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MAY 2015

Publication of the Minnesota Association of Plumbing–Heating–Cooling Contractors

InsIdePg. 17May is Building Safety Month

Pg. 22New Member Spotlight

SAFETY IS THE FOCUS OF HVAC INSTRUCTORSSafe Tools and Instruments Recommended to Students

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May 2015 | MN PHCC Contractor 3

ASSOCIATION NEWS

INDUSTRY NEWS

5 PRESIDENT’S LETTER

9 IN THE NEWS

10 EXECUTIVE MANAGER

15 2015 MEMBERSHIP

14 FEDERATED TALKS

17 NEWS CRAWL

18 FINANCE

20 MARKETING LANDSCAPE

22 NEW MEMBER SPOTLIGHT

Contents May 2015

FEATURES

PHCC CONNECTION

6

6 SAFETY IS THE FOCUS OF HVAC INSTRUCTORSby Jack Sine

Safe Tools and Instruments Recommended to Students. One thing all HVAC instructors agree upon is that one of the most important things they teach is safety.

21 YOUR MN PHCC LEADERSHIP 23 ADVERTISERS’ INDEX

5353 Wayzata Blvd., Ste 350Minneapolis, MN 55416

p 952-564-3060f 952-252-8096

[email protected]

MN PHCC MISSION STATEMENTAdvancing member success through leadership, education, networking and advocacy for the Minnesota Plumbing Heating Cooling Contractors, Manufacturers and Wholesalers while protecting public health and the environment.

The Minnesota Plumbing-Heating-Cooling Contractor, published monthly, is the official publication of the MN Association of Plumbing-Heating-Cooling Contractors, only insofar as notices, bulletins, and reports are concerned. Editorial and personalized news stories reflect the opinions of the writers, and not necessarily that of the Association. Neither the Association nor this magazine accepts responsibility for statements or claims made by advertisers for their products or services.

Editor & Publication Manager: Molly Barrett

Art and Production: Severyn Skoug

Printing: Documation

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Duluth(218) 727-6670

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Wausau(715) 675-2513

Milwaukee(262) 781-1770

Madison(608) 663-0331

Green Bay(920) 884-9494

Jeremy Carlson is the MN PHCC president. He can be reached at [email protected].


President’s Letterby Jeremy Carlson

FoCus on saFety this Spring

Spring is finally here, and May is National Building Safety Month. This time of year is traditionally a slow time in the construction industry, which provides a good opportunity to focus on your business’s safety policies and procedures. This year, our companies have invested time in the first and second quarter to have monthly safety meetings. These meetings help to increase awareness of possible dangerous situations to avoid costly losses.

We have committed ourselves to alter our company culture, so that safety is our first thought before starting any job or task. We don’t want safety to be a topic that is only discussed at designated times, such as monthly or quarterly meetings. It needs to be a top-of-mind subject that is discussed every day, in every situation, and without managerial repercussion if an unsafe situation is brought to light.

Once the conversations are started in a non-threatening manner, you will be surprised—as I was—that your employees will start pointing out many different situations that were “near misses” that could have been avoided altogether. Using these “near-miss” cases as a training and learning tool gives you an effective way to help engage all of your employees in the safety conversation. This will ultimately allow your company to keep experience mods low and remain competitive in the market.

UPDATE FROM THE BOARDROOM:Education:We are getting closer to an agreement with IAPMO for offering RPZ update classes. It is our hope that by the time you read this article, we will have the organization and structure all put together and ready to roll out.

Finance:As an association, we are coming off of a very rough patch in our existence. With the help of IntrinXec’s accounting department, we were able to see just how bad things really were. Prior to their help, we did not have any solid information to make decisions. With 2014 under our belt, we now have a prior year to build from. Your board worked tremendously hard looking at every detail in the 2015 budget, and has made sure we are set up for success in the coming year. Our 2015 budget projects us in the black with a little over $31,000 in positive cash flow. This goal will require us all to participate in association events and to be involved in building our membership.

Membership: Your board is continuing its efforts to build our membership and reach our goals for 2015. With that said, we would like to welcome the following new members:

Contractors: Dean’s Professional Plumbing & Heating – Minneapolis Metro AreaDryke Plumbing & Heating – DuluthGravelle Plumbing – Aitkin and the Brainerd Lakes Area

Associate Members:Heartland – Payment Processing and Payroll SolutionsIAPMO – Education and TrainingJohnstone Supply – Wholesaler for the HVACR industryMilwaukee Tool – Manufacturer of power tools and accessories

Please help me in welcoming these new members to our association!

Spring is finally here, and May is building safety month.

SAFETY IS THE FOCUS OF HVAC INSTRUCTORSSafe Tools and Instruments Recommended to Students

One thing all HVAC instructors agree upon is that one of the most important things they teach is safety.

“We’re constantly quizzing our students about safety,” said Les Haddix, an instructor at the Sequoia Institute in Fremont, Calif. “We show them videos on ladder safety, teach them to be conscious of loose clothing—we even tell them to make sure their shoes are tied. And then, of course, we test them on everything. Of course, we can’t control what they do when they go into the real world and start working on the job. Hopefully they’ll be teamed with some seasoned pros who know the value of safe practices, but while we have them in class we do everything we can to teach them to work safely.”

