MSHBPA Newsletter 8/04 - Hearth, Patio and Barbecue Association

MSHPBA Affiliate Member Only Luncheon
At the 2006 EXPO in Salt Lake City, our
affiliate held a luncheon for all MSHPBA
members
and
potential
members.
President Cherie Radovic addressed the
crowd with a warm welcome and an
update on our affiliate and its programs. Attendance
was at an all-time high with over 100 guests. Thank
you to all attendees and to our sponsors!
16020 Swingley Ridge Road, Suite 300
Chesterfield, MO 63017
www.midstateshpba.org
Serving
HPBA's
Members
in Kentucky,
Michigan,
Ohio &
West Virginia
A member benefit of MidStates HPBA
Midstates Annual Meeting
July 30 – 31, 2006
Next month, MSHPBA will be hosting a
summer meeting July 30-31 in Huron,
Ohio at the Sawmill Creek Resort. This
1-1/2 day meeting will offer excellent
networking and educational opportunities for our members with a social
event, NFI courses and exams, and
opportunities to earn CEUs at educational sessions. With an outdoor grill
demo on Sunday evening, members
will be able to mingle with others in
the field and enjoy the outdoor
exhibits and burn trailers of our affiliate
sponsors. Educational sessions will
cover topics such as the new Insurance
Liability Program, the future of the pellet industry, marketing to Gen Y, an
HPBA update, and government relations in the industry. Below are
descriptions of some of the sessions to
look forward to.
Government Relations and the
Hearth Industry — Tom Pugh,
Lloyd F. Pugh & Associates
Tom's session on PM 2.5 will discuss
what HPBA and individual members
are going to need to do about the new
EPA attainment levels and how it fits
into the overall government affairs
efforts of HPBA. He will look specifically at the states in our region affected by the non-attainment list.
Marketing to Gen Y —
Rick Dungey, Executive Director,
MSHPBA
Generation Y will have a tremendous
impact on the hearth industry. Why
should this industry, and all others, be
JUNE, 2006 • VOL. 7, NO. 2
New Program
for Members
At this year's EXPO in Salt Lake City,
HPBA announced a new program for
retailers to meet and exchange ideas
with fellow members. These Member
Success
Clubs
are
similar
to
Builder/Dealer 20 Clubs for home
builders and auto dealers. The program
will group non-competing retail stores
together to discuss and review the variety of policies, practices and procedures
used for all areas of business such as
purchasing, employment, finances and
merchandising.
concerned about how to market to
them? Because there are 72 million of
them and the Generation Y population
is expected to increase at twice the
rate of the overall population until
2010 due to immigration. In the next
5-10 years, almost all of them are
going to be on the housing market.
Will hearth products, grills, outdoor
living be a part of the home lifestyle?
Rick's session will include:
■ Gen Y has characteristics, attitudes,
beliefs and behaviors unlike any
generation before them.
■ Gen Y population is expected to
increase at twice the rate of the
overall population until 2010 due
to immigration.
■ What has shaped Gen Y's attitudes
(continued on page 7)
Member Success Clubs are self-governing in deciding where, when and to a
degree, how they will meet. Although
the meetings will be professionally facilitated, many clubs may choose to
include time for social activities to offer
an opportunity for closer relationships to
form between club members.
Measurements of meeting outcomes
and the track of improvements and
progress of retail stores as a direct result
of the clubs will be recorded and made
available to participants.
On May 8-9, the first of two retail clubs
were initiated in Nashville. One club is
comprised of single-store retailers, and
the other of multi-store retailers. This
fall, additional clubs will be formed for
installing distributors. All clubs provide a
wonderful opportunity to meet with fellow members and find ways to improve
operational performance and share
ideas and helpful information about
retail stores.
To sign up or for more information contact Antonio Jackson at HPBA (703)
522-0086 or [email protected].
MidStates HPBA • 16020 Swingley Ridge Road, Suite 300 • Chesterfield, MO 63017 • 636/449-5075 • www.midstateshpba.org
From the desk of the MidStates HPBA President
Midstates Annual Meeting
(continued from page 1)
Cherie Clark-Radovic, President
MSHPBA Luncheon at Expo — It was great to see such a large turnout
of our affiliate members at the MidStates HPBA luncheon in Salt Lake City
in March. With so many exhibits to see, classes to attend and other social
events scheduled, the luncheon seems to be a really good way for all of us
to come together, grab a bite to eat and network with each other away from the show floor.
I am hopeful that those of you who attended truly enjoyed yourselves and for those of you
who were unable to attend…we hope to see you at the Summer Meeting…and next year in
Reno at the show. Special thanks to Lea Ann Friga, Program Coordinator - MSHPBA, who
worked so hard to plan this event for us!
Summer Meeting — If you missed the opportunity to attend the HPBA Expo in March, then
you definitely want to circle your calendar to save the dates of July 30 & 31st for our Summer
Meeting which will be held at Sawmill Creek Resort in Huron, OH. This event not only will
provide you with the opportunity to hear speakers on current topics that impact your respective business, but also time to view some new products as well as visit with your peers in the
industry. In addition, Sunday afternoon offers a golf “scramble” for those interested members,
followed by a cookout open to all members and prepared by some of our own talented
“Chefs.” You won't want to miss this gathering…so be sure to review the information for this
event within this edition.
Board Elections — As a reminder, it is that time of year for our membership to be electing
new board members for the upcoming term. I am excited about the fact that we have some
“new faces” to the MidStates HPBA Board…but not new to the industry…whose names will
appear on the ballot. Won't you please take the time to mark your ballot and return it to the
MSHPBA office as soon as you receive it?
Special Thanks — And…speaking of the board, I want to take this time to thank John
Ashby - Heat Exchange of North Ridgeville, OH; Greg Hill - Heartland Sales of Uniontown,
OH; and, Cindy Seebauer - Busy Bear Fireplace & Patio Shop of South Euclid, OH for their
individual and collective contributions to the board and our entire affiliate over the past three
years. They have all worked to help our affiliate grow and develop during their terms. The
next time you have a chance, I hope you will express your own appreciation for what they
have done for all of the MSHPBA membership. Plus, they have my personal thanks and gratitude as well.
