PCC Magazine Partial Fall 2011

1 Pressure Cleaning Contractor Fall 2011 www.PCCMagazine.com

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Page 6Page 24

Page 34Page 46


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3Pressure Cleaning Contractor Fall 2011 www.PCCMagazine.com

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TOC

6 Contractor’s Good Deed Hits an Industry Home Run

16Power Wash Community Makes a Child’s Wish Come True

24 Pressure Washing Contractor Becomes Hero

34 How the Industry has Given Back...to Me*

45 Pastor Charlie Arnold: Spreading the Good News Through Power Washing*

4 Editor’s Note: Living Beyond Ourselves 12 Why I Use What I Use: How Paver Sealing Changed Jon Chapman’s Cleaning Business

15 What’s New: New, Redesigned Electric Recycle System from Hydro Tek

18 How Hard Water Affects Pressure Washing

22 What is Going Down the Drain?

25 The Catechism

26 An In-Depth Interview with Robert Hinderliter*

36 Choosing Cleaners with “Pow”

38 Referral Programs: Whny thy Work

41 TheGrowthofCertifications

In This Issue:

Pressure Cleaning Contractor is published bimonthly online

www.PCCMagazine.com Fall 2011

PCC Magazine12300 Nebraska Ave.N. Little Rock, AR [email protected]

Snapshots of Giving Back

The publisher and editor of this magazine do not accept responsibility for the content of any advertisement, including statements made by advertisers herein, or for the opinions expressed by the authors of bylined articles.

The intent of this publication is to provide general information only and is not intended to provide specific advice or recommendations. Appropriate legal, financial or engineering advice or other expert assistance should always be sough from professionals.

Publisher/Editor: Allison Hester

Web Supprt:Celeste Gothrop

Also in this Issue


Living Beyond Ourselves

I learned last night that for the first time in its 20-year existence, the PWNA (Power Washer’s or North America) conference, held this past weekend, was opened with a word of prayer. I don’t know if it was because of the hurting economy. Maybe it was the bickering and divisiveness that is taking place within the industry. Perhaps it was because at least three attendees that I know of had family emergencies occur just prior to the event. Maybe it was something a simple as the fact that a pastor is on the PWNA board. Whatever the reason, Charlie Arnold, owner of Arnold Powerwash and pastor of the Seaside Church in Lewes, Delaware, asked God to bless the meeting and the people in attendance. And from the feedback I’ve gotten, God honored the prayer, making it perhaps the best meeting the PWNA has had in years. This, for me, was confirmation of two things I decided to do with this issue. First, Pastor Charlie Arnold, whom I met in July during the NCE event in Tampa, asked if I’d be interested in allowing him to write a new column for us where readers can write in and ask Biblically-based questions or send their Biblically-related experiences. I wholeheartedly agreed.

I realize this is not a faith-based publication, but I am a faith-filled publisher. And the numbers of people who came and talked to Charlie this past weekend about life issues indicates to me that many people need this. So the intro to his new column is on page 25 of this issue and is available to everyone. Also, subscribers can read Charlie’s story starting on page 42. Secondly, as our cover story on page 8 explains, PWNA sponsored a non-PWNA sanctioned event in which John Tornabene, along with Babe Ruth’s granddaugher, Linda Ruth Tosetti, honored several industry members for their contributions inside and

outside the industry. I’ve heard it was a wonderful evening and has triggered greater acts of benevolence, and for this I am thrilled. I have been in contact with John since the start of the events and have experienced his passion for this cause, so I am honored to tell the story. I worked until 2 a.m. this past Friday night so that I could post the cover article on our website and on the one of the industry boards. (I was too tired to cover the gambit of boards by that point.) A few short hours later, I awoke and checked the board to find two negative remarks about the story. It saddened me. Not so much that they didn’t like the article. What saddened me is that some people seem to take so much delight in tearing other people down. My goal is to inspire people to live beyond themselves. Look out for our fellow man. Frankly, if you don’t like agree with this philosphy, or if you’re offended with PCC’s direction, just don’t read it. This magazine is currently a labor of love for me. (In other words, it’s not a goldmind.) The magazine was originally my mission to help a hurting friend, Steve Stephens, who could no longer pressure clean after a car accident. I was trying to give him hope, help and a new role in the industry. However, it has become obvious to us both that he was not designed to be a publisher, but rather a consultant, speaker and teacher. And, as the story on page 34 tells, the selfless gift of an old friend is making that dream a reality. So while he will still contribute to the magazine some as a consultant, this is no longer my gift to him. Instead, it’s my gift to me. It’s my way of sharing my passion for encouraging others to do good works, which is what I love to do. And for many, I hope you will find this to be my gift to you as well. – Allison Hester

Editor’s Note

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SCHEDULED WASHING:The time period between services makes a hugedifference in the difficulty of washing vehicles. The longera truck is run prior to wash service the more dirt and bugsit accumulates. Additionally, an electro-magnetic bondis created when the vehicle is...

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Contractor’s Good Deed Hits an Industry Home Run

by Allison Hester

“The way a team plays as a whole determines its success. You may have the greatest bunch of

individual stars in the world, but if they don’t play together, the club won’t be worth a dime.”

– Babe Ruth


In the early 1900s, there were no TV sets. No computers. No video games. No WWF, MMA, NASCAR or extreme sports. But there was baseball. Known as America’s pastime, baseball was a sport that brought people together. It was something almost everyone knew about and experienced at some level, whether playing in the schoolyard or attending a game at the ballpark. Baseball is a true piece of Americana. And perhaps the best known baseball player of all time is Babe Ruth. His big swing, home runs and larger-than-life personality ushered in the live-ball era, helping baseball evolve into a high-scoring, power game that exploded in popularity in the 1920s. And so, with these things in mind, let the game begin.

The Top of the First John Tornabene, owner of Clean County Powerwashing in Long Island, New York, was asked by a client to go to the Gate of Heaven Cemetery to clean a customer’s family mausoleum. This well-known cemetery happens to be where George Herman “Babe” Ruth is buried, and his gravesite is by far the most popular spot on the grounds. Even 63 years after Ruth’s death, fans stop by almost daily, leaving flowers and gifts to honor the “Great Bambino.” While on the property, John said he could not help but stop at the gravesite. As a pressure washing contractor, the thing that stood out behind all the gifts to honor Ruth was mold. John had seen the tombstone – and the mold – before, so he came prepared. “Before I headed up that way, I had already thought that if there was mold on it, I might have to clean it. The tombstone just seemed like it should be cleaned,” he says. He brought with him a bag of industry-related items he had collected from

various events from the UAMCC, PWNA, Pressure Washing Institute and the Grime Scene, and after the cleaning, he placed those items on the tombstone and then took some photos. There was no real plan for doing this other than he felt like what he was doing was representative of something bigger – an

Before (Top) and after (bottom) the monument cleaning (with John Tornabene).


industry that, despite its differences and controversies, never fails to give back. Keep in mind, however, that John did this without the Ruth family’s permission, something that began to eat away at him. John’s brother-in-law later found a phone number for Babe Ruth’s granddaughter, Linda Ruth Tosetti, in Connecticut, and John called to fess up. Instead, he got an answering machine, so he left a message telling her what he’d done. Then he added, “I didn’t mean to disrespect your grandfather. He shined in life. He should still shine in death. If you feel you need to do anything, please do what you need to do. If I disrespected you in any way, I am truly sorry.” The following day, Linda’s husband, Andy, called back. The first words out of his mouth were, “Why did you do what you did?” John’s heart began to race. Again, “We want to know why you did what you did. Linda is shocked by this.” Gulp. Andy continued, “She can’t believe that these days someone would do something like this. She is so excited!” Later that day, Linda called John again to thank him and a friendship was born. John began to tell her about the power washing industry, about Clean Across America,

Cleaning for Heroes, and how the industry regularly gives to their communities by cleaning things for free. Linda, whose mission in life is to spread the word of her grandfather’s numerous charitable acts and to honor those who follow in his footsteps, wanted to do something special to thank John. Last night, that idea turned to reality.

Ruthian Regards As John thought on the idea of what to do, he asked if she would autograph photographs

Linda Ruth Tosetti The granddaughter of the legendary Babe Ruth, Linda lectures on the life of her world renowned grandfather, George Herman “Babe” Ruth, at various schools and universities. Linda had the honor of being inducted into the Latino American International Sports Hall Of Fame, in Laredo Texas in 2009. She has been a guest speaker at The Society of America Baseball Research, the Baseball Hall of Fame and Museum in Cooperstown NY, the Babe Ruth Museum in Baltimore Maryland, the Ted Williams Museum, Tropicana Field, in St. Petersburg, Florida, at the St. Petersburg Preservation Society. Linda Ruth Tosetti has also been a Contributor to Fox Channel News, ESPN, the Chicago Sun-Times, the New York Times, the Boston Globe, the Washington Times and has been an honored guest at Yankee Stadium and Fenway Park and various important sporting venues and events throughout America. She is considered a leading authority on the life and times of her fabled grandfather from an intimate family point of view.

Andy, Kathy (John’s wife), Linda and John


of her grandfather to pass along to some industry members of his choice. She agreed. Next, he had to choose the names, and limit the number of photos…a task that ate away at him, worried about leaving someone out or hurting feelings. He stresses that he does not know everyone in the industry, and the names selected were people he knew through various trade associations and industry bulletin boards. They were not sanctioned by any group. John, himself, paid to have the photos placed on plaques. “These pictures, when you have them in hand, are like holding a treasure. They’re surreal,” John adds. Among those he selected, three couples and one individual stood out to him as truly going above and beyond, so he asked Linda to give them a special photo. She agreed. Next, he asked the PWNA board to allow Linda to present the plaques during their annual convention on October 20 through 22. While again, this is not a PWNA-sanctioned presentation, they graciously agreed, inviting Linda to attend the annual meeting, speak during Friday night’s cocktail event – sponsored by Facilitec-USA and Scotts Pressure Wash – and present the plaques. “I want to thank the PWNA Board of Directors for allowing this to happen since they are the decisionmakers of the organization,” John adds. I especially want to thank Eric Clark (PWNA President) for taking a risk and letting me do this. It’s risky for an organization to go against the grain and allow something in that’s not sanctioned by any one group and is not clearcut as to what it is turning into. This has certainly been a work in progress. He trusted me when all I had were some big ideas and few answers.” Additionally, the recipients of the four special plaques were revealed and honored last night. The recipients were: • John and Shelly Allison of Envirospec and founder of Suzi’s Friends • Tom and Barbara Vogel of ACR Products • Rod Rodriguez and Beth Borrego of The Grime Scene.

• Henry Bockman, founder of “Clean Across America” John also surprised Paul Horsley of Scotts Powerwash with a special plaque thanking him for his many volunteer efforts, both inside and outside the industry. However, there were two individuals John wanted to pay special tribute to, and they were each given special plaques plus

Andy, Kathy (John’s wife), Linda and John

Top: The signed plaque of Babe Ruth that most recipients will receive. Middle: The signed plaque reserved for the six “special” recipients of John’s choice. Bottom: John busily packing and mailing

10 10 Pressure Cleaning Contractor Fall 2011 www.PCCMagazine.com

autographed bats. These two were: • Robert Hinderliter, Industry Pioneer and Founder of the PWNA. (See page 28 to read the in-depth interview featuring Robert’s many contributions to the industry) • Joe Walters of Joe Walters Insurance, PWNA’s first official member and long-time supporter of pressure washing contractors.

Babe Ruth’s Charitable Contributions George Herman “Babe” Ruth was the first prominent American athlete to become a major philanthropist. He was involved with over 40 charitable organizations that supported children and his fellow man. Additionally, George loved children and children loved George. He regularly visited hospitals, orphanages, prisons, schools, sanitariums and other similar institutions. During a 1933 visit to Hawaii, he spent time at a leper colony despite warnings from local authorities. He also participated in a number of human rights movements and was one of the first nationally-known figures to accept and support men and women of every race, creed and culture into baseball, supporting Negro League, Mexican League, Cuban, women and children’s baseball. He protested the Holocaust before the President was against it, using his name to draw attention to the Jews’ plight at the exact time that U.S. officials were hoping to sweep the Jewish refugee problem under the rug. And for every known charitable act, historians believe George did at least twce as many unrecognized acts of kindness.

Additionally, a special photo was given to Nick Campanale of Nick’s Pressure Cleaning Services to present to All Children’s Hospital in St. Petersburg, Florida.

The Ninth Inning Still, this was not enough for John. Since the gravesite cleaning, John and Linda have developed a unique friendship. They talk regularly on the phone. Their families have even gotten together for dinner and other outings. Linda’s mother, Dorothy, had a dying wish that her father, Babe Ruth, would receive the Presidential Medal of Freedom, the highest civilian honor one can receive, for his numerous charitable acts. Linda’s efforts to fulfill her mother’s dreamhave not succeeded just yet. “Just seeing how Babe Ruth – who was put in a reformatory orphange for 12 years, during which time he lost five siblings and his mother – still managed to not only make something out of his life, but to give back in so many charitable ways is simply amazing,” says John. “That is truly inspirational.” John has taken on his own mission, getting a national figure to recognize Linda’s “Ruthian” efforts as well as the generosity of the power washing industry. After several failed attempts, John came through in the bottom of the ninth.

10 11Pressure Cleaning Contractor Fall 2011 www.PCCMagazine.com

On October 18, just three days prior to Friday night’s plaque unveiling, U.S. Representative Steve Israel provided John with an official letter thanking Linda for her “tireless work in giving your grandfather Babe Ruth back to the people,” and also for her work in honoring the power washing industry. The same day, Alfonse D’Amato, the former New York Senator who “handpicked” Bob Dole to run against Bill Clinton, wrote a letter as well. In it he thanked Linda for her hard work, then added the following: “When I was in the Senate, I always thought it was most important to recognize those in my state who unselfishly gave to others. So I must applaud your support for the power washers who continuously give back to the communities.” John surprised Linda with these recognition plaques at last night’s event. His hope is that these national figures may just be the open door needed to fulfill Dorothy Ruth’s dying wish. In an interview prior to last night’s event John explained, “Even though Linda and her family have been pursuing this for years, we, the powerwashers, have helped her get noticed. She is going to be so surprised by this because it just doesn’t happen...but it did. And it’s through you guys that help others, and through me, a mere messenger.” And truly, John says that’s all he ever wanted to begin with. That’s why he placed his industry items on the gravesite of Babe Ruth in hopes that somehow, someway, it would help unite the industry and pay homage to the countless power washers who give back to their communities every day. “None of these power washers are perfect. Babe Ruth wasn’t perfect. But people have to

start looking at what is impacting. What has left a positive influence on others? What makes people feel good, especially when we’re all hurting some during these terrible economic times. What is that? It’s when someone wants to help them out for free just because,” John concludes. “Its’ time this country gets back on track by giving to those in need, and we have powerwashers who are doing just that.”


Jon Chapman of Pro Pressure Clean and Seal in Tampa, Florida, started pressure washing part-time in 2003, going full-time by 2005. Initially, Jon focused solely on removing chewing gum, but quickly saw the need for roof cleaning, then deck and dock sealing, and now window cleaning. However, his biggest growth opportunity occurred in 2008 when he discovered the interlocking concrete paver sealing market. “Florida is a huge market for paver installations, and most installers don’t offer or don’t do a very good job of sealing,” he explains. “There are more docks than decks here in Florida, and since I was doing dock restoration, the paver pool deck was an obvious add on.” Today, paver sealing makes up as much as 60 percent of Jon’s business. He says a typical job, such as a pool deck with patio, takes around one to two hours to aggressively clean, depending on the amount of problems or

neglect. The sealing takes one-half to one hour, “and we’re done. Five to seven hours total with an average ticket of $1000 on a typical pool deck.” And the product line he uses is by Seal ‘N Lock.

Trial and Error Jon turned to Seal ‘N Lock after several unsuccessful attempts with a number of other products. First, he tried solvent acrylic sealers, but his customers began calling and complaining about “white blush” – i.e., white spots that appeared on the pavers due to trapped moisture under the acrylics. Solvent-based sealers require that contractors first wash the substrate in order for the sealer to adhere to it. Then they must wait several days for all of the moisture to evaporate from underneath. “It’s very hard to measure whether the moisture is all gone because although it

can look dry, there still may be moisture underneath, which causes the pavers to turn white,” explains Russ Heitman, Director of Strategic Development for the Seal ‘N Lock (SNL) System Corporation. However, the white blush may not show up for a few months. “If it turns white, it’s very difficult and time consuming to fix,” Russ adds. “Now you’ve got a huge problem. For a $2,000 sealing job, you’re putting a $20,000 pool deck at risk.” That’s why Jon switched from solvent-based products to water-based sealers, but he wasn’t happy with those either. “They didn’t have much shine and

Why I Use What I Use

How Paver Sealing Changed Jon Chapman’s Cleaning Business


they were way too difficult to apply to make it profitable for me,” he says. Eventually, one of Jon’s local suppliers invited him to a demo by Rich Colletti of Seal ‘N Lock, “and I was hooked immediately,” he explains. “A one-day sealer. How cool is that? The dollar signs started flashing before my eyes.” Unlike the other sealers Jon tried, Seal ‘N Lock could be applied to damp surfaces so he did not have to make repeat trips to the client’s property. “One of the miracles of Seal ‘N Lock is that it releases all moisture during the curing process,” explains Russ. “This reduces your waiting time and lets you clean, sand and seal all in one day. With the cost of fuel, who wants to come back?” Another difference between SNL and other sealers, according to Russ, is that it is a two-coat process – that is, two coats of the same product – and it’s easier to apply than other products. In fact, contractors are encouraged to walk on the product between coatings to ensure the sealer does not pool in low spots, which can cause the pavers to appear darker than in higher areas. “We want evenness, so we want contractors to walk on it, spread it with a broom, or blow it with a blower, whereas other products don’t allow that,” says Russ. “A lot of the Seal ‘N Lock process is counter intuitive, which is why we strongly encourage contractors to take the Seal ‘N Lock Authorized Technician Course.” Although the SNL course has a list price of $249, for 2011 it’s being offered at a greatly reduced price – even free in many instances. “It is a professional grade product and therefore we highly recommend that contractors g it,” says Russ. “By taking the class, you learn tips, tricks and techniques, get registered for leads in your area, and receive ongoing training offerings.” Participants also get a 74-page manual, as well as access to the Seal ‘N Lock team. “We want to walk you through that first job,” stresses Russ. Additionally, for 2012, SNL will be adding even more value to their contractors’ toolboxes by offering products that not only enhance the paver’s current tint, but can actually recolorize

it. “This will add tremendous value to the course and to the contractors’ list of services,” Russ adds. The Market Interlocking concrete paver sealing is a growing trend for pressure washing contractors. It’s not only a natural add-on service, it solves the all-too-common problem of ruining sand joints when power washing pavers. “If you’re not careful when cleaning, you can wash away the sand, which is a structural component of the pavement, which can lead to joint failure,” according to Russ. By sealing with SNL after cleaning, it actually locks the joint sand, “which other sealers don’t do. Now pressure washing contractors can wash it, sand it and seal it. At that point it ‘locks’ the joint sand, which makes future cleanings easier. Sealing adds value to their customers by enhancing the pavers’ color and protecting their investment from wear and stains. The full service ‘clean and seal’ contractor is seen as a true expert.”

13


Jon said adding paver sealing to his business came fairly easily, as he only approached his current clients at first. Then he added the service to his website and worked hard on his SEO (search engine optimization). “Now I am almost always on the first page of Google in my area,” he adds.

While Jon still offers pressure washing and roof cleaning, he says he can now turn down the small jobs. “It seems like there are billions and billions of pressure washers in Florida and the pricing is ridiculous,” he adds. In a saturated market, paver sealing has given Jon a competitive edge. “Its profitable, and fun. I like my work, and I’m good at it,” he adds, pointing out the positive customer reviews he’s received on sites such as Angie’s List.T he most time-consuming part, according to Jon, is the sanding that occurs between the washing and sealing steps. “But with Seal ‘N Lock, we can wash sand in, wash off excess and be ready to seal in about another one to two hours.” n this market, Jon suggests calling some of the bigger paver manufacturers in your area and finding out who the installers are. “Start working the installers and get some SEO on your website for paver sealing.” Finally, Jon adds that he is happy to give free advice to anyone, but points out that so are the staff of Seal ‘N Lock. “So feel free to call.” To learn more, or to sign up for an upcoming training course, visit Seal ‘N Lock’s website at http://sealnlock.com or call them at 813-852-1500. To learn more about Pro Pressure Clean and Seal, visit http://roofsanddecks.com/index.html.

It was standing room only at the Seal ‘N Lock training at NCE East.


It was standing room only at the Seal ‘N Lock training at NCE East.

New, Redesigned Electric Recycle System from Hydro Tek

What’s New

Hydro Tek’s new, redesigned RZV10E1 is an affