A PUBLICATION OF THE INSULATION CONTRACTORS … · 2015-08-24 · Retrofit Certificate of Completion .....16 Calendar of Events .....16 Continued on page 7. 2 September | October

REPORTICAA INTRODUCES NEW CONSUMER RETROFIT FINANCING PROGRAM

Program and Registration Information at www.insulate.org/convention

New Addition to the ICAA Convention ProgramCompliance Tips for the New Confined Space OSHA StandardRequirements under new OSHA regulations may alter the work process and staffing for insulation contractors. This thorough discussion will set out the parameters for compliance and what changes may occur in our industry.

Thursday, October 1, 11:30a.m.Friday, October 2, 12:30 p.m.

A young couple living in an old house wants new insulation. They understand the benefits. They’d love to lower their utility

bills and be more comfortable year-round. They just have one concern: “How do we pay for it?”

Homeowners often put off home improvements like insulation retrofits because they lack financing options. But when insulation contractors offer homeowners simple, affordable financing to pay for new insulation, closing sales will be easier.

A New Financing ProgramICAA is pleased to announce a new program with Kilowatt Financial that enables insulation contractors to offer straightforward financing to their customers. ICAA chose Kilowatt because the company has extensive experience working with contractors, and because its consumer finance programs can help contractors reach more customers and close more sales.

Five Key Elements of an Effective Customer Financing Program1.Specificallydesignedandtestedforinsulationcontractorsandtheircustomers. Kilowatt has designed its financing program specifically for home improvement contractors. There is no cost to become a Kilowatt-approved contractor, no credit card fee to process deals, and no contractor fee for qualified products. Paperless options are available through Kilowatt’s convenient web-based portal. Same-day funding upon project completion ensures that insulation contractors are paid immediately.

2.Financingwillgrowtheinsulationcontractingbusiness. Kilowatt has specifically designed the program to help reach more customers. Instant credit approvals and sophisticated underwriting models mean that more customers are approved. In addition, customers do not need to have equity in their homes.

3.Flexiblefinancingoptionsmeetvariouscustomerpreferences. Kilowatt provides a variety of financing products, features, and financing terms to suit different customer preferences, including deferred payment plans and payment plans of up to 12 years with low annual percentage rates so customers can

A PUBLICATION OF THE INSULATION CONTRACTORS ASSOCIATION OF AMERICA September/OctOber 2015

ICAA Convention & Trade ShowOctOber 1–3, 2015

red rock resort

LAS VegAS

INSIDE THIS ISSUEPresident’s Message “An Investment in Knowledge Pays the Best Interest” ................................................................. 2

Spotlight on ICAA Partner Federated Insurance ............................. 4

Spotlight on ICAA-Member Supplier Star Machine ......................... 10

Spotlight on ICAA-Member Supplier Phase Change Energy Solutions ................................................. 14

Retrofit Certificate of Completion ......................................................16

Calendar of Events ..............................................................................16

Continued on page 7

2 September | October 2015 INSULATION CONTRACTORS REPORT

P R E S I D E N T ’ S M E S S A G E

Jeff HireICAA PresidentEmail: [email protected]

An Investment in Knowledge Pays the Best Interest

Insulation contractors and industry suppliers from across the U.S. mark their calendars each year for the ICAA Convention and Trade Show.

It offers a once a year opportunity to sharpen business skills and catch up on the industry, while networking with manufacturers, suppliers, and other insulation professionals.

Our theme for the 2015 ICAA Convention and Trade Show is “ICAA Means Business.” This year’s show will be held at the Red Rock Resort in Las Vegas, a great place to get down to business. The resort offers an ideal location to recharge your energy, and the ICAA show provides the perfect opportunity to strengthen your professional networks and fortify your business skills.

Benjamin Franklin once said “An investment in knowledge pays the best interest,” and time spent at the 2015 ICAA Convention and Trade Show is just that. It’s a three-day investment in your business with ongoing interest that comes in the form of additional knowledge, new business skills, and enhanced professional networks.

