2012 Newsletter vol 4. Nov - CalSafecalsafe.com/files/9714/3078/1904/2012_Vol4.pdf · PAGE 2...

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A 2012-4 CALSAFE NEWS & NOTES Did you see this banner on the CALSFAE Website???? We posted it as well as sending out a CALSAFE Alert notifying you of the fact that these changes are out for Public Comment. The first paragraph of the information page on the website read: The OFSM Fire Extinguisher Advisory Committee started a review of NFPA10 over two years ago. The purpose was to update Title 19 with any changes that were deemed appropriate from that review. CALSAFE was well represented on that Committee and we have been keeping you updated with the various changes and new wording that has come out of those recommendations. After two years the package is finally out for public comment and depending on the response, these proposed regulation changes could be finalized as soon as January. We have the three documents that have been published for your review. We have been writing about and talking about these proposed changes in newsletters and at annual meetings for this two year period of time and now it is in front of us. The three documents from the State Fire Marshal’s office are posted on the website and include: The Notice of Proposed Rulemaking is a document in which you can see the sec- tions that are being changed or added and a summary of what the change is. If you want to simply know in general terms what the changes are this is the document to review. (Continued on page 12) NFPA10 Title 19 Update Also In This Issue: Fake Extinguishers………pg 4 Bruce Carter ……………pg 16 Exchanges …………..….pg 14 Professionalism ……......... pg 11 OSFM Update………….pg 2 Presidents Message ………pg 2 Word Search ……………pg 3 California Association of Life Safety and Fire Equipment It is not too early to mark your 2013 Calendar’s for October 4th & 5th It will be held at the Lion’s Gate Hotel in Sacramento!!!

Transcript of 2012 Newsletter vol 4. Nov - CalSafecalsafe.com/files/9714/3078/1904/2012_Vol4.pdf · PAGE 2...

Page 1: 2012 Newsletter vol 4. Nov - CalSafecalsafe.com/files/9714/3078/1904/2012_Vol4.pdf · PAGE 2 CALSAFE NEWS & NOTES Hello CALSAFE, WOW the Annual Meeting was one of our livelier. We

A

2012-4

CALSAFE

NEWS & NOTES

Did you see this banner on the CALSFAE Website????

We posted it as well as sending out a CALSAFE Alert notifying you of the fact that these changes are out for Public Comment. The first paragraph of the information page on the website read:

The OFSM Fire Extinguisher Advisory Committee started a review of NFPA10 over two years ago. The purpose was to update Title 19 with any changes that were deemed appropriate from that review. CALSAFE was well represented on that Committee and we have been keeping you updated with the various changes and new wording that has come out of those recommendations. After two years the package is finally out for public comment and depending on the response, these proposed regulation changes could be finalized as soon as January. We have the three documents that have been published for your review.

We have been writing about and talking about these proposed changes in newsletters and at annual meetings for this two year period of time and now it is in front of us. The three documents from the State Fire Marshal’s office are posted on the website and include:

The Notice of Proposed Rulemaking is a document in which you can see the sec-tions that are being changed or added and a summary of what the change is. If you want to simply know in general terms what the changes are this is the document to review.

(Continued on page 12)

NFPA10 Title 19 Update

Also In This Issue:

Fake Extinguishers………pg 4

Bruce Carter ……………pg 16

Exchanges …………..….pg 14

Professionalism ……......... pg 11

OSFM Update………….pg 2

Presidents Message ………pg 2

Word Search ……………pg 3

California Association of LifeSafety and Fire Equipment

It is not too early to mark

your 2013 Calendar’s for October 4th & 5th It will be held

at the Lion’s Gate Hotel in Sacramento!!!

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Hello CALSAFE,

WOW the Annual Meeting was one of our livelier.

We had some of the best participa-tion and definitely some of the liveliest question and answers in the presentations and the Open Forum. Some of the answers to the questions are still being worked on.

As those who attended we had a CALSAFE first, we were Skyped!!! No, one of the Meteors’ that have been falling in California did not hit us in the meeting.

