Monday, September 6 is Labor Day. Labor Day was first celebrated in 1882, becoming a federal holiday in 1894. It was established to give workers a day of rest and commemorate their contributions to our national economy. It is often celebrated with parades, picnics, barbecues, fireworks, etc. Check with your local Visitors Bureau or Chamber of Commerce to find what events are scheduled in your area. Enjoy gatherings with family and friends and above all, be safe!

Links:

http://www.timeanddate.com/holidays/us/labor-day

http://dc.about.com/od/specialevents/a/Laborday.htm

For those of us in the chimney business, the smell of fall is that of crisp wood smoke, the faint whisp of oil smoke in the air, and the unique smell of pellet stove fumes.  But the true smell of fall for our industry is the smell of money!  Soon the cool nights will signal the phones to ring incessantly and we’ll begin that rodeo ride we call “the busy season.”  For many in this economy, it will be a more than welcome sight.  But are you prepared?  Have you been through your inventory of tools and products to make sure you can capitalize on every opportunity?  Are your brushes, rods, vacuum and tools in good repair?  Do you have a stock of paint, glass cleaner, stove gasket and cement to sell?  How about the most popular chimney cap and dampers you sell?  Are your ladders, ridge hooks and scaffold inspected and ready? 

The experts say certain sensory experiences are imprinted on the brain.  Certain smells trigger a childhood memory or a special day in our past.  This fall, how about making the chimney sweep visit memorable for your customers?  Greet them with a smile and make the visit professional, complete and enjoyable.  Give them something extra – a box of fire starters, a bottle of glass cleaner, a chimney sweep figurine, or something unique to you.  And don’t forget to thank them for choosing your company.

Whatever the smell of fall is to you, breathe deeply and embrace it.  After all, it only comes once a year.

Posted by Chuck Phillip, Business Coach, NE Division

Please drive responsibly, being extra alert around bus stops and schools. Obey those school speed zones and keep a safe distance when traveling behind school buses.

Lindemann Chimney wishes students of all ages a fun-filled learning experience this school year. Drink in the wealth of knowledge offered by our great educators. Hit the books hard, then take time to play just as hard. But most of all, be safe!

For repairs to chimney mortar joints, Rutland’s Masonry Patch makes it easy! Chip out the old soft or loose mortar. Then fill in the joint with Masonry Patch, taking care to cut the caulking cartridge at an angle. Gun the material in the joint, letting it set up.

If the chimney mortar joints are cracked but the mortar is still intact you can use CrackMagik to prevent the entry of moisture into the cracks. Just paint it on the cracked joint and let it set up. It leaves a milky-white water-proofing film.

 Speaking of water-proofing, soft brick or soft mortar joints can benefit from ChimneySaver. It will protect your customer’s chimney investment and prolong the life of the chimney. If your customer’s chimney is leaking and you’ve tried every other avenue of repair, don’t be surprised if it’s leaking through the brick or mortar joints. ChimneySaver is a breathable shield that stops moisture entry into the chimney, yet is still vapor permeable, letting moisture inside the chimney escape.

We carry a variety of crown repair products. Some such as CrownSeal is applied with a paint brush. Other materials like CrownSaver are applied with a trowel.

Don’t forget the flashing! FlashSeal provides a membrane between the chimney flashing and the elements. It’s easy to apply and provides an attractive finish. Best of all, the customer can put off the cost of replacing the flashing until a later time.

Soon the cold winds of winter will be blowing. You will be running a million miles a minute from one job to another. Now is the time to take advantage of these beautiful early fall days to repair your customer’s chimney before the snow flies!

Posted by Karen Lamansky, Director of Marketing

National Aviation Day coincides with Orville Wright’s birthday. The Wright Brothers’ Museum located in Kill Devil Hills NC, just south of Kitty Hawk, is a must see for aviation enthusiasts. It not only commemorates the accomplishments of Orville and Wilbur Wright, but also all men and women aviation pioneers. And those up for a little hike can actually walk down the runway of the famous “First Flight.” I suggest comfortable walking shoes!

Links:

http://www.timeanddate.com/holidays/us/national-aviation-day

http://www.nps.gov/wrbr/index.htm

Postd by Joni Johnston, Marketing Analyst

Our warehouses are stocked and we are ready to help you with technical advice, problems and tried and true business building ideas that work.

Posted by Karen Lamansky, Director of Marketing

In NFPA211, 3.3.78 Solid Masonry Unit is defined as;

     A masonry unit whose net cross-sectional area in every plane

     parallel to the bearing surface is 75 percent or more of its

     gross cross-sectional area measured in the same plane.

     When installed in accordance with these instructions, Chamber-Tech 2000 addresses building codes by offering the necessary protection to combustibles having a minimum of zero clearance to the masonry.  For Chamber-Tech 2000 to be a UL Listed product at zero clearance to combustibles, it must be installed on all (4) four walls of the smoke chamber from its lowest points and the bottom edge of the lintel up to the bottom edge of the chimney liner.  A very fluent, streamline shape can easily be achieved.  If this seems like too much information then please don’t hesitate to call Lindemann Chimney Supply at 800-722-7230 so we can get you started today.  We have years of experience selling and using this product in our service businss - Lindemann Chimney Serice.  

By Tim Freberg, Director of Operations, Chicago, IL.

The Super Scrub Whip is unsurpassed for cleaning chimneys gently yet effectively. Passes through dampers easily then expands out to scrub the flue removing soot and flaky creosote. Easily adjusted to give just the right amount of scrubbing. Guide ball on front helps negotiate offsets.

Here's a link that Tom Martin of A.W. Perkins shared with us regarding a sweeping job in Europe. To view it, click here.

Many of you own one of our Rovac 1-Motor or 3-Motor vacuums.  We are constantly trying to improve upon this industry leading design and we recently developed a new pre-filter for these machines.  The SootStop Dacron filter stops soot and ash BEFORE it reaches the “microbag” primary filter.  The SootStop filter is a very sheer fabric that sheds the buildup with a simple shake of the filter.  Even the simple act of wheeling the vacuum in and out of the house will be sufficient to knock off much of the debris returning the machine to near full power.   And when it is time to thoroughly clean the filters there will be very little cleaning of the microbag filter necessary.  The SootStop filters may be washed in a washing machine and will last for several months.  The small filter, Lindemann #561104, costs $18.93 and the large version, #561027, is $32.00.

I recently was in the UK and Ireland testing our products on tougher to clean coal and oil burning flues.  Here's an interesting videos taken during my trip are on YouTube. It shows the benefits of how the SootStop Filter works:  http://www.youtube.com/watch?v=2-366zn3JJM. 

Thank you! 

Tom

Location Director of Operations Chuck Phillips says "We had expanded into the adjoining space on either side, leaving us no room for growth. This location allows us to continue to expand and to serve our customers better."

This new warehouse features a large, open warehouse space with two loading docks and one drive up bay for customer pickup. Company President Rob Lindemann has this to say "I'm excited about our expansion project. We have seen excellent growth in the 13 years we've been in Albany. We look forward to expanding our product offerings and to  many more years of partnership with sweeps and retailers in the New England States".

The new "Albany" location will still retain the same toll-free number (877-722-7230). Here is their new location information and local phone numbers:

Lindemann Chimney Supply

4 Airport Park

Latham, NY 12110

Local phone : 518-785-4922

Fax: 518-785-4992

To begin, are you mining the number one resource in your company – your employees? Your employees, whether in the office or in the field, are face-to-face with your customers and potential customers every day. These “customers” are probably telling your employees why they contacted your company. Ask your employees to jot these reasons down. If one reason is repeated over and over, this is your goldmine. But don’t brush aside those off-the-wall, one-of-a-kind reasons either. Hey, if a customer chose you because you have blue trucks and their favorite color is blue, play it up. Maybe your new slogan is “We’re the guys in the blue trucks!” Have fun with it!!!

Be sure to set up an avenue of communication to gather employee ideas. Whether it’s the old suggestion shoe box, regular meetings to brainstorm, a form they can fill out and email, or a combination of all of these, encourage your employees to share their ideas. Then reward! Maybe a good but not implemented idea gets two movie tickets and winners get a paid day off. Or maybe it’s a simple as a party with cake and balloons or streamers, celebrating the person and their idea. But let your employees know you welcome and appreciate their input.

Even though your employees are your #1 resource, don’t stop with them. Ask your friends, neighbors, relatives, the guy on the street. You never know where that gold nugget of an idea will come from. And be sure to apply this theory to everything you do. Need new uniforms for the team? Ask for their ideas. And don’t stifle any idea. It could become your trademark. Who doesn’t recognize a UPS driver by their brown uniform?

Being creative should never land solely on your shoulders. Share the fun with your employees.

Posted by Joni Johnston, Marketing Analyst, Lindemann Chimney Supply

You have many chances to sell additional products and services during each service call than you are probably taking advantage of.  And that means not only lost revenue, but perhaps more importantly, you are forfeiting the chance to provide real value to the homeowner and be viewed as someone who can spot and solve potential problems before they become big headaches for your customers.

Here a just a few products for you to consider before you make your next service call:

What's so great about a grate?

Heavy Duty Cast Iron Fireplace Grates will outlast the cheap steel bar grates found in the big box stores.  These heavy duty grates come in a wide variety of styles and sizes to fit literally any firebox and there are modular grates that can be expanded to fit even the largest fireplaces.  Self-feeding styles help keep the fire blazing without constant tending and poking and will make for a more relaxing evening in front of the fire.

No Trespassing…Keep Out!

That’s exactly what you want when it comes to birds, squirrels, raccoons, mice and other animals when they are attempting to invade your customers home.  HY-C’s Roof Vent Guards and the brand new Dryer Vent Guard will help keep those uninvited “guests” looking for lodging elsewhere for years to come.  These vent guards come fully assembled, install quickly and easily and are made from durable, corrosion resistant Stainless Steel.     

Remember, most people don’t like to be “sold”, but they do like to buy.  By keeping your eyes open and asking a few questions during your time in your customer’s home, you can uncover many opportunities to help your clients solve problems and enhance both your reputation and your wallet!  

Special thanks to Ken Drilling of Hy-C Company for providing us this article.

The Sealtight Damper

The best way to seal in heat and air-conditioning is with a top sealing damper that mounts on the chimney top. They are available in various styles. The Sealtight Damper provides a low-profile appearance. When closed, it's hard to see on the chimney. It includes is made of stainless steel and cast-aluminum. It has a rubber gasket that provides a greater sealed area than the competition. 

  The Energy Top Plus and Gasket  

The Energy Top features a refrigerator style gasket that conforms to the metal base when closed. It's a far superior type of gasket to any other damper in the industry. The strong mechanical design means that it opens to the same height every time. It's also constructed of aluminum and stainless steel. What could be better than this? Just add a stainless steel cap and now it's an Energy Top Plus cap/damper combination. 

One of the greatest advantages to owning a US Fireplace Products Damper is that they back their products with a Lifetime Warranty. And they usually pay for themselves in saved "paid" energy dollars within a few years.

Posted by Karen Lamansky, Director of Marketing

There are hundreds of ways to get your chimney service and hearth business noticed, here is one.  In today’s information age consumers are bombarded with information about everything.  You need to find something that sticks out on all the clutter.  I think a parade is a great idea.  However most people clean their truck and wave like the Queen of England hoping to be remembered.  I think five hundred 16” beach balls is much more fun.  And Yes that is me on top of the truck with a co-workers son.  Based on the calls, texts, emails and social media posts we were definitely noticed.  Enjoy the video a parade attendee sent me. Click here to check it out.

Lindemann Chimney Service Uses TherMix  

TherMix is listed by Underwriters Laboratories, Inc. in combination with several brands and types of lining materials for use in applications where chimney exterior surfaces are in direct contact with framing or other combustible materials.  The listings are in combination with flexible chimney liners. Rigid liners should never be used with TherMix because a rigid liner expands differently than  a flexible liner and it can cause damage to the liner or chimney.

There are no health risks to the installer or homeowner. TherMix is non-fibrous, non-toxic, inert, and manufactured under stringent quality controls.  TherMix insulation features high “R” values that balance the need to keep flue gases warm and outside temperatures within safe limits. 

I’ve mixed and poured enough TherMix in my life to offer more tips and opinions on this product.  Feel free to call me at 800-722-7230 or email me at tim@lindemannchimney.com and I can further explain how this product can save time, add performance and is cost effective.  TherMix has been serving chimney professionals and their customers since 1984!   

Posted by Tim Freberg, Director of Operations, Chicago, Illinois.

As a chimney sweep, you know that not all customers burn dry wood at the correct temperature.  Especially for those customers, you are perhaps the best person to help them avoid extensive damage to their home should they have a chimney fire.  You can feel confident recommending Chimfex to your customers.  Chimfex has been used by homeowners and professional firefighters for more than 30 years with proven results.  Manufacturing was interrupted from 2001 until 2009, but it is back on the market.

How does Chimfex put out the fire?

After activating, immediately drop it alongside the fire, close the doors and air intake and the natural draft will take the robust fumes up the chimney.  The fumes suppress the fire and replace the oxygen. 

Then what happens?

Chimney fires can often restart because the creosote remains and the heat remains even after the initial flames have been quelled.  For this reason, Chimfex is engineered to continue to produce a high volume of fumes for the next several minutes to make certain the fire does not reignite.  This duration of smoke output allows the internal flue temperatures to drop such that reigniting is less likely.  Temperature in the flue is reduced by over 50% in two minutes on average.  It replaces over 40% of the oxygen in an average of 2 minutes.

No water damage

Traditional methods of extinguishing fires with water can harm flue tile and cause extensive damage.  Even a low volume of water will cause the ash and creosote to puddle at the base of the firebox and even out on the floor in front.  Spraying water on very hot flue tile can cause severe damage and require major repairs before it can be used again.

For chimney fires, Chimfex provides a safe and quick solution with no water damage.

Posted by Pat Hemenway, Rutland Products

But every now and then we hear about one of our colleagues who was not so fortunate and came down the hard way.  Some walk away with no apparent injury, others are hurt and recover, and a few, like my friend Greg Duffy in Boise, Idaho, are forced to give up sweeping and find some other livelihood. 

The implications of a fall are pain, at least, and very possibly lost work time or a career-ending or even fatal injury.  The financial impact can be as great as the physical. 

I think we should all take a vow: No More Hard Landings.

There are several methods available to protect workers from falls.  Conventional fall protection systems include guardrail systems, safety net systems and personal fall arrest systems.  Appropriate systems must be effective and affordable while interfering minimally with workers’ activities. 

Beyond fall protection is the concept of work positioning.  Using techniques of work positioning borrowed from professional arborists, chimney service specialists can improve their chances of avoiding serious injury while working more efficiently in high places.  The worker is comfortably suspended and free to use his hands.  “Use equipment that ensures you are not going to fall,” says Wayne DeMoray (Newport’s Heat Source, Newport, OR).  “Not just to save you if you do fall!”

  I know several sweeps who tie a safety line whenever working at elevation.  They factor the amount of time it takes them to set up, usually less than a half hour, into their price per job.  I hope this becomes widespread.

Please do yourself and the people who work with you a favor and learn everything you can about all the available fall protection options.

Prepared by Jim Gillam, Chimney Sweep News (SNEWS)

All of our Lindemann Chimney Supply Staff would like to wish you a happy 4th of July! We hope you enjoy time spent with your family and friends. More importantly, we hope that where ever you travel you will remain safe.

Posted by Rob Lindemann, President

The company I work for, Bernard Dalsin Manufacturing produces the CHIM-A-LATOR^® Top Sealing Damper.  Let’s discuss some of the benefits that this product provides.  First, covering and sealing the chimney from the top eliminates the damage caused by rain and other weather related elements entering the chimney.  Conventional throat dampers loosely close the chimney from the bottom which not only allows the elements into the chimney, but also allows heat to escape up the chimney.  In fact, some chimneys don’t have a damper at all.  In cold climates it is estimated that installing a top sealing damper can save up to 20% in annual heating costs. 

Homeowners may not think of it, but all of us in the chimney profession have heard stories of intruding raccoons causing considerable damage to the inside of the home.  Without a top sealing damper or cap, certain species of nesting birds also find chimneys to be suitable homes in the summer months which can be a real problem when lighting the first fire in the fall.

Top sealing dampers obviously serve to make your chimney last longer, operate more safely, and perform better.  The benefits are clear and the market is large, so be sure that, as a chimney professional, you explain the benefits of installing a CHIM-A-LATOR top sealing damper to homeowners with exposed chimneys.

Prepared by Joe Burns, Bernard Dalsin Manufacturing

There is “legitimate power” in practicing personal integrity. Being consistent in one’s dealings with others creates trust and believability. People will be open with you and share more confidential or inside information, enabling you to make better recommendations. Integrity communicates believability while building and creating respect.

Whether or not they like you, people will respect you and trust your word. It will also improve communications when you are dealing in a straightforward manner instead of playing with hidden agendas.

Integrity increases your confidence level. You don’t have to look over your shoulder. You won’t be wasting time and energy lying and worrying about getting caught. If you always tell the truth, you don’t have to remember what you said. Integrity also improves your customer's confidence level too. Customers are more likely to buy when they feel confident.

Have you ever said, “Just because I cheat on my income tax doesn’t mean I would do anything unethical with my customer. That’s different.” Integrity isn’t situational; it’s your personal values. “You reap what you sow.” You might think it’s okay to bend the rules a little if no one is getting hurt, but you might be hurting someone and that someone might be yourself. Every time you tell a white lie or don’t keep a promise, you chip away at your self-esteem as well as your personal integrity. Integrity is an internal characteristic. It can’t be manufactured or put on. It isn’t situational – today you have it and tomorrow you don’t. It must be genuine. Integrity is apparent when what you say is consistent with what you do and who you are.

Purchasing products and services has become so complex in recent years that customers need honest, straightforward advice. They don’t have the energy or time to research all the latest technological changes. They need someone they can trust to make a recommendation in their best interests.

With new customers, your integrity can be communicated through your reputation, or from a favorable recommendation from a person the new customer respects.

Even if the cost seems high in the short run, feel confident that integrity will always pay off. Not because it’s the right thing to do, but because when your customers trust you, they will buy from you.

• Customers are the most important people we on in contact with…in person, by email, by phone or by mail.
• Customers are not dependent on us; we are dependent on them.
• Customers are not an interruption of our work; they are the purpose of it.
• We are not doing customers a favor by servicing them; customers do us a favor by giving us the opportunity to serve them.
• Customers are not people to argue or match wits with; nobody ever won an argument with a customer.
• Customers bring us their wants; it is our job to handle them profitably to them and to ourselves.

Proving You Care

More companies fail than succeed in business.  The ones that succeed are the ones that prove they really care.  You can say all the fancy catch phrases or even quote from NFPA 211, but your dedication to service will not come to life until you prove to your customers that you really care about them.

Customers want to feel that you have a legitimate concern for their wellbeing.  Many companies lavish attention upon their customers, but few excel at caring.

For example, two competing companies bid a furnace flue relining at the same residence.  Both companies are selling the same material at a similar price.  Both salesmen have relatively the same sales pitch and product literature.  The company that gets the job is the one that sends the guy that “just seems to care a little more” message.  He takes off his jacket while in the house so it doesn’t seem as if he is on his way to the next job.  He stays until he has a definite solution and all questions and concerns are addressed.  He assures the homeowner that when the job is done he will be there to make sure everything goes smoothly.

In order to rise above the rest, be genuinely committed to providing customer service excellence better than anyone else in the industry.  Do all you must to instill in employees who meet your customers a deep appreciation of the value of service.  Be certain that your passion for customer service runs rampant throughout the company, not just at the top.  Share information with people on the front line.  Be sure everyone who deals with customers pays very close attention to the customer, and listens attentively.  Customers should feel this.

Recognize that customers have needs and expectations.  You’ve got to meet the first and exceed the second. 

Posted by Jeff Wiles, Director of Operations, Southeast Location

The Homestyle Collection is the most innovative array of direct vent and collinear caps ever manufactured! The patented Terminations feature built-in high wind and water intrusion protection and an attractive traditional chimney cap design.

The Homestyle Collection is available in more than thirty body sizes and vent configurations to fit each installation application perfectly. Match your customer’s flue tile size to a fitted Homestyle Collinear for a finished appearance. The Homestyle Direct Vent is a chase mounted version with classic styling.

The Homestyle Collection compliments any installation while being fast to install and providing your customer with the finishing touch they want for their gas fireplace installation.

Submitted by Robert Huta, RHL Industries

Did you know that your kitchen sink is probably a 304 stainless or the hub caps on your car are a 301 stainless steel?  When venting a heating appliance, the steel alloy must prove long term corrosive resistant when exposed to the often aggressive environments created during the combustion and venting processes of various fuels.

Ventinox VFT 316Ti is always an excellent choice if you’re uncertain.  This alloy can withstand the high temperatures associated with solid fuel combustion, the corrosive elements typical in gas vents and sulfuric acid exposure in oil applications.  Ventinox VFT 316Ti is a very good overall choice for wood, gas and coal.  It is the best choice for venting oil fired equipment.

There are many different chimney lining systems made from a whole range of stainless steel products in the world.  It is your job to find the right system for you and your customers.  Feel free to call me at 800-722-7230 or email tim@lindemannchimney.com and I’d be happy to share all the information we have available on various stainless steel choices.

Posted by Tim Freberg, Director of Operations, Midwest and Western Regions

You are probably wondering, why was I helping educate my competitor’s customers?  I view competition as a very similar definition in the dictionary – “one selling or buying goods or services in the same market as another”.   I look at competition as people I'd like to develop an open and honest friendship with.  Even better, we can learn and grow together.  If the relationship is rooted in mutual trust and respect for each other there is huge gains to be made by both sides.     

Try to look past the fact that at times you “share” customers. Instead, consider the ways that together you can develop and grow a market together instead of worrying about insignificant whimsical losses incurred to your competition.  Sure, you do not want to exchange your competitive advantages or “secret sauce” with your competition.   Save that 5% to make the competition fun for both sides.  The other 95% is the same old stuff.  That’s the stuff you can lean on each other for, paving an easier road to success for both parties.

Over the years I have noticed a dichotomy within our industry.  Why are some markets cut throat and other markets prosperous?  I've observed the difference to be a few companies treating their competitors with respect, working towards a common goal and being decent human beings. They help each other on tough jobs, exchange ideas, adopt best practices, and eventually cultivate the market together.  The market they serve realizes the need for quality chimney work and is willing to pay for it.  On the other side there is the all or nothing, price gauging, price slashing, reputation bashing, land of wasted life.  What market do you want to play in?

I learned how to compete on the playground.  Football was the game of choice. We picked our captains and they tried to create equal teams.  If we began playing and the game was lopsided we had to shuffle players.  Perhaps a slow average guy, (like me,) would swap with guy who had better hands and a little more speed.  We were all playing for the same outcome – fun.  On the field the game was intense and extremely competitive.  In an ideal world the score would flip-flop until the end of time and the game would never end.  However, in the real world the ideal game ended with a spectacular game winning catch seconds before Greg’s mom dragged him from the field by his ear to eat dinner.  Competition can and should be friendly, healthy and fun.  Competition should make everyone better.  Competition is good.  Sometime we need to stop and treat it that way.

So back to the question:  “How do you avoid training someone who might go to work for your competition?”   I suggest getting to know your employee and become friends with them!  If they are happy, they are more likely to stay, perform better, want to succeed and continue working for you.  If they still aren’t happy, it’s not likely that they will happy working for your competition either.

When we refer to "losing an employee to our competition" we need to define competition.  I see the competition as: Another sweep company, starting their own business, a large local firm with benefits, going back to school etc…

In any case you spend a significant amount of time using your time and resources to train somebody that ultimately left.  When this happens we are deficient in one of two areas. We either hired the wrong person from the start or we failed to provide them with the right job.  Both cases fall squarely on your shoulders.

Hiring – Did you hire a person that has the characteristics or traits of someone that would start their own business?  Shame on you.  There are countless personality tests and interview question one could ask to ascertain whether any given person has the desire to go into business for themselves.  Were you unrealistic about the job description in the interview?  Did you land the “perfect” guy by painting a picture that did not resemble the real job?  The interview process of the best hires I have ever had were people that convinced me they were right for the job, not the other way around.  Start out the interview with:  This job is physically and mentally demanding.  This job is dirty and dangerous.  You will need to work six days a week in the fall and a majority of that time climbing through snow banks with a ladder on your shoulder.  Do not waste your time talking to people that are not cut out for this very unique job.  Let the right person convince you otherwise.  Howard Shultz, CEO of Starbucks was once asked, “How do you get all your people to smile?” His response was, “Hire people that smile.”  Sometimes it’s that simple. 

