JUNE 13 - Sweeping

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JUNE 13 SWEEPING 1

Sweeping: The Journal of Chimney and Venting Technology (ISSN# 1041-

6692) is published 11 times annually, by the National Chimney Sweep Guild,

2155 Commercial Drive, Plainfield, IN 46168.

Annual dues to the National Chimney Sweep Guild are $459 for Voting

Member Companies and $689 for Supplier Member Companies, of which

$80 goes toward a subscription to Sweeping: The Journal of Chimney and

Venting Technology. Additional annual subscriptions are available for $80 by

contacting the National Chimney Sweep Guild at the office of publication

(NCSG, 2155 Commercial Drive, Plainfield, IN 46168).

POSTMASTER: Send address changes to:

Sweeping: The Journal of Chimney and Venting Technology

National Chimney Sweep Guild

2155 Commercial Drive

Plainfield, IN 46168

June 2013 Volume 37 #5

Features

Table of Contents

Departments

P.29

P.24

P.14

3 Moving Forward

6 Editor’s Letter

8 Industry Watch

9 Sweeps Advantage Coupons

10 The Coach’s Corner

18 New NCSG Members

23 Progressive Perks

28 Dates & Events

29 Perspective

31 Darwin Awards

31 Display Ad Index

32 Classifieds

12 10 Marketing Essentials Every Business Should Know by Heart

14 NCSG Innovation 2013 Recap

24 Highlights from NCSG’s First Ten Years

2 SWEEPING JUNE 13

ResourcePage

TECHNICAL ADVISORY COUNCIL

Chris Prior Masonry Construction and Restoration and Priorfire

Fireboxes 317-203-0088 x: 2

Jim Brewer Gas Venting and NFPA 54

317-203-0088 x: 3

John Pilger Oil Flue Sizing, Relining or NFPA 31

317-203-0088 x: 4

Randy Brooks IRC, NFPA 211 or Customer Communications

317-203-0088 x: 5

Bart Ogden Stainless Steel Lining, Video Scanning and Narrative

Report Writing 317-203-0088 x: 6

Fred Joy Installation and Venting of Pellet Stoves

317-203-0088 x: 7

Jay Walker Dryer Vents

317-203-0088 x: 8

Rett RasmussenVented and Vent Free Gas Logs and Controls

317-203-0088 x: 9

Rich Martinez Dryer Vents or Masonry

317-203-0088 x: *

Rich Rua General Sweeping or Relining

317-203-0088 x: 0

Committee Chairs and Task Forces for 2013-2014

BylawsJeremy Biswell(913) 236-7141

[email protected]

Convention Site SelectionDiane Pilger

(631) [email protected]

Ethics Mark Stoner


GovernanceJay Walker


Government AffairsPhil Mitchell


International Relations

John Pilger(631) 863-2460

[email protected]

Long Range Planning Jeremy Biswell(913) 236-7141

[email protected]

Membership Bob Ferrari


NFPA 211 RepresentativeRandy Brooks(805) 646-8961

[email protected]

NFPA 31 RepresentativeJohn Pilger


NFPA 54 Jim Brewer


Technical Advisory CouncilMichael Segerstrom


ADVERTISING RATES for Sweeping: The Journal of Chimney & Venting Technology may be obtained by contacting Malisa Minetree at (317) 815-4688 or [email protected]

President, At-LargeDiane Pilger(631) 863-2460

[email protected]

Vice President, At-Large Jeremy Biswell(913) 236-7141

[email protected]

Treasurer, Region 2 Bob Fleer


Secretary, At-Large Fred Joy


Region 1 Phil Mitchell(603)659-7776

[email protected]

Region 3 Ron Rust


Region 4

Ken Hoelscher(937) 833-0505

[email protected]

Region 5 Jasper Drengler

(715) 304-8934 [email protected]

Region 6

Bob Ferrari(530) 941-5818

[email protected]

At-Large DirectorGregg Boss


Supplier RepresentativeEdmund Poplawski


NCSG BOARD OF DIRECTORS 2013-2014

Interim Executive DirectorAshley Eldridge, COI, CPP

Director of Education [email protected]

Melissa Heeke, CAE Director of Communications &

Marketing [email protected]

Candice Bradbury Director of Finance

[email protected]

Megan McMahon Office Manager

[email protected]

Debbie Cornelius Membership Development

Coordinator [email protected]

Donna Lee Kasmer CSIA Certification Coordinator

[email protected]

Sharon AndersonProgram [email protected]

STAFF

2155 Commercial Drive Plainfield, IN 46168

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

NCSG encourages industry partners to submit press release and articles to Melissa Heeke, Sweeping Editor at [email protected]. Submissions should contain items of interest or importance to the chimney and venting industry. Submissions should not contain direct solicitations, prices, or a call to action on the part of our readers. Submissions may contain images or artwork attached in a .jpg format.

In all cases, NCSG reserves the right to edit submissions to fit space limitations, keep the release and publish at a later date, or refuse to publish the release for any reason. Neither publishing, nor refusing to publish the submission should be considered a statement of NCSG’s opinion regarding the release.

NCSG further reserves the right to reject at any time any advertising determined not to be in keeping with the publications’ standards. Acceptance of advertising by Sweeping magazine does not necessarily constitute endorsement of products or services advertised. NCSG does not make any effort to review or substantiate claims made by advertisers.

© 2013 National Chimney Sweep Guild, 2155 Commercial Drive, Plainfield, IN 46168 (317) 837-1500

NATIONAL CHIMNEY SWEEP GUILD

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

To contact any member of the Technical Advisory Council, please call (317) 203-0088 and select the extension for the person who is best qualified to answer your question:

JUNE 13 SWEEPING 3

DIANE PILGERNCSG PRESIDENT Report

President’s

his is my first President’s report and I am honored

to be President of the NCSG. Many of you were at

the NCSG Innovation 2013 Convention and Trade

Show in Branson and what a convention it was.

The Trade Show was sold out and attendance was

great. I would like to thank all the sponsors, volunteers, my

Board of Directors and our professional and volunteer staff. All

did a wonderful job.

Congratulations go out to Randy Brooks of Brooks Chimney

Sweeping in Ojai, CA, on being awarded the NCSG President’s

Award and to Blume The Merry Sweep in Greenville, SC as

recipient of the NCSG Friendship

Award. Congratulations also to

Rich Rua of A Traditional Sweep in

Portsmouth, RI for being awarded

CSIA’s Don Leavitt Education Award.

Thanks to Jim Gilliam and SNEWS

for sponsoring the 7th Annual Pete

Luter Innovation Awards program.

The judges had a hard decision but

SaverSystems Paint and Peel Fireplace

Cleaner was the winner. Runner-up was

Fireside Distributors - Sweep America,

Your Fireplace Store Sales Tool. Thank

you to all who participated in the

program for your submissions and the

judges for their time and consideration.

