Seminars/Speakers

OUR SEMINARS

t = TECHNICAL CEU SEMINAR

tFire Sprinkler Systems Plan Review for AHJs

Kenneth Wagoner, CFPE, CFPS, SET, Parsley Consulting

0.4 CEU | 4.0 CPD | 4.0 Contact Hours

Tracks: AHJ Training,

Review of automatic fire sprinkler system plans has become very complex as the 2016 edition of NFPA 13 has been expanded to provide more information on fire sprinkler system design and installation. The seminar will include discussion of the requirements for plans and calculations contained in Ch. 23, and an exercise in hands-on review of a sample fire sprinkler system plan, including the overall design concept, hydraulic calculations, and underground supply system. Evaluation of decisions made by system designer dealing with hazard and commodity classification, building construction type, sprinkler positioning, coverage areas, and materials selection will be among the topics of the review discussion. This seminar relies heavily on attendee participation, will generate a list of items which require further clarification or revisions to submittal, and conclude with Q&A. Plan reviewers and field inspectors should find this seminar helpful, while most likely identifying areas where their own review checklist can be improved. An architect's scale and the NFPA 13 (2016 ed.) are strongly recommended for attendees.


t3D Coordination vs. BIM in the Fire Sprinkler System Design Phase

Travis Mack, SET, MFP Design, LLC

0.15 CEU | 1.5 CPD | 1.5 Contact Hours

Track: Specialized Training

This seminar will be comparing fire sprinkler design on BIM versus 3D coordination, scheduling projects with BIM, added cost factors, plus real-world examples.


AFSA Benefits: Properly Utilizing AFSA's Apprenticeship Curriculum and Other Benefits to Maximize your Membership

Bradley Elliott, AFSA;
Tracy Hadwin, Fire Tech Systems, Inc.

Track: Business Management

Attend this seminar to learn more about all the great benefits of AFSA membership. Bradley Elliott, AFSA Director of Member Services, will discuss the many technical, educational, business, legal, safety, and other helpful resources available to AFSA members. Tracy Hadwin of Fire Tech Systems will discuss setup and administration of an effective apprenticeship training program utilizing AFSA's curriculum. Department of Labor and State Apprenticeship Council registration and approval for Davis-Bacon work will also be discussed.


tAmbiguities in NFPA 13

Roland Huggins, PE, AFSA

0.15 CEU | 1.5 CPD | 1.5 Contact Hours

Track: NFPA Standards Training

There are criteria within NFPA 13 that leaves many wondering what is actually required. Whether it's a tortured sentence or simply poor directions, the contractor has to figure it out. For example, when the aisles between racks are too narrow, we are to treat it as a multiple row rack. What does that tell us regarding the placement of in-rack sprinklers? Other installation topics will include obstruction rules for CMSA, concealed spaces with TJIs, and floating clouds. A discussion on design topics will include when the definitions for commodity classification do not apply, going up the design curves, and the owner's certificate.


tAutomated Testing, Inspection and Distance Monitoring

Terry Victor, Johnson Controls, Inc.

0.15 CEU | 1.5 CPD | 1.5 Contact Hours

Track: Specialized Training

NFPA codes and standards are recognizing the need to keep up with technology including the use of Internet and other data transmission and collection sources to accomplish tasks historically performed by an individual. The concepts of automated inspection & testing and distance monitoring are already in use in NFPA 72 for fire alarm systems, but can they be applied to water-based fire protection systems? NFPA 25 anticipated the use of this technology by adding a new section to Chapter 4 in the 2017 edition titled "Automated Inspection and Testing." To complement this allowance in NFPA 25, NFPA 13, NFPA 14, and NFPA 20 are including new definitions and sections describing these concepts and the devices that need to be properly installed and tested to accomplish them. This seminar will describe the latest language proposed to the three installation standards, the ITM tasks that could potentially be performed, and devices that could be used to accomplish the tasks.


tBest Practices in Fire Alarms

Mark Sandler, Potter Electric Signal Co.

0.2 CEU | 2.0 CPD | 2 Contact Hours

Track: Specialized Training

Whether you are new to fire alarms, have little experience, or come with a lot of knowledge, this class will have tips for all levels. It will teach you not to be scared of fire alarms with understanding of the code, to realize the code is not complicated, and to realize that fire alarms can be a good source of recurring monthly revenue.


Customer Service and the NFPA 25 Inspector

Russ Leavitt, SET, Telgian Corporation

0.15 CEU | 1.5 CPD | 1.5 Contact Hours

Track: Business Management

Great customer service leads to loyal customers, high prices, and more profit. Water-based fire system inspectors in many companies have more face-to-face interaction with customers than any other role. This seminar is designed to help employers and their inspectors deliver the very best customer service. It examines the basics of excellent customer service including topics such as physical appearance, manners, reviewing and scheduling scopes of work, effective communication including explaining customer responsibilities, effectively communicating the need to correct deficiencies, and resolving conflicts. This session also reviews use of safe work practices, plan and perform work with least interruption to a business, and how to deal with uncooperative customers.


tDelivering the Water — Challenges of Rack Storage Protection

James D. Lake, Viking Corporation

0.2 CEU | 2.0 CPD | 2 Contact Hours

Track: Specialized Training

One of the biggest challenges to any fire sprinkler system is obstructions that prevent the discharge reaching the hazard. This becomes an even greater challenge when obstructions are integral to the component being protected. Such is the case with commodities being stored on racks. Whether it is a horizontal barrier, slatted shelf rack, solid shelf rack, or the commodity itself, the designer faces a number of challenges to the delivery of water to the fire. This presentation will explore the various obstruction challenges within storage racks and the solutions for addressing them.


Design Management: The Least Expensive Profit Enhancement

Jason Gill, Fire & Life Safety America

0.2 CEU | 2.0 CPD | 2 Contact Hours

Track: Business Management

This seminar is intended to enhance the attendee's understanding of the relationship between project success/profit, and strong, efficient design management, and will include open discussion. Topics covered will include (1) the evolution of the sprinkler design technician and the modern design department; (2) scheduling and planning designer manpower; (3) recruiting, training and retaining good designers; (4) improving design quality, accuracy, precision and efficiency with strategic oversight; (5) documentation and communication; and (6) keeping a balanced workload with varying designer skill sets or experience.


tDesigning Protection for Attics & Concealed Spaces

James D. Lake, Viking Corporation

0.15 CEU | 1.5 CPD | 1.5 Contact Hours

Track: Specialized Training

Attics and concealed spaces pose particular challenges for the sprinkler system designer. Beginning with the question, "Is the space a concealed space?" Then moving on to the question, "Does the space require sprinkler protection?" And finally, "What is the best design approach for providing protection?" This presentation will explore each of these questions, providing insights into the requirements in NFPA 13 and design options for protection.


Developing a Practical Plan to Work with Schools

Christina Catron, NCCER

0.15 CEU | 1.5 CPD | 1.5 Contact Hours

Track: Next Generation

This course will discuss how to build a plan to work with schools, including the key elements and resources needed for implementation. Hands-on activities will be included along with (1) career and technical education terminology crossword puzzle; (2) outline of PowerPoint to present at schools; and (3) industry activity sheet to take to schools.


tDiesel Fire Pumps: Design and Installation Considerations

John Denhardt, PE, Strickland Fire Protection

0.15 CEU | 1.5 CPD | 1.5 Contact Hours

Track: NFPA Standards Training

Diesel-driven fire pump systems present unique design and installation challenges which will be presented in this seminar along with approaches to overcome them. Attendee participation will be encouraged. Upon the completion of this seminar, the participant should be able to recognize the unique design and installation challenges a diesel-driven fire pump system presents, and describe the coordination required with other trades to successfully complete a diesel-driven fire pump system installation.


Estimating the True Cost of the Project Specifications

Randy Stutzman, FMI Capital Advisors, Inc.