Begin your investment in knowledge with the ICAA educational sessions. On October 1, the Convention will kick off with the popular Platinum Educational Sessions which will tackle succession planning, the insulation market, and labor

insights. Refresh your balanced business portfolio and discover opportunities in re-insulation.

As the ICAA Convention and Trade Show continues, be sure to attend the presentations highlighting two exciting industry initiatives. Company representatives from Kilowatt Financial will describe the new ICAA Consumer Retrofit Financing Program, which will offer low-cost, easy-access credit to homeowners for insulation retrofit projects. Federated Insurance will also present an overview of the best insurance programs that will be available for ICAA members.

Learn from many insightful workshops and sessions throughout the Convention as well, as these will inform ICAA members on the latest Federal labor requirements, new OSHA regulations, energy code compliance and familiarity, and, of course, suggested solutions to multiple professional insulation issues.

This October, attend the 2015 ICAA Convention and Trade Show to expand your professional networks and sharpen your industry skills, while taking Benjamin Franklin’s advice. Invest in your insulation business this fall, and collect interest on your new-found knowledge throughout the year.

Annual Meeting AnnouncementICAA’s Annual Meeting will take place Thursday, October 1, 2015, at 9:00 a.m. at the Red Rock Resort in Las Vegas in conjunction with the ICAA Convention and Trade Show.

ICAA Convention & Trade ShowOctOber 1–3, 2015

red rock resort

LAS VegAS

INSULATION CONTRACTORS REPORT September | October 2015 3

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Learn more at certainteed.com/smartbatt.

They don’t see it or hear it, but when it comes to the comfort of a home, you know there’s nothing more important than what’s hidden behind the walls: the insulation. So why not give your customers the best?

Moisture in the walls is unavoidable, but effectively managing that moisture goes a long way toward creating a comfortable home. There’s only one insulation that can help with that.

With CertainTeed’s exclusive MoistureSense™ Technology, SMARTBATT™ intelligently adapts to humidity levels to help prevent mold growth. It knows when to block moisture from creeping into the walls and when to open up and allow moisture to escape.

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ROOFING • SIDING • TRIM • DECKING • RAILING • FENCEGYPSUM • CEILINGS • INSULATION

S P O T L I G H T

Spotlight on ICAA Partner

Jack E. West National Account Executivewww.federatedinsurance.com(800) 533-0472 Ext. [email protected]

Tell us about the history of Federated Insurance.In 1904, a small group of Minnesota business owners, concerned about the high cost of fire insurance, decided to form their own mutual fire insurance company. At the same time, a group of farm implement dealers organized to address common industry problems, including the high cost and unavailability of fire insurance. The two groups joined forces to form what would become Federated Insurance.

During the 20th century, Federated became one of the nation’s first multi-line insurance providers, offering property/casualty, life, and health coverage. Through steady growth and association relationships, Federated developed a national presence and a strong financial foundation. Today, Federated is a leading provider of insurance products and risk management services to businesses in select industries.

Our mission statement is only two sentences, but in those few words, the reason we exist is summed up clearly: “As a mutual insurance company, we believe our value is measured by the success of our clients. It’s Our Business to Protect Yours®”

Federated Insurance is headquartered in Owatonna, Minnesota, and employs more than 2,300 workers.

Federated has partnered with ICAA to serve the insurance needs of insulation contractors. Why is Federated qualified to serve this market?Federated’s strong history of helping association members with their insurance and risk management needs has resulted in more than 400 state and national associations exclusively


recommending Federated to their members. We have been partnering with the contracting industry for years. ICAA members will appreciate our personalized service and our many value-added tools and coverages — many designed around input from contractors!

Who can insulation contractors call to establish a business relationship with Federated?The best way for ICAA members to get acquainted with Federated is to contact their local Federated marketing representative directly. With more than 550 marketing representatives located throughout the country, Federated is never far away, regardless of whether the contractor is located in a rural or metro area. Federated’s website has a “Locate Your Representative” feature on the home page. ICAA members can also call Federated’s Client Contact Center (1-888-333-4949) for help.

