2012 Newsletter vol 1 Jan

A
CALSAFE
NEWS & NOTES
2012-1
WHAT TO DO WHEN……..
TIPS ON HANDLING A LOSS INCIDENT INVOLVING
FIRE EQUIPMENT
Also In This Issue:
Annual Mtg Recap….…..pg 4
As careful as we all try to be and as closely as we supervise our employees, most of us have
at one time or another been exposed to a fire loss experienced by one of
our customers. Invariably we are drawn into the ensuing legal proceedings. At the CALSAFE annual meeting last October Craig Voelkert from
Amerex gave an excellent presentation on how to react when confronted
with such situations.
Bruce Carter ………….. pg 12
How well do you know?......pg 4
OSFM Update………….pg 9
Presidents Message ………pg 2
SB886 Update…………. pg 8
Word Search …………….pg 3
By
Chris Gilbert
Central Director
California Association of Life
Safety and Fire Equipment
2012
Membership
Renewals will
go out this
Month
BE SURE
TO RENEW
so you don’t
miss anything!
Renew online at
www.calsafe.com
First of all realize that all kinds of companies deal with risk, not just fire
protection companies. Just think about the lawsuits, recalls and financial
impact to industries such as fast food, vegetable farms, toy manufacturers
and pediatricians. We are not in a unique situation.
Craig presented 6 rules to guide us through these unpleasant events:
You cannot prevent someone from filing a lawsuit against you
Do not take the lawsuit personally
Understand your risk exposure or exposures
“You cannot prevent
Be a professional
You are not an insurer
someone...filing a
Do not make stupid mistakes
You cannot prevent someone from filing a lawsuit
against you but you can prepare for the possibility.
lawsuit...but you can
prepare…”
Have adequate insurance. Know your deductible and accrue for it, possibly multiple deductibles. Try to establish the impact a claim will have on your insurance rates. Try to
find out at what claim threshold your insurer will decide to litigate. This information will
help you make better decisions should a claim arise.
Have legal counsel on retainer that you can go to for advice on minor issues, to answer
(Continued on page 5)
PAGE 2
CALSAFE
NEWS & NOTES
Presidents Message
Happy New Year CALSAFE,
President’s Corner
By Randy Dysart
Hope your Christmas and New
Year’s celebrations were as relaxing and restful as they are supposed to be… that is if driving,
flying, riding on a train, cooking,
cleaning, shopping and visiting
with relatives fits your definition
of ‘relaxing and restful’! Seriously, I hope that your holiday season was as fulfilling as Lori’s and
mine.
It is hard to believe that 2011 is
now behind us and another great
Annual Meeting has come and
gone. We had a terrific turnout
for the Monterey meeting and
our speakers were top notch. As
always, Bruce Carter never disappoints. His presentation is always fresh, timely, motivational
and very well received. Craig
Voelkert is always a membership
favorite and this year we learned
from him ways to limit our liability, helping to keep us out of
courtroom visits and reminding
us to listen more than we speak
after a fire, service or equipment
incident.
At the October meeting we also
presented the second Lowell
Schuck Honorary Award to dual
recipients, Mike Brand and
Darrell Hefley. This award is
given to recipients that strive to
better our industry on a daily
basis and who’s hard work often goes unrecognized. The
Board of Directors could not
have chosen two more deserving candidates than Mike and
Darrell. Their countless hours
of volunteer effort ensures that
CALSAFE, as an organization,
continues to function for the
betterment of our membership
and the industry in general.
Thank you, again Mike and
Darrell for all that you have
contributed to CALSAFE.
If you were not able to attend
the meeting, you may not have
heard about ‘THE CHALLENGE’. .. if you get a chance,
ask someone who was there
how they did with this special
segment of the annual meeting.
One of our past Board members thought that it would be an
easy challenge… let me assure
you it was not as easy as it
sounded and looked, but due to
the positive response from participants, we will
“CHALLENGE” meeting attendees again at a future meeting and you will not want to
miss it!
The 10th annual Golf Tournament was fabulous… no rain or
fog, just a cool morning to start
and a beautiful day to finish.
Thanks to Allen Quirk and
Mike Brand for putting together the
tournament…I don’t think they had
any control over the weather, but
you never know.
