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Volume 7, Number 2
Summer 2012
The official publication of the PHCC Wisconsin Association and Master Plumbers/Heating & Cooling Contractors of Wisconsin
INSIDE:
The High-Tech
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‘Ask, Don’t Tell’
Upselling
How to
Approach Profit
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contents // Summer 2012
Features
12 Intuitive Technology, Digital Controls,
and More for the High-Tech Bath
2012/13 BOARD OF DIRECTORS
PHCC WISCONSIN ASSOCIATION
Master Plumbers/Heating &
Cooling Contractors
of Wisconsin
11
18 Air Purification Market an Opportunity for Contractors
Growing Your Business
24 When It Comes to Upselling….’Ask, Don’t Tell’ Is The Best Policy.
PHCC Wisconsin Association
W175 N11117 Stonewood Drive
Suite 204
Germantown, WI 53022
(262) 532-2440
Fax: (262) 532-2430
www.phcc-wi.org
Reports
6 President’s Letter
Quite a Different Day on the Job
8 Executive Director’s Report
What’s Your Approach to Making a Profit?
Dave Karlsen (District #1)
Karlsen Plumbing
1951 Grove Avenue
Racine, WI 53405-3841
262-633-1951 • Fax: 262-633-6370
davek@karlsenplumbing.com
President
Dan Callies (District #1)
Oak Creek Plumbing
640 E. Ryan Road
Oak Creek, WI 53154-4540
414-762-4060 • Fax: 414-762-3444
danc@oakcreekplumbing.com
9 Zone Director’s Report
PHCC Gets the Ear of D.C. Lawmakers
Jeffrey Kuhn (District #1)
S&K Pump & Plumbing, Inc.
20880 W. Enterprise Avenue
Brookfield, WI 53045
262-782-7190 • Fax: 262-782-9642
jeff@snkpump.com
Vice President
Keith Schedler (District #5)
Don’s Plumbing Service, Inc.
1003 Clifton Street
Tomah, WI 54660
608-372-4219 • Fax: 608-372-2303
keithschedler@centurytel.net
10 Legislative Report
DSPS Budget: It’s Still About the Economy
Inside
Secretary/Treasurer
Greg Jones (District #4)
Dave Jones Plumbing & Heating, Inc.
2225 Kilgust Road
Madison, WI 53713
608-222-8490 • Fax: 608-222-8503
gjones@davejonesplumbing.com
26 Pipeline/Membership
28 Advertiser Index/Calendar of Events
Immediate Past President
Gerald Kadow (District #2)
G.W. Kadow Plumbing & Heating LLC
205 Randolph Street, PO Box 198
Mishicot, WI 54228-0198
920-755-4043 • Fax: 920-755-4382
kadowplumbing@frontier.com
29 PHCC-WI Member Benefits Page
30 Wisconsin Code Book & POWTS
Cover photo courtesy of Kohler. This Kohler bathroom features a Tableau® wall-mount
lavatory; WaterHaven® custom shower tower, and IronWorks™ Historic bath.
Directors
Dale Arndt (District #4)
Arndt & Son Plumbing
PO Box 70
Brooklyn, WI 53521
608-455-6392 • Fax: 608-455-2113
arndtplumbing@frontier.com
Carol De Young (District #10)
Countryside Plumbing & Heating, Inc.
321 Wisconsin Drive
New Richmond, WI 54017-2614
715-246-2660 • Fax: 715-246-2676
carol@countrysideph.com
Jim Eberhardt (District #2)
Eberhardt Plumbing & Heating, Inc.
400 Wisconsin Street, PO Box 98
Adell, WI 53001
920-994-9203 • Fax: 920-994-2346
jnhardt@excel.net
The Wisconsin P-H-C Contractor is published four
times a year for the Wisconsin Association of
Plumbing-Heating-Cooling Contractors
Fred Gardner (District #9)
Badger State Plumbing
2507 Fortune Drive
Eau Claire, WI 54703-3898
715-874-7777 • Fax: 715-874-7778
Master
fred@badgerstateinc.com
Senior Editor
Jeff Beiriger
Advertising and Editorial Office:
Ron Sonntag Public Relations
9406 N. 107th Street Milwaukee, WI 53224
p | 800.969.0200 f | 414.354.5317
www.rspr.com
Master Plumbers/Heating & Cooling
Contractors of Wisconsin
Advertising Inquiries: Patty Johnson, Ron Sonntag Public Relations, (800) 969-0200, ext. 103,
E-mail: patty@rspr.com. Editorial Submissions: Cynthia Marsh, Ron Sonntag Public Relations,
E-mail: cynthia@rspr.com.
4 / The Wisconsin P-H-C Contractor / Summer 2012
Zygmund Jablonski (District #8)
A to Z Plumbing & Heating, Inc.
1316 West Lakeshore Drive
Ashland, WI 54806
715-682-8520 • Fax: 715-682-8521
zygatoz@centurytel.net
Shari Laskowski (District #7)
Chet’s Plumbing & Heating, Inc.
3001 Hoover Road
Stevens Point, WI 54481
715-341-9530 • Fax: 715-341-9529
shari@chets.net
Steve Schneider (District #3)
Tweet/Garot Mechanical
2545 Larsen Road, PO Box 11767
Green Bay, WI 54307-1767
920-498-7656 • Fax: 920-498-8130
Steve.Schneider@tweet-garot.com
Cal Watters (District #6)
Watters Plumbing
1303 Midway Road, PO Box 118
Menasha, WI 54952
920-733-8125 • Fax: 920-733-2713
cwatters@wattersplumbing.net
Industry Partner Reps
Kevin Burke
First Supply LLC
6800 Gisholt Drive, PO Box 8124
Madison, WI 53708
608-222-7799 • Fax: 608-223-6621
kburke@1supply.com
Scott Madsen
Burton–Anderson & Associates
1803 S. 124th Street
New Berlin, WI 53151
262-782-2870 • Fax: 262-782-6441
scott@burton-anderson.com
Scott Niesen
WaterFurnace
W9133 Roads End Court
Cambridge, WI 53523
260-442-5374
Scott.niesen@waterfurnace.com
PHCC National Zone Director
Paul Taecker
Plumbers/Heating
& Cooling
Andor Inc.
9 North
Contractors
of Maple
Wisconsin
Watertown, SD 57201
605-886-2457 • Fax: 605-886-3141
pault@andorinc.com
Executive Director
Jeffrey J. Beiriger, CAE
W175 N11117 Stonewood Drive
Suite 204
Germantown, WI 53022
414-331-2059 Fax: 262-532-2430
jeff@assocmgmtservices.com
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President’s Letter
DAN CALLIES
// Quite a Different Day on the Job
how I felt at the moment.