What are the services that Federated Insurance representatives can provide to insulation contractors?We strive to bring more than just insurance products to our clients. Our marketing

representatives can help facilitate and provide a number of services. A few of the resources available include:Major Client Service Standards. Marketing representatives are in regular contact with their clients, but four times a year they meet specifically to assess, identify, and ensure that appropriate coverages and risk management measures are in place. Other needs, such as business succession planning, estate planning, and employee retention strategies, are also reviewed.On-site Risk Management Services. Highly trained risk consultants can help implement tailored risk management programs, facilitate employee safety meetings, and model how to identify and control loss exposures.Risk Management Resource Center. Contractors can get remote consultation on risk management programs and safety meeting support via phone or e-mail.Federated’s Shield Network®. An online collection of risk management materials includes videos, sample policies, sample checklists, and

Continued on page 6


This article is for general information only and should not be considered an offer of insurance or legal, financial, or other expert advice. Some of the services mentioned are offered by third party companies wholly independent of Federated with the understanding that neither Feder-ated nor its employees provide legal or other expert advice. Not all products and services are available in all states. Consult with a qualified professional for questions specific to your circumstances. © 2015 Federated Mutual Insurance Company. All rights reserved.

access to sources that provide employee training, drug testing resources, disaster planning, and more — all available 24/7.Federated Employment Practices Network®. This unique, online resource provides support for human resource and employment law issues, including access to a network of independent attorneys for Federated’s ERPL policyholders.Seven Minute Safety Trainer. Powered by BLR®, this mobile application allows contractors to conduct job site training on more than 350 injury prevention topics.Estate and Business Succession Planning. Federated can provide a complimentary business valuation, and can help owners locate an independent estate planning attorney for a complimentary consultation.

How and where are claims handled by Federated Insurance?One of the most unique advantages of our company is that we operate through a direct model. This means that from the sales process to claims service, ICAA members can expect to work directly with Federated employees for their business insurance needs.

We pride ourselves in providing fast, fair, direct claims service by highly trained adjusters, appraisers, and rehabilitation specialists. In addition to Owatonna, we have claims offices throughout the United States, including Atlanta, Dallas, Indianapolis, Kansas City, Minneapolis, Phoenix, Sacramento, and Tampa Bay.

How do you assist contractors in assessing if their property coverage is suitable?Our marketing representatives utilize Federated’s Right Report® to analyze exposures and insurance needs. This process helps us build insurance programs from the ground up rather than just copying the current coverages. It takes time, but it is extremely important. A contractor needs a thorough understanding of what his/her policy does and does not include. Knowing this upfront helps the owner decide what should be covered rather than finding out about an exclusion when filing a claim.

Federated’s representatives are trained to help ICAA members with every aspect of their business insurance needs from property and liability and workers compensation coverage to bonding and errors and omissions. We can custom design an insurance and risk management program that fits their business.

Who can an insulation contractor contact at Federated Insurance to implement appropriate risk management policies and practices?In addition to their local marketing representative, the Risk Management Resource Center, and all the online tools and services, Federated also offers training for owners and risk managers at the Federated Insurance Risk Management AcademySM. These sessions provide training on many loss prevention strategies, including human resources issues, distracted driving, cyber security, workers compensation claim management, and risk management issues unique to the contractor industry.

What insurance packages other than work comp, risk management, and property and liability insurance does Federated Insurance offer?There are too many to list! Federated offers life and disability insurance and, as mentioned before, helps clients connect with estate and business succession planning professionals. Group health programs are also offered in 23 states. Auto coverage, personal liability, and many other programs specially designed for contractors are available.

ICAA has partnered with Federated Insurance, a leading national carrier specializing in serving the insurance needs of contractors. Federated offers ICAA members property and casualty insurance, workers compensation insurance, and life and disability income protection.

For more information about Federated’s risk management and insurance options and for a complimentary no-obligation review of your insurance coverage, contact Federated’s Jack West at 1.800.533.0472.


make monthly payments that fit their budgets.

4.Amplecreditlines. Kilowatt offers customers credit lines of up to $30,000. This allows homeowners to finance home retrofits that suit their needs.