As usual, our great vendors came
through to help make sure that this
meeting was one of the best we
have ever had. We thank them for
their continued support of
CALSAFE. Be sure and take every
opportunity to say “thank you” to
our vendors whenever you see or
talk with them. Their contribution
to our Annual Meeting is invaluable.
CALSAFE has two new Board
Members resulting from our recent
elections… Allen Quirk –Southern
Director and Scott Marx – Director at
Large. This is Scotts first term as a
CALSAFE Board member and we
extend a heartfelt WELCOME.
Allen has been a tireless advisor and
board member for most if not all of
CALSAFE’s history and we appreciate his continued service to the organization.
The first NAFED meeting for 2012
is coming up on March 8th. & 9th in
Las Vegas. Also in 2012, Amerex
is generously sponsoring the second ‘State Association Meeting ‘on
March 6th. & 7th , to coincide with
NAFED’s Las Vegas meeting. Last
year, the eleven states that have associations similar to CALSAFE,
met in Dallas, Texas to learn from
each other and to establish an open
network of communication for the
(Continued on page 10)
PAGE 3
2010 4
Word Search
CALSAFE
WORD SEARCH
All About CALSAFE
For a greater challenge see how many you can find without the key, the key appears on Page 11
NAFED2012LVCONFERENCE
Las Vegas March 8th & 9th
Go to www.nafed.org for more informa
on PAGE 4
CALSAFE
NEWS & NOTES
PRICE AT THE PUMP
“it’s highway robbery!”
Today I read yet another article regarding a prediction of what we will see with fuel prices for 2012. This
one was a reprint sent to me from my vehicle fleet provider. As you can imagine the news was dismal. The
article stated that we saw gas prices sore over 24% from the previous year and it said to expect gas prices
to peak over $4.00 to $4.50 a gallon if not higher in 2012. It also stated that rather than the normal supply
and demand issues this latest prediction of higher fuel prices is directly related to the volatile situations in and with the oil producing
countries. It also stated what may be the bigger news story of the
future in not only the fuel consumption area but in many other areas
as well is “the China factor”. China has risen to superseded the US
“Stick ‘em
as the major consumer of gas and therefore we are no longer the
up!!!”
“big boy” in the market able to influence the suppliers, China now
takes over that role.
So what does this mean to you and I and our fire equipment service
business? If the predictions are correct then we then we can look
forward to escalating expenses during this year. Just what you wanted to hear right? Many of you like me
continue to see customers go out of business, decide to put off required services, not spend money to
make necessary repairs and seeing our profit margins plunge because everyone is slashing prices to gain
more market share to make up the short fall. Now you want to tell me to expect another 20% cost for my
fuel, where will it stop!
After all of the crying, after all of the screaming, after all the anxiety attacks we need to sit back once again
and look how to become even more lean in our business operations to ride out this economic hurricane,
don’t let it become the perfect storm.
I have nothing new or revolutionary to help you save fuel cost, but rather some regular old time ideas to
pull out, shake out and consider again.
First -
Old rule, low tire pressure = gas mileage loss. In this day and age many have left off what
used to be preached daily, CHECK THAT TIRE PRESSURE. In the old days when were
running retreads (remember those days) it was standard operating procedure. Some us actually remember when the gas stations used to check tire pressure every time you filled up.
Those days are gone and so, sad to say, is the practice of a driver checking thier tire pressure
every day. It doesn’t matter if you are the driver or you supervise drivers make sure the pressure is checked! (While you’re at it make it a part of an the overall vehicle safety inspection
you should be performing daily as a haz-mat transport vehicle).
Second -
Another old concept - plan your day. Don’t be hap hazard in your routing having your completed travel look more like a star crisscrossed back against its lines rather than a loop with
the starting and ending point coming together only after the day is over. There are some
great internet map programs that can help in this effort.
(Continued on page 13)
PAGE 5
2010 4
(Continued from page 1) What to do when...
threats, for pre-claim advice and
to protect your interests and advise you with the claim. Make
sure your counsel has decent references in this area of law.
Normally a fire investigator will
be contracted by the insurer. It is
helpful, however, to know who
the fire investigators are in your
area and which ones are the best.
Look for background and references. Check to see if they have
had their opinions challenged and
whether the challenges have been
upheld.
You cannot prevent someone from
filing a lawsuit against you. This
decision is usually made by the end user’s insurance company and is based on
such things as the nature, circumstances,
cause and origin of the loss as well as
the customer’s role in the loss. Once a
loss occurs you should be prepared to
be sued whether you feel you have any
real responsibility or not.
Do not take the lawsuit personally.
The customer frequently holds no malice or ill will and will often ask you to
participate in the rebuilding process.
Your relationship with the customer
during this time can help to secure ongoing service work once the rebuild is
complete. So, before you react, take a
deep breath and collect your thoughts
before you make any decisions.
Understand your risk exposure or
exposures. Losses can be categorized
as Fire Losses and Non-Fire losses.
Non fire losses can be the result of exposure, injury or unwanted discharges.
Unwanted discharges are among the
more common risks and can be caused
by the end-user or your technician.
Sometimes the cause may be undetermined. Evaluate your exposure to all of
these and do what you can to minimize
the risk through strict adherence to
manufacturers’ procedures, thorough
employee training, quality control programs, etc. Don’t sacrifice your standards to cut costs or “get a job”.
Craig’s law: “That person who implores you to lower your standards or
accept greater risk than normal will be
the first person assigning you blame
when the outcome is just as anticipated or less.”
Be a professional. Keep emotion
out of it. Maintain your relationship
with the customer and your manufacturer. You and the manufacturer often have common interests so don’t
make the relationship adversarial. Ask
everything and volunteer nothing.
Make decisions based on sound customer relations and/or economic bases. For instance, does it make sense
to spend $150,000 fighting a claim to
prove you’re right rather than settle
for $50,000? Frequently approximately
80% of our business comes from 20%
of our customers. If this customer is
in that 20% do we really want to jeopardize the relationship and any future
business by taking an adversarial role?
You are not an insurer. Your customer has insurance coverage for his
losses. You are not the carrier. If
presented with a claim from a customer remember that amounts are often
exaggerated and difficult to prove.
Ask them to file a claim with their
insurance carrier. Don’t assume any
responsibility or make any apologies.
Ask them to document their losses
and submit them. They will be discussed after a full investigation.
Charge for the cleanup and recharge
pending investigation.
Do not make stupid mistakes.
Once a claim has been initiated respond. Failure to respond is a response in itself. Follow the advice of
your insurance carrier and/or counsel.
Follow protocol and never admit anything or apologize. Maintain your
relationships with customer and manufacturer.
Step by Step Guide:
If you become aware of a major loss
by news, the end user or any nonofficial means beware of spoliation (perceived tampering with
evidence) or perception of guilt.
If you become aware by any means
notify your insurance carrier and
legal counsel before taking any
action
Once you receive communication
through someone’s legal counsel,
only respond through legal counsel
Always use the advice and direction of
legal counsel, insurance co., and
fire investigator
When your insurance company takes
action they control the course.
Insisting on control of action can
result in loss of coverage
If there is a site investigation assume
anything you say or do is being
observed and noted
Remember that you did not cause the
fire
Make no predeterminations or assumptions
There will be an agreed protocol that
cannot be violated without risk of
spoliation or tampering
You cannot take too many photos
Don’t touch or move anything without
approval of lead investigator
Ask questions – even though you may
not get answers which no one is
required to give you
Have a spirit of cautious cooperation
Cause and origin may not always be
determined and is not always essential to the objective
If a lab investigation ensues follow the
same guidelines as for site investigations
If you are released/excused stop. This
is not failure analysis
In closing Craig reminds us that any
business has risks, Fire Protection is no
different. With a little knowledge and
planning the effects of a claim, suit or
threat of a suit can be minimized.
PAGE 6
CALSAFE
NEWS & NOTES
2011 Monterey Annual Meeting Highlights
Beautiful
Day for Golf
Great Speakers
Support
from
our
Vendors
PAGE 7
2010 4
Craig & Darrell ; Thanks Craig for
the insight….(I think)
President Randy Dysart and his
lovely bride Lorie
Visiting the Vendors
Which Brook’s icon is that grey haired man?
