How many times have you really wanted to learn how to do something but given up because you felt like it just wasn’t “in your wheelhouse”?

Often we fall back on thoughts of inadequacy from our youth with thoughts like, “I’ve always been terrible at__,” “I’m just naturally bad at __,” or “My dad was right when he said I’d never be good at __.” But the truth is, while some may be born with an innate ability to perform a particular task without much practice, those who aren’t still have the ability to learn to do the same things, often better than the “naturals,” simply because they will work harder to do so.

A friend from high school comes to mind. She was not the “smartest” kid in school; she was not a naturally gifted student. She was very average. But she really wanted to get a business degree. In college, she worked harder than anyone. When her peers were out partying, she buckled down and kept learning. She took classes at a slower pace, knowing her limits. She graduated with honors and is a successful business owner now, while many of the smartest people we knew from high school flunked out because they didn’t know how to study. They’d never had to before.

As a business owner, it’s essential that you have that “growth mindset” that allows you to keep learning and not feel defeated by failures.

You’ll see this idea again and again in this year’s Restoration Industry Leaders Review on page 24, which offers an inside look at three well-established, successful restoration powerhouses. All three have learned to accept the changes of the industry over the years, to roll with the punches, and see a chance for growth in failures. That’s the only real way to make it in any industry.

Remember that those times you fall short of the goals you set for yourself are opportunities to learn and improve your business strategies, management skills, etc. People with a growth mindset look for ways to do things better next time; they read books, talk to peers, and take classes. Also keep in mind that learning is never one size fits all. If the books aren’t working for you, but the forums are, great—lean on what works best for you.

It’s also important to enjoy learning to be better at your work. If you ��Dz�’t like learning how to grow your business, how to be a better leader, and other aspects of your work, then maybe it’s time for a difficult discussion with yourself. Is this really the work you want to be doing?

Most importantly, learn to embrace your confidence in yourself. If you believe you can learn and grow in your career, it will be a lot easier to do so. Otherwise, those failures will always just feel like failures.

Amanda Hosey is the managing editor of��Cleanfax. She has worked as an editor and writer for more than six years, including four years with��Cleanfax.��Reach her at��amandah@issa.com.

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Why can’t I find good employees? They just ��Dz�’t want to work! I feel like a babysitter. They make dumb mistakes, come in late, and bring their personal drama to work. When I do find a good employee and train that person, I always end up losing him to a competitor.

Sound familiar? If so, you are not alone. The issue most expressed by successful business owners is difficulty attracting and keeping good employees.

I have been in the cleaning and restoration industry for more than 25 years as an owner, trainer, coach, and consultant. And I have seen my share of technicians.

Some become excellent employees who create a great career for themselves and greater profits for the company. These superstars are the keepers, the kind of long-term employees that help grow the company. Others seem to start out great but end up failing in the company mission. They may have personal issues, conflict with leadership, or face other problems that prevent them from carrying out their responsibilities. These employees usually ��Dz�’t last very long.

There are also the employees who seem to do just well enough to avoid getting fired. Because they lack motivation, they need constant reminding, prodding, and occasional reprimanding just to keep them pointed in the right direction. This leads to frustration for you, fellow employees, and customers. Mediocrity becomes the norm. It is with this group that you may find your greatest opportunities as the business owner.

By all accounts, these are good people. They ��Dz�’t steal from you or your customers. They come to work ready to perform. They wear the company uniform. They do their jobs—maybe not exactly the way you want all the time, but they do it. You may find yourself wondering, “Where is their drive? Why ��Dz�’t they take some initiative? Why ��Dz�’t they go the extra mile? Why aren’t they more like me?”

The truth is they are ordinary people. There is nothing wrong with that. Ordinary is normal. Most people are content working for a living, collecting a paycheck, and living an ordinary life. They are motivated by needs and wants. As long as the job provides most of their needs and some of their wants, they will be content.

You cannot effectively motivate people beyond that. If you try, you will create frustration for yourself and the employees. But you can inspire them.

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Motivation versus inspiration

Motivation comes from outside; inspiration comes from within. Motivation comes from a desire to avoid pain or move toward gain. Inspiration comes from a desire to grow, build, and improve.

Interestingly, the word inspire also means to inhale. Just like we physically breathe in whatever is in the atmosphere, your employees will be inspired by the atmosphere, culture, or environment that you create within your company. What are your people breathing in? Criticism, negativity, fear, and frustration? Or positivity, constructive feedback, and opportunity?

Be honest. When you meet with your people, is it mostly to complain, find fault, and make rules? Or do you celebrate the wins, praise performance, and share the bigger vision? Do you help your people dream? Do you help them create and attain worthy goals? Do you help them see how their successes and the success of the organization are intertwined?

The truth

Here’s a hard fact that you might not like: Most long-term employee problems are really the result of leadership problems. Sure, you get a bad apple from time to time, but if it keeps happening over and over, look in the mirror—the problem may be looking back at you.

Effective leaders inspire people to do their best without constant supervision. Leaders make the company mission crystal clear in addition to how the employee fits within that mission. Effective leaders develop the followers into leaders.

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The best leaders are humble and leave their ego at the door. They put their people first. They invest time and money in training and employee development. Effective leaders grow their people and their people grow the company.

The solution

How can you attract and hire good people? They are all around you. Notice I used the word attract. Create the kind of place where people love to work.

Employees ��Dz�’t leave companies to work for other companies. They leave people to work with other people. Why? Because they believe that they will be better off. It’s that simple. Your job as a leader is to create an environment that attracts good people who, once inside, ��Dz�’t want to leave. They should feel that they are better off with you than anywhere else.