I am hopeful that all of you had a great holiday season, and best wishes to all of you for a
happy, healthy and prosperous 2006.
Farewell — And…as for me…this is my last official message to the membership as your
Board President. My term ends officially at the Summer Meeting; therefore, I want to take
this time to thank all of you for your support of my term as President…and to let you know
how much I have enjoyed renewing and making new friendships with the MSHPBA members. It has been a great experience for me and I have especially enjoyed watching our affiliate grow and become a strong asset not only to our own membership, but also a voice that
is acknowledged by the national HPBA Board. Everyone should be proud of how far we
have come in such a short period of time.
My best wishes to all of you…and I look forward to seeing you in Huron this summer.
MSHPBA Office Staff
for members of the MSHPBA.
Submission of articles is
encouraged and welcome.
Address correspondence to:
[email protected] or call
636/449-5075.
PAGE 2
(Term expiration year in parentheses)
Cherie Clark-Radovic, President (2006)
B&G Fireplace Distributors, Inc.
Canton, OH
[email protected]
John Ashby (2006)
Heat Exchange, Inc.
North Ridgeville, OH
[email protected]
Nancy Henry, Secretary (2008)
Town ‘N Country Hardware & Fireplace
Garden City, MI
[email protected]
Greg Hill, Treasurer (2006)
Hearthland Sales, Inc.
Uniontown, OH
[email protected]
Robert Huta, Vice President (2006)
Michigan Chim-Flex
Gaylord, MI
[email protected]
■
■
and beliefs....what they know, what they have no memory of
Gen Y's communications preferences and what they demand of
companies before buying product from them
What they prefer for their home life, work life, and how they
define success and happiness
What marketing and advertising techniques have proven
successful in selling product to Gen Y
Rob Jones, Hamer Pellet Fuel Co., Kenova, WV
Consumer demand for pellet appliances and fuel has grown substantially in the last five years. According to the Pellet Fuels Institute (PFI),
pellet fuel manufacturers throughout North America responded and
increased fuel shipments by 14% during the 2004-2005 heating season. A recent survey by PFI indicates even greater pellet fuel shipments
in the 2005-2006 heating season. If you currently carry any pellet
appliances or plan to in the future, this session is a “must attend” as it
will look at the future of this growing industry segment.
This year's sponsors are as follows (as of 5/30):
■ Hearth Products Controls
■ Olympic Chimney Supply, Inc.
■ Monsma Marketing
■ Robert H. Peterson Co.
■ NRG Distributors
■ Simpson Dura-vent
Visit us at
www.midstateshpba.org
to see what’s going on
in our affiliate!
Ron Johnson (2007)
Monsma Marketing Corporation
Grand Rapids, MI
[email protected]
William Kiefer (2008)
B & G Fireplace Distributors, Inc.
Canton, OH
[email protected]
Dan Maddox (2007)
Hearth Products Controls Co.
Dayton, OH
[email protected]
Marty Morrison (2007)
Fireplaces 'N' Fixins, Inc.
Martins Ferry, OH
[email protected]
Regards,
Cherie Radovic
Fireside Update is published
MSHPBA Board
of Directors
■
The MidStates
Web site has
a new look!
Lea Ann Friga
Program Coordinator
[email protected]
Cherie Clark-Radovic
Communications Chair
Sarah
Dungey
RickAmmann
Coordinator
Program
Director
Executive
[email protected]
[email protected]
Dale Remmelts (2008)
Remmelts Marketing, Inc.
Grand Rapids, MI
[email protected]
Cindy Seebauer (2006)
Busy Bear Fireplace & Patio Shop
South Euclid, OH
[email protected]
John Thomas (2008)
Suburban Fireplace & Patio
Pickerington, OH
[email protected]
MIDSTATES HPBA NEWSLETTER
MIDSTATES HPBA NEWSLETTER
PAGE 7
EXPO 2006 Is Just Around the Corner
Mystery Shopper Results In
HPBA Board of Directors Meeting Summary — Salt Lake City, UT • March 7, 2006
Prepared by Pete AndersonHPBA Region IV Director
■
■
■
TREASURER'S REPORT
(Pete Anderson)
■ Net revenue postaudit $143,141
for FY05
FY07-08 Baseline Budget presented as
starting point for budget development
Capital Expenditure Policy adopted
allowing for expenditures up to $10,000
w/o approval
Total revenues of HPBA and affiliates over
$7 million; adding Education Foundation
& PFI brings total to $7.648 million
MEMBERSHIP (Steve Hall)
■ 2005 membership increased 3% and
manufacturing membership at all-time
high of 385, up 1%; highest retention
rate ever: 84%
■ Web-based member satisfaction survey
being developed for later in year
■ Business liability insurance program now
available as new member benefit thanks
to work of Karen Teske-Osborne
of NCHPBA
PELLET FUELS INSTITUTE (Bruce Lisle)
■ Updated Memorandum of Understanding
approved by Board for management of PFI
■ Joint HPBA/PFI meeting held to develop
efficiency standards and fuel standards;
work to continue between fuel and
appliance manufacturers
■ Pellet fuel production capacity increasing
and shipments expected to increase 17%
in 2006
EXPO & MEETINGS (Mike Derosier)
■ Record exhibit sales for EXPO 2006 at
211,500 sq. ft.; record attendance at
education sessions
■ HGTV will tape interviews with exhibitors
for 1-hour special to be broadcast in June
■ Board approves amendment to
Committee Charter to add two new
committee members and make the
Education Foundation appointee and
HPBA Vice Chairman voting position on
the committee
■ Manufacturers meeting to be held in
Quebec City, November 5-7
STATISTICS (Don Johnson)
■ 2005 hearth data indicate overall industry
shipments up 8%
■ Working with Membership Department
on web-based member survey.