The other day, I received a call from a local TV station
producer. He said that they wanted to run a story on
Four contractors were called
how plumbers would react to a failed water heater.
to assess the situation. Every one
They wanted me to come to a predetermined house and
identified the problem, quoted a
make a perfectly good water heater nonfunctional. It
price, and fixed it. I’m thinking,
was a sting operation to find an unscrupulous contractor.
great, they’ll run a story on how
My first thought was no way; I don’t want to betray my
good we are. But this was not the
brother contractors and plumbers. If the operation went
case. I received an email from the
as the TV producer hoped, it was going to make our
producer stating that this was
industry look bad. We have a hard enough time with
a total failure and they want to
our image as professionals, and as such, we are the lowset it up again with a little more
hanging fruit for television ratings sweeps week. After
advanced repair.
thinking it through, I knew if I didn’t do
Reluctantly I met them again.
it they would find someone else. Maybe
This
time I simulated a defective
This exercise showed me that there are field
I could reason with them – instead of a
thermal coupling. This was a little
staff with an apparent lack of training in product more difficult repair due to the
scam, they could run a story on how good
this industry is, and how well-trained
knowledge, customer service, and sales. This is fact that this water heater had
experts can come in and save the day.
a sealed burner chamber and
where our association, the PHCC, can help.
With that in mind, I agreed to go to
required removal of the sealed
the home where we decide to turn off
plate to gain access. This was a
the pilot light on the control valve of the
five-year-old Richmond water heater and had one more
heater. A pretty simple fix by any means. I think the TV
year left on its warranty.
station was hoping some contractor would come in and
This time the results were different. Two contractors
say the water heater was shot and needed to be replaced.
came in and identified the thermal coupling issue, quoted
Then they could really go after this contractor and
a price, and were prepared to fix it. One contractor
make an example of how terrible our industry is, what
diagnosed that it was a defective control valve and
scam artists we are, and how good the TV station is for
quoted a price to replace it, but also gave an option of
exposing this. I might be overstating this a bit, but that is
replacing the whole heater. Two contractors came in and
could not diagnose the problem and left the job site with
no repair or even replacement options for the customer.
It seemed the TV station was happier with the results
of this operation but I felt they were again disappointed
that there were no scam artists to go after. I, on the other
hand, was extremely happy at the lack of unscrupulous
contractors. However, this exercise showed me that
there are field staff with an apparent lack of training
in product knowledge, customer service, and sales. This
is where our association, the PHCC, can help. Training
programs on these subjects are offered at local seminars,
our state convention, and online. But I believe the best
resources are our fellow members and industry partners.
This is where the rubber meets the road – where we get
together and learn from each other and experts in the
field. This is the way we can raise our industry standards,
bring more and better value to our clients, and especially
to our employees. The only way to receive these benefits
is to be a member of the PHCC – whether you want to
gain knowledge or share knowledge with the industry
that supports you.
In closing, the answer is not to wait. The answer is in
you and what actions you take to make things the best
they can be. I encourage you, if you are not already a
member, to fill out the application on page 29 and join
the PHCC to help shape your future. Go ahead and do it
now.
A word of caution: Always perform as if TV cameras
are watching you. You never know when you could be
stung by a sting.
At your service,
Daniel Callies
6 / The Wisconsin P-H-C Contractor / Summer 2012
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Executive Director’s Report
JEFFREY BEIRIGER
// What’s Your Approach to Making a Profit?
benefitted from this information?
After the meeting, I asked the
owners the one question that was
gnawing at me the entire night.
Why did you do it? Why did you
just give away your secret like
Selling Price = Materials + Labor + Overhead + Profit
that?
I don’t remember their
It’s a deceptively simple equation because it looks
answer
word for word, but it went
like all you need to do is add up four numbers and you’re
something
like this:
there. But it’s not that simple.
When we first started
Association memberships fall into the overhead
our business, we joined the
category, so we’re always mindful of what
we are offering our members. We need to
association. Yes, it cost us a few
Our industry is rich with the tradition of
have value – to positively affect some of
bucks, but there were people
apprenticeship - learning from those who
the other parts of the equation. If we do,
there who could help us. At that
the investment in our association is well
have experience. Why should it be different point, we didn’t know if we would
worth the little bit of additional overhead.
be one of the companies that
when it comes to being in business?
We’re helping to make our members more
would survive for two or three
competitive.
generations.
We
didn’t
know
if we’d make it to the end of
Right now, we’re looking at additional ways to
the
year.
After
all,
it’s
not
like
the market needed another
increase the value of membership, but we’ll save that
contractor.
discussion for another time. Instead, I’d like to tell a story
We always had a long-term goal, but we knew we
from several years ago.
needed to survive the first year and every year after that.
It’s my experience that too many contractors view the
business equation this way:
We couldn’t afford – we still can’t afford – to make the
same mistakes that others have already made. So we
Profit = Selling Price - Materials - Labor - Overhead
figured we would just learn from our peers. We’d get to
know them. We’d ask questions.
Put another way, profit is something that just
Now, the business is approaching 50 years and our
happens; it’s not something that is planned.
third and even fourth generations are transitioning into
A few years back, I was talking with the owners of
leadership. Maybe we’ve figured a few things out along
a contracting firm who planned for profit. They told
the way. Maybe it’s our turn to give something back.
me that they had reviewed their projects over the past
We’re still thinking long-term, but we figure the only way
five years in search of the characteristics that resulted in
to get to the future is to get through the next year, so we
profits and those that resulted in losses. Sure enough,
keep learning and we try to be smart.
there were strong correlations related to the type of
work, the distance from their shop, the owners and prime
Frankly, the best way for our company – for any
contractors they were working for, and others.
company – to survive is to help others, just like we were
Based on this review, the company decided to take
helped way back when. We feel like we can compete with
a huge gamble. They were going to stop chasing volume
anyone, but we don’t want to compete with anyone. We’d
and start chasing profitability. The year that they adopted
rather compete with the very best, so why not help make
this new philosophy, their volume dropped by more than
other contractors be the very best they can be?
50 percent. And while that may cause some to shudder,
Do a Google search and you’ll find millions of hits on
the good news is that their profitability – both as a
how to start a business. I’m not suggesting that there’s no
percentage and in real dollars – went way up!
value to these online resources, but neither will I tell you
But that’s not the best part of the story. The best part,
that they are a substitute for learning from people who
is that having come up with this new “trick” for increasing
have done what you are trying to do.
profitability, they asked whether it would be OK to
present it to the membership of the association. They
Our industry is rich with the tradition of
asked if they could share with everyone how the trick was
apprenticeship – learning from those who have
done and naturally, we agreed to their offer.
experience. Why should it be different when it comes to
The night of their presentation, there was no talk
being in business?
about prices or designs or vendors. The only thing they
We encourage you to become a part of the association
talked about was good business practices. For those in the
and to attend a program or event in your area. Someone
room, it was an eye-opening discussion. I know for a fact
has the answer you need. And don’t ever forget that for
that several went back to their offices and went through
someone, YOU are the answer.
a similar process. And others stayed the course with their
The other day, I received a report from the PHCC
Educational Foundation. The report was titled, “The True
Cost of Running a Business,” and it detailed a business
equation known to most, but not all, plumbing and HVAC
contractors:
business practices. But at least they had the information
and could make an informed business decision about
what was right for them. But how many more would have
8 / The Wisconsin P-H-C Contractor / Summer 2012
Jeffrey Beiriger
PHCC-WI Executive Director
Paul Taecker
do with the information we
I recently returned from Washington, D.C., where
provided, but they now have a
our delegation from South Dakota met with our two
better understanding.
