Planet Mold Blog

The following article is part two of a two part series (to view part one click here) about effectively maximizing tradeshow opportunities.  The article is written by Wade Hersperger, president of Alliance (contact information below).  We hope you find this article helpful.

ATTRACTING VISITORS

Think of your exhibit booth as the display window of your company store. A place where shoppers passing by will want to stop and browse. Develop a successful promotion to attract customers by researching, planning, and thinking creatively.

BOOST YOUR SUCCESS WITH . . .

· Contests or Drawings

· Pre-Show Mailings

· Signs & Banners

· Promotional Giveaways

· Advertising

 

 

 

 

 

You want to design a theme that will entice qualified visitors. For example, if your demographics are baseball fans, then consider a pre-show mailer designed with a baseball theme. Prospects that bring the mail piece to your booth and view a product demonstration get a free baseball poster and are entered to win a grand prize autographed baseball. Make sure your mailers, booth and follow-up materials have a single integrated theme.

ATTRACT ATTENTION WITH . . .

· Demonstrations

· Inflatables

· Magician

· Mascot

· Celebrity

· Inter-Active Game

 

 

 

 

 

 

Live presentations are one of the most important reasons why people remember an exhibit. If your company uses a popular spokesperson or mascot, try to integrate this into your exhibit. Generate publicity by issuing press releases or announcements related to your participation at the show.

Make sure these powerful marketing tools are included as part of your overall exhibit objectives.

PROMOTIONAL GIVEAWAYS

Show visitors enjoy receiving free gifts! With careful planning, promotional giveaways will improve your company image, promote goodwill, and say "Thank You" to the person visiting your booth.

AN APPROPRIATE GIFT WILL . . .

· Promote Your Business

· Communicate Products or Services

· Motivate the Audience to Visit Your Booth

· Reward the Visitor

 

 

 

 

Choose your company's giveaway merchandise based on the goals you set and the audience you will target at the show. The gifts will benefit both your company and the recipient if you have strategically considered your objectives. For example, a distinctive giveaway can be used as a means to invite targeted, pre-qualified attendees to visit your booth. Or, if your goal is to boost name recognition, you can offer every passer-by a free carryall bag or coffee mug emblazoned with your company logo.

Before ordering your giveaways ask yourself the following questions:

· What is the specific goal of the giveaway? Maximum name recognition, a thank you to specific visitors or an enticement to a pre-qualified audience?

· Does the giveaway merchandise reflect the company image? Within budget, which giveaway will command the most value?

·   How will giveaways be presented at the booth?

·  Will the gifts motivate visitors to complete a survey or participate in a product demonstration?

 

 

 

Careful planning of your promotional giveaways will complement your entire marketing and sales strategy. Visitors will remember your booth. The giveaways will act as unique, long-term reminders of the benefits of your product and services.

Develop a highly visible and creative display that will reflect your company's professionalism and eliminate visitors who grab and run.

Order giveaways early to eliminate the stress of late deliveries, manufacturing goofs or the disappointment in the quality of an item that cannot be replaced due to time restrictions.

TIPS . . .

· Determine the Primary Function of Your Giveaway

· Your Giveaway Mirrors Your Company Image

· Select Quality over Quantity

· Choose Unique & Useful Gifts

· Order Early to Avoid Delivery Delays

· Purchase Only Enough for the Visitors You Expect

· Qualify Visitors for Personalized Gifts

· Increase Name Recognition by Giving to All Visitors

 

 

 

 

 

 

 

 

Terminology you should know:

Ad Specialties carry your advertising or promotional message. Like subtle billboards, they constantly suggest businesses, brand names, and slogans. Popular ad specialties include pens, coffee mugs, calculators and notepads.

Premiums are incentives for a specific action. If an attendee gets a free t-shirt for viewing a product demonstration, he or she is responding to a premium offer.

NOTE: To avoid conflicts, verify in advance that show management approves your giveaway.

EXHIBITOR SALES TECHNIQUES

Your sales team, combined with the features of your exhibit, must attract interested buyers to stop by your booth. This sales method differs from the traditional approach where appointments are set ahead of time. Sales opportunities at shows can peak rapidly. Staffers need to qualify visitors and provide product/service information quickly and concisely, yet without obvious pressure.

When you choose your sales and technical team, select people who are professional, friendly, articulate, and able listeners. In your pre-event training session, emphasize the importance of body language. Folded arms convey a stiff, unfriendly demeanor. Smiles, eye contact with people in the aisles, and casual stances invite visitors to your booth.