■ Regional data on annual net sales of
hearth products is working
AFFILIATE LEADERS (Pete Anderson)
■ Contract finalized with vendor for “Dealer
Success Clubs”; member sign-ups to start
at EXPO
■ Announced that Pacific and Pacific-South
affiliates have merged into one
organization
AFFILIATE BOARD COMMITTEE
(Pete Dines)
■ All 14 affiliates have signed the revised
Affiliate Agreement adopted by the Board
in 2004
■ All affiliates have submitted revenue and
expense numbers for 2005 and budgets
for 2006 in standard form so that they
can benchmark their performance against
each other
Does every customer that sets foot in your
store receive the proper attention and assistance they should? Do your employees have
the ability to evaluate the customers' needs
and close on a sale? Does your store portray a
clean and professional environment?
These are all questions that are answered
through the Mystery Shopper Program. A
trained shopper visits your store during a set
time period and experiences your store and
how your employees are able to meet their
needs. After the visit, a report is generated covering all aspects of the mystery
shopping experience from the pre-visit
phone call to closing techniques of the
sales person.
The results from last fall’s national compilation showed that participants across the country scored high in the areas of inside
and outside environment (85/100 and 83/100). Cleanliness, up
to date displays, clear pricing of products and store temperature
and smell are all areas that the shopper looked at in evaluating
the general appeal of the store front and interior. Overall results
were lower for closing of a sale and making customers feel welcome (48/100 and 64/100). Being approached and greeted,
introducing yourself by name to the consumer, and asking probing questions were areas the shoppers looked at in regard to
determining how welcoming the employees are to people
entering the store. For assessing closing abilities on sales, shoppers noted whether the employee asked for the customers business or the sale, discussed installation procedures, and if they
requested follow up information such as an address or phone
number and provided a business card to the customer. Overall
scores nation wide showed favorable results (76/100) for mystery shopping.
Individual results are kept confidential and regional and national compilations with stores listed anonymously are provided to
participating stores. Participants are able to see not only how
their store scored, but additionally compare their ratings to the
national and regional averages. Results are extremely helpful in
showing how the average customer perceives your store, what
areas need improvement and what areas your store excels in.
Currently, HPBA is trying to put a program together for the fall.
Please check our web site frequently for the latest updates
www.midstateshpba.org.
Simpson Dura-Vent
DuraPro:
venting products for hearth professionals
DuraLiner®
Masonry Chimney
Relining System
DuraTech®
Direct Vent Chimney
System
All-Fuel Chimney
System
DuraPro
®
Authorized Dealer
DuraPlus htc®
DirectVent gs®
All-Fuel Chimney
PelletVent Pro™ System for Canada
DuraFlex® ssal
Premium Pellet Vent
System
Flexible Relining
System
Simpson Dura-Vent introduces a complete line of products available only to the specialty hearth
market for professional installation: DuraPro.
Inquire how to become an authorized DuraPro dealer. Visit www.duraprodealer.com or call our
customer service department at 800-835-4429.
C o m p l e t e
V e n t i n g
S o l u t i o n s
f o r
t h e
H e a r t h
I n d u s t r y
Simpson Dura-Vent is a division of Simpson Manufacturing Company. NYSE:SSD. Made in the USA. 800-835-4429 www.duravent.com
PAGE 6
MIDSTATES HPBA NEWSLETTER
MIDSTATES HPBA NEWSLETTER
PAGE 3
Discounted Liability
Insurance Program
Now Available
The Hearth, Patio & Barbecue Association in conjunction with
Stratus Insurance Services/ Security Group International is
pleased to announce the availability of a Discounted Liability
Insurance program to its members. Discounts will be based
upon NFI certifications and membership with the HPBA.
Many HPBA members throughout the United States have
experienced rate increases and/or coverage availability issues
particularly “installation” exposures. The HPBA General
Liability program covers bodily injury, property damage, products, completed operations, personal injury and medical payments. Endorsements covering limited pollution (soot) and
professional liability (errors & omissions for inspections/surveys) are also available.
Primary limits of $1,000,000 per occurrence are provided with
excess limits up to $5,000,000 available upon request.
Bill Koehler, plan administrator, says the program is off to a
great start. “We have numerous inquiries on a daily basis and
are very optimistic about the long term success of the program. Of all the insurance issues, installation coverage is the
most common.”
New Zone Heating
Brochures Available
Zone Heating brochures are
now available for purchase
from HPBA. They can be
displayed in retail stores and
provide helpful information
for customers. The flyers
cover topics such as what
zone heating is, why you
can save money by zone
heating, options that are
available and what questions a retailer should ask to
determine the best product
for the consumer. They can
only be purchased in bulk
(100 for $20). If you would
like more information or
would like to order them,
contact Denise McDonald
at [email protected].
In one instance Koehler adds, “We had a retailer who had two
separate companies, one being the retail store, the other a
construction company which did, among other things, stove
installations. The insurance carrier of the construction company on renewal decided not to cover installation. The HPBA program offered not only an overall solution to the retailer for
both the store and field exposure but also reduced his overall
insurance liability premiums.”
Koehler also goes on to say that in a similar situation (nonrenewal due to installation) the insured found coverage but it
was so expensive they contemplated closing their doors.
Coverage by the HPBA program resulted in their deciding to
continue in business.
Lastly, Koehler likes to point out that when underwritten properly, there is “safety in numbers” when participating in a program with a substantial client base. Aggregate premium dollars available to a particular insurance carrier enhances coverage availability and rate stability. The potential for policy cancellation as a result of a claim is also reduced.
For more information about the HPBA liability insurance program please contact Bill Koehler at 804.272.2740 ext 115 or
email [email protected].
PAGE 4
MIDSTATES HPBA NEWSLETTER
Dayton Stove Change Out Scheduled for JUL 15 - AUG 31
HPBA and the MidStates HPBA affiliate had begun planning this
effort more than a year ago, but had put it on hold until
a Supplemental Environmental Plan (SEP) with Cargill
Inc. was complete. Now, the dates are set and
the implementation phase has begun. If you are
still working on your early buy orders and/or
planning your summer personnel needs, keep
these dates on your calendar. The goal of the
program is to change out 200 old wood stoves
in the 3 main counties of the Dayton area.
Final preparations are being coordinated now and
will include a “clean air coupon” program for
consumers to receive additional discounts on
new hearth appliances when changing out an
old wood stove. The Cargill SEP, as well as
other industries being recruited to participate, is funding the
coupon program.