0.15 CEU | 1.5 CPD | 1.5 Contact Hours

Track: Business Management

There is a saying in golf that you miss one hundred percent of the putts you leave short. Fire protection professionals could similarly say that you lose money on one hundred percent of the estimates that don’t cover your costs. Estimating is both art and science and profitable contractors understand the necessity of knowing both their true costs and the market conditions that allow them to maximize returns.


Field Supervisor Training, Part 1: Improving Productivity

Bob Caputo, CET, CFPS, Fire & Life Safety America

0.2 CEU | 2.0 CPD | 2 Contact Hours

Track: Field Supervisor Training

This introductory segment will address the need for sharp focus on field productivity and provide specifics on why and how to improve field performance. Discussion will include: (1) why monitoring and measuring field productivity is more important than other phases of the work or parts of the company; (2) smart use of field resources and manpower; (3) how to measure productivity; (4) how to develop standard procedures and systems to create a lean operational process; and (5) how to predict and drive toward positive outcomes.


Field Supervisor Training, Part 2: Planning for Success

Bob Caputo, CET, CFPS, Fire & Life Safety America

0.2 CEU | 2.0 CPD | 2 Contact Hours

Track: Field Supervisor Training

This second segment will focus on pre-game planning. Participants will learn and discuss: (1) how to anticipate and avoid common mistakes made prior to project launch to eliminate lost time caused by poor planning and time-wasters; (2) how and why to plan pre-job start-up calls and meetings with stakeholders; and (3) looking at the project as a new start every week. Avoid getting pulled into quicksand when something goes wrong... and something always does!


Field Supervisor Training, Part 3: Leadership Skills

Bob Caputo, CET, CFPS, Fire & Life Safety America

0.2 CEU | 2.0 CPD | 2 Contact Hours

Track: Field Supervisor Training

Natural born leaders may exist, but most are taught to be good leaders through example and practice. This session will focus on (1) motivating people to accomplish pre-determined goals; (2) improving communication skills; (3) what made you a good foreman and how can you teach others to do the same; (4) confrontation and dealing with difficult people and situations; and (5) team building.


tFire Sprinkler System Design for Storage Occupancies

Steven Scandaliato, CFPS SET, SDG, LLC

0.2 CEU | 2.0 CPD | 2 Contact Hours

Track: Specialized Training

This seminar will review fire sprinkler system design for storage occupancies. Topics will include a detailed review of applicable definitions that have significant influence on design criterion; determining commodity classifications; a systematic approach to choosing the right sprinkler; and what, when and how to apply available modifiers.


Managing Your Risk and Risk Avoidance

George Bogris

0.15 CEU | 1.5 CPD | 1.5 Contact Hours

Track: Business Management

The seminar will go through the basics and benefits of using solid contracts and important clauses to include in contracts. We will have examples of real investigations and discuss how contracts could have benefitted the contractor and what could have been done differently to avoid the risk/loss entirely.


tNFPA 25, 2017 Ed.: ITM for Chapters 5-8, 13 & 14

Jason Williams, CET, AFSA

0.2 CEU | 2.0 CPD | 2 Contact Hours

Track: NFPA Standards Training

The seminar addresses the basic inspection and testing requirements for sprinkler and standpipe systems, private fire service mains, and fire pumps. Identifying and classifying deficiencies is discussed with an emphasis on doing so while maintaining excellent customer relationships. The session covers the inspection and testing of deluge, dry and preaction valves, FDCs including the forward flow testing of backflow preventers. It concludes with a review of obstruction investigation and piping condition found in Chapter 14. Upon conclusion of this seminar, the participant should be able to:

  • Identify best inspections and testing practices
  • Locate and explain the requirements inspecting and testing sprinkler systems.
  • Identify and apply the testing requirements for standpipes and associated components.
  • Explain the proper procedures the operational testing of hydrants and system flow tests.
  • Analyze the field testing of system valve trips and pump performance tests.

tFoam System Inspection and Maintenance

Skip Westbrook, Johnson Controls, Inc.