TIPS

· Wear Appropriate Clothes & Comfortable Shoes

· Study the Manual before the Show

· Use Time Effectively to Achieve Sales Goals

· Use Professional Temps as Greeters

· Entertain Visitors after the Show

 

 

 

 

 

Remember that selling time is limited at a show and your sales team must make every minute count in order to achieve their sales goals. After engaging a prospect, instead of asking questions that require a yes or no answer, use open-ended questions such as "How can you use a product like ours?" or "What brought you to the show?" The answers will help your staff determine whether the visitor is a qualified prospect.

Examples of Qualifying Questions:

·  What product/service are you using now?

·  Is there a particular problem you would like to solve?

·  Who is your current supplier?

· What needs to be changed with your current  product/service?

·  When do you expect to make a purchase?

· Is there anyone else involved in the buying process?

·  How can we help you solve your problem?

 

 

 

 

 

 

 

Your sales team should listen carefully to the answers of people who visit your booth and respond to each question specifically. Lengthy product descriptions are too time-consuming in a show setting. Your reps need to talk to as many qualified visitors as possible, and should not spend all their time with only one prospect. Your company can offer the prospect detailed product literature, turn the customer over to your technical staff for further information, or set up an appointment for after the show.

To quickly qualify the people browsing at your booth, a reliable tool is a general buyers' profile created prior to the show. Your sales and technical reps can use the profile as a qualifying guide to eliminate show attendees who have limited buying authority, or those who are just checking out the competition. So, although a sales rep must always act kindly toward everyone visiting your booth, qualifying the visitor will help your rep calculate how much time to spend engaging the visitor in conversation.

Your sales team must also be skilled in sustaining the attention of the people waiting to speak with a rep. A smile in their direction, a nod of the head, or direct eye contact will assure the lingering visitor that they are recognized and will be attended to shortly.

Use your promotional giveaways, surveys, and company literature as a means to ending conversations on a high note so that your staff can move onto the next prospect. Your rep can hand the visitor the information as an expression of appreciation and thanks for visiting the booth.

Finally, a word about using show-temps. Some exhibitors hire professional show-temps to greet booth visitors and hand out introductory literature. Using temps can save you travel and hotel expenses. Sales and technical teams are then free to use their valuable time wisely in selling and demonstrating products. Before the show, you will need to provide the temps with some basic product/service training.

Managing the leads generated at the show is critical for measuring the results of your company's participation. Often, an exhibit team at a busy show will gather leads rapidly and without set procedures in place. The result can be disorganization and confusion over which prospects qualify for a follow-up course of action after the show. Here are some proven methods that will help you coordinate and manage your leads more efficiently.

During your pre-show planning process, with the help of your sales team, set specific goals and appoint a team leader to organize and coordinate all leads. If the show does not offer a badge-scanning device, design a simple lead card that records visitor information useful for follow-up. To save time at the show, ask each prospect for a business card and attach it to the lead card.

Prepare set questions for your sales reps to ask each visitor to ensure that enough information is gathered for effective follow-up. Develop a lead card rating system, such as #1 (ready to buy), #2 (needs more information), and #3 (not qualified), so that you can quickly implement your established follow-up procedures.

Meet with your staff at the end of each day to discuss and analyze all of the leads. Some members of your team may have valuable insight into the follow-up handling of specific prospects. The team leader is responsible for collecting lead cards and expediting follow-up procedures. Send the qualified leads by overnight mail to your home office for immediate action. Be sure to follow-up no more than 5 days after the show.

Cochrane & Associates has worked with Alliance, the author of this article, for years to provide tradeshow booths and displays for clients in the IAQ and environmental industries. You can learn more about their tradeshow displays and products by visiting www.exhibitorease.com or emailingwade@exhibitorease.com. Let them know Cochrane & Associates sent you and I promise they will take care of your needs and give you the best deal possible.

 

Cochrane & Associates, LLC, the environmental, mold and indoor air quality industries' only dedicated marketing, public relations and business development consulting firm works with clients to maximize tradeshow experiences. We hope you found this article helpful.