Potential retail participants will be sent a sign up
form from MSHPBA in the coming weeks. In
order to participate in the change out program,
dealers must sign the form and pay a small fee.
Members will pay a reduced fee. Participating
dealers will receive a promotional kit, which
will provide the marketing tools needed to
maximize the program.
Retail locations should contact Rick Dungey
for more info, [email protected], and
manufacturers should contact John Crouch,
[email protected].
Five Year Anniversary
5
Year
MidStates would like to thank the following members for their involvement in our affiliate for the past five years.
■ 4 Seasons Fireplace & Barbecue
Farmington Hills, MI
■ Akron Tile & Fireplace Inc.
Akron, OH
■ All Seasons Gas Grill &
Fireside Shop, Inc.
Bowling Green, KY
■ All-Chimney Cleaning & Maintenance
Charlotte, MI
■ American Fireplace Distributors Inc.
Ferndale, MI
■ Ashes & Oak Inc.
Muskegon, MI
■ Aspen Fireplace & Patio, Inc.
Columbus, OH
■ B&G Fireplace Distributors Inc.
Canton, OH
■ Barrett's Home Fire Design
Logan, OH
■ Bauer Stoves & Fireplaces
Urbana, OH
■ Behr Necessities Hearth Shoppe, Ltd.
Lexington, OH
■ Bona Decorative Hardware
Cincinnati, OH
■ Brunco Distributors
Salem, OH
■ Buckeye Stoves
Fredericktown, OH
■ Builders Fireplace Co. LLC
Lowell, MI
■ Busy Bear Fireplace & Patio Shop
South Euclid, OH
■ Buttelwerth Construction & Stoves Inc.
Cincinnati, OH
■ Capell's
Elyria, OH
■ Certified Sales, Inc.
Canton, OH
■ Clay Flue Lining Institute
Malvern, OH
■ Cole Products, Inc.
Cincinnati, OH
■ Comfortec Inc.
Massillon, OH
■ Country Hearth Center
Toledo, OH
■ Country Stove Company, Inc.
North Royalton, OH
■ Crown Fireplace
Toledo, OH
■ Custom Fireplace Shop
North Canton, OH
■ DeHaven Home & Garden Showplace
Lima, OH
■ Denger's Inc.
Lexington, KY
■ Eastwood Stove Company
Louisville, KY
■ Eclipse Distributing
Byron Center, MI
■ Emmet Brick & Block Co.
Petoskey, MI
■ Emmett's Energy
Romeo, MI
■ Evergreen Home and Garden Center
Clinton Township, MI
■ Fairview Hardware
Fairview, MI
■ Fireplace Distributors Inc.
Louisville, KY
■ Fireplace Shoppe of Northfield Inc.
Northfield, OH
■ Fireplaces & More, Inc.
Uniontown, OH
■ Fireplaces 'N' Fixins, Inc.
Martins Ferry, OH
■ Fireside Shoppe
Southgate, MI
■ Flame Center
Hudsonville, MI
■ Gas & Grills
Cleveland, OH
■ Hearth of the Home Fireplace Shop
Harrison, MI
■ Hearthland Sales, Inc.
Uniontown, OH
■ Hearth-N-Home, Inc.
Owosso, MI
■ Heat Exchange, Inc.
North Ridgeville, OH
■ Heat 'N' Sweep, Inc. For Hearth & Patio
Okemos, MI
■ Heritage Fireplace & Design Center, Inc.
Grand Rapids, MI
■ Hodgson Light & Log
Kalamazoo, MI
MIDSTATES HPBA NEWSLETTER
■ HSN Improvements, LLC
Bedford, OH
■ IPS
Cincinnati, OH
■ Kerns Fireplace and Heater Sales
Celina, OH
■ Konieczka Heating & Cooling, Inc.
Davison, MI
■ Kuntry Klassic Sales, Inc.
Elizabethtown, KY
■ Lehman's Hardware & Appliance
Kidron, OH
■ Luce's Chimney and Stove Shop
Swanton , OH
■ MacDowell's
Grand Ledge, MI
■ McMahan's Bottle Gas
Dayton, OH
■ Millstone Home Appliance Center
Mount Vernon, OH
■ Monsma Marketing Corporation
Grand Rapids, MI
■ MS Distributors
Toledo, OH
■ North Central Insulation, Inc.
Bellville, OH
■ Northline Express
Roscommon, MI
■ NRG Distributors
Flint, MI
■ NWS Products, Inc.
Ashtabula, OH
■ Overhead Door and Fireplace
Waterford, MI
■ Overhead, Inc.
Toledo, OH
■ Patio Enclosures
Macedonia, OH
■ Phillips Energy, Inc.
Traverse City, MI
■ Premium Fireplace Products
Cincinnati, OH
■ Progressive Sales Associates
Warren, OH
■ Quality Overhead Door Company
Toledo, OH
■ Results Unlimited
Louisville, KY
■ Rural Energy Products, LLC
Van Wert, OH
■ Sackett Brick Company
Kalamazoo, MI
■ Sand Hill Wholesale & Mfg., Inc.
Columbus, OH
■ Solleys Appliance and
Fireplace Center
Clarkston, MI
■ Sportsman's Market, Inc.
Batavia, OH
■ Suburban Fireplace & Patio
Pickerington, OH
■ Sunfire Hearth Patio & Spa
Martinsburg, WV
■ Tate Builders Supply, LLC
Erlanger, KY
■ The Bromwell Company
Cincinnati, OH
■ The Chimney Care Company
Loveland, OH
■ The Dapper Company
Loveland, OH
■ The Fire Place
Fairfield, OH
■ The Grate Fireplace Shop
Walled Lake, MI
■ The Grate Haus
Jackson, MI
■ The Place
Medina, OH
■ The Wood Stove Shed
Bucyrus, OH
■ Total Hearth & Grill
Mt. Sterling, KY
■ Trenton Hearthside Shop, Inc.
Trenton, MI
■ Weldy Sales & Service
Buchanan, MI
■ Wheeler's Fireplace & Grill
Niles, OH
■ Wholesale Now
Hilliard, OH
■ Williams Panel Brick
Livonia, MI
■ Youngstown Propane, Inc.