Providing them the right job – Any job that is as demanding as mentioned above should not only have great pay and a great benefits, but it better be a fun and rewarding place to work.  If you want them to be with you long term, you better have a retirement plan for them.  The fall may always be demanding, but the off season should offer plenty of paid time off.  One way to make certain nobody leaves for the grass on the other side is to focus primarily on making sure the grass on your side is the greenest around.  If you can’t afford to do all these things then you need to CHARGE MORE.  I capitalize these letters because I have heard countless success stories of companies raising their prices with great success and next to none on the contrary.  Unfortunately, most companies wait till it is their last option before going out of business, to do so. 

Owning and operating a chimney sweep company carries a lot of responsibility including the potential for liability, exposure, and financial issues to name a few. It is not an easy thing to create or to balance.  Being a chimney sweep is also a physically demanding job.  For all of the stress of ownership and physical work we might as well brand the trucks – Hard working, educated, honest, master of the trade – on the cheap. We don’t get paid what we are worth.

If you hire properly and provide the right job, you will not train your competition!

As I get older, I find I prefer to have the odds stacked more in my favor.  I don’t like taking risky chances like I did when I was young. Perhaps that comes from just growing older, or perhaps it’s wisdom gained by the numerous scars and wounds of losing to the odds more than a few times.

Many times, we just gamble without weighing the odds.  I remember how many times I refueled a hot tractor without a thought… until the day the gasoline spilled on the hood and ran to the exhaust stack.  I beat the odds that day. Instead of a flash of fire, the gas just boiled against the stack.  I let the system cool a while now.

How about you?  Do you consider the odds against which you play?  How many times have you not had the ladder well set, but went up anyway?  How many times have you worked a steep roof without fall protection?  Every morning when you fill out your log book as you hit the road (You do keep a log book right?) you begin your daily gamble against the odds.  You can’t eliminate the gamble… but you can better your odds.

OSHA says any worker above 6’ in the air must use fall protection.  Yes, I’m aware that as a sole proprietor you are exempt from the regulation, but you’re not exempt from the odds.  You see, OSHA has done their homework, and they know the risk of falling is too great to let employers put their guys at risk, so they made regulations.  Agree with them or not, the stats are against you. 

Ten years ago, everyone complained about wearing seat belts.  It was a breach of our freedom… they were binding…. BUT they saved lives.  Lots of lives.  Today, if you get in a wreck, and you weren’t wearing a seat belt, it’s almost a “you get what you deserve” attitude.  I wish the same were true for fall protection.

I hear it all the time.  There is no place to tie off… it’s just in the way…I’ve been doing this for 20 years (is that like the house with charred wood all around the thimble- “It’s been that way for a hundred years…”)

As an elder in my church, I have sat by the hospital beds and coffins of way too many people who played the odds and lost.  No place to tie off- install a permanent anchor on the roof of every home.  The customer will pay for it.  He won’t support you and your kids once you are paralyzed from the fall.  Make it a matter of habit- uniform, fall harness- off to work.

Posted by Chuck Phillips, Business Coach, Northeast Location

Every year an average of 58 people are killed from lightening strikes. Many more are injured, some suffering life-long debilitating injuries. What most people don't realize is that if they can hear thunder then they are within distance of a potential lightening strike. If you can see it, you are also in danger of a strike. There is even a phenomena called "Bolts from the Blue" where lightening can strike out of seemingly blue sky from 5-10 miles away. Although this is a rare occurrence, it can still cause fatalities.

Lightening lights up the sky in a matter of seconds momentarily changing night to day.

Here is an awesome link to the National Weather Service and an article on Lightening Safety. It should be in everyone's truck, car, house, camper, safety kits and read by all of your employees. Knowledge in our industry isn't only about roof and ladder safety, it's about keeping safe in the environment you work in.

Posted by Karen Lamansky, Director of Marketing

Some people now observe Memorial Day as a way to honor all people who have gone before us. During some wars, the people left on the homefront held metal drives, tire drives, used rationing coupons and went to work in factories to help support out military overseas. Since many of the breadwinners were overseas, those at home had to make due and survive as best as they could.

Today many give their time to honor our veterans, past and present. At Arlington National Cemetary, the 1,200 soldiers of the 3rd U.S. Invantry place small American flags at each of the more than 260,000 gravestones just prior to Memorial Day. It's called the "Flags In" Ceremony. They patrol the cemetary 24 hours a day during this memorial day weekend to ensure that each flag remains standing.

Please take some time this Memorial Day to honor those who gave their lives so we could live in a free country. Please thank members of the military who are retired, who did military time or are currently in the military for giving years of their life for us so we could have a secure, war-free environment in which to live.

A popular song sums up military life pretty good; the pay is low, the hours long, the sleep minimal and the working conditions harsh. While we sleep they keep watch for us.

Thank you Veterans, past and present, who worked for our freedom so we can live and compete in a free environment. You are priceless!

Posted by Karen Lamansky, Director of Marketing

For instance, one of the eight deadly wastes discussed in the course is excess motion. We all have excess motion in both our personal and business lives. One of my biggest mistakes is not taking time to get organized before starting a project. I find myself making multiple trips to the basement or garage to get tools, hunting down paper and pen, whatever. Had I thought about the basic tools needed for the project and anticipated and prepared for the “what ifs,” I could have saved myself a lot of frustration, time, effort AND avoided that little voice in my head reminding me to “work smart, not hard!” So if you ever find yourself making trips back to your vehicle to get forms, brochures, tools, etc., ask yourself if you could have anticipated needing these items and have had them with you on the first trip. Maybe, maybe not.

Another example of excess motion is not having your office organized to eliminate extra movement. Are your printer and files within easy reach of your computer or do you have to walk across the room to get your print jobs? Everything you touch multiple times during the day needs to be within easy reach. I used to tell myself I was at least getting exercise if I had to keep getting up from my desk. But the truth is you’ll get much better quality exercise taking a brisk 20-minute walk during a break or at the end of the workday than those mini trips around the office. Better for your body AND mind. Plus, you’ll get a lot more accomplished during the day.

So work smart – eliminate as much excess motion from your life as possible. The result will be that you’ll accomplish more and have more time for the fun things in life.

posted by Joni Johnston, Marketing Analyst

Will brings to the table a strong background in warehousing operations. He was a standout amongst other candidates. He comes from a fast-paced environment and  brings to the table motivation, expertise and willingness to grow. He will make a nice addition to our current team. 

When Will isn't working he spends his time with his wife and two children, 5 months and 16 months.

Feel free to email Will at william@lindemannchimney.com to welcome him to our industry!

A couple methods are commonly used.  One is to use tracking phone numbers.  You can have a number for each marketing effort you try.  When your phone rings you tag the call to correct campaign and keep that source all the way to the invoice.  From here you should be able to use your accounting software to create a sales by source report.  Compare the revenue earned from each campaign to the money spent.  Another method is to ask on the phone.  This is not as accurate and requires more work but will some diligence you can get useful data.  Some people use coupon codes to track marketing efforts that have a coupon or discount.  There are many ways to accomplish the goal of calculating your marketing ROI.  A company I recently worked with began doing this.  Their biggest marketing expense was the Yellow Pages.  After tracking the info for one month they found out that for every $1 they spend in the yellow pages the got $.086 in business!  Imagine if this was you.  If you knew with 100% certainty what your marketing ROI was, would you do things differently? 

green of their own. You should be no exception. The EPA (Environmental Protection Agency) has now placed regulations on manyproducts, and our beloved ChimneySaver (the solvent variety) is no exception. It is now illegalin many states to use the solvent-based product. In their typical manner, Saver Systems hassystematically done their homework ahead of time, and developed a product that will meet the stringentrequirements, while still doing the excellent job the SaverSystems products are so well knownfor. What a privilege it is for us to have such a great vendor in our industry, who stays on topof the curve, and keeps the high standards of quality. Now here’s the hard part:Chimney sweeps don’t like change. Not for the worse, not for the better, and certainly not forthe sake of change. Why is this so, you ask? Because we’re human. Creatures of habit.Since this new product has become available, I’ve sold more solvent-based “old” stuff than everbefore. Guys know it’s going to phase out so they are stocking up…. So they don’t have tochange.

This new VOC (Volatile Organic Compound) Compliant product is every bit as good as any of SaverSystems products. You canuse it and sleep like a baby knowing it does what it is meant to do. So, let’s capitalize on it.When a solvent-base is needed (covering a previously treated structure), use the new VOCcompliant mixture. Let your homeowner know it’s a green product, and that you use it becauseit’s the right thing to do for the planet (not to mention not getting fined by the EPA). You mayeven charge a little more because the EPA requires a special product for their needs.

Posted by Chuck Phillips, Director of Operations, Northeast Region

Your reputation is what you’re known for and what others believe you to be.  A great reputation earns respect and creates opportunities.  While on the other hand, a poor reputation chases all good things away.  Stellar customers and organizations don’t want to do business with a person or company that’s anything less than trustworthy and reputable. 

There will always be opportunities to “fudge” on a local or national codes or to tell just one “little white lie,” but you’ll just be “shooting yourself in the foot.”  Once you’ve damaged your company’s reputation, it may never be rebuilt.  You might be able to pretend like everything is okay, and try to conduct business as you should, but a bad reputation will “rear it’s ugly head” at the worst time and will continue to haunt you. 

Developing a plan to protect your reputation is an integral step for your company, but there is no definitive way to go about doing it.  Companies often spend many years and a lot of money to create and establish a certain image and reputation.  The most important component of a plan to protect reputation is a good communication strategy.  More than anything, reputation is spread by word of mouth, so it is important to have some control over what that word will be.  Keep everyone who comes in contact with your company informed, it will prevent the spread of damaging rumors that may or may not be true.  It only takes one incident to significantly impair the public’s perception of image and really damage your reputation. 

Treat your reputation as if it is one of the most important assets in your business.  It Is!

Posted by Jeff Wiles, Director of Operations, Southeast Location

Imagine having a business where you could take off for a month and everything would run like clockwork. Your employees know what to expect from you and you have complete trust in them.

During tough years everyone bands together and is willing to try new things. This allows you to turn around a sales year that is rapidly in decline and create your most successful year.

Whether you have a one-truck or multi-truck operation, stay tuned. We will be providing you with successful secrets to align your business for success! It will be almost like paradise. Stay tuned.

Posted by Karen Stickels Lamansky, Director of Marketing.

Over the last 20 years I have also had the privilege to chat with sweeps on a daily basis while working in our wholesale distribution business.  I’ve heard some amazing stories about what is working and what is not working.  I want to share this experience as well.

Additionally, I have begun another mission.  It is to locate the best chimney service companies in North America.  Best does not mean largest.  They could be a one-man show or a huge multi-truck operation.  I’m looking for the companies that are thriving in a tough economy.  I’m looking for companies that hold integrity above all else.  I am looking for companies that have exceptional leadership.  I am looking for companies that are innovative and lean into adversity.  I am looking for owners of companies that have forged a great career for themselves and will be in position to retire comfortably and/or sell their business when they choose.  I am looking for companies that provide opportunities for personal and professional growth for their employees.  I’m looking for people that love what they do and make our industry proud.

With your help and the help of others I will be able locate the best of the best.  Once I find them my team and I will begin finding the common threads that make them successful.  Kind of like Jim Collins did in “Good to Great”, only instead of fortune 500 companies, it’ll be us.  We are going to meet, interview and visit these companies to find the absolute best practices.

Finally, I hope to share these findings at the NCSGC 2011.  It won’t be some lofty theory that sounds great but can’t be applied.  I intend to share “the rubber meets the road stuff” that you can take home and implement immediately.  Stuff like, “How do the best companies retain top employees?”, “What % of sales do the best spend on marketing?” “What marketing efforts have the biggest ROI?” etc….

Please email me privately at rob@lindemannchimney.com  with:

1.     Any great companies that I should consider meeting.

2.     Any questions you’d like answered by the best in our industry.

Thanks in advance for your help,

www.ChimneySweepNews.com offers a number of useful features, including the most complete and up-to-date list of upcoming events for chimney and hearth professionals.  We strive to include all events from chimney sweep organizations and suppliers.  If your event is not listed, please send your information to:ChimneySweepNews@aol.com. 

The table of contents of every issue of the magazine since 2003 are available on our Previous Contents page.  Back issues that are still in print can be purchased here.  We're offering some great package deals.

Our Advertisers Index provides links to the websites of our industry's leading suppliers. 

On our Chimney Sweep Books page you'll find a choice selection of relevant books on topics including chimney sweep lore, business building, fireplace construction, oil heater service and more.  The featured book is currently Creative Homeowner's "Design Ideas for Fireplaces," written by Karen Lamansky of Lindemann Chimney Supply. 

The Chimney Sweep News regularly features essential information articles on topics such as respirators, chimney scams and catalytic combustors.  These are just a sample of the great features from The Chimney Sweep News, published ten times per year and available by subscription.  

The Chimney Sweep News has been "the voice of the sweeps" ever since chimney sweep Dave Lamb started publishing it in 1979.  I became editor/publisher in 1999.  I bring my 18 years of experience as a business owner chimney sweep to the magazine.  Our reporting of industry issues and events has received wide acclaim from sweeps and suppliers across North America.  Visiting other chimney professionals and chimney suppliers for interviews and photos is my "signature."  You won't find anything like it elsewhere.  

Please subscribe today.  Trial subscriptions ($25 for 3 information packed issues) are available on our website.  Save $10 on a year's subscription by calling us at 800-474-5196.  Thank you!

Thanks go to Jim Gillam, Editor, The Chimney Sweep News (SNEWS) for this post.

Jim and Harriet Gillam, SNEWS

Note: Lindemann Chimney Supply and Lindemann Chimney Service have relied on SNEWS for information on the latest industry practices and news for decades. the cost is usually less than a sweep job, depending on your area. It is a valuable tool that no sweep, masonry, dryer vent cleaning company should be without. It will more than pay for itself. If you're not getting SNEWS, then you are behind the times!

Working for EXHAUSTO for almost nine years, I’ve come across the same questions again and again from customers.  “How is this done?”  “Can I do this or that when installing a fan?”  “What happens if….?”  Luckily, we’ve compiled a series of the most commonly asked questions and assembled them into one neat package.  Here are just a few of them:

Can the fan be recessed or hidden?  

Even though the fans offer a very compact and low profile, some customers wish to hide it from the view from below. The fan may be recessed or hidden, for example, with chimney pots, copper caps and cupolas as long as the fan is allowed to vent properly.  You can even use a high temperature paint such as stove or engine paint to help it blend in with its surroundings.

  Does the fan always have to be on when I have a fire in the fireplace?

Yes, the fan needs to run in order to cool itself.  You may, however, run it at a very low speed

  Is the fan noisy?

 The fan is equipped with a very quiet motor, and is installed outside and at the end of the chimney.  Noise is usually not an issue unless the fan is installed incorrectly or if the flue is extremely narrow or short.

How involved is the installation?

 Installations vary from house to house, but typically a fan can be installed and wired in just a few hours. No major reconstruction is needed.

 A complete list of EXHAUSTO FAQ’s can be found on page 36 of our Hearth Venting Manual available on our website at http://us.exhausto.com/library/HVManual.pdf.

Thanks go to John Altiere for providing this informative post.

I remember my first home.  We had a septic system that carried the waste underground, and it was magically gone.  It wasn’t until that magically gone, incredibly bad smelling sludge made a re-appearance, bubbling up into my front lawn, that I realized that septic systems are NOT maintenance free!  Oh how I wished someone had told me. 

Your customers, in like manner, have masonry chimneys protruding majestically from their homes, unaware that moisture is eating away at them like a cancer.  You not only have the wisdom… you have the cure. 

If you are like me, you spend most of your driving time scanning rooftops- "whose cap is that?", "that one needs a rebuild"- (my wife hates that!)  Now here is the thing…  You see the problems, and would love to fix them.  The homeowner doesn’t recognize the problem  (some don’t even realize they HAVE a chimney) but surely would want it fixed.  If only there were a way to put the guy with the solution together with the guy with the problem.  Hey, here’s a revolutionary thought.. what if the guy who recognizes the problem actually stops to tell the guy with the problem that he has a problem?

We’ve gotten “fat and happy”, enjoying the good old days where the phone would just magically ring and customers would be on the other end waving money.   Remember when you first started out?  Digging for sales like the spring robin after a grub?  When making the sale came more from salesmanship than marketing?  Welcome to 2010!  People are trying to just get through, like a horse with blinders on.  It’s not that they don’t have the money, and it’s not that they don’t want to fix their homes.  They just don’t want to think about it right now.  The sale is there, but they don’t want to give it to you… they want you to ask for it. 

When you see water damage, loose bricks, bad crowns, broken chimneys, stop and knock on the door. Introduce yourself and your company, let them know that you see a worsening problem on their home (No scare tactics please, but last I looked, masonry doesn’t heal itself).  Tell them you would love to quote them if they are interested.  If they are not home, how about leaving a door hanger that introduces you, and how they can reach you.

Today, the home I live in is also serviced by a septic system.  But I have the system pumped and maintained by the guy who once gave me an education on all things septic.  He has a customer for life.

Posted by Chuck Phillips, Business Coach

• Two chimney swifts and their offspring will consume about 12,000 flying mosquitoes, gnats, terminates, biting flies, etc.
• Only one active nest should be in a chimney, hollow tree or other structure at one time although some nesting families permit non-nesters to occupy their home.
• The loudest noise comes from the babies when they are being fed. In about 2 weeks from this onset, they leave the nest to fend for themselves. Click here to see the parents feeding their young.
• Chimney swifts build their nest by attaching small twigs to the chimney with their  "glue-like" saliva (click here to see a video). The nests typically hold 1-5 eggs. Check here to see the nest building in action.
• Unlike other birds, chimney swifts do not sit on perches but cling to vertical walls, like a chimney, with their long claws. They also bathe and drink "on the wing" by dipping into the water.
• The shallow 1/2 cup nest protrudes about 2-3" from the chimney wall.
• Chimney swifts are protected under Federal Law by the Migratory Bird Treaty Act and cannot be removed once they are nesting in the chimney.

Chimney swifts are beneficial to the environment and are fast losing their nesting habitat. If they end up in your chimney, be sure to wait until they leave on their own to have your chimney cleaned and capped.

Posted by Karen Stickels Lamansky, Director of Marketing

In 2010 my own sweep company that was growing and profitable for 20+ years stopped running.  It was as if somebody took out the engine. What used to work was not working. Revenues were plummeting. Five months into the year we had to reinvent ourselves.  We leveraged our talents and years of experience to do a 180 degree shift and finish strong with our best year ever.   With ordinary people we accomplished extraordinary things. After this my passion to share our journey with our peers is now on fire.

I realize that I may be the only person in our industry with the privilege to the type of information I have.  Many have 20+ years in the trenches, but I have had thousands of sweeps walk through our doors and openly share.  What a shame this would be not to return the same favor to my peers. What a shame it would be not to leverage these connections for the better good of the industry.

Inspired by the book “Good to Great” by Jim Collins I began embarking on the journey to uncover what are the common threads that make sweep companies thrive.  Which ones are posting record years in the toughest economies?  Which ones are owned by the guy or gal with a smile on their face?  Which ones have stood the test of time?  My team is on a one year mission to identify who these companies are.  We will then interview and drill down to expose the very fabric of why they are thriving where others are not.

I look forward to sharing these findings with my peers.  The information will not be lofty theories based on corporations and companies 100 times our size.  It will be about us and for us.  It’ll be where the rubber meets the road.  Stay tuned for a clear vision of what it takes to thrive and the tools to implement on your path to success.

Your files, whether printed or electronic, will also fall into these categories. Okay, you can’t limit the items that you HAVE to keep – Uncle Sam often dictates this category for businesses, plus you need your customer records. But start with getting rid of the don’t-need files. They’re only distracting your attention from the important files. Then, take a serious look at the want-to-keep files. Can some of these now be categorized as don’t-need files? If yes, pitch them before you have time to reconsider. But if you think they may be resources for later, archive them. That way they won’t distract you from immediate needs, but will be available if you need to reference them in the future.

Bottom line – work smart. Get organized. Be efficient. Eliminate waste, a fundamental step to working lean.

posted by Joni Johnston, Marketing Analyst

 Financing:  One of the old rules was that your bank could always be depended on for more money when your chimney business struggled in the off-season. Today, what used to be a generous line of credit may have vanished. It stretches any businesses to the breaking point. Another rule was that your bank would always be solvent. Some banks have had to merge or worse. Credit card companies and personal lines of credit may have been reduced. But there are options for businesses. By becoming more creative and tightening the belt it can lead your business into the next decade stronger than ever. Looking at options such as Small Business Administration loans is one way to look for financing. Other ways are to check online. Many larger companies such as insurance companies actually provide small business loans. Check out this website for government loans and grants: http://www.yourfundingguide.org/.

Advertising: An old rule for many small businesses is that the yellow pages in your local phone book was the most important place a chimney service could advertise. Now one of the most important places to advertise is online. If you don't have one, get a website so your customers can check you out. Make it a priority before another 30 days passes. Not on Facebook? Set up your business account now. And that yellow page ad? Negotiate for a newer, smaller ad. You could end up paying 2/3's less than you are now.

Public Relations: Old rule: an article about your chimney service businesses removing racoons in the local paper will get you a lot of PR. Instead, make sure you are linked to your Chamber of Commerce's "business links". Set up a blog on your website and provide photos and brief information on jobs or services that you provide. Make sure it's in a language your customer can understand. GET A FACEBOOK SITE FOR YOUR BUSINESS TODAY! Make sure your posts are very professional and helpful. The potential for PR is unlimited on Facebook and Twitter. Facebook Friends is like a genealogy chart gone wild! You will soon be known by friends of friends of friends. Priceless.

Staying Competitive: One of the biggest old rules is that if you sell a good product, offer a good service at an economical price it keeps you in the ballpark. Not true in today's business world. Your company needs to be "out there". This means online, Facebook, Twitter, at the local softball game, at community events, etc. You need to be identified as unique. Professionalism is a must! And LISTEN to your customer. Are they saying no? It likely means they don't understand the importance of why their chimney needs relined.. In today's fast-paced environment the average customer isn't used to someone sitting down at their kitchen table explaining why they need your products/services and how it will save them money or preserve their investment.

Marketing: This is where there is one exception to the old rule. Marketing is still everything you do as a owner and in your business. This includes what you put online. A comment on Facebook can remain "out there" for some time. Anything you say can be amplified. That's good if it's a positive plus for your business. However, if it's something unprofessional it can multiply at a rapid rate. Don't put anything on the internet unless you're sure you want to see it still there 20 years from now. This goes for personal posts as well as business posts.

In today's business environment the only constant is change. It's happening at a rapid pace. Align yourself with companies on the leading edge, like Lindemann Chimney Supply who can keep you "in the know". And listen to your teenagers. If there's a new way to communicate they will be on top of it and it will be likely be tomorrow's opportunity.

Posted by Karen Stickels Lamansky, Director of Marketing

This lift will save your back, reduce the likelihood of an expensive accident, and make you money!  One person can safely move stoves and fireplaces up and down stairs, over thresholds, and into and out of your truck.  I owned one of these, and when I got out of the stove business, I sold it.  That was a mistake!  I loved my Escalera!

If you install stoves, you need one of these lifts!  The forklift design allows easy loading and unloading, the swivel wheels make maneuvering easy, and the stair climber will pay for itself the first time you use it.  I loved the Big Wheel attachment.  It made a trip across the lawn or driveway a cinch, and then it comes off with a flick of your toe as you reach the house.  Crank the load up to set the center of gravity where balancing the lift is easy.  They now have a carrier that fits your 2” receiver on the truck so the lift can mount just behind the tailgate.  There are several models available, so call us if you have any questions.  I can be reached toll free at 877-722-7230 or feel free to email me.  ORDER TODAY!

Free shipping and specials do not apply to this product.

Posted by Chuck Phillips, Business Coach, Northeast Division

Step one is to establish rapport with the customer.  Your goal right from the start is to have the homeowner feel comfortable with you.  They need to trust you and feel that you have their best interests in mind. 

Step two is to create interest and get the homeowners full attention.  Here is where you explain the problems that you have identified.  If you have a Chim-Scan Camera this really helps.  Getting their attention also means giving them the good news that you understand the problem and know how to fix it. 

Step three is asking the homeowner relevant questions.  For some, the most important factor may be the safety of the new liner.  For others it might be the need to have the job completed in a short period of time and without a lot of mess.  Knowing what the hot buttons are will allow you to tailor your sales presentation.

Step four is, make your sales presentation.  The sales presentation is where you explain how your Ventinox chimney liner will solve the problem.  The sales presentation should answer the “who, what, why, when and how” questions about your products and services. 

Step five is, ask for the sale.  People have a natural tendency to resist making decisions.  Without asking for the sale, you’ll run the risk of having them postpone or decline the decision.  You might say after your presentation “when would be a good time to schedule the job?”.  If you have more questions please feel free to contact Lindemann Chimney Supply for all of your chimney lining needs.  

Posted by Tim Freberg, Director of Operations, Midwest and Western regions.

Tim, at right, discusses options at a trade show.

Where do you think critters “go” when they are in your chimney? I can assure you there’s no “little bird’s room” in the chimney. So what does this mean? It means mounds of animal and bird-doo can build up in your chimney. Yuck!   

Animal chimney invaders aren’t just cuddly cartoon critters. They can be vicious and ornery. Raccoons typically nest in trees with holes and chimneys. The Raccoon is a skillful climber. Their feet rotate 180 degrees when climbing head-first. Their front paws are hand-like with long, flexible, dexterous toes. When cornered, they become mean and can attack, especially when protecting their young. Imagine opening your fireplace damper with several of these masked bandits snarling at you!

If you want to see a close enactment of a squirrel on adrenaline, watch National Lampoon’s Christmas Vacation. A fitting take-off of that movie would be for Clark Griswold to open his fireplace damper on New Years Eve only to have that same squirrel, now covered with soot, bouncing around his house while everyone tries to catch it. It may sound funny, but I guarantee it won’t be if it’s your house. This has been known to happen. The first thing most people do if they hear a scratching above their fireplace is to grab a flashlight, open the damper and look into the chimney. That’s all the invitation that a sooty critter needs to come bounding into your house in an adrenaline rush. That critter doesn’t care how much your prized possesions cost. It doesn’t know it shouldn’t make a mess on your kitchen counter. It just wants out. And how much would the cleaning bill alone cost you?  

Just like kids and relatives often bring extras to dinner, so does your not-so-friendly neighborhood critter. Critters bring along ticks, fleas, and other nasty parasites. So, when the sooty squirrel is bouncing all over your house, some of his Tag-A-Longs are probably putting down roots in your carpet. Even if they stay confined to the smoke shelf of the fireplace, dust, debris and dander from these critters can still find their way into your home. Or should I say their new home?  

Unlike human company, your critters won’t likely step in the shower before descending into your chimney. They bring with them remnants of their previous location like dirt, doo, body odor and more unthinkable debris. All that could separate you from them is a metal fireplace damper door that probably doesn’t seal very well.

To protect yourself against chimney critter invasion, ask your Chimney Professional about a solution. Chimney caps consist of a base, a screen and a lid. Caps not only prevent critter invasion, but also protect the chimney against rain, snow and entry of debris like leaves. If you have a fireplace, a chimney cap and top-sealing damper combination is an even better solution. It not only prevents critters from entering the chimney, it will also create an air-tight seal saving you hundreds of dollars on heating costs.  

Don’t share your home with a wild critter. Have a barrier of defense installed at the top of your chimney — a cap or damper/cap combo. Not only will it prevent a host of undesirable problems, but will also help protect your chimney against future deterioration. A cap/damper combo like the Energy Top can even save hundreds of dollars on your heating bill! Don’t wait to hear that scratching in the middle of the night to take action! By then, you may already have a whole family or critters living happily in your chimney.

Posted by Karen Stickels Lamansky, Director of Marketing  

When the ends snap together without depressing a button, it feels so good!  The tongue and groove feature guides the ends together smoothly and takes torque off the button when used with a drill.  Recessing the button aids in avoiding unwanted disconnects, yet with an easy squeeze they unlock, even with gloves on.   

TLC, otherwise known as torque lock connectors, is patent pending and is a complete system to enable all of Rutland’s professional brushes, rods and tools to be smoothly interconnected. Fiberglass rods will interconnect with poly rods, steel rods, Master Sweep and Professional Choice brushes, SweepsAll and duct brushes, tile breakers, Wizard rotary or chain type creosote removers.  TLC starter rods feature the hex design to keep the rods from slipping in the drill and are available in 2” or 10” long sizes.  

Rutland hopes eventually TLC will make adapters a thing of the past!  However, to help with the transition, adapters will be available to fit items with 1/4” and 3/8” thread, ProFlex and ProKleen connections.

Thanks go to Pat Hemenway, of Rutland Products, for providing this blog.

A chimney crown is the chimney's first line of defense. Similar to a crown on a tooth, the concrete chimney crown protects the "structure' below it to keep moisture, the elements and debris out.

A chimney without a crown is like one big rain gauge – only double it. Instead of one big opening for the water to enter, there would be two. A chimney is usually constructed of an outer wall of brick or block. Then, there should be airspace, then the clay flue tile or chimney liner. Without a crown, water can enter into this space.
 

Water, by itself, can erode masonry structures. A prime example is the Grand Canyon, although it took several centuries to happen. However, your chimney is exposed to more volatile conditions than the Grand Canyon. A chimney is cold on the outside, and when being used, is warm on the inside. This causes it to actually expand and contract. When water that’s penetrated a masonry surface freezes, it expands, causing damage. 

1. A chimney crown provides defense against many potential chimney problems. A properly built crown actually slopes rain away from the center of the chimney where the flue tile/liner exit.
2. A properly built crown overhangs the chimney so the water “drips off”, avoiding contact with the chimney structure below it.
3. Many crowns actually have a “drip edge” below this overhang to encourage moisture to drip away from the chimney.
4. Crowns should never butt right up to a terra cotta flue tile. What can happen is the tile heats up, expands and moves upward. This can cause the entire, heavy crown slab to lift. Water then can enter under this crown, causing erosion and damage.
5. A properly built crown should be constructed of a strong masonry material, usually Portland Cement, with pea gravel, reinforcement rod or other material to strengthen it. 

There are various types of problems and damage a chimney crown may be exposed to. The repair solution depends on the severity of the problem.

• Simple hairline cracks may be able to be patched or the crown could be coated with a flexible waterproof membrane.
• Larger cracks may be able to be filled, then the crown coated with a waterproof membrane.
• If sections of the crown are broken or missing the crown most likely will need to be replaced.
• If the crown is butted right up next to the flue tile, the whole crown will probably need to be removed. If this is the problem, you will also most likely have to have the top 3 - 8 courses of brick repaired of the chimney may need a partial rebuild.
• At it’s worst, damage to the crown that is left unrepaired for some time could lead to stain removal, (white stains), structural damage, erosion of the flue tile from the outside in and other structural issues. 

If you aren't repairing your customer's crowns you are doing them a disservice. Many crown repair products are available for professional use.

Posted by Karen Stickels Lamansky, Director of Marketing 

Attitude is more important than facts; it is more important than the past, than education, than money, than circumstances, than failures, than success, than what other people think or say or do. It’s more important than appearance, giftedness, or skill. It will make or break a company, a family, or a home.

The remarkable thing is we have a choice every day regarding the attitude we will embrace for that day. We cannot change our past, we cannot change the fact that people will act in a certain way.

We cannot change the inevitable. The only thing we can do is play on the one string we have, and that is our own attitude. Be certain that life is ten percent what happens to you and ninety percent how you react to it. It is the same for all of us – We are each in charge of our own attitude.

Posted by Jeff Wiles, Director of Operations, Southeast Region

Of course, sweeps, like service technicians of any specialty, are often called to solve problems. Less obvious to us perhaps are combustors that work well for years since we may be invited less frequently to see them.

Catalytic combustors are available in many shapes and sizes. Professional chimney service specialists are best equipped to replace catalytic combustors in their customers’ woodstoves.

As Chris Neufeld of Blaze King acknowledges in his comprehensive articles in the March issue of The Chimney Sweep News, problems were frequent during the early days of combustor equipped woodstoves. He contends that advances in both stove design and combustor design warrant another look from those in the industry who may have dismissed catalytic technology as second rate.

We note that Ben Myren, one of the world’s foremost experts on non-catalytic woodstove technology, said, “If I was in the market for a stove, I’d have to consider a catalytic for the extra 5% efficiency.” [See The Chimney Sweep News - December 2009.]

For best performance, catalytic stoves should be used where constant heat is required. In areas that aren’t so cold, or in dwellings that benefit from solar gain, combustor equipped stoves can present the problem of pumping out unwanted heat. A non-catalytic stove with shorter burn times is usually a better choice in those situations.

You are the people who can best observe the performance of catalytic combustor equipped woodstoves. Please tell us about your recent experiences with cats, good and bad (email: ChimneySweepNews@aol.com). We look forward to hearing from you!

Thanks go to Jim Gillam of The Chimney Sweep News (SNEWS) for this blog.

Editors Note: If you are a chimney sweep or hearth professional and currently don't receive SNEWS you are missing out on vital industry information. To subscribe, call Jim at 541-882-5196 or email him at the address above. 

Fall Protection: I know most of you don’t wear fall protection. It’s cumbersome, time consuming, and a pain in the neck. But it is also a lifesaving piece of equipment that can be priceless. Just answer this - how many times in your career have you come close to a tragic fall? If the answer is more than zero, you have already put your family, your business and your life at unnecessary risk. If you haven’t had a close call yet, you will. Learning to use fall protection is going to save your life. If you are going to service a customer year after year, install a permanent ring at the peak to tie off to. Wear your harness as part of your uniform. If it helps you remember why it’s important, put a picture of your loved ones on the dashboard of your vehicle, and remember it’s for them that you take the extra minutes.

Ladder Levelers: We’ve all done it.. stick a small rock under one leg of the ladder to level it up and hope it doesn’t kick out. Any professional working on ladders should have levelers on the legs. I knew a sweep whose ladder (a 40 footer no less) slipped off the piece of lumber he used to level it. The ladder went crashing to the ground, doing it’s damage to the shrubs and vehicle nearby. The sweep, to his good fortune, was safely on the roof…. Alone…. With his cell phone in the truck. He was "rescued" several hours later when the elderly lady came home and called 911. Man, did he look professional or what?

Respirators: When all is said and done, statistics will probably show that more sweeps died from lung related cancers than from falls. Yet most of us, if we have a respirator, find it does little good in the bucket somewhere in the truck. Remember that photo of your loved ones??? Wear it for them.

First Aid Kit: Does your vehicle have one? If so, is it mounted where anyone needing it can see it.. and get to it? Every vehicle should be equipped with a first aid kit and a fire extinguisher, mounted in plain sight with easy access. Our first aid kit carries eye wash, something many smaller over the counter kits do not. That way, when the goggles and respirator are in the bucket somewhere in the truck, you can get that hunk of soot out of your eye!

One More Life Saving Tip: This one came from Kirk LaPierre, who presented at the Wildlife Control Operators get together in East Hartford, CT last week. Kirk, from Saver Wildlife Services, and National Goose Management, delivered a great talk on safety. He shared a tidbit that could save your life someday.

When you arrive at a jobsite, write the address on a pad and leave it on the front seat of your vehicle. Very often, when a catastrophic injury happens, we have a short term memory loss or confusion. If you get injured, you, your helper, or even a bystander who calls 911 will have the address to direct help to you. You may remember you’re at Mrs. Jones house, but you will probably not recall the address readily. This takes precious life saving time while 911 traces your call.

Try to think ahead to that day. The funeral home crowded with friends and fellow sweeps, organ music playing low in the background among the whispers of the crowd. Imagine yourself lying in state, tucked neatly in your casket with your harness, respirator, and sweep gloves on, your family parading by, saying “if only he had worn these yesterday, he would still be with us today!”

Posted by Chuck Phillips, Business Coach, Northeast Region

This booklet, from ACME Brick Company, has useful information such as common masonry definitions, ASTM standards, brick types, weights and sizes, mortar joint types, portland cement mixes, how to calculate your mortar costs, bond patterns, cleaning and stain removal recommendations, cold weather masonry and even a section on fireplaces and chimneys. Where do you find this little gem? Just click on this link to connect you to ACME'S Pocket Guide to Brick. A free resourceful download.

Posted by Karen Stickels Lamansky, Director of Marketing

Years to reach 50 million users:
Radio – 38 years
TV – 13 years
Internet – 4 years
I-pod – 3 years
Facebook – added 100 million users in less than 9 months.
The first thing I do when I hear information like this is to run it through my own filter and then draw my own conclusions. As an owner of a chimney service company, I was not overly concerned about the 300 million users that are on Facebook. However, I was very interested in how many of my chimney service customers use Facebook. We conducted a study and found that 33% of these customers use Facebook. Wow! That’s one out of every three customers – now that is significant.

For those of you not familiar with it, Facebook is a global social networking site where users can add friends, send them messages, update their personal profiles, and notify friends about themselves. So that’s it in a nutshell, millions of people talking about anything from, “I’m drinking a vanilla latte” to “Anybody know a good chimney company?”

So if you're not on Facebook now, get signed up. Your competitor may already be set up with a direct pipeline to your customers. Check us out on Facebook as Lindemann Chimney Supply. Our service company is Lindemann Chimney Service. The web address for Facebook is www.facebook.com.

It’s not very often around here that we get a new product so when we do we’re excited. And for this one I’m especially excited. We are launching our new Fireplace Draft Damper System (FDDS) which is the first automated draft and damper system for use with gas fireplaces.

Over the years we have heard from many customers about their desire to stop the loss of energy through their gas fireplace. Warm air would escape up the chimney during the winter when the fireplace was not in use while others would suffer from cold downdrafts. In the past, the most common solution would have been to add a set of glass doors. But that would change the look of the fireplace much to the chagrin of many homeowners.

The FDDS which is specifically designed for gas fireplaces takes care of this by automatically closing the flue when the fireplace has been turned off. The EXHAUSTO Chimney Fan ensures the optimal amount of draft while the fireplace is in operation making it an ideal system. Furthermore, if for whatever reason there is not enough draft, the FDDS will automatically shut off the gas to prevent dangerous flue gasses from entering the living space.

Aside from quietly managing a perfect draft and protecting a family from dangerous flue gases, the FDDS opens up many design possibilities (instead of being limited by glass doors) and allows for a larger viewing area of the fire and a more natural look. Additionally, the damper adds less than 5” to the height of the chimney and the control can be discreetly located, making the entire system practically invisible. Pretty cool, huh?

The system consists of the EXHAUSTO RS Chimney Fan, the Mechanical Fireplace Damper (MFD), and the ADC 100 Control.

We will originally offer the damper to fit common flue diameters sizes such as 8”, 10”, and 12” but can custom make dampers to fit other diameters as well. The dampers will be available late April.

Thanks go to John Altiere of Exhausto for providing us with this post.  

If a crack develops in the crown, moisture can enter this area, quickly leading to deterioration and repair expense. There are economical solutions to avoid removing and replacing the whole masonry crown as long as the deterioration isn’t too severe. There are many products that can be applied to the crown, making it tough and waterproof, saving hundreds in future replacement costs.

CrownSaver, above, is one of the crown repair products for use on more severly damaged crowns. It consists of FormFoil which is layed on the damaged crown and CrownSaver is applied over it as a protective coating.

Other crown products such as CrownSeal and CrownCoat can be applied by hand. All products have water-repellent properties.

Posted by Karen Stickels Lamansky, Director of Marketing

Torque Lock Connector (TLC) from Rutland Products received the 4th annual Inventice Award at the 2010 National Chimney Sweep Guild convention in Indianapolis, Indiana. Draw Collar, available from Lindemann Chimney Supply, received Honorable Mention.

David Ulm, Pat Hemenway and Bob Dohm of Rutland. Photo by Yvette Aube
The Chimney Sweep News sponsors the annual Inventice Awards to encourage innovation in the chimney and venting industry. Entries are invited for the best newly available products for professional chimney service
specialists to use in their businesses or to sell to customers.
The top two criteria for judging are:

· The perceived utility and value of the product for both the end consumer and professional chimney service specialists selling/installing the product and,

· The degree of innovation exhibited in the new product.
Judges are also invited to consider safety, sales potential and all other aspects of the product.
Entries were evaluated by a team of five judges: Yvette Aube (AIM Chimney Sweep & Hearth, Midland, Ontario), Jim Collar (London Aire Services, Forest Lake, MN), Stephen Kuber (ChimCheree Chimney Sweep,
Brick, NJ), Dean Piper (YOHS, Anacortes, WA), and Jay Walker (Jay Walker Enterprises, Tallahassee, FL). They were invited to participate on the basis of their integrity and to represent a balance of experiences and
geography. No one associated with The Chimney Sweep News (SNEWS) was involved in the judging.

Jim Gillam of SNEWS and Rob Lindemann. Photo by Blume.
The judges had four outstanding entries to choose from this year. The entries were:

· Fireplace Draft Damper System – Exhausto

· Draw Collar – Lindemann Chimney Supply

· Ventis Double Wall Black Stovepipe – Olympia Chimney Supply

· Torque Lock Connector – Rutland Products
Patricia Hemenway, Marketing Manager of Rutland Products, accepted the Torque Lock Connector's 2010 Inventice Award at a well attended ceremony immediately following the first session of the trade show.

Thank you Jim for sharing this blog with us!

How does ChimneySaver Work?  It works by actually taking on the same polarization as the water. This means that, like two similar ends of a magnet,ChimneySaver and water will repel against each other. This prevents the water from entering the chimney. 

What makes ChimneySaver different from other products? ChimneySaver is 99.9% vapor-permeable. This means it breathes like Gore-Tex® clothing. While it keeps water and moisture out, any moisture from inside the chimney can still wick through the chimney to the outside. This moisture may be the result of condensation or a by-product of venting. Other products may contain solids that could block the escape of moisture and actually cause damage to the chimney. The photo shows freeze/thaw damage where moisture inside the chimney froze and broke the facing of the brick off. This is called spalling.

How long has ChimneySaver been in use? ChimneySaver has been in use since the mid 1980's. It's proven to be an effective water repellant agent when used on chimneys. It carries a ten year warranty.

How can I get ChimneySaver put on my chimney? A Chimney Professional can apply ChimneySaver for you. Check our Dealer Locator for a Chimney Professional near you.

What other benefits does ChimneySaver have? By repelling moisture ChimneySaver can help prevent the entry of water, acid rain, rain that has micro-debris in it and can reduce the risk of staining. By keeping moisture from entering through the brick and mortar, ChimneySaver greatly reduces the risk of freeze/thaw damage and helps protect your chimney investment.

There are other situations that can cause a chimney to leak such as leaky flashing, lack of a chimney top damper or chimney cap (where your chimney acts like a big rain gauge), or even an appliance that puts out a lot of moisture. The best way to determine the problem is to contact your local Chimney Professional for a diagnosis.

Posted by Karen Stickels Lamansky, Director of Marketing

There are companies like guru.com and elance.com that have a ton of people waiting to do tasks for you. You can hire someone overseas for $3/hr or somebody in your backyard for $8/hr. It all depends. The point is, there are a ton of people happy to work at a wage that is lower than yours. Often times they are much better at those tasks. Strive to be doing work that is at or above your hourly rate. The end result will be increased productivity.
Rob Lindemann, President, Lindemann Chimney Supply

Chris Dattilo from U.S. Fireplace Products (above) said they had a productive show that provided many opportunities for them to make connections with new and established fireplace damper customers. There was a lot of interest in these energy-saving dampers particularly since people are looking harder than ever before to stretch their utility dollars. Chris felt it was "all in all a pretty productive show".

Chris Dattilo demonstrates how to close the Energy Top chimney top damper.

Posted by Karen Stickels Lamansky, Director of Marketing

A new surprise at the show this year is a huge variety of electric stoves and fireplaces manufactured by Sylvania. Yes, the same Sylvania that has manufactured light bulbs, electronics and automotive lighting now makes electric fireplaces and stoves.

The Draw Collar by Stock Squared is now available for woodburning inserts. It's a 304 18-gauge stainless steel low clearance unit that fits into the insert collar. It generates more than 600 degrees of heat within minutes. It features a built-in thermostat control that shuts the Draw Collar off once the fire is going and turns it back on when the fire dies down.

Stay tuned for more information.

Posted by Karen Stickels Lamansky, Director of Marketing

“On Oct 27, 2009, the Connecticut Supreme Court for the district of New Haven ruled that a jury could consider a carbon monoxide wrongful death suit against a propane distributor.” So begins an article in the BPN Butane-Propane News, a publication for the propane and butane trade. This distributor hooked up their propane tank to an installation (already completed) in a cottage. The building, under construction by the owner, had not yet received a final inspection or given a Certificate of Occupancy. The owner and his wife spent the night at the cottage, and were found dead the next day of carbon monoxide poisoning. The vent was incorrectly installed, causing the buildup of the deadly gas.

In this litigious society in which we live, anyone in business for any period of time is bound to face the threat of a lawsuit. In this case, the poor guy who supplied the fuel is somehow deemed responsible for the venting system, not yet approved for use by the inspector. Everyone knows how it goes. You touched it, you own it (liability wise). It seems nearly hopeless.

There is light in the liability tunnel. If your reputation is good, your work high quality, and the products listed and well made, you stand a better than average chance of walking through unscathed. Here are a few tips to help keep you out of the courtroom: Always handle problems quickly. When a customer complains, it should be top priority. If you or your employees made a mistake, fix it… fast and free! A customer once told me a company is not judged by how they perform when all goes well, but by how they perform when “stuff” happens.

Always follow code. I can hear you thinking.. There’s always an exception to the rule…exceptions are what lawsuits are made of! If it can’t be done right, it can’t be done.

Always use U.L. Listed materials. If you install a U.L. Listed woodstove, but don’t use a U.L. Listed liner, you’re playing the odds.

Keep good records. If you can show what you did, when you did it, and what materials you installed, you’re ahead of the game. I once represented a customer in an arbitration hearing. The insurance company of the homeowner brought suit six and a half years after a fire claim was paid out. Thanks to good record keeping, it became obvious that someone else had worked on the system after the original installation, and changed out the top support system, which probably led to the fire.

THINK. Just this past week, an air traffic controller was suspended for letting his 9 yr old repeat instructions to the pilots on the ground. I’m sure he was right there, in control, while his youngster repeated the commands. And all was well. The pilots seemed to enjoy the youngster, and got a chuckle out of it. But… what if there was a disaster at that moment? What if two planes collided on the taxi strip? Do you think the controller would be found liable? Of course. Always consider the worst case scenario.

Posted by Chuck Phillips, Business Coach, Northeastern Region

Before applying the new mortar, dust and debris should be removed from the cleaned joint. A Masonry Brush may be used along or rinsing with water or blow out the debris with air. 

The replacement mortar should be carefully selected. In the construction of buildings of historical significance the mortar was often mixed from local materials. For example, the photo, below, is of a building that was built in the 1800's along a river. Sand from the river, river rock, and shell bits and pieces were used in the mortar mix. If this mortar is replaced with today's popular mixes, the different texture and color will be obvious. To retain the originality, the new replacement mortar will need to be mixed using original materials. See the photo,below, where new mortar (darker gray) was applied next to historical mortar.

Check out the original mortar that was mixed with bits of shell, river sand and river rock, below.

Also, older mortar mixed with local materials didn't contain Portland Cement. As a result, the mortar tended to be softer. If new modern mortar mix is used, it will set up harder that the softer historical mortar and this can cause structural movement issues. It also may not be aesthetically appealing.

Portland Cement was used more commonly in the U.S. starting in some area's as early as the late 1800's. It became more common around the "turn of the century" - 1900's that is.

If you are working with a relatively modern structure and are using modern mortar mixes with Portland Cement, make sure it's prehydrated to reduce shrinkage. If additives or color is needed make sure you have extra on hand. 

First place all dry ingredients in bucket, tub, or mortar box. Thoroughly mix all dry ingredients. Then add some of the water and mix it to the proper consistency. 