Thanks Brooks for the sponsorship
Craig’s presentation, perhaps we all know
what to do when the call comes
Interesting information;
has everyone’s attention
Many Questions Answered
Networking at
its Best
Kim, Edie and Lorie with their greeting smiles, and
Chris is studying, not that other “s” word
James Parsegian, Chief Hoover and Anna
Tigranyan from the OFSM with Randy;
thanks again Chief for you and your staff’s
participation
Bruce, Randy & Darrell; Thanks Bruce for
another great presentation
Food was fantastic
Thanks Craig, John and Amerex for the
Sponsorship
Jerry stands out in a crowd
How many of the problems did you
find Maria
PAGE 8
CALSAFE
NEWS & NOTES
Door Prize Give Away
CALSAFE
AL MINACOLA INSURANCE
AMEREX CORPORATION
AMEREX –GETZ
BADGER
BROOKS EQUIPMENT
BUCKEYE
CSI
GETZ INNOVATORS
$100 Cash Prize
Quincy Mora, Jorgensen Co
$200 Cash Prize
Linda Nickell, Nickell Fire
$300 Cash Prize
Tom Meng, Fire Service Plus
Brass Bell
Brenda Haber, First Choice Fire
$50 Home Depot Gift Card
Richard Welter, Fire Code
$50 Home Depot Gift Card
John Cutler, Ace Fire
$50 Home Depot Gift Card
Jared Barney, Sheldon Fire
$50 Home Depot Gift Card
Brian MacGillivary North County Fire Equip.
$100 Visa Gift Card
$50 Visa Gift Card
Chad Murbach, Jorgensen Co
Nancy MacGillivary, North County Fire Equip.
$50 Visa Gift Card
Jared Barney, Sheldon Fire
$50 Visa Gift Card
Sean Duerigen, International Fire Equipment
$50 Visa Gift Card
Ron Mora. Jorgensen & Company
Water Mist Extinguisher
Sean Duerigen, International Fire Equipment
20# ABC Extinguisher
Denise Sexton, Armor Fire
Chrome 5# ABC Ext.
Kirk Haroutunian, Valley Fire
$25 Applebee’s Gift Card
Jessica Barney, Sheldon Fire
$25 Olive Garden Gift Card
ames MacGillivray, North County Fire Equipment
$25 Red Lobster Gift Card
Linda Nickell, Nickell Fire
$50 Outback Gift Card
Yvonne Mydland, Independent Fire
$50 Best Buy Gift Card
Darrell Harguth – Harguth & Associates
Combo Fire & CO Detector
James MacGillivray, North County Fire Equipment
Gas & CO Detector
Ron Montanio Independent Fire
$25 Gift Card (Olive Gard/ Red Lob)
Richard Welter, Fire Code
$25 Gift Card (Olive Gard/ Red Lob)
Art Montanio, Independent Fire
170 Piece Tool Set
Ron Montanio Independent Fire
$50 Vons/Safeway Gift Card
Jessica Barney, Sheldon Fire
$50 Shell Gas Card
Peter Duerigen, International Fire
$25 Starbucks Gift Card
Jared Barney, Sheldon Fire
$25 Target Gift Card
Phillip Bently, Tri-Signal
$100 Cash
Linda Nickell, Nickell Fire Protection
$60 Cash
Mike Rodriguez, Fire Master
$25 Olive Garden / Red Lobster
Linda Nickell, Nickell Fire
$25 Olive Garden / Red Lobster
Julis Gray, International Fire
$50 Lowes Gift Card
Allen Quirk, Paraclete Fire & Safety
$100 Getz Innovators Certificate
Phillip Bently, Tri-Signal
PAGE 9
2010 4
Annual Meeting 2011
H3R
Echo Smart Pens – Recording Device Morgan Jones Ace Fire
For having the most correct answers on “Power of Observation” game
Echo Smart Pens – Recording Device Kirk Haroutunian, Valley Fire
JL INDUSTRIES / ACTIVAR
L & J FIRE EQUIPMENT
OXARC
REMTEC
STRIKE FIRST
$25 Olive Garden Gift Card
Brenda Haber, First Choice Fire
3 pack LED flashlights
Maria Holliday Carlon Fire
Digital Camcorder with Camera
Don Baldaseroni Pride Fire
$150 Product Voucher
Maria Holliday, Carlon Fire
$150 Product Voucher
Tom Meng, Fire Service Plus
$100
Best Buy Gift Card
Mike Reeser, Santa Rosa Fire
$100
Best Buy Gift Card
Ron Mora, Jorgensen Co
Golf Putter
Linda Nickell, Nickell Fire
Golf Putter & Golf Balls
Kirth Dwire, Fire Safety Supply
$25 Chili’s Gift Card
Denise Sexton, Armor Fire
$25 Home Depot Gift Card
Brian MacGillivray, North Co Fire Equipment
TYCO SUPPRESSION / PYROCHEM / ANSUL
WESCO
Chrome 10#Ansul Redline Ext
Mike Rodriguez, Fire Master
Chrome 10#Ansul Redline Ext
Kirk Haroutunian, Valley Fire
Amazon Kindle
Jeff Vindas, International Fire Equipment
Sony – HD Snap Video Camera
Quincy Mora, Jorgensen Fire
CALSAFE GRAND PRIZE
Napa Wine Train & Wineries Adventure
Big Winner!
Kirth Dwire, Fire Safety Supply
Special thanks to our vendors who so willingly donate these prizes to make this part of the
event so special
PAGE 10
CALSAFE
NEWS & NOTES
SB886
THE ONGOING SPRINKLER BILL SAGA
As you know we ended 2011 with SB886 being turned into a two year bill. We are now waiting to see if it
will continue on its path in 2012. If it is not carried by the same legislator then we will be on the look out
for a new bill to be introduced. This has been a long four year battle, and we thank everyone who has
contributed and supported this effort. Sometimes in a long fought battle we have to continually remind
ourselves of why we are doing what we are doing. This bill in its various forms has been poorly written, it
would be over burdensome in its implementation, it would unnecessarily drive up the cost of doing business and in our opinion it will have an adverse impact on other programs in the OFSM such as the fire
extinguisher program. For all of these reasons and more we will continue to stand opposed to this legislation. Keep watch on the website for any announcements about action that might take place in between
newsletter publications.
(Continued from page 2) President’s Article
future. NAFED, who also attended that meeting, offered the opportunity for the State Associations to
meet again and to utilize meeting rooms in correlation to the upcoming NAFED Las Vegas meeting. We
welcome NAFED’s participation and attendance at the State Association meeting and thank them for
providing the meeting room area.
We have the dates, we have the place and hopefully we will have you…the 2012 CALSAFE Annual Meeting has been set and the dates are October 5th. & 6th. .. the place Courtyard by MarrioƩ San Diego Airport/Liberty StaƟon (hƩp://www.marrioƩ.com/hotels/travel/sanal-courtyard-san-diego-airportliberty-staƟon/).
A great hotel on the water, with those wonderful sea breezes! Stay tuned for more details!
More Annual Meeting 2011 highlights inside. ..
Happy New Year!
Randy Dysart
CALSAFE President
2012 Annual Meeting October 5th & 6th San Diego
PAGE 11
2010 4
STATE FIRE MARSHAL UPDATE
Last year we report on several regulations packages that were making their way through the
OFSM. They were:
Service Vehicle Marking
The New Enforcement Chapter
The modifications from the NFPA 10 review
The Service Vehicle Markings was sent out for a second 15 day public notice on December 2nd.
We are waiting to hear if there were any comments received.
Both the New Enforcement Chapter and the NFPA 10 submittals were still in the OFSM the last
we had word. We were told that under the current conditions regulation packages needed to have
extensive justification to move forward. These two packages were being reviewed to determine if
additional justification was required.
There is a FE Advisory Committee meeting later this month and we will report on the status of
these regulation packages after that meeting.
The advisory committees have also been task with reviewing the new IFC that is under review to
be adopted in California. We were asked to look at all fire extinguisher references to see if any
amendments were in order. This is in process and we will report if there is anything of significance
proposed.
We will have not yet received the 2012 retest list nor the date or locations for testing at the time of
this printing.