If you were unable to attend the NCSG

convention, you can relive some of the

memories in this month’s issue. You can

also view many pictures online. Just go

to NCSG’s Facebook page. Blume, the

NCSG’s convention photographer, and a

host of others contributed many photos

and comments to keep those at home

updated and informed. Next year NCSG

Innovation 2014 will be in Columbus, Ohio, March 19 – 22,

2014. Save the date!

There are many things happening in the organization. Our

membership committee is working hard on an outreach program

to potential members. They are also working on an outreach

program to all state guilds. The membership committee has

developed a recruitment video, which is available for state guilds

to use at their events. It is also available at NCSG’s YouTube

page at www.youtube.com/NCSGhq. There is a renewed

interest in the state guild presidents page on Facebook and we

welcome state guild leadership to request an invite to join the

T

4 SWEEPING JUNE 13

conversation. NCSG also has a new mobile app. The mobile

app was built to be easily-accessed from your smartphone. to

allow members to access the many areas of the NCSG website

including the Installation Manual library, an industry calendar

of events, member benefits and codes, etc. Enter m.NCSG.org

in your smartphone’s internet browser to access the mobile app.

Many state guilds are hosting or sponsoring events across the

country this spring and summer. Take time to check the back

of this issue of Sweeping, visit www.NCSG.org/events, check

out the calendar on the mobile app or look for the Educational

Dates and Events posted on the NCSG Discussion List (another

member benefit) each week.

Our History Project, which NCSG Director Bob Fleer has taken

on, could use your input and help. Scan, email or forward any

pictures, stories or interesting historical information to him

at [email protected]. NCSG is trying to capture our history

through pictures, stories and articles to help preserve our history

now before we all forget and it is lost forever. If you have any

questions regarding the history project, please send Bob an

e-mail at [email protected] or [email protected].

As many of you know, Executive Director Mark McSweeney has

left our organization for a new position with another association.

We wish him all the best. A transition and search committee has

been formed and is in the process of finding a new Executive

Director to lead the organization’s operations. They are working

together to find the best candidate to fill the position.

By the time you read this I will have returned from a trip to

Germany and Romania. My husband John and I were invited by

ASFOCH – The Romanian Chimney Sweepers, Chimney Builders

and Stove Builders Association, to participate in the Romanian

Chimney Sweeper’s Day at the end of May. We will be traveling

from Germany to Romania with our good friends from Germany

Andreas and Silvana Gartner on this goodwill mission. The

Romanians are looking at us for experience and new ideas about

running day-by–day sweeping jobs. They are also looking for

guidance as they are trying to build a fair and stable market for

chimney sweeps in Romania.

Diane Pilger

NCSG President

www.olympiachimney.com • Phone: 1-800-569-1425

OLYMPIA CHIMNEY SUPPLY HAS ACQUIRED WHITECAPS... BRINGING HIGH QUALITY CAPS TO OUR AWARD WINNING CHIMNEY SOLUTIONS.

6 SWEEPING JUNE 13

Happy New Year!

No, I haven’t completely lost it. This month’s issue opens

a new governance year for the National Chimney Sweep

Guild. Our 2013-2014 Board of Directors was sworn in at

the NCSG Innovation 2013 convention in Branson in April

and they’re ready to get started with their new duties and

responsibilities. (Since convention, they have already met for

a strategic planning meeting!) This month features the first of

many columns from your new president Diane Pilger of Chief

Chimney Services in Smithtown, NY.

This month’s issue also welcomes Taylor Hill of Spark Marketer

with the first of what we hope are many marketing articles

written with your chimney service company in mind. We also

welcome back Jerry Isenhour of Chimney & Venting Consultants

with a message about his perspective on change.

I hope that you are off to a fantastic start to your summer

season and that you’re preparing for the quick return of home

heating season. It will be here before you know it!

All the best,

MELISSA HEEKE, CAENCSG DIRECTOR OF COMMUNICATIONS

Editor’sLetter

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8 SWEEPING JUNE 13

IndustryWatch

M&G DuraVent Obtains Approval for Bosch Thermotechnology’s Greentherm Series, Models C 950 ES and C 1050 ES, and Therm C1210 ES and C1210 ESC for use with Concentric PolyPro

Vacaville, CA – M&G DuraVent announced on April 1, 2013

that it has obtained a key approval for PolyPro Venting

Systems. Bosch Thermotechnology has now approved PolyPro

Concentric for their new gas tankless water heater Greentherm

Series, Models C 950 ES and C 1050 ES and for Therm C

1210 ES and C 1210 ESC. Polypropylene venting provides the

simplest and quickest venting option possible for a condensing

tankless unit.

The Greentherm Series is approved for three new

Polypropylene (PP) venting systems: concentric up and out,

twin pipe, and common venting of up to four appliances.

Bosch provides complete venting kits for each approved

venting systems.

In addition to Greentherm C 950 ES and C 1050 ES, Bosch has

also approved PP venting for condensing cascades for models

ThermC 1210 ES and C 1210 ESC. Bosch’s common venting kits

are offered either side by side or back to back configurations,

allowing for a single vent pipe for all units.

PolyPro is an engineered system specifically designed for

venting heating appliances. Gasketed joints require no primers

or adhesives and easily assemble in seconds with just a splash

of water. Terminations are designed for superior performance

in poor environmental conditions. PolyPro is tested and listed

to the ULC S636 standard in Canada and rated as a Class IIA,

IIB, and IIC vent system. PolyPro offers the only double-wall

polypropylene flex in the U.S., making it durable for relining

masonry chimneys, factory-built chimneys, and useful for

relining B-vent pipe when retrofitting it to use as a chase.

PolyPro is superior in performance and easier to install than

PVC or CPVC pipe, which were designed for irrigation, not

venting. PolyPro has been successfully venting appliances in

Europe for over 15 years.

Industry Watch PolicyNCSG encourages industry partners to submit press releases to Melissa Heeke, Sweeping: The Journal of Chimney & Venting Technology editor, via email at [email protected]. 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.

Olympia Chimney Supply Acquires Whitecaps

Olympia Chimney Supply, Inc., Scranton, PA is proud to

announce the acquisition of Whitecaps, Monroe, NC on April 1,

2013.

Olympia Chimney Supply has been supplying venting products

to the Hearth & Chimney Sweep markets since 1999. While

Olympia has become synonymous with chimney liners,

components and venting products, it has gained market

recognition for its extensive selection of chimney caps. Olympia

feels that by acquiring Whitecaps, it will enhance its product

offering by choosing a company that already has a renowned

reputation for quality and craftsmanship. In addition to

expanding its selection of chimney caps, Olympia will now be in

a position to better serve the Southeastern region of the United

States by having a distribution center in Monroe, NC. To enhance

that service level, Olympia Chimney Supply has added Drew

Stein to its family as the Regional Sales Representative for the

Southeast region.

