A

2008 3

CALSAFENEWS & NOTES

watch over all activity

to ensure that Sena-

tor Torrico was not

able to get it attached

to another bill that

would move forward.

This did not happen.

So…the issue is es-

sentially dead for this

year.

Cal Safe was instru-mental in drawing at-tention to this bill andin developing an op-position coalition.Our work on the billwith our lobbyist, andour work to promote acoalition in opposition

continued on pg 3

In a dramatic example

of California politics

AB2288 was held in

committee and did not

advance to the senate

floor in time to meet

the deadline for this

legislative session.

All bills that

were to be

voted on and

moved to the

governor’s

desk needed

an approval

vote by

8/31/08. The

appropria-

tions hearing identify-

ing those bills that

were moving forward

was held on 8/7/08.

At that time this bill

was not advanced.

Union members pre-

sent immediately ran

out to locate the au-

thor, Senator

Torrico, who

stormed into

the room. De-

spite his at-

tempts the bill

did not ad-

vance. During

the next few

weeks our lob-

byist kept a close

AB2288: BATTLE WON - WHAT ABOUT THE WAR ????

UL300: A FEMA REVIEWUL 300: New National, Stateand Local Legislation is En-

couraging,

but Further Education isNeeded

More than 14 years havepassed since the introduc-tion of UL 300 “Fire Test-

ing of Fire ExtinguishingSystems for Protection ofRestaurant Cooking Areas”as the fire extinguishingsystem testing protocol.FEMA – along with otherorganizations and associa-tions – has remained vocal,leading efforts to pass newnational code requirements,

state laws and local statutesthat uphold and mandateUL 300 as the requirementfor compliance.

At this 14-year milestone,we celebrate the many suc-cesses in the adoption ofUL 300 as law throughoutmuch of North America,Continued on page 5 “UL300”

CALSAFE

ALERTS

Have you made

sure your trucks

have all the

equipment

listed on the

new

SFM Vehicle

Inspection

Report?

Have you

applied to DOT

for your test

label

exemption?

???? See the

bottom of

Page 5 !!!!!!

“IT IS LIKELY

THE

PROPONENTS

WILL NOT

GIVE UP THIS

EASILY”

California Association of LifeSafety and Fire Equipment

PAGE 2 CALSAFE NEWS & NOTES

By the time you read this newslet-ter a new President will have beenannounced!

No you haven’t lost time, it isn’talready November. The President Iam speaking of is the President ofCALSAFE.

I know many of you were wonder-ing if my term as President wouldever end, well it finally has and Iwill turning over the reins over to anew President , Randy Dysart.Randy has been a member of CAL-SAFE and served on its board formany years. If you have been atour annual meetings, read thenewsletters or seen any of theState Fire Marshal Advisory re-ports you have seen his name orseen him. To say that Randy hasbeen involved in CALSAFE or itsboard is an understatement.Randy ’s involvement has beentireless and exhaustive. There isnot a better person or one moredeserving for the job. I am confi-dent that Randy will do a great jobat leading our association.

I am also sad to announce that

Mike Brand has decided to passon his duties as the Association’sTreasurer . The Treasurer’s posi-tion is critical to the Associations’operations and Mike has done afantastic job over many years.Thank you Mike for all of your hardwork. Mike is another one of theindividuals whose involvement

has not always been fully known orappreciated. Mike has donatedlarge amounts of both time andresources for CALSAFE. As a pastPresident, Mike retains the posi-tion of Vice President and I hopehe will remain involved on theboard as his input and insight aregreatly appreciated and needed.Edie Wade has accepted the re-newal as our Secretary and I willserve as the new Treasurer.

I am sure you have read the leadarticle on AB2288. I want to con-tinue to thank Randy and Chris fortheir tireless efforts on this steer-

ing committee. We solicited fundsfrom you, our membership, for thelobbyist we hired. To date we haveonly received about a third of whatwas required. It appears our ef-forts were successful this year, butnow we have to complete our fi-nancial obligation. I want to thankall of you that have already con-tributed to this effort and I want toappeal to those who haven’t . Ourstrength as an association is bestseen when we band together toform a united front as we have inthis fight. If you haven't as yetcontributed, please send in yourcheck today and mark it forAB2288.