News Flash
From a CBS Atlanta Reporter Jennifer Mayerele
Some 18,500 Smoke detectors sold to the Atlanta Fire Department by a Calabasas California
Businessman were determined to have counterfeit UL labels. It was reported that the Fire
Department distributed them to city residences only to have to recall them with a concern if
they would even work. UL determined the UL “labels” that were attached were fake and the
detectors did not undergo proper testing and could be unreliable. More information can be
found by performing an internet search “silver sails smoke detectors”. This is not the first
story we have seen where fraudulent UL labels were used on products. Before you buy be
sure you have checked it out. If it’s price is too good to be true, it may not be!
PAGE 12
CALSAFE
NEWS & NOTES
How Well Do You Know Title 19?
1) When an inspection of any non-rechargeable fire extinguisher reveals a deficiency in the listed conditions (as identified in the Title and before exception) it shall be: 574.4
a) returned to the customer to be used as a back up
b) discharged and removed from service
c) corrected and returned to service
2) Fire extinguishers shall be subjected to maintenance _______ as described in this chapter or immediately after use… (the blank is:) 575.1
a) every six years
b) monthly
c) annually
3) At the time of service, hydrostatic testing, or at any time when parts are replaced, _______ shall be provided by the licensee to the owner… (the blank is:) 575.1(f)
a) a detailed explanation as to the reason why parts were replaced
b) an itemized invoice showing work performed and parts replaced
c) a manufacturers certification for the source of the parts replaced
4) According to Table 4 when a hose assembly is electrically nonconductive between couplings (CO2 hose
only) the corrective action is to: Table 4 Hose Assembly 5
a) replace
b) repair any breaks in the reinforcing wire
c) recouple the hose
5) According to 575.4 (a)(4) what is not included to be thoroughly checked prior the dry chemical reuse:
a) agent is not contaminated
b) agent is the appropriate type
c) agent has the correct moisture content
6) When applicable maintenance procedures are performed for Halogenated Agent Extinguisher recharging or hydrostatic testing the ____________ shall begin from that date (the blank is:) 575.6 (d)
a) agent shelf life
b) mandatory replacement period
c) 6-year requirement
PAGE 13
2010 4
(Continued from page 4) Price at the pump
Third -
Park the gas guzzler money trap. This may not always be possible and in some cases may
cost more money than the difference in gas mileage, however.... It can cost a lot more money to keep that old vehicle on the road in repairs and low MPG than to update your vehicle
fleet. This is a difficult concept for some to buy into and there are exceptions to the rule
(especially if you only have one truck and you drive it), but when you honestly do the math
you might find that you are spending a whole lot more money keeping that 7,8 or 10 year
old vehicle on the road rather than replacing it with a more reliable efficient one.
Last -
“Shop the Market”. How many choose where they purchase gas based on where they run
out? As you travel make mental notes of where the cheapest gas is found and choose to fill
up there even if you still have a quarter of a tank left. On the other hand don’t be guilty of
spending a dollar to save a dime! In other words don’t drive extra mileage just to get to that
place that has the lowest price only to backtrack the same route to continue on your way. It
may cost you more get to that lower price than you save but filling up there.
Nothing new just common sense practical ideas.
Have a great 2012!
CALSAFE Editor
At the 2011 CALSFAE Annual Meeting
Mike Brand and Darrell Hefley were presented with the Lowell Schuck Honorary
Award for their work with CALSAFE. Both
of these individuals have
spent many years working
Lowell Schuck
within the ranks of
Honorary Award
CALSFE.
Congratulations and thanks for all of your hard work.
PAGE 14
CALSAFE
NEWS & NOTES
FIRE PROTECTION’S BORN SALES PEOPLE - - - NOT!
Given but a fleeting few seconds to ponder it, most of us would have little difficulty producing the
names of at least two or three individuals who it seems are always in the right place at the right
time, always have the perfect words to use and whose outward appearance and demeanor seem to shout S-U-C-C-E-S-S.
Yes the “born
sales person” is well known to most of us.
But are these that come to mind so quickly literally born sales people?
Actually - no. There are no born sales people just as there are no born
accountants, born website designers, or born physical therapists. Sellby Bruce Carter
ing is a skill which much be taught, learned, refined and perfected like
most other vocations or endeavors in life. In the fire protection industry,
successful sales people are not born either but rather are individuals who have committed to
taking the steps and paying the price necessary to achieve excellence.