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

This spring, National Cleaning Week, March 28^th- April 3^rd,, invites everyone to clean their house and start fresh for a new season. After being cooped up all winter, spring cleaning is a perfect way to get a breath of fresh air. According to a Spring Cleaning Survey of the Soap and Detergent Association (SDA), 60 percent of American consumers’ say spring is the best time to rid the house of dirt and clutter and 98 percent feel good about themselves when their house is clean¹. While most cleaning requires scrubbing on your hands and knees, the EZ Breathe Ventilation system cleans and circulates the air in your house all by itself. The E·Z Breathe® System is a maintenance free unit that helps protect your home and family from excess moisture, molds, toxins, allergens and poor air quality resulting in a cleaner, healthier living environment. It provides efficient ventilation, supporting both the EPA and the American Lung Associations' recommendations to use a ventilated system to reduce indoor air pollution.

Opening the windows, turning on the fan or air conditioning system will only re-circulate stale indoor air, but not expel the particles or indoor pollutants such as pet hair, dander, dust mites, and odors which are the main causes of allergy symptoms and bad indoor air quality.

In response, the E·Z Breathe® ventilation System is a better approach to remove indoor allergens and pollutants. The E·Z Breathe® System is effective, efficient, and economical.

• Maintenance free and easy to operate with no filters to change or buckets of water to empty
• Energy efficient: Costs less than $2-4 per month to operate
• Large capacity: One E·Z Breathe® unit does work comparable to seven dehumidifiers
• Versatile: E·Z Breathe® is used in full basements, slabs or crawl spaces

The E·Z Breathe® unit is perfect for spring cleaning. The E·Z Breathe® unit itself is a quiet, unobtrusive apparatus that fits easily into any room in the house. With no water or filters to change, it requires no on-going time or attention. With its energy efficient design, it requires very little power and no on-going investment. It is a truly revolutionary approach to home ventilation and a healthier indoor environment.

Macedonia, OH. – February 24, 2010 This April 22^nd is the 40^th Anniversary of Earth Day. Efforts to maintain a healthy environment are more important today than ever before, and a major concern has been the significantly high levels of indoor air pollution. Unhealthy levels of indoor air pollution in many American cities are harming the health of residents, especially those who suffer from asthma. According to the American Lung Association, by 2020 asthma will affect 1 in 14 Americans and 1 in 5 families. Asthma is the leading serious chronic illness in children: approximately 25 percent of children between the ages of 15 and 17 have their activities limited due to asthma. Medical studies increasingly show that air pollution plays a major role in triggering asthma attacks¹. The E●Z Breathe home ventilation system is offering a solution for homeowners to improve their indoor air quality by reducing toxins, allergens and mold that can be harmful against asthma.

The E●Z Breathe home ventilation system improves air quality in the home drastically, making it a safer, healthier place for the entire family. E●Z Breathe manages to do all of the following while the E●Z Breathe unit maintains a slim profile that easily fits into any room of the house: it regulates humidity levels, reduces the chance of mold and mildew buildup, completes up to ten home air exchanges per day and removes unwanted dust, dirt and other allergens from the air.

“This Earth Day, E●Z Breathe is excited to be able to offer a solution by improving outdoor air exchange and to reduce the risk of illness related to poor air-quality,” states Erika Lacroix, President of E●Z Breathe, “The health of our consumers and earth is very important to E●Z Breathe.”

The E●Z Breathe home ventilation system is an easy, maintenance-free way of committing to a Earth Day’s goal a healthier lifestyle. With no cartridges to replace, no filters to change, and no buckets of water to empty, E●Z Breathe makes for an E●Z Resolution.

The E●Z Breathe^® Ventilation System Offers Complete, Balanced Home Ventilation:

Proven: This patented, third-generation system is the result of a continuous R&D effort that builds on the success of the original E●Z Breathe system

 

Effectiveness: Guaranteed to make a difference in the moisture levels in the home; effective in combating destructive dampness; and provides ventilation essential to dramatically improving quality of indoor air

Energy-Efficient: Uses same amount of electricity as a 40-watt light bulb, or about $2 to $4 per month

 

Balanced: Unlike other systems, E●Z Breathe expels stale air and replaces it with fresh clean, conditioned air – and then circulates that fresh air throughout the home

 

Maintenance-Free: No filters to change, no water reservoirs to empty – E●Z Breathe is easy-to-use, easy-to-clean, and only requires a quick vacuum around intake vent every six months

About E●Z Breathe^®

The E●Z Breathe System is a maintenance free unit that helps protect homes from excess moisture, molds, toxins, allergies and poor air quality resulting in a cleaner, healthier living environment. It provides powerful ventilation, supporting both the EPA and the American Lung Associations’ recommendations to use a ventilated system to reduce indoor air pollution. The E●Z Breathe unit is quiet, unobtrusive and fits easily into any room in the house. With no buckets of water to empty or filters to change, it requires no on-going time or attention. With its energy efficient design, it uses the same energy as a 40w light bulb with no on-going investment. It is a truly revolutionary approach to home ventilation and eliminates allergens. For more information, please visit www.ezbreathe.com.