Canfield, OH
PAGE 5
Discounted Liability
Insurance Program
Now Available
The Hearth, Patio & Barbecue Association in conjunction with
Stratus Insurance Services/ Security Group International is
pleased to announce the availability of a Discounted Liability
Insurance program to its members. Discounts will be based
upon NFI certifications and membership with the HPBA.
Many HPBA members throughout the United States have
experienced rate increases and/or coverage availability issues
particularly “installation” exposures. The HPBA General
Liability program covers bodily injury, property damage, products, completed operations, personal injury and medical payments. Endorsements covering limited pollution (soot) and
professional liability (errors & omissions for inspections/surveys) are also available.
Primary limits of $1,000,000 per occurrence are provided with
excess limits up to $5,000,000 available upon request.
Bill Koehler, plan administrator, says the program is off to a
great start. “We have numerous inquiries on a daily basis and
are very optimistic about the long term success of the program. Of all the insurance issues, installation coverage is the
most common.”
New Zone Heating
Brochures Available
Zone Heating brochures are
now available for purchase
from HPBA. They can be
displayed in retail stores and
provide helpful information
for customers. The flyers
cover topics such as what
zone heating is, why you
can save money by zone
heating, options that are
available and what questions a retailer should ask to
determine the best product
for the consumer. They can
only be purchased in bulk
(100 for $20). If you would
like more information or
would like to order them,
contact Denise McDonald
at [email protected].
In one instance Koehler adds, “We had a retailer who had two
separate companies, one being the retail store, the other a
construction company which did, among other things, stove
installations. The insurance carrier of the construction company on renewal decided not to cover installation. The HPBA program offered not only an overall solution to the retailer for
both the store and field exposure but also reduced his overall
insurance liability premiums.”
Koehler also goes on to say that in a similar situation (nonrenewal due to installation) the insured found coverage but it
was so expensive they contemplated closing their doors.
Coverage by the HPBA program resulted in their deciding to
continue in business.
Lastly, Koehler likes to point out that when underwritten properly, there is “safety in numbers” when participating in a program with a substantial client base. Aggregate premium dollars available to a particular insurance carrier enhances coverage availability and rate stability. The potential for policy cancellation as a result of a claim is also reduced.
For more information about the HPBA liability insurance program please contact Bill Koehler at 804.272.2740 ext 115 or
email [email protected].
PAGE 4
MIDSTATES HPBA NEWSLETTER
Dayton Stove Change Out Scheduled for JUL 15 - AUG 31
HPBA and the MidStates HPBA affiliate had begun planning this
effort more than a year ago, but had put it on hold until
a Supplemental Environmental Plan (SEP) with Cargill
Inc. was complete. Now, the dates are set and
the implementation phase has begun. If you are
still working on your early buy orders and/or
planning your summer personnel needs, keep
these dates on your calendar. The goal of the
program is to change out 200 old wood stoves
in the 3 main counties of the Dayton area.
Final preparations are being coordinated now and
will include a “clean air coupon” program for
consumers to receive additional discounts on
new hearth appliances when changing out an
old wood stove. The Cargill SEP, as well as
other industries being recruited to participate, is funding the
coupon program.
Potential retail participants will be sent a sign up
form from MSHPBA in the coming weeks. In
order to participate in the change out program,
dealers must sign the form and pay a small fee.
Members will pay a reduced fee. Participating
dealers will receive a promotional kit, which
will provide the marketing tools needed to
maximize the program.
Retail locations should contact Rick Dungey
for more info, [email protected], and
manufacturers should contact John Crouch,
[email protected].
Five Year Anniversary
5
Year
MidStates would like to thank the following members for their involvement in our affiliate for the past five years.
■ 4 Seasons Fireplace & Barbecue
Farmington Hills, MI
■ Akron Tile & Fireplace Inc.
Akron, OH
■ All Seasons Gas Grill &
Fireside Shop, Inc.
Bowling Green, KY
■ All-Chimney Cleaning & Maintenance
Charlotte, MI
■ American Fireplace Distributors Inc.
Ferndale, MI
■ Ashes & Oak Inc.
Muskegon, MI
■ Aspen Fireplace & Patio, Inc.
Columbus, OH
■ B&G Fireplace Distributors Inc.
Canton, OH
■ Barrett's Home Fire Design
Logan, OH
■ Bauer Stoves & Fireplaces
Urbana, OH
■ Behr Necessities Hearth Shoppe, Ltd.
Lexington, OH
■ Bona Decorative Hardware
Cincinnati, OH
■ Brunco Distributors
Salem, OH
■ Buckeye Stoves
Fredericktown, OH
■ Builders Fireplace Co. LLC
Lowell, MI
■ Busy Bear Fireplace & Patio Shop
South Euclid, OH
■ Buttelwerth Construction & Stoves Inc.
Cincinnati, OH
■ Capell's
Elyria, OH
■ Certified Sales, Inc.
Canton, OH
■ Clay Flue Lining Institute
Malvern, OH
■ Cole Products, Inc.
Cincinnati, OH
■ Comfortec Inc.
Massillon, OH
■ Country Hearth Center
Toledo, OH
■ Country Stove Company, Inc.
North Royalton, OH
■ Crown Fireplace
Toledo, OH
■ Custom Fireplace Shop
North Canton, OH
■ DeHaven Home & Garden Showplace
Lima, OH
■ Denger's Inc.
Lexington, KY
■ Eastwood Stove Company
Louisville, KY
■ Eclipse Distributing
Byron Center, MI
■ Emmet Brick & Block Co.
Petoskey, MI
■ Emmett's Energy
Romeo, MI
■ Evergreen Home and Garden Center
Clinton Township, MI
■ Fairview Hardware
Fairview, MI
■ Fireplace Distributors Inc.
Louisville, KY
■ Fireplace Shoppe of Northfield Inc.
Northfield, OH
■ Fireplaces & More, Inc.
Uniontown, OH
■ Fireplaces 'N' Fixins, Inc.
Martins Ferry, OH
■ Fireside Shoppe
Southgate, MI
■ Flame Center
Hudsonville, MI
■ Gas & Grills
Cleveland, OH
■ Hearth of the Home Fireplace Shop
Harrison, MI
■ Hearthland Sales, Inc.