senators and our representative. Overall, I think we had a
In the end, the lesson of this
successful day and got their attention on the three issues
year’s legislative conference (or
we presented.
any sort of communication with
First, we asked for their support in the repeal of
your elected officials for that
the inheritance tax (death tax). Second, we asked them
matter) is that there is a learning
to consider our position on the federal weatherization
curve. They don’t know much
assistance program. Third, we asked if they would support
about our industry and it’s up to
reform of the lead paint regulations.
us to educate them. I wish I could
Our visit with John Thune, our Senator from South
report that they did everything
Dakota, was something of a formality since he is the
we asked, but there’s no certainty
Senate sponsor for the repeal of the death
in that. The only thing I’m certain
tax. He did, however, request that PHCC
The only thing I’m certain of is that I
of is that I know what happens
send a letter in support of his bill, which
know what happens if we do nothing,
if we do nothing, and that’s
we did the next week. Our visit with our
representative gave us a second vote
and that’s nothing. So why not have our nothing. So why not have our
voices be heard!
in support, but our other senator, Tim
voices by heard!
I want to thank all who
Johnson, took a position similar to many
attended this year, and for those
of the Democrats in Congress who support
who did not, please consider attending next year. It’s a
reform, but not full repeal of the death tax.
great way to learn and put that learning to work right
We asked our legislators to contact Rep. Cliff Stearns,
away. This is our industry and we need to protect our
R-Fla., the Chair of the House Subcommittee on Oversight
interests.
and Investigations, to ask him to hold a hearing regarding
Thanks for reading!
the Department of Energy’s workforce guidelines for the
Weatherization Assistance Program. The DOE continues
Paul Taecker
to develop guidelines that certify individuals to perform
PHCC-NA Zone 3 Director
weatherization on homes without regard to their skills in
the plumbing and/or heating industry. We’re still waiting
to see what will happen as a result of our conversation.
Finally, we requested their support in reform to
the lead paint regulation. We asked that they reinstate
the “opt out” provision for homeowners without small
children, allowing the homeowners to decide whether
they want lead paint compliance rather than having the
government dictate compliance. We also asked for the
regulation to be suspended if the EPA does not provide
an approved test kit that meets the requirements they
established in their rules, and that the EPA be prohibited
from expanding the regulation to commercial and public
buildings for at least one year after they have conducted
Delivered and Supported by
a study demonstrating the need for such a regulation.
Finally, we asked for an exemption to the regulation for
emergency renovations. I don’t know yet what they’ll
Photo by Ryan Rodrick Beiler/Getty Images
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Summer 2012 \ The Wisconsin P-H-C Contractor \ 9
Zone Director’s Report
PHCC Gets the Ear of D.C. Lawmakers
Legislative Report
STATE GOVERNMENT
// DSPS Budget: It’s Still About the Economy
DSPS Budget
PHCC-WI was among a group of
industry associations invited to speak
with the Department of Safety &
Professional Services about budget
proposals for the next biennial budget.
Among the issues discussed was the
lapsing of funds from the agency. It
was explained to us that much depends
on the economy. If tax revenues
improve, the need for lapsing should be
diminished and programs will be able
to use the revenue generated for the
intended purpose.
Also discussed was a potential
solution that would allow plumbing
contractors to forego the $100
Building Contractor Registration fee
by completing the form and inserting
the license number of the responsible
master plumber.
Meeting with PHCC Board of Directors
DSPS Secretary Dave Ross will
join the PHCC Board of Directors at its
meeting in September in the Cable/
Hayward area. Guests are welcome at
the meeting.
ARC
PHCC-WI has maintained its
membership in the Alliance for
Regulatory Coordination (ARC) and as
a result, we continue to maintain good
dialogue not only with the rest of the
construction industry, but with key
leaders within the Department of Safety
& Professional Services. The group
recently met with Nancy Mistele, who
heads the Safety & Buildings Division.
Among other topics, the group raised
questions about code development and
continuing education.
CFC Changes
Late in the legislative session, a
piece of legislation was drafted at
the request of DSPS to update several
references in the statutes that direct
the agency’s activities. Among the
changes was the elimination of the
CFC certification program within DSPS.
The change does not mean that the
handling of equipment using CFCs is
now unregulated. For years, the EPA
has regulated CFC technicians and the
change eliminates Wisconsin’s role in
regulating the industry. Where there is
both federal and state jurisdiction, there
has been a trend toward eliminating
state regulation for two reasons – to
eliminate possible confusion and to save
costs (both for the state and for those
who are regulated).
Geothermal Legislation Passes; PSC
Reviews Geothermal Benefits
In March, Gov. Scott Walker signed 2011
Wisconsin Act 150, which regulated
the drilling of vertical drill holes used
for geothermal heat exchange. The
requirements of the law take effect
beginning in the spring of 2015. The
legislation requires that individuals
doing vertical drilling (>25 feet) be
licensed and the DNR will be developing
both code for drilling of geothermal
drill holes and also a process by which
contractors can become licensed. The
legislation does NOT affect horizontal
systems nor does it affect any portion of
the system other than the drill hole.
The PSC recently announced
that its review of energy programs in
Wisconsin has suggested that supplyside technologies such as wind and
solar power do not provide the same
return on investment as demandside technologies such as biomass
and geothermal. As a result, the PSC,
through the Focus on Energy program,
is expected to increase investment in
the more cost-effective technologies,
with the hope that there will be
increased private-sector investment as
a result.
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are fast becoming essential items. Some of these high-tech
products showcased at the 2012 KBIS Show include Kohler’s
StereoStik and VibrAcoustic® Bath, Geberit’s Monolith WallHung Toilet Tank and Carrier System, and Zuvo’s Triflow
Bamboo Faucet.
Still technology does have a price tag, but for those who
can indulge, here are some cool bathroom items.
12 / The Wisconsin P-H-C Contractor / Summer 2012
Tubs & Showers
“The most popular items are digital controls to run
water outlets, lights, even the iPod or music in shower,”
said Sarah Maag, CKBD, with Ferguson’s Milwaukee
showroom. “Digital in the shower is the big thing. It’s
very cool to eliminate handles and control it all with a
touch screen,” she said.
Moen’s state-of-the-art electronic valve, ioDIGITAL™,
lets users personalize their bathing experience, and it’s
easier to install and retrofit than traditional plumbing.
Hassle-Free Installation
ioDIGITAL™ offers as many advantages to plumbers
as to users. “Our goal was to create an easy-to-use
system, but we knew that it was just as important
to address the needs of plumbers and installers,”
says Mark Knurek, senior product manager, Moen.
“ioDIGITAL is easy to install relative to similar custom
shower systems with multiple controls or other digital
systems.”
The user interface can be mounted in any location,
whether on the wall outside a shower or on the deck of
a Roman tub. A data cable connects the interface to a
sealed digital valve unit, which can be installed up to 30
feet away.
The valve unit features two inlets for the incoming
hot and cold water supplies, and either one or four
outlets for the lines that feed the faucets and sprays.