If learning that the born person is a myth like the Loch Ness monster, the Easter bunny and the
tooth fairy is a disappointing revelation to you, cheer-up for there is good news in this message
as well. No specialized equipment is required to become an exceptional
sales rep. A person’s family history, economic standing or social status is of
zero consequence and one’s political position is of no importance either.
What is required for a person to become a top seller is the desire to achieve
and the self discipline to work hard. In the world of fire protection, sales, two
very basic skills must be mastered.
The Numbers Game
Regardless of how skilled one becomes in their selling career, they will never
be able to “sell ‘em all” . . . nor should they. Honest and ethical selling calls for a winning situation for both the buyer and the seller. On occasion, circumstances are such that a sale simply
should not be made. All products and services are not the ideal solution to all buyers needs. It
is the job of the professional to identify legitimate prospects while disqualifying those who would
be better served by an alternative solution.
Locating and identifying buyers with the financial means to buy, the willingness to listen and the
appropriate set of needs, often requires sifting through dozens of “non-prospects” who do not
meet the required criteria. The more contacts made in a given period of time however, the
more likely an appropriate sales “fit” will be identified. Sales people need to sift through a number of “suspects” to find and ample number of truly qualified prospects. Indeed successful selling is a numbers game.
2010 4
PAGE 15
The Presentation
The restaurant industry understands it. The Hollywood star’s glamorous lifestyle depends on
it. Political leaders and advertising executives understand well that the presentation is a crucial key to their very survival. In the world of selling too, how well we present our products and
services may well be the deciding factor in a profitable sale or a big NO SALE. In every sales
situation, the buyer visualizes a set of scales in his mind. On one side of the scales the prospect places the big stack of money he is being asked to spend. On the other side of the
scales are the perceived benefits he will receive if in fact he buys. It is the sales person’s primary mission to present his products and services in such a way as to “tip the scales” so that
the benefits are more valuable than the money in the buyers mind. A sales person’s appearance, preparedness, enthusiasm, verbal style and knowledge of product are all key ingredients
in the professional presentation and help build that all important VALUE.
No successful sales people are not born that way but rather developed as top producers as a
result of training, hard work, and the consistent application of basic fundamentals. Over their
careers, the pros have continually contacted many qualified prospects and have honed their
sales presentation to perfection. If successful selling is your goal, do not despair that you
were not a “born sales person” – simply roll up your sleeves and get to work. Success awaits
you!
Bruce Carter is a motivational speaker and sales trainer that specializing exclusively in
the fire protection industry. For information on Bruce’s popular in-house training
seminars for your team visit his website at www.nafiresales.com
Word Search Key
for puzzle on pg 3
We’re on the Web!
http://www.CALSAFE.com
California Association of Life
Safety and Fire Equipment
How to reach your local Board Member
OFFICERS
GENERAL BOARD MEMBERS
PRESIDENT
NORTHERN DIRECTOR
Kim Golding
Arrow Fire Protection Co.
Fremont, CA
(510) 791-1113
CENTRAL DIRECTOR
Chris Gilbert
FireMaster
Burlingame, CA
(530) 624-0145
Randy Dysart
Jorgensen Co.
Rancho Cordova, CA
(916) 852-4130
SECRETARY
Edie Wade
Brooks Equipment Company
Hampton, GA
(626) 827-2872
VICE PRESIDENT (PAST PRESIDENT)/TREASURER
Darrell Hefley
Jorgensen Co.
Fresno, CA
(559) 268-6241
VICE PRESIDENT (PAST PRESIDENT)
Chris Hoiland
Orange County Fire Protection
Orange, CA
(714) 974-9025
VICE PRESIDENT (PAST PRESIDENT)
Mike Brand
SOUTHERN DIRECTOR
Allen Quirk
Paraclete Fire Safety
Brea, CA
(714) 577-5779
DIRECTOR AT LARGE
Michael Reeser
Santa Rosa Fire
Santa Rosa, CA
(707) 546-0797
DIRECTOR AT LARGE
Scott Marx
Marx Bros. Fire Extinguisher Co.
Los Angeles, CA
(323) 267-6954
Brandco
Bakersfield, CA
(661) 322-6001
BOARD ADVISORS
Darrell Harguth
Neville Throckmorton