The very best people tend to work for the best companies. Like diamonds, they are a precious resource that you may have to polish before you can see the full potential value. Developing yourself as an effective leader is the best way to develop your people. Read leadership books and attend seminars. Learn from successful leaders. Find the full potential in yourself as a leader, and you’ll be able to awaken the full potential of your employees.

Bruce DeLoatch has been in the cleaning and restoration industry for 24 years. He holds three IICRC master certifications and is an IICRC approved instructor, an EPA Lead RRP instructor, and a behavioral studies accredited trainer. He can be reached at bruce@cleanerscoach.com.

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With more than 1,200 employees, 528 trucks, and 21 locations nationwide—not to mention $287 million in revenue in 2018—it’s safe to say American Technologies Inc. (ATI), headquartered in Anaheim, CA, is a powerhouse in the restoration industry. CEO and owner Gary Moore began in the industry more than four decads ago. He says, “I quickly recognized that there is no better sense of appreciation and accomplishment than in helping people restore their lives in the wake of disaster.”

Creating his ideal company

Well before founding ATI, Moore says he “stumbled” into the industry. During high school in Fort Worth, TX he began working for a friend’s family restoration business and stayed with the company throughout college and for another 10 years after until he and a few coworkers broke off to create their own company in San Francisco. After a few very successful years, that company was acquired by Fluor Daniels, and Moore felt it was time to make his own mark.

“I saw how the emergence of asbestos provided new opportunities for the industry and decided to take a leap of faith,” Moore explains. “I formed this company based on three non-negotiable principles: I didn’t want to have any business partners, I didn’t want to have the highs and lows of catastrophic work, and I didn’t want to be a publicly traded company.”

On average, ATI’s revenue has doubled every five years, with the last six years growing at 20% or more. Over the next three years, they expect to grow 18% year over year by further penetrating markets with a “brick-and-mortar presence.”

The company has always offered a wide range of 24-hour emergency services, from the most common ones like water damage remediation, to asbestos and lead abatement, to the rarer document restoration. One of the key elements to ATI’s continued success has been its ability to evolve its services with changes in demand. For example, Moore says, “While environmental services made up 74% of the business when it was established, today it represents only 18%. In contrast, construction was not a service we offered until 1992, yet today, it is the largest percent of our business, generating over 42% of the revenue.”

Striving for the best customer service

Moore credits most of the success of “the nation’s largest family-owned and operated restoration contractor” to an “unwavering commitment to customer service.”

“We are a service industry that revolves around helping people during their worst moments. Seeing people at their low point and turning that into a high one is very rewarding,” Moore says. “Whether it is getting a hospital’s emergency room operational three days ahead of schedule or restoring a family’s home and saving heirlooms, it gives me a deep sense of satisfaction. I have never looked back or regretted my decision because each day feeds my soul.

“Anybody can build a building or do a remodel, but dealing with the people, the complexity, the emotions, and the utter chaos of an emergency situation keeps us on our toes and is what makes this industry so rewarding.”

That devotion to the customer is also rewarding financially, with Moore considering building those relationships with clients to be his best marketing tool.

According to Moore, “At the end of the day, people do business with companies they know and like.”

Educating next-generation restoration companies

For those just getting into the industry or trying to grow, Moore says to make sure to hire the best team for your purposes, and invest in your people and company’s culture.

In addition, he points to the need to have the capital to sustain the company as you deal with payment delays. He says, “Realize the capital outlay of cash needed to float jobs until they are paid. Most companies in our industry go out of business due to cash restraints.”

Moore has learned firsthand the importance of having well-defined standard operating procedures (SOPs). His company grew rapidly and found the need for more strategic design, development, and excecution of SOPs.

“With a single location, you have more control, and SOPs are taught by example,” he explains. “If you grow rapidly, opening offices around the country, those standards are not necessarily in a manual, so training is challenging. If we had established written procedures from the beginning, our path would have been smoother.”

Moore knows that, in such a crowded industry, it can be frustrating trying to make your company stand out from the pack.

He says, “The best way to differentiate yourself is to hit singles and have a high batting average. Being successful is simple: Hire smart, retain your staff, and empower that staff, and they will make the customer happy.

“If you treat every customer’s home or business as if it’s your own, you’ll have more business than you know what to do with.”

What does a successful restoration company look like? Where does one start, and what are its goals? What can we learn from someone else’s journey? This month, we’re bringing you the stories of three very different restoration companies, their highs and lows and how they found success. Check out the other companies featured in our 2019 Restoration Industry Leaders Review:

Buffalo Restoration

Rainbow International of Mesa, a Neighborly Company

Amanda Hosey is the managing editor of Cleanfax. She has worked as an editor and writer for more than six years, including four years with Cleanfax. Reach her at amandah@issa.com.

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Think of Montana, and you likely imagine green plains, blue skies, and snowcapped peaks. All that is the backdrop to Bozeman, MT’s restoration mainstay, Buffalo Restoration. The company serves the greater Gallatin County area with 35 employees, providing a diverse array of services that the community might need: Fire and smoke restoration, water damage restoration, mold remediation, and reconstruction, as well as carpet and rug, duct, contents, and forensic cleaning services.

Owners Ben and Gail Yanker started the company 28 years ago with a goal of providing the best possible service.

“We exist to provide highly valued restoration services for our customers,” Ben Yanker says. “Our company is very family oriented and deeply involved with our community.”

That commitment to serving the client has kept the company growing and successful for almost three decades.

How they built a name

The Yankers found their way into restoration as many do—through another industry. After graduating from Montana State University with a degree in business, Ben and his wife Gail started Buffalo Painting, which offered residential and commercial painting services. Through his work, he saw the need for restoration services in the area, and ten years after founding their first company, the duo established Buffalo Restoration.

Ben says, “I saw an opportunity to provide our community with high-quality options for damage repair. The technical side was an exciting challenge—to learn a completely new industry.”