MN PHCC Contractor | May 20156


Cover Storyby Jack Sine

“It goes beyond wearing safety glasses and the right gloves,” said Luis Vendrel, an instructor at Lincoln Technical Institute in Union, N.J. “A technician must be aware of the danger not just from electricity, but from other risks on the job including ventilation, caustic chemicals, and contact with refrigerant. There’s so much to be aware of.”

All of the instructors interviewed agreed that technician safety is a combination of education and equipment. They provide their students with lists of tools and instruments they recommend, and most of them specify the same equipment.

THE RIGHT INSTRUMENTS MAKE A DIFFERENCE

Because electricity is a major safety risk on the job, all of the instructors agreed that instrument choice is critical. And they all recommended the same instruments.

“Safety involving instruments goes way beyond whether they have a UL or CE mark on them,” said Haddix. “These days, most instruments have one or both marks and it’s easy to choose the correct rating. But that’s not the end of it. HVAC techs get into circumstances that most meters weren’t designed for.

“For instance, we teach students to use only one hand when testing in a lockdown, tag out situation, because if they are using two probes and make a mistake, the current will travel from one hand to the other, passing through the heart. Even a small jolt can kill in those circumstances. But most multimeters make one handed testing very difficult. That’s one

of the reasons I recommend the Fieldpiece HS35 stick meter to my students.”

Fieldpiece is a manufacturer of measuring instruments designed specifically for field service technicians.

“We found that most instruments such as digital multimeters were really designed for the lab and were difficult to use in the field,” said Rey Harju, founder and president of Fieldpiece. “So we decided to design a series of instruments that make the HVAC technician’s job easier and safer. Our meters are ergonomically designed to fit into an HVAC technician’s environment. The HS30 series makes field testing safer than with most meters”

“The HS-35 meter is ideal for my students’ needs,” said Haddix. “For one-handed testing, it comes with alligator clips. The tech attaches one alligator clip to the black COM lead on the meter and connects to ground. He then inserts the red probe in the holder. Now, he can hold the meter in one hand, put the other hand in his pocket, and touch the test points with the red lead from the meter. There’s a magnetic strip on the back so he can attach the meter right to the box and use just the probe for testing. If he wants to do two-handed testing, he uses the black probe tip instead of the alligator clip. It’s a heck of a lot easier than using a typical meter—and safer, too.”

“The problem is that most instrument types were originally designed for laboratory use,” said Scott Owen, an HVAC instructor at Northeast

Community College in Norfolk, Neb. “As such, they can present some serious difficulties for the field tech. For example, consider the third hand problem. To use most digital meters, the field guy uses two hands for the test leads and he needs a third hand to hold the meter. He often doesn’t have a nice flat spot to put it down. And even if he did, there’s a big chance he’d knock it over or pull it onto the floor with the test leads. Fieldpiece solved that by putting a magnetic strip on the backs of their stick meters. The HVAC/R tech is surrounded by metal surfaces. With the magnet, he can place the meter easily at eye level near his work and not have to worry about knocking it over.”

GREATER SAFETY DESIGNED IN

But how does an instrument designed for a field technician offer greater safety than one designed for lab use? Adolfo Wurts is the senior research specialist at Fieldpiece and is also a certified HVAC technician. He chose one of his company’s own instruments and contrasted it with the typical digital multi meter.

“Our HS30 series of stick-style DMMs is 100 percent the result of input from HVAC field techs,” he said, “and was designed for the specific problems they meet on the job.

“Field service guys work around a wide variety of voltages and they like

“It goes beyond wearing safety glasses and the right gloves,” said Luis Vendrel, an

instructor at Lincoln Technical Institute in Union, N.J. “A technician must be aware of

the danger not just from electricity, but from other risks on the job including ventilation,

caustic chemicals, and contact with refrigerant. There’s so much to be aware of.”

[ continued ]


to know when there are potentially dangerous voltages their work area. Our meter includes a high voltage indicator that activates both the meter’s LED and beeper when a probe makes contact with a voltage over 30V. The laboratory guys hate this feature in our meters because they typically leave an instrument connected for a long time and the noise is distracting. But field techs, who only make momentary contact, love it.”

NON-CONTACT VOLTAGE FEATURE

“Another safety feature we put in because of technician input is our NCV (non-contact voltage) button,” said Wurts. “The meter will tell a tech from a distance if a wire has voltage on it or not. All you have to do is bring the meter near the wire and press the NCV button. If the wire is hot, the meter will beep and an LED will blink. The higher the voltage, the further away the meter activates.

“If there are several conductors in a confined area so that non-contact would not be viable, the tech can perform one-lead testing. He puts one probe tip from a lead into the stick meter, presses the NCV button, and then with only one hand touches a test point. The beeper and the LED will tell the technician if the wire is hot, even if it is surrounded by other wires.”

DESIGNED FOR CLOSE QUARTERS

“Cramped quarters also create problems for field technicians that lab techs don’t experience,” said Bob Wilson, a paraprofessional at Oakland Community College in Hazel Park, Minn. “In an awkward or dark spot, the technician runs into another kind of three-handed problem—he can’t operate the leads and see the readout on his meter at the same time. Fieldpiece solved that problem by putting a MIN/MAX/HOLD feature on their HS30 series. By pressing the MIN/MAX button before testing, the technician can concentrate his entire focus on the test leads. The meter will record the maximum voltage for later viewing or, by pressing the hold button, it will freeze the LED display.”