Most mortar mixes require that the existing mortar joint be dampened. This prevents the masonry from drawing too much moisture from the mix which would affect the strength and set-up. This also assures a strong bond.

A Hawk and a tuckpointer are used to hold, apply and pack the mortar into the mortar joint. Various widths of tuckpinters are available depending on the height of the mortar joint. Make sure the tuckpointer is slightly smaller than the width of the joint. This helps keep mortar from "piling up" on the masonry units, keeping the work area cleaner. The mortar should be layered into the joints at about 1/4 thick. Packing too much in too soon may result in "hollow joints" such as air pockets or voids.

When the mortar cures to the consistency of a thumbprint, the joint is ready for finishing. There are tools available to obtain a variety of finishes. The jointer, bottom left, creates a concave (curving in) joint. The raker, bottom right, creates a "squared joint". There are also jointers that create a "V" shaped joint.

At the same time, mortar "snot" or "piling" should be brushed off to reduce further smearing and make removal easier before it sets up hard. Commercial cleaners may later be used to clean the surface. Masonry products take a full 28 days to cure to full strength. These mortar joints will be moisture resistant, but to preserve the chimney and obtain the longest usable life from the chimney, ChimneySaver Water Repellant should be applied. ChimneySaver is a vapor permeable water repellant. This means it will let moisture within the chimney wick to the outside. A waterproofing agent with solids can actually block this action, locking the moisture in, leading to increased damage to the chimney especially during freeze/thaw cycles. This will repel moisture, acid rain and moisture mixes (dirt, soot from factories, etc.) from entering the chimney thereby extending the useable chimney life. As you can see in the first photo, at left, it rarely affects the appearance of the brick.

Posted by Karen Lamansky, Director of Marketing

Preparing the chimney for tuckpointing involves demolition work, safety practices and knowledge of different types of masonry construction. Here are some of the issues to consider:

• How large of an area needs to be tuckpointed?
• Can it be tuckpointed or does the chimney need to be rebuilt?
• How deeply has the mortar eroded?
• Will you tuckpoint areas with hairline cracks between the brick and mortar or use a repair product like CrackMagik?
• Does the surface need to be cleaned or freed from debris such as vines and ivies as part of your evaluation?
• Does this chimney have historical significance that may require special permits?
• Will you be able to match the existing mortar texture and color?

Once these questions are answered, many photos should be taken to help plan the job. Be sure to get different angles of the chimney. Take photos of where you plan to place your ladder. Will there be direct access to the chimney? Are there shrubs, lawn ornaments or other things that could impair the placement of your ladder or scaffolding? Will falling chunks of mortar damage anything below the chimney? These and many other preparation considerations must be taken when planning the job.

What type of tool will work best in this job situation? A masonry hammer and a tuckpointers plugging chisel? An angle grinder with a 1/4 diamond embedded tuckpointing wheel? Or, perhaps a power impact tool to remove the old mortar. While mechanical tools may make removal of mortar joints easier, it may also damage the brick or masonry units. In the case of historical buildings, only hand tools may be allowed. 

When tuckpointing, the mortar is usually removed to a depth of about 1/4" to a 1/2" or until the damaged is removed. Care should be taken not to damage surrounding masonry units.

Also, make sure that the area is prepped to prevent damage to the structure surrounding the chimney. While drop cloths may be used on the ground, usage should be avoided on the roof to prevent slipping or falls.

Posted by Karen Lamansky, Director of Marketing

Most people think that since a masonry chimney is made of durable masonry products and mortar that it is virtually indestructible. Unfortunately, this belief is far from the truth. Take the Grand Canyon for example. As water eroded and formed the Grand Canyon, it can also deteriorate mortar joints in a chimney. Fast forward to today where there may be acid rain, pollution and debris from factories. This can lead to a more rapid deterioration of the chimney verses the conditions of 100 years ago. 

Meanwhile, the chimney flue can be exposed to the following: heat, acidic residue, cresosote, and debris, which can take a toll on the flue and mortar joints. If moisture combines with a residue, it can bring it through the residue through the mortar joints. Often this may now be a damaging acidic residue. One obvious sign that this is happening is the evidence of efflourescence. This is where white mineral salts are carried by moisture through the wall of the chimney as in the photo, below.

l

Masonry chimneys are usually built by skilled craft-workers. When properly built, in average masonry construction, mortar joints are serviciable for 35 years or more when properly installed. Masonry units such as brick or block usually have a service life of 100 years or more. However, a chimney tests this to the extreme.

When a chimney inspection reveals cracked, deteriorated or missing mortar joints, tuckpointing restoration is necessary to repair the chimney and maintain the integrity of the system.

Posted by Karen Lamansky, Director of Marketing  

Have you noticed that good leaders seem to draw followers without effort? Have you ever heard the phrase "Natural Born Leader"? A little known secret is that leaders are made, not born. Leaders work continually towards self-improvement. They just don't wake-up some day and become a leader. Being a good leader means developing character traits that evoke trust, admiration and respect. Here are some of the most important traits of an effective leader.

Influence - leadership is about your ability to influence others.

Navigation - leadership is about plotting the course, not just steering the ship.

E.F. Hutton - when true leaders speak - people listen.

Solid Ground - trust is the foundation of leadership. Trust must first be established before obtaining buy-in whether you are working with employees, vendors, customers or family. 

Respect - people naturally follow leaders who are stronger than themselves. When people are stronger, they garner respect.

Intuition - leaders evaluate everything with leadership bias.

Inner Circle - a leader's potential is determined by those closest to him - good attitudes, capabilities, positive outlook, etc

Magnetism - who you are is who you attract. Do you draw positive, ambitious, motivated people? If not, change your attitude and your circle of influence.

Connection - leaders touch a heart before they ask for a hand. They respect their employees, care about their families, etc... Do you know their spouses names? What are their children like? 

Empowerment - only secure leaders give power to others. Insecure people don't want to give up power. Instead they create a big funnel where everything has to move through them. They need to empower individuals to make decisions. Train 'em, trust 'em and turn them loose.

Reproduction - it takes a leader to raise a leader. Can you step away from your company and will it continue to run effectively?

Buy-in - people buy-in to a leader first, then a vision.

Victory - leaders find a way for the team to win.

Big Mo - momentum is a leaders best friend. A big project, success, etc,. carries momentum.

Priorities: - leaders understand that activity does not necessarily mean accomplishment. List makers get 25% more done than anyone else when they prioritize their list. Relationships must be at the top of your priority list.

Sacrifice - leaders understand that they must give up somethings to continue to move upward. 

Timing - when to lead is as important as what and how to do it. If someone is dragging fellow employees down, they should have been let them go sooner. Timing also applies to decisions such as when to go to different markets, etc.

Explosive growth - to grow you need to lead followers. To expand - lead leaders. Owners should consider their time as $5000 - $10,0000 an hour. What can you pass on to your qualified staff tasks that could be actually costing your company time and money that you could be using effectively on other projects.

Legacy - what do you leave behind? Customers will remember you, staff will remember you, others will remember your imprint/footprint.

Posted by Karen Lamansky, Director of Marketing  

Based on David Pomeroy's presentation, the Keynote Speaker at the National Chimney Sweep Guild Show.

A leader is defined by this process: one person who influences others to accomplish objectives while making the process more cohesive and coherent. Have you ever noticed that great leaders seem to collect followers? They may even seem to be a "natural born leader". Perhaps they have a charisma that attracts people like a magnet. Well, here's a secret. Leaders are not born, they are MADE.

If you possess the desire, willpower and drive to become an effective leader, you are already halfway there. An effective leader not only shares their beliefs, values, ethics, character, knowledge and skills, but they live them by example. Being a great leader requires continual work and study. Good leaders are constantly improving their life and relationship skills. This includes self study, education, experience and on-going training.

So the next time you find yourself admiring a great leader, learn their story. Where did they start? How did they get there? How long did it take?

Posted by Karen Lamansky, Director of Marketing, Lindemann Chimney Supply

Yes, it’s that time already! Did you know that the end of the burning season is the best time to clean and maintain your heating equipment for fall? Often chimney sweeps offer better pricing in the spring. Like snow tires, everybody waits till the storm is eminent before shopping. The same is true for chimneys. That means your sweep is under the gun in the fall, so price breaks are not the norm. The spring is also a good time to clean out the system so that smelly, corrosive creosote build-up doesn’t sit in the system all summer, causing odors and possible breakdown of liners and pipes.
Don’t forget to clean the ashes out of the stove, too. Check your door gasket. The basic rule of thumb is that if you can close a dollar bill in the door and then pull it out with the door latched, it’s time to replace the gasket. Many serious wood burners also keep a pot of water on the a stove to help keep the humidity in check. Often the water spills on the stove top causing rust. Spring is the perfect time of year to touch up the stove and pipe with a high temperature stove paint.
Check your masonry work as well. Are there loose bricks, missing mortar, or other apparent damage? Now is the time to repair, waterproof and rebuild any defective areas.
If you are in an area that is inhabited by chimney swifts, and you want birds in your fireplace or woodstove, you may want to have your sweep remove your chimney cap to provide nesting for these beautiful creatures. Be sure to have him stop back in the early fall to check for abandoned nests and replace your cap.

If you don't have a cap, now's the time to invest in a cap or a top-sealing damper to prevent animals from nesting in your chimney/fireplace/woodstove. Caps also protect against rain, leaf and debris entry.
Remember, there is no good reason to procrastinate! It’s less expensive, more protective, and the peace of mind that an early storm won’t catch you unprepared is priceless! And maybe... just maybe, you should consider a deal on next year’s snow tires as well!

Posted by Chuck Phillips, Business Coach, Northeast Region

A series of industry tradeshows our upon us. There is a wealth of knowledge that is available to all. Over the years, I have noticed that the successful business owners are like sponges. They ask a million questions and as result are continually learning. They attend tradeshows and leave with a ton of take home value. Then there are the other guys. They can't stop talking about how great they are. They've got it all figured out.

They are closed minded and spend their time convincing others that their ways and methods are the greatest. Even if you are the greatest company in the world, an attitude like that will take you down. I encourage all that are going to shows to ask questions and listen. Come in with an open mind and look for ways to better yourself and your business.

I have found the best way to learn is to ask people to teach you. I like to find the most successful business owner I know and ask him/her, what's your secret? How did you build such an amazing company? You'd be surprised how willing people are to share. After all people do like talking about themselves. The only difference is the really successful people won't talk about their success unless asked. They are usually too busy listening.

"The fool doth think he is wise, but the wise man knows himself to be a fool." William Shakepeare

Rob Lindemann Lindemann Chimney Supply, Inc.

When we step into a customer's home, we are in a unique situation because we are now in their territory. ALWAYS make sure to respect their home and property. Most importantly, respect them.

You've heard all about using rug runners, canvas drop cloths, plastic booties and white gloves. These are things you should already be doing. Do you clean your handprint smudges from their front door? (Hopefully no prints are left to start with) Do you clean up at your truck instead of making a mess of their sink and their white "for show" hand towel? These are things you should already be doing. But what about the other things?  Things like making people comfortable with you.

One of the most important things you can do is to show up at their door with a smile and a handshake. Ask if it's O.K. if you leave your vehicle parked where you stopped. Ask which door they want you to use. This is the first message you send to your customer that you respect them and their property.

Carefully listen to your customer so you understand what they are saying. Only then can you make yourself understood by them. If they ask "how long will this take?" they may really be asking "will you do a hurried job or take your time doing the job right?". Perhaps they ask "do you need anything?" instead of saying "are you going to be careful with my stuff or do I need to move it?".

Don't try to fill in silences by talking over your customer's head with technical details. Instead ask them questions about their fireplace, system, etc., to get them talking. What you're saying to them is "I care about what you think and what you need".

If your customer turns you down on a work recommendation, it usually means they don't understand why they need the work done. Just smile and ask if they understand how the work will benefit them. "Mrs. Smith, I just want to make sure you understand how this will benefit you. Do you have problems with the fireplace smoking? OR Do you have problems with the chimney leaking in the attic? OR Do you have problems with damp smelly odors coming from your fireplace?"

In the end, you win respect from your customers by being respectable and respectful. This should extend not only to your customers but to the employees at the gas station, your bank, your neighbors and everyone you meet. It nurtures trust. It also makes your first contact an incredible one. 

Posted by Karen Lamansky, Director of Marketing

Starting at the base of the chimney, does it have a clean-out or access door? If not, could the system benefit by having one? Will you need to create one to comply with theNFPA 211 Levels of Inspections? Is there enough clearances and room for this? If a door is's already in place, is it correctly installed with proper clearances? Are there things you have to move to access it? Will you need to plan on a second tee and enough liner to run from the appliance tee to this access area?

Is there one flue in the chimney or multiple flues? If there are multiple flues and you need to remove one flue are there solid wyeths between the flues or will you risk breaking other flue tiles?

Is there white efflorescence on the exterior of the chimney? If there is and you hadn't planned on relining the gas flue you need to check that flue carefully. These white mineral salts are a result of moisture wicking through the mortar joints of a chimney to the exterior surface. This could be from moisture entering the flue such as a lack of a chimney cap, or it could be a result of a flue that's oversized for a gas appliance. In this case, if it's not lined with the correct size, the moisture will continue to break down the flue tile and masonry chimney. Also, it may not be sized to code or the appliance manufacturer's installation instructions.

What is the condition of the firebox? Are the mortar joints solid and secure? Is there a gap between the firebox and the front facing that needs repaired? Is the fireplace damper functioning? Is it rusty, warped or in need of replacement? How about the ash dump door?

If you are relining a flue for a fireplace, chances are the smoke chamber probably needs to be parged. Carefully take measurements to use in estimating the amount of Chamber Tech or other parging material.

Have you scanned the flue and smoke chamber with the Chim-Scan? This shows defects that you probably wouldn't otherwise see like exposed tile in the smoke chamber from another flue in the same chimney. Or how about wood embedded in the chimney flue right in the middle of an offset?

Is the flue filled with third degree creosote? If it can't be cleaned out you may have to remove the flue tiles. Is there enough room for insulation if required for the U.L. Listing? If you have to remove the flue tiles for one of these reasons or to install the properly sized liner, have you determined whether the tiles are mortared in place? A tile that has an airspace around it should have a hollow ring when you gently hit it with a tool. A tile that's mortared in place sounds like a dull thud. If you have to remove the tiles, is there an offset or narrowing where pieces of tile might get hung up?

If the flue tiles are clean and the measurements show that the liner will fit, are there offset tiles where the liner/insulated liner might hang up? How about offsets? It's rare that they are smoothly joined. Did you determine this with the Chim-Scan? Did you look "straight up" the flue with the Chim-Scan to check for misaligned tiles?

Moving to the top of the chimney, is the structure secure? Does it need mortar joints repaired? Bricks replaced? Is the crown structurally sound or does it need repaired or replaced? Will it require any special type of modifications of the top plate or rain cap?

Is there any electrical lines that you have to watch for in regards to maneuvering the stainless steel liner on the roof?

There will likely be other considerations depending on the chimney, chimney location, flue type, appliance type, fireplace type and other application differences. However, this gives you some things to keep in mind when evaluating what you will need for relining chimneys. Usually the biggest problem that presents itself on a relining job is something that could have been prevented in the preliminary planning stage.

Posted by Karen Lamansky, Director of Marketing

The inspection is one of the most crucial steps when detailing what you will need for the job. The initial inspection should include many considerations so you can determine where to place your ladder and equipment. Look for accesibility of the chimney, shrubs/fences/landscaping, sloping hills, location of the where the chimney is placed within the structure, family pets, trees, power lines, soil condition (slippery mud/sliding gravel), and take note of any other conditions that could affect ladder or scaffoldling placement. If the ladder leans against the gutter, is it stable?

How approachable is the chimney from the ladder? Is it on the outside of the home? In the middle of the roof? Will you need scaffolding? Extra ladders? What type of roofing (asphalt, wood, metal, concrete, tile, etc.)? What's the condition of the roof? Will working on the shingles on a real hot day affect the condition of the shingles? What kind of weather conditions could make the roof more dangerous (ice, snow, heat, wind, rain)? Where can you attach your fall protection equipment?  

Is there room to work on the property if you should need to use the driveway to stretch out, insulate or just unroll the liner? Is this area free from pets and children? Is it clean and the surface stable?

Are there outside electrical outlets that are easily and safely accessed? Do you know where the fusebox is located and have access to it in case the power tools trip the fuse? Are your cords heavy-duty enough and long enough for the work? 

Take lots of photos of the areas where you will be working so you can plan your job. It's easy to forget the specifics after a busy day. As always, make sure you will be following local codes and OSHA in respects to the job.

Posted by Karen Lamansky, Director of Marketing

In their mind, your customer may be seeing the photo below and thinking "I don't see any problems".

When you tell your customer they have cracks in their crown you may be seeing this:

They may be thinking everything looks like this photo, below, and in their mind: "looks OK to me"...

Or, when you explain that they have evidence of raccoons in their chimney they may be thinking "how cool is that? Cute and fuzzy creatures" and may visualize this:

Instead, you are thinking of this, below:

So the next time you speak to your customers, be sure to talk to them in terms that they will understand. Encourage questions. It shows they are interested.

Posted by Karen Lamansky, Director of Marketing. 

If you install chimney fans go to www.exhausto.com and see if your company is listed on their "Find a Dealer" page. SaverSystems is another great source at www.chimneysaver.com to help you increase your profits with spring around the corner. Let’s not forget www.lindemannchimney.com to view product, blogs, articles and business building tips.

Maybe you have your own website that hasn’t changed in years and it needs a fresh new look? I think I’ve made my point. There are a lot of companies that you do business with directly or indirectly, the bottom line is, we are all connected. Make sure you check it out.

Sumitted by Tim Freberg, Business Coach, Midwest and Western Regions

This winter has been a heating challenge to people in all parts of the U.S. With freezing record temperatures to ice, snow, sleet and rain it's been a challenge to keep warm. For people who are burning wood, this offers an economical alternative to heating with fossil fuels.

If you haven't had your chimney cleaned, now is the prime time to have it inspected and cleaned to avoid a chimney fire. After intense burning, creosote can build up in the flue, providing fuel for a chimney fire. In fact, even if you had your chimney cleaned last summer it is a good idea to check it again.

Click here to check out an article from The County Press regarding chimney fires.

Anyone who has even remotely followed the news in the past few weeks has to be aware of the power of the forces of nature at work in our world. The devastating earthquake in Haiti, mudslides and floods throughout the southwest, and record cold in parts of the country. Though often beautiful and sublime, the forces of nature are never to be underestimated. At a moment’s notice, swift and awesome power is demonstrated.

Of course, we cannot predict, nor ever adequately prepare for, a disaster the magnitude of Haiti. But we can control nature’s forces to some extent. We deal every day with one of nature’s most violent tools… fire. All too often fire gets out of its controlled state, and in a matter of minutes, disaster strikes. In my area of expertise, woodstoves and chimneys, this disaster is nearly always preventable. Good sense and good habits are essential to any home where combustion occurs. I studied a case recently where a home burned from an open gas can stored in the same room as the natural gas hot water heater. Fumes meet flame. The rest is statistics.

The most common causes of structure fires related to space heaters (wood, pellet, gas and electric) is objects too close to the heater. Improper installation where the heater is too close to the combustible wall, objects in close proximity (including wood stacked to dry), and objects actually placed on the heater. Improper pass-throughs (thimbles), also play a large part.

A disaster in your home may not make the national news like an earthquake, but it is every bit as devastating to you and your family. Know the “danger zone” around your appliance. For old, pot bellied stoves, for example, a full three feet of clearance is required. If the arm of the lazy boy is 2 ½ feet away, it’s in the danger zone; move it!

I once entered a home with a metal chimney installed by the homeowner. It ran from the ceiling in the parlor, up through the bedroom on the second floor, and out the roof. The chimney requires 2” of clearance. That’s its danger zone. It also requires that it be boxed in where it passes through the living space. Here’s one example why: As they proudly showed me their home installation, we climbed the stairs to the second floor bedroom. There was the chimney, shiny and proud. Around its girth was stretched a bungee cord, so the occupant could hang a couple of clothes hangers there to dry some clothes! The danger zone had been compromised.

Another home had a beautiful cook stove.. majestically perched on a hardwood floor without the required proper floor protection. The danger zone violated.

Keep the forces of nature under control. Inspect your home periodically, making note of the danger zones. It may save you from disaster. May the force(S) be with you!

By Chuck Phillips, Business Coach, Northeast Region

So the first month of 2010 is almost over and I have a question for you; how are your New Year’s resolutions holding up? Now that 1/12 of the year has already passed us by it may be a good time to take stock of your goals and evaluate your progress.

I would like to share with you one particular goal of mine and trace it’s evolution. Maybe you have a similar goal so it may directly apply to what you are trying to accomplish this year. It is, after all, a rather common resolution. Maybe it will provide inspiration in an indirect manner. Or maybe I’m just stating this one particular goal so that the next time I see you, many of you about a month from now at the NCSG show in Indy, I will be held accountable as to how I’m coming along with this particular goal of mine.

“Well alright already, what’s this goal of yours” you say?

Running. I’ve decided to take up running mostly because it’s something I do not like to do, something I do not do. I’ve always been in pretty good muscular shape – I like to work out lifting weights- but cardio? Not so much. You wouldn’t ever catch me on a tread mill or just “going out for a run”. Heck, whenever the suggestion of running came up, I’d deflect the subject by quipping “I only run if chased!” Looking back, that was half humorous but half telling as I was avoiding something that I perceived as unpleasant or uncomfortable. But turning 40 and not having any cardio activity implemented into my current routine (and having high cholesterol) I knew something had to change. I hadn’t ever been in the habit of playing court games like basketball, racquetball or tennis on a weekly basis like some people do. And when my little sister Rachel (who runs coincidentally) approached me in late October and asked if I wanted to do the Turkey Trot the Saturday after Thanksgiving, I knew I had found my muse.

The 3 to 4 weeks leading up to the race, it was very hard to start any sort of running regiment, and doubts started creeping in. How was I to start? How am I going to do this? Why did I commit to running a 5k race? I had never done anything like this before and it seemed like a huge uphill climb. I hated it and I hated my sister for dragging me into this. But I also knew that the end goal of getting in shape would be worth it and it was that end goal that kept me focused. So I accepted it and started out by running outside for as little as 10 minutes at a time. Boy was I out of shape. It didn’t take much until I was gassed. I couldn’t get very far in the beginning but I told myself that I had already committed to this race and to my sister. And I was not going to bail out now.

When the day of the race came, I told myself to just go as far as you can and then stop and walk until you catch your breath. I told my sister the same thing, “I’m not going to be able to go the whole distance without stopping so if you just want to run ahead, that’s fine”. She being an experienced runner, she could have easily done this. But also being an experienced sister, she did not.

After many pauses to walk throughout the race, I (we) finally made it: 34 minutes and 32 seconds. My first 5k. “Wow, not too bad” I thought, considering a mere month ago I couldn’t even go a mile without stopping to catch my breath.

I have since followed that up with a 5 k Jingle Jog in December, and have started running 5k weekly at least once a week now. I also have now “discovered” a 5k trail at the national park not half a mile down the street. I have signed up for a 5k jog the second weekend of February, the Susan G. Komen “Race for the Cure” for breast cancer in May, and also a “Warrior Dash” 5k run and obstacle course also in May.

My point?

My point is to encourage you to dare, to stretch yourself beyond your limits, or what you think might be your limits, and set your goals and commit to those goals. If you do this, you never know where it might end or what kinds of good things it may lead you too. Three months ago, I would’ve never thought I’d be a running fool (“Run, Forrest, run!”) but here I am running weekly now and signing up for events I never thought I’d even remotely participate in. And I am confident that I am now on my way to being a healthier person because I made a goal and set out to achieve it.

I want to leave you with one last thought that comes from an excerpt in William H Murray’s book “The Scottish Himalayan Expedition”. In this section of the book, Murray adds his own spin to an old quote by the German writer Johann Wolfgang von Goethe:

“Until one is committed, there is hesitancy, the chance to draw back, always ineffectiveness. Concerning all acts of initiative (and creation) there is one elementary truth, the ignorance of which kills countless ideas and splendid plans: that the moment one commits oneself, then Providence moves too. All sorts of things occur to help one that would never otherwise have occurred. A whole stream of events issues from the decision, raising in one’s favor all manner of unforeseen incidents and meetings and material assistance, which no man could have dreamed would have come his way.”