5.Easyconsumerapplicationprocess. The online application is straightforward and easy to complete with no up-front documentation requirements. Kilowatt provides instant credit decisions that will close deals at the kitchen table. There are no hidden fees, no prepayment fees, and no balloon payments for customers.

Learn more about this ICAA program by attending the ICAA Retrofit Financing Program discussion during the ICAA Convention General Session on Thursday afternoon, October 1. Or set up a one-on-one meeting with Kilowatt at Booth #124. Contact Kilowatt at 1.844.225.8680 or [email protected] to schedule your meeting. Get started today!

There is no cost to become a Kilowatt-approved contractor, so why wait?

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Introducing insulation that performs like high-pressure foam but comes from a refill. The FROTH-PAK™ ULTRA Premium Foam Insulation Refill System from Dow is code-approved for more applications, including cold floors, knee walls and wine rooms, without the large investment of drum foam. Apply it up to 8” thick in rim joists and 10” thick in uninhabitable attics and ventilated crawl spaces for full coverage without barriers or width restrictions. It complies more easily with safety standards, and you can re-enter after one hour. It’s one hard-working foam.

Introducing the insulation that outperforms.

ICAA Introduces New Consumer Retrofit Financing Program continued from page 1

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Only CertainTeed Insulation and Machine Works have everything you need to

confidently power your spray foam insulation business. Our expertise, flexibility

and quality deliver the right solution tailored for your business. Whether it’s

a 20-foot trailer, our parts and repair services, training and support, or our

distinguished line of CertaSpray® polyurethane foam, you can Be Certain™

you're bringing the best comfort and efficiency to every customer.

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Spotlight on ICAA-Member Supplier

STAR MACHINEDavid ValencikGeneral [email protected]

What is the history of Star Machine?Star Machine was founded in 1978 with a simple mission: to develop high quality insulation blower systems for industry professionals.

The 1970’s was a time of great change in building requirements, much of which were propelled by the oil embargo of 1973. This marked the end of cheap fuel and the need for energy efficient homes. The major challenge for the insulation contractor was that available blowers were underpowered, poorly designed, and unreliable. Star Machine leveraged years of experience in installing insulation to build blowers for the insulation professional. Our goals from day one were to build blowers that were: 1) reliable, 2) innovative, and 3) fully supported by our staff.

We have kept that commitment for nearly 40 years. We regularly supply parts for blower units that are over 30 years old and are still in service. We are committed to providing the equipment that our customers across North America count on every day for their livelihood.

What are Star’s best selling machines for the insulation professional?At Star Machine we take a bit of a different view concerning our equipment. The first part of the purchasing process is a detailed discussion with potential clients about their business, the types of projects that are most common, the materials that they apply, the make-up of their crews, and the vehicles that are used. This is an important process, because each Star Machine is hand built to meet the specifications of our clients. This means that our clients receive customized equipment specifically designed for their requirements. And this means greater efficiency and flexibility for the client at competitive prices with “off the shelf” equipment.

Currently our most popular blower unit is the Super Star 1620. This unit is usually configured with a Four Arm Shredder System and a

20 horsepower Honda engine. The Four Arm Shredder System is a new innovation from Star Machine and it provides extraordinary performance and ensures maximum utilization of the insulation whether you use fiberglass or cellulose.

Our other big seller is our 2406 G Vacuum. In talking to insulation professionals we learned that projects increasingly required removing and replacing old insulation but available vacuums were less than up to the job.

Working with the engineering department of one of Canada’s leading universities we developed the Star 2406 G. This is an ultra-capacity vacuum that is powered with a 24 horsepower Honda engine that can outperform anything on the market. This saves the contractor time, money, and significantly improves crew morale. (Vacuuming old insulation is not much fun.)

Are there training opportunities for new owners of Star Machines?Profits in the insulation business are closely linked with efficient operations. We at Star are committed to providing the right equipment for each operator and ensuring that they know how to gain maximum performance from our machines. We provide training either remotely or onsite as required by client. The training includes operation, safety, and maintenance.

What innovations exist in the latest blowing machines?Star Machine is always focused on innovation. Profits in the insulation business come from well-run companies and reliable, efficient equipment. We are particularly proud of two new innovations:

• Four Arm Shredder System — This innovation provides unmatched shredding and preparation of insulation material for the blower. The result is high performance of the blower unit and maximum utilization of insulation material. The

S P O T L I G H T


Four Arm Shredder System saves time and can reduce materials cost by over 10%.

• Star 24 Horsepower Vacuum (Star 2406) — This vacuum is designed to get the job done fast and efficiently. The 2406 can remove a full insulation batt without having to break it up. Additionally, the insulation debris output is pulverized and easy to handle. The 2406 reduces the time and effort and this efficiency falls to the bottom line.

What support does Star offer to its customers?Star Machine technical support is available during normal business hours through our toll-free phone line, text, and email. Additionally, we provide after-hour support as needed.

One of the key elements on our customer on-boarding process is to locate a machine shop in the local area. We establish a relationship with this company so that if service is required, it can be accomplished quickly and locally.

What should stateside customers know about successfully doing business with a Canadian firm?From the first day that Star Machine opened its

doors, we were working with the U.S. insulation industry. We have customers across the U.S. and pride ourselves on both the quality of our equipment and the integrity of our business dealings. We understand that our client’s livelihood is dependent on their Star Machine equipment working day-in day-out for years. We are confident that we build the best equipment for the insulation industry

Continued on page 13

Star 2406 — 24hp vacuum

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Star Machine blower unit


THE PINK PANTHER™ & © 1964–2015 Metro-Goldwyn-Mayer Studios Inc. All Rights Reserved. The color PINK is a registered trademark of Owens Corning. Personality rights of ALBERT EINSTEIN are used with permission of The Hebrew University of Jerusalem. Represented exclusively by GreenLight. © 2015 Owens Corning. All Rights Reserved.

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and stand behind each unit regardless of where it is located.

What changes would you like to see in the insulation industry?We see a significant move toward building science concepts and practices in the insulation industry. This presents a great opportunity for our industry but will require high levels of training and professionalism. The ICAA is a leader in this change, and we are in full support of this exciting future.

How do you enjoy spending those rare get-away moments?I am most at peace at my cottage in Northern Ontario. Far from cities, noise, and electrical power, it provides a great opportunity to read, fish, and reflect while boating on a crystal clear lake. Canada’s North is teeming with wildlife, and it provides both relaxation and perspective on the things that are truly important.

© 2015 Graco Inc. 349485 Rev. A

Learn how at www.graco.com/reactor

You’re in the drivers seat.Reactor 2 has arrived for spray foam and polyurea control freaks everywhere.Each feature in Reactor® 2 electric and hydraulic systems was designed to help your business run smoothly. Like you, we want customers to be completely satisfied with their spray foam investment. Graco provides the control technology to track, monitor and save job information.Visit us at booth #205 at the ICAA Show.Graco has you covered.

349485A.2_AD_ICAA_ConReport.indd 1 8/17/15 2:30 PM

© 2015 ADO Products, LLC

ADO Insulation Accessories.The Simply Smart Advantage.

Call 1-800-666-8191emai l : sa [email protected]

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Spotlight on Star Machine continued from page 11


1-800-343-4446order toll free

visit our websitewww.jrproductsinc.com

Bluffton, Indiana or Reno, Nevada2 locations

Spotlight on ICAA-Member Supplier

S P O T L I G H T

What is the history of PhaseChange Energy Solutions?PCES began working with the food-delivery industry to keep foods hot during transport. Now, the company also manufactures a variety of products containing phase-change material to help keep buildings energy efficient.

What are “phase change materials”?Phase change materials absorb and release heat based on diurnal temperature swings thereby “changing phase” from a solid-like state to a liquid-like state.

What is BioPCM™ and what are its outstanding characteristics? BioPCM™ works in the daytime by absorbing heat

from solar and internal gains and then releasing that heat during the night in order to reduce cooling and heating loads along with energy consumption, while enhancing comfort in the process.