My last article as your Presidentwill appear in the next Newsletterand I will have more to say aboutthe experience and the associa-tion.

As a final note for today, if youmissed this year’s annual meetingyou missed a great one. The op-portunity to return to San Diegowith a great line up of speakersall combined for a success. Theannual meeting is a great oppor-tunity to support this associationas the association has the oppor-tunity to support your business.

Please plan to attend next year!

Presidents Message

President’s CornerBy Darrell Hefley

OUR STRENGTH AS

AN ASSOCIATION IS

BEST SEEN WHEN

WE BAND

TOGETHER TO FORM

A UNITED FRONT

CongratulationsRandy Dysart

CALSAFE’s New President

PAGE 3FALL 2006

following documentation at-tached when it is returned:

1. Sample of the companytag,

2. Sample “set” of Collarrings,

3. Sample of Hydrostatic testlabel if applicable

4. Current valid local businesslicense,

5. Proof of general liabilityinsurance,

6. Board of Equalization resalelicense,

7. Either a reciprocal letter ora current DOT letter for hydro-static testing

Either a reciprocal letter or cer-tificate for the Halon recoveryunit.

If all of these documents areattached, your license will beprocessed much more quickly.

Just as a reminder, if any em-ployee leaves your employmentor joins your company, youmust notify us in writing within7 days of the change. Emailsand faxes are acceptable. Keep-ing this information current willensure the quickest service fromour office. If you have anyquestions, please feel free tocontact me. Thank you verymuch for your attention tothese details and I look forwardto a productive renewal season!

Vikkie Raby

Extinguisher ProgramAdministrator

As we enter renewal seasononce again, we wanted to takethe time to remind everyone ofwhat they need to include withtheir renewal forms in order tomake the process go moresmoothly for all involved. First,please be sure to verify both themailing address and the physicaladdress. If there is a change, besure to note it on the renewalform so we can make the neces-sary changes to your account.

Be sure the phone number andcontact name for your companyis still accurate. This reallyslows things down when thisinformation is not accurate.Always verify your employeelist. Cross off any names ofindividuals who are no longeremployed with your company,and write in any individuals whowork for you but are not cur-rently included on your em-ployee list.

All renewals need to have the

STATE FIRE MARSHAL CORNER “IT’S RENEWAL TIME!!!”

along with the work of ourlobbyist in the “back rooms”of Sacramento was key inkeeping the bill from movingto the Senate floor. Wemade sure that all of theparties knew that this billwas not necessary and wasextremely costly to theState as well as the public.We had expected to havethe bill make it to the gover-nor’s office where we wereworking hard to ensure a

veto. The results were bet-ter than we had hoped for.

However, it is likely the pro-

ponents will not give up this

easily and will be back

again next year with another

attempt to force us into an

unnecessary and costly

waste of time and money for

a program that there is no

evidence of need. They

never did produce data to

support their claims. The

Cal Safe board is currently

evaluating how we will re-

spond when (if) this takes

place. Input from any Cal

Safe members is appreci-

ated. Please e-mail any

thoughts you might have to

Darrell Hefley at

dhefley@jorgensenco.com,

Randy Dysart at dy-

sartR@cintas.com or Chris

Gilbert at chgil-

bert@tycoint.com

“Battle won...” Continued from page 1

“...if any employee

leaves…notify …

within 7 days”

PAGE 4 NEWSLETTER TITLE

but also acknowledge that out-dated cooking fire extinguishingsystems still exist in some restau-rant facilities. FEMA continues toeducate distributors and fire pro-fessionals, encouraging them toenforce and mandate compliancewith national, state and local lawsmandating restaurant cooking fireextinguishing systems be UL 300tested and listed – ultimately, sav-ing lives and property.

Why UL 300?