“This is an exciting time for both Olympia Chimney Supply

and Whitecaps. The product fit is unsurpassed and nicely

compliments one another. In addition, assuming ownership of

Whitecaps’ Monroe, NC warehouse provides Olympia with the

advantage of servicing the entire East Coast with a one-day

ship point. Olympia is also very excited to make the reputable

and respected Whitecap brand synonymous with the entire line

of Olympia chimney caps,” commented Scott Brickel, CEO of

Olympia Chimney Supply.

The 2012 – 2013 offers are available in the “Members Only” section of the NCSG website at www.NCSG.org.

These coupons will be good until June 30, 2013.

These are just a few of the many offers available to you as a member of the National Chimney Sweep Guild. Visit www.NCSG.org to

learn more and to start saving!

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PUT YOUR NAME ON THIS PAGE and be recognized each month as a Supplier Member participant of the 2013-2014 Sweeps Advantage Coupon Program.

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JUNE 13 SWEEPING 9

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10 SWEEPING JUNE 13

Is Change Good, Or Is Change Inevitable

BY JERRY ISENHOUR OF CHIMNEY & VENTING

CONSULTANTS IN CONCORD, NCCoach’s Corner

The

As I read through the last issue of Sweeping

magazine I was drawn to read the article written

by Mark McSweeney, his last as the Executive

Director of the NCSG and CSIA. In it Mark was

reflecting back over his tenure in that position. The last 10 years

has certainly been a time of change, and looking at over my

own over- 30 years in this industry, the change is remarkable.

Hence the name of this article.

I remember the day in 2003 when I announced to the Board of

Directors that I felt my time as the President of the two groups

was coming to a close. I said that it was time for a change and

that change was good. An important point was made at that

meeting by one of the board members that also struck me. He

added that CHANGE IS INEVITABLE. The question, of course,

is how do we handle change and how do we direct the change

so that it does not deter us from realizing our dreams. The key

to accomplishing that lies in our willingness to accept change,

even embrace it, so we can direct it for the best outcome.

The matter of change was further brought to me recently as

I attended the NCSG convention in Branson MO. I watched,

I listened and I learned as I observed the members of the

industry at this event. I couldn’t help but recall my earlier days

at conventions such as this and the discussions of those earlier

times. But now I constantly see the signs of the maturing of the

venting industry. I watch now with a certain pride as so many

chimney professionals, my colleagues, have really delved into

ways to make their companies successful, to step up to the plate

and to make their businesses truly deliver their dreams. This is

true even though their dreams may change and alter, as they

inevitably do, as we age and mature. Our business models are

no different and just like us they will age and mature.

Rob Lindemann said some things at the convention that stuck

with me. He said, “The customer contracts with us to come to

their home and they are prepared to spend a couple hundred

dollars. Once we arrive they commonly find out it is going to

cost them thousands to give them what they thought they had

before they ever called us”. And this does so accurately describe

the work of a chimney service technician in the year 2013

and beyond. This does not make us bad, nor should it detract

from our mission as a business owner. This is our role and our

method of operation.

The maturity I see exhibited is remarkable for an industry

that only a few short years ago was an oddity, a lark. I can

recall when our biggest public relations stunts may well have

been dancing on a rooftop, or handing out red pieces to

cloth we pulled from the fireplace to small children showing

them evidence that Santa had been there. Who among us will

remember when David and Dee Stoll got their publicity at the

Sears Tower in Chicago many years ago? Likely a few of us still

remember. But not everyone will, as we are sadly losing track

of much of our industry’s history. This is one of the sad parts of

change. One must look to the future, but one also must never

forget their path or the roads that they have traveled.

But alas, change is truly inevitable, as my friend said that day.

Change will occur. Look at your own business model. Has it

matured? Has it changed? Does it even resemble the business

model you may have had a few short years ago? Likely the

changes will be very apparent. Others will be minute, but they

are an important part of the change cycle you have undergone.

I write this article at a time where there are numerous chimney

service training opportunities available on the same day, with

different intents, in various sections of the country. That itself is

a huge tell as to the level of maturity in our industry. I look and

see so many people making larger and larger investments in

their company training, tooling, facilities, marketing and other

areas.

JUNE 13 SWEEPING 11

In my capacity as a business coach today I get to watch

individuals who are gearing up to make their dreams happen,

no matter the challenges they face. More and more we are

seeking the tools to empower ourselves that when walls block

our path, the business owner of today will find a way to scale

the wall, to go around the wall, or, if needed, simply remove

the wall.

All in all it is an excellent feeling for me to see these changes

as I review the landscape of my chosen industry. It gives me a

deep feeling of satisfaction as I see us all constantly striving to

acquire the knowledge and learn the skills we need to move

forward, to overcome obstacles, to rise to the occasion, to do

whatever it takes to reach our goals. It reveals the heart and

soul of our industry and the character of those who have made

it strong, made it something we can all take pride in, made it a

viable and recognized part of the landscape of North America.

So as the article started, CHANGE IS GOOD, but the true winner

will realize that CHANGE IS INEVITABLE, we must adapt to it,

accept it and profit from it. The results of this will be found in

our dreams landing squarely in our laps, where we will have the

perfect day over and over, the perfect day which is the goal by

which we established the dreams we hold dear.

So challenge yourself if those dreams seem far away, challenge

yourself that no matter the obstacle, no matter the critter that

blocks our view and path, and no matter how small the bites of

the elephant are that we have to take, we will persevere and we

will absolutely reach our goals. Let us all pledge to accept the

very real fact that change will occur. And let us be determined

that we will view the change and that we will direct the changes

that we encounter to our greatest benefit. Make the inevitable

change a part of how you move to the next level.

Until next time, a phrase not heard often enough any longer,

SWEEPS LUCK TO EACH OF YOU!

About the Author: Jerry Isenhour is an industry consultant,

educator and coach who authors a monthly article in Sweeping

as a service to the industry. For more information about Jerry

and how his team can assist you individually and your business

in your quest for success and your ascent to the next level, take

a look at his web site www.chimneyandventingconsultants.com

He can be contacted at jerry@chimneyandventingconsultants.

com or by phone at (704) 425-0217. You can also obtain

great business tips from his Facebook page Chimney & Venting

Consultants.

12 SWEEPING JUNE 13

s a successful small business marketer, I am

frequently asked about what the current

winning tools or tactics are for getting more

business, or beating out the competition. When

this kind of question gets asked, I have learned that I need to

stress a few fundamentals before I respond. I need to know

if I am talking to a business owner who understands how to

manage a business well, or if I am talking to someone who just

wants some easy shortcuts that will give him an edge for a few

months, but may risk blowing up his business in the long term.