SAFER HAND TOOLS“The hand tools these kids use are also

important to their safety,” said Leith. “We put together a list for students on what the complete HVAC technician’s tool box should hold. The list is generic, but we offer specific recommendations. For instance, any hand tools from Klein are recommended. Not only is the quality the best, they take user safety seriously. We tell them not to try to cut corners on their hand tools.”

Bob Wilson agrees. “Their tools are designed for people who work daily with electricity,” he said. “Every electrician has a bag full of Klein tools.”

“The reason for our popularity among HVAC technicians and other electrical professionals is a combination of safety and quality,” said Alan Sipe, senior vice president at Klein Tools. “Take our nine-inch side cutter pliers, for instance. We take extra steps in their manufacture. We smooth the outside edges to make sure they won’t scratch or snag. And we use three different heat treatments in their manufacture: one for the head, one to make the cutting knives extra hard, and a softer one for the handles to make them more flexible and easier on the hands. It’s not exactly ergonomics—because ergonomics isn’t really practical in situations where a tool is used repetitively over a long period—but it does make our side cutters more user friendly.

“As far as safety is concerned, we take special pains to make our tools the safest in the industry. Our screw drivers have two layers of insulation and they are different colors so you can tell when the top layer is getting thin. But we see our built-in safety precautions as secondary. There’s no substitute for good insulated gloves and proper technician precautions when working around electricity.”

REFRIGERANT SAFETYElectricity is not the only safety problem

around HVAC equipment. Refrigerant can do significant frostbite damage to a tech if any escapes while connecting a gage.

“I recommend Imperial low loss fittings,” said Haddix. “By using these

with any hose connection, you eliminate the hazard of frost bite from escaping refrigerant. Of course, using the right gloves is also a must.”

Leith agrees. “I like the quick connect fittings from Imperial Tools. I haven’t had any escape problems with them. I also recommend that my students use the Imperiral KWIK-Charger Manifold from Imperial. Not only does it provide technician safety when charging a system, it is also fast and works with blends R-407 and R-410a,” he said. “I was a little skeptical when Imperial introduced us to this new manifold, but I’ve become a big fan. It’s a real time saver—adding liquid refrigerant is much faster than the older systems we use. It works great on the low side with absolutely no slugging. We’ve been using it about four months and I’d say it’s at least 70 percent faster and it’s not restricted to blends. You can change to traditional refrigerants by just twisting a knob. It offers additional safety for the technician by including a shutoff valve at the end of each hose to eliminate refrigerant being released when connecting or disconnecting.”

So from precautions ranging from something as mundane as reminding technicians to tie their shoes, all the way to hand tools, refrigerant fittings, and specialized instruments—safety remains a major focus of HVAC instructors throughout the country.

Jack Sine is a freelance writer specializing in the HVAC/R marketplace. He can be reached at [email protected] or at 845-838-1466. This article was re-printed with permission from Jack Sine.

Cover Storyby Jack Sine


IN THE NEWSFor the second year in a row, the U.S. Department of Labor’s Occupational Safety and Health Administration (OSHA) announced a national safety stand-down from May 4 through May 15, 2015, to raise awareness among employers and workers about the hazards of falls, which account for the highest number of deaths in the construction industry.

During the stand-down, employers and workers are asked to pause their workday to talk about fall prevention in construction and discuss topics like ladder safety, scaffolding safety and roofing work safety.

OSHA has an official national stand-down website with information about how to conduct a successful stand-down.

Afterward, employers will be able to provide feedback and receive a personalized certificate of participation. The official national stand-down website can be visited at https://www.osha.gov/StopFallsStandDown/index.html.

The stand-down is part of OSHA’s ongoing Fall Prevention Campaign that provides employers with lifesaving information and educational materials about how to plan ahead to prevent falls, provide the right equipment for their workers and train all employees about the proper use of that equipment.

For more information, visit www.osha.gov.

For the last several weeks, your national staff has been focused on proposed rules that would make it more difficult—and more expensive—for contractors to install furnaces for their customers. Recently, PHCC Vice President of Technical and Code Services, Chuck White, participated in a meeting with the U.S. Department of Energy, on a Notice of Proposed Rulemaking (NOPR) for non-weatherized gas furnaces and mobile home gas furnaces.

The proposed standard would establish 92 percent AFUE as the minimum efficiency level for these covered appliances. 80 percent conventionally vented furnace products would be eliminated from the market. PHCC recently sent a survey to members, requesting

information on the average installation costs of 80 percent and 92 percent efficient furnace products. It is important that PHCC members who install non-weatherized gas furnaces complete this survey, so that staff will have real-life feedback from contractors to refute the “computer models” being used by the DOE.

The identity of contractors completing this survey will not be reported in any way. Preliminary survey data show the DOE computer models are far from accurate. If you have not completed the survey, visit www.phccweb.org to do so. PHCC is working with ACCA and the Air Conditioning, Heating, and Refrigeration Institute (manufacturers) to collect this data.

osHa announCes natIonal saFety stand-down

Gas FurnaCe InstallatIons

CONNECT 2015 - 133RD CONVENTIONDATE: September 28 — October 2, 2015LOCATION: Hollywood, FL - Diplomat Resort and SpaVisit www.phccweb.org for more details!