‘Whatever you can do, or dream you can, begin it. Boldness has genius, power, and magic in it.’ –Goethe

I keep a copy of this underneath my clear protective desk cover along with some other inspirational quotes that I have copied and cut out over the years. I hope this article has inspired you to keep up with your goals. Look them over daily and keep plugging or rather “running” along. I know I will.

A special thanks to John Altiere for providing us with this inspirational blog!

Skamol develops and manufactures a variety of thermal insulating materials for Domestic Heating Appliances worldwide. These products are available in different thermal conductivity properties, and compressive strengths, to suit individual applications: V-1100 Series is available in customized shapes and panels. This is a different product that the fireplace panels we carry. It is available only through the appliance manufacturer. These are the applications that the V-1100 is being used for in North American style stoves; Gas, Pellet & Wood; as a firebox baffle, liners - sides, back & base. These are available only through these North American Woodstove (freestanding units) Manufacturers:

• Breckwell
• ICC
• Jotul
• Kuma Stoves
• SBI
• US Stoves
• Zephyr Stoves

Lindemann carries the VIP 900 Factory-Built Refractory replacement panels. They are used in the following applications in North American Factory-built wood fireplaces; firebox liners - sides, back & base. 

At the recent Wisconsin Guild Winter Meeting, Tom Urban presented a session on documentation. Tom has spent the last three years putting together a computer program which will soon be launched. An important part of documentation is taking photos. As Tom mentions, a picture is not only worth a thousand words, but could also be worth $1000 bucks. Particularly if it saves return trips and makes job planning easy. Here is a series of photo progressions recommended by Tom:

Photo Progression 1: Start with the front of the house. First, ask the homeowner for permission when scheduling if you can take a photo of their house when they pull up. Make sure it shows the house number, the vehicle, chimney, mailbox and location of the chimney. Sometimes it may take 2-3 photos to gather this info. Katie Maynard requires her service guys to take a photo of the paperwork first so there's no doubt about which photo goes with what house. Always get a photo of the base of the chimney (on the outside of the house). This helps to determine if later there may be a hindrance to put up scaffolding, or maybe there's shrubs there, or a side slope or hill.

Photo Progression 2:  Try to get a photo of the exterior of the chimney with landmarks in the background. Check for water markings, defects, flashing, crown, caps etc. Chapter 14 of NFPA 211 & the Annex will help you determine what needs photos. This also allows you to see up close the condition of the chimney on the roof: flashing, efflorescence, crown, lack of caps/type of caps, stains, metal roof, power lines, etc.

Photo Progression 3:  Shows liner height above crown, crown, landscape background, lack of power lines, catwalk, etc.

Photo Progression 4:  Close up of the crown is always a good idea, whether good or showing signs of disrepair.

Photo Progression 5:  Because of the likeliness of water entry coming from the crown, close attention to this area is advisable. Look for discoloration, cracks, etc.

Photo Progression 6:  The next photo should be an overall view of the appliance in the room where the appliance is operating. Photograph facing, clearances, frou-frous, etc. It can also show the condition of the carpet, hearth extension, combustibles, location of furniture, stains on face of fireplace,etc. This is creating a baseline for a timeline in case something happened after you were there. It's important whether you work on fireplaces or oil furnaces.

Photo Progression 7:   The photo should show the firebox, glass doors, gas logs, stove and connector as one. Catch the insert shroud seal, stains, clearances, proper install...

Photo Progression 8:  Then photograph the smoke chamber, connector pipe and thimble. You can see the screws/connections in pipe, thimble, etc.

Photo Progression 9:  Then take photos that explain and show issues in the flue using an interior inspection system, captured and filed.

Photo Progression 10:  Make sure you capture plenty of close up detail.

Photo Progression 12: Without a doubt, your customer should be able to say the following:

Yes, this is my house

Yes this is my chimney on my house

Yes, this is my chimney top and flashing

Yes this is my appliance or fireplace front

Yes this MUST be the interior of MY chimney

Look for more information on Tom Urban's seminar in upcoming blogs.

David Doherty, a Chimney Sweep from Pompey, NY, provides an interview for CNY Central on preventing chimney fires. To read the article click here.  To watch the video, click here.

Have you ever stopped to evaluate the direction you and your business are going? More importantly, have you ever written it down? We know you’ve heard it a thousand times: “Write down your goals.”

Where do you want your life and your business to be in two, five, or ten years? How can you expect to get there if you don’t know where you are at and plan where you need to go from there?

Did you take that first step? How far have you gone? How much further do you still need to go? How can you measure your progress? Do you need to veer in a slightly different direction? Without proper planning and set goals, it’s virtually impossible to answer any of these questions.

Most successful companies and their owners know where they are, and what is needed to do to get them where they are going. They simply compare what they have done with what they intend to do. When they find a disparity between the two, they don’t waste any time closing the gap. That gap won’t close by accident, it will take intentional changes. The old “seat of your pants” method just won’t get it done in today’s business world. You need to have a crystal clear vision of where you want to be. Make it real by writing it down.

By Jeff Wiles, Business Coach, Lindemann Chimney Supply, Southeast 

Reflecting on what worked

We all survived another busy season! I hope you were able to take advantage of the ample opportunities that come only once a year — during the busy season. Perhaps the cold weather has extended the season for you? Or, like many, you may be checking to make sure the phone is still plugged in. Whether you were wildly successful or very disappointed with 2009, take some time to reflect. What worked? What didn’t? There is a wealth of value in this exercise. It will help you move forward, laying the groundwork for strategic planning in 2010.

I believe the first 8 months of the year are the most important. This is when we have time to change processes, try new ideas, and prepare for the busy season. This includes fine tuning the machine so it is ready for the fall rush. The plan starts with reflection as I mentioned above. Then moves on to goal setting. After that, you create an action plan. Most businesses fail because they do not plan like this. They do the same thing as always and expect different results.

Take action to capture opportunities

I like to look at the business from the perspective of opportunity. What can you do create more opportunities? How can you take advantage of every opportunity you get? How can you build on this ? What opportunities did you set aside last fall that you can try to recapture now? Firebox rebuild? Fireplace face stain removal? Smoke Chamber parging?

To create more opportunities you must refine your marketing plan. What can you do to increase referrals? Do you ask for them? What can you do increase website traffic? Is your website on your business card? You can’t simply pay for a yellow page ad and expect the phone ring. Consumers have more resources now than ever before. They make buying decisions on the internet, social media sites, or asking friends. A recent study shows that 78% of consumers trust peer recommendations, only 14% trust advertisements. This is why getting referrals is so critical. The sad thing is most of us spend our marketing dollars on a yellow page advertisement. Yellow pages will be your best bang for your buck, only if you are doing nothing else. Anyone in our industry that tracks their leads will agree.

Once you’ve figured a strategy to increase your opportunities, then it's time to convert them to sales. This is the easiest part and the part where we generally fall way short. I can count on one hand the tradesmen I’ve had at my house that followed up on a proposal. I remember them because they are the ones I hired. The others – who knows? This is your BEST chance of getting a sale. Too often we hit the truck for the next day's route and leave the stack of proposals that need immediate attention (red-hot leads) in the office. You would be better off parking the truck and working to close the leads you have. Better yet, close the deal when you are at the house. Your chances drop drastically once you leave the house. The first 24 to 48 hours following the job are critical. This is when you still have a shot. After that you are at the mercy of a very poor closure rate. Make the most of every opportunity, and you will see incredible changes within your business.

Rob Lindemann, President, Lindemann Chimney Supply 

Rob Lindemann, President of Lindemann Chimney Service and Lindemann Chimney Supply was recently featured in Crain's Chicago Business Online. Rob was interviewed about his unique New Year's Resolution in A Resolution to Give Back. His resolution is to "Do well by doing good". His goal is for his companies is to significantly impact the lives of 100 people. To read the full article, click HERE or the link below

http://www.chicagobusiness.com/cgi-bin/mag/article.pl?articleId=32904&seenIt=1

It’s been a tough economical year. People have cut back on spending. With that cutback has come a reduction of household maintenance including chimneys. “No big deal, we’ll skip a year” is the all too familiar answer to the annual reminder call. After all, we had a warm fall…

Do you know what has happened in your chimney in the past year? Any birds nest on its terra cotta wall that are blocking your flue? Any squirrels or raccoons find their way in… but not back out? And how about those woodburning stoves and fireplaces? Do you know that those small, smoky fires leave unburned fuel on the chimney walls?

If you decided to forgo a chimney cleaning this year, any of these issues could spell disaster for you and your family. During the fall, heating appliances cycle on and off. Problems with the chimney may not manifest themselves. But now that the thermometer has dipped low in much of the country, appliances are running at full capacity. Carbon monoxide that could seep around that bird’s nest in the fall during the off cycle, now comes as a constant pressure that spills into the basement. Woodstove and fireplace flues, layered with fuel from those lazy fall fires, now reach hot, continuous temperatures preparing the creosote for combustion.

Many inexperienced, first timers are burning wood to save money and that's a great idea.. if you learn the process. Knowing how to select good, dry, seasoned wood is first and foremost. Learning woodstove safety is also very important. Most woodstove related fires come from improper operation of the stove in relation to its surroundings. Leaving things that burn too close to the stove or chimney is just as dangerous as leaving the chimney unchecked.

What is it worth to protect your home and family from danger and destruction? Take some advice from an old chimney guy… have your system checked right away. The cost of maintenance is small in comparison to the cost of an insurance deductable or a catastrophic claim. The lives of you and your family — priceles.

By Chuck Phillips, Business Coach, Northeast

“I was country, when country wasn’t cool”, says the old country song by Barbara Mandrell. For a while, it seemed country music was reserved for farm folk and hillbillies. But somewhere in the early 90’s, the country music craze became “hip” and suddenly everyone was into hats, boots, and country music. It was now trendy. (For those of you who still turn up your nose at country — there are nearly twice as many country stations in the United States than any other style of music). Many pop stars cross over to country just to capitalize their market share. But before the craze, before the hype, before it was cool, some of us were into country music.

So it is with the new “green” movement. Many of us in the industry have been as green as Kermit, (the Muppet), all along. Burning wood, no matter what you have heard, is green! Did you know that a dead tree that is left to decay in the forest releases more carbon dioxide into the atmosphere than that same wood consumed in a fire? Sure, we all remember the smoking woodstoves of the seventies and eighties. Old, antique stoves, though inefficient, actually burned fairly clean. The stoves were drafty, and there was plenty of combustion air to keep things cooking. Then came the air-tights. Choke out the air to get a longer burn - which equaled more smoke and excessive creosote. As we moved forward, the good old EPA  (Environmental Protection Agency), got involved and made standards for woodstove exhaust. The industry stepped up to the challenge. A new generation of clean burning, low emission stoves, was born.

Wood lots, when properly managed, are environmental wonders! The older growth is removed and used for fuel and new trees are planted to replace them. New growth trees produce twice the oxygen as older trees. This helps to counteract the carbon dioxide burned in the old growth trees that are used as fuel. In addition, new growth trees provide food and refuge for wildlife, the roots hold otherwise eroding soil, and the branches offer shelter to birds, nocturnal wildlife, etc.

As the green movement swings into high gear, take the opportunity to help your consumer get green. Point out the advantages of new, clean burning wood and bio-fuel stoves. Explain the increase in efficiency that a chimney liner adds to any heating system. You can usually count on at least a 5% woodstove efficiency increase when a stainless steel liner is properly sized for the system.

Never overlook the super tight home — a house that is too tight ISN’T green. It creates uneven pressure which contributes to poor draft causing smoking as well as lowering burning efficiency. This creates air quality problems for inhabitants, humans, and animals. Install a Condar Air Supply Ventilator, and eliminate those problems by allowing the pressure to equalize in the structure.

So be proud, my environmentally concerned friends, when people talk about “being green”, tell them you "done been green"!

By Chuck Phillips, Business Coach, Northeast Location

There is one thing in common to every relationship, organization, nation, and society – that when removed, will destroy them all in record time. It is trust. Imagine what happens to a marriage once trust is broken. Trust removed has taken down some of the most powerful organizations, a few in last couple years. And most recently, lack of trust played a huge part in the financial meltdown of our country.

Several months ago I gathered with 10 fellow business owners to discuss the details of the meltdown of our financial system. The goal was to learn about what when wrong and what could be done to prevent it. If it happened again would we be able to learn from our lessons and see the writing on the wall and take corrective action? One of the most interesting exercises was to collect a list of new words that now have a different meaning. Here is what we came up with: Trust, panic, rumors, confidence, trustworthy, systemic risk, uncertainty, crisis, moral hazard, contained, nationalize, liquidity, interbank lending, credit market frozen, credit default swap, toxic assets, capital injection, and contagion. Not surprising nearly all of these terms are some derivative or effect of a breakdown in trust.

So if a lack of trust can take nearly take down the most powerful country in the world, what do you think it could do to your business?

In a culture of trust there tends to be trustworthy people. People do business with people they trust. It’s that simple. I learned later in life from Jack Daly ( one of the country’s top sales manager/coach) – “Trust Trumps Price – All day long.” It is easy to teach sales to a person that exudes trust.

Jack Welch and Rob Lindemann

I can’t recall a circumstance where I started to lose my trust in someone and it turned around for the good. Take a look at the last person that lied, stole or cheated you. Did you miss the signs? Often they are all too clear, but we are too caught up in the moment trying to catch them to realize. When trust is gone – it’s over.  Generally when something looks like a lemon, smells like a lemon and tastes like it a lemon – it is a lemon. Trust your gut. That’s at least what FORTUNE Magazine’s Manager of the Century, Jack Welch, believes.

When hiring place your ability to trust the candidate above anything else. Ask questions that drill down and ascertain whether you can trust them. Spend less time talking about things you can teach and more time on things you can’t – like trust. Take your time. If you need help in this area, I have a friend that wrote a great book. If you are one of our customers, email me and I’ll send the first 15 responders a copy – rob@lindemannchimney.com.

As a manager and leader you must learn to trust and empower your people. Let them reach their potential. Coach them, guide them, and then get out of the way. Let them succeed. Have you ever seen a poor performer go to work under new management and then shine? Many times this happens when a manager gives an employee some new responsibility or task that nobody has ever trusted them with. They take this as a compliment and an opportunity to prove that they are trustworthy. The opposite is the manager that hedges his bets. He’ll just give enough responsibility/ trust so that he doesn’t risk too much. The employee tends to return a level of performance similar to the trust extended.

To foster a culture of trust you need to be transparent, straight talking, loyal, accountable, consistent, and dependable. You also need to be willing to extend trust and empower your front line people to make decisions. When you get to the point where you can trust everyone in your organization amazing things start to happen. You begin to perform consistently at a high level. Office politics die and people begin to lean into adversity together. You attract and retain “A” players. Your people want to work hard and reach their fullest potential. 

Who do you trust? Trust is viral. The hardest part is giving up control. If you can overcome the fear and learn to extend and receive trust you will climb to high heights. Trust me.

By Rob Lindemann, President, Lindemann Chimney Supply

The success of the Draw Collar has inspired these homeowners to provide a testiment to the effectiveness of the Draw Collar. Featured at the Hearth Products Barbeque Association Expo (HPBA Expo), the Draw Collar was also a winner of the Vesta Award for venting and ducting. Check out what people have to say about the Draw Collar:

Dear John,
I would like to thank you for producing what I consider to be the most revolutionary product for drafting a fireplace. I had contacted your company after seeing your product video on Youtube. I have been searching for solutions now for over a year since my neighbor placed large trees on our property line causing my terrible draft issues. I spent over $900.00 on various products (ie. chimney liner extension, fan draft inducer, Vacu Stack) to no avail and thought that I was simply destined to live with smoke filled rooms ..... until I got the Draw Collar. After placing the Draw Collar on my rear venting Jotul F3CB I could not be happier. I simply plug it in, let it warm up for 20 minutes and light my fire. I have not had any issues getting a good draft/fire going immediately WITHOUT ANY SMOKE!! Your product is well worth the money!! I was quite impressed with its construction design as well as the quality materials used in the product. Thank you again for solving my draft issue!! We could not be happier now that we can once again look forward to many warm evenings WITHOUT SMOKE!!

Very truly yours, Y.E.

Hey John,

Thanks for finding the cure to my wood stove I have a two story house and could never get the pipe warm enough to draw. I would have to use a hair dryer just to get the pipe warm. My wife was getting sick of me smoking the house out until I tried out the draw collar and that solved all my problems.

Thanks, AJ

John,
February 1999 we purchased a wood burning stove from The Fireplace Place Inc. at 1678 N State St Orem, UT. After years of struggling with smoke from our stove we heard about the "Draw Collar" which had just been developed. It was installed and to our great delight there was no smoke problem. The fire started immediately and the smoke went directly up the chimney. We would recommend this "Draw Collar" to anyone who may be having problems with smoke from their wood burning stove.

Thank you, Lincoln and Jilene

A new year is on the way. I hope everyone hit their goals for 2009. 2009 was certainly a challenging year. I found that the world changed dramatically and our business had to change dramatically as well. Despite great change the goals were very reachable. As I sit back and look at 2009, I am stuck with great pride as to what my team accomplished. One of our core values is that we lean into adversity. We certainly did that this year and it paid off for us.

Unfortunately for many people in our industry this was not the case. To me it seemed like those that set out to accomplish their goals did. Those that failed to set goals were at the mercy of this brutal economy. I’d love nothing more than to see everyone reading this newsletter thrive in 2010. It is certainly possible and I’m excited to help out. I think we need to start with setting some goals. There is no better time than New Years to do so.

If you have never set goals you may think that they are a goofy, lofty concept that is often overused. But those that set them, realize their power. About 8 years ago, I found myself on a treadmill trying to shed a few pounds. I’d never been a runner in my life. I always played sports but dreaded any running I had to do. I walk like a duck and have asthma. I run like elephant, and am just plain slow when I do so. So after running for a few weeks on the treadmill, I hoped on one night and set out to run for an hour. Seemed doable. It was. I made it an hour! I looked at the odometer. Holy cow, I ran six miles. The next few times I ran, I felt like a runner. When I set a goal it was fun to reach it. Then I found out that a friend was training for the Chicago Marathon. He told me if I could run 6 miles at a pace I could still have a conversation at, I had what it taked to complete a marathon. I’ll never forget the day I told my wife that I as going to run the Chicago Marathon and would she like to do it with me.

As I look back the hardest part of the Marathon was declaring I was going to it. The rest was easy. Sounds crazy, but it was true. As soon as I set the goal, I worked backwards to see what I needed to do today.

I also have learned that reaching a goal is great, but not nearly as important as who you become while reaching for it.

So as this new year rings in I’d like to present a challenge to all of our customers. Set some goals for yourselves. If you’d like some help doing so feel free to email me at rob@lindemannchimney.com and we can work at it together. If you are a regular goal setter and willing to share, I’d be happy to help you reach them or even hold you accountable.

Lindemann Chimney Supply has huge plans for 2010. We are going to continue do our job of getting you great products when you need them, but we are going add a lot more. We have an amazing amount of industry experience on staff. We operate a thriving service company. We are partners and friends with the industries top manufacturers. We are ready to leverage it all to help you reach your goals.

If you are willing to share your goals and/or challenges we will do our best to align our webinars, consultation, videos, blogs, and other business building tools to ensure we do our part to assist you in reaching them.

Best wishes to you and your family in 2010!

Did you know that an average household in America will mail out 28 Christmas cards each year and see 28 cards return in their place? The first thing that struck me was that my family apparently raised this average. After licking 132 envelopes last night I realized that we are truly blessed and traditionally late. The second thing that stuck me is that we probably get about 132 in return. (Most of them arrive prior to ours being sent.) Christmas is a time for giving and also a time for receiving – in a secular and a spiritual sense.

The tradition of giving gifts in this yuletide season owes its origin to the Magi who came from the east of Jerusalem to greet the infant Jesus in the manger with their gifts of gold, frankincense and myrrh.

Somehow this has morphed over time into quite a different tradition. If Zhu Zhu pets were around a couple thousand years ago, I do not think the second wise man would have tackled the third to assure he secured the last one to give to the infant. But somehow we are here.

So as I prepare myself to accept the wonderful gift of

 Christmas, I find myself reflecting on all that I have received over the year. It has truly been a spectacular year and I feel quite blessed.

I also find myself inclined to want to give more and more. The funny thing is that the more you give the more receive. Kind of like Christmas cards. I don’t believe that people send out cards for the purpose of getting more in return, but it just seems to happen. The real beauty comes when we give of ourselves things that can’t be bought in a store. We expect nothing in return, but almost always receive.

At Lindemann Chimney Supply we are always humbled by the kindness and support we receive from each and every customer, vendor and partner. As the year comes to a close we are making big plans to ramp up our giving. Perhaps we can even outpace what we receive!

Have a wonderful Christmas.

I use three pieces of technology to help keep my life in order and on track. The first item is my laptop. Depending on your role in the company it can be used for practically anything: scanning chimneys, printing proposals in the field, research on the net etc… I happen to be a Mac guy but PC’s are just fine. Whatever you do, I urge you to get one, learn how to use it and carry it with you wherever you go. Productive uses will find you if you understand the capabilities.

Secondly, the IPhone. I know you’ve heard of it, but have you really seen what it can do? Just like the commercial says “There is an app for it”. You name it; calculator, level, unit converter, email, voice memos, GPS routing , remote computer access, scanner, faxing, credit card processing…. The list is endless. Put it in the hands of a productive person and it will pay for itself in one day.

Finally a free web application called Evernote. In our daily lives we are bombarded with information. Processing it and prioritizing it is a big challenge. For me, Evernote is a bucket to collect all these things. I can take a snapshot of a broken ladder to remind me to get it replaced. I can create a voice memo reminding myself to stop for milk. I can clip a webpage of product I like. Once everything is out of your head and in Evernote you can begin getting things done. It’s tagging system allows total flexibility to organize info. I use the getting things done method (GTD) by David Allen.

Hope these tips help. For me they are tools that allow me to maximize my time while reducing stress in my life. I hope you find the same. For more info shoot me an email at rob@lindemannchimney.com.

I’m sure every distributor that carries a respirator will tell you why theirs is the right choice. I’m certainly no exception to that rule. I did a lot of research before I chose the North respirator for our company to distribute. It has an all silicone face piece so it stays pliable even in extreme cold. The full face has a full 280 degrees of vision, and a speaking diaphragm so you can communicate. The cartridges we carry for it protect you from even the finest oil soot particles. It is even rated for Radon. But I will confess, it may not be the best for you.

Surprised to hear me say that? Don’t be. Even though I believe it is the best out there to protect you, most of the time it doesn’t do its job. Oh, it’s not the fit, the silicone face piece fits like a glove. It’s not the cartridges, they’ll protect you through anything short of a nuclear reaction. The problem is…. The box!

You see, it doesn’t matter how small the particulate, how thick the dust, or any other working conditions if the respirator sits in the box in your truck or shop!

The right respirator is the one you’ll actually wear. I often tell the story of the guy who had a booth next to mine every year at the county fair. He was an artist, and could spray paint any image onto a t-shirt. For years, I talked to him about wearing a respirator, and he laughed at me. We lost touch for a few years, until I encountered him at another fair. There he was, wearing a full face respirator! It wasn’t from my years of trying, though. He now had lung cancer.

Don’t let a story like this one be told about you. Buy a respirator, a good one, and wear it. After all, who wants to hire someone to protect their lives and homes who doesn’t care enough to protect themselves?

By Chuck Phillips, Business Coach, Northeast Region

This is the time of year when families gather together to enjoy each other’s company, to celebrate the past year and to ring in the new.

And when they do so, often times it’s around the fireplace. The fireplace holds a special place in my memory and in my heart, a little of which I’d like to share with you.

Growing up in Youngstown, Ohio I remember as a child huddling around our fireplace on Christmas Eve with Mom and Dad, my three brothers and one sister, feeling its comfort and warmth, and dazzled by its magical glow. Chances of snow on the ground at the time of year were pretty good since we lived fairly close to Lake Erie and its lake effect snow. Chances of hot chocolate were even greater. Being the fifth child and youngest (at the time) it all made perfect sense to me: stockings hung on the hearth, Christmas tree with ornaments and lights, complete with a miniature model winter-town underneath. What else could a kid ask for?

I would have my list of what I wanted Santa to bring (and definitely checked it more than twice!) and of course I would place a note out for him with milk and cookies that read “For Santa”. My siblings and I were so excited and would try to stay up so that we could see Santa but inevitably our eyes would grow heavy and we would drift off to sleep. I personally blame that on Bing Crosby, Nat King Cole and Burl Ives –and the warmth and comfort of that glowing fireplace.

Who would have guessed that many, many, many years later I would be working in an industry that centers around the fireplace?! We should all be so proud to serve in this business that ensures the safety, well-being , and comfort of so many families across this wonderful land of ours -especially at this time of year when families and friends come together. So however you celebrate the season, I know you too will probably enjoy a special moment by the fireplace sometime, somewhere soon, surrounded by those you love and those who love you.

On behalf of EXHAUSTO, Inc., I ‘d like to wish you and yours the happiest of holiday seasons and a very prosperous new year!

During our first blizzard of the season, not only were we dealing blowing snow and frigid weather but one of the circulators for the "in floor radiant heat" decided to quit.

NO problem. Our neighbor has a plumbing business, so I skated over in the van and got a new one. Then there was air in the pipes, so now the fun begins. We have had this heating system for 13 years and we had not needed to bleed any of the lines. Of course the one that was needed had been framed in behind one of our office desks, computer, etc.

No problem, after drilling a hole into the wall board, we figured it would be a great place to hang that new calendar we got at the local China Buffet restaurant. :-) 

This six inch hole seemed big enough to reach in and attach the hose. Oh yeah, we had to find the hose out in the snow and get that thawed first. Yes, I know that should have already been done before this storm, but we had been busy!!

So what does all this have to do with cameras? Now for the rest of the story: There were two valves inside the wall cavity up by the ceiling. So we covered the desk with a sheet to keep any debris from the UPS printer, the Dymo labeler, the speakers, the adding machine, the LCD monitor, the electric pencil sharper, the telephone, gosh there are a lot of important items on Mary’s desk.

As I’m standing on the desk straddling the monitor, I reached in and tried to attach the hose. Oh, did I mention, I’m suffering from “ tennis elbow” this week and I can barely lift my arm and it has no strength in it. Hey, Esther can you help with this?

Sure, she said, but the flash light does not illuminate the area with my arm in the hole. Gosh sometimes she acts like such a “girl”. So, see photo, we drilled another hole in the wall, inserted the Enviro-Flex Camera, then put the Chim-Scan case with the monitor on top of the cupboard over the desk.

Golly, look at what we could see!! We now could easily attach the hose, bleed the water line and then, hopefully the hot water would be in the floor. Soon all the office furniture will be warmed up again and Esther’s knees will no longer be like ice cubes!.

So the Chim-Scan Cameras can be used for a variety uses besides interior chimney inspections. So let your imagination run wild!!

Tom Urban is the leading authority on chimney inspection and documentation. Tom and Esther founded Estoban Corporation thirty years ago when they owned their chimney sweep company. Tom is also a recipient of the President's Award from the National Chimney Sweep Guild.

Air particulate monitoring equipment

Teaching your customers how to burn hot, clean fires will enhance their hearth experience, help them minimize smoke and creosote, and make them more pleasant neighbors.

“There is no way to avoid the fact that residential solid fuel combustion emits air pollutants,” write James E. Houck and Paul Tiegs in the current issue of Hearth & Home, “and by the very nature of wood-fired heaters, their air emissions end up concentrated at near ground level in residential areas.”

Air pollution from residential solid fuel combustion is a major concern in some locales. Professional chimney service specialists – chimney sweeps – can play a big role in helping their customers minimize their smoke pollution.

Performing routine maintenance such as sweeping, gasket replacement and, if applicable, periodic combustor replacement, coupled with customer education, can help your clients get the best performance from their heating systems. In a study conducted for the EPA, certified woodstoves maintained by a chimney sweep had considerably lower emissions than certified woodstoves with unknown maintenance histories. After eight years of use, the chimney sweep maintained stoves achieved emissions numbers close to their original EPA certification results. Check out the story at www.ChimneySweepNews.com/epasays.htm.

Residential woodburning is restricted in some areas, and other localities may soon follow suit in order to meet provisions of the Clean Air Act. If regulations already exist in your area, you can be a source of accurate information for your customers.

If regulations are proposed in your area, you can participate in the decision making process by providing accurate information to regulators, who may otherwise base their decisions on unwarranted or outdated assumptions. And again, you can provide accurate information for your customers. When regulations are proposed, the rumor mill inevitably says, “They are going to ban woodburning.” Usually that’s not the case.

The Chimney Sweep News is one of your best sources for relevant information, including some you won't find anywhere else. In the December issue we feature a visit to Myren Consultants, one of several EPA-accredited emissions testing laboratories. Please call us at 800-474-5196 to subscribe.

Jim Gillam
Editor & Publisher
The Chimney Sweep News (SNEWS)
www.ChimneySweepNews.com

Dear Winter Wonderland Friends,

Christmas is coming so let's pour on the coals, wrap all the presents and straighten the bows. I need to be ready to deliver the toys to all the good deserving girls and boys! Please take care of the following details, you see, for having a successful Christmas is key. Rudolph's nose needs rewired with an Eco-Friendly LED light so Jingle get on it and fix it tonight. Jangle please polish the reindeers hooves so they will fly faster than lightening when they exit the roofs. Keep Donner, Dancer and Blitzen away from the eggnog, I don't want to end up in a frozen Minnesota bog. Mrs. Clause and Holly are baking I hear, to provide food for those who are less fortunate this year. An important job I just gave Glitter, to take care of this matter or I'll be a quitter. I'm tired of having to clean my red suit, vaccuum the soot and polish my boots. It's the chimney and fireplace that need to be cleaned, I want no soot in sight just a peaceful Christmas scene. So put the word out - its Santa's Exceutive Order, it doesn't matter who or where it knows no border. That's if the chimney's not cleaned I won't be coming, and Christmas morning they'll all be bumming. No presents, no food, no holiday cheer, no Santa, no sleigh, no herd of reindeer. So get to the phone and call your chimney sweep, so Santa will come while you are all peacefully asleep.

Santa

Posted for Santa by Caroling Karen Lamansky

©2010 Lindemann Chimney Supply

The weather will soon turn more treacherous and customers will demand their chimney be cleaned and repairs made before the holidays. How will you respond? Will you be prepared to address these issues?

Preparation is one of the keys to handling cold weather work. Caution is the key to surviving it. Let's start with your vehicle. Has your oil been changed and upgraded to a winter grade? Has your anti-freeze been checked? Also make sure that you have the best windshield washer fluid with anti-freeze properties. Keep some important winter survival items in your truck: ice melt; door lock ice melt spray; a broom to clean off the vehicle; windshield scrapers; a bag of kitty litter, (great for traction); extra washer fluid, (anti-freeze type); extra gloves; water; snacks; a snow shovel; flashlight and a blanket. If you've ever spent time in a traffic pile-up or in the ditch due to hazardous conditions you will know how important it is to be prepared.

When it comes to chimney work, use your head and your instincts to determine whether it will be safe to work that day. Roofs can harbor frost or a light ice coating that aren't always visible. Conditions can also quickly become slippery if it's snowing, cold and misty or sleeting. Be sure to listen to weather reports and keep up to date on developing conditions.

Things are not always as they seem. As you cut through the yard with your ladder, you start through a small snow drift only to find out it's a slippery yard ornament laying on it's side. Down you go, injuring your wrist and bruising some ribs. Or perhaps what seems like their driveway is really a ditch filled with snow. As you pull into the drive youswerve a little because the homeowner's car doesn't leave much room to park. You drive over some snow that's been pushed up alongside the drive. Later you get a bill for ruining some heirloom rosebushes, lights and watering heads.

This is why it's so important to be prepared and not take chances when the weather turns bad. No job or work day is worth an accident or injury. Keep safe and use extreme caution!

Posted by Karen Lamansky, Director of Marketing

ChimneySaver, applied above right, helps to prevent efflourescence (left), or damaged brick, (photo below).

This is the perfect time of year. Business is good, customers are buying and the cash flow is nothing short of sweet. It's hard to picture a slow schedule or down time even though it's just around the corner. The best way to keep busy and keep cash flowing in is to pre-schedule jobs for spring. Let's face it. In the spring, most chimney problems are multiplied. With April showers come - yes, May flowers, but also leaking chimneys, flashing, crowns, and critters.

Use these tips to set up your spring jobs now:

• Take JPEG photos of the damage from many angles
• Use a cell phone, quarter, or something to help "scale" the photo. If nothing is handy, try to include trees in the backdrop. 
• Take photos of the house, yard and driveway approach to the chimney. This helps pre-plan your access and extra tools/ladders/helpers that may be needed.
• Document the details such as square footage, flue size, condition of the brick, crack thickness, etc.
• Note if there are any chimney stains or damage that will require special prep work
• Note any special preferences the homeowner has whether it's copper gutters, upscale furnishings, time constraints or anything else

FlashSeal, above photo, makes sealing a leaky flashing an economical choice verses replacing the flashing. CrownSaver, at above right, is an affordable alternative to having the entire crown removed and replaced.

Start filling up your schedule now. Not only will it keep you busy, but your customer will appreciate the initiate you take to prevent further damage to their chimney and home.

Posted by Karen Stickels Lamansky, Director of Marketing

Plainfield, IN – October 12, 2009 As the weather gets cooler, trails of woodsmoke will soon become more prevalent in the sky throughout most of the United States. That smoke is the result of incomplete combustion, a tell-tale sign that the fireplace or stove can be operated more efficiently. The Chimney Safety Institute of America reminds homeowners that they can get more out of their home heating budgets this year by learning to operate their systems more efficiently and by maintaining them on an annual basis. Learn how to reduce emissions from your fireplace by building from the top down.

“Learning how to operate your home heating appliances and then taking care of them through routine maintenance are two of the best things a homeowner can do to save money on heating this season,” states Ashley Eldridge, Director of Education for the Chimney Safety Institute of America.

Factory-built fireplaces and stoves come with an operator’s manual just like an automotive operations manual. Since most homeowners operate their heating appliances for only a season or two and their cars or trucks year-round, it is even more important to dust off that installation and operation manual and review the basics. If you are unsure about how to operate your home heating appliance and the owner’s manual cannot be found or does not make sense, call a qualified chimney professional.

A qualified chimney professional, like a CSIA Certified Chimney Sweep^®, can show you how your heating and venting systems work and can help you do your part to save the environment by burning cleaner and help you save money by heating more efficiently.

The Chimney Safety Institute of America and the National Fire Protection Association recommend annual chimney inspections by a qualified chimney professional and sweeping when necessary. (A good rule of thumb is that your chimney needs to be swept when there is 1/8” of accumulated creosote in the system. Learn more about chimney sweeping at www.CSIA.org.)

Annual inspections by a qualified chimney professional can also help you identify potential issues with your chimney which may need to be addressed, including creosote buildup, obstructions like bird nests or cracks which may cause heat and noxious gases to be released inside the home. (Learn more about the three levels of chimney inspections at www.CSIA.org.)

For further information on chimney and venting safety, chimney inspections, what to expect when you hire a CSIA Certified Chimney Sweep and to locate a CSIA Certified Chimney Sweep, homeowners are encouraged to visit www.CSIA.org.

# # #

The Chimney Safety Institute of America, established in 1983, is a non-profit, educational institution, dedicated to educating the public about the prevention of chimney and venting safety hazards. The CSIA recommends annual inspections be performed by CSIA Certified Chimney Sweeps. These chimney professionals have earned the industry's most respected credential by passing an intensive examination based on fire codes, clearances and standards for the construction and maintenance of chimney and venting systems.

When installing a liner for a wood burning appliance, the debate over insulation has been one that resurfaces year after year. The reason is two-fold. First, many say NFPA 211 does not specifically state the need to insulate, and, second, many liner manufacturers claim it is not needed for their liner. Both of those statements are, in fact, true, but they lead to a false conclusion. Let me try to explain.

NFPA 211 calls for a UL Listed System, and for it to be installed to the manufacturers (UL listed) instructions. When a liner is tested at Underwriters Laboratories for solid fuel, it MUST be insulated to pass. So every UL Listed liner system for solid fuel must be insulated to be UL listed, and must be UL listed to pass NFPA 211. Installing any liner for solid fuel without the manufacturer's specified insulation voids the UL listing on the installation.

Many liner manufacturers claim that their liner does not have to be insulated. As I stated earlier, this may be true. If their system is not UL listed, but rather “tested to” UL, the lab that did the testing may not have done the insulation part of the test. You see, the UL standard has many parts, and some manufacturers will test only to the parts they feel they can pass. It is a rather unscrupulous way of achieving their goal, part deception, [part truth… all liability for you the installer].

So how do you know your liner is UL listed? Here’s three ways:

1. ASK. Know the UL file number for your listing. Keep the documentation.

2. LOOK Every UL listed product should be labeled with UL labels.

3. READ the installation instructions. Do they mention the methods of insulation required for the liner system? If not, they are suspect

I just saw a liner system this past week installed with no insulation. Nor did the installer clean the chimney before dropping the new liner. They also neglected to seal the chimney top and bottom. The result was a chimney fire OUTSIDE the new liner. The damage was minimal. The house didn’t burn, and thankfully no lives were lost. But the installer will have to wait seven years to be out of the woods. That’s how long the insurance company has to file a lawsuit to recover any damages paid to the homeowner in our state.

Contributed by Chuck Phillips, Director of Operations, Northeast

The Thanksgiving holiday that we celebrate here in the United States each November is known worldwide as an American custom. Its roots extend far back into history. According to historical sources, the Pilgrims originally never held an autumnal Thanksgiving feast. The Pilgrims did have a feast in 1621 near Plymouth, Massachusetts after their first harvest. This is a feast that people often refer to as “The First Thanksgiving,” but it was never repeated. Nevertheless the 1621 feast has become the model for the Thanksgiving celebration in the United States. In 1630 settlers and colonists from many continents brought customs of days of prayer and thanksgiving. Especially in New England, where the first Thanksgiving of the Massachusetts Bay Colony was observed on July 8th.
The first Thanksgiving in the new United States of America occurred in 1777 when General George Washington and his army stopped in bitter weather on their way to Valley Forge to mark the occasion. In 1789 Washington's first proclamation as the nation's president, declared November 26th as a national day of “Thanksgiving and Prayer.” The annual presidential thanksgiving proclamation ceased for almost 50 years during the early 1800's, until President Abraham Lincoln resumed the tradition in 1863.
It took until November 26, 1941 when President Roosevelt signed the bill establishing the fourth Thursday in November as Thanksgiving Day. For the next 15 years some states continued to celebrate on the last Thursday in November, because two out of every seven Novembers have five Thursdays. However, Thanksgiving has been observed on the fourth Thursday of November by every state since 1956.

It sure seems like Thanksgiving Day went through an awful lot to get here as we know it today. So the least we should do is take a few minutes later this month to give thanks for all the opportunities we have here in the United States. Which many of our forefathers fought for and never got to enjoy.  

I would like to thank you for your business partnership. From your business and ideas to the friendship you've bestowed upon us. We hope your Thanksgiving is filled with good food, friends and family and happy memories. On behalf of all of us here at Lindemann, we wish you a Happy Thanksgiving!

Factory-built fireplaces were originally designed to be a readily available, economical alternative to more costly masonry fireplaces. They were much easier to install and quickly went into new homes, condos and rowhouses. Most of these fireplaces are now aging to the point where they are either cracked or deteriorating.

Since most panels are 1" to 1 1/2" thick, they don't respond as well as thicker brick when it comes to being hit by a piece of wood. Many of the early factory built fireplaces, (sometimes referred to as pre-fab fireplaces or zero clearance fireplaces), are now getting to an age when the panels are either cracked or deteriorated. The Chimney Safety Institute of America recommends replacement of the panel when a nickel, when inserted on end, will fit into the crack or if the panel has abraded more than 1/4" from the original surface.

If the original manufacturer is out of business or if the panels aren't available, the Skamol replacement panels are an excellent solution. Tested by Omni Labs, Skamol panels are currently being used by some fireplace manufacturers, (consult the fireplace manufacturer for listing recommendations). Skamol panels are made of a special compressed lightweight vermiculite giving them superior insulation capacity and thermal shock resistance. Although these panels have high mechanical strength they can be cut with ordinary woodworking tools. They are virtually dustless, lightweight and easy to install. Give the Skamol Panels a try on your next job. They are available in a brick or herringbone pattern.

Posted by Karen Stickels Lamansky, Director of Marketing

The best affordable solution for saving energy dollars with a fireplace is to install a chimney top damper from U.S. Fireplace Products. These dampers have the best seal in the industry! The Energy Top and Energy Top Plus Dampers have a refrigerator type seal that is cushiony and conforms to the lid, creating a more effective seal than flat silicone gaskets.

The engineering considerations built into this damper don't require any kind of "chimney fire safety device" like some dampers. The spring effectively lifts this damper open, yet allows almost anyone to close the damper easily.

The Energy Top Plus Adds a stainless steel chimney cover providing superior spark arrestor and bird guard protection as shown above.

A fireplace with no damper or a damaged, deteriorated damper is like having a window open all the time. It is wasting "paid" heated and air-conditioned dollars. The Sealtight Dampers are engineered with a rubberized seal under the lid which is not viewable in the above photos. This pliable gasket effectively creates a barrier to cold outside air. Similar import dampers have a flat gasket seal that is installed on the top of the lid. This increases the odds of having the lid freeze shut. Since the Sealtight Damper gasket is on the underside of the lid, the odds of freezing are minimal. The Sealtight also has a gasket on the under side of the lid in the back. this is shown in the photo, above left.

Be cautious about installing a similar cheaper import damper. The openings in these dampers can actually restrict the draft, causing the fireplace to smoke. Sealtight dampers have larger openings and the likelihood of this happening with is greatly reduced.

By installing one of these top-sealing dampers with a premium seal, some homeowners have saved as much as 30% in heating/air-conditioning costs. Just as you wouldn't try to heat or cool your house with the window open, make sure you stop the energy thief in his tracks. Take action today.

Posted by Karen Lamansky, Director of Marketing

The Draw Collar is a very popular product amongst homeowners who have used it. Here is a testimonial from Lincoln and Jilene Card, shared with us from John LaMunyon, President of Stock Squared.
John,
February 1999 we purchased a wood burning stove from The Fireplace Place Inc. at 1678 N State St Orem, UT. After years of struggling with smoke from our stove we heard about the "Draw Collar" which had just been developed. It was installed and to our great delight there was no smoke problem. The fire started immediately and the smoke went directly up the chimney. We would recommend this "Draw Collar" to anyone who may be having problems with smoke from their wood burning stove.
Thank you,
Lincoln and Jilene Card

Cleveland Pope was recently featured in Pope Sweeps Problems Away by Elaine Brackin in The Dothan Progress. Homeowner Pam Godwin had lots of praise for Cleveland's professionalism, expertise, committment to education and his singing. In fact, Cleveland is so well liked by the family that the adult children often come over when they know Cleveland will be there cleaning the fireplace.

Congratulations to Cleveland for being honored in this article and thanks for promoting our industry in such a positive manner. Cleveland is the owner of The Chimney Sweeps, LLC.

To read the article on Cleveland, click here.

The Chimney Sweep News is celebrating 30 years of bringing you the news of our specialized profession. A trade journal as unique as the trade it serves, The Chimney Sweep News was founded in October 1979 chimney sweep Dave Lamb and his wife, Darla. Current publishers Jim & Harriet Gillam ran a mom and pop sweep company for 18 years.

Dave wrote in the first issue, "SNEWS will not profess to know all the answers, but if every Sweep who reads this has one idea, suggestion or question, and shares it with SNEWS, we will all benefit".

“If The Chimney Sweep News does succeed in serving as a central clearinghouse for such information – we feel we have met our goal.”

Thanks to the contributions of chimney professionals all over North America and across the world, as well as the advertising support of the industry’s finest suppliers, The Chimney Sweep News continues to provide information that cannot be found anywhere else.

“How fortunate chimney sweeps are to have a magazine like The Chimney Sweep News,” writes John Gulland of The Wood Heat Organization (www.woodheat.org). “It is a rare business publication that is unpretentious and yet competent, and so clearly dedicated to serving the needs of its readers.”

We invite you to check out The Chimney Sweep News. Please visit our website at www.ChimneySweepNews.com, where trial subscriptions are available.

Now, more than ever, it's imperative to sustain your credible reputation. With the advent of the internet, one wrong move could be plastered across the nation.

Ethics start at the top and trickle down. You may be the most ethical business owner in your county, but if you don't have an policy in place, your employee could have other ideas about the fine line that is sometimes fuzzy where it separates right from wrong. If you haven't done so, be sure to communicate your ethics policy to all employees.

When you review your ethics policy make sure you present a clear, professional message. It should relate not only to your employees but should filter through to the public. Make sure your employees are aware of the expectations you hold for them.
Establish a customer service program and train each employee accordingly. Make sure the program covers basic expectations on everything from telephone courtesy to handling dissatisfied customers face-to-face. Let them know that there will be days when they just swept the last chimney, descended the roof, are exhausted, and then the homeowner goes ballistic about something completely unrelated to their work. Assure them you will be there to help. Most importantly, make sure you are there!
Emphasize how customer complaints can create an opportunity for them to shine. Perhaps the homeowner doesn't understand something and just needs more education or an explanation. Or, maybe it's a very real problem within your own organization and the customer just "held the mirror up" for you to see. Ask them to treat each customer fairly, demonstrate sound business practices and strive to resolve disputes in a fair and expeditious manner.
If you advertise about prompt service or special offers be certain that your advertising is clear and concise. Deceptive and misleading advertising will hurt your business and reputation.
Let your customer make product choices based on value and pricing. Be careful about creating expectations that the product or service won't cover. Give them the good, better, best alternatives and educate them. Then let them make decisions based on their finances and the knowledge you've given them.

One of the most precious things a business can offer today is a credible reputation. You will get praises not only from your customers, but also from many internet sites, such as Angie's List. On the flip side, if your company doesn't take care of mistakes or problems, guess where your future customer base will hear about you? Anywhere the angry customer cares to complain and that could be all over the internet or to anyone who will listen. Always seek the high road. It's not always the easiest way, but is the ethical thing to do.

[Note: Lindemann Chimney Service received the Angie's List 2008 Super Service Award.] 

Posted by Karen Lamansky, Director of Marketing, Lindemann Chimney Supply

“Would you tell me, please, which way I ought to go from here?” said Alice
“That depends a good deal on where you want to get to” said the Cat.
“I don't much care where—“ said Alice.
“Then it doesn't matter which way you go,”said the Cat.
“--so long as I get SOMEWHERE,” Alice added as an explanation.
“Oh, you're sure to do that,” said the Cat, “if you only walk long enough.”

One of my daughter’s favorite characters is Alice in Wonderland. Above is a section of dialogue from Alice and the Chershire Cat. The grinning cat was on to something.

I find this to be a common problem in our businesses. The owner generally has a vision of where he/she wants to take the company. They may even have a clear picture in their head. They know what the trucks will look like, they know what the office space will be like, they envision a great culture with exceptional people. Maybe they envision themselves operating in other regions of the county. Entrepreneurs usually have great vision, but they often lack the ability to articulate it to their staff.

Your employees and coworkers are the ones who are going to drive the bus to its destination for you. If you do not paint a clear picture of where you want to end up, chances are they won’t take you there. They’ll be like Alice, walking long distances, with no destination.

Do your co-workers know what success look like? Have you painted a picture of it for them? When they get done with their day can they feel accomplished that they reached it? Where do you want to end up at the end of this quarter? Where do you want to be in five years? If you are having problems answering these questions, your team may be wandering in the wrong direction. This is OK if you “don’t much care where” you go. But, if you want to reach a destination, the best plan is to clearly articulate exactly how each member of your teams needs to contribute to get you there.

Rob Lindemann, President, Lindemann Chimney Supply

I'm proud to be a member of the chimney sweeping industry. Here, you can find a family like, tight-knit group who frequently lifts each other up as no other industry I'm aware of. But did you know that we have a famous family member amongst our ranks? Who is this mystery person? 