I want to help people achieve their objectives, after all.

Is the heart of your business beating with these marketing

essentials?

For those who are interested in growing a durable, thriving

business, here are the basic elements every company should

have a handle on. Each one of these is a big deal, so be sure to

spend some time thinking about where your business is today

for each point.

1. A well-defined Brand (Logo or word mark, colors,

typeface, language and imagery) works in conjunction with

your marketing to tell your message in a compelling way for

one goal: so that your potential customers take action. People

who are referred to you by someone they trust won’t care if

your brand looks homemade or amateurish. But people who

are coming from a web search or an advertisement make snap

decisions based on professional presentation all the time. Don’t

be your worst enemy. Make sure your brand is up-to-date, crisp

and professional.

2. Solving a Problem should always be a part of your

marketing strategy. One of my favorite examples of knowing

what problem you are really solving is the guy buying a drill.

He’s not buying the drill just to have a drill, he solving a

problem; he needs a hole. The drill is just the means to that

end. Which do you really provide: clean chimneys or fire

protection?

3. Describing your Products and or Services is an

essential part of your marketing message. While this seems

elementary, go online in the chimney industry and see how

many “lists” of things like chimney sweeping, chimney repair,

chimney masonry, chimney relining, etc. there are without any

descriptions at all! This is an area where a little storytelling

could go a long, long way.

4. Know Your Competition. Know who they are, where

they work and who they advertise and market to. You never

know when you will find a lucrative place they are missing or

one they are doing well in that has some room for you.

5. Have Marketing and Sales Objectives, otherwise

known as goals. “I want more business” is not a goal. “I want

to increase new business by 20% in Cook County this year” is a

clear, measurable goal worthy of having and achieving.

6. Analyze and Review your Pricing. People buy from

you for a lot of reasons. Being the cheapest, the fastest, etc.

is not the reason most people purchase a product or service.

Trust and integrity far outweigh price alone. You will need to

figure out what your local market’s “pain point” is, because it is

different from region to region and state to state.

7. Define the Best Way to Sell your Product or Service in your area. This goes hand in hand with #8

because you may want to sell your services in a way that will

eat up your budget. That doesn’t mean that you shouldn’t sell

your services that way, but it does mean you are aware of the

financial dangers of selling it that way. An example of this

would be using Google AdWords indiscriminately, spending

money on high-cost clicks that do not convert into paying

customers, instead of fine-tuning your strategy and going after

higher-value customers on less costly pay-per-click terms.

8. Setting a Realistic Advertising Budget can be really

hard. There is a lot of pressure to make sure your schedule is

full of paying customers; otherwise the whole house of cards

10 Marketing Essentials Every Business Should Know by Heart

BY TAYLOR HILL, SPARK MARKETER

A

JUNE 13 SWEEPING 13

collapses. But simply throwing more money at advertising may

not solve the problem. Talking to others in the industry about

alternative methods of marketing can be invaluable when

making decisions for #7 and #8.

9. Know what Metrics to Track and which ones to ignore,

and then follow it. This one thing would save most businesses

countless wasted dollars and wasted hours pursuing the

wrong marketing strategies. Understanding what is meaningful

information and what is just noise is an art, and marketing

companies love to dazzle you with dashboards full of numbers

designed to impress. (Or maybe they are designed to hide the

really important but less-than-impressive numbers their systems

aren’t addressing.) Here’s a hint: a “conversion” or a “lead” for

your business means nothing if your cash register doesn’t ring

at the end of it. Get the information that tells you that, and

you’ll really know something.

10. Feedback from your customer, your marketing partners,

your employees and your peers are all important in the

marketing process. This information allows you to make

small changes and tweaks in your business because you are

getting valuable information regarding your business practices,

customer service, employee relations, etc. Without this piece,

you are making decisions in a vacuum, all alone. This is one of

the most dangerous places for any business to find itself. You

need feedback to grow and thrive.

So that’s it. The rest is just tools and tactics that either get the

job done or they don’t.

To know what works for your business, you must test measure

and evaluate. Don’t get caught up in chasing the latest whiz-

bang whatsits of the marketing world, thinking that there is

a shortcut to permanent success. There isn’t, and nothing is

permanent. Instead, decide what you want your business to

be, and then find the services, tools and tactics that move you

toward your goals and objectives.

My business partner Carter and I are looking forward to being

regular contributors to this column on marketing. Who knows,

maybe we will even talk about some really cool and sexy

bells and whistles along the way. But we have to start at the

beginning, with the essentials. Thanks for the opportunity to

share some thoughts with you, and here’s to continued growth

and success!

About the Author: Taylor Hill is smart about marketing and

about people. He is the Crew Chief at Spark Marketer where he

is in charge of sales, client relations and client on-boarding

and oversees all of the optimization process while keeping up

with the latest from Google and the other search engines.

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On April 4, Branson, Missouri mayor, the Honorable

Raeanne Presley welcomed 560 chimney professionals

for the NCSG Innovation 2013 convention and

tradeshow for four days of learning and networking.

The event kicked off with 117 Voting (service company

representatives) members in attendance at the annual

membership meeting. During the meeting, NCSG

President Diane Pilger welcomed guests from across the

United States, Canada, Scotland and Denmark.

After the membership meeting and the CSIA information

meeting, Jon Acuff, author of “Start: Punch Fear in the

Face, Escape Average and Do Work that Matters” and

“Quitter: Closing the Gap Between Your Day Job & Your

Dream Job” delivered the 2013 keynote address.

Thursday afternoon brought the start of four days

packed to the gills with education to advance the

business and technical skills of those in attendance.

Highlights include a hands-on masonry workshop

focused on efficient masonry fireplaces, tips for being

healthy at any age, an online marketing survival

session among dozens of exceptional sessions covering

everything from flashing to tracking leads to make the

most of your marketing efforts.

The NCSG Trade Show received rave reviews as 64

exhibitors demonstrated their newest products and

services. 2013 welcomed the return of the popular

Seek to Win! program rewarding those attendees who

visited each of the participating vendor booths. Many of

NCSG Innovation 2013 Recap

the exhibitors also graciously donated tradeshow items

to the CSIA Benefit Auction. This year’s auction raised

over $18,000 to benefit the Chimney Safety Institute of

America’s mission.

On Sunday, the convention experience came to a close

with a general session led by Fran Kick. During the

session, the participating attendees collaboratively

determined what they wanted to take back home to

implement. The Top 10 ideas ranked from the NCSG

Innovation 2013 closing keynote are:

1. 31 points= Leverage marketing and tracking

2. 31 points= Try to get out of debt in 3-4 years but find

an attainable goal of 3-7 to get completely out of debt.

Because with this economy, I don’t want to owe any

debt.

3. 29 points= I will study my rear off to be able to offer a

better service to our area. I will get certified to install

gas appliances.

4. 29 points= Kiss my wife

5. 28 points= Take my wife on a date and turn off my

phone and iPad. Because I don’t spend enough time

with her alone with 100% attention.

6. 28 points= Start the 5-minute power meeting workdays

to reinforce the employees.

7. 28 points= Five Minute Meeting every morning. Even if

it is just me.

8. 28 points= Be more punctual to raise my closing rates.

9. 28 points= Learn computers because I am ignorant.

10. 28 points= Video scan every flue I work on.

Then the group gathered on the lawn of the hotel for its

annual group photograph. Many thanks to Right Coast

Juan (aka Blume of Blume the Merry Sweep in Greenville,

SC) for capturing the group photo and also for serving

as the Guild’s official photographer for the duration

of the show.

The 2013 convention and trade show wrapped up on

Sunday evening with the annual banquet and awards

ceremony. CSIA President John Pilger awarded the

Don Leavitt Education Award to CSIA Instructor Rich Rua of

A Traditional Sweep in Portsmouth, RI. Unfortunately, Rich

wasn’t able to attend, so Mr. Pilger took a page from last year’s

national political campaign season and presented the award to

an “Invisible Rich Rua”.

Outgoing NCSG President Jay Walker awarded the NCSG

Friendship Award to Blume of The Merry Sweep in Greenville,

SC in honor of the many friendships he has formed and the

many conversations that he’s prompted on the NCSG Discussion

List. Past-President Randy Brooks of Brooks Chimney Sweeping

in Ojai, CA was awarded the NCSG President’s Award for his

continued support of the industry by generously serving in

several leadership capacities over the last several years.

NCSG Innovation 2014 will be held at the Hyatt Regency in

Downtown Columbus, Ohio next March 19-22. The downtown

Columbus hotel is in the heart of the city and is within easy

walking distance to the Arena District and Huntington Park - an

ideal location for business and leisure travelers alike. To reserve

your room for the convention, visit www.NCSG.org/innovation

or call (888) 421-1442 and ask for the National Chimney Sweep

Guild rate.

Many thanks to our

2013 sponsors!

Lifetime Chimney Supply M&G Dura VentSaverSystemsVeracity Insurance

CLOSED CIRCUITInternal Evaluation System

NCSG Charter Members

Paul Bourque Huntsville, AL

Don Leavitt

San Diego, CA

David Harris Broken Arrow,

Oklahoma

Dan Wheeler Santa Rosa, CA

John Cline, Menlo Park, CA

Dale Meisinger, N. Augusta, SC

Alan Hisey, St. Louis, MO

Eva B. Horton, Greenwich, CT

Harry Richart, Hasbrouck Heights, NJ

NewNCSGMembers

REGION 2

REGION 1

REGION 4

REGION 5

REGION 3

NCSG REGIONS

REGION 1

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

REGION 2

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

REGION 3

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

REGION 4

Illinois, Indiana, Kentucky, Michigan, Missouri, Ohio

REGION 5

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

REGION 6

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

NEW YORK

CONNECTICUT

VERMONT

NEW JERSEY

NORTH CAROLINA

ALABAMA

TENNESSEE

MICHIGAN

ILLINOIS

COLORADO

TEXAS

MINNESOTA

18 SWEEPING JUNE 13

CSIA Update www.CSIA.org

®s

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The CSIA recommends the use of original equipment manufacturer (OEM) parts on any product listed by a nationally-recognized listing agency. Using only OEM parts and replacement parts maintains the original integrity and performance characteristics of the product. If, however, after-market parts are installed, the CSIA recommends the following:

conflict with policies established by the authority having jurisdiction.

manufactured to perform in the same manner as the original and does not alter the basic design and operation of the system.

after-market part and the reason for its use to the homeowner.

homeowner acknowledges and authorizes the installation of the after-market part.

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CSIA 2013

Education CalendarAs of 5/2/13 - Schedule subject to change. Please contact the

Chimney Safety Institute of America prior to making travel arrangements.

Register today at www.CSIA.org or call us at (317) 837-5362.

Hate to travel? CSIA’s online education

is now offered weekly!

CSIA Certification Review Sessions, Chimney Physics,

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National Chimney Sweep Training School

April 29 – May 4, 2013 | CSIA Technology Center

June 24 – 29 , 2013 | CSIA Technology Center

August 12 – 17 , 2013 | CSIA Technology Center

September 30 – October 5, 2013 | CSIA

Technology Center

Fundamentals of sweeping and inspection of chimney systems,

equipment operation, health and safety considerations and

step-by-step instruction in codes, clearances, standards and

practices. CCS CEUs: 4 T, 4 C&S, 4 C&L, 4 H&S NFI CEUs: 16 T

Installing and Troubleshooting

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July 15–19, 2013 | CSIA Technology Center

Service and installation, including appliance standards, combustion requirements, pipe sizing and installation, troubleshooting, carbon monoxide testing and fuel conversion.

CEUs: 4-T 4-CS 4-HS 4-CL NFI CEUs: 16 T

Chimney Physics

June 6-7 | MCSC - Taunton, MA

June 10-11 | VACHP - Fredricksburg,VA

August 9-10 | PAGPCS - State College, PA

Diagnosis and resolution of chimney performance problems, solving air pressure problems, identifying the symptoms of indoor air pollutants, determining combustion air requirements for vented appliances.

CSIA CEUs: 3-T 3-CS 3-HS 3-CL NFI CEUs: 4 E

Inspection and Report WritingMay 3-4, 2013 | NYCSG - Albany, NY

Chimney inspections and evaluations, report

writing including regional and environmental

influences, effective photo documentation, digital organization

and admin procedures. CSIA CEUs: 6-T, 6-CL NFI CEUs: 12 T

CSIA Certified Chimney Sweep® Review & Exam

May 3 | Olympia Chimney Supply - Scranton, PA

May 18 | Regional Chimney Supply - Gaithersburg, MD

June 7 | CSIA Technology Center

June 28 | Richmond, VA

July 8 | Oceanside, CA

August 2 | CSIA Technology Center

August 9 | Memphis, TN

September 13 | Atlantic City, NJ

October 18 | Latham, NY

November 15 | CSIA Technology Center

In-person intensive review sessions help candidates prepare

for the exams. The review sessions are not a substitute for

advanced study. CSIA CEUs: 1.25-T, 1.25-CS, 1.25-HS, 1.25 CL

NFI CEUs: 6 T

CSIA Certified Dryer Exhaust Technician® Review

May 19 | Rutland, VT

July 31 - August 1 | CSIA Tech Center

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

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

Masonry Repair for Chimney

Professionals May 16-17 | SACP and Ashbusters - Smyrna, TN

June 17-19 | CSIA Technology Center

An intensive class combining a short period of

classroom theory followed by hands-on projects relating to the

theory lessons. CSIA CEUs: 12 T (2 day) or 16T (3-day)

Now you can access more of the industry’s favorite seminars in a self-paced, online format. It’s easy with CSIA’s eLearning program — offered every week!

Need to renew your CSIA Certified Chimney Sweep credential? You

can now earn all of the CEUs entirely online. We offer individual

sessions in affordable bundles so you can earn just the CEUs you

need: $39 per session, $99 for 3 sessions or $149 for 5 sessions.

Ready to get started? Learn more and register right now.

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Build your profit by learning to professionally service gas and woodburning hearth appliances. Turn your employees into gas and woodburning

appliance professionals in just a few days. Students will work with live appliances in the CSIA Technology Center lab, learning how to troubleshoot gas or hearth appliances, depending on which course you choose. Instructors will help them determine the proper venting system for each appliance, as well as how each appliance should be serviced. Students will also get an objective overview of a variety of hearth appliances.

Heat up your profit with: Installing and Troubleshooting Gas Hearth Appliances July 15-19, 2013

Offered at the CSIA Technology Center near Indianapolis.

Register today at www.csia.org or call us at (317) 837-5362.

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ProgressivePerksBY DEBBIE CORNELIUS

MEMBERSHIP DEVELOPMENT COORDINATOR

Merci, Takk, Moran Tang, Gracias, Tak, Danke Sehr, Dziekup!!

No words can begin to express the value placed on volunteers

who helped make NCSG Innovation 2013 a success! According

to Independent Sector, an hour of volunteer time was worth

$22.15 in 2012. Volunteer time estimated in a dollar amount is

one way to capture the value of volunteer time, but to the NCSG

and CSIA, board members and staff it is worth far more !

Those of you who “stepped up to the plate”, and many of you

more than once during convention not only helped make this a

fabulous event, but you are helping build a stronger profession.

Short and sweet as it may be, I say again - THANK YOU!!!

Yvette Aube

Vince Aube

Martin Aube

Richie Baxley

Judd Berg

Albert Bailitz

John Bentley

Chuck Benzinger

Darin Bibeau

Brandi Biswell

Renee Brigman

Ron Brigman

Gregg Chaffin

Ian Conway

Luke Conway

Jessica Cromwell

Lou Curley

Terry Dearborn

Mark Dent

Frank Dombrowski

Herb Fulmer

Jeff Gitlin

Evan Havers

Phil Heagney

Frances Hetsch

Steve Hoover

Donna Jo Hudson

Tom Hunkele

Barbara Joy

Beth Kline

Bill Kline

Jack Lutz

Katie Maynard

Amy Maynard

Sally McKnight

Mark Moesley

Ron Moser

Chris Muckerheide

Scott Munroe

Jerry Neal

Matt Oesterling

Lauren Pilger

Jim Pritchett

Thomas Rhines

Jim Robinson

Ghayas Salem

Clint Sanner

Terry Sanner

Jennifer Sauter

Ellen Sauter

Jonathan Sauter

Cory Schafer

Kathy Segerstrom

Sarah Shippee

Matt Simpson

Tom Smail

Dawn Smith

Tim Smith

Drew Stein

Mike Stiles

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24 SWEEPING JUNE 13

1977

The chimney Sweep Guild, brainchild of Kristia Associates’

Eva Horton, forms in Portland, ME, with 22 members. Guild

operations are handled by Kristia Associates, a wood stove

import company.

The Chimney Sweep Guild publishes the first issue of The

Chimney Sweep Guild News.

More than 100 chimney sweeps attend first Chimney Sweep

Guild convention in Portland, Maine.

1978First Board of Directors meets on July 7 in Washington, DC.

Board of Membership expands to 400 individual members.

Through the efforts of Guild member Larry Hempsall, the first

National Chimney Sweep Week was

held October 2-8 and recorded in the

Congressional Record.

1979

The National Fire Protection Association

invites the Guild to appoint a

representative to the NFPA 211 technical

committee.

1980 Members vote to change name to

National Chimney Sweep Guild at fourth

annual convention in Minneapolis, MN.

The quarterly Chimney Sweep Guild

News becomes monthly Sweeping.

1981 Guild turns down a merger offer with

the Wood Heating Alliance, now Hearth

Patio Barbecue Association, deciding to

go it alone for sweeps’ sake.

1982

The U.S. Consumer Products Safety

Commission (CPSC) asks Guild members

for help in a public education campaign

designed to reduce deaths and injuries

from solid-fuel appliances.

Highlights from NCSG’s First 10 YearsUnderstanding where an organization has been is an

important part of determining the best course for the future.

This timeline was initially compiled by previous Guild staff

members for the 20th anniversary of the organization and

has since been updated by volunteers and staff members

alike. We are currently working on a history timeline project

and would love to preserve your memories. Pictures and

other information can be scanned, emailed or forwarded

to Bob Fleer who is heading up this project at history@

ncsg.org. He will use the information to help enhance the

historical timeline of the Guild. Please call Bob at (410) 544-

7600 with questions about the project.

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JUNE 13 SWEEPING 25

More than 300 sweeps attended NCSG’s fifth birthday party,

celebrated in Springfield, MA, with a 60-pound birthday cake.

1983

CPSC asks Guild members to participate in an investigation of

prefabricated, metal chimneys. Guild asks CPSC to require labels

on wood stoves that explain the need for yearly maintenance.

The newly formed Chimney Safety Institute of America holds its

first meeting. Original directors include: Harry Richart, president;

Hugh Maine, vice president; John Jamnick, secretary; and Lesley

Van Dusen, treasurer. Mary Ann Beaufait was appointed to one of

the open seats on the new board, and U.S. Congressman Robert

Toricelli agrees to serve on advisory board.

NFPA adopts recommendation that every chimney must be

inspected annually and cleaned when necessary.

1984

Harry Richart established the first Technical Advisory Committee

and selected its members.

Don Leavitt of Don Leavitt Enterprises in California is awarded the

first Presidents Award.

Guild meets with FTC officials to discuss problems with untrained

or fraudulent chimney sweeps. Although the FTC decides against

regulations, they offer to help educate consumers through

their media contacts.

1985

NCSG asks CPSC to ban homeowner do-it-yourself cleaning

kits because of incomplete or inaccurate instructions, and

the importance of inspection by a professional. Guild

president Harry Richart presents evidence of oil and

gas flue deterioration to CPSC, including flue tiles eaten

through by condensation.

1986

NCSG publishes the first edition of Successful Chimney

Sweeping. Two years in the making, the manual represents

the first time standard chimney service practices were

written down anywhere.