CONSUMER, RESTORER AND ADJUSTER RIGHT-TO-KNOW BULLETIN #105

 

 

 

(See Caption on Page 4)

 

Notice:

Often property adjusters are at odds with water damage cleanup contractors. This education bulletin provides valuable information to consumers, insurance adjusters and restorers about current water damage restoration industry standards of care and the role of experts and environmental professionals.

This bulletin is not intended to replace or amend ANSI/IICRC S500 2006 edition. As a procedural document the S500 is over 300 pages in length. Adjusters and restorers who are not up to date on the information contained in the S500 Standard 2006 edition should take a continuing education class.

Patrick Moffett

 

 

Preface:

Once a covered water damage claim occurs, restorers and insurance adjusters are responsible for ensuring the insured (consumer’s) property is brought back to a pre-loss condition. As part of emergency remediation activities, restorers and adjusters and sometimes environmental professionals oversee the claims management process from cleanup, restoration through renovation.

To have a working knowledge about what is required to mitigate water damage claims, restorers and adjusters are expected to follow industry standards of care. They follow a consensus document written by the Institute of Inspection, Cleaning and Restoration Certification (IICRC); reviewed and approved by the American National Standards Institute (ANSI). This document is called the ANSI/IICRC S500 2006 edition, Standard and Reference Guide for Professional Water Damage Restoration.

As the science of water damage restoration and equipment improves, industry standards must keep up. Already, taskforces are assessing changes in the science of drying and the development of new drying equipment that will benefit consumers in the next S500 revision.

____________________

The cover page picture is an example of a hardwood floor and subfloor that was damaged because too much moisture exists, allowing wood rot to grow. The picture below is a water damaged hardwood floor with delamination of its plywood layers. It is believed both hardwood floors and the two hardwood floors on the next page could have been dried and salvaged if restorers and adjusters relied on the current IICRC S500 Standard and state of the art drying equipment.

IICRC and S500 History

IICRC is the Institute of Inspection, Cleaning and Restoration Certification. IICRC is a non-profit education, training certification and standards organization that represents restorers and certified technicians in 30 countries.

The first water damage restoration standard was published in 1994; it was revised in 1999, with the current edition published in 2006. Since 1999, there have been monumental changes in the industry as related to restoration equipment, procedures and training. In fact, many professionals and experts felt the 1999 Standard was outdated by 2003, and it should have been updated at that time. In 2003 what was occurring in background, committees and taskforces across the U.S. were meeting and discussing upcoming changes. Industry was developing an entirely new standard of care based on the core-principles of science taken from the 1999 standard.

The S500 2006 edition has been completely updated and rewritten. The Standard has additional sections and chapters. New language is inserted into the Standard that complies with and allows the Standard to be accredited by ANSI (Approved American National Institute). While the Standard requires restorers to follow core-principles, the Standard is voluntary, in that it allows the restorer to deviate from the Standard based on each unique situation and circumstance, since no two water damage situations are exactly the same. Deviating from the Standard requires the restorer to document why deviation was necessary.

The S500 Standard is a procedural standard that is a consensus document developed by restorers, building scientists, environmental professionals, insurance industry, equipment and chemical manufacturers and training schools. The Standard was not just written for restorers and adjusters to follow, the Standard was written to building owners and engineers, specialty contractors, indoor environmental professionals and others, such as property managers who require a working knowledge of water damage restoration industry.

Industry Standard Conflicts

Industry developed standards and guidelines to aid all parties understand what is required to mitigate water damage claims in a professional and timely manner. When parties require clarification about why it is necessary to complete restoration in a particular order; they don’t understand why it is important to clean and dry materials; they have a different agenda unknown to the restorer or adjuster; all parties are expected to consult the S500 Standard 2006 edition to provide clarification. IICRC S500 Standard is sometimes referred to as the “industry bible.” The Standard will cover most situations a restorer or adjuster will experience. When the consumer, restorer or adjuster is at odds with each other, an independent 3rd party expert (remediation professional and sometime an environmental expert) who thoroughly understands current industry standards should be hired to oversee that portion of the claim.