0.2 CEU | 2.0 CPD | 2 Contact Hours

Track: Specialized Training

This session is an overview of inspection and maintenance of fixed-foam fire suppression systems and is based primarily upon NFPA 11, NFPA 16, NFPA 25 and NFPA 409. The seminar will define major foam system components and their functions. Attendees will learn the inspection and maintenance requirements, and also be shown how to properly perform the requirements accurately and safely. Examples will be provided on how to perform tasks that are not clearly defined. While the focus is on systems that have already been installed, engineers, designers, and installers will also find value in this class to prevent common installation mistakes.


tFreeze Protection of Fire Sprinkler Systems

Mark Fessenden, Johnson Controls, Inc.

0.2 CEU | 2.0 CPD | 2 Contact Hours

Track: Specialized Training

The NFPA restrictions on the use of antifreeze can sometimes create challenges for the design and proper installation of fire sprinkler systems. We will review the challenge antifreeze represents to effective fire control and discuss options for dealing with freezing conditions.


Getting Your Employees Involved in Safety

Tracy Hadwin, Fire Tech Systems, Inc.

0.15 CEU | 1.5 CPD | 1.5 Contact Hours

Track: Specialized Training

Are your employees encouraged to speak up at safety meetings if they have questions? Do they know they can call someone within the company if they find themselves in a situation where they need assistance? If you answered "no" to any of these questions, your employees are probably not involved enough in your safety program. This presentation will show you some easy ways you can encourage your employees to get involved.


Good Fire Protection

Victoria Valentine, PE, SFPE

0.2 CEU | 2.0 CPD | 2 Contact Hours

Track: Specialized Training

In order to actually achieve good fire protection, a multitude of people, processes, and criteria are involved. The Society of Fire Protection Engineers (SFPE) has been looking at different perspectives and working in different arenas in order to culminate information to produce good fire protection. This program will review the roles and best practices of numerous stakeholders such as the owners, contractors, and Authorities Having Jurisdiction (AHJs), over the life of the fire protection scheme. In addition, new information improves the fire protection used. In this light, the new "SFPE Research Road Map" with respect to water-based fire protection, will also be discussed.


Harassment and Retaliation in the Workplace

Brian J. Smith, Whitaker Chalk Swindle & Schwartz PLLC

0.15 CEU | 1.5 CPD | 1.5 Contact Hours

Track: Business Management

This presentation covers a broad overview of actionable types of harassment; how to avoid harassment allegations; train employees to avoid conduct that could be considered harassing; and how to handle personnel issues that arise from harassment accusations and including avoiding allegations of retaliation.


Hiring & Retaining Employees

Randy Stutzman, FMI Capital Advisors, Inc.

0.2 CEU | 2.0 CPD | 2 Contact Hours

Track: Business Management

The goal of most organizations is to have a robust workforce that supports the right people in the right positions and a set of systems and culture that keeps them excited to be there. However, the current reality for the fire protection industry is that there is not only an insufficient quantity of craft workers, supervisors, managers and staff for available positions, but also that the industry may not be appealing enough to attract and retain the younger Millennials or the upcoming Generation Z.


Considerations for Adding Low Voltage to Your Business Model

Scott Holland, Wayne Automatic Sprinklers, Inc.

0.15 CEU | 1.5 CPD | 1.5 Contact Hours

Track: Business Management

A great way to solidify your relationship with clients is by expanding your service offerings to include low voltage services. This seminar is designed to give an understanding of the components of the fire alarm business, what needs to happen to jump in, suggested business model, and the required personnel and practices. It’s not just sprinklers anymore.


tMitigating Fire Loss During Construction

Mark Fessenden, Johnson Controls, Inc.

0.15 CEU | 1.5 CPD | 1.5 Contact Hours

Track: Specialized Training

Fire prevention and protection during building construction can be challenging. Factors contributing to a building vulnerability during construction include: accumulation of combustible materials and debris, the presence of ignition sources, and limited means to control or extinguish fires. When fires occur they can be devastating. Fires can result in significant financial loss for the owner or developer or even personal injury to site personnel. Fortunately, there are steps that can be taken to mitigate the risk of having a fire and, should a fire start, aid in fire control. We will discuss notable recent large-loss fires and review current criteria for safeguarding building construction and demolition operations found in NFPA 241 and similar criteria found in the International Building and Fire Codes. The effectiveness and areas of concern involving the use of active automatic sprinkler protection, as well as recent changes to other NFPA standards, will be discussed.