IAPMO 86th ANNUAL EDUCATION AND BUSINESS CONFERENCE

DATE: September 27 — October 1, 2015LOCATION: Planet Hollywood Las Vegas, NV Visit www.iapmo.org for more details!

ASSE ANNUAL MEETINGDATE: November 3 - 7, 2015LOCATION: Pointe Hilton Tapatio Cliffs Phoenix, AZ

LOOK FOR MORE EVENTS AND INFORMATION ON OUR WEBSITE AT WWW.MNPHCC.ORG

upComInG Industry events

Executive Managerby Jessica A. Bartram, CMP, CM


publIC saFety is one of the Main Purposes of the PHCC

We are just returning from the Legislative Conference in Washington, D.C., and I am excited to provide you with an update in our June issue—so be sure and stay tuned for that. This issue is focusing on the subject of safety, which is relevant in every industry, including yours. Most people think of employee safety when thinking of this topic, which is absolutely vital. However, I can’t help but think of one of the first discussions I had with the PHCC leadership over a year ago regarding one of the main purposes of PHCC, which is public safety. Providing safe environments for the public in turn provides healthy environments for the public.

Last fall, MN PHCC leadership redefined the MN PHCC mission statement which now reads, “Advancing member success through leadership, education, networking, and advocacy for the Minnesota Plumbing Heating Cooling Contractors, manufacturers,

and wholesalers while protecting public health and the environment.” This includes providing safe water, safe air, safe living, and safe working conditions. These are all core missions of PHCC and every PHCC chapter.

PHCC members and the public should be reminded that MN PHCC and PHCC—National have tools available to you—and your employees—on this topic. While at our State Conventions, we offer

classes on safety and health ranging from OSHA standards, to risk assessments, to driving safety and so on. PHCC—National has several items available to you year-round. Whether you’re interested in creating an emergency plan, clean work sites, employee substance abuse, lead safety, etc., the PHCC Store at www.phccweb.org has books and CD-ROMs available for purchase. Members of PHCC receive a discount on all of these items, so be sure to take advantage of yet another membership benefit.

There are several other tools on the PHCC—National website that I encourage you to check out. In the meantime, stay safe and keep up the great working in keeping the public healthy and safe.

Cheers!

Jessica A. Bartram is the executive manager for MN PHCC. She can be reached at [email protected].

Providing safe environments for the public in turn provides healthy environments for the public.

AUXILIARY SCHOLARSHIPSThe Minnesota PHCC Aux i l iary Inv i tes You To Contribute To Its Scholarship FundEvery year the MN-PHCC Auxiliary has been proud to present scholarship funds to those chosen recipients that have shown dedication, hard work and perseverance in their personal lives and education. We believe education is the key to success and it is important that we continue this legacy.We ask for your support by making a tax-deductible contribution to the Scholarship Foundation.

INFORMATIONName: ________________________________________________ Company: _______________________________________

Address: _______________________________________________ Phone: ________________________________________

City: __________________________________________________ State: _____________________ Zip: _______________

PAYMENTDonation: I would like to donate o $25 o $50 o $75 o $100 oOther: ___________________________

oVisa oMasterCard oCheck # ________________ (payable to PHCC Foundation of MN)

Card Number: ______________________________________________________________ Exp. Date: ___________________

Name on Card: ________________________________________ Signature: ________________________________________

PLEASE SEND YOUR COMPLETED FORMS WITH FULL PAYMENT TO:Jeanette Westman 6205 Upton Ave S, RIchfield, MN 55423 Questions? Email Angie at [email protected]

2015

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• Geothermal Calculator. Compare operatingcosts and environmental impact of a groundsource heat pump versus a high-efficiency naturalgas heating system.

• Commercial Rebate Calculator. Estimate therebate amount your customers will receive whenthey submit applications for our commercial andindustrial rebate programs.

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Federated Talks by Federated Mutual Insurance Company

The employment interview is an opportunity to evaluate a prospective employee’s attitude toward safety as well as their other job qualifications. During the interview, it can be beneficial to ask prospective employees about their past experiences.

Have them recall a situation in a past job or a personal situation that involved a safety issue. Ask them to describe how they dealt with that situation. The response may provide valuable information about the person’s experience, character, and ability

to think and act decisively. Very often, this type of questioning

elicits additional information about a person’s training, life experiences, and attitude. Perhaps at a previous job, the prospect observed a dangerous situation and acted to prevent an accident. Or, in a crisis situation, was the person able to remain calm and use good judgment? Did they notify the proper people and act to prevent further harm or damage?

Also, ask job candidates what they learned from their experiences. Even

if they admittedly could have done something differently, an honest answer and a willingness to follow procedures may be the qualities you are looking for.

This publication is intended to provide general recommendations regarding risk prevention. It is not intended to include all steps or processes necessary to adequately protect you, your business, or your customers. You should always consult your personal attorney and insurance advisor for advice unique to you and your business. ©2015 Federated Mutual Insurance Company. All rights reserved.

ConduCt a“Safety” Interview

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Visit www.federatedinsurance.com to find a representative near you.