S500 Standard, 2006 edition Basic Information

The S500 is defined in two parts: a Standard Section and a Reference Guide. Both the 2006 Standard and Reference Guide are rewritten with new information since the 1999 edition. The 2006 edition is almost three times thicker since it contains new sections and chapters.

Water damage claims are put into one of three Categories:

Determining the Category of Water is an essential part of assessing the procedures necessary to manage how the restoration phase will proceed.

Category of Water

General Description

Example

Category 1

Water originating from a sanitary source (potable water) and it stays fairly clean until it can be removed. Category 1 water is generally thought of as coming from potable water from a broken pipe, a sink overflow to rainwater entering the window of a building. From a biological prospective, Category 1 water will not pose a substantial risk to building occupants and restorers.

Removing all surface water from a sheet vinyl or vinyl tile flooring followed by cleaning and drying; and if necessary, applying a protective floor finish.

Category 2

Water contains some form of pollutant contamination such as excessively dirty flooring, overflowing clothes washing machine, broken fish tank or water bed. In a Category 2 situation there is an increase of microbial activity capable of causing physical discomfort or sickness in some persons.

The presence of dirty water and chemicals from a washing machine will result in the restorer removing and disposing wet carpet pad followed by cleaning, sanitizing and drying carpet on both sides.

Category 3

Water represents grossly unsanitary water. Category 3 water can contain pathogenic, toxigenic and other harmful agents. Category 3 water has the potential for causing major illness and infections in some persons. Its presence and lingering effects can cause the building’s environment to become unhealthy. Thus, highly porous and most semi-porous building materials are expected to be removed and replaced.

Sewage or unsanitary water entering a building from outdoors or from a toilet bowl overflow. Wastewater will be extracted and carpet and pad will be removed and disposed. Cabinets and vanities will be carefully detached and removed while the surrounding wet walls and insulation will be cutout and disposed. The remaining building materials and framing will be cleaned, sanitized and dried before the building is reconstructed.

Special Situations

The potential for chemical or biological agents (including moldy building materials) to cause a health concern is based in part on regulations, human exposure and the difficulty in cleaning up and disposing regulated, hazardous and unsanitary waste.

Any Category of water that comes in contact with regulated waste such as asbestos and lead-base paint; hazardous waste such as chemicals, fuel, pesticides and other agents (e,g, mold) that are directly involved with the water damage claim.

Building Wetness involves One of Four Classes of Water Damage

Determining the Class of water damage is an essential part of assessing the procedures necessary to manage how the drying phase job will proceed.

Classes of Water – Don’t get the “Class of Water” mixed up with the “Category of Water,” because they are not related. Determining the Class of Water in a flooded building directly relates to the initial structural dehumidification requirements. Understanding the relative degree of saturation affecting a wet building helps the restorer determine the approximate amount of dehumidification necessary for an efficient drying system.

Unless adjusters are specially trained in the science of building drying, more than likely they will not have the skills to properly assess the extent of building saturation and what is required to bring the building back to a pre-loss condition before secondary and ensuing damage occurs. However, adjusters are expected to be familiar with the four Classes of Water Damage:

Classes of Water Damage

General Description

Example

Class 1

The least amount of water, absorption and evaporation: Situations that affect the least amount of building materials in a room or area. Generally, only surface water is present where very little or no carpet and pad are wet.

A spill on a hardwood floor where water damage is minimal; a concrete slab has a small amount of standing water on it; a wet area on a continuous sheet vinyl, stone or marble floor.

Class 2

Large amount of water, absorption and evaporation: Situations that affect an entire room or many rooms: Water has absorbed into building materials including carpet and pad and walls that wicked up water less than 24-inches.

Water has migrated across a large area of flooring and has absorbed into walls and framing; water saturated subflooring, walls and insulation; water migrated under vinyl, tile or hardwood flooring; water is behind cabinets.

Class 3

The greatest amount of water, absorption and evaporation: Situations that affect an entire room or many rooms from water than may have come from overhead, such as a roof and ceiling leak, from storms or pipe break.

Virtually the entire interior of an affected room or building is wet including upper walls and ceiling.

Class 4

Specialty situations where wet materials having low permeance and porosity.

Deep pockets of saturation exist including reservoirs of trapped moisture.

Note: Determining the Class of Water is an essential part of calculating the amount of initial air movement and dehumidification capacity required to manage the anticipated moisture saturation condition.

 

The S500 Standard Puts Compliance Requirements on the Restorer

When the adjuster adjusts the loss and sets damage and repair costs based on the restorer’s estimate the adjuster moves on to the next property loss claim. This situation can leave the restorer assuming responsibility for unforeseen to unanticipated jobsite complications. The adjuster assumes the restorer will take care of the damage from this point forward to a point of gaining closure and providing the insured with a proof of satisfaction. The restorer should contact the adjuster and insured anytime hidden damage and jobsite complications and complexities occur. Complications in ASTM/IICRC S500 Standard and my experience in overseeing water damage claims may include:

• Industry Standards and Guidelines (not complying with ASTM/IICRC S500)

• OSHA Regulations (worker safety problems that result in injuries)

• Construction codes and regulations (damaged electrical and shear paneling)

• Environmental Regulations (EPA Asbestos and Lead-based Paint)

• State and Local Government (fish and game for disposing of waste into storm drains; cities citing for illegal dumping; landfills not accepting certain types of waste; permits for trash bins, waste handling, demolition)

• Other agency requirements (HUD and BLM)

• Local law enforcement (parking and access to the building)

• Health Department Regulations (HACCP food service)

• Hospital and Critical Care Facilities (JCAHO, CDC, APIC not complying with facility management for contractors certification requirements)

The S500 Standard Puts Obligations of Responsibility on the Restorer

Usually it is the restorer, not the adjuster that assumes a greater burden of responsibility and liability in managing the water damage claim. They may include:

• Providing appropriate technician training and certification so technicians can appropriately execute a “key set of restoration and remediation core values” involving each particular work task they will be exposed to or required to mitigate.

• Ensuring safety hazards have been identified and eliminated before proceeding with water damage restoration.

• Ensuring workers are provided with and maintain a safe work environment.

• Ensuring workers are provided with sanitary washing and bathroom facilities including eyewash and first aid.

• Responsible for identifying the Category of Water damage.

• Identifying other conditions and types of environmental contamination.

• Documenting the extent of the loss for all materially interested parties including insurance adjusters.

• As part of documentation, the contractor is expected to provide a system of recordkeeping that documents: o The calculation of moisture measurements, temperature and humidity readings on a daily basis, throughout the drying phase;

o Moisture mapping (floor plan sketch) of the affected areas as compared to non-affected areas.

• Identifying safety hazards and document how they were eliminated.

• Equipment Tracking: o Ensuring clean and good working equipment are brought to the project;

o Monitoring the placement and movement of drying equipment including its use and location, from the beginning to the end of the project.

• Contents Tracking: o Movement (manipulation) and the relocation of contents;

o When moving contents from one area to another it is suggested to inventory contents;

o Determining what contents have been damaged by the loss as compared to pre-loss conditions;

o Ensuring that all equipment used in a Category 2 or 3 project is cleaned and decontaminated at the job site before bring the equipment back to the warehouse or sent to the next project;

o When equipment is contaminated and it must be trucked back to the warehouse, that equipment is to be segregated from all other equipment until it is brought back to a clean and sanitary state.

• Contents Cleaning: o When contents have been exposed to a Category 2 and 3 level of contamination, they are to be brought back to a clean and sanitary state or condition;

o Determining what degree of cleaning is acceptable and has been achieved, may require independent verification by an IEP;

o Tracking of Equipment and Contents for Adjusting and Billing Purposes.

• Getting individual contracts signed by building owners and tenants, since there may be: o Multiple insured’s;

o Differences in coverage and claims management;

o Structure may be on one policy; while

o Contents and tenant improvements may be on a separate policy;

o Certain items may not have coverage.

• Changes to the contract: o Updates and deletions, and why they were necessary.

• Establishing the initial cleanup and restoration cost estimate based on visual observations and scientific detection.

• Determining the most appropriate and safe methods of restoration.

• Pre-established drying goals, because it is the drying goals that will be looked upon at the end of the drying phase for determining successful building drying and billing.

• Adapting risk management procedures involving the cleanup and restoration of continually occupied buildings and contaminated spaces.

• Documenting pre-loss conditions: o So they can be brought to the attention of the adjuster and building owner;

o So they do not become a liability issue for the insurer and restorer on a later date.