Uniontown, OH
■ Hearth-N-Home, Inc.
Owosso, MI
■ Heat Exchange, Inc.
North Ridgeville, OH
■ Heat 'N' Sweep, Inc. For Hearth & Patio
Okemos, MI
■ Heritage Fireplace & Design Center, Inc.
Grand Rapids, MI
■ Hodgson Light & Log
Kalamazoo, MI
MIDSTATES HPBA NEWSLETTER
■ HSN Improvements, LLC
Bedford, OH
■ IPS
Cincinnati, OH
■ Kerns Fireplace and Heater Sales
Celina, OH
■ Konieczka Heating & Cooling, Inc.
Davison, MI
■ Kuntry Klassic Sales, Inc.
Elizabethtown, KY
■ Lehman's Hardware & Appliance
Kidron, OH
■ Luce's Chimney and Stove Shop
Swanton , OH
■ MacDowell's
Grand Ledge, MI
■ McMahan's Bottle Gas
Dayton, OH
■ Millstone Home Appliance Center
Mount Vernon, OH
■ Monsma Marketing Corporation
Grand Rapids, MI
■ MS Distributors
Toledo, OH
■ North Central Insulation, Inc.
Bellville, OH
■ Northline Express
Roscommon, MI
■ NRG Distributors
Flint, MI
■ NWS Products, Inc.
Ashtabula, OH
■ Overhead Door and Fireplace
Waterford, MI
■ Overhead, Inc.
Toledo, OH
■ Patio Enclosures
Macedonia, OH
■ Phillips Energy, Inc.
Traverse City, MI
■ Premium Fireplace Products
Cincinnati, OH
■ Progressive Sales Associates
Warren, OH
■ Quality Overhead Door Company
Toledo, OH
■ Results Unlimited
Louisville, KY
■ Rural Energy Products, LLC
Van Wert, OH
■ Sackett Brick Company
Kalamazoo, MI
■ Sand Hill Wholesale & Mfg., Inc.
Columbus, OH
■ Solleys Appliance and
Fireplace Center
Clarkston, MI
■ Sportsman's Market, Inc.
Batavia, OH
■ Suburban Fireplace & Patio
Pickerington, OH
■ Sunfire Hearth Patio & Spa
Martinsburg, WV
■ Tate Builders Supply, LLC
Erlanger, KY
■ The Bromwell Company
Cincinnati, OH
■ The Chimney Care Company
Loveland, OH
■ The Dapper Company
Loveland, OH
■ The Fire Place
Fairfield, OH
■ The Grate Fireplace Shop
Walled Lake, MI
■ The Grate Haus
Jackson, MI
■ The Place
Medina, OH
■ The Wood Stove Shed
Bucyrus, OH
■ Total Hearth & Grill
Mt. Sterling, KY
■ Trenton Hearthside Shop, Inc.
Trenton, MI
■ Weldy Sales & Service
Buchanan, MI
■ Wheeler's Fireplace & Grill
Niles, OH
■ Wholesale Now
Hilliard, OH
■ Williams Panel Brick
Livonia, MI
■ Youngstown Propane, Inc.
Canfield, OH
PAGE 5
EXPO 2006 Is Just Around the Corner
Mystery Shopper Results In
HPBA Board of Directors Meeting Summary — Salt Lake City, UT • March 7, 2006
Prepared by Pete AndersonHPBA Region IV Director
■
■
■
TREASURER'S REPORT
(Pete Anderson)
■ Net revenue postaudit $143,141
for FY05
FY07-08 Baseline Budget presented as
starting point for budget development
Capital Expenditure Policy adopted
allowing for expenditures up to $10,000
w/o approval
Total revenues of HPBA and affiliates over
$7 million; adding Education Foundation
& PFI brings total to $7.648 million
MEMBERSHIP (Steve Hall)
■ 2005 membership increased 3% and
manufacturing membership at all-time
high of 385, up 1%; highest retention
rate ever: 84%
■ Web-based member satisfaction survey
being developed for later in year
■ Business liability insurance program now
available as new member benefit thanks
to work of Karen Teske-Osborne
of NCHPBA
PELLET FUELS INSTITUTE (Bruce Lisle)
■ Updated Memorandum of Understanding
approved by Board for management of PFI
■ Joint HPBA/PFI meeting held to develop
efficiency standards and fuel standards;
work to continue between fuel and
appliance manufacturers
■ Pellet fuel production capacity increasing
and shipments expected to increase 17%
in 2006
EXPO & MEETINGS (Mike Derosier)
■ Record exhibit sales for EXPO 2006 at
211,500 sq. ft.; record attendance at
education sessions
■ HGTV will tape interviews with exhibitors
for 1-hour special to be broadcast in June
■ Board approves amendment to
Committee Charter to add two new
committee members and make the
Education Foundation appointee and
HPBA Vice Chairman voting position on
the committee
■ Manufacturers meeting to be held in
Quebec City, November 5-7
STATISTICS (Don Johnson)
■ 2005 hearth data indicate overall industry
shipments up 8%
■ Working with Membership Department
on web-based member survey.
■ Regional data on annual net sales of
hearth products is working
AFFILIATE LEADERS (Pete Anderson)
■ Contract finalized with vendor for “Dealer
Success Clubs”; member sign-ups to start
at EXPO
■ Announced that Pacific and Pacific-South
affiliates have merged into one
organization
AFFILIATE BOARD COMMITTEE
(Pete Dines)
■ All 14 affiliates have signed the revised
Affiliate Agreement adopted by the Board
in 2004
■ All affiliates have submitted revenue and
expense numbers for 2005 and budgets
for 2006 in standard form so that they
can benchmark their performance against
each other
Does every customer that sets foot in your
store receive the proper attention and assistance they should? Do your employees have
the ability to evaluate the customers' needs
and close on a sale? Does your store portray a
clean and professional environment?
These are all questions that are answered
through the Mystery Shopper Program. A
trained shopper visits your store during a set
time period and experiences your store and
how your employees are able to meet their
needs. After the visit, a report is generated covering all aspects of the mystery
shopping experience from the pre-visit
phone call to closing techniques of the
sales person.