The revised and stricter testingguidelines in the UL 300 testingprotocol were necessary becausereal-world trends in commercialcooking were creating significantnew fire hazards for restaurantowners. Prior to 1994, fire extin-guishing systems were installedprotecting cooking fire hazardsthat were present at that time.Since then, pre-UL 300 restaurantcooking appliance lines have beenaltered with the introduction ofhigher-efficiency appliances andnon-fatty or trans-fat-free cookingoils, like vegetable and olive oils.Modern, energy-efficient technolo-gies allow appliances to heat-uprapidly, but also to maintain theirheat for longer periods of time,creating longer flashpoint periodsand greater concern for fire poten-tial, while less-fat cooking oils pre-sent more severe burning charac-teristics. Systems tested and listedunder the old (pre 1984) Subject300 testing protocol did not takethese significant changes and otherfactors into account.

In response, UL called for an In-dustry Advisory Council (IAC),which included members ofFEMA as well as experts and lead-ers in the fire system manufactur-ing industry, to examine real world

conditions and suggest new testcriteria that represented and ad-dressed the new hazard. Initialtests found that, on average, fivetimes more wet-chemical agentwas needed to extinguish cookingline fires. Further, it observed thatdry-chemical systems, installedunder the old test criteria, did notadequately extinguish fires. Reflashdue to excessive heat was com-mon.

The new UL 300 fire testing proto-col that replaced the old UL Sub-ject 300 testing protocol mandatedthat testing be conducted exhibit-ing real world conditions. The useof actual appliances that heat upand cool down at specific rates wasrequired along with the use ofvegetable-based cooking oils in-stead of renderings or fats. Thenew testing guidelines ensured thatall manufacturers’ systems performto the same benchmarks, in thesame manner, before their prod-ucts were allowed to bear the ULListed Mark.

State Adoption of UL 300

As of November 21, 1994, manu-facturers could not use the ULListing Mark on newly manufac-tured systems, unless the systemhad passed the new UL 300 testingprotocol. FEMA member compa-nies were among the first to manu-facture products that passed andwere listed to the new UL 300 test-ing protocol. FEMA has been ad-vocating replacement of pre-UL300 systems since the beginningand states are taking note. Manylegislators and community leadershave reviewed the facts, under-stand the potential hazards and lifesafety dangers of maintaining pre-UL 300 extinguishing systems in-stallations, and are taking action at

their state and local levels.

All states now mandate that newly-built restaurants contain a fire ex-tinguishing system that is UL 300listed, while many states furtherrequire that presently installed, pre-UL 300 restaurant systems be up-graded or retrofitted. (See map fordetails.) NFPA 96, 2008 editionstates “10.2.3.1 In existing systems,when changes in the cooking me-dia, positioning or replacement ofcooking equipment occur, the fireextinguishing system shall be madeto comply with UL 300.”

Most noteworthy, five states –including two of the largest, Cali-fornia and Texas – require that allfire extinguishing systems withinthe state (regardless of installationdate) be UL 300 listed. Some stateshave also mandated replacement ofthe fire extinguishing system if themanufacturer no longer supportsthe system or has gone out of busi-ness.

Dry chemical systems were unableto pass the new UL 300 testingprotocol and are no longer beingmanufactured for protection ofcooking hazards or supported bytheir manufacturers. Therefore,these systems often violate presentcode depending on the state andlocal authority having jurisdiction.FEMA recommends these systemsbe removed and replaced at theearliest convenience.

continued on page 5

Create an Action Plan

While new national, state and locallaws remain a positive step towardfire safety, more education andenforcement is needed. Restaurantowners and operators, understand-

“UL300” Continued from page 1

PAGE 5VOLUME 1, ISSUE 1

ing the life safety risk, need to pro-actively install, retrofit or upgrade(if necessary) their fire extinguish-ing system thereby complying withregulations mandating UL 300 in-stallations.

Assess your risks. Distributors assume agreat deal of liability by servicingsystems that are not UL 300 listedor are no longer supported by theirmanufacturer. Anytime a commer-cial cooking line is altered, fire haz-ard conditions also change, requir-ing re-evaluation of the extinguish-ing system. NFPA 96, 2008 editionstates “10.2.7.4 Changes or modifi-cations to the hazard after installa-tion of the fire extinguishing sys-tems shall result in re-evaluation ofthe system design by a properlytrained, qualified, and certified per-son(s).” Insurance companies mayseek liability from the distributor ifthe extinguishing system was ser-viced, but not properly re-evaluated after a cooking line al-teration.