1987

Guild offices consolidate in Olney, MD. In an effort to reach

insurance companies with chimney safety information,

NCSG exhibits at the National Association of Mutual

Insurance Companies convention in St. Louis.

Watch for more of our history to be shared in future

editions of Sweeping: The Journal of Chimney & Venting

Technology and online at www.NCSG.org

Brian Noe ChFC®, CLTC – MW Financial Group, Ltd.197 Scott Swamp RoadFarmington, CT [email protected]

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Registered Representative and Financial Advisor of Park Avenue Securities LLC (PAS), 197 Scott Swamp Road, Farmington, CT 06032. Securities products/services and advisory services are offered through PAS, a registered broker-dealer and investment advisor, 860-677-2600. Financial Representative, The Guardian Life Insurance Company of America (Guardian), New York, NY. PAS is an indirect, wholly owned subsidiary of Guardian. MW Financial Group, Ltd. is not an affiliate or subsidiary of PAS or Guardian. PAS is a member FINRA, SIPC. Neither Guardian or any of its subsidiaries, employees or agents provides tax or legal advice.

26 SWEEPING JUNE 13

New NCSG

Supplier Member

INDEPENENT AUDITORS’ REPORT To the Board of DirectorsNational Chimney Sweep GuildIndianapolis, Indiana

We have audited the accompanying financial statements of National Chimney Sweep Guild (NCSG), which comprise the statement of financial position as of August 31, 2012 and the related statements of activities and cash flows for the year then ended, and the related notes to the financial statements.

Management’s Responsibility for the Financial StatementsManagement is responsible for the preparation and fair presentation of these financial statements in accordance with accounting principles generally accepted in the United States of America; this includes the design, implementation, and maintenance of internal control relevant to the preparation and fair presentation of financial statements that are free from material misstatements, whether due to fraud or error.

Auditor’s ResponsibilityOur responsibility is to express an opinion on these financial statements based on our audit. We conducted our audit in accordance with auditing standards generally accepted in the United States of America. Those standards require that we plan and perform the audit to obtain reasonable assurance about whether the financial statements are free from material misstatement.An audit involves performing procedures to obtain audit evidence about the amounts and disclosures in the financial statements. The procedures selected depend on the auditor’s judgment, including the assessment of the risks of material misstatement of the financial statements, whether due to fraud or error. In making those risk assessments, the auditor considers internal control relevant to the Company’s preparation and fair presentation of the financial statements in order to design audit procedures that are appropriate in the circumstances, but not for the purpose of expressing an opinion on the effectiveness of the Company’s internal control. Accordingly, we express no such opinion. An audit also includes evaluating the appropriateness of accounting policies used and the reasonableness of significant accounting estimates made by management, as well as evaluating the overall presentation of the financial statements. We believe that the audit evidence we have obtained is sufficient and appropriate to provide a basis for our audit opinion.

OpinionIn our opinion, the financial statements referred to above present fairly, in all material respects, the financial position of the National Chimney Sweep Guild as of August 31, 2012 and the results of its activities and its cash flows for the year then ended in accordance with accounting principles generally accepted in the United States of America.

Report on Supplementary InformationOur audit was conducted for the purpose of forming an opinion on the financial statements as a whole. The accompanying additional information show on pages 13 through 16 is presented for purposes of additional analysis as required by and is not a required part of the financial statements. Such information is the responsibility of management and was derived from and relates directly to the underlying accounting and other records used to prepare the financial statements. The information has been subjected to the auditing procedures applied in the audit of the financial statements and certain additional procedures, including comparing and reconciling such information directly to the underlying accounting and other records used to prepare the financial statements or to the financial statements themselves, and other additional procedures in accordance with auditing standards generally accepted in the United States of America. In our opinion, the information is fairly stated in all material respects in relation to the financial statements as a whole.

March 31, 2013, MERRILL & THOMAN, LLP, Certified Public Accountants

NATIONAL CHIMNEY SWEEP GUILDSTATEMENT OF FINANCIAL POSITONYEAR ENDED AUGUST 31, 2012

ASSETSCash and cash equivalents $ 260,548Accounts receivable 16,915Due from CSIA 23,338Inventory 4,107Prepaid expenses 9,266Property, technology and equipment 24,269TOTAL ASSETS $ 338,443

LIABILITIES AND NET ASSETSLiabilitiesAccounts payable and accrued liabilities $ 8,899Advance dues and prepaid revenue 281,595Accrued payroll and other 43,858

Total Liabilities 334,352Net AssetsUnrestricted net assets 4,091Total liabilities and net assets $ 338,443

NATIONAL CHIMNEY SWEEP GUILDSTATEMENT OF ACTIVITIESYEAR ENDED AUGUST 31, 2012

Changes in net assets:

Operating RevenueDues $ 412,929Advertising income 150,441Trade show and convention income 239,246Retail sales 2,493Interest income 250Other 3,344Total Operating Revenue 808,703

Operating ExpensesMember services 258,351Publications expenses 182,103Trade show and convention expenses 248,643Supporting activities

General management – staff expenses 21,759 General management – other expenses 12,398

Organization and development 4,312 Technology 803

Total Operating Expenses 728,369Change in net assets before depreciation and amortization 80,334Depreciation and amortization 6,441Change in net assets from operations 73,893Net assets – beginning of year (69,802)Net assets – end of year $ 4,091

NATIONAL CHIMNEY SWEEP GUILDSTATEMENT OF CASH FLOWSYEAR ENDED AUGUST 31, 2012

Reconciliation of change in net assets from operations to net cash provided by (used in) operating activities: Change in net assets from operations $ 73,893

Adjustments to reconcile change in net assets from operations to net cash provided by (used in) operating activities:

Depreciation and amortization 6,441 Decrease (increase) in:Accounts receivable 57,361Prepaid expenses ( 1,430)Inventory ( 183)

Increase (decrease) in:Accounts payable and accrued expenses (22,736)Unearned revenue (48,174)Total adjustments ( 8,721)

Net cash provided by (used in) operating Activities 65,172Cash flows from investing activities: Purchase of property, equipment and technology (29,924)Net change in cash 35,248Cash and cash equivalents – beginning of year 225,300Cash and cash equivalents – end of year $ 260,548

JUNE 13 SWEEPING 27

Same day shipping for orders placed

before 2:00PM Eastern Time.

Dates & EventsJune 17-21, 2013CSIA (online)

- Chimney Physics

- CSIA Certified Chimney Sweep Review

- CSIA Certified Dryer Exhaust Technician Review

- CSIA eLearning

- Health & Safety Multi-User Courses

- Lining Masonry Chimneys with Stainless Steel

For more information, please call (317) 837-5362 or visit www.CSIA.org

June 17-19, 2013Masonry Repair for Chimney Professionals

CSIA Technology Center


June 20, 2013New Jersey Chimney Sweep Guild Meeting

Monroe, NJ

For more information, please contact Stephen Kuber at (732) 920-8770 or

email at [email protected]

June 24-28, 2013CSIA (online)

- Chimney Physics



- CSIA eLearning




June 24th - 25th Hope Stevenson & Rick Vlahos Business/Educational Seminar

Sponsored by Olympia Chimney Supply

Vancouver, WA

For more information please contact Mark Calomino at mcalomino@

olympiachimney.com

June 24-29, 2013National Chimney Sweep Training School



June 28, 2013CSIA Certified Chimney Sweep® Review & Exams

Richmond, VA


June 28, 2013Negative Air Pressures and How to Deal With Them

Elliot, ME

For more information, please contact Donna Smith at dsmith@

ventechindustries.com

June 29-30, 2013Sweepfest 2013

Sponsored by the NEACHP

For more information, please contact Phil Mitchell at [email protected]

June 29-30, 2013

Hope Stevenson & Rick Vlahos Business/Educational Seminar


Golden, CO

For more information please contact Mark Calomino at mcalomino@

olympiachimney.com

July 1-5, 2013CSIA (online)

- Chimney Physics



- CSIA eLearning




July 8, 2013CSIA Certified Chimney Sweep® Review & Exams

Oceanside, CA - Golden State CSG



- Chimney Physics



- CSIA eLearning




July 15-19, 2013CSIA Installing and Troubleshooting Gas Hearth Appliances




- Chimney Physics



- CSIA eLearning





- Chimney Physics



- CSIA eLearning




July 29th - 30thHope Stevenson & Rick Vlahos Business/Educational Seminar


Golden, CO

For more information please contact Mark Calomino at mcalomino@olympiachimney.

com

Please send notice of your events for NCSG Dates & Events listings at

[email protected] for inclusion here, in weekly posts to the discussion list

and online at www.NCSG.org/dates. The event must be considered educational or

informative for the industry (sales events and open houses will not be listed).

28 SWEEPING JUNE 13

JUNE 13 SWEEPING 29

s I look back on previous conventions, I am

reminded of how I felt when I attended my first

one in Minneapolis in 1980. The real reason

I went from Virginia to Minnesota was to get

CSIA Certified. I really had no idea what to expect, but I knew

that would be an important step in marketing my business and

making sure I was doing the right thing for my customers. My

first impression was that there were lots of folks there who were

real characters. It was there I first met Fred Toldo and Norman

Lenz. Fred had spiders on his top hat and Norman had a brush

that was 36 inches round. The camaraderie I experienced

at that convention was as amazing as the technical subjects

being discussed. I decided to do my best to return as often as

possible. Hearing that others were having the same challenges I

was encountering was encouraging and enlightening. Everyone

was willing to share their techniques and solutions to the

problems we were all finding in the field. I came away thinking

“What a great bunch of people”.

I learned so much from the conversations and classes that I

would never have seen if I didn’t make the effort to go. In a

for me. Some were not shy in telling me all of the things they

thought I was doing wrong and how their methods were the way

to go. I was able to pick and choose which direction I wanted

for my business. Options are always a good thing!

After returning from Minneapolis, I put together the Chimney

Sweep Guild of Virginia in an effort to keep the dialog alive. In

later years, the NCSG established a program where some state

guilds became affiliated on an official level. Virginia was one of

the first to sign up and get in that information stream.

In today’s instant information society, it is important to keep that

personal contact. There are many people that I have met over

the years who I only see at the NCSG convention and it is like

no time has passed at all. It is encouraging to see my friends

succeed. That is what the annual convention is all about.

While not all of the suggestions were useful back at that

convention in Minneapolis, there were many more that were a

tremendous help when I got back home and went to work. Not

all of the ideas I embraced had to do with technical aspects of

the business. There were lots of ideas that incorporated hand-

made tools and unique approaches. I left feeling much more

BY ASHLEY ELDRIDGE, INTERIM EXECUTIVE DIRECTOR

Times Are Changing

s

fi d

A

30 SWEEPING JUNE 13

confident about how I was operating my fledgling company. I

also recognized that there was much to do, especially from an

operational standpoint. Shortly after returning, I embraced the

computer and proceeded to put all of my customers in a database

that I created. That was a huge improvement over the 3x5” index

cards that I was using to store this information previously.

I’ve been involved with many more conventions over the years

and I have never been disappointed. There are things that

happen that can’t be scripted, but make for fond memories. I

remember feeling energized every time I returned home. I

had loads of new ideas I could incorporate in my business.

The biggest challenge was in making the commitment to try

these new ideas. I confess that there were many that would

have served me well that were not given the attention they so

deserved.

Attending the convention as a small business owner reinforced

the idea that I needed to be as visible in my community as

possible. My plan was to go to as many meetings as possible

and teach homeowners about chimney safety. While it did take

a lot of time after ordinary work hours, it was one of the best

decisions I made. I was able to build relationships with the fire

department, home inspectors, building officials and the general

public that paid dividends for years.

Speaking to the Lions Club, the Rotary Club, participating in

public television auctions and even vocation day at school will

all help you learn more about what the average client wants

to know. When I had my sweep business, I even conducted

safety meetings for the local, large manufacturing plant. All of

these resulted in immediate bookings, but the greater result was

general recognition. When someone asked for a referral, they

were much more likely to be given my company name since

I was “known”. You are unlikely to ever get a better referral

that that of a happy client. It is what most sweeps are trying to

achieve in our market.

Just like you, the NCSG tries to raise the bar at every convention.

We want you to have an experience like I did and make every

effort to attend every year. I should add, many thanks to all

that contributed to making the convention in Branson another

great opportunity for sweeps around the world to share. It is

rewarding to hear, year after year, “This was the best convention

ever!”

Sometimes it is a useful exercise to look back and remember

those things that we did when we were first starting out. The

simple stuff like business cards and posters in the windows of

the hearth shops still have the best return. Over the years, NCSG

has changed the focus of the convention from being focused

entirely on technical subjects to hosting a mix of technical and

business classes. This is an important

change as sweeps face the challenges

of operating a small business in this

economic climate. Most with small

businesses would prefer to sweep

a chimney than define our ideal

customer. Knowing who that ideal

customer is will lead to greater profits

and a better experience for us and

for them. As one small example, it is

certainly a worthwhile task.

There have been many changes over

the years; that is indisputable. Rather

than fighting change, it is important

to look for opportunities to keep you

and your business fresh and relevant.

I am reminded of the quote that goes

something like this, “Find something

you love to do and you’ll never

work a day in your life”. Chimney

sweeps love what they do or they

would do something else. There is

no substitute for saving lives and

property on a daily basis. Keep up

the good work!

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JUNE 13 SWEEPING 31

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JUNE 13 - Sweeping

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