The plumber need only attach the water lines to the
valve unit and plug it into a nearby 110-volt electrical
outlet.
ioDIGITAL™ also requires fewer trim components
(handles and knobs) than conventional tubs and
showers. This creates a clean, high-tech look that
will complement any bath decor, from traditional to
modern.
For steam rooms/baths, Americ introduces the T100
Touch Control panel, designed for use in the highmoisture environment of a steam bath. The large T100
screen displays steam bath temperature and time of
day, and the temperature can be displayed in either
Fahrenheit or Celsius. The display screen features an
adjustable sleep mode with integral sensor to activate
the screen when approached. The T100 has a delayed
start feature to preheat the steam room at a selected
time of day, eliminating the need for the room to reach
the set temperature.
“Kohler takes the music in the bath experience
further with its just introduced VibrAcoustic®
Technology, available on models of the Underscore
bath line,” Maag said. “When you are in the tub, music
resonates underneath the water.”
Music/vibrations occur from six strategically-placed
transducers surrounding the bath, so the bather feels
the music streaming in from one of the four preset
VibrAcoustic® experiences. The transducers are located
both below the water for the vibration and above the
water for audio.
A touch screen user interface allows bathers full
control of their experience and the option of listening to a
play list from their mobile device, Internet radio or home
computer by simply plugging the device into the amplifier
or streaming wirelessly with a Bluetooth receiver.
Continued on Page 14 >>
Summer 2012 \ The Wisconsin P-H-C Contractor \ 13
Continued from Page 13 >>
Toilets & Washlets
Toilet technology continues
to ramp up. In 2011 Kohler
introduced the Numi® and TOTO’s
added to its Neorest™ line with the
Neorest™ 600.
Numi features include a builtin bidet, night light, music, and
self-cleaning system. It also has
digital controls. “Everybody wants
the Numi, but when they see the
price ($6,390), they change their
minds,” said Maag.
Similar to the Numi is TOTO’s
Neorest™ 600. “The Neorest has it
all built into one – everybody loves
to look at it but the price point
(from $6,246-$7,183) is crazy,” said
Calvin Ekern, ASID, and manager
of Pahl’s Kitchen & Bath Collection
Eau Claire showroom.
The Neorest™ 600 uses sensor
technology to open the lid when
it is approached, and with a touch
of a button, the seat automatically
rises. Walking away, the Neorest
automatically engages the flush
mode as well as the closing of the
seat and lid. It also features a selfcleaning cleansing nozzle, warmair dryer, digital control, adjustable
heated seat temperature, and
built-in air purifying system.
While the toilet/bidet is
becoming a more common
feature in America’s bathrooms,
not everyone can afford all the
luxuries of the Numi® or Neorest™,
so TOTO makes Washlets® – toilet
seats with a personal cleaning
system.
“The Washlets® are
popular because they are more
affordable,” said Ekern. “TOTO
Washlets® can be adapted to any
toilet. They also have remotes
that mount to the wall with the
different Washlet® features.”
14 / The Wisconsin P-H-C Contractor / Summer 2012
Geberit’s Monolith WallHung Tank and Carrier System
conceals the toilet and valves
behind glass. Its in-wall technology
is compatible with many of the
manufacturers including Duravit,
Mirabelle, Porcher, and Villeroy &
Boch.
According to Geberit,
installation of the in-wall carrier
involves bolting the carrier to
the floor, placing it within the
studwork, and then bolting it to
studs – only four connections in all.
Toilet carriers have been tested to
withstand a maximum load of 880
lbs. In addition, the actuator plates
are removable for maintenance
access to the concealed tank and
flushing mechanism.
Frames come complete with all
the necessary parts to the wall and
floor and to make the plumbing
and drainage connections.
Faucets
Beyond the Water-proof
Radio
“TOTO takes green power
up a notch with an eco-power
faucet,” said Ekert.
TOTO’s EcoPower technology
harnesses the kinetic power
of flowing water to power its
electronics, creating a standalone sustainable loop that
does not require hard wiring.
With as few as 10 uses a day,
its backup battery will last up
to 19 years, which reduces
toxic battery waste.
Zuvo’s Triflow Bamboo
faucet has technology that
lets homeowners know when
the filter needs to be changed through
LED lights and features a smartphone
app that allows users to
monitor water consumption,
filter status, and local
filtering reports.
“Touchless
faucets in
residential
are becoming
more popular,” said
Maag. “While they have
been around commercial for
awhile, they are making them
more decorative for use in the
bath.” Delta, Moen, Kohler,
Sloan, Zurn, and Chicago Faucets
all have touchless models.
Kohler’s UltraGlide valve
platform significantly improves
the performance of widespread
faucets with simple three-step
installation. The new UltraGlide valve
features Dry Stem Technology; the reengineered water path moves water in
and out of the bottom of the valve, but
never lets it near the valve stem.
S
E
R
I
E
Kohler Faucets launched the
Amplifier, a device that makes it easy
to incorporate music in the bathroom.
“Amplifier is a response to the
exploding popularity of smartphones
and tablets,” said Les Patch, Kohler
marketing manager of performance
showering. “It utilizes Bluetooth®
technology to stream and control music
from mobile devices and can connect to
as many as eight different sources – a
convenient solution for spaces used by
multiple people.”
Amplifier ideally works with Kohler
SoundTiles for areas with high moisture
Continued on Page 16 >>
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Summer 2012 \ The Wisconsin P-H-C Contractor \ 15
Continued from Page 15 >>
levels. It can be easily connected to any new or existing
speakers and can be mounted on the inside of a cabinet.
Televisions in the bathrooms are not new, but their
installation continues to evolve.
Ron Lemke, of Flanner’s Audio and Video, Milwaukee,
said a newer product is from Green Bay-based Seura.
It’s an LCD HDTV display that can be hidden behind a
bathroom mirror.
Lemke explains that Seura incorporates a polarized
area where the screen is. “Unlike standard security mirror
glass, which has an amber tint that affects color, this one
does not. It is not inexpensive, but it is effective,” he said.
“When you turn off the TV it vanishes and appears to be
just a regular mirror.”
Wiring goes behind the wall. A cable box or satellite
receiver can be in a remote location and the TV reception
can be accessed by keypad or remote.
However, Lemke cautioned that the thinner the
television, the worse the audio. “The bathroom can be
a noisy place, so there has to be some external speaker
system, usually in the ceiling,” he said.
Less extravagant than the bathroom TV is Kohler’s
SteroStik, an audio add-on for bathroom mirrored
cabinets. Highlighted at the 2012 KBIS Show, the SteroStik
features an AM/FM radio, auxiliary input jack with cable
for connecting to MP3 player, digital display, and clock. It
can be powered by batteries or AC. q
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16 / The Wisconsin P-H-C Contractor / Summer 2012
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3009 Zuehlke Dr.