Are there energy savings when phase change materials are used in place of standard insulation? Phase change materials do not replace insulation; in fact, they can work in conjunction with it. Energy savings come from dramatic reductions in HVAC loads. In some cases, installation of BioPCM™ can completely eliminate the need for mechanical heating and cooling. In addition, BioPCM™ has a 75-year life span and no maintenance fees.

Describe how and where BioPCM™ is applied. Designing with BioPCM™ can be as simple as placing the material above drop ceilings, or fastening to studs internally adjacent to insulation. The result will be reduced HVAC loads, energy savings, and comfort enhancement. For designers who seek to maximize long-term benefits and minimize initial costs, the value-engineering approach will be most effective. Using this approach PCM will be placed in locations that maximize radiant, conductive, and convective energy movement. Roof or ceilings should be the first area of installation due to solar radiation and internal air stratification driven by convection. Next, placement in the southwest and east walls, with preference to walls that experience the most solar gain.

What does the term “thermal mass” mean to the consumer? And what if buildings don’t have alternating heating or cooling loads - what happens to the stored energy?Thermal mass is a material’s ability to absorb and


Jeff Cox, Executive [email protected]

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1321 Duke Street, Suite 303Alexandria, VA 22314Tel: 703.739.0356 Fax: 703.739.0412

2015 ICAA BOARD OF DIRECTORSPresident Jeff HirePresident-elect Jeff BeckSecond Vice President Richard CarrollSecretary Ted BlanchardTreasurer Wayne Sullivan

Website: www.insulate.org | e-mail: [email protected]

Published by the Insulation Contractors Association of America and provided as a service to its members. © Copyright 2015.

ICAA is the trade association representing the insulation contracting industry.

Executive Director Michael Kwart

Directors:Jeff Banker

Ginny Cameron Pete Dittemore Ferrell Drum Mike King Kevin Kinzler Joe Miller Jerry Palmer

What’s your favorite Tim Horton’s donut?I’m not much of a donut fan… trying to save my girlish figure, but I do love Tim Horton’s coffee. Timmies coffee is often referred to as a caffeine delivery vehicle and strong coffee propels me through my day.

Star Machine has been an ICAA member since 2010. How has Star benefited from this affiliation with ICAA?Membership in the ICAA is of great importance to Star Machine. The annual conference permits us the opportunity to meet with our current customers and introduce ourselves to the North American industry. The fellowship among those attending is terrific. But perhaps our greatest value from the ICAA are the presentations and learning opportunities. The ICAA is at the forefront on advancing professionalism in the industry, and we fully embrace their efforts.

RETROFIT CERTIFICATE OF COMPLETION UPDATED

The ICAA Technical/Marketing Committe has updated its Retrofit Certificate of Completion. This certificate can be found on

the ICAA Members-Only section of www.insulate.org. This retrofit certificate and the certificates for new residential construction and commercial construction are resources for contractors and their customers to itemize the details of an installation.

2015 ICAA CALENDAR OF EVENTS October 1–3 ICAA Convention & Trade Show Las Vegas Red Rock Resort

store heat energy. Even if buildings do not have mechanical heating and cooling systems, BioPCM™ will still absorb and release heat energy, as long as the temperature of the building swings enough to allow the material to transition from state to state. Generally, this means cooling off at night to allow the material to return to a solid state.

Where is BioPCM™ sold? And are there educational opportunities for customers interested in learning more about phase change materials such as BioPCM™? BioPCM™ is sold and installed globally. To learn more visit www.sustainabilitymatters.us (the West coast distributor) or www.phasechange.com.

Spotlight on Phase Change Energy Solutions continued from page 14

Spotlight on Star Machine continued from page 13

When a Certificate of Completion is completed by the insulation contractor, the Certificate becomes the customer’s record of installed insulation for new residential construction, residential retrofit, or commercial construction. The information provided on the Certificates fulfills the requirements of FTC 460 and includes a record of the installation type and amount.

Documents

A PUBLICATION OF THE INSULATION CONTRACTORS … · 2015-08-24 · Retrofit Certificate of Completion .....16 Calendar of Events .....16 Continued on page 7. 2 September | October