• It is recommended, have the customer sign a consent form approving for the removal of carpet, pad to building materials that are damaged or contaminated because they are: o Beyond reasonable repair;

o Not cost effective to attempt restoration;

o Contaminated and cannot be sanitized;

o Contaminated to where they cannot be reasonably decontaminated to a scientific degree of certainty.

• It is recommended, have the customer sign a consent form approving the use specific chemicals: o Cleaners, Deodorizers, Sanitizers, Disinfectants, Other types of surface and aerosolized chemical sprays and treatments.

Specialized Experts

Insurance adjusters are not contractors even though some adjusters may do a better job assessing building damage than some restorers. One of the adjusters job is to rely on a number of specialists to determine cause and origin, extent of damage, setting reserves based on a damage assessment. It may be necessary for the adjuster and consumer to rely on the advice of forensic experts such as roofers, plumbers, electricians, engineers and indoor environmental professionals.

Indoor Environmental Professionals

Indoor environmental professionals (IEPs) should be qualified to assess any one of a number of environmental issues from asbestos, mold, bacteria, lead-based paint, pesticides and chemicals; fire smoke and soot; poor air quality, consumer and occupant complaints; clearance certification.

Besides being required to provide cutting edge technology to stop property damage, restorers are required to comply with EPA and other agencies codes and regulations. For example, in performing emergency cleanup work they need to know if asbestos is present; and as of April 2010, complying with new federal regulations will require adjusters and restorers to determine if lead-based paint is present in pre-1978 buildings.

Commentary

Once restoration work is complete, IEPs are becoming responsible for providing a “certificate of clearance” for water, mold and sewage damage claims; asbestos and lead-based paint exposures; fire damages that are capable of releasing chemical toxins and carcinogens.

In today’s insurance settlement marketplace, where conflicts of interest, risk and liability are high, IEPs are becoming more important in assuming responsibility in the management of claims to ensure:

• The workplace is free of hazards and hazardous materials;

• The work prescribed meets cleanup and restoration objectives;

• An independent scope of work is justified;

• Thermal imaging scanning and digital moisture mapping;

• Overseeing various phases of remediation;

• The building is brought back to a pre-loss condition.

The responsibility of an IEP requires them to have no vested role or financial connection with the restorer or adjuster or other materially interested parties. Their inspection must be a fair, thorough and an objective evaluation, and their findings must be unbiased. Because the IEP plays a critical role as an expert in settling claims, they are expected to have errors and omission insurance.

In California, where toxic tort laws and disclosure requirements are on the rise, the IEP has an even more important role in reporting the conditions of damage to the insured and insurer; coordinating with all parties how the restoration and remediation work is completed; documenting how property damage or a pollutant was successfully removed. Per codes, HUD properties and rental properties may require environmental clearance before they are rented or re-occupied.

New to many consumers is the fact their property insurance claim is put in a national database called CLUE or A-PLUS, where the insurance company gives you a score based on insurance claims and credit history (PrivacyRights.org). Not having a certificate of completion that the property and its environment is brought back to a pre-loss condition can affect the renewal of the building’s insurance policy, mortgage and refinance, and it can result in a diminution (loss) of property value. In most states the transfer or sale of property requires disclosure of property damage and what was required to bring the property back to its pre-loss condition. If this document is not available, the seller calls the adjuster who may call the restorer. A certificate of work clearance or environmental clearance is nowhere to be found. To avoid these complications I recommend a qualified IEP provide clearance of all claim damage.

The following article is part one of a two part series about effectively utilizing tradeshow opportunities to grow your business. It is a condensed version of a guide written by Wade Hersperger, president of Alliance (contact information is listed below), an innovative supplier of tradeshow booths and materials to our industry. We hope you find this article helpful in maximizing tradeshows for your environmental company.

Exhibiting should be a powerful marketing tool that complements your company's overall strategy. To produce positive results through exhibiting, determine your specific goals and objectives before planning any other aspect of the show.

Goals define your desired results

· Increased orders

· Added name recognition

· Launch a new product or service

· Perform market research

· Educate your audience

· Recruit distributors

Objectives describe the means to achieving those results

· Attract qualified visitors to your booth through a pre-show mailer 

· Determine where to locate your exhibit on the show floor 

· Offer promotional giveaways to show attendees 

· Train your staff to qualify leads quickly

· Demonstrate your products and services during the show

Include your entire show staff in the development process of defining your goals and objectives. This will ensure their commitment and enthusiasm once you get to the show. Write down your goals and objectives, allowing room for changes as they take shape. During the hectic and somewhat chaotic atmosphere of an exhibition, the written goals and objectives will serve as a reminder to your team of their mission at the show.