*Not licensed in the states of NH, NJ, and VT. © 2015 Federated Mutual Insurance Company

April 2015 | MN PHCC Contractor 15

MEMBERSHIP INFORMATION

2015

• Discounts on MN PHCC business management classes and continuing education classes including plumbing, medical gas and more!

• Discounts through companies such as ExxonMobil gas, Chrysler trucks and vehicles, Enterprise Fleet Management, Aramark, and many more!

• Company listing on online membership directory where the public can search for contractors to hire, based on location & services offered

• Networking opportunities on local, state, and national levels

• Exclusive access to training webinars through PHCC National’s website

• A subscription to MN PHCC’s monthly magazine, Contractor

• A strong voice for our industry before the state legislature and plumbing board

• Access to discounted health, liability, and risk insurance programs

• Assistance in renewing bonds and licenses• Access to service contractor training through

PHCC QSC• Discounts on plumbing and HVAC training

textbooks through PHCC—National• Receive a complimentary subscription to PHCC’s

online e-mail Weekly Newsletter• Get Legislative & Regulatory Alerts• Learn how to protect your business and

your employees with PHCC Safety and Risk Management Resources

• Give your staff access to state-of-the-art technical training and prepare for new industry regulations

• Use PHCC’s online discussion groups to ask questions, share ideas and get insights from contractors nationwide

*Applicable where local chapters are available.

LIMITED TIME OFFER FOR NEW MEMBERS:New members receive one year of membership with PHCC for HALF THE PRICE when committing to a two year membership! PAY ONLY $675 to receive FULL membership benefits for the duration of 2015 when you commit to renewing in 2016. THAT’S A $1,350 VALUE FOR YOUR FIRST YEAR FOR ONLY $675

QUESTIONS?Minnesota Plumbing-Heating-Cooling Contractors Association

5353 Wayzata Blvd, Ste 350 | Minneapolis, MN 55416952-564-3060 telephone | 952-252-8096 fax | [email protected] | www.mnphcc.org

Joining the MN PHCC as a Contractor Member gets you benefits at a state, national AND local level*. Membership is at the company level and

ALL employees receive the benefits!

SPECIAL OFFER

MEMBER INFORMATION Please provide your company information below as you would like it listed in the membership directory.

ADDITIONAL EMPLOYEESPlease provide employee information for those that you want to receive PHCC communications regarding events, updates, industry information, etc. Attach additional names if necessary.

Name: _______________________________________________________

Phone: ______________________________________________________

Email: _______________________________________________________

Name: _______________________________________________________

Phone: ______________________________________________________

Email: _______________________________________________________

PAYMENT INFORMATION

oVisa oMasterCard oAMEX oCheck # ________ (payable to MN PHCC)

Card Number: ____________________________ Exp. Date: _________

Name on Card: _______________________________________________

Signature: ___________________________________________________PLEASE SEND YOUR COMPLETED FORMS WITH FULL PAYMENT TO:MN PHCC - 5353 Wayzata Blvd, Ste 350, Minneapolis MN 55416Phone: (952) 564-3060 | Fax: (952) 252-8096 | [email protected]

MEMBERSHIP APPLICATIONJoin online at www.mnphcc.org or complete the application below!

PRODUCTS / SERVICES

Please select which products / services your company provides:

oPlumbing Contractor Installation/Repair/Maintenance

oPlumbing Parts/Tools Wholesaler

oPlumbing Parts/Tools Manufacturer

oHVAC Contractor Installation/Repair/Maintenance

oHVAC Parts/Tools Wholesaler

oHVAC Parts/Tools Manufacturer

oMechanical Contractor Installation/Repair/Maintenance

oMechanical Parts/Tools Wholesaler

oMechanical Parts/Tools Manufacturer

oBusiness Service Provider for Contractors, i.e. utility, CPA services, etc.

oOTHER: Please list the specific service(s) you offer: ________________________________________________________________________________________________________

MEMBERSHIP TYPEPlease select your membership type below.

oCONTRACTOR Company - $1,350 oASSOCIATE Company - $500

3

5

2

1

4

Company Name: _________________________________________________________________ oUnion oNon-Union

Primary Contact: ____________________________________________________________________________________

Address: __________________________________________________________________________________________

City: _____________________________________________________________ State: ___________ Zip: ____________

Phone: ___________________________________________ Fax: ____________________________________________

Email: __________________________________________ Website: __________________________________________

2015

$675

Limited Time Offer For New Members

News Crawlby The International Code Council


Founded by the International Code Council (ICC), Building Safety Month (BSM) is celebrated by jurisdictions worldwide during the month of May.

Building Safety Month is a public awareness campaign offered each year to help individuals, families, and businesses understand what it takes to create and sustain safe and sustainable structures. The campaign reinforces the need for adoption of modern model building codes, a strong and efficient system of code enforcement, and a well-trained, professional workforce to maintain the system.

The campaign is presented by the ICC and its 57,000 members worldwide, along with a diverse partnership of professionals from the building construction, design, and safety community. Corporations, government agencies, professional associations, nonprofits, and more come together to support Building Safety Month because they understand the need for safe and sustainable structures where we live, work, and play.

THEMEThis year’s theme is Resilient

Communities Start with Building Codes. Each week of Building Safety Month spotlights a specific area of building safety.

Weekly Themes

Week One | May 4-10, 2015Don’t Get Burned – Build to Code

Week Two | May 11-17, 2015Bounce Back Faster from Disaster – Build to Code

Week Three | May 18-24, 2015Water Safe, Water Smart – Build to Code

Week Four | May 25-31, 2015Save Energy – Build to Code

HISTORY OF BUILDING SAFETY MONTH

For the last 35 years, the 57,000 worldwide Members of the ICC have celebrated advances in constructing safe, sustainable, affordable, and resilient buildings and homes. The ongoing support of Building Safety Month and the important role code officials play in public safety in the built environment comes from the President of the United States, governors, mayors, county executives, and other government officials, as well as construction industry professionals. The Building Safety Month campaign helps to improve public safety by increasing awareness about how building codes and code officials improve and protect the places where we live, learn, work, and play.

HELP TO PROMOTE BUILDING SAFETY MONTH

Building Safety Month depends on the efforts of individuals like you. ICC will provide several resources to assist you in promoting Building Safety Month in your community. These resources will include strategies on how to set up a Building Safety Month event, a fill-in news release, a sample proclamation, kid’s activity pages, stickers, brochures, pencils, and more. Many resources will be available for free download and others may be purchased on www.iccsafe.org in the near future.

Consider these tips to Promote Building Safety Month in your community:

� Promote BSM through your Chapter activities.

� Set up an information booth at city hall or a local hardware store.

� Visit a school and give a presentation about building safety.

� Post local information on your website.

� Send a news release to newspapers, and radio and television stations.

� Encourage local media to cover Building Safety Month activities and send public service announcements to local radio and television stations.

� Public information officers, city managers, or mayors could also arrange to appear on a talk/community information show through your local television or radio stations.

� Include a call-in, question-and-answer session as part of the program to generate even more interest.

� Be sure to also invite your local media to any scheduled events you plan during the month and post on your social media websites.

WHO NEEDS BUILDING CODESAll communities need building codes

to protect their citizens from disasters like fires, weather-related events, and structural collapse. Model building codes are society’s best way of protecting homes, offices, schools, manufacturing facilities, stores, and entertainment venues. Code officials work day in and day out to keep the public safe. Building Safety Month is a month-long celebration of all aspects of building safety that helps families, employers, and leaders understand and appreciate the best practices that keep the places where we live, work, and play safe.

This information was provided by the International Code Council, Inc., and re-printed with permission. Visit www.iccsafe.org for more information.

may Is Building Safety Month

MEMBER INFORMATION Please provide your company information below as you would like it listed in the membership directory.

ADDITIONAL EMPLOYEESPlease provide employee information for those that you want to receive PHCC communications regarding events, updates, industry information, etc. Attach additional names if necessary.

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Signature: ___________________________________________________PLEASE SEND YOUR COMPLETED FORMS WITH FULL PAYMENT TO:MN PHCC - 5353 Wayzata Blvd, Ste 350, Minneapolis MN 55416Phone: (952) 564-3060 | Fax: (952) 252-8096 | [email protected]

MEMBERSHIP APPLICATIONJoin online at www.mnphcc.org or complete the application below!

PRODUCTS / SERVICES

Please select which products / services your company provides:

oPlumbing Contractor Installation/Repair/Maintenance

oPlumbing Parts/Tools Wholesaler

oPlumbing Parts/Tools Manufacturer

oHVAC Contractor Installation/Repair/Maintenance

oHVAC Parts/Tools Wholesaler

oHVAC Parts/Tools Manufacturer

oMechanical Contractor Installation/Repair/Maintenance

oMechanical Parts/Tools Wholesaler

oMechanical Parts/Tools Manufacturer

oBusiness Service Provider for Contractors, i.e. utility, CPA services, etc.

oOTHER: Please list the specific service(s) you offer: ________________________________________________________________________________________________________

MEMBERSHIP TYPEPlease select your membership type below.

oCONTRACTOR Company - $1,350 oASSOCIATE Company - $500

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City: _____________________________________________________________ State: ___________ Zip: ____________

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2015

$675

Limited Time Offer For New Members


Financeby Brad Stevens

Back in college, I remember a specific lecture provided by an economics professor. The topic was “Reactions of Business Owners to the Economic Cycle.” Primary to the topic was how owners managed the liquidity of their business, based on the economic outlook that they perceived. Essentially, if hard times were expected, the owners would increase their cautionary deposit balances. Conversely, if good times are on the way, they may be satisfied with a smaller cautionary balance. The best-run companies maintain a cautionary balance that will meet their

needs without leaving too much of a valuable asset in an unproductive form.

Today, the level of your cautionary balance is critical. Interest on deposits is nil, so carrying too large of a balance leaves you with a non-performing asset, like a machine that just sits in the corner. Not enough of a balance, and you have difficult decisions to make on who gets paid—possibly damaging your valued supplier relationships. Admittedly, many firms have access to a line of credit, using a daily sweep to keep their cash balance at $0 at all times. If you have a line of

credit and your banking relationship is strong (with no surprises expected), this works out great. If you do not have a line of credit or your banking relationship is somewhat shaky, you need to consider figuring a dollar amount of cash that you always want on hand.

The first step in developing the cautionary balance is to calculate the average amount of hard cash expenses that your firm has every month. This includes all overhead expenses, labor, insurance, term loan payments, and the like that have to be paid—not just put on a payable. Then, figure your average

CautIonary Balances

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monthly payment on your payables. In a worst-case scenario, where you received not one dollar from sales or your receivables, this is the amount that you would want on hand as your cautionary balance.

Depending on how concentrated your sales are to one or more clients—and your outlook on the future—you may want to double this amount or more to keep your doors open in the event of the worst-case scenario. Otherwise, figure in your average collection of accounts receivable, and subtract that from the cash expenses and payable figure. This will give you the amount that you

can start with for a cautionary balance.A way to confirm your balance figure

might be to gather information from your industry peers. Search out your trade organization to see if they have industry figures from surveys that could be helpful. Robert Morris Associates (RMA) publishes a book with balance sheet ratios and income statement ratios for virtually every industry. Your banker should have access to this information, as they will use it to determine how your company performance matches up with the industry.

Having the right cautionary deposit balance provides a liquidity cushion to meet your company’s needs, while not leaving one of your most important assets unproductive.

Brad Stevens is relationship manager with Alerus Financial in Minneapolis. He can be reached at [email protected].

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Having the right cautionary deposit balance provides a liquidity cushion to meet your company’s needs, while not leaving one of your most important assets unproductive.


Marketing Landscape by Adams Hudson

It’s a question I hear a lot: “Why should I market to my customers during the summer when the weather is keeping me as busy as I can be?” Before I answer, first think about a few questions that run through my cobweb-filled head.

Your customers are the ones that you spent your hard-earned marketing dollars to gain, right? Your top-quality service calls were meant to impress and retain them, right? You think of them as your “customers,” but my last question is: do they think of you as their heating and cooling company?

If you answered “yes” to the first two questions, but maybe weren’t exactly sure on that last one, you probably have a customer retention problem… and your competition would love to keep it that way.

That’s the thing about customer retention: you don’t know when, who, or how many are leaving. If you’re not staying in touch—but merely “assuming” they’ll stay—you can virtually guarantee that unless they have

unparalleled loyalty and a faultless long-term memory, they’re leaving.

Your customers will have the same needs this summer as the rest of the people calling you. They want to be comfortable in their homes, so they’re desperate if they have a repair need on a hot day. They’re concerned if their utility bills are sky-high, and they would love to save some of that money with higher efficiency.

So, do you want your customers to bring these needs to you—or to another company? If you’re not giving them a reason to remember you, I’ve got bad news for you: they’re not going to quit using their air conditioning or plumbing … but, they may quit using you.

If you’re one of the contractors relying on the weather to do your marketing, you could be allowing your competitors to snatch your customers right into their aggressively marketed clutches. Your mission this summer is to keep that from happening.

There’s no question that summer can mean LOTS of business for your company … but you have to play your cards right. If you miss out on the “spending” season and allow customers to leave, you lose that customer, plus all of their future sales and referrals—but you’ll never even know about it.

So make an effort by getting out in front

of your competition with a professional customer retention weapon. (And yes, you’ll end up winning some of the ones they’re neglecting too.)

Your best bet: a high quality postcard with a well-placed retention message (not a hard-driving “sales” message) that gains credibility, sales, referrals—and is great TOMA (Top of Mind Awareness). Plus, postcards require no envelope, can be metered, and are very inexpensive to print. They can be out to your entire database almost immediately.

So, what message will you send? Remember that the primary purpose is “image” or “TOMA.” You don’t have to hard-sell since peak season already makes people receptive. But you can make an enticing offer. Options include service or replacement offers with a deadlined discount, plus a free energy survey or free plumbing inspection touting energy or utility savings.

Just remember that the summer sales season can make or break your business. Don’t wait on the weather or “hope” your customers remember you. Make sure it happens by driving your name further into the market to get more leads, sales, and profits.

Your customers are waiting to hear from you, so don’t let them hear from the competition first!

Adams Hudson is president of Hudson, Ink, a creative marketing firm for contractors. This information is brought to you by the PHCC Educational Foundation.

wHy market During Peak Season?

McCullough & Associates Manufacturer’s Representatives since 1962

(800) 328-5003


JEREMY CARLSON PresidentCarlson Duluth Company2901 Helm St, Duluth, MN [email protected]

JASON SCHRUPP Vice PresidentHanson’s Plumbing & Heating, Inc.P. O. Box 301, Perham, MN [email protected]

MITCHELL DIERS Sec. / Treas. & Duluth PHCC LiaisonNorthern Mech./Plbg. Contrs. Assoc.802 Garfield Ave., Duluth, MN [email protected]

MARK JOHNSON Immediate Past President645 Emerson St. N, Cambridge, MN [email protected]

SUZYN BRONK DirectorBob’s Home Heating & Cooling327 Mankato Ave., Winona, MN [email protected]

JIM GANDER Director & Rochester PHCC LiasonSuperior Mechanical1244 60th Ave. NW, Rochester, MN [email protected]

JIM INGLE Director FourMation Sales14400 James Rd, Ste D, Rogers, MN [email protected]

JOHN RADOTICH Director & Range PHCC LiaisonRadotich, Inc.5556 Hwy 73 N, Chisholm, MN [email protected]

PAUL RONNENBERG Director Ronny’s Plumbing & Heating, Inc.P. O. Box 279, Byron, MN [email protected]

JOHN SOWADA Director Sowada & Barna Plumbing P.O. Box 188, East Bethel, MN [email protected]

PAUL SULLWOLD Director & Metro PHCC LiaisonMinnesota Plumbing & Htg. Inc.1420 W. 3rd Ave., Shakopee, MN [email protected]

LAURA TOFTE DirectorAuer Steel & Heating Supply Co.865 Xenium Ln, Plymouth, MN [email protected]

ANGIE WESTMAN Advisory MemberWestman Plumbing6205 Upton Avenue S, Richfield, MN [email protected]

JESSICA BARTRAM Executive ManagerMN PHCC5353 Wayzata Blvd, Ste 350, Minneapolis, MN [email protected]

LOCAL ASSOCIATION OFFICERS

DULUTH PHCCROB HAGLIN, PRESIDENTABE Environmental SystemsDuluth, MN; 218-727-1767

TOM CONRAD, SEC./TREAS.BendTec Inc.Duluth, MN; 218-722-0205 [email protected]

METRO PHCCJENI BLAYLOCK, PRESIDENTBlaylock Plumbing Co.Richfield, MN; [email protected]

LUKE WESTMAN, SEC./TREAS.Aitkin, MN; [email protected]

IRON RANGE PHCCBRIAN HEISEL, PRESIDENTHeisel Brothers Inc.Virginia, MN; 218-741-8381 [email protected]

JOHN RODORIGO, SEC./TREAS.Commercial Refrigeration SystemsVirginia, MN; 218-749-6810 [email protected]

ROCHESTER PHCCJERRY JENSEN, PRESIDENTValor Mechanical Rochester, MN; [email protected]

BRUCE HABERMAN, VICE PRESIDENTFirst SupplyRochester, MN; [email protected]

SEAN LAMB-VOSEN, SEC./TREAS.FergusonRochester, MN; [email protected]

For information about the Minnesota Association of Plumbing-Heating-Cooling Contractors, call the main office at 952-564-3060 or contact one of the following Board of Directors:

YOUR MN PHCC LEADERSHIP

STATE ASSOCIATION OFFICERS


New Member Spotlight

NEW CONTRACTOR MEMBERS

B&C Plumbing and Heating Established: 1997Service Area: Hutchinson, Minn., and surrounding communities Services: Plumbing, heating, and air conditioningPhone: 320-234-6900 Website: www.b-cplumbing.com

Dean’s Professional Plumbing, Heating & Air Established: 1996Service Area: Entire Minneapolis/Minnesota Metro Services: Commercial and residential plumbing, heating, air, and drain services Phone: 763-400-4503 Website: www.deansplumbing.com

Dryke Plumbing & Heating Inc. Established: 1966Service Area: Barnum, Carlton, Cloquet, Cromwell, Duluth, Esko, Holyoke, Kettle River, Knife River, Mahtowa, Moose Lake, Nickerson, Sawyer, Scanlon, Superior, Two Harbors, WrenshallServices: Commercial and residential plumbing, heating, air and drain servicesPhone: 218-590-2003Website: www.drykeplumbing.com

Gravelle PlumbingEstablished: 1952Service Area: Aitkin and Brainerd Lakes, Minn. area Services: Residential, commercial, and industrial plumbing and HVAC services Phone: 218-927-2624Website: www.gravelleplumbingandheating.com

NEW ASSOCIATE MEMBERS

Heartland Established: 1997 Service Area: All Areas Services: Payment processing, payroll solutions, gift cards, and loyaltyPhone: 763-657-6468Website: www.heartlandpaymentsystems.com

IAPMO Established: 1926Service Area: InternationalServices: Education and Training, Code Development Phone: 262-501-3992Website: www.iapmo.org

Johnstone SupplyEstablished: 1953Service Area: National; Minnesota locations, including Blaine, Bloomington, Golden Valley, Rochester, and St. Paul Services: Wholesale distributor in the HVACR industryPhone: 507-259-4793Website: www.johnstonesupply.com

Milwaukee ToolEstablished: 1924Service Area: WorldwideServices: Manufacturer of heavy duty power tools, accessories, and hand tools Phone: 612-760-3272Website: www.milwaukeetool.com

welCome new members Members who have joined in 2015.

A SPECIAL THANK YOU TO OUR MAY ADVERTISERSThe following companies show their support for the MN PHCC by advertising in the Contractor magazine.

Auer Steel .......................................................................... IFCBennerotte Marketing Agency ............................................ 10CenterPoint Energy ..................................................... 12 - 13Federated Insurance .......................................................... 14

Goodin Company ................................................................. 4McCullough and Associates ............................................... 20Minnesota Energy Resources ............................................ 19R.E. Michel Company ......................................................... 18

REACH MORE OF YOUR MARKET

Advertise in the Contractor Magazine

FOR MORE INFORMATION CONTACT: Bill Remes at 612.408.0077 or [email protected]

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MN PHCC CONTRACTOR5353 Wayzata Blvd.Suite 350Minneapolis, MN 55416www.mnphcc.org

LIMITED TIME OFFER FOR NEW MEMBERS

New members receive one year of membership with PHCC for HALF the price when committing to a two year membership!

Pay only $675 to receive FULL membership benefits for the duration of 2015 when you commit to renewing in 2016.

That’s a $1,350 value for your first year for only $675

For a full list of membership benefits, turn to page 15.

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