He focused on getting the training he needed, eventually becoming the very first Restoration Industry Association (RIA) Certified Restorer and Water Loss Specialist in Montana. He “became heavily involved with the RIA, which was then ASCR” and made connections through Business Networks.

Over the years, as much of the work in the industry moved to TPA work, Ben and Gail made a conscious decision to work hard to build their company without it. Program work makes up only about 2% of the company’s leads.�� Ben says, “We chose not to be beholden to TPA program work early on and instead put our money towards ad campaigns targeted to the end user and generated a fantastic customer base. Of course, quality work and trust go a long way as well.”

He adds, “Eventually we became the company of choice regardless of national contracts.”

According to Ben, the company has used a slow-but-steady approach to growth, though some years saw revenue growth in the double digits. The company’s monthly sales now exceed the annual sales of its first few years.

“Because we are in a small market, past client referrals and general, public, top-of-mind awareness wins the day for us,” Ben explains of the company’s growth. “We often say that if we haven’t worked for you, we have worked for someone you know.”

The company makes sure its well-known name in the area stays well known through careful brand placement including effective television and radio spots and a fleet of trucks distinctly wrapped so that Buffalo Restoration is the first name potential clients think of. But, Ben says, the company isn’t immune to the effects of economic recessions. Specifically, all reconstruction trades were once performed by the company itself, whereas subcontractors now are used for some aspects.

However, the Bozeman area is currently experiencing major population growth at around 10%, which has given Buffalo Restoration the chance to grow, too. In order to continue to drive the company forward, a strong leadership team, led by Ben and Gail’s son Christopher, who is the general manager, is in place.

The Yankers know to keep their growth in perspective, though.

“Despite our years of success, we know we are only as good as our last job,” Ben says. “We must focus on executing the fundamentals exceptionally well.”

Recommendations for the growing company

“Understanding and controlling the financial and marketing aspects of the business are critical,” according to Ben, as are developing relationships with other contractors in the industry through organizations like RIA. But he feels the most important thing for owners to improve is their management knowledge.

“If I could do things over again, I would have worked on developing my leadership skills and focused on developing my team members,” he says.

Ben recommends restoration company owners trying to grow or strengthen their businesses put in extra effort developing themselves as leaders of their people.

Buffalo Restoration prides itself on creating a culture that employees love, treating their people like family in both the big things and the small (like cooking them a homemade breakfast on their birthdays).

“You must be technically competent, of course,” Ben acknowledges, “but more importantly, you must work on yourself to become a better leader and develop a culture folks want to be part of.”

What does a successful restoration company look like? Where does one start, and what are its goals? What can we learn from someone else’s journey? This month, we’re bringing you the stories of three very different restoration companies, their highs and lows and how they found success. Check out the other companies featured in our 2019 Restoration Industry Leaders Review:

American Technologies Inc.

Rainbow International of Mesa, a Neighborly Company

Amanda Hosey is the managing editor of��Cleanfax. She has worked as an editor and writer for more than six years, including four years with��Cleanfax.��Reach her at��amandah@issa.com.

��

The post 2019 Restoration Industry Leaders Review: Buffalo Restoration appeared first on Cleanfax.

If you’ve been mulling over joining a franchise system, then Dallas Neville of Rainbow International of Mesa, AZ, a Neighborly Company, is your guy to talk to. After 17 years as an independent restoration contractor, he transformed his company into a Rainbow International franchise in early 2017. And what does he have to say about the move?

“If I were to start all over in this industry, I’d probably go the franchise route way sooner,” Neville says.

In the beginning

Twenty years ago, right out of high school and long before franchising, or even restoration was at the top of his mind, Neville began a carpet cleaning business. The cleaning company became successful easily, especially after taking over carpet cleaning for a large movie theater chain.

However, he says, “It wasn’t long before I realized you have to clean a vast amount of carpet for a lot of hours just to make a decent amount of money, whereas you could make the same amount of money, if not more, from a single flood.”

But some of Neville’s repeat customers started calling about water losses, so a relative in the restoration industry helped get him started doing restoration work. He got his certifications and never looked back.

“I kind of migrated away from carpet cleaning completely and strictly handle restoration now,” he says.

When Neville started in the restoration industry, he explains, “There wasn’t nearly the level of competition there is now, so getting into the industry was a lot easier, the volume of work was a lot better, and we were able to get pretty good, rapid success.”

Two decades of changes

Like any 20-year-old company, Neville’s has seen its share of challenges and changes. What started out as an owner, a tech, and a truck has grown into 17 employees, nine trucks, a 23,000-square-foot facility, and a whole lot more. The company is also full service now, performing water damage, mold, asbestos, fire, and contents work to name a few.

Neville credits much of his success to “growing the right way,” by adding employees and trucks slowly. He made sure the demand for work warranted adding to the company.

“I didn’t want to incur a ton of debt to be able to grow the company. So, I worked harder myself, took a lot of calls myself… It took about five years to get to a point where I had a collection of competent employees.”

In its first year, the company, comprised of Neville and one technician, saw revenue of about $170,000. Last year, it finished at $2.5 million, much of which came from asbestos abatement, which is a niche that Neville has found pays well and keeps the crew busy. The company is also expanding into two new territories, which will allow it to cover 3.5-4 million homes.

Much of the company’s growth can be attributed to its transition into a Rainbow International franchise in early 2017. Like many in the industry, Neville was hesitant to go the franchising route, but he says he wishes he’d done it sooner.

“There’s a lot of different-colored trucks out there that people hate. Insurance adjusters talk nothing but bad about a lot of the franchises,” Neville explains. “But I believe every franchise has some great franchises in it, and they have some bad apples, too, just like everyday life. You have to distinguish yourself as one of the good apples who’s going to do the right thing and not shortcut the jobs and will build correctly.”

Since he chose to franchise with Rainbow, he says he feels the benefits of having billions of dollars backing the company by being under the Neighborly umbrella. According to Neville, “It carries a lot more weight when these insurance carriers see that a big national franchise is involved because they know, if something goes wrong, corporate is going to step in and handle it.”

Still again, much growth of the company has come from getting on the national TPA accounts. He has found program work to be a major boost to his company, which also has an in-house marketer who markets to insurance agents directly.

“We found that 27% of all claims volume goes through the call center, so that means the additional 73% goes through the actual agency office. Most insureds will call their agent prior to turning in a loss to determine if it’s worth them turning it in,” Neville says. The company established relationships with agents throughout the area that call Rainbow to get a professional estimate.

“We’d rather get out there and at least get eyes on the loss and see if it’s worth them turning in; if not, we can advise the agent. If it is, we can go ahead and facilitate the loss,” Neville adds.

The best and the worst of the industry

But Neville doesn’t see insurance work as all sunshine and roses. He acknowledges that the hardest problem in the industry is getting paid for work done in conjunction with insurance companies.

“Sometimes you have to give blood to get them to pay their bills on time,” he says. “A lot of insurance companies think that we’re banks who’ll finance these jobs for three months. Getting the payment is like pulling teeth; helping the insured is happiness in our industry.”

Neville says the best part of the work for him is helping people in crisis, serving the actual insured: “They are at their nerves’ ends. And then you can see their faces change as we bring their place back to pre-loss condition—and most of the time to even better condition. Seeing them realize it’s going to be okay, that they can move on, and they can rebuild their lives is the best part of the work.”

For those just starting the journey

Neville is realistic about the restoration industry as it exists today. He says, “If I had to start all over right now, I ��Dz�’t know if I’d stay in the business. It would be a hard business to get into.”

There are more than 200 restoration contractors in his area alone, according to Neville, and every one of them is having to really diversify to keep up with the competition. That competition doesn’t end with fighting over clients; it also extends to getting the good employees.

“One of the biggest challenges is finding trustworthy employees who actually want to work,” Neville explains, (though he says most of his employees have been with the company for years). “But Rainbow has a network of hiring and recruiting firms that they have partnered up with to qualify and screen candidates prior to them coming us. You know, we want to hire certified techs right from the get-go…So, it’s one less worry for us.”

But for those committed to venturing into the industry, Neville recommends getting all the certifications you can to handle the need for diversification as well as learning to be okay with change—new techniques, different ways of doing things.

Neville says, “You can always learn something new. Stay on top of your training, whether that’s new techniques in magazines, new requirements or techniques in standards, changes in equipment, etc.

“Those opportunities allow you to become better at your field, add more tools to your craft, and be a better, more successful entrepreneur.”

What does a successful restoration company look like? Where does one start, and what are its goals? What can we learn from someone else’s journey? This month, we’re bringing you the stories of three very different restoration companies, their highs and lows and how they found success. Check out the other companies featured in our 2019 Restoration Industry Leaders Review:

American Technologies Inc.

Buffalo Restoration

Amanda Hosey is the managing editor of��Cleanfax. She has worked as an editor and writer for more than six years, including four years with��Cleanfax.��Reach her at��amandah@issa.com.

��

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Understanding pH can be difficult, yet a big part of what we do in cleaning is chemistry. Knowing about pH means you can either avoid a lot of problems, possibly fix them, or at least explain them.

Degreed chemists in our industry will often comment that we have drawn the wrong conclusions about what we know. Don’t we understand at least the basics of what is essential? Probably not.

pH misinformation

It is not that we were intentionally deceived by anyone; we’ve just been misinformed. Here are the little lies we have been taught:

• pH measures the strength of acids and alkalines.
• The pH scale goes from zero to 14.
• Values in the pH range from zero to seven are acids; those in the seven to 14 range are alkalines; and seven itself is neutral.

Here’s what went wrong: We added our powers of reasoning to these half-truths, which resulted in further miseducation. Therefore, we are wrong when we say things like:

• A pH of 2 should be neutralized with a pH of 12.
• A pH of 1 or 13 is very powerful.
• pH is the measurement of acidity and alkalinity.

It appears we have been taught the wrong pHacts. Going back to what we learned, we were taught that all pH measurements measure acids and alkalinity. Therefore, educators thought it would be okay to teach the pH scale alone. However, the pOH scale measures alkalinity.

Zero to 14

Under ideal conditions, the pH + pOH of water can equal 14. These scales really exist for convenience. Try googling “pH negative one” and “pH 15” and you might be surprised to find that they exist.

So, what is the point of emphasizing the scale? And is seven really neutral? Again, only under ideal conditions. However, most pH meters do not measure pH as it is given in its definition as pH = -log₁₀[H⁺]. Notice that temperature is not given in this equation. Therefore, most pH meters adjust the real pH so that the pH + pOH equals 14 just to make it easy to understand.

Many might wonder why pH is not the measurement of acidity and alkalinity. Well, it’s close. In fact, it can be a measurement of pH. The pH of a solution is controlled by buffering and ionic strength. Thus, one can have a weak pH of 13 or a powerful pH of 7. Moreover, whether they react with anything can depend upon other factors aside from whether the values are strong or weak.

Using pH knowledge

Now that everything you were taught about pH turns out to be a myth and all of your conclusions are wrong, where do we go next?

Should we just stop teaching pH? Would that solve the problem? No. We would be better off knowing the misinformation than no science at all.

Should we require a PhD in chemistry before cleaning carpet? I think that those who have a PhD would say no (and carpet cleaners would scream it).

Are there other facts about pH that we missed that would give us real science we could understand and use?

The answer to the last question is a big “yes.” Swimming pool cleaners deal with chemistry, and in particular, pH. What do they know that we ��Dz�’t, and how do they use their knowledge? They know pH meters and how to read charts. This is all our industry’s technicians really need to know, too.

Electronic pH meters can tell us what kind of product was last used to clean the carpet, which allows cleaners to avoid assuming the liabilities of what would have been the previous cleaner’s lawsuit.

By knowing the pH of a spot or stain, one can know its source and the best way to remove it. A contrast in pH between the spot and the surrounding carpet tells us that the spot is due to a water-based problem and that a water-based spotter with a contrasting pH will be the most effective spotter to use. When there is no contrast in pH, we know that a dry solvent is the best spotter in that case.

These pH meters can also tell us when color loss is caused by chemicals or if it is coming from the atmosphere or sun fading. Once again, a chemical that causes color loss will leave a different pH compared to the nonaffected area. When it is a natural colorloss, there will be no contrast in pH.

Where does one gain this knowledge about pH? Some instructors teach pH meters, and some do not. Aside from that, there is YouTube. Some manufacturers of pH meters have training videos that show how to use their products on carpet.

Trust me, if your customer sees you using a pH meter, they will be impressed. Furthermore, a photo record of your readings from a cleaning job can eliminate a lot of legal calamities. This is always better than revealing that all you know about pH is junk science.

James “Jim” B. Smith is an IICRC-approved instructor and a senior practicing inspector and part of the voting consensus of the IICRC S100 cleaning standard. His educational studies come from Texas A&M University and the University of Houston. He has been in the cleaning industry since 1975. For more information, visit his website at, call 972-334-0533, or email��jsmith@carpetinspector.com.

The post What Do You (Mis)Understand About pH? appeared first on Cleanfax.

Chad describes this job: “This is from a retirement facility that had been doing their own floor maintenance. They called us to come out and see if we could help. We test cleaned a few areas while doing the estimate. After test cleaning, I was confident we could make a huge difference in the overall appearance and the cleanliness of the facility. We pretreated the carpet with Citric Dissolve mixed with a traffic lane cleaner and applied it to the carpet with a Hydro-Force presprayer. We let it dwell for 20 minutes and then extracted with a HydraMaster 4.8 CDS and an Evolution lightweight wand.”

For an opportunity to win a gift card worth $250, send your images and a brief 100-word description on how you obtained your results to Amanda Hosey, managing editor, at amandah@issa.com, or submit via Facebook messenger at . Contest rules available by request.

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Hiring a new employee costs a small business about $25,000 per new hire. Reduce hiring costs with a scouting system in which you outline each step: Use the same job boards and social media strategy and plan how to spread the word among employees who you offer a referral incentive.

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Aero Tech Manufacturing Inc. takes great pride in producing the highest quality equipment and delivering the performance and flexibility for the ever-changing cleaning and restoration market needs.

For more than 15 years, Aero Tech has been providing technical support and knowledge to ensure we deliver unmatched cleaning performance with the XT from Aero Tech. We engineer greatness into every XT that leaves our manufacturing facility.

Creative engineering blends well with quality construction and continued innovation to create the most powerful cleaning system available today. XT technology just keeps getting better, giving you the power and control needed to save time, conserve fuel, and increase your profits.

The XT’s simple design and ease of maintenance make the unit versatile. Whether for cleaning, restoration, large jobs, or small, this system is ready and reliable day in and day out.

With heat-as-you-drive technology, true dual-wand capability, deeper vacuum, customized storage, and billboard-sized advertising wherever you go, the Aero Tech XT makes dollars and sense.

In addition to the XT’s power, its versatility is a real game changer; wherever your next job takes you, whether a residential or commercial carpet, tile, and/or both, the XT offers extreme heat and true dual-wand capabilities.

Additionally, the dual pressure regulators allow for cleaning at two different pressures simultaneously. Have a third guy on a crew? A third connection can be utilized for prespray application.

Aero Tech’s direct approach to the market removes the middle man and provides a level of customer service and response needed for today’s busy professionals.

New features:

• 5 dB noise reduction
• All-new, 4-stage heating system produces more heat for high-flow, dual-wand cleaning.

XT’s standard equipment:

• Hydraulic-activated transmission PTO,
• New Helical Tri-Lobe/Sutorbuilt blower, 660 ICFM @ 16-inch HG and maximum cleaning speed (engine rpm’s) of 1,550 RPM,
• Water pump, 6 gpm, 1,600 psi max,
• Last-step chemical injection system,
• 7-gallon chemical tank,
• 210-gallon fresh water tank: Stainless steel, round design for added strength and durability (heats as you drive),
• New 155-gallon waste tank: Stainless steel, round design for added strength and durability,
• Electric Vacuum Hose Reel: Stainless steel (400-foot capacity of 2-inch hose), furnished with 200 feet of hose,
• Solution hose reel: Stainless steel, (300-foot capacity of 1/4-inch hose), quantity of two furnished, each with 100 feet of hose,
• Lint traps: Stainless steel, two each,
• FRP van body, aluminum flooring,
• Box fluorescent lighting, three each,
• Dual wand hookup, 2.5-inch inlet connection,
• Control panel: Stainless steel, industrial switches, industrial gauges,
• Digital temperature control.

Contact: 866-390-2376 ��| ��

[infobox title=’A Moisture Meter Primer’][/infobox]

Water damage restoration work requires contractors to quickly assess and remediate to prevent further structural damage, mold growth, and other moisture-related issues. Correct assessment of the moisture conditions inside a damaged structure requires the right tools for testing the conditions of a structure and is critical to your success and reputation as a restorer.

With a quality moisture meter and thermo-hygrometer you can:

• Quickly define the areas that are affected,
• Identify what kind of drying equipment is best,
• Monitor overall drying progress,
• Verify the structure is dry.

Pin and pinless moisture meters are the two meter types used throughout the industry. Knowing how they work and what information they provide will help ensure you are making the most out of whichever type and brand of meter you use.

Which meter should I use?

Most technicians use both. It is hard to beat the convenience of a quick survey with a pinless meter and then follow up with more complete testing of problem areas with a pin meter and special application electrodes.

What does the reading mean?

Most moisture meters implement material scales that give the technician the flexibility to “measure” different building materials. Most meters feature a “wood” scale, and some have a drywall scale for a direct reading of MC percent. Almost all meters utilize at least one “relative” scale for comparative readings on non-wood materials. These also can be called reference or comparative scales. Some use the term “WME” because the reading is an indication of what the material would attain if in close contact and equilibrium with wood expressed as a percent moisture content of wood. These arbitrary scales vary in range from 0-100, 0-200, 0-300, and 0-1,000.

Since pin and pinless meter technologies respond differently to the presence of moisture, it is difficult to make direct comparisons between scales of different manufacturers. It is important to understand the basis of the calibration of each scale of the meter and learn how your meter behaves on specific materials and under varying conditions.

Moisture meters are proven, essential tools in the industry. Some are very simple, while others are feature-rich, combination devices. Regardless of which type or brand you choose, keep it calibrated and in good working order. A high-quality meter, built for the restoration environment and supported by a reputable manufacturer, is one of the best investments a restoration company can make.

Delmhorst manufactures the highest quality moisture meters available on the market for a variety of industries. Every Delmhorst product is assembled in the USA. Our commitment to product excellence and superior service is our hallmark. Delmhorst meters provide consistent and accurate moisture information on your product—valuable information you need to make critical decisions.

Contact: 877-335-6467 ��| ��info@delmhorst.com ��| ��

[infobox title=’An Indiana-Based Company Powers the Restoration Industry’][/infobox]

GMS Distribution (GMS) was founded in 2008 in Fort Wayne, IN by Gerrett M. Stier. He created GMS’s Portable Power Distribution Center (the “G-Unit”) in response to the restoration industry’s need for more electricity. Over the past decade, GMS has helped the restoration industry save time and money with the G-Unit — a small, compact, lightweight, colorful, and easy-to-use source of electricity that plugs into range and dryer 220v outlets. As president of GMS, Gerrett has 17+ years of experience in residential and commercial electricity as a journeyman electrician, manufacturer, and business owner/operator. In his own words, Gerrett shares why GMS is a valuable partner for the restoration industry:

What inspired you to create the G-Unit?��

When I was still working as a journeyman electrician, a good friend and restoration company owner/operator asked for my help to purchase power distribution equipment for his company. After searching online and seeing what was available, I told him I could make something better! I built the first G-Unit that following week and word about GMS quickly spread throughout the industry. In 2011, I partnered with Aramsco for national distribution. GMS now sells products in both the United States and Canada.

How does the G-Unit help the restoration industry?

The industry is constantly needing more power for equipment. Our UL-listed power boxes add 48 amps to residential job sites, save technicians time, and prevent tripped breakers. I put together a small, lightweight kit (32 lbs.) that fits all adapters, extension cords, and the box in one bag to keep everything together. We were also the first to sell plastic boxes, allowing techs to safely use our product with the old-style three-wire adapters.

What makes GMS unique?

Every G-Unit is hand assembled in the USA. GMS also sources more than 50% of materials from Indiana-based companies. Also, customer service is a top priority for GMS. I want to use my electrical expertise to help the industry. Electricity can be confusing, which is why I am available to help 24/7. My cell phone number is literally on our website. Contractors are always surprised when I answer their call on a Sunday evening! Finally, I stand behind everything that comes from my warehouse, as every product literally has my initials (GMS) on it. Our G-Units have a three-year full warranty.

What is next for GMS?

This year, we launched a new product (our first since the original G-unit) — a large-loss generator power distribution center. Our generator systems are custom built to our customers’ generator specs with an output range of 240-540 amps.

Contact: 260-312-2736���� |����

[infobox title=’Dri-Eaz^® LGR 6000Li: Bringing you new technologies that make your job easier’][/infobox]

No doubt about it, restoration is hard work. Contractors are seeking advancements in drying strategies, and insurance companies are requiring better documentation to process payments. Our industry is quickly adapting to new technologies that make restoration more efficient.

Optimizing performance

The most significant advancements in dehumidifier technology are sensors and systems that adapt drying performance to ambient conditions. Dri-Eaz’s Extreme Dewpoint Technology (EDT) system connects a microprocessor to a proprietary controller with high-tech sensors that measure temperature and relative humidity through the dehumidifier’s inlets and outlets.

This exclusive Dri-Eaz-engineered system adjusts the blower speed, allowing either more or less air dwell time across the coils to optimize water removal in all conditions. This is a huge benefit since conditions vary across regions, seasons, and even day-to-day conditions on the job. In low-grain conditions, the results with EDT have been phenomenal — at least 40% higher low-grain water removal than with competitive units. EDT is readily available — Dri-Eaz utilizes it in all of its latest i-Series dehumidifiers including the LGR 7000 XLI, Revolution LGR, and its newest LGR 6000Li.

Intelligent onboard systems also provide maintenance prompts to clean coils and alerts to check and change filters, helping to sustain peak performance and the longevity of dehumidifiers.

Time-saving mobile app

Scanning QR codes on new Dri-Eaz equipment labels can auto-populate job documentation and give instant access to specific product information. Users simply scan into their Next Gear apps (if a subscriber) or instantly link to a mobile-friendly webpage with equipment specifications, how-to videos, and product manuals. This is especially helpful when questions arise out in the field about pint removal, amp usage, etc., when setting up equipment.

Preventing on-the-job hassles

What about other, less digital advances? With the new Dri-Eaz® LGR 6000Li, Legend Brands achieved significantly quieter operation — lower decibels AND a lower frequency range that’s less annoying to the human ear. This dramatically reduces the chance that the occupants will turn off a unit and disrupt drying progress.

Another smart design for the LGR 6000Li factored the average height of stairs into the wheel size and placement, allowing units to travel up and down steps with ease and reducing the stress on technicians’ backs and on customers’ stairs.

All of these advances help raise the level of professionalism in the industry by enhancing documentation, decision making, ease of use, and drying effectiveness.

We are all working hard to make restoration more efficient.

Contact: 800-932-3030���� |����

��[infobox title=’Meet the DryLINK^® Ecosystem, New in 2019 from Phoenix’][/infobox]

You can truly BE EVERYWHERE AT ONCE with DryLINK® 2.0, DryTAG, DrySENSE, and DryPHONE!

DryLINK® 2.0, new and improved

DryLINK® is a free app with a free drying report that works with iOS and Android devices.��You can take atmospheric and moisture content readings in seconds using Bluetooth technology.�� You can track your equipment with last known location, monitor jobs in real-time, and get alerts if equipment is turned off.

DryLINK® 2.0

• Support for DrySENSE—moisture measurements (automatic or manually entered)
• Support for DryTAG—can be added to any equipment inventory tracking, on/off notifications, job hours, and life hours
• Support for DryPHONE—remote monitoring and alerts
• Advanced graphical drying report
• Add non-connected equipment to company inventory
• Recording of chamber dimensions and chamber notes
• Notification of out-of-date firmware for nearby dehumidifiers
• New equipment icons and several user-interface updates

[one_half]

DryTAG Bluetooth Beacon benefits:

Saves time

• Save time on job setup
• Automatically provides days of use and serial number to the drying report

Inventory tracking

• Gives you the last known location on a map with no monthly fee

Additional benefits with DryTAG

• Logs when equipment is turned off
• Provides a job and lifetime hour meter
• Battery life indicator with notifications

Additional Benefits with DryPHONE

• Sends real-time alerts if equipment is turned off
• Provides usage data remotely

DrySENSE Bluetooth Material Moisture Level Sensor benefits

Saves time

• Automatically fills out your drying report

Tracking

• Gives you the last known location of the sensor with no monthly fee

Additional benefits with DrySENSE

• Data logs every six hours
• Calibrate the RH sensor
• Battery life indicator with notifications

Additional benefits with DryPHONE

• Provides real-time drying information remotely

[/one_half]

[one_half_last]

DryPHONE remote monitoring (optional) benefits

Saves time

• Enter daily readings remotely
• Rearrange daily visits based on actual conditions

Remote control of dehumidifiers

• Enable Quiet Mode Remotely
• Remote Diagnostics

DryMAX with Bluetooth

Saves time

• Enter daily readings automatically
• Data logs conditions every 15 minutes

Inventory tracking

• Last known location

Additional benefits

• Control your dehumidifier with your app
• Update your firmware with your app
• Get current readings including temp, RH, GPP, GD, Job Hours, Life Hours, Fan CFM, Coil Temp

Additional benefits with DryPHONE

• Remote control of your dehumidifier from anywhere
• Remote diagnostics

[/one_half_last]

DryLINK® drying report

• Automatically filled out atmospheric and moisture content data with equipment usage
• Data automatically flows from the app to the report
• Job summary report with easy-to-read data graphs

The DryLINK® FREE mobile app 2.0 update

• Manual moisture readings added
• Multiple visits per day supported
• Chamber dimensions and percent wet added

Contact: 800-533-7533���� |����

[infobox title=’Game Changers: 5 Tools to Use with Your Wet/Dry’][/infobox]

Have you ever arrived on a jobsite to discover that you ��Dz�’t have the tools you need? With the wrong tools, work becomes time-consuming, backbreaking, and inefficient. But when you use the right tool for the job, everything falls into place.

ProTeam® created the largest vacuum in their wet/dry line to tackle the biggest jobs. The ProGuard® 20 has a 20-gallon capacity and powerful suction for quick cleanup. The ProGuard 20 comes with a standard set of useful tools, but restoration contractors can expand their arsenals to address more specific cleaning situation. The below ProTeam tools can help speed up restoration cleanup.

28-inch front-mount squeegee

When it comes to flood restoration, time is of the essence. Choose this squeegee to efficiently capture large volumes of water from smooth surfaces. The wide, 28-inch blade cleans flush against walls and corners.

36-inch one-bend bulk pick-up tool

When the area is filled with debris, this bulk pick-up tool saves time. It provides 3 feet of extra reach to capture pieces of large debris without hunching over or straining to reach. This approach improves productivity while easing user comfort.

12-inch paddle tool

Designed to clean flooring under low obstacles, the paddle tool is only 2.5 inches tall. Use it with a two-bend, coupling-style wand to clean under shelving, furniture, or equipment.

28-inch crevice tool

Another tool that helps with hard-to-reach areas, this crevice tool gets into tight places with an extra two feet of cleaning access. It can also be used to clean baseboards, corners, and edges.

14-inch hard surface tool with nylon brush

In delicate cleaning situations, use the gentle hard surface tool with nylon brush. Capture medium to large particulate from tile, marble, vinyl, linoleum, wood, and concrete while quickly maneuvering obstacles.

Browse tools at .

Contact: 866-888-2168���� |����

The post August 2019 Restoration Profiles appeared first on Cleanfax.

The restoration industry, like so many other industries, depends on groups to succeed — clients, employees, and insurance companies. When we understand the needs of each group, we can set ourselves apart from other restoration companies in the eyes of the agents and adjusters and build better agent relationships.

The clients, our employees, and the insurance companies will start wanting to work together with us as we make every effort to help them in a professional manner.