As a precautionary measure, dateand take pictures of the cookingline, hood arrangement, nozzleplacement and condition of allequipment during each service call.This information could serve to beof value should you ever be en-gaged in a legal issue concerningcode compliance or lack of per-formance of said system.

Talk to industry leaders. Meet withclients’ local fire marshals or au-thorities having jurisdiction to un-derstand the proper requirementsand codes. Also check with eachextinguishing system manufacturerto verify if they support older sys-tems, or if they have instructionsfor retrofitting. Some manufactur-ers no longer provide support orsystem parts for older systems andwill not accept responsibility fordry chemical or pre-UL 300 sys-tems that remain in place or arereinstalled in another location.

Continue to educate. The economicand life safety risks associated withmaintaining a non-UL 300 fire ex-tinguishing system far outweighthe cost of a new system. Existingdry chemical systems may not ex-tinguish the fire, place all employ-ees and patrons at risk and create afalse sense of security. Even if asmall fire erupts, the end resultmay be a total loss of the restau-rant or even worse, loss of life.The risk is just too high. Economi-cally, the clean up and businessinterruption costs from a drychemical system discharge alonecould justify the cost of upgradingto a UL 300 compliant system.

Instruct owners and operators tocheck their insurance policies –many companies now include arequirement that extinguishingsystems be UL 300 listed for the

policy to be in effect, while othercompanies offer financial incen-tives to upgrade.

Fourteen years ago, the industryaddressed the changes to commer-cial cooking operations by thecreation and product complianceof a more stringent testing proto-col. Codes and standards have fol-lowed suit with mandatory require-ments for compliance. States andlocal jurisdictions have adoptedlanguage supporting UL 300 instal-lations. The time has come forALL commercial cooking op-erations to be a part of the lifesafety solution and come intocompliance.

For additional UL 300 education mate-rials and decision flow chart, visitFEMA’s Web site atwww.femalifesaftey.com.

Editors Note: The CaliforniaFire Code now reads that allsystems have to be UL300

compliant by the second ser-vice of this year. We are nowin that 2nd service cycle. Youshould not be servicing anysystems that are not UL300,dry or wet unless they meet

the exception for schools thatdo not have a deep fat fryer.

“UL 300” Continued from page 4

Two CALSAFE ALERTS were mailed since the last Newsletter.

One notified you of the proposed vehicle inspection form that we expect the SFM to post on their website and begin using in their inspections. Many local AHJ’s will also use this form when they see a vehi-cle servicing extinguishers. Insure you have everything on your service vehicle that is identified on thislist. The list and the Alert are posted on the CALSAFE website.

The other was for those with a DOT RIN. The State mandated low-pressure Hydro label does not con-form to CFR49 marking requirements. The alert advised you to submit a request for an exemption toallow you to use the state label. This Alert and a sample letter are also on the website.

PAGE 6FALL 2006

QUESTIONS FOR CARTER

As a 18 year sales training veteran specializing in the fire protection industry, I’ve heard itall! I have had hundred and hundreds of questions asked of me at my FIRE IT UP!seminars. Many of these questions are pretty “far out there” and would not make for es-pecially informative copy here. Many of the questions I’ve fielded, however, have beenvery good ones. It is a sampling of the good ones that I share with you here in hopesthe answers to which will prove helpful to you in your fire protection selling career.

Question: Bruce, there is a particular account in our market area that I (and my boss)would L-O-V-E to have. Presently it belongs to our competitor. I have been actively try-ing to get an appointment – just an appointment mind you – with the plant manager of thisfacility for 18 months now to present our company and its services. For 18 months hehas been rude, crude, foul mouthed and won’t see me. . Can you offer any suggestionson how to breakthrough and make some headway with this guy?