State Fire Marshal Tonya Hoover was not allowed to attend, there was concern over the ‘impression’ of having more than one person at our meeting by the Governor’s Office. Chief Hoover wouldn’t let that stop her from being at our meeting so she and Darrell Hefley set up a ‘Skype connection’. It al-lowed her to speak and even take

some questions. Thank you Chief Hoover for taking some of your Saturday for CALSAFE.

One other note, this is the first year that I can remember, your board has set the next Annual Meeting location and date and announced at the current meet-ing. Set the date aside and join us in Sacramento.

October 4th .and 5th. 2013 at the Lions Gate Hotel in Sac-ramento, CA.

One last thing about the Annual Meeting, when you call or are called upon by the Vendors that help sponsor and attend our Annual Meeting, please thank them, as we have said many times, there would not be an Annual Meeting without their support.

Hope you have all seen the new ‘NOTICE of Pro‐posed Rulemaking’ re‐garding the update of Ti‐tle 19 of the California 

President’s Message Health and Safety Code Sec‐ons 13160‐13190. 

 Some changes and updates that are long overdue if you don’t have a copy you can download from the CALSAFE Website or http://osfm.fire.ca.gov/codedevelopment/pdf/title19/FE_Maint_Standards_NOPR.pdf WE NEED YOU!! The CALSAFE BOARD is looking for nominations of those that would like to serve on the board. If you ask any current or past board member the time commit-ment is small, the influence you have on the future of our industry is incalculable. The nomination sheets have been mailed, so consider it, fill out and Mail, Fax or Email.

I want to wish all of you a GREAT end of year and safe holiday season, Merry Christmas and Happy New Year.

Randy Dysart

President’s Corner By Randy Dysart

Note from the Office of the State Fire Marshal:

The Automatic Systems OFSM Committee is still working on the revisions to the NFPA25 Title 19 package which when complete will create a new “NFPA25 California Edition”. Most of the changes are finished and submitted. The Committee is now working through the revisions of the forms. There are substantive changes to the forms. The wet sprinkler form will allow multiple risers thereby eliminating the need for as many pages on facilities that have several risers. The fire pump forms are also undergoing major revisions allowing sepa-rate forms for electric and diesel as well as multi test weeks and months per form. We will publish more re-garding the changes to the regulation and standard as it draws closer to a final draft and nearer to being post-ed for public comment. The pre-engineered (kitchen system, paint booth systems etc) and engineered system forms are salso being looked at in this process.

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W o r d S e a r c h

For a greater challenge see how many you can find without the key, the key appears on Page 11 ….also look for the hidden message and write below.

CALSAFE

WORD SEARCH

Holiday Cheer

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The problem of counterfeit or “knock-off” extinguishers that look much like a genuine Amerex extinguish-er is not new. Recently, there has been an increase in Amerex and other U.S. manufactured extinguishers being copied overseas and sold with unauthorized manufacturers nameplates, logos and even UL Labels. Some of these “knock offs” are finding their way onto U. S. Military installations and eventually back to the U. S.

The following is a list of things to look for to determine if the extinguisher is a real Amerex extinguisher or a “knock-off” based on current Amerex models:

(Continued on page 5)

Amerex Model Extinguisher Possible Counterfeit Extinguisher

Smooth deep draw cylinder with no welds on the body

3 piece cylinder with center circumference weld

Self-destruct UL nameplate w/”footballs” cut in

Silk screened or non-self-destruct nameplate

Clear anodized aluminum or stainless Steel handles/levers

Steel painted handles and levers

Hose has a UL Mark for “booster hose”, 250 PSI W.P.

No hose markings, plain rubber, No UL Label

Clear anodized aluminum or chrome plated brass valve

Satin or plain brass valve

Machined valve from bar stock (aluminum or brass)

Cast or forged valve, not machined

Large (bigger than a quarter) red gauge Small multi colored gauge

Gauge reads in both psi and kPa or bar Gauge only reads in kPa or bar

Gauge states what agent (i.e. “Dry Chemical On-ly”)

No agent statement on gauge

Bi-lingual (English Spanish or English French) label

English only label

Recharge instructions match agent label Recharge instructions do not match agent label

