, profit objectives and most of all, the benefits your company uniquely offers. Chuck Roydhouse has managed a successful chimney maintenance and repair company for over 25 years. He is President of Roydhouse Effect Inc. This firm offers fractional CEO and Social Media Marketing Consulting Services that are tailored for small service businesses needing help, but not needing a full time employee to develop and execute the plan Chuck has served on the CSIA Board of Directors since 2014. He has held the positions of Chairman of the Educational Development Committee and Chairman CSIA Master Sweep committee and CSIA Treasurer. He is currently serving as Vice President of CSIA.
August
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August 2017
27 S W E E P I N G
New
Members
REGION
REGION
REGION
REGION
REGION REGION
1 12 2 23 3 3 NEW YORK
MARYLAND
FLORIDA
GEORGIA
INTERNATIONAL
John Yeamans | Innovative Chimney and Duct Corp | Mount Sinai
Austin Tulin | SOMD Hearth & BBQ | Leonardtown
Jason Reese | Dirty Ducts Services LLC |Tallahassee
Joseph Barcus | Applied Technical Services | Marietta
Ryan Verbruggen | Canadian Chimney | Calgary
NORTH CAROLINA Thomas Parks | Coastroad Hearth & Patio | Shallotte
ALABAMA Amber Doty | Chimney Pro | Fort Payne
VIRGINIA Rose Arnold | American Chimney Sweeps | Woodbridge
REGION
August 2017
REGION
S W E E P I N G
REGION
28
REGION
REGION REGION
4 45 5 56 6 6
O
ver the course of several years, we have received calls from NCSG member sweeps complaining their insurance policy did not cover their tools that were stolen. Recently we spoke with Chris Van Leeuwen of Veracity Insurance Solutions, NCSG benefit provider offering Professional and General Liability Insurance. Chris has provided a clear breakdown of coverage for tools.
Business Personal Property vs. Inland Marine Coverage When and where is your business personal property, tools and equipment covered? Depends— Homeowners Policy It is important to remember that homeowner’s policies are designed to cover personal risk and not intended to cover business activities. Most claims for damages arising out of or in connection with a business are excluded….this applies to both liability and most business property/tools. Commercial Property Insurance Insurance for real and business personal property can be covered under a commercial property policy, but there are some limitations for property off premises or in transit – like tools and equipment. The standard ISO policy states that your business personal property is covered as long as it is located in or on the building declared on the policy or within 100 feet of the location if it is in the open or in a vehicle.
The standard ISO property policy does provide a $10,000 limit for Property Off Premises if it is: 1. Temporarily at a location you do not own, lease, or operate 2. In storage at a location you lease 3. At any fair, trade show or exhibition The extension does not apply to property in or on a vehicle. Depending on the insurance company, they may vary in coverage and restriction on business personal property and is important to understand the coverages provided both on and off premises.
Progressive
Perks Chris Van Leeuwen, Veracity Insurance
Why Weren’t My Stolen Tools Covered By Insurance?
Inland Marine Policy This policy is designed to cover property not at a fixed location or in transit over land, like tools and equipment used in your business. Since most inland marine policies are not location specific they are also called “floater” policies. Although there is no industry standard Inland Marine policy, the coverages generally provide are broader than that of a commercial property form. All policies have limitations, condition and exclusions so it is important to understand the coverages being provided. If you have any questions regarding your property or equipment exposures, please contact a representative at Veracity Insurance Solutions at 866-395-1308.
29 S W E E P I N G August 2017
CSIA UPDATE August 2017 Report
www.CSIA.org
Swift Lesson for CSIA Trademark Violator Jordan Whitt - CSIA Dir. of Marketing & Communications
A few months ago while at the annual NCSG convention I stumbled upon a Facebook profile utilizing the CSIA Certified Chimney Sweep logo as its cover image and the CSIA Master Sweep logo as its profile image. Knowing that the only CSIA Master Chimney Sweep in all of Indiana is CSIA’s education director, Ashley Eldridge, two possibilities immediately came to mind: 1. Ashley must be exhausted from working full time for CSIA & NCSG AND running his own start-up sweeping business… or.. 2. Someone, in our own backyard of all places, decided to use our logos without our consent to attract potential clients. After two full weeks of work-related travel, the incident above wasn’t the first thing on my mind when I returned to the office. That is, until I saw the tweet below from Tom Spalding, who had found a flier for the same local chimney company at an Indianapolis gas station (complete with CSIA & NFI logos).