New! NFPA Certified Water-Based System Professional Program

Matt Klaus, PE, NFPA; Kacee Paige, CFPS, CWBSP; John Denhardt, PE, CWBSP;
Leslie "Chip" Lindley, II, CFPE, CWBSP

0.15 CEU | 1.5 CPD | 1.5 Contact Hours

Track: Business Management

This session will look at NFPA's newest certification offering, Certified Water Based System Professional (CWBSP). This panel discussion will feature several members of the certification advisory group that helped build the certification. This session will include an overview of the topics covered in the certification blueprint, the origin and development of the certification, and the benefits of the certification to contractors and system designers. Panel members will provide their perspective on what makes this certification unique and how it benefits not only the individual, but also the sprinkler industry as a whole. Following the panel presentation, the audience will have the opportunity to ask questions to panel members, which will be facilitated by NFPA technical staff.


NextGen Initiative Leadership Forum

Ryan Hogan, Preferred Insurance Services, Inc.; Kevin Mozak, Meridian Fire Protection;
Christina Catron, NCCER; Meaghen Wills, Anchor Fire Protection; Jay Strickland, Strickland Fire Protection

0.2 CEU | 2.0 CPD | 2 Contact Hours

Track: Next Generation

AFSA's NextGen Initiative is a movement. It's about inspiring innovation. It's about providing training and leadership opportunities to people new in the fire protection industry. It's about helping leaders bridge the generation gap to help develop and retain new talent. It's about creating the absolute best next generation of fire prevention specialists. Join our panel of experts as they discuss effective communication across generations, recruiting into the industry, leadership techniques, and successful management transition planning tactics.


NICET Certification

Chip Hollis, NICET

0.15 CEU | 1.5 CPD | 1.5 Contact Hours

Track: Business Management

An overview and update on NICET certification programs with a focus on sprinkler layout and inspection and testing. The overview will cover the rigorous program development process, application instructions, the value of a qualified workforce, new programs, and what is coming soon. In addition, learn how training and certification go hand-in-hand for the benefit and safety of the public.


tNFPA 13, 2019 Edition Update

Russ Leavitt, SET, Telgian Corporation

0.2 CEU | 2.0 CPD | 2 Contact Hours

Track: NFPA Standards Training

The 2019 edition of NFPA 13 is a complete reformat of the previous editions. This seminar provides an overview of the new format and how to use the reorganized document. It also includes a review of the major technical revisions included in the new edition.


tNFPA 13: Installation Changes to the 2016 Edition

Bob Caputo, CET, CFPS, Fire & Life Safety America

0.15 CEU | 1.5 CPD | 1.5 Contact Hours

Track: NFPA Standards Training

This program will address significant technical changes from the 2013 to the 2016 edition of NFPA 13, with explanation of the reason for each change. Participants will understand where and why each technical change was considered and how it was addressed by the technical committee. This program should appeal to sprinkler designers, estimators, and engineers, fire code officials, and plan reviewers.


tNFPA 13 Obstruction Rules Explained

Roland Huggins, PE, AFSA

0.2 CEU | 2.0 CPD | 2.0 Contact Hours

Track: NFPA Standards Training

This session will look at the various obstruction rules in Chapter 8 of NFPA 13 and outline the application of the rules based on the type of sprinkler being installed. The program will outline where the various sprinkler rules should be applied, including the three and four times rules, and also define types of obstructions to better apply the standard.