Appleton, WI 54911
Toll Free: 800-781-2378
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18 / The Wisconsin P-H-C Contractor / Summer 2012
By Cynthia Marsh
Air
Purification Market
an Opportunity for Contractors
Air purification equipment is gradually
transcending its popular perception
of being considered as a luxury, nonessential product. The growing clamor over the
health risks posed by poor indoor air quality has played
an instrumental role in giving IAQ equipment a status of
indispensability. The customer base for these products today
spans homeowners under medical prescription to consumers
seeking to improve the health of their indoor environment.
According to a report by Global Industry Analysts
Inc., (GIA), the North American market for air purification
equipment is projected to reach $4.8 billion by 2017, primarily
driven by ever-growing concerns over indoor air quality and
increasing awareness over health issues among consumers.
“With the economic challenges that we’ve been facing
over the last few years, installing contractors are looking
for products to differentiate themselves in the marketplace.
They’ve embraced IAQ products and have introduced them
to the consumer. The consumer, in turn, has realized the
importance of these products within their homes,” said Frank
Romano, Sales Manager, Auer Steel & Heating Supply Co.,
Milwaukee.
“As houses continue to be built tighter for energy
efficiency reasons, the need for IAQ products will continue
to grow. Homeowners need to be educated on the products
Continued on Page 20 >>
available that can help them maintain healthy air within their
homes. Once educated, homeowners realize the air that they
breathe may not be as clean as it appears,” Romano said.
Poor air quality can cause health problems such as
headache, fatigue, shortness of breath, sinus congestion,
coughing, sneezing, eye, nose and throat irritation, skin
irritation, dizziness, and nausea. Plus, it aggravates allergies
and asthma.
Generally IAQ falls into four categories of contaminates:
• Chemical vapors from cleaning supplies, paints, and
solvents. Other sources, such as insulates, paneling,
carpeting and furniture may emit formaldehyde
unless properly aired out.
• Odors from perfumes, pets, and cooking.
• Particles such as pollen, dust mites, dirt, and pet
dander.
• Bioaerosols such as bacterial viruses, mold spores,
and fungi.
When it comes to proper sizing, a contractor needs
to figure in the age of the house, the contents within the
home (i.e. hardwood floors and wood furniture need proper
humidification levels), any medical conditions the occupants
may have, and any specific needs that a homeowner may
have.
“We represent numerous manufacturers that offer many
Summer 2012 \ The Wisconsin P-H-C Contractor \ 19
Continued from Page 19 >>
products that fit individual needs. From whole-house purifiers
to UV lights to basic humidifiers, we run the gamut to be able
to offer our dealers many options for their customers,” Romano
said. “One of the best products on the market is the Infinity™ Air
Purifier by Carrier Corporation.”
The core technology of this product was originally designed by
Lawrence Livemore National Labs to help protect the air in secure
government facilities. This ducted air filter system is connected
to the home’s ductwork and captures and kills airborne viruses,
bacteria, mold spores, and allergens. It combines superior filtration
efficiency, MERV 15, with pathogen-killing technology to deliver
maximum air purification.
Health Concerns, Economy Driving
the Market
“A trend towards more
embracement of IAQ is at least
partially a reaction to consumer
demand. Homeowners are more and
more aware of indoor air quality
issues and are seeking total solutions
to allergy and asthma problems, and
upper respiratory health that may
be associated with poor indoor air
quality,” said Chris Chase, AprilAire
Product Marketing Manager of Air
Cleaners and Controls.
“Additionally, economic
conditions over the last few years
have affected homeowners and
contractors. Homeowners who are
having a hard time selling their
houses are choosing to stay put, and
they are addressing IAQ problems
that they previously just lived with.
This includes everything from air
cleaning to humidity control to
uneven temperatures,” he said.
Equipment Options
“We are big proponents of
whole-house solutions rather than
using a series of portable units,”
Chase said. “A whole-house system
can include an electronic air cleaner
or a high efficiency media air cleaner.
Both have proven technology and
do a great job of cleaning a home’s
indoor air while still allowing the
HVAC system to do its job of heating
and cooling the house efficiently.
In some markets, a UV light can be
added to keep mold from growing
on the system’s coil which makes the
air musty smelling. This usually occurs
in warm southern climates.”
AprilAire recently added EventBased™ Air Cleaning control to its
line of media air cleaners, allowing
the homeowner to select various
modes of air cleaning based on
20 / The Wisconsin P-H-C Contractor / Summer 2012
Continued on Page 22 >>
COUNT ON US
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Continued from Page 20 >>
their individual needs. The control adjusts the times when
the HVAC system operates so that air is being cleaned more
often than when it’s heating and cooling the air. The control
is a feature of the AprilAire programmable thermostat, so
the homeowner has one place to control temperature and air
cleaning.
Also new this year is a development
called Home Comfort Control, which is a
two-part thermostat system that connects
and controls the HVAC system and all the
IAQ products attached to it, including air
cleaners, humidifiers, dehumidifiers, or
power ventilation. Home Comfort Control
features a simple three-wire connection of
a user interface; essentially a programmable
thermostat. This is connected to an
Equipment Control Module, which then can
be connected to any IAQ accessory installed
into the system now, or in the future.
Respond to Demand
“In this still sluggish economy, profit
margins are still on the low side. However,
IAQ can be an excellent add-on,” Chase said. “For contractors
seeking additional revenue streams beyond the installation
of furnaces, air conditioners, and heat pumps, IAQ products
are attractive options since many are integrated into a home’s
22 / The Wisconsin P-H-C Contractor / Summer 2012
HVAC system. There is also the recurring revenue provided by
annual IAQ product maintenance and filter media and water
panel replacements.”
Standards Come into Play
The ASHRAE 62.2 standard and regulatory
mandates such as 2012 IRC for improving
indoor air quality at workplaces,
residential buildings and schools will
continue to drive demand for air
purification equipment in the region over
the next few years.
“We are definitely seeing demand
with ASHRAE 62.2 as more states and
municipalities adopt that as code,” said
Patrick Nielsen, Marketing Manager,
Broan-NuTone.
“There is an uptick for ventilation
products in new construction but also in
remodels and weatherization programs. Many
weatherization programs require that after the
home is tightened up with new windows, doors,
and insulation, continuous whole-house ventilation
needs to be added,” Nielsen said. “Essentially 62.2 states
you can meet it three ways: balanced ventilation, supply,
and exhaust ventilation. We find the most popular is exhaust
ventilation.”
Broan-NuTone’s newest product introduced at the IBS
in February is the ULTRA™ Bathroom Fan Series, which offers
advantages to homeowners and contractors alike.
“Perhaps the biggest story is it is much easier to install
whether for retrofit or new construction. It’s up to 20 percent
faster installation in new construction and up to 60 percent
faster in a retrofit,” Nielsen said.
“From a contractors standpoint we
think this is a huge incremental profit
opportunity. Normally contractors
probably wouldn’t be looking to
upgrade residential fans, especially if
they need to go into the attic and not
know what they will encounter there.
But ULTRA™ will connect room side
with a telescoping mounting frame,
snap-in housings, snap-in blower,
and a duct connector that can mount
inside-out,” he said. “Again it’s a great
profit opportunity. We’ve taken the labor
cost out. Contractors can make more profit
on the bid, or bid lower and get more jobs.”
ULTRA’s™ other benefits include its energysaving DC motor, which runs at 5.8 watts for 80 CFM
fans, almost 10 times greater than efficiency requirements
of Energy Star.
According to Nielsen, the DC control allows ULTRA to
run at two speeds. The X2 models feature a continuous CFM
adjustment dial that allows the airflow to be set precisely –
as low as 30 CFM. But when high speed spot ventilation is
needed, such as in the bath, the homeowner can dial up for a
set time, and then the fan will dial down to its preset level.
Additionally, ULTRA™ Smart technology will
sense a lot of static pressure in the system,
and it will tell the motor to boost up and
compensate. This is beneficial to a retrofit
because the contractor often is dealing
with a duct run that can be long,
have a lot of bends, and maybe the
diameter isn’t as large as it should
be.
What’s Next?
“Green building groups
and ASHRAE continue to
conduct studies,” Nielsen said.
“One question is, are the current
rates of ventilation the right ones? One
camp says, this is costing a lot of money and
energy to do this, and it is over-ventilation. The
other camp says, we’re not doing enough; there is still too
much nasty stuff in homes.
“I’m guessing there will be greater ventilation rates
going forward.” q
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Summer 2012 \ The Wisconsin P-H-C Contractor \ 23
GROWING YOUR BUSINESS
By Wayne F. Dehn,
President, 3D Training LLC
When It Comes to Upselling….
‘Ask, Don’t Tell’ Is the Best Policy
Recently a friend of mine asked me to
write an article on upselling.
Upselling is a sales technique whereby a seller induces
the customer to purchase more expensive items, upgrades, or
other add-ons in an attempt to make a more profitable sale. I
assume my friend asked me to do this hoping that my 20-plus
years as a Sandler Sales Trainer would provide some tips on
how to increase sales to current clients. I certainly understand
why he asked. A recent study concluded that it is 70 percent
easier to get an additional 3 percent in sales from an existing
customer than it is to get more customers in the door to equal
the same dollar volume in sales.
I remember a story I heard years ago regarding a national
restaurant chain. When customers ordered orange juice with
their breakfast, servers would automatically provide a small
size juice. In an effort to increase sales, the restaurant changed
their policy and started to automatically provide a large
orange juice with the order of juice. While many customers
enjoyed the large juice that came with the breakfast, most
were upset once they saw the “up-charge” on their bill for the
larger-sized juice. The customer complaints led to refunds and
lower profits. The chain made a slight, but effective, change
to their policy. The servers were simply instructed to ask,
24 / The Wisconsin P-H-C Contractor / Summer 2012
Photo by Wavebreakmedia Ltd/Getty Images
“Would you like a large juice?” each time a customer ordered
orange juice. Most customers, when asked, selected the larger
size. Profits on orange juice soared and customer complaints
ceased.
In a restaurant and other similar settings, upselling is
commonplace and an accepted form of business, if done
correctly. In other businesses, such as home improvement, the
customer’s perception of the attempted upsell can be viewed
negatively and thereby affect the desired results.
Often from the consumer’s point of view, upselling
implies selling something that is more profitable or otherwise
preferable for the seller instead of, or in addition to, the
original sale. Upselling usually involves marketing more
profitable services or products. But upselling should be simply
exposing the customer to other options that were perhaps not
considered previously.
To understand my view on upselling, one needs to
understand my basic definition of selling. Selling is influencing
people to a mutually beneficial decision. True selling is not
convincing people to buy something they don’t need or want.
Thus any form of “upselling” must be mutually beneficial to
the seller and buyer.
Before attempting to upsell, a truly professional
salesperson would ask, “Am I offering this new product or
service to fulfill my needs or those of the customer?” If the
new or additional product fulfills a need that the customer
has, then upselling is warranted and has its place.
Once the professional salesperson has determined that
upselling is beneficial to both parties, the salesperson can
confirm his thoughts by asking the client if they would like to
hear about the new or additional products. Upselling needs to
be done in a nurturing manner. As in the case of the national
restaurant chain mentioned above, the client needs to feel
that they have options.
At Sandler Training we like to say, “Prospects don’t buy
your product or service, they buy solutions to their problems.”
But prospects don’t like to be told they have a problem. The
salesperson should ask questions that lead the customer on
a path to discover that the upsell can be a solution to their
problems.
When upselling, professional salespeople remember the
old adage, “If you’re telling, you’re not selling!” Your policy
on upselling should be…Ask, Don’t Tell.
Wayne Dehn is president and owner of 3D Training LLC in
Brookfield, Wis., an authorized Sandler Training Center. He is
a sales and management trainer, coach and author. For more
information, visit www.3D.Sandler.com
Membership
//
PHCC’s 2012 Legislative Conference Yields Results
More than 130 PHCC members “took care of
business” during the April 25-26 Legislative Conference.
During visits on Capitol Hill, contractors and association
executives lobbied for key PHCC positions, including
support for permanent repeal of the estate tax, a more
workable EPA Lead Renovation, Repair and Painting Rule
(LRRP) and a Congressional hearing on the U.S. Dept. of
Energy’s development of workforce guidelines for the
Weatherization Assistance Program.
PHCC Legislative Breakfast
The chairman of the powerful House Small Business
Committee, Rep. Sam Graves (R-MO), addressed PHCC
members at the legislative breakfast. Graves discussed
several issues of importance to PHCC and offered keen
insight into how PHCC can continue to be effective on
small business issues on Capitol Hill. He updated PHCC
on issues like estate tax repeal, the regulatory process,
more funding for education and new opportunities for
small business to enter the federal procurement process. In his committee leadership position, Graves is the
leading advocate for small business in the U.S. House of
Representatives. As a result of the legislative conference,
Graves has invited PHCC to join the House Small Business
Committee industry working group. The working group
is a body of industry and Capitol Hill leaders who engage,
discuss and work on issues with the intent of solving
problems and seeking opportunities for small business.
Political Analyst Assesses Races
Conference opening speaker Mort
Kondracke has been on the Washington,
D.C., scene for more than 40 years and has
covered and reported on every facet of
American politics. During his remarks to
PHCC, the political pundit provided insight
on where we are - and why we are where
we are - as a nation. He also addressed how
the national election year and other political
issues are impairing progress on Capitol Hill
in important areas, including the national
debt, energy and environmental policies,
immigration and educational policies, and
more. Regarding the presidential election, he
predicted that it will be “very, very close, loud
and nasty.” He added that, “unless something
unforeseen happens, the next president will
have a divided government again. “In the
House and Senate, he said there is a chance
that Republicans will win the United States
Senate and Republicans will continue to hold
the U.S. House of Representatives (but will
lose some seats).
SBA Chief Offers Voice for PHCC
Dr. Winslow Sargeant, Chief Counsel of Advocacy, U.S.
Small Business Administration, met with PHCC members to
offer his thoughts and ideas into how his department can
help and offer assistance to small business. Sargeant is the
“watch dog” for small business within the Administration
and often advocates on behalf of small business on Capitol
Hill. “We’re here to amplify your voice,” he said. Sargeant
pointed to recent small business victories of interest to
PHCC, including repeal of the three percent withholding
rule and efforts to make the EPA’s Lead Renovation,
Repair, and Painting Ruling more flexible. He conveyed
his desires to form a business roundtable with PHCC that
is structured in a way in which PHCC members can have a
direct voice with SBA.
PHCC Members Bid Farewell to a True Friend
At the close of the conference, PHCC members said
goodbye to retiring U.S. Sen. Jon Kyl of Arizona. Sen. Kyl
has been a true friend to PHCC and his closing message
was simple yet direct….“get to know your lawmakers
while they are in your district and state….if you wait until
your Members of Congress are in Washington, D.C., you’ve
missed the opportunity to have a voice.”
The next PHCC Legislative Conference will be spring
2013.
A. O. Smith Commits to Major Sponsorship with PHCC
A. O. Smith has signed on as a
major sponsor of the PHCC—National
Association.
A. O. Smith’s contribution will
assist programs like the Oct. 3-5
CONNECT 2012 conference; the
PHCC Educational Foundation’s
Plumbing Apprentice Contest; the
26 / The Wisconsin P-H-C Contractor / Summer 2012
Skills USA Plumbing Contest; online
communications; the Invest in Your
Future campaign; PHCC chapter
education programs; and other
strategic projects.
As the Official Education Sponsor
of QSC, A. O. Smith will provide many
of the tools and resources used to
supply contractor education to QSC
members throughout the year as
well as at bi-annual Power Meetings.
The company contribution also funds
bi-weekly tech training, human
resources consulting and other online
resources for contractor members.
With the economy showing signs of rebounding, it’s
more important than ever to “get connected” to the right
types of education, contractors, manufacturers, suppliers
and industry leaders to improve your business and be ready
for a full-scale upturn. Take your best step toward business success and
reserve your seat at the Plumbing-Heating-Cooling
Contractors—National Association’s (PHCC) Oct. 3-5
CONNECT 2012 in historic Philadelphia.
Keynote Speaker Jason Dorsey: Crossing the
Generational Divide
Keynote speaker and award-winning
entrepreneur Jason Dorsey kicks things off
with insightful ways to leverage generational strengths
and differences to drive bottom-line results. In Crossing
the Generational Divide, Dorsey will reveal how to lead,
communicate and innovate across generations. You’ll
learn effective human resource strategies to motivate your
employees and sales techniques that will connect with your
customers.
Educational Sessions and Product & Technology Showcase
CONNECT’s educational sessions will help you explore
emerging markets, such as whole-building retrofit,
and provide fresh approaches to consumer marketing,
entrepreneurship and managing your family business. PHCC
will also debut its new water audit certification program
for plumbing contractors. This year’s Product & Technology
Showcase provides an intimate setting where contractors,
manufacturers and other vendors learn and exchange ideas
about products, technologies and advancements in the
plumbing and HVACR industry. Also, a seminar hosted by PHCC’s Construction
Contractors’ Alliance (CCA) offers an in-depth look into
lean construction strategies. Fun Celebrations, Historical Landmarks
Some of the best learning takes place out of
the classroom, and opportunities for peerto-peer networking and fellowship abound
at CONNECT 2012. The opening reception
on Oct. 3 will take place at Philadelphia’s
Fairmount Water Works Restaurant, which was formerly
the steam plant for the Philadelphia Water Works facility
that began operations 200 years ago this year. This national
historic landmark was one of America’s first municipal water
delivery systems. You’ll have an opportunity during the
evening event to enjoy the ancient colonnade and porticos
overlooking the Schuylkill River, and also enjoy the Water
Works Interpretive Center’s exhibits and theater. CONNECT 2012 will also be a celebration of PHCC’s
130th anniversary. Throughout the event there will be
special recognition of PHCC’s contributions to protect the
health and safety of the nation.
For more information, visit www.phccweb.org/connect,
email connect2012@naphcc.org or call (800) 533-7694.
Mike Spence Memorial Ride & Poker Run
Rundle-Spence Co., Plumbing,
Heating, Industrial, Well & Septic
wholesaler is once again sponsoring
the Mike Spence Memorial Ride to
benefit cancer research, Wednesday,
July 25.
Mike Spence was the fourth
generation owner and president of
Rundle-Spence Co. He worked for the
company from 1960 to 2004, at which
time he became chairman of the board.
In March 2011, he passed away from
multiple myeloma. This is the second
annual charity motorcycle ride and
poker run in his honor. All proceeds go
to the Oconomowoc Regional Cancer
Center.
The day begins Wednesday, July
25, at Rundle-Spence, 2075 S. Moorland
Rd., New Berlin, at 10:30 a.m. for
coffee, doughnuts, and registration.
The ride kicks off at 11 a.m. and ends
around 5 p.m.
The event takes riders through
the countryside of Sussex, Erin (Holy
Hill), Delafield, and New Berlin.
Rundle-Spence will have a preplanned route with stops at several
local establishments for fun and
camaraderie. The finish will be at
Mustang Shelly’s for a dinner and party.
Registration, ride, and dinner are
free, but donations are appreciated
to the Oconomowoc Regional Cancer
Center, which provides leading-edge
cancer care and treatment. This event
is made possible by contributions
from vendors and manufacturer
representatives, including Alderon
Industries, Badgerland Trading, Arc
Accessibility, Nibco, A.Y. McDonald,
Herkowski Sales, L.D. Daniels &
Associates, Hydro-Flo, Capitol Water
Softener, Moen, and Zoeller Pumps to
name a few. Register at www.rundlespence.com, or call or email Julie
Thomas (800) 783-7373, juliet@rundlespence.com.
Summer 2012 \ The Wisconsin P-H-C Contractor \ 27
Membership
Get Connected at PHCC’s CONNECT 2012 – Oct. 3-5 in Philadelphia
SureSeal
www.TheSureSeal.com/wpp
First Supply
www.1supply.com
20 Mulcahy
www.mulcahyco.com
5
InSinkErator
www.insinkerator.com
22 Packer City Isuzu
www.pcitrucks.com
6
Soderholm & Associates
www.soderholmrep.com
23 Salo Mfg. Inc.
www.salomfg.com
7
Northern Sales & Consulting
800.666.1111
23 Rep Rite Burk & Associates
www.repriteburk.com
9
Simonson
www.simonsonbros.com
24 Burton-Anderson & Associates
www.burton-anderson.com
// Summer 2012 ADVERTISER INDEX
3
21 Ferguson
www.ferguson.com
10 T&S Brass
www.tsbrass.com
25 Plumbing Creations Company
262.349.0744
11 Rundle-Spence
www.rundle-spence.com
28 Jim Murray, Inc.
www.jimmurrayinc.com
15 Goodin Company
www.goodinco.com
31 Bradford White
www.bradfordwhite.com
16 Federated Insurance
www.federatedinsurance.com
32 Mid-State Supply
www.mssupply.com
17 Able Distributing
www.hajoca.com
2012
June Industry Partners
5 Conference Call
July Board of Directors
20 Conference Call
July PHCC Association
24-27 Executive Council
Chicago
Sept. Northern Plumbing/
27 HVAC Seminar
Cable
Sept. Board of Directors
Cable
28
Sept. Fall Conference
Cable
28-29
Oct. National Convention
Philadelphia
3-5
Nov. Board of Directors
Sauk
City
16
// CALENDAR OF EVENTS
Advertiser Index
2
2013
Jan. Western Plumbing/
24 HVAC Seminar
Tomah
Jan. State Conference
Tomah
25-26
PHCC red - PMS 485
0c, 91m, 76y, 0k
PHCC light blue - PMS 293
100c, 56m, 0y, 0k
dark green - PMS 5763
53c, 29m, 65y, 5k
dark blue - PMS 654
100c, 91m, 31y, 22k
28 / The Wisconsin P-H-C Contractor / Summer 2012
PHCC/MP/HC - Wisconsin Association
- Company listing on www.phcc-wi.org.