At this point, I made it my new life mission to track down the person responsible for this egregious trademark violation (utilizing my professional investigation skills from a previous job) and either make them feel extremely sorry for their actions and/or have our staff start the ball rolling on our official trademark violation process (which is a little slower in initiating contact, but still absolutely necessary in most cases).
use by CSIA Certified professionals, and asked him to please remove them as CSIA Certified professionals “work incredibly hard” to earn the right to those logos.
1. Performed a Google search on the email address listed on the flier.
And you know what, he was incredibly quick to apologize and remove the logos from his Facebook page. He also promised to “redo” his fliers — though, unless Tom happens to find more fliers around town, we’ll just have to take him at his word.
Instead of threatening him with future action if he were to again be found in violation, I encouraged him to pursue earning his certification that way he could not only use our logos in the fuLuckily, the owner of the company ture, but he could also get some made it pretty easy for me. Here’s how real marketing power from I was able to track him down in just a being listed on our website. few minutes:
2. Used Facebook to search the name I found associated with the email address in my previous search. 3. Searched our internal database of certified professionals and found no such person. The result of my second search provided me with a profile of someone who listed themselves as “Owner” of the company in question and I could confirm with 100% certainty he was not currently CSIA Certified. Boom. Gotcha. Hoping I could convince this person to remove our trademarks from his property without the use of lawyers, I decided to go ahead and reach out to him via Facebook Messenger as well as via email, in which I informed him we noticed he was using our logos and informed him they were only for ADVERTISEMENT
* If you’re wondering why I went to the trouble of protecting this guy’s identity and business name, it’s because he’s now a part of our industry and our local community, so we’d much rather see him succeed (the right way) than be publicly shamed. One of these days he may be ready to pursue certification, so burning that bridge now, wouldn’t do either of us any good. **Also… if you ever consider using our trademarked logos fraudulently, you may want to reconsider. A simple Google image search just netted us more than a dozen companies currently in violation…. We are watching. //
August 2017 Report
Newly Certified Chimney Sweeps Maryland Victor Ramirez | Ace of Diamonds Chimney Sweeps | Baltimore Matthew Tingle | Rommel Hearth and Outdoor | Salisbury Autsin Tulin | SOMD Hearth & BBQ | Leonardtown Massachussets Duff White | ISE Engineering | Attleboro Arizona Michael Lassuy | HomeCo Lumber & Hardware | Flagstaff
Mississippi Blake Huisingh | Flame Center | Hudsonville
Ohio Jackson Blackburn | Blackburn’s Chimney Sweeps | Columbus Pennsylvania Brock Lasko | Smokestack Masonry | Lancaster Tennessee David Eppich | Coopertown Services | Memphis Elijah Thomas | Chim Chimney | Hermitage Chris Abbinate | Chim Chimney | Hermitage
Colorado Jeff Harper | Hot Stuff Hearth and Home | Steamboat Springs Georgia Luis Molina | Chimney Mischief | Atlanta Jose Rosado | Chimney Mischief | Atlanta Louisiana Elizabeth Walker | MG Louisiana | Pineville
New Jersey Robert Davis | Ashes Up Up & Away Chimney Services | West Windsor North Carolina James McWhirter | Home Fires Company | Hendersonville Thomas Parks | Coastroad Hearth & Patio | Shallotte Louis Seebo | Home Fires Company | Hendersonville
Texas Jerry Dorow | Hale’s Chimney Cleaning | McKinney Todd Harkrider | Harky’s Chimney & Home Services | Spring Virginia Frank Mercado | Rooftop Chimney Sweeps | Alexandria
Newly Certified Dryer Exhaust Technicians CERTIFIED
DRYER EXHAUST
TECHNICIAN
Colorado Korey King | Clean Sweep Chimney Sweep | Colorado Springs
North Mexico Jose Hernandez | The Stove & Spa Store | Alamogordo
Florida Roger Crawford | Jay Walker Enterprises | Tallahassee
South Carolina Travis Boulware | Okatie
Texas Todd Harkrider | Harky’s Chimney Home & Services | Spring
Newest CSIA Master Chimney Sweep Jesse Doucette | Crown Chimney | Hooksett, NH
If you think you may qualify for the CSIA Master Sweep designation or would like more information, please visit www.csia.org/MasterSweep, where you will find a list of qualifications and a downloadable application.