Phil Coke spent one off-season sweeping chimneys, replacing 500 pound insert stoves and installing pools and hot tubs on one of his off-seasons. What season is the opposite of our busiest time of the year? America's best loved game; baseball. 

Now Phil has moved on to pursue and achieve his dream of becoming a big-league player. He's the Yankee's rookie left-handed relief pitcher. To read more about Phil, his good heart and the kind of down to earth guy he is click here to read an arcticle by Gordon Edes, Coke jumps from chimneys to clubhouse, from Yahoo! Sports. Enjoy!  

Posted by Karen Lamansky, Director of Marketing

What? You’ve never heard of the bungee theory? Possibly because it is one of my own, rather twisted, but weirdly true theories. You see, your bungee cords, (or lack thereof), tell much about you.

The first thing you need to know, in order to understand my theory is that bungees come in two distinctive types. There are those flat, black ones with the big “S” clip on the ends, and there are round ones with “J” ends. Now while I can’t tell which chimney cap you prefer, (HY-C, Gelco, ICP, or those inferior ones…), I can make some basic assumptions about you, and your style, from your tie down preferences.

The flat ones are great for holding ladders to your van, maybe even tying down a stainless steel liner to the roof rack, but they aren’t really good for tight wrapping, (and we all know I’m not wrapped to tight!). The guys that use these are straightforward down to business kind of people. What is my reasoning? Find any guy building masonry chimneys since he was seven, and he’ll use the flat ones. He doesn’t know there is another kind! His daddy used them, his first boss used them, so he does too.

Guys that use the round ones are carefree, adventurous, and fun loving. A little less demanding of perfection, but organized well. How did I come to this conclusion? Guys that ride motorcycles use the round ones to secure stuff to their ride. Guys who camp use them for gear. These guys have to love adventure. They are the ones standing on the crown just to enjoy the view!

How about the guys that don’t use bungees? You mean there are guys who don’t use them? These are the guys using old baling twine, a piece of clothesline, or an old sheet to secure their stuff? Easy. These are old dairy farmers who turned to sweeping when the milk prices dropped! (You know I’m right here!).

All in good fun, I hope you realize. Just hoping to bring a chuckle to your day. And by the way….

LINDEMANN SELLS BUNGEE CORDS! You’ll have what “type” we are.

Submitted by Chuck Phillips, Director of Operations, Northeast

Below is a picture of an invention of mine from this past summer. Customer was complaining about birds in his chimney. Only problems was he had a cover with a screen on it. Birds were just sitting on top of the cap singing and they sounded like they were in the chimney..... my solution..... the snake cap addition:

Service work is at the heart of our business. How can you offer more value with the services you provide? This starts with value added equipment, tools and products.

The best value-added service you can offer your customer when cleaning their chimney is a video inspection with a product like the Chim-Scan. How can you be assured you've correctly assessed all of the potential and existing problems if you can't see what's inside? By using the Chim-Scan you can visually see, assess and diagnose the condition of your customers flue. This helps you to make a credible, accurate diagnosis. The value for your customer is assurance, safety, and education because you have included them in the process.

One of the most overlooked value added services you can offer your customer is as simple, yet complex, as protecting their home from soot, dirt and dust. This is reflected by the drop cloths, the vacuum, (Ro-Vac or SootSweeper II Vac), and even the white glove treatment you use to emphasize your respect for their possessions. The value added service your customers receive is a clean house, respect for their property and the assurance you won't harm their possessions.

Value added products are something you should literally feel responsible to offer your customers. A top-sealing fireplace damper with the best seal, like the Energy Top, Energy Top Plus or Sealtight dampers will save your customers hundreds of dollars in wasted heating and air conditioning energy dollars. Need to replace the panels in your customer's factory-built fireplace? Use a Skamolex Panel that reduces installation time, provides optimum insulating value and is being used by many fireplace and hearth stove manufacturers today. Your customer receives savings on energy dollars, preservation of their system and the knowledge that you care enough about them to want the best for them.

Adding value to your services is an easy fix. Implementing these values is a necessity in today's competitive environment where homeowners can buy almost everything off the internet. Set your business apart. Make sure your customer sees you as the service company that gives them the most value for their money. That's priceless. 

Posted by Karen Lamansky, Director of Marketing

Those of us in the chimney industry know that the most important reason our customers need us is safety. We are there to inspect their chimney, sometimes their heating system, to clean it and repair it as necessary. Every day when we leave the job we can be assured we did everything we could to make their home a safer place to live. But how might your customer view your services?

Protecting their possessions: it took years and lots of hard work to get what they have.

Avoiding pain or injury to their family: No one wants to think about having their family or themselves injured if they can avoid it.

Avoiding trouble and more stress: They don't want to file claims with the insurance company for a chimney fire or call in the drywaller because the chimney leaked, etc.

Increasing enjoyment and avoiding embarrassment: They don't want any problems with their fireplace smoking during their dinner party.

Saving money: Whether they heat with wood to save money or add an Energy Top Damper to the fireplace chimney to save escaping energy dollars, now more than ever, people are all about saving on everything they can.

Preserving the environment by conserving energy: Installing an Energy Top Damper can save up to a third on their energy costs or perhaps they upgrade the fireplace by installing a refractory firebox and smoke chamber liner or a woodburning insert.

Gaining convenience: Gas logs, gas log lighters, fireplace tools, etc.

Having a clean house: Who wants a dirty fireplace/chimney/woodstove?

I believe Thomas Jefferson summed up the most important reason that people need our services: "The art of life is the art of avoiding pain; and he is the best pilot, who steers clearest of the rocks and shoals with which it is beset."

Posted by Karen Lamansky, Director of Marketing

Reputation as defined by the dictionary is: “overall quality of character as seen or judged by people in general,” or “a place in public esteem or regard: good name.” With the “busy season” in full swing it is very easy to make a lot of money in a short amount of time. History tells us our customers will request us to clean, inspect and repair their chimneys and fireplaces right away before the cold weather sets in. They don’t seem to mind paying inflated prices because they really don’t have too many other options.

While this might be true, gouging your customers at this time also gives you a great opportunity to destroy your valued reputation that took you a long time to build. Take a step back, and look at the big picture. Don’t use your great reputation to get as much as you can right now. It will cost you in the long run. Instead, try to protect your company’s valued reputation and your own future as well.

Submitted by Jeff Wiles, Director of Operations, Southeast

My daughters watch a show called Pinky Dinky Doo. It is an animated series that airs on Nick Jr. Pinky is a girl who lives in Great Big City with her parents, her little brother Tyler, and their pet, Mr. Guinea Pig. Every episode Pinky encounters some problem or situation that requires her to “Think Big”. At this point her head swells and she comes up with an often wacky solution to the problem by singing "It's time to think. If I have a problem and don't know which way to go, I think and think and think and think and suddenly I know!"

Many have heard Michael Gerber, author of the E-Myth, preach we need to work on our business instead of in our business. This is very true, but seldom do entrepreneurs actually do this. Working on our business requires that we set aside time to think big. Take a 10,000 foot look down at our business and determine what the most important thing we need to be doing and put a plan together to execute it. This requires carving out time to think big and/or feed our head with good stuff. This can be reflecting on our business in a library, reading a book about cutting edge business practices, or having lunch with the most successful business owner you know.

I have the privilege of meeting with business owners on a daily basis. I see some pretty amazing best practices in action. I have a passion to share what I have seen with others. I share what I have learned with anybody I think that it might have a positive impact on. What I have come to find more often than not is that people are just not willing to dedicate the time to thinking big. I hear, “I’d love to that, but I just do not have the time.” If you are not willing to dedicate the time to thinking big, hire somebody that will. If can’t afford to do so, I would argue you can’t afford not to.

The irony is that setting aside some time to think big generally results in two things: You learn how to be more efficient with your time and you learn how to make your business more profitable. If you’re tired of running around like a rat, working in your business give it a try. Start small. Take one hour. The important thing is to declare to yourself and the world that this hour is sacred and belongs to you to think big. Build from there. Don’t just say you are going to try to do it. Schedule it like an appointment, that way it will happen.

If you need help getting started or want someone to hold you accountable shoot me an email. I get back to you quickly, unless it is Wednesday. I will be at the library thinking big.

Posted by Rob Lindemann

On October 7^th, I was privileged to do a presentation on fire prevention to a group of about 35 students at the Helderberg Christian School in Westerlo, NY. Westerlo is a rural community nestled in the foothills of the Helderberg mountains.

When I asked how many students had a woodstove or fireplace in their home, nearly all raised their hands. Most of them had never practiced a fire drill in their home and unfortunately, this is most likely the norm across America.

We talked about woodstove safety, and what to do in the event of a fire in their home. I found these young folks were full of questions, and each had a story to share about their homes, smoke detectors, and experiences. I provided them with workbooks, and brochures from NFPA, including EDITH, (Exit Drills In The Home). They all agreed to ask their parents to have fire drills.

It is our responsibility as Chimney Sweeps, hearth retailers, masons and HVAC professionals to educate, at any level, the great pleasures and dangers that fire can represent. Looking out at their young faces, full of joy and hope, I hoped none of them will ever have to use the advice I was giving them. But if just one of them is able to survive a catastrophic fire, it is worth it all. Every Chimney Professional is in the business of saving lives!

Posted by Chuck Phillips, Director of Operations

Posted by Rob Lindemann, President of Lindemann Chimney Supply

AccuWeather.com is predicting a cold, snowy winter in the northeast and Mid-Atlantic this winter. history suggests that cool summers are often followed by hard winters with below average temperatures and above average snowfall. New York City did not break 85 degrees this June. It is only the fourth time in recorded history that has happened. Heavy snow winters followed all of the previous three times. This could mean an even tougher season for chimney sweeps, making roof access difficult or impossible. Homeowners should schedule now to be sure their alternative heating systems are clean and ready for use.

Posted by Chuck Phillips, Director of Operations - Northeast, Lindemann Chimney Supply

One of the unique things about being a chimney professional is the brotherhood sweeps enjoy with one another. In a day when most companies compete like warriors, many sweeps share seldom needed tools and equipment, and even help each other out on jobs. This camaraderie was born along with the industry’s humble beginnings. Chimney sweeps in the U.S. were blazing new territory, and they found a sense of brotherhood helpful. As our industry has grown, the brotherhood also grew along with it.

But, as any industry matures, competition gets fierce, and business takes the place of brotherhood. What shall the next generation of sweeps encounter? Will that sense of brotherhood melt into the old guys vs. the new guys? I hope not.

Seasoned veterans, reach out to the greenhorns. Offer to give advice when it’s asked for, and be willing to learn a few new things yourself! And you newbie’s…. Don’t be afraid to call the "old salt" in your neighborhood. He is your competitor, but not your enemy.

Belonging to this industry is like having a second family. Yes, complete with a few cousins you’d rather not talk about, but a family just the same. It is a unique phenomenon, like a precious stone, to be treasured.

Posted by Chuck Phillips, Director of Operations, Lindemann Chimney Supply

The busy season is the best time to market your products and services. True or False? Many people would think this is a false statement, when in fact, it couldn't be more true.

When you are at your busiest, that's when you have the most opportunities to expose people to the benefits of doing business with your company. Let's face it. Your best source of new business is word of mouth through your current customer base. If you outshine all of their other service professionals, (mechanic, carpet cleaner, plumber, roofer, etc.), they will be happy to help you promote your business. Spend a little extra time speaking with your customer or do a little something for free to reinforce that you are the company of choice.

Don't be afraid to ask for referrals. A referral carries credibility that's otherwise lacking with potential clients. Why do you think so many sports stars endorse products: Golf Pro Tiger Woods for Buick; NBA Star LaBron James and Microsoft, and Soccer Star David Beckham for Pepsi. They carry credibility. So will your customer also be credible with their friends, co-workers and family. Take advantage of this busy time of year to harvest new customer referrals and don't let up on your marketing plan.

Submitted by Karen Lamansky, Director of Marketing, Lindemann Chimney Supply

In addition to establishing credibility for your business, becoming CSIA Certified means they've got your back. How? The Chimney Safety Institute of America has just unveiled a new strategy to promote your certification. In a sense, you have their marketing team working for you, behind the scenes.

• The CSIA and CSIA Marketing Taskforce has recently launched a new public relations campaign called "Chimney Check Plus". Each month a press release will be sent to all Certified Sweeps via email for distribution to your local papers, to be sent to your customers and to post on your website. You can also post these to your Facebook and Twitter sites.
• CSIA is also launching a multi-tiered CSIA referral site. This brings business to your doorstep. It also reinfoces your credibility when your customer/potential customer sees you are certified.
• Another important benefit that will be offered is quarterly webinars free to all certified sweeps. These webinars will help you to boost your business and technical skills that can keep you one step ahead of your competition.

If you aren't certified, start the process today by calling them at (317) 837-5362. Also visit their website at www.csia.org. CSIA makes it easier now with online training, preparation and test-taking from the comfort of your own home or office. Becoming Certified says you care about your business, your customer and remaining on the leading edge of chimney safety.

Posted by Karen Lamansky, Director of Marketing.

It’s true, Ben Franklin was right when he said, “Time lost can never be found.” Every day of our lives, we each get 24 hours to do whatever we want to do. Just stop and think for a minute, are you getting the most out of your 24 hours?
While we all need to sleep for 7 to 8 hours each night, it seems there are people who manage to get so much more accomplished in the remaining 16 hours than many others do in a couple of days. Is it because they work faster and harder? Yes, that’s possible, but more than likely it’s because they plan ahead and simply work smarter.

You see, each of us can control our own time; the problem is that way too many of us just don’t plan. Or is it better said that they don’t know how to manage their time. They seem to be running from one emergency to another. This is often referred to as “Crisis Management.” Whenever a crisis arises, they run to it and work on it. Further confusion comes when a second crisis arrives and they have to move to that one even before they have finished with the first one. Before they know it, they find themselves tired from working hard all day, and they haven’t managed to finish anything.

More than likely all they need to do to identify the problem is to look in the mirror. You can check on yourself simply by taking a small note pad with you for a couple of days and write down how much time you spend doing different things each day. You’ll need to write down things like 22 minutes driving, 10 minutes to set up your equipment, 35 minutes doing the job and 5 minutes picking up etc.

If you’re accurate and honest in your record keeping, you’ll probably find a lot of time each day that is stolen by “Time Thieves.” What’s a time thief you ask? Time thieves don’t come in any particular size, shape or color, and quite often you can’t even see them. A time thief is any person, place or thing that takes you away from getting the things done that you wanted to get completed when you started the day. Most time thieves in your life are enjoyable, like a friend at a restaurant, the guys at the coffee shop or the gas station.

You need to identify the “time thieves” in your life and if you cannot eliminate them, at least cut down on how much of your time you allow them to steal. After you’ve done this for a while you will be amazed at how much more time you have for anything

from relaxation to making more money.

Submitted by Jeff Wiles, Director of Operations, Southeast

Take a few minutes to review your safety plan with your employees before the long hard days begin. Being a chimney sweep does not have to be a dangerous job. There are some simple steps you can take to drastically reduce the potential for an accident. We recently conducted a safety audit and found that doing a couple key things would greatly reduce our exposure to a fall.

1. Before doing the job, take one lap around the house. Do not pick the most convenient place for the ladder, but the safest. Asphalt driveways have a huge potential for the bottom of the ladder to slip out and they are always conveniently located to where you parked your truck. Take a couple minutes and find the safest spot for your ladder.

2. Secure the bottom of the ladder. The easiest method I have seen is to drive a pry bar or two into the ground making it nearly impossible for the ladder to kick out.

3. Secure the top of the ladder. A Ratchet strap around the chimney provides a good place to tie off the top of the ladder, preventing it from swaying side to side.

With the ladder properly placed and secured at the top and the bottom you will avoid some of the most common falls in our industry. Obviously these three pointers are not the alternative to a comprehensive safety program, but a good start. If you do not have a safety program there are a variety of resources to turn to. If you are a member of the National Chimney Sweep Guild you get a discount at Safety Services. They provide tailgate safety programs that are tailored for our industry.  If you do not have a safety program start one today and improve it over time.  Our servicemen are our greatest assets - lets keep them safe.

By Rob Lindemann    , President

Dealing with a nasty blockage? We now carry this Chisel for breaking out blockages from below. Available with Large "European" Broom Threads or ButtonLok fittings. Heavy-duty construction built to take a beating. Catalog page 82, (Large Threads #505725). Catalog page 79, (ButtonLok Fitting #564725).

The Stubby II LED Light uses only .10 amps verses a 13-watt light bulb. These Long-lasting LED bulbs can save you approximately $21 a year! It incorporates 8 side LED's which are comparable to a 13-watt bulb and in addition to being a worklight, it has an open end so it can also be used as a flashlight. It includes an X-Treme Shield Case which is impact, scratch, and chemical resistant. No mercury to worry about. 25-foot power cord. Catalog page 76, #603028.

Here's a Lint Brush for multiple cleaning uses including dryer door lint traps. It's 14" overall and includes a wood handle with hanging hole. Catalog page 87, #563301.

The Smoke Chamber Brushes are Rotary Cleaning Brushes with a ButtonLok fitting. Makes cleaning smoke chambers an easier and relatively painless job. Reaches into corners, cracks and irregular surfaces. Flares out as it spins. Catalog page 80, (Light duty yellow #563734 - heavy duty black #563302).

By Karen Lamansky, Director of Marketing

Click this on this link to read the article and view the movie:

http://www.cbsatlanta.com/news/21090234/detail.html

October 4-10 is National Fire Prevention Week. It’s a perfect time to inspect your wood burning and other solid-fuel equipment before the season is in full swing. Here are a few steps to help protect you against a fire.

1. The Chimney. All chimneys should be inspected annually. Both tile lined, and stainless steel liners can collect creosote, or become clogged by nests and animals. Of course, the best time to have your chimney cleaned and inspected is in the spring, after the burning season is complete, but if you are like most of us, that didn’t happen. Call your chimney professional to get the job scheduled. While they are there, have them inspect the system for any problems. For a small additional fee, most sweeps can do a video inspection of your flues to find cracks, missing mortar joints, and other problems. In a chimney fire, even hairline cracks can open enough to allow extreme heat to escape the system near combustibles. With a video inspection, the trouble areas can be detected early, and steps can be taken to insure the integrity of the flue.

2. Clearances. Be sure to keep all combustible materials away from your stove and fireplace. All newer stoves have a tag on the back telling you the MINIMUM clearances to combustibles, (stoves without a tag require 36”!). These are very important. Constant exposure to too much heat can cause a chemical process called pyrolization. During this process, the materials dry out enough that their ignition temperatures lower. A pyrolized wall can burst into flames without warning. And clearance to combustibles does not just apply to your walls, floors and ceilings. Furniture, children’s toys, and stacked firewood too near the stove cause many home fires.

3. Fuel. Burning good, dry, seasoned wood produces less creosote. Getting the right amount of air is also important. Some older stoves actually oxygen starve the fire to achieve longer burn times. Without enough oxygen to burn, unused fuel in the form of creosote goes into the chimney system. As it travels up the flue, it cools, leaving a tarry layer of unburned fuel in the chimney. When an ember, or intense heat ignites the creosote, it burns uncontrollably in the chimney.

Have a safe and happy burning season!

Contributed by Chuck Phillips, Director of Operations, Albany, NY

The Hy-C “Tile” Stoveboard provides a lightweight U.L. Listed option for floor protection or wall protection, (spacer kit must be included). It’s an attractive inexpensive option.

The FireEx Chimney Fire Suppressant is a “must have” for every homeowner who has a woodburning fireplace or woodstove. It helps smother flames quickly during a chimney fire until the fire department arrives. It’s very easy to use - just toss it in the fire. 

The Hearth Country Ash Vacuum provides a dust-free HEPA filtration system for use with cold ash, dust and debris from woodstoves. It’s lightweight, 8 pound design makes it easy to handle. It features a powerful 820 W. motor, 85 CFM’s, an aluminum hose and pick-up tube, a 4-gallon canister, a spark arrester screen pre-filter and a shake-off vibrating filter cleaner.

Posted by Karen Stickels Lamansky, Director of Marketing, Lindemann Chimney Supply

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I cringe every time a customer calls and asks for the cheapest liner or cheapest chimney cover. Not because of the price or quality, but the perceived value associated with the word. I can’t imagine walking into a homeowner’s house when the customer has a tight budget and proceed to tell them, “I’ll do it the cheapest way or I’ll buy the cheapest material”. What I’d like to hear is we can do it in an inexpensive and safest way. It may sound picky but the words you choose can go a long way. Cheapest could mean that this guy or gal is putting crappy stuff in my house when that isn’t the case at all. Inexpensive could mean they’ll try to do the work according to my budget and make it safe for us. So, instead of always taking the cheapest route play it safe and try it the inexpensive way. I know at Lindemann Chimney Supply we don’t sell any cheap products but we do have some inexpensive options.

Contributed by Tim Freberg, Director of Operations, Chicago, IL

Door Gasket    Window Gasket   Bulk Door Gasket

Torn or damaged gasket is one of the major causes of energy loss on woodstoves. The reason gasket is so important, is that it prevents air leakage around the door frame and around the glass. Air leakage causes hard to control fires and erratic draft. Replacing the gasket ensures that the stove only pulls in air from where it's designed to, making burning more efficient.

First measure the old gasket if you can't find the gasket size requirements in the stove manual or on the internet. Then remove the old gasket around the door. It may be as simple as pulling the gasket off, or you may have to chisel the gasket and old gasket cement off. To reapply new stove gasket, simply adhere it with gasket cement and then close the stove door. Leave it to cure for about a day before using.

Replacing the window gasketing is relatively easy. Again, measure the gasket if you can't find the size specifications. Window gasket is usually held in place by screws attached to clips. These clips provide firm pressure holding it in place. Just remove the screws and the clips and gently lift the glass out. Pull off the gasket tape and discard. The new A.W. Perkins Gasket Tape has an adhesive strip on the top. After you remove this strip you will see that it has a "U" channel that the glass sits into. This temporarily secures the glass until it is set back into the channel. Then put the gasket covered glas back into the window frame and reapply the clips and screws. One note of caution; don't tighten the screws too tightly. This can cause the glass to break as it heats up and slightly expands. We stock the A.W. Perkins Stove Gasket in a variety of sizes and lengths.

“I’ve missed more than 9,000 shots in my career. I’ve lost almost 300 games, twenty-six times I’ve been asked to take the game winning shot and missed. I’ve failed over and over and over again in my life. And that is why I succeed.” Michael Jordan.

When Thomas Edison “failed” in thousands of attempts to invent the light bulb, he didn’t quit. Each time he burned out a new filament, he learned something and got closer to what would work. Babe Ruth and Henry Aaron struck out far more than they hit homeruns, yet what are they remembered for? Their successes, of course. Ask what their approach was after having lost a battle at the plate, and they would likely tell you that they analyzed what had just happened, to be better prepared and achieve their desired result the next time.

“The majority of men meet with failure because of their lack of persistence in creating new plans to take the place of those which fail.” Napoleon Hill. To be continued in an upcoming issue of SNEWS.

By Josh May, Lindemann Chimney Supply, Atlanta, GA

Two surfers were paddling in the ocean waiting for the next big wave to ride.  One surfer looked back and noticed a 15 foot great white shark.  He looked at is friend and said, “ Do you think we can out paddle the shark?”  His friend responded, “I don’t have to out paddle the shark, I just have to out paddle you.

Far too many companies I meet with are far too worried about the effect the big great white economy will have on their business, when what they really need to be concerned with is have a slight edge over their competitors.

Here is an example.  I asked a pool of chimney sweeps how much they thought consumer spending was down.  The answers ranged from 3% to 10%.  In reality the worst quarter in U.S. history was an 8.9% drop (the fourth quarter of last year).  So given that info what do you suppose spending on chimney services is?  Are people more apt to buy less Ipods or do less maintenance on their homes?  I would argue our industry is above the average.  Since I do not like arguments I settled on a 20% decline for my example.

To make the math simple I used the following scenario.  Lets say our market is 1 million dollars and there are 5 chimney companies.  If all the companies were equal, each would have $200,000 in market share.  If the market suddenly declines 20% alls it takes is one company to leave and the remaining 4 now split $800,000.  That means they all now have $200,000 in market share, with less competition.  Now why is that so bad?

So quit trying to out swim the shark.  Focus on what you need to do to be slightly better than your weakest competitor.  Better yet take the ambiguity out and just be the best.  Let the economy do what is does.  If you are the best game in town you will survive. 