- Legislative & Regulatory Representation - We are your representatives to
protect and uphold the plumbing code including Code Committee and
Council Representation.
- Newsletter with industry news and views.
- Discounts on Plumbing Code Books, POWTS Manuals & NFPA 13D
Manual with sections and features not available elsewhere. Distributed
in hard cover binders with tabs.
- Discounts on Continuing Education Programs on the most current topics
in the industry.
- Annual Convention and Business Meeting with continuing education
and informative industry updates.
- “Be Wise” Brochures & “Request for Plans” Cards to help promote and
build your business.
- Contact with Fellow Contractors. Find out how other contractors are
handling the same problems and issues that you are encountering.
- Contact with Suppliers and Reps to keep in tune with new products and
services available to you.
- Access to Employee Policy Manuals at reduced fees.
- Scholarships for member-sponsored applicants.
Business Services - Partner Programs
- Insurance Programs, including health, workers comp., property, casualty
and retirement planning services that can provide significant savings for
you.
- Member Website & Marketing Program. A simple and inexpensive
program to promote your business through marketing and promotional
printed pieces, improved yellow page ad, and on the web.
- Collection Service can help you collect on past due accounts at a
discounted rate.
- Credit Card Processing services that can provide you significant savings.
- Discount on lien filing services.
Membership Application
PHCC Wisconsin Association
Master Plumbers/Heating & Cooling Contractors of Wisconsin
Contractor (check one):
Master Plumbers/Heating & Cooling Contractors of Wisconsin
(State Only) - $295.00
PHCC Wisconsin/National Associations (State & National) - $757.00
(Note: Master Plumbers/Heating & Cooling Contractors of Wisconsin included)
Industry Partner (Product/Service Provider):
PHCC Wisconsin Association/Master Plumbers/Heating & Cooling
Contractors of Wisconsin (State Only) - $295.00
Payment:
Contact Information
In Full
Semi-Annual*
* With the semi-annual option, your credit card will
Master Plumbers/Heating & Cooling
Contractors of Wisconsin
automatically be charged in two equal payments or, if
you pay by check, you will be invoiced in July for the
balance of your dues.
Method of Payment:
Check for $___________ enclosed
(payable to PHCC Wisconsin Association)
MasterCardVisa
Name ___________________________________________
Card Number ____________________________________
Expiration Date __________________________________
Signature ________________________________________
Company ______________________________
Address ________________________________
City, State, Zip __________________________
Phone _________________________________
Fax ____________________________________
Contact Person _________________________
E-Mail* ________________________________
Website _______________________________
* If you would like additional contacts to receive e-mail
communication from PHCC/MP/HC, please let us know.
Return this form and payment to:
PHCC Wisconsin Association
W175 N11117 Stonewood Drive, Suite 204
Germantown, WI 53022
(262) 532-2440 • Fax (262) 532-2430
www.phcc-wi.org
Summer 2012 \ The Wisconsin P-H-C Contractor \ 29
Membership
Member Benefits
WISCONSIN PLUMBING
CODE BOOK
& POWTS
COMPONENT MANUALS
Master Plumbers/Heating & Cooling
Contractors of Wisconsin
CODE BOOK contains:POWTS Component Manuals contain:
•
over 350 pages of statutes & rules complete • all 12 POWTS component manuals
•
three ring binder
• three ring binder
•
full 8.5” x 11” pages
• full 8.5” x 11” pages
•
tabbed sections for easy reference.
• tabbed sections for easy reference.
Sponsored by: PHCC & Master Plumbers/Heating & Cooling Contractors of Wisconsin
Call (262) 532-2440 for details regarding the code book or answers to your code book questions.
Prices include Shipping & Handling:
_____MEMBER CODE BOOK ONLY
$47.95 EACH _____________
_____MEMBER CODE BOOK WITH 1 YEAR UPDATE SERVICE $83.95 EACH _____________
_____MEMBER
1 YEAR UPDATE SERVICE
$37.00 EACH _____________
_____MEMBER
POWTS COMPONENT MANUALS
$57.75 EACH _____________
_____MEMBER
NFPA 13D FIRE PROTECTION CODE $42.35 EACH _____________
_____MEMBER
DESIGN MANUAL
$95.00 EACH _____________
_____NON-MEMBER CODE BOOK ONLY
$82.75 EACH _____________
_____NON-MEMBER CODE BOOK WITH 1 YEAR UPDATE SERVICE $123.95 EACH _____________
_____NON-MEMBER 1 YEAR UPDATE SERVICE
$50.95 EACH _____________
_____NON-MEMBER POWTS COMPONENT MANUALS $73.35 EACH _____________
_____NON-MEMBER NFPA 13D FIRE PROTECTION CODE $47.35 EACH _____________
_____NON-MEMBER DESIGN MANUAL
$125.00 EACH _____________
SUBTOTAL _____________
5.6% Sales Tax _____________
TOTAL _____________
NAME ___________________________________________________________________________________________ COMPANY NAME __________________________________________________________________________________
ADDRESS _______________________________________________________________________________________
CITY / STATE / ZIP _________________________________________________________________________________
PHONE ________________________________________FAX______________________________________________
E-MAIL __________________________________________________________________________________________
_____Check enclosed in the amount of $___________________ Charge to: _________MasterCard________Visa
(Payable to “PHCC Wisconsin Association”)
Credit Card # __________________________________________________________ Expiration Date_______________
Name on Card______________________________________ Signature_______________________________________
FAX YOUR ORDER TO (262) 532-2430
MAIL YOUR ORDER TO PHCC Wisconsin Association, W175 N11117 Stonewood Drive, Suite 204, Germantown, WI 53022
E-MAIL YOUR ORDER TO mail@phcc-wi.org
30 / The Wisconsin P-H-C Contractor / Summer 2012
If you’re a plumbing and heating professional, you know that customers call
FOR 24/7
EXPERT
SUPPORT
PLEASE
CALL:
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nights, weekends and even holidays. We understand that you’re always on call.
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800.334.3393
The next time –make that anytime!– you have a technical issue or warranty question
Warranty Support:
about a Bradford White water heater, call our expert Support Center. Because
800.531.2111
www.bradfordwhite.com
the best water heaters and the best contractors deserve the best support.
|
Built to be the Best™
©2012, Bradford White Corporation. All rights reserved.
|
To Find A Wholesaler Call
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