tNFPA 13R: Changes to the 2016 Edition, Plus IBC Applications

Pete Schwab, Wayne Automatic Sprinklers

0.15 CEU | 1.5 CPD | 1.5 Contact Hours

Track: NFPA Standards Training

This seminar will explore changes to the 2016 edition of NFPA 13R, Standard for the Installation of Sprinkler Systems in Low-Rise Residential Occupancies. Discussion will include clarifications for sprinkler protection of buildings with residential and mixed occupancies as modified in the 2016 edition, and important changes for corridors in conjunction with the 2015 International Building Code (IBC). Finally, we will examine upcoming modifications to the 2018 IBC for protection of attics resulting from the spectacular conflagration of the AvalonBay apartment complex in Edgewater, New Jersey. This course is a must for sprinkler contractors active in the NFPA 13R residential market.


tNFPA 14, 2019 Update and 2022 Preview

Steve Leyton, Protection Design and Consulting

0.2 CEU | 2.0 CPD | 2 Contact Hours

Track: NFPA Standards Training

The recently-closed 2019 revision cycle for NFPA 14 brought several significant changes to the standard. The program will include updates to NFPA 14, 2019 edition, and how the standard is evolving to address and incorporate the firefighting strategies, practices and equipment that are in use throughout the fire service. With nearly a third of the technical committee now composed of fire service and enforcer members, the 2022 cycle will also be an active one that addresses performance-based and collaborative design practices. There will also be discussion of the tactical and operational practices that are commonly used by fire departments world-wide. With building construction going ever higher and wider, the challenges associated with delivering adequate firefighting water supplies to the upper stories and outer reaches of high- and mid-rise buildings can be problematic. Topics covered will include the new chapter on pier, wharf and marina systems, fire department connection placement, zoning of standpipe systems using pressure regulation, significant changes to NFPA 14, 2019, and a look-ahead to the 2022 edition.


tNFPA 25 vs. NFPA 72: System Integration and Who Owns What

Terry Victor, Johnson Controls, Inc.

0.15 CEU | 1.5 CPD | 1.5 Contact Hours

Track: NFPA Standards Training

When it comes to sprinkler systems and fire alarm systems, there is often some confusion over roles and responsibilities. This session will look at the integration of sprinkler and fire alarm systems from both the installation and maintenance perspectives. Some of the specific questions we will address are: What do NFPA 13, 72 and 25 say about this integration?, Should I care about the new standard NFPA 4?, and As a sprinkler contractor, what role do I have in dealing with fire alarm systems connecting to sprinkler systems I am installing/maintaining?


tNFPA 20: Fire Pump Design and Installation for Fire Protection Contractors

Steven Scandaliato, CFPS, SET

0.2 CEU | 2.0 CPD | 2.0 Contact Hours

Track: NFPA Standards Training

This seminar will review the most important topics associated with the proper design and installation of fire pumps in fire protection systems. Detailed discussions regarding applicable definitions, understanding the requirements on the suction side versus the discharge side, how to properly size a fire pump, and the consequences when manipulating pressure will be included.


tNFPA 25 ITM Challenges and Training

Russ Leavitt, SET, Telgian Corp.;
Jason Williams, CET, AFSA

0.15 CEU | 1.5 CPD | 1.5 Contact Hours

Track: Specialized Training

This seminar is designed for today’s ITM challenges and opportunities. It addresses methods for handling issues that fall outside the scope of work of NFPA 25. Automated inspection and testing requirements are reviewed and how these new components impact inspection service providers. Participants receive an in depth look at those things customers need to know about their responsibilities as system owners. The session also reviews new or expanded requirements for sprinkler clearance, the current status of antifreeze systems, and other common items that are often overlooked or misunderstood during inspections and tests. In addition, the presenters discuss the negative impact of under-trained and/or over-extended ITM teams placing an emphasis on displaying professionalism in delivering these services. Finally, participants receive a brief description of the AFSA Inspector Development Program and the reasons why the program was created.


tNFPA 25: The Relationship Among the Contractor, AHJ and Building Owner

Bob Caputo, Fire & Life Safety America;
Matt Klaus, NFPA; Russ Leavitt, Telgian Corp.

0.15 CEU | 1.5 CPD | 1.5 Contact Hours

Tracks: AHJ Training, NFPA Standards Training

NFPA 25 is one of the most misapplied standards produced by NFPA. This session will look at the scope of the document and the expected roles that the owner, contractor, and AHJ play. Specifically, this program will address the expectation when it comes to executing a compliant maintenance program and how these stakeholders are intended to communicate and interact. We will explore what makes for an effective relationship between the contractor and their owner and AHJ, and what actions can drive a wedge between the parties in this delicate relationship.


Ownership Transfer & Management Succession Planning: An Accelerating Trend in the Construction Industry

Randy Stutzman, FMI Capital Advisors, Inc.

0.2 CEU | 2.0 CPD | 2 Contact Hours

Track: Business Management

Transferring ownership in a fire protection company is a complex, technical, and emotional undertaking. Whether it's to the next generation, a third-party buyer, or your employees, succession planning can be extremely challenging. The foundation of successful transitions is leadership planning and development. The demographic trend of the baby boomers aging out of the construction industry is creating the biggest challenge facing owners of closely held firms today — transferring the business's ownership and management to the next generation.


Selling Value...Not Low Price

Bruce Carter, North American Fire Sales

0.2 CEU | 2.0 CPD | 2 Contact Hours

Track: Business Management

Lowest price, lowest price, lowest price... is that all that customers care about these days is getting the lowest, rock-bottom price? Doesn't quality, service, and doing the job right matter to buyers anymore? Actually, the truth of the matter is that price is never the most important factor in any customer's buying decision. You read it right — price is never the most important factor! Furthermore, top quality and excellent service do matter. It matters to all buyers. "Selling Value... Not Low Price" is an essential training session providing basic selling training for fire protection's "non-sales reps" — those individuals who are being asked to do some selling, but who have had little or no exposure to formal sales training. Some of the topics covered include: (1) questions are the answer; (2) 80 percent of value is in the presentation; (3) the Tie Down, the Boomerang and Alternate of Choice; (4) there is only one best way to say anything; (5) cross selling... it is easier than cold calling; (6) people will do what you want them to do if you will ask them to do it. The entire session is fun, very motivational, and includes a comprehensive work/study guide. Participants will be anxious to get out in the field the very next business day and start making the techniques learned a part of their sales-success strategy. If you are tired of giving in to customers’ demands for "the rock-bottom price," this program for you.

Selling to Win!

Bruce Carter, North American Fire Sales

0.2 CEU | 2.0 CPD | 2 Contact Hours

Track: Business Management

The "born salesman"... we all can think at of at least one of them, can't we? The guy or gal who has all those magnetic qualities that makes telling them "no" all but impossible. The real truth of the matter though is that there really are no born sales people, just as there are no born doctors, born writers, or born website designers. Selling is a collection of specific skills which must be learned, practiced, and perfected in order to be successful. Selling is something that anyone with a desire and willingness to learn can be successful at. Techniques applicable to the sale of tangibles, like fire equipment, as well as a proven strategy for selling intangibles like service, are presented in a format that is fun, motivational, and gets results! Some topics include: (1) hot tips for cold calling; (2) delivering a super professional sales presentation; (3) handling difficult customer objections; and (4) closing strategies that put you in the big dollars. Don’t miss this training program packed with practical content delivered with pizzazz that will have a positive and lasting effect.


Safety: New Silica Dust Requirement and Other OSHA Hot Spots

Tracy Hadwin, Fire Tech Systems, Inc.

0.15 CEU | 1.5 CPD | 1.5 Contact Hours

Track: Specialized Training

OSHA started enforcing the new silica dust ruling for construction in September 2017. With the new regulation being enforced it is important to be up-to-date with all the changes regarding the standard. Do you and your employees know what is required to stay in compliance? This seminar will cover the changes to the regulation that affect the work we do.


tTesting: Fire Pump Acceptance and NFPA 25

Bob Caputo, CET, CFPS, Fire & Life Safety America; Matt Klaus, PE, NFPA

0.15 CEU | 1.5 CPD | 1.5 Contact Hours

Track: NFPA Standards Training

Fire pumps are a critical part of an automatic sprinkler system. NFPA 20 and NFPA 25 provide requirements on the initial acceptance testing and periodic testing of this vital system component. This session will examine the difference between the acceptance test and the "post-occupancy" periodic tests. This program will look at answering important questions including how do I pretest my pump so that I pass my acceptance test with the AHJ and what are the different periodic tests I should be trained to execute.