Posted by Rob Lindemann

I was chatting with a neighbor yesterday and the “How’s business?” question came up.  I reported that business is great.   My neighbor’s response was, “Yeah, you kind of are in a recession proof business?”  I agreed, but I’m certain our definition of recession proof is quite different.  I define a recession proof business as a business that leans in to adversity, is quick to respond to external change and is willing to reinvent themselves if necessary.  

So I can confidently state that our industry is not recession proof because I seen many good friends in our industry struggling and many closing shop.  This is not because of the recession it is what they failed to do in response to a challenging economy.  The same people that blame the recession on their current struggles are the same people waiting for an economic turn around to inject life into their business.  This may or may not happen. 

I have also heard the argument that some industries have been destroyed in the recent downturn.  I agree.  It is pretty tough to do well if you are in an industry like construction or real estate right now, but some companies are thriving.  A good friend of mine owns a company that serves the residential real estate market.  His company was recently named to the INC 5000 (The 5000 fastest growing privately held companies in the county).  His company was also the only company that made the list serving the real estate market.  I had the pleasure of watching him lean into adversity, respond to the changes and reinvent his company.  It wasn’t easy, but that’s what it takes to create a recession proof company. 

Mediocre companies can survive in a booming economy, but they often die in a down economy.  Great companies not only thrive in booming economy, but they often thrive in a down economy as well. 

If a company is operating the same way they did two years ago they are destined for failure.  When the external environment changes as much as is has recently one must change to survive.  Doing the same thing and expecting different results is just plain foolish.   

My challenge to all is to stop making excuses for poor performance and blaming the economy and begin exploring what it takes to survive and thrive in the current economy.  I do not have the answers, but I know if you ask yourself the right questions, you will come up with them on your own. 

Posted by Rob Lindemann

The “ASV” is a simple to install, passive air supply that gives much needed make up air to tight homes. It will help to eliminate negative pressure, which often causes woodstoves, fireplaces, furnaces and hot water heaters to spill their exhaust back into the home. It also improves overall air quality by replacing stagnant air with oxygen rich outside air.

It is easy to install, just use a hole saw to cut a hole to the exterior, slide in and attach the ASV.

Most new homes are built very tight. We then install fans in the kitchen, bathroom and attic to exhaust odors and moisture. This puts the home under a negative pressure, creating a slight vacuum in the living space. Air seeks to fill a vacuum, so it enters the home any way it can. The largest hole is most often the chimney system, so instead of drafting upward, the flow reverses bring fumes and sometimes deadly carbon monoxide back into the home. The ASV allows fresh air in to fill the vacuum, and keep the flow in the chimney moving upward as it should.

By Chuck Phillips, Director of Operations, Albany, New York

Though I’m certainly not an expert in the area of listening skills I‘d like to share a few thoughts and ideas that might help you. Have you ever found yourself talking with a customer while thinking about your next appointment, what time the kids get home from school and what the wife asked you to bring home from the store for the family dinner? Chances are your customer noticed too. Instead of giving that customer 10 or 15 minutes of undivided attention you probably checked out long before that. You need to give 100 percent of your attention to that customer from the time you arrive until you leave. You’ll find yourself closing more jobs and creating more opportunities. Practice this at home with your loved ones and they’ll be pleasantly surprised too. I’m sure they’d love to have 15 minutes of your undivided attention instead of an entire evening where you don’t really understand what anyone has had to say. I know when you call here we love to hear what you have to say and will listen up!!!

Tim Freberg, Lindemann Chimney Supply Director of Operations, Chicago, IL

“What’s in a name? That which we call a rose by any other name would smell as sweet.” Shakespeare certainly had his lyrical moments but I would contest that not all “roses” are so sweet. Let’s take product guarantees for example. Sure, they sound good but what good are they if they’re not honored or if the whole procedure is such a hassle that it’s not even worth it? In that case that guarantee, or rose if you will, would stink.

Think back the last time you had purchased a product whether it was a car, appliance, electronics, a toy, or whatever. Did it come with a guarantee? If you wanted to, could you return it for a new or different one, no questions asked? Could you return it altogether and get your money back?

At EXHAUSTO we give the customer a 6-month performance guarantee. And our guarantee allows a customer to return an EXHAUSTO Chimney Fan for a full refund, (not to include freight, installation, or dismantling charges), if the customer should decide that, within six (6) months from the date of installation, the fan does not give full satisfaction.

Wow, where else are you going to find that? At EXHAUSTO we know the true meaning behind the word “guarantee” as we’ve stood behind our products for more than 50 years. We do this not only to exceed customers’ expectations but also to make it easier for the dealer to sell our products. A rose or guarantee by any other name never smelled so sweet.

To be included on the Exhausto Dealer Locater Page go to http://us.exhausto.com/res_signup.aspx to sign up.

A special thanks to John Altiere, Sales Manager - Residential Sales, Exhausto Corporation, U.S.A.  

Back to School

I woke up this morning, walked the dog and it was COLD. I helped my wife get the girls dressed and it was off to the first day of school.

What does that mean to us? Well there is mental shift that takes place every year. The kids going off to school, means summer is over and winter is approaching. Our customer’s minds are changing. For us Chimney Sweeps that’s great news. Our season is approaching.

In order to capture opportunity we need to change with the season too. The problems that we encounter on homes should be presented in a different light. Perhaps we are cleaning a fireplace to make sure we can have a safe fire for that first cold night. We want to repair a crack in a crown with CrownCoat, so when the inclement weather comes more damage does not occur. Our customers should get the work done now to avoid the price increases.

Opportunity is right around the corner, but it is key to take advantage of the calm before the storm. At some point this year most every sweep company will have more work than people to do the work. If we can capture some of that business now and then push some of it back to next year we can extend our season and maximize the opportunities we take advantage of.

Now is a great time to market to your existing customers. They are more willing to listen to your message than a couple weeks ago. Get them on the schedule now, so you can convert more new opportunities in the fall. When the season hits, do not be afraid to push some jobs to next year. If it is a big job start on fireplaces this year and put the other off until next year. It might even help with your customer’s cash flow.

Posted by Rob Lindemann

Looking for a better way to gather photos from the interior of the chimney? We have created a way to capture images in a digital JPEG format simply WITH THE SNAP OF A BUTTON. The Chim-Scan’s digital SD card recorder provides 640 X 480 imagery, ready to be seen on a computer screen or sent directly to a computer printer. Plus, there aren’t any other cables or power supplies to add.

Just plug into the Chim-Scan® controller, then plug the other end into the camera cable and you’re ready to go. The power, "video in", and "video out" issues are already switched, so the images projected onto the LCD screen or older monitor is done. Press the mode button to view the images you’ve taken to be sure they’re what you need and the photos are ready for the computer or printer. The unit holds an SD card up to a 2G, with plenty of room for your photos.

This unit can be added to older Chim-Scan® built since 1995. An additional LED light may need to be added to the older units. Or can be added into the Series 200 controller, ready to take photos of the chimney interior. Just ask your Lindemann Representative about this quick and easy affordable upgrade for your Chim-Scan® system. You'll be on the road to greater profits and outstanding documentation!

Special Thanks to Tom Urban, of Estoban Corporation, for this informational blog.

It was many years ago my friend Art, who worked for an HVAC outfit, opened a roof unit to discover a nest of angry bees. Art was allergic, and carried his epi-pen in the truck at all times. This particular day was hot, and the bees were easily angered. His co-worker went down the ladder to get the pen. By the time he reached Art, it was too late. He died on that rooftop.

Whether you are allergic to bees or not, you should be aware of their presence, especially in the heat of the summer. One of my sweeps disturbed a nest of hornets last year. In his rush to get away from the frenzy, he jumped from the ladder about four feet from the ground. His knee twisted under the force and he was out of work for a couple months while he healed from the ensuing surgery.

Keep a can or two of bee spray handy, and keep your eyes open for activity. Be sure to check under eaves before climbing, in dryer vents, under the lid of chimney caps, etc. There is a short­age of honey bees in the nation, so if you encounter a swarm, have your customer call a bee keeper to move them. Remember… be Bee safe!

By Chuck Phillips, Director of Operations, Albany, NY

Seal Tight and Energy Top Dampers make for a quick and easy install. They are an easy sale, practically selling themselves since they pay back the cost in saved energy dollars in 1-3 years. The service technicians in the Southeast simply promote the Energy Savings to the homeowner, the Lifetime Warranty and the fact that they are made right here in the U.S.A., helping support American Workers.

Skamolex replacement panels are unlike any other factory-built fireplace panel. They are easy to fit and install using ordinary wood working tools. The panels are tested by Omni Labs to Underwriters Listings, (UL), 127, have high mechanical strength, provide good insulation and have a high temperature resistance.

Start installing U.S. Fireplace Products Dampers and Skamolex Panels and see your PROFITS SOAR.

Jeff Wiles, Director of Operations, Atlanta, Georgia

To view a video of the Draw collar, click on Draw Collar in Action

Finally, there's a solution to woodstoves with Cold Hearth Syndrome. The Draw Collar actually prewarms the stovepipe, moving the warmed air and initial flue gasses in an upward motion. However, it won't solve other types of drafting problems.

The Draw Collar was a smash hit at this year's Hearth Products Barbeque Association's 2009 Expo. In fact, it won the prestigous Hearth & Home Vesta Award for innovation in design and technology in the venting and ducting category.

Since there's no specific U.L. Listing, InterteK Laboratory has tested the Draw Collar to applicable parts of U.L. 1482-2000 Solid Fuel Room Type Heaters, U.L. 103-2001 Standard for Chimneys, Factory-Built, Residential Type and Building Heating Appliances, and NFPA 211-06 Standard for Chimneys, Fireplaces, Vents, and Solid-Fuel Buring Appliances. Includes a one year warranty.

We have the Draw Collars in stock. Suggested Retail is $399. Please click on Contact Us to access your Personal Representative for dealer pricing.

I read a great book a year ago or so called The World is Flat by Thomas L. Freidman.  It is a rather long read and who knows, it may be obsolete info now.  None the less, my best take away was his thoughts on education.  He felt that we are lagging behind the global competition because we have trained our best and brightest in fields that became obsolete or irrelevant in the current global economy.  He suggests, "what we learn today in school will be outdated by tomorrow, and therefore, the most successful people in the 'flat world' will be those who can adapt and learn quickly. The greater our curiosity and passion for learning, the greater chances we will have for success later in life."

Who knows, our entire wood burning industry could be dead next year.  If so, can you learn fast enough to adapt in order to exploit the opportunities that follow the wake of change?  If you're not ready, someone else is.

It’s hot in the Chicagoland area and the phones aren’t ringing off the hook just yet. Now is the perfect time to prepare for the busy season by first refurbishing the 3-motor Ro-Vac’s to make sure they are ready for the fall. Don’t forget to have the washing machine and dryer tuned up before they start cleaning drop cloths 24/7. Also, inspect, service and clean out the vans sooner than later. Order all the proper equipment before it’s too late.

Your check list maybe different from this one but you get the idea. Take care of the small problems now before they become bigger ones later. Avoid the small headaches before they become big headaches. And while you’re at it how about spending a little more quality time with family and loved ones before they wonder what happened to you? This is a friendly message from your supplier who cares.

Tim Freberg, Director of Operations, Chicago, IL

The New York State Chimney Sweep Guild met July 24-26 for their annual summer workshop at Chris and Ingrid Prior’s home in the beautiful Adirondack Mountains. They had a motorcycle ride, golf tournament, hiking, swimming, games, workshops, and the “Sootprints”, our industry band! It’s always a great event, full of good food, fun and education. This year’s program brought out about a hundred people. Some camped, others stayed in nearby hotels and all prepared for the unpredictable Adirondack weather.

Our masonry project this year was to build five different style fireplaces in a row, and burn them simultaneously. From left to right are a standard textbook firebox, a Bellfires, a modified Rumford, a Prior Fire, and a flat back Rumford. People got to learn the different types of construction, and the basic principles behind each unique design.

Once construction was complete, the fires were built. The Prior Fire seemed to be the best performer, with the modified Rumford and the Bellfires a close second. The standard fireplace was the worst burning.

By Chuck Phillips, Director of Operations in Albany, NY Pictures taken by Jean Jacobson, Duxbury Chimney Sweep

To view a video of the Draw collar, click on Draw Collar in Action

Finally, there's a solution to woodstoves with Cold Hearth Syndrome. The Draw Collar is a unique product. It actually prewarms the stovepipe, moving the warmed air and initial flue gasses in an upward motion.

The Draw Collar was a smash hit at this year's Hearth Products Barbeque Association's 2009 Expo. In fact, it won the prestigous Hearth & Home Vesta Award for innovation in design and technology in the venting and ducting category.  

Since there's no specific U.L. Listing, InterteK Laboratory has tested the Draw Collar to applicable parts of U.L. 1482-2000 Solid Fuel Room Type Heaters, U.L. 103-2001 Standard for Chimneys, Factory-Built, Residential Type and Building Heating Appliances, and NFPA 211-06 Standard for Chimneys, Fireplaces, Vents, and Solid-Fuel Buring Appliances. Includes a one year warranty. 

    

Show them the sizzle. What sets your company apart? Why should homeowners do business with you instead of your competitors? Is it the years you've been in business? Is it your qualifications? Let your customers see and hear the "sizzle".

Define the features and benefits. When people choose your company, they are choosing features and benefits. They are choosing a safer chimney, a clean house when you leave, care of their furniture, saving money on the initial investment they made to maintain their heating system. 

Ensure trust by stating your benefits believably. You can state that your company is the best service company in the area. Will people believe this? Will this encourage trust? Only by letting your customer experience the sizzle will they become convinced. Here's a real example: "Lindemann Chimney Service is Chicagoland's most trusted chimney service featuring on time arrival and our no mess guarantee!"

Get their attention. For instance, the Energy Top and Seal Tight Top Sealing Fireplace Dampers save hundreds of dollars in wasted heating and air conditioning dollars that escape up the fireplace flue. This will create excitement in many an energy bill weary customer. This type of investment also pays for itself in a relatively short period of time. "By installing an Energy Top Damper Lindemann Chimney Service can save you hundreds of energy dollars, paying for this investment within a few years!"

Motivate them to act now. Make it easy for them to obtain information. Direct them to your website. Provide your phone number and office hours. Offer a free brochure. If you are encouraging them to call your company for chimney services encourage them to get in line before the fall cleaning season causes booking delays.

Make sure they understand your message. Make sure you don't talk above them in technical jargon. Show your messaage to 10 friends or family members who don't speak "chimney". If even one in ten don't understand your message, that means you are missing 10% of your audience. Out of a population area of 100,000 this means 10,000 people will miss your message.

Measure your success against your creative strategy. Did this marketing push fulfill your expectations? Was it lacking something important? What questions did your customer ask? Did you miss the opportunity to promote it in a more understandable way? If you don't have these answers yet, give it more time. If your message was a success, continue to use it time and again. Reinforcement is the key to marketing success. 

Karen Stickels Lamansky, Director of Marketing, Lindemann Chimney Supply and U.S. Fireplace Products 

Lindemann Chimney Service received the 2008 Angie's List Super Service Award

I recently encountered some Round Oak Woodstoves at an antique shop. I was intrigued with these ornate, elaborately crafted stoves with a Victorian influence. They seemed more a work of art than a functional appliance. These stoves represent the craftsmanship that was present during the turn of the century, from 1890 to 1925.  

As it turns out, these stoves were also highly functional, making them one of the most popular stoves during this time. These stoves stood about 6 feet tall and burned wood, soft or hard coal. Often called "pot belly stoves", these stoves are also referred to as a cylinder or parlor stove. Many times these stoves were the main source of heat for the home or business. 

My goal is to interview the gentleman who breathes new life back into these stoves. Refurbishing these stoves is a work of art and a labor of love. I will share with you my findings in an upcoming article of SNEWS. 

Thanks for checking out our website! Please check back for more interesting updates and articles!  

Karen Stickels Lamansky, Director of Marketing for Lindemann Chimney Supply and U.S. Fireplace Products

I asked a fellow chimney sweep who has 20+ years in the field and one of the top salesmen in our industry. Here is what he recommends to start the conversation with:

1. What can we do for you?

2. What problems are you having?

3. What is the main reason for your call?

4. What is not working properly for you?

Answers you may get could be: I hate the cold draft that come down and makes the area around the fireplace cold. I can’t stand the odor that comes out of my fireplace after I burn. I’m concerned that my fireplace is safe to burn wood in. It looks like the chimney is falling apart.

He recommends to ask questions that get to the reason why the people called. If you start selling what you feel they need before addressing their problem you will look foolish. It doesn’t matter what you feel is the most pressing issue, it matters what your customer perceives and wants. Address their concerns first and then open the door to adding your additional concerns.

When customers are given the opportunity, they will tell you what they are willing to buy. When you know what your customer is willing to buy, it’s quite easy to provide it to them.

Smart selling is not selling at all.  It's about addressing the needs and concerns of your customers.

Posted by Rob Lindemann

Fan Selector
The Fan Selector is a simple tool to find the right size fan for any application. Can be used with practically any style fireplace - single sided, see-through and more! More...

Dealer Locator
The Dealer Locator is an easy and convenient way for homeowners to find YOU! Just let us know your company’s contact information and we will list you on our website completely free of charge. Some requirements apply. To be added to the dealer locator, click here. To visit the online dealer locator click here!

Brochures and Literature Available for Download
Find colorful brochures, product specification sheets or the full installation manuals online! All of our brochures and literature are available for free download in our library section. More...

Prior to the recession, best practices were to sell customers on the features and benefits to the customer. Here are some examples:  "This Stainless Steel Chimney Cover comes with a lifetime warranty" or "Applying CrownCoat will seal the cracks in your crown while creating a look of a new crown."

As I mentioned before people are spending less.  They are less concerned about upgrading their homes or buying anything they feel they do not really need.  However they are interested in protecting what they have.  So we need to shift our mind set from selling on features and benefits to selling on loss avoidance.

If you can demonstrate that by doing nothing the cost to repair the situation will increase dramatically over time - people will buy.  Here are the same issues presented differently:

"These cracks in your crown are minor right now and I can repair them for $350 by applying a product called CrownCoat.  I'm afraid if you do not do so now, the freezing and thawing this winter is going further the damage to the point you need to replace the entire crown.  This will cost $1900 to replace it."

"The current chimney cover is rusted and is starting to stain the top of the crown.  If the cap is not replaced each time it rains the rust stain will travel down causing unsightly stains to your chimney and roof that can be seen from the ground.  Right now we can replace for $129 and avoid a costly stain removal from your chimney and roof.

The rules of the game have changed.  Don't fret, just change the way you play the game.

Posted by Rob Lindemann

Why the new logo?

Dear Fellow Sweeps,

Our new retro look is a celebration of our roots. I started cleaning chimneys with my dad when I was 15.

Between then and now we have cleaned, relined or repaired thousands of chimneys. We know the best practices of today and tomorrow because we practice them every day.

As a distributor, we’ve been on the roofs with our customers, partnered with them, and helped them grow their business. Hundreds of sweeps walk through our doors and share stories with us every year. We’ve been blessed to attract the industries top professionals. Our “order takers” average 20+ years experience in our industry.

We welcome you to leverage our network, tap into our resources, and allow us to be a partner in growing your business.

Sincerely,

Rob Lindemann

Have you ever been on top of a chimney wishing you could write something down, but didn't have a pen?  Did you ever get to the truck and realize you couldn't find your pen?  Did you ever find the pen and forget the measurements you took while on top of the chimney?  I found a unique tool that is very helpful in these situations.  It's called jott.com - http://jott.com 

Jott.com was free when I first started using it a year or so ago.  The feature I use is now $3.95/month.  Here's the skinny:

When you are in the middle of a job or on the road and need to get some information down simply dial a toll free number and start talking.  The service translates your message in text and sends it to your desired location.  I choose it to send me an email.  The email arrives in my inbox in a few seconds fully transcribed and with the original audio attachment.  You can choose to send your message to a specific email address, a cell phone as a text message.  You can set yourself a reminder, add to your to do list, and even set an appointment in Outlook.  It's truly an amazing tool.

Imagine this scenario.  Your on top of a chimney and you dictate - "I'm at the Smith job right now and we'll need 25 feet of AL29-4C 6" Stainless Steel liner, a tee, and a cap, with 5 bags of TherMix.  We need 12 feet of 316Ti 10" liner with 4 bags of TherMix.   The inside dimensions of the flue are 11" x 11", so make sure we bring the tile breakers. We need a bucket of FlashSeal and a bucket of CrownCoat.  The job will require two men and take about 6 hours.  And of course, make sure we order from Lindemann Chimney Supply because they get it to us intact and on time."

How about this.  You were a job and the fireplace needs a mechanical cleaning and then  a video scan of the fireplace.  The homeowner mentions they would like to talk with their spouse to make sure they can spend the money.  Do you remember to call them back after they have discussed this?  Or do they start getting other estimates.  Make a quick call to Jott.com and say "Remember to talk to Mrs. Jones after she discusses the work we estimated today".  Set yourself a reminder to send send you a text message the next day to make sure you follow up.  It's that simple.

Being a chimney technician is a physically and mentally demanding job, particulary in the busy season.  It's easy to miss something that often will cost you time and money or even the job.  Check this tool out, it takes a couple seconds to set the free trial.  You'll probably find a handful more uses for it once you get it up and running.

-Rob Lindemann

If you watch the news, read the paper, or talk to people you’re well aware that the end of the world is near. In fact you may as well not even get out of bed today. Certainly your efforts to build a successful business will be fruitless in this economy.

Our country sensationalizes everything from Britney Spears to the economy. So it’s no surprise that current recession is forecasted as an inevitable full blown depression. The sad part is that the media is doing such a great job convincing Americans that it may become a self fulfilling prophesy.

The good news is the RECESSION IS NOT MANDATORY. You can make the choice right now, not to participate. I firmly believe there are two types of people in the world: Ones that the world does things to and the ones that do things to the world. Which one are you? Are you waiting around for your own government bailout? Perhaps some sort of stimulus package will help you along. Are you blaming the economy for the recent slump in sales?

Or did you read the title of this article, and felt a little fire in your belly that said, “Nobody can tell me that!” If that’s the case there still is hope. That same fire that urged you to start your own business is still there. You still can be someone that does things to the world. It’s not too late.

So kill your TV, quit reading the paper, and surround yourself with positive people. Seek out the news you need to make good business decision and let the rest of it drag someone else down. You have more important things to worry about. You have a business to run!

And right now is an opportunity of a lifetime. Opportunities like never before are right in front of your eyes if you are looking for them.

Don’t believe me? Look at the Dow Jones Industrial Average. It includes thirty of the most widely held public companies in the US. Sixteen of those companies were born in a recession.

Apparently Walt Disney didn’t get the memo that you shouldn’t start a cartoon company during the depression. Maybe Bill Gates was too busy tooling around in his garage in 1975 to realize that oil prices were soaring and bankruptcies were at an all time high.

Walt Disney and Bill Gates were fanatical about differentiating themselves from the pack. They saw the weaknesses in the market and exploited them with a better offering. While others were holding back and waiting they were charging forward.

When the competition is tentative - it is time to attack. I learned this when I was seven years old. It was in my fist full contact football scrimmage. I played defensive end and had an opportunity to make my first tackle. I wasn’t sure what the impact would feel like so I retracted and braced myself. The full back, Jose Ortega, hit me harder than I have ever been hit in my life. I did learn one thing - I was not going to let that happen again. I played football for the next ten years. I always charged harder than the guy running into me. It seemed quite simple to me. I wasn’t the best player, but was always know as the hardest hitter, and never once got hurt.

In business now is the time to attack. Your competition is retracting. They are hunkering down, hoarding cash, letting people go, and halting new initiatives. It’s time to pick a battle that you can win. It’s the perfect time to stand and fight because the odds are in your favor. Find your competitive advantage and start charging hard.

There is an old African quote:

“Every morning in Africa, a Gazelle wakes up. It knows it must run faster than the fastest lion or it will be killed. Every morning a Lion wakes up. It knows it must outrun the slowest Gazelle or it will starve to death. It doesn't matter whether you are a Lion or a Gazelle... when the sun comes up, you'd better be running.”

The choice is yours, but rest assured when the sun comes up tomorrow, I’ll be running.