Signed,

Spinning My Wheels in Sacramento

Answer: Dear Spinning Wheels:

I saw a T-shirt on a sour-faced old lady the other day at the mall. The T-shirt read, I’MNOT GETTING OLDER . . . I’M GETTING BITTER! I know that I too am getting olderbut (hopefully) not bitter when I say that the account you speak of may simply be one youdo not want – at least while Mr. Warmth is in charge. Let me explain.

I believe there are two types of potential customers we encounter out there in the salesfield. First, there are PROSPECTS. Prospects typically behave professionally, have aneed for our products or services, have the means to pay for them (important!), are hon-est men and women and are willing to give us their buying decision in a timely manner.These are PROSPECTS. I believe we should go all-out to get the business of legitimateprospects.

On the other hand there are – well, let us call them SUSPECTS. Unlike prospects, SUS-PECTS are very un-professional, are rude, believe our services are “just a big racket”,have not got the money to pay us, and dance, lie, dodge and hide when it comes time tomake a buying decision. Potential customers like these will make your hair turn grayshould you choose to pursue them. I believe that life is simply too short to deal with suchknuckleheads! I am sure your market area has hundreds of other accounts that could bejust as lucrative to you but where you would not have to deal with rude, non-professionalsin the process.

Part of our learning experience on the road to sales success is developing the savvy todecide as soon in the game as possible as to whether the potential customer is in fact justthat – a potential customer and a legitimate prospect – or simply a time waster and a sus-pect.

Continued on page 5 “Questions”

September Board Meeting

“Questions” Continued from page 4

My advice is to:

a. Do some detective work and probe a bit to determine if there might be anotherperson in the desired account that can make a buying decision – one you candeal with other than Mr. Warmth, or …

b. Bide your time and wait for Mr. Warmth to be transferred, quit or be fired, thenGo back and make a call on his replacement, or

c. Cut bait all together and go on to another account more worthy of your time andeffort.

Bruce Carter is a motivational speaker and sales trainer specializing in the fire protection industry. Bruce isavailable to work with you and your team!

SALES AND CUSTOMER SERVICE SEMINARS

IN-FIELD SALES TRAINING and COACHING

CONSULTING

For more information, contact Bruce at North American

Fire Sales at www.nafiresales,com or at (513) 772-3778.

Bruce was our keynote speaker at thisyears Annual Meeting

Denise Sexton

Kim Golding

Darrell “Hoagie” Harguth

Darrell

Hefley

Randy Chris Neville

Dysart Gilbert ThrockmortonEdie Wade

Allen Quirk

On the web at …... www.calsafe.com

California Association of LifeSafety and Fire Equipment

How to reach your local Board Member

OFFICERS

PRESIDENT

Darrell Hefley

Jorgensen Co.

Fresno, CA

(559) 268-6241

SECRETARY

Edie Wade

Brooks Equipment Company

Santa Fe Springs, CA

(562) 944-2070

VICE PRESIDENT (PAST PRESIDENT)/TREASURER

Mike Brand

Brandco

Bakersfield, CA

(661) 322-6001

VICE PRESIDENT (PAST PRESIDENT)

Chris Hoiland

Orange County Fire Protection

Orange, CA

(714) 974-9025

VICE PRESIDENT

Randy Dysart

Cintas Fire

Concord, CA

(925) 429-0395

GENERAL BOARD MEMBERS

NORTHERN DIRECTOR

Kim Golding

Arrow Fire Protection Co.

Fremont, CA

(510) 791-1113

CENTRAL DIRECTOR

Denise Sexton

Armor Fire Extinguisher Co.

Stockton, CA

(209) 547-1937

SOUTHERN DIRECTOR

Allen Quirk

Paraclete Fire Safety

Brea, CA

(714) 577-5779

DIRECTOR AT LARGE

Michael Reeser

Santa Rosa Fire

Santa Rosa, CA

DIRECTOR AT LARGE

Chris Gilbert

FireMaster/Simplex Grinnell

Livermore, CA

530-624-0145

BOARD ADVISORS

Darrell Harguth

Neville Throckmorton

We’re on the Web!

http://www.calsafe.com

Hewlett-Packard