1 | Preemptive relationship building

Start by showing how you will take care of their clients with a current loss instead of promising that you will take care of their clients in the future. When you start a loss that will be billed through insurance, ask your client for their local agent’s name and phone number. If your client does not know the phone number, you can look this up easily on the internet.

Within 24 hours, contact the insurance agent, and let them know that one of their clients had a water damage loss and you responded quickly, removed the water, and set up the drying equipment. Ask the agent if they would like you to email them photos of the loss so he or she can have a better understanding of the it.

At the end of the loss, you can stop by this agent’s office and mention that you just finished up the mitigation work at their client’s house and wanted to give them an update. This will almost always get you through the gatekeeper and straight into the agent. You then have the opportunity to show how you have just helped their client instead of trying to tell them that you will help other clients in the future.

2 | Make a happy client, make a happy agent

Agents and adjusters want to work with happy clients just like the rest of us. So, what exactly can we do to make sure this happens?

Yes, it is our responsibility to make sure our clients are satisfied with our work, not just for their sake, but also for those who will pay us for our services. Here are just a few ways we can ensure great experiences for our clients and make life easier for insurance agents and adjusters (as well as yourself).

Show them that you care about their client’s health and safety, property, contents, and time by doing
the following:

• Communicate properly and promptly.
• Follow industry guidelines when it comes to indoor air quality by placing proper HEPA air filtration.
• Follow state and federal laws when removing hazardous materials.
• When moving contents, be sure to block and protect.
• Protect unaffected flooring and other property when performing mitigation services.
• Set up proper drying chambers and containment.

3 | Be a source of knowledge

Offer to help educate agents and adjusters in the industry with free continuing education (CE) credit classes that they both need for their licenses and want to take because you have made them exciting to attend. As you look for unique and different ways to market your business, offer what few companies, if any, in your area provide. I was able to have 300 insurance agents and adjusters come to our office by offering free two-hour CE credits in our flood house (that we built in our warehouse).

By offering the only real-life water damage training in the area, I was able to cold call the regional managers who oversaw education for agents and adjusters and offer to help educate them so they could better understand what their clients go through during a loss. This then gave our outside salespersons the opportunity to walk into an insurance agent’s office and offer something that no other restoration company had offered.

We would have a class scheduled each month and could ask if any in their office needed CE credits to keep their licenses. We would then have the opportunity to get to know these agents and their staff members at our office. They would get to see our equipment and know our staff members.

Most insurance agents and adjusters want to work with professional restoration companies — companies that communicate effectively with their clients, take proper measures to ensure the client’s property and contents are protected, and ensure that the health and safety of clients is a first priority. Also, by educating them, adjusters and agents can better understand what their clients are experiencing.

Gregg Sargent is the president and owner of Sargent Strategic. He has more than 18 years of experience in the carpet cleaning and restoration industries including building and selling his successful company. He has more than 21 years converting cold leads into profitable jobs and was named the Worldwide Franchise Marketer of the Year and Worldwide Entrepreneur of the Year. He can be reached at 720-277-7113 or�� .

The post 3 Ways to Build Better Agent and Adjuster Relationships appeared first on Cleanfax.

As children, most of us learned that getting lost isn’t a good thing. It can present unseen dangers that we aren’t yet prepared to handle. We can get hurt, and in extreme cases, we can even risk losing our lives.

When we’re young our parents cautioned us not to wander too far. We’re taught how to place markers on our paths (the proverbial bread crumbs) in case we lost our way. The beauty of the bread crumbs isn’t that they keep us from getting lost, but rather that they give us the freedom to explore places we may never have experienced otherwise and then return safely home with a different perspective from when we left.

Business owners play this out in their businesses every day, and many have found their way into unfamiliar places they never imagined they’d encounter. As consultants, it’s frequently at this point when we receive a phone call asking for guidance.

A business consultant’s job isn’t just to guide clients in finding a way out of their current predicament (fix my cash flow; fix my sales; fix my hiring). My job is also to help owners become more comfortable with getting lost in the first place, helping them gain the understanding that getting lost is an opportunity for growth. Often, we must get lost—sometimes profoundly and painfully so—to discover what’s really important, to find goals truly worth pursuing, rather than the ones we thought we wanted or were told we should want when we started our journey.

Those of you who know me know that I’m a strong advocate of business planning. So, it might come as a surprise to learn I feel not having a business plan at the outset of a business isn’t always a bad thing. Why? Because I ��Dz�’t think most business owners really know what they want when they start out. They know what they think they want (to make lots of money) or what they ��Dz�’t want (painful experiences).

It’s only through the process of losing their way and then finding it again that they can truly discover what’s important to them. This happens as a business grows and ages just as it does when we grow and age. The things that are so important to us when we’re younger frequently change as we get older. The things we got so riled up about in our younger years sometimes relax as we age. Insults and grievances that were so offensive to us before often take on an element of truth as we get older.

Business consultants like me can argue that merely giving owners the answers to their business problems isn’t always the best way to serve them—that it’s only when we create a safe enough environment for them to risk getting lost that we’re serving them best and earning our pay. This doesn’t mean that we should ignore the business urgencies of the moment. It means that we can’t just keep dispensing a “magic pill.” We need to understand what’s causing the malady in the first place.

It often takes our businesses being in distress, our lives being in turmoil, or being physically exhausted to get to a place where we can reflect on what’s important to us, where we are at that moment with our businesses and our lives, and where we want to go with both. In other words, losing our way and then rediscovering our path.

As an advisor, sometimes the best advice I can give someone is to get lost.

Chuck Violand is the founder and principal of Violand Management Associates (VMA), a highly-respected consulting company in the restoration and cleaning industries.

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The post Get Lost appeared first on Cleanfax.