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eps |
www.CSIA.org
CSIA Certified Sweeps Re-credentialing with CEUs Arkansas Jason Ward | ABC Chimney Sweep Company | Little Rock
r
California Bob Ferrari | White Glove Chimney & Duct | Redding
s
Colorado Matt Anstine | Chimney Doctors LLC | Bailey
ney ices |
exandria
Connecticut Tom Butkier | Firesafe Chimney Service/ Fire Safe LLC | Newtown Iowa Mike Hatland | Copperfield Chimney Supply, Inc | Fairfield Kansas Brandi Biswell | The Fluesbrothers Chimney Service | Kansas City
Maryland Alex Bunce | Chimney Sweeps of Sherwood Forest Inc | Mount Airy Massachusetts Charles Koubek | Eurosweep Chimney Service | Braintree Michigan Michael Sarkisian | Ground to Crown Chimney and Fireplace Services, LLC | Wyandotte Minnesota Robb Bennett | Lakeside Fireplace & Stove LLC | Walker New Hampshire Richard MacDonald | Armstrong Duct, Vent, Hearth & Home | Manchester
New York Larry Cookinham | Hudson Valley Chimney Service, Inc. | Poughkeepsie Kevin Fox | All Seasons Chimney Service, Inc. | New Windsor North Carolina Joe Quaile | Chimneys Plus, Inc. | Pittsboro Pennsylvania Jim Clark | Clark’s Services | Delta Mark Putnam | Classic Chimney Services | West Chester
Rhode Island Mark Putnam | Classic Chimney Services | Warwick Wisconsin Jordan Foster | Royal Chimney Service | Milwaukee
Home &
Contact Us: Mailing Address
CSIA Education Roadshow Excellence in Education. Delivered.
2155 Commercial Drive
To-your-door expertise.
Plainfield, IN 46168
CSIA Education Roadshow allows you to experience the industry standard in chimney sweep education and earn valuable CEUs through in-person courses
Telephone (317) 837-5362 Email: Office@CSIA.org Twitter: @Chimney_Safety Facebook: /ChimneySafety
provided by one of CSIA’s expert instructors at YOUR event. Grow your business. Including CSIA Roadshow as part of your event will
provide you with several opportunities for promoting your company or product, both on-site during the session, as well as through CSIA’s social networks and e-newsletter.
Questions? Contact CSIA Program Coordinator, Claire Rutledge, at (317) 837-5362. ADVERTISEMENT
August 2017 Report
Upcoming Classes Chimney Physics August 11 | CSIA Technology Center | Plainfield, IN CSIA CEUs: 3 -T, 3 -CS, 3 -HS, 3 - CL NFI CEUs: 12-T Learn how to diagnose and resolve chimney performance issues related to modern building construction. Topics covered include: air pressure problems, indoor air poluttants, and the use of diagnostic tools to determine combustion air requirements for vented appliances. This class is required for earning the CSIA Master Sweep Credential (no substitutes)
Advanced Masonry Repair August 15-18 | SaverSystems | Richmond, IN CSIA CEUs: 12-T Four days of intensive hands-on masonry education taught by industry legend, Chris Prior. This class is designed for those who are consider themselves proficient with masonry repair, but want to take their skills to the next level.
Certified Dryer Exhaust Technician Workshop & Exam August 24 -25 | CSIA Tech Center | Plainfield, IN Two-day workshop including both classroom and hands-on learning. Students will be offered the opportunity to sit for the CSIA Certified Dryer Exhaust Technician (C-DET) credential upon course completion. CSIA’s C-DET credetial is the ONLY nationally recognized certification for dryer vent cleaning!
National Chimney Sweep Training School September 18 -23 | CSIA Tech Center | Plainfield, IN Our flagship week-long program includes both hands-on and classroom instruction on chimney cleaning & inspections. Our training school is designed for experienced profesionals and novices, alike, culminating in the opportunity for all participants to sit for the CSIA Certified Chimney Sweep certification. Non-members of the National Chimney Sweep Guild will also receive a one year membership at no extra cost.
For additional course details, please visit www.csia.org/education.
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Around the
Tech Center. Megan McMahon Association Manager
34 S W E E P I N G August 2017
Hello Sweeps! Many of you already know me from my nine years with the NCSG as an office manager and Director of Finance. For those of you I have not met yet my name is Megan McMahon and I am the Association Manager for the NCSG and CSIA. I will be taking over the Around the Tech Center column in Sweeping where each month we catch you up on what the staff has been up to and the goings on at our headquarters.
Like all summers this one has been a busy one with education classes, meetings, and of course Sweeps Week! The staff and I had a wonderful catching up with faces new and old as volunteers from around the country helped us improve our wonderful facility.
Classifieds 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. Work for a Growing Company! Chimney Solutions, based in Atlanta, GA, is looking for Salespeople and Installers with the desire to move up within our company. A $1000-$2000 signing bonus is available, depending on certifications. Pay will be commensurate with experience. Relocation is available for the individual that meets our needs and qualifications. Send resumes to dpace@chimneysolutions.com or visit our website at www.chimneysolucations.com.
Top 5 Reasons to become CSIA Certified in 2017: 1. Join more than 2,000 of the most educated, qualified, and ethical chimney and dryer vent technicians in the country. 2. With more than two million pageviews on our website over the past two years, more homeowners are looking to hire CSIA Certified professionals than ever before. 3. Obtain national recognition of your accomplishment and dedication to being the best person for the job. 4. Earn quality referrals from professionals in affiliated industries, such as Realtors, home inspectors, fire fighters, etc. 5. Use CSIA’s (aggressively protected) trademarked logos on your advertisements, vehicles, and website. C o m e s e e w h a t w e’r e a l l a b o u t :
w w w. c s i a . o r g
August 2017
35 S W E E P I N G
Darwin
This house is in Minneapolis— people said they needed a couple brick replaced. They explained they sealed everything up with a couple rags, but one of the rags fell out. Wanted to know if we would look at
Award
Have you snapped a photo of a peculiar chimney in your area that made you shake your head in disbelief?
it—and put the rag back in the upper brick. Steven Cody The Chimney Pro's Woodbury, MN
Send it to editor Darcy Marlett at dmarlett@ ncsg.org. for publication in Sweeping. Or, mail it to NCSG, 2155 Commercial Drive, Plainfield, IN 46168. Include a few words about the scene and location.
Ad Index A Step In Time
757-754-1388
Ray@ChimneySweep.com
Back Cover
Ahrens Chimney Technique
800-843-4417
ahrenschimney@qwestoffice.net 17
Copperfield 800-247-3305 www.copperfield.com 7
36
CVC Coaching Firesafe Industries, Inc.
S W E E P I N G
704-425-0217
www.cvccoaching.com 23
ENERVEX 770-587-3238 www.enervex.com 21 800-545-6607
www.firesafeinc.com 14
ICP 508-695-7000 www.chimneycaps.com 24 Lindemann Chimney Company
866-629-8006
www.lindemannsupply.com 13
National Chimney
800-897-8481
www.nationalchimney.com
New England Chimney Supply
888-900-8106
www.newenglandchimneysupply.com 15
Olympia Chimney Supply
800-569-1425
www.olympiachimney.com 11
Roydhouse Effect Inc
410-863-0157
www.roydhouseeffect.com 25
Sand Hill Wholesale & Mfg., Inc
800-258-5496
www.sandhillwholesale.com 4
Inside Front Cover
SaverSystems, Inc
800-860-6327
www.saversystems.com 27
Ventech Industries
207-439-0069
info@ventechindustries.com 9
Z-Flex 800-654-5600 sales@z-flex.com 5
August 2017