The results from last fall’s national compilation showed that participants across the country scored high in the areas of inside
and outside environment (85/100 and 83/100). Cleanliness, up
to date displays, clear pricing of products and store temperature
and smell are all areas that the shopper looked at in evaluating
the general appeal of the store front and interior. Overall results
were lower for closing of a sale and making customers feel welcome (48/100 and 64/100). Being approached and greeted,
introducing yourself by name to the consumer, and asking probing questions were areas the shoppers looked at in regard to
determining how welcoming the employees are to people
entering the store. For assessing closing abilities on sales, shoppers noted whether the employee asked for the customers business or the sale, discussed installation procedures, and if they
requested follow up information such as an address or phone
number and provided a business card to the customer. Overall
scores nation wide showed favorable results (76/100) for mystery shopping.
Individual results are kept confidential and regional and national compilations with stores listed anonymously are provided to
participating stores. Participants are able to see not only how
their store scored, but additionally compare their ratings to the
national and regional averages. Results are extremely helpful in
showing how the average customer perceives your store, what
areas need improvement and what areas your store excels in.
Currently, HPBA is trying to put a program together for the fall.
Please check our web site frequently for the latest updates
www.midstateshpba.org.
Simpson Dura-Vent
DuraPro:
venting products for hearth professionals
DuraLiner®
Masonry Chimney
Relining System
DuraTech®
Direct Vent Chimney
System
All-Fuel Chimney
System
DuraPro
®
Authorized Dealer
DuraPlus htc®
DirectVent gs®
All-Fuel Chimney
PelletVent Pro™ System for Canada
DuraFlex® ssal
Premium Pellet Vent
System
Flexible Relining
System
Simpson Dura-Vent introduces a complete line of products available only to the specialty hearth
market for professional installation: DuraPro.
Inquire how to become an authorized DuraPro dealer. Visit www.duraprodealer.com or call our
customer service department at 800-835-4429.
C o m p l e t e
V e n t i n g
S o l u t i o n s
f o r
t h e
H e a r t h
I n d u s t r y
Simpson Dura-Vent is a division of Simpson Manufacturing Company. NYSE:SSD. Made in the USA. 800-835-4429 www.duravent.com
PAGE 6
MIDSTATES HPBA NEWSLETTER
MIDSTATES HPBA NEWSLETTER
PAGE 3
From the desk of the MidStates HPBA President
Midstates Annual Meeting
(continued from page 1)
Cherie Clark-Radovic, President
MSHPBA Luncheon at Expo — It was great to see such a large turnout
of our affiliate members at the MidStates HPBA luncheon in Salt Lake City
in March. With so many exhibits to see, classes to attend and other social
events scheduled, the luncheon seems to be a really good way for all of us
to come together, grab a bite to eat and network with each other away from the show floor.
I am hopeful that those of you who attended truly enjoyed yourselves and for those of you
who were unable to attend…we hope to see you at the Summer Meeting…and next year in
Reno at the show. Special thanks to Lea Ann Friga, Program Coordinator - MSHPBA, who
worked so hard to plan this event for us!
Summer Meeting — If you missed the opportunity to attend the HPBA Expo in March, then
you definitely want to circle your calendar to save the dates of July 30 & 31st for our Summer
Meeting which will be held at Sawmill Creek Resort in Huron, OH. This event not only will
provide you with the opportunity to hear speakers on current topics that impact your respective business, but also time to view some new products as well as visit with your peers in the
industry. In addition, Sunday afternoon offers a golf “scramble” for those interested members,
followed by a cookout open to all members and prepared by some of our own talented
“Chefs.” You won't want to miss this gathering…so be sure to review the information for this
event within this edition.
Board Elections — As a reminder, it is that time of year for our membership to be electing
new board members for the upcoming term. I am excited about the fact that we have some
“new faces” to the MidStates HPBA Board…but not new to the industry…whose names will
appear on the ballot. Won't you please take the time to mark your ballot and return it to the
MSHPBA office as soon as you receive it?
Special Thanks — And…speaking of the board, I want to take this time to thank John
Ashby - Heat Exchange of North Ridgeville, OH; Greg Hill - Heartland Sales of Uniontown,
OH; and, Cindy Seebauer - Busy Bear Fireplace & Patio Shop of South Euclid, OH for their
individual and collective contributions to the board and our entire affiliate over the past three
years. They have all worked to help our affiliate grow and develop during their terms. The
next time you have a chance, I hope you will express your own appreciation for what they
have done for all of the MSHPBA membership. Plus, they have my personal thanks and gratitude as well.
I am hopeful that all of you had a great holiday season, and best wishes to all of you for a
happy, healthy and prosperous 2006.
Farewell — And…as for me…this is my last official message to the membership as your
Board President. My term ends officially at the Summer Meeting; therefore, I want to take
this time to thank all of you for your support of my term as President…and to let you know
how much I have enjoyed renewing and making new friendships with the MSHPBA members. It has been a great experience for me and I have especially enjoyed watching our affiliate grow and become a strong asset not only to our own membership, but also a voice that
is acknowledged by the national HPBA Board. Everyone should be proud of how far we
have come in such a short period of time.
My best wishes to all of you…and I look forward to seeing you in Huron this summer.
MSHPBA Office Staff
for members of the MSHPBA.
Submission of articles is
encouraged and welcome.
Address correspondence to:
[email protected] or call
636/449-5075.
PAGE 2
(Term expiration year in parentheses)
Cherie Clark-Radovic, President (2006)
B&G Fireplace Distributors, Inc.
Canton, OH
[email protected]
John Ashby (2006)
Heat Exchange, Inc.
North Ridgeville, OH
[email protected]
Nancy Henry, Secretary (2008)
Town ‘N Country Hardware & Fireplace
Garden City, MI
[email protected]
Greg Hill, Treasurer (2006)
Hearthland Sales, Inc.
Uniontown, OH
[email protected]
Robert Huta, Vice President (2006)
Michigan Chim-Flex
Gaylord, MI
[email protected]
■
■
and beliefs....what they know, what they have no memory of
Gen Y's communications preferences and what they demand of
companies before buying product from them
What they prefer for their home life, work life, and how they
define success and happiness
What marketing and advertising techniques have proven
successful in selling product to Gen Y
Rob Jones, Hamer Pellet Fuel Co., Kenova, WV
Consumer demand for pellet appliances and fuel has grown substantially in the last five years. According to the Pellet Fuels Institute (PFI),
pellet fuel manufacturers throughout North America responded and
increased fuel shipments by 14% during the 2004-2005 heating season. A recent survey by PFI indicates even greater pellet fuel shipments
in the 2005-2006 heating season. If you currently carry any pellet
appliances or plan to in the future, this session is a “must attend” as it
will look at the future of this growing industry segment.
This year's sponsors are as follows (as of 5/30):
■ Hearth Products Controls
■ Olympic Chimney Supply, Inc.
■ Monsma Marketing
■ Robert H. Peterson Co.
■ NRG Distributors
■ Simpson Dura-vent
Visit us at
www.midstateshpba.org
to see what’s going on
in our affiliate!
Ron Johnson (2007)
Monsma Marketing Corporation
Grand Rapids, MI
[email protected]
William Kiefer (2008)
B & G Fireplace Distributors, Inc.
Canton, OH
[email protected]
Dan Maddox (2007)
Hearth Products Controls Co.
Dayton, OH
[email protected]
Marty Morrison (2007)
Fireplaces 'N' Fixins, Inc.
Martins Ferry, OH
[email protected]
Regards,
Cherie Radovic
Fireside Update is published
MSHPBA Board
of Directors
■
The MidStates
Web site has
a new look!
Lea Ann Friga
Program Coordinator
[email protected]
Cherie Clark-Radovic
Communications Chair
Sarah
Dungey
RickAmmann
Coordinator
Program
Director
Executive
[email protected]
[email protected]
Dale Remmelts (2008)
Remmelts Marketing, Inc.
Grand Rapids, MI
[email protected]
Cindy Seebauer (2006)
Busy Bear Fireplace & Patio Shop
South Euclid, OH
[email protected]
John Thomas (2008)
Suburban Fireplace & Patio
Pickerington, OH
[email protected]
MIDSTATES HPBA NEWSLETTER
MIDSTATES HPBA NEWSLETTER
PAGE 7
MSHPBA Affiliate Member Only Luncheon
At the 2006 EXPO in Salt Lake City, our
affiliate held a luncheon for all MSHPBA
members
and
potential
members.
President Cherie Radovic addressed the
crowd with a warm welcome and an
update on our affiliate and its programs. Attendance
was at an all-time high with over 100 guests. Thank
you to all attendees and to our sponsors!
16020 Swingley Ridge Road, Suite 300
Chesterfield, MO 63017
www.midstateshpba.org
Serving
HPBA's
Members
in Kentucky,
Michigan,
Ohio &
West Virginia
A member benefit of MidStates HPBA
Midstates Annual Meeting
July 30 – 31, 2006
Next month, MSHPBA will be hosting a
summer meeting July 30-31 in Huron,
Ohio at the Sawmill Creek Resort. This
1-1/2 day meeting will offer excellent
networking and educational opportunities for our members with a social
event, NFI courses and exams, and
opportunities to earn CEUs at educational sessions. With an outdoor grill
demo on Sunday evening, members
will be able to mingle with others in
the field and enjoy the outdoor
exhibits and burn trailers of our affiliate
sponsors. Educational sessions will
cover topics such as the new Insurance
Liability Program, the future of the pellet industry, marketing to Gen Y, an
HPBA update, and government relations in the industry. Below are
descriptions of some of the sessions to
look forward to.
Government Relations and the
Hearth Industry — Tom Pugh,
Lloyd F. Pugh & Associates
Tom's session on PM 2.5 will discuss
what HPBA and individual members
are going to need to do about the new
EPA attainment levels and how it fits
into the overall government affairs
efforts of HPBA. He will look specifically at the states in our region affected by the non-attainment list.
Marketing to Gen Y —
Rick Dungey, Executive Director,
MSHPBA
Generation Y will have a tremendous
impact on the hearth industry. Why
should this industry, and all others, be
JUNE, 2006 • VOL. 7, NO. 2
New Program
for Members
At this year's EXPO in Salt Lake City,
HPBA announced a new program for
retailers to meet and exchange ideas
with fellow members. These Member
Success
Clubs
are
similar
to
Builder/Dealer 20 Clubs for home
builders and auto dealers. The program
will group non-competing retail stores
together to discuss and review the variety of policies, practices and procedures
used for all areas of business such as
purchasing, employment, finances and
merchandising.
concerned about how to market to
them? Because there are 72 million of
them and the Generation Y population
is expected to increase at twice the
rate of the overall population until
2010 due to immigration. In the next
5-10 years, almost all of them are
going to be on the housing market.
Will hearth products, grills, outdoor
living be a part of the home lifestyle?
Rick's session will include:
■ Gen Y has characteristics, attitudes,
beliefs and behaviors unlike any
generation before them.
■ Gen Y population is expected to
increase at twice the rate of the
overall population until 2010 due
to immigration.
■ What has shaped Gen Y's attitudes
(continued on page 7)
Member Success Clubs are self-governing in deciding where, when and to a
degree, how they will meet. Although
the meetings will be professionally facilitated, many clubs may choose to
include time for social activities to offer
an opportunity for closer relationships to
form between club members.
Measurements of meeting outcomes
and the track of improvements and
progress of retail stores as a direct result
of the clubs will be recorded and made
available to participants.
On May 8-9, the first of two retail clubs
were initiated in Nashville. One club is
comprised of single-store retailers, and
the other of multi-store retailers. This
fall, additional clubs will be formed for
installing distributors. All clubs provide a
wonderful opportunity to meet with fellow members and find ways to improve
operational performance and share
ideas and helpful information about
retail stores.
To sign up or for more information contact Antonio Jackson at HPBA (703)
522-0086 or [email protected].
MidStates HPBA • 16020 Swingley Ridge Road, Suite 300 • Chesterfield, MO 63017 • 636/449-5075 • www.midstateshpba.org