For planning purposes ask the show management to provide you with historical data such as expected size and composition of show attendees, high and low traffic periods, and other valuable information.

PLANNING FOR THE SHOW

The location of your booth in the exhibit hall is critical to your ability to draw qualified visitors. Each show hall is unique in its dimensions and configuration, so try to visit the hall prior to choosing your space. If visiting the hall is impractical, ask show management for a copy of the floor plans. Be sure to ask if the plans indicate blind spots, columns or poles that may interfere with visibility.

The decision on where to place your booth depends on many factors. How much traffic can your sales team handle effectively? What is the size and purpose of your booth? Where is the competition located? Do you need additional space for storage or demonstrating products? Study the floor plan carefully and ask the show manager for assistance if the plans are confusing.

Typical space layouts:

· Aisle (also known as in-line or linear): only one side faces the aisle.

· Peninsula: surrounded by aisles on three sides.

· Island: surrounded by aisles on four sides.

THINK ABOUT . . .

· Elevators & Escalators

· Entrances & Exits

· Food Areas

· Stage & Seminar Sites

· Competitors

· Restrooms

· Obstructions

· Dead-End Aisles

· Loading Zones

· Dimly Lit Areas

· Noisy Areas near a Stage or Demonstration Area

To determine your space requirement:

· Estimate how many visitors will pass by your booth during a busy hour by verifying the show's potential audience size and dividing that number by the total show hours. Check with the show management for statistics.

· Realistically, how many visitors per hour do you expect to engage? On average, each sales rep can speak effectively with up to 15 visitors per hour.

· Allow 50 square feet of space per staff member. (Industry Standard)

· Determine the space required for displays and demonstrations, then add the number of staff for your total square footage.

Once you specify the requirements for the display and configuration of your booth, you will be better prepared to choose a location that will help you achieve your trade show goals. Remember to allow enough space for visitors to browse, and for product demonstrations, if necessary.

DISPLAY TIPS

Props . . .

Hide Wires & Boxes · Add Vitality & Distinction · Enhance Graphics

Graphics . . .

Highlight Products · Attract Visitors · Reflect Your Message

Your company's display is often the first connection between your products/services and customers. You want to leave a positive first impression. For this reason, design your display so that it publicizes your message quickly and conveys an appropriate image.

Remember your goals and objectives for the show. Do you want to expand name recognition? Launch a new product/service? Increase direct sales? Your graphics, display and copy should be designed accordingly.

Studies suggest you have four to six seconds to attract prospects' attention at the show, so keep your message simple. Make sure your headline says something important to your audience, like NEW or a promise to save them time, money, etc. Make your name or logo easy to see, however unless you are a household name it should not be the most predominate graphic on your display.

Determine your display budget. Will you use the display often during the year? If your future exhibiting plans are uncertain, consider renting a display. For frequent exhibiting, you may want to buy durable, long lasting display materials to counter the excessive wear and tear of frequent set-ups and dismantling. Portable display systems are less expensive than custom-built systems.

Examples of standard portable systems:

Table tops · Pop-ups · Modular systems · Graphic panels

Color and lighting can be used to convey your message. If you are not restricted to using company colors, consider the many studies conducted on how color affects moods and choose accordingly. Additional lighting can increase your booth's visibility in the crowd by 50% or more.

Color Codes . . .

Red Energizes · Green Soothes · Blue Calms · Yellow Attracts · Gold Enriches · White Purifies · Pastels Welcome

If purchasing a display is too expensive for your budget, consider decorating your booth with balloons, plants, skirted tables, foam board signs, banners, and carpeting. Your goal is to create a lively and colorful area.

The design, color, copy, and unique qualities of your display must reveal your company's image quickly to your audience at the show.

Next month we will have the final part of this two part series on effectively utilizing tradeshow opportunities. Cochrane & Associates has worked with Alliance, the authors of this article, for several years to provide tradeshow booths and displays for clients in the IAQ and environmental industries. You can learn more about their tradeshow displays and products by visitingwww.exhibitorease.com or emailingwade@exhibitorease.com and let them know Cochrane & Associates sent you and I promise they will take care of your needs.