The Survivors and Incentives to Protect Single-Family Developments with Home Fire Sprinklers

Fred Durso, Jr., NFPA; Randy Miller, Camas-Washougal FMO; Peg Paul, HFSC

0.2 CEU | 2.0 CPD | 2 Contact Hours

Track: Business Management

The National Fire Protection Association has placed a much-needed lens on the lingering effects of fire in America. NFPA has produced “The Survivors,” a multi-part podcast series that takes an extensive look at a family who lost two children in a home fire. The podcast showcases the lifelong toll fire has taken on this family and the life-saving impact of home fire sprinklers. This session will illustrate the human impact of today’s home fires, identify the statistics (local and national) around America’s home fire problem, and identify simple ways the fire sprinkler industry can take action in support of home fire sprinklers.

The Home Fire Sprinkler Coalition introduced new tools to teach the need for and value of offering trade-ups as incentives to get developments sprinklered. Deputy Fire Marshal, Randy Miller, Camas-Washougal (WA) Fire Marshal’s Office, will present his case study, 14 years of working with planners to offer developer incentives that resulted in more than 2,000 sprinklered homes. He will also discuss how he worked with contractors allowing the systems to be more cost effective. The presentation will include the role of home fire sprinklers related to firefighter health and safety and the ability to reduce responder exposure and contamination dangers. It will also provide information to help fire departments merge sprinkler education into community risk reduction strategies.


Train-the-Trainer Workshop

Bob Caputo, CET, CFPS, Fire & Life Safety America
0.8 CEU | 8.0 CPD | 8 Contact Hours
TRACK: SPECIALIZED TRAINING

Whether you are preparing to be a professional trainer, or you are someone who does a bit of training as a part of his or her job, you'll want to be prepared for the training that you do. You will begin the process of becoming trainers, understanding that training is a process where skills, knowledge, and attitudes are applied.

This full-day “Train-The-Trainer” workshop will give all types of would be trainer's tools to help them create and deliver engaging, compelling training programs that will encourage trainees to not only want to learn but come back for more. New trainers will gain a strong foundation in critical training skills and seasoned trainers will be introduced to new approaches for delivering more powerful training.


tWhat is Really Required to Inspect and Test Sprinklers per NFPA 25, 2017 Edition?

Terry Victor, Johnson Controls, Inc.

0.2 CEU | 2.0 CPD | 2 Contact Hours

Track: NFPA Standards Training

Most users of NFPA 25, whether it's the building owner, the AHJ, or the contractor providing inspection, testing, and maintenance services, know that sprinklers need to be inspected and tested on a periodic basis. But do they fully understand the requirements of NFPA 25 related to those inspections and tests? This seminar will focus on these requirements, explaining what needs to be done and at what frequency; the pass/fail criteria; the classification (non-critical deficiency, critical deficiency, and impairment) of failed sprinklers; and what actions must be taken to correct them. Photos of sprinklers that have the conditions described in Chapter 5 of NFPA 25 will be shown and used for discussion. Frequently asked questions such as: Who is responsible to identify recalled sprinklers? and Should the cover plates of concealed sprinklers be removed to perform a visual inspection? will also be answered.


tWhen Non-Sprinkler System Sections of IBC Affect Sprinkler Contractors

Russ Bainbridge, PE

0.15 CEU | 1.5 CPD | 1.5 Contact Hours

Track: Specialized Training

When doing design-build projects the sprinkler contractor is frequently acting as the fire protection consultant. Requirements in the IBC outside of Chapter 9, Fire Protection Systems, affect where and when sprinkler systems shall be required. This presentation will cover some of these issues and where the IBC overrides the requirements of NFPA 13. Basic requirements of firestopping when penetrating a fire barrier with sprinkler system equipment will also be covered.

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