Individual serial numbers on UL label

One serial number used for multiple extinguish-ers

“Counterfeit” and “Fake” Extinguishers

an article by Craig Voelkert

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This is not by any means a comprehensive list. When in doubt, take a picture and send it to Amerex [email protected] or talk to your regional V.P. of Sales. Also, keep in mind that this list pertains only to new, commercially available Amerex extinguisher models. Older, genuine Amerex extinguishers may not meet all of the criteria – bi-lingual labels as an example. Consult with other manufacturers of fire extinguishers for guidelines on identifying “knock-off” or “counterfeit” extinguishers with their brand as Amerex extinguishers are not the only ones being counter-feited. Examine labels carefully, and if anything seems out of order, consult with the appropriate manufac-turer.

California Title 19 requires that all extinguishers sold and serviced in California have bona fide UL Labels. If you run across a counterfeit extinguisher, it should be reported to the CALSFMO. The following is an ex-ample of a counterfeit Amerex 1.25 lb. chrome plated extinguisher. The bars on the side of the nameplate suggest sodium bicarbonate agent but the pictograph use codes say it is good for A, B and C fires. A close inspection of the recharge instructions on the nameplate say to recharge with 1 lb. of Pyro Chem ABC 75 dry chemical.

By taking just a few seconds to make sure that you know what you are servicing could prevent you from making a big mistake and leaving one of these counterfeit extinguishers in service – with your tag on it.

(Continued from page 4) Price at the pump

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Scenes from the 2012 Annual

Meeting

A beautiful Day for Golf

Show me the money, Cash Door Prize

Darrell & his other brother Darrell

CALSAFE Panel Discussion

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PAGE 7

Chief Tonya Hoover Keynote Speaker Monica Zech

Speaker Dave Bacca Edie Wade and Chris Gilbert

Mike Reeser and President Randy Dysart

Speaker James Parsegian OFSM

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CALSAFE ANNUAL MEETING

SPONSOR PRIZE WINNER CSI Lowes Gift Card Kirk Hartunian

Lowes Gift Card Mike Hartunian

Amerex Visa Gift Card Lori Dysart

Visa Gift Card Don Baldaseroni

Visa Gift Card Daniel Borschart

Visa Gift Card Darrell Harguth

Visa Card John Cutler

Amerex Chrome BC Ext Mike Hartunian

Amerex Chrome Halotron Mike Hartunian

Amerex Water Ext Eric Rossini

Amerex K Class Ext Don Baldaseroni

Badger/Kidde Amazon Gift Card Ron Montanio

Amazon Gift Card Julie Montanio

Remtec Custom Golf Club & Balls Phillip Bailey

2 Dozen Titleist Golf Balls Denise Sexton

Tyco/Ansul Chrome Fire Ext Ron Montanio

Chrome Fire Ext Jared Barney

Al Minacola Ins Home Depot Gift Card Kelly Maderos

Home Depot Gift Card Steve Nauert

H3R Kindle Fire Dave Bergman

Kindle Fire Linda Barnes

Brooks Equipment AMC Gift Card and John Cutler

Papa John’s Gift Card Frank Gardner

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SPONSOR PRIZE WINNER Oxarc Visa Gift Card Don Balsaseroni

Visa Gift Card Nigel Golding

JL Industries/Avatar Lowe’s Gift Card Unsure

Claim Jumper Card Art Montanio

Wesco Power Beats Nigel Golding

Kindle Fire HD Linda Barnes

Getz Manufacturing Getz Store Credit Phillip Bentley

Getz Store Credit Ron Montanio

AMPAC $100 Cash/Maglite John Cutler

$100 Cash/Maglite Phillip Bentley

L & J Fire L & J Store Credit Art Montanio, Sr.

L & J Store Credit Paul LaMarche

Buckeye Fire AMC Gift Card Don Baldaseroni

Chevron Gift Card Paul LaMarche

Outback Gift Card Frank Barney

Getz Innovators Am Express Gift Card Darrell Harguth

Am Express Gift Card Denise Sexton

CALSAFE $100 Cash Mike Hartunian

$200 Cash Frank Gardner

$300 Cash Yvonne Mydland

Grand Prize – Weekend stay at 5 Star Victorian Bed and Break-fast, Jamul Haven Won by Art Montanio, Sr

DOOR PRIZE WINNERS

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Special thanks to the Vendors that support CALSAFE we appreciate

everything you do for us.

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The test of a professional is whether his or her output is usable. Professional work is accurate, reliable, timely, and responsive to the requirements of the task at hand. A professional produces exactly what is needed. This creates the conditions for those who rely on the results of that work to be successful in their own endeavors. The thrilling majesty of the musical feast that brings tears to the eyes of many spectators listening to a symphony orchestra, a company of fifty or more professional musicians, is made possible by the quality of the fine professionally crafted instruments they are playing. The finest blade forged by the greatest master blade smith is no more effective in the hands of an amateur than a length of rusty pipe. Similar weapons wielded by small bands of professional martial artists have cut down hordes of invaders in defense of a village or stronghold.

We expect the work of those who practice the professions, medical doctors, lawyers, accountants, and engineers for example, to be flawless. When we access their services we put our lives and fortunes in their hands. However, we depend on many other critical services that are performed by highly skilled individuals, extensively trained in their field, closely adhering to accepted best practices, with the highest attention to accuracy and quality assurance. Professionalism is essential in the fields of public safety, building construction, education, operation of large or sophisticated machinery or equipment, and the facilitations of all sorts of commercial activities including sales, investment, insurance, and finance.

Fire is an ever present threat. It has wrought more destruction on lives, property, and cultural heritage than any other force we know of. When fire breaks out in the home, the office, the factory, or the for-est, unless prepared and trained individuals immediately take the proper set of actions specifically pre-scribed for the facility or location, to notify and evacuate the occupants, as well apply the tools provided to suppress or extinguish the fire in a safe and effective manner while it is still in the small initial stage, the result will usually be devastating. The outcome will always be uncertain, even with the best training utilizing a well designed plan. When humans must bravely take personal action to save themselves, their family, friends, and property from fire, our greatest hope is that they will be equipped with a portable fire extinguisher that has been professionally installed, inspected, and serviced by a professional fire ex-tinguisher service technician. If the time comes when you suddenly must stand and face the emergency of a building fire, we want you to have the confidence that comes from knowing you are properly trained and equipped with a reliable and effective tool, a portable fire extinguisher.

Professionalism

an article by Neville Thockmorton

NOMINATIONS ARE OPEN FOR TWO BOARD POSITIONS

THE NORTHERN DIRECTOR (3 year)

DIRECTOR AT LARGE (2 year) (must come from either the Northern or Central Section)

Self Nominations are Encouraged Nominations close November 30th.

Fax nomination to: 559-314-6241 email to: [email protected] mail to: 2691 S East Ave Fresno, CA

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It is in the Text of Regulation document where you will find the actual wording that is being pro-posed. This is done by showing the section and the current wording. Any new wording is un-derlined and any removed wording has strike outs. In some cases there may only be one word that is stricken or added but the entire text of the section is still shown. This is what OAL (Office of Administrative Law) requires for their review.

The last document that is shown is the ISOR which is the Initial Statement Of Reason. This doc-

ument again highlights each section that is being changed or added and not only gives a brief description of the changes but also has information as to its necessity or reason. This can give you more insight as to why there is a need for the change. For some it may be to simply up-date references or names and for others the necessity may be very involved defining a specific problem or safety issues that is being addressed.

The following are some of what we consider the more significant changes that you may want

to focus on: 557.13 (b) Master Gauge. This the definition section where Master Gauge was added as a new

definition and section 594.3 (a)(5) mandates where a Master Gauge is used. The definition in-cludes the fact that it has be kept in calibration so it can be used as a calibration device. 594.3 states that the test gauge of the low pressure hydrostatic test equipment is to be checked quar-terly by this Master Gauge. It also states that this is to be recorded and maintained for 13 years.

567(l) This section now defines under what conditions that wheeled fire extinguishers are to be used. 573 (d) This section will mandate the posting of a placard stating that the system is to be acti-

vated prior to using the extinguishers in Commercial Cooking Operations. 575.3 (a) EXCEPTION: The exception for annual internal examination now includes stored

pressure dry chemical or dry powder extinguishers that require a 5 year hydrostatic test. The existing wording reads those that require a 12 year hydrostatic test so all of these extinguishers that were located on vehicles and therefore required a 5 year hydro had to be torn down annu-ally. With this change stored pressure dry chemical or dry powder extinguishers on vehicles will only be required to be torn down every 5 years when the hydrostatic test is due.

Pressure Water and Water Mist extinguishers have also been added to this exception so nei-ther would require annual tear down.

575.3 (g) Adds a new requirement to uncoil and examine wheel unit hoses annually.

(Continued from page 1)

(Continued on page 13)

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577.2 Several extinguisher types have been added to the obsolete list. Some new to the list

are: AFF extinguishers that used a solid charge rather than the premix. Pressurized Waters that are pre 1971. All stored pressure type pre 1955 as well as those with fiberglass shells (pre 1976). Extinguishers with odd B ratings. 4B 6B 8B 12B and 16B. The major addition is Dry chemical, stored pressure extinguishers manufactured prior to

October 1984. This does not include Wheeled Units and they are to be removed from ser-vice at the time of their next 6year maintenance or hydrostatic test, whichever comes first.

592.2 (a) and (b)(3) now include a requirement for wheel unit accessory high and low pres-sure hose testing.

594.4 (b)(4) This change will require all hoses on portable fire extinguishers be removed pri-or to its low pressure hydrostatic test.

594.5(c)(4) Requires that the test log of low pressure hydrostatic tests be kept available for 13 years.

595.7(a)(7) limits that type work that a “L” limited license can perform to only external an-

nual maintenance of all fire extinguishers. 596(a) Includes a statement that nothing can be attached to the front of an approved tag,

collar or label installed on a portable fire extinguisher. 596(c)(1) EXCEPTION CO2 type extinguishers have been added to Cartridge Operated

extinguisher that do not require a verification of service Collar.

These are not all of the changes, we have only attempted to list some of the more significant ones. It would be in your best interest to read the whole document.

If you have any comments regarding any of regulation changes you can submit those to the

State Fire Marshal by email ([email protected]) or Fax (916-445-8459, or by mail to Office of the State Fire Marshal P.O. Box 944246 Sacramento, CA 94244 and mark to the attention of Diane Arend, Senior Deputy State Fire Marshal. The comment period is open until December 17th. Baring any significant comments that will require additional time these could go into effect as early as the first of the year. We will keep you informed.

(Continued from page 12)

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Proposed Regulation on

“Exchange Extinguishers”

At the Annual Meeting we made the attendees aware of language that has been pro-posed to the State Fire Mar-shal’s office on Extinguisher Exchanges or as sometimes to as “swaps”. The SFM tasked the FE advisory com-mittee to return with lan-guage to make the practice of exchanging extinguishers illegal. The office recognizes that there have been legiti-mate business practices that utilize extinguisher exchang-es as part of its program that has been being conducted above board with the extin-guisher owner’s full knowledge and approval. There are on the other hand a number of companies that have been swapping out newer extinguishers with older extinguishers in poor condition for the opportuni-ty to sale the better extin-guisher's down the road all without customer consent. The language includes the following items:

A definition for exchange which is the removal of a portable fire extinguisher that requires service in place of a portable extinguisher that has all of the required services.

A definition for used fire

extinguishers which is any extinguisher sold two years after its manufacture date. It also includes any refur-bished, repaired and or re-conditioned extinguisher.

560.6 will state that the exchanges of portable fire extinguishers are not al-lowed.

There will be a new sec-tion addressing the sale of used portable extinguishers. It will require the extin-guisher to meet 10 different points of qualification be-fore it can be sold. Those include:

An internal maintenance within the previous month

Not due for hydro before the next 6 year

Include a owner’s manual

Be proper type and rating for hazard

Installed on proper brack-et

Pre-authorized by owner

Only done by C of R holder working for Licensed Concern

Annual Maintenance per-

formed and taged on site

Must be sold from a properly defined service vehicle or li-censed concern facility

Another new section would be added under 575.1 maintenance in which would require that any fire extinguisher removed for service must be replaced by a temporary extinguisher (loaner) suitable for the hazard and of equal rating to the extinguisher that was removed. The replace-ment extinguisher is to have the word “Loaner” on the back of its annual maintenance tag and the customers original extin-guisher must be returned within 60 days. This will also require documentation to be left with the customer that contains the reason for the removal, the date it was removed, the serial num-ber of the removed extinguisher, the signature of the owner, the Concern name that removed it, their license number, the C of R holder’s name who removed it along with their C of R number. The same requirements are be-ing added to 591.5 for when an extinguisher is removed for hy-dro testing.

At the annual meeting this topic (Continued on page 15)

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seem to cause a lot of ques-tion and concerns. Once this language has progressed to where it is being sent forward for public comment we will

(Continued from page 14) Class K Hazardous? immediately notify you so you can have the opportuni-ty to voice your concerns and questions. At this point the wording is only pro-posed and may still be al-tered, changed or aban-

doned within the OFSM office before it is put out for public comment. You can see addition-al information on this on our website.

Word Search Key for puzzle on pg 3

H A P P Y H O L I D A Y S T O A L L

Did you catch this Notice on the Website? Or did you get this Alert in the mail? You can go to the website to read all about it. The short version is

that Dave Bacca in his presentation at the Annual Meeting included a letter from DOT that brought into question

the continued transportation of the fire extinguishers that used 4B cylinders manufactured by Amerex under a now expired Special Permit. This raised a great deal of concern and question regarding what should be done with these 4B cylinders. Since the meeting CALSAFE has been in communication with Fred Goodnight of Amerex and Fred in turn has been in communication with Dave Bacca. The result is that Fred and Amerex have made the deci-sion to have UL reinstate the Special Permit so that there will not be any questions regarding the continued service and transport of their extinguishers that used the 4B DOT spec cylinder. As we hear more on this development we will keep you informed.

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In the world of fire protection selling, like in so many other sectors of our life, the words we use can have a dramatic effect the results hoping to achieve. Words are so very important because they paint vivid men-tal pictures in the mind of the hearer. For example if I say the word VOMIT, you get the picture! It is not a very positive mental image is it? In the business world we want to be sure that the words we use in the selling process are ones that help to move the sale forward toward a positive conclusion, not negative words that stall or hinder the outcome of the sale.

Some words commonly used in the fire protection sales process that are words which can actually fright-en people and may even cost the seller the business.

SIGN Do you ask your customers to sign things for you – a delivery ticket, service form or contract of some kind? If so, stop that! Think about that word. What were your parents warning to you re-garding the signing of things? “Don’t you sign anything!” they warned you, right?. The word signing is often subliminally associated with a long term commitment that is nearly impossible to get out of . We hear of people who sign their life away when they purchase a home or a car or become involved in a fi-nancially significant purchase.

So if the word sign is so anxiety-producing, is there a better one to use? Most definitely. When the time comes to get the customer to put his / her name on your document, simply ask them to OK it. Peo-ple are subconsciously more comfortable with OKing something rather than signing it.

CONTRACT If you get involved with a contract and wish to get out of it, who must you hire? That’s right, an attorney! Yikes! No one wants to have to do that! Contracts are binding. Contracts are expensive. Contracts protect the seller and take advantage of the buyer from most prospective custom-er’s vantage point. The buying public has bad feels about contracts alright. So, rather than refer to that document as a contract, why not simply call it THE PAPERWORK. “Mr. Jones if there are no further questions, just go ahead and OK the PAPERWORK for me and I will arrange with the tech-nician to begin the inspection next week…”

SELL If you think about it, people do not actually like to buy things. The process of buying requires that we remove our hard-earned money from our pockets and hand it to a stranger. We do not like to buy things and we sure do not like to be sold things! “Mr. Brown, if I can just sell you a twenty pound ABC extinguisher for this part of the warehouse, you will be all set!” “If I can just sell you”? Oh no . . . please . . . not that!

A term much more acceptable to Mr. Brown’s ears would be the term “get set-up-with” “Mr. Brown, I can get you SET-UP-WITH a twenty pound ABC for this part of the warehouse and you will be all set”. Now that is more like it. Get people set-up with your fine fire protection products . . . don’t sell them!

Fire Protection Professional: Watch Your Language!

An article by Bruce Carter

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Now, if rather than an actual product, you are selling service, the preferred term to use is GET IN-VOLVED WITH. We do not tell people that we are going to sell them on our service but instead will get them involved with it. . If I am in the process of presenting my fire protection company’s prod-ucts and services to a prospective new customer, I would simply say, “Mrs. Johnson, when I get you involved with our excellent service, you will appreciate the difference immediately”.

PITCH The word pitch should only refer to the process of throwing a baseball over home plate or tossing old newspapers in the trash. In the world of selling a pitch is something the buyer should be wary of!

A much more positive mental picture is formed of the word PRESENTATION. A sales presentation has value, is delivered honestly and is interesting. A pitch tells the buyer he’d best grab his wallet and run for the door!

In addition to alleviating some of the fear-causing words from our sales vocabulary, it is also a good idea to blend in a few ”glamour words” as well What is a glamour word you ask? Let me answer your question with a few questions.

Which is more valuable, a watch . . . or a time piece?

How about a pair of shoes . . . or footwear?

What about a house . . . or a home?

A used car . . . or a pre-owned automobile?

Get the idea? In your everyday dialogue with your fire protection customers why not blend in some good, value-enhancing “glamour words” as well.

Rather than referring it to simply . . . the shop . . . call it your service center.

Never say that you are here simply to tag the fire extinguishers. Instead let the customer know that you are at his facility to perform the annual service.

A used fire extinguisher cannot be worth much. A piece of reconditioned or refurbished equip-ment is certainly worth a higher price tag.

Likewise, your recharge truck should always be referred-to as your mobile service vehicle.

It is true. Words paint vivid mental pictures. So, my fire protection selling friends: WATCH YOUR LANGUAGE! Be sure that when you are dealing with your customers you are painting for them a men-tal image worthy of the outstanding products and services that you deliver. Avoiding those worri-some / fear-causing words and words of low value and why not go ahead and sprinkle an amply amount of glamour words in your dialog with those valuable customers.

Bruce Carter is the president of North American Fire Sales a training organization specializing exclusively in the fire and life safety industry offering:

In-house sales and customer service training seminars

In-The-Field technician and sales rep training

Association and corporate Keynote presentations

Fire protection business consulting

www.nafiresales.com

Page 18: 2012 Newsletter vol 4. Nov - CalSafecalsafe.com/files/9714/3078/1904/2012_Vol4.pdf · PAGE 2 CALSAFE NEWS & NOTES Hello CALSAFE, WOW the Annual Meeting was one of our livelier. We

California Association of LifeSafety and Fire Equipment

How to reach your local Board Member OFFICERS

PRESIDENT

Randy Dysart

Jorgensen Co.

Rancho Cordova, CA

(916) 852-4130

SECRETARY

Edie Wade

Brooks Equipment Company

Hampton, GA (626) 827-2872

VICE PRESIDENT (PAST PRESIDENT)/TREASURER

Darrell Hefley

Jorgensen Co.

Fresno, CA

(559) 268-6241

VICE PRESIDENT (PAST PRESIDENT)

Chris Hoiland

Orange County Fire Protection

Orange, CA

(714) 974-9025 VICE PRESIDENT (PAST PRESIDENT)

Mike Brand

Brandco

Bakersfield, CA

(661) 322-6001

GENERAL BOARD MEMBERS

NORTHERN DIRECTOR Kim Golding Arrow Fire Protection Co. Fremont, CA (510) 791-1113

CENTRAL DIRECTOR Chris Gilbert

FireMaster Burlingame, CA (530) 624-0145 SOUTHERN DIRECTOR

Allen Quirk Paraclete Fire Safety Brea, CA (714) 577-5779

DIRECTOR AT LARGE Michael Reeser Santa Rosa Fire Santa Rosa, CA (707) 546-0797

DIRECTOR AT LARGE Scott Marx Marx Bros. Fire Extinguisher Co.

Los Angeles, CA

(323) 267-6954

BOARD ADVISORS

Darrell Harguth

Neville Throckmorton

We’re on the Web!

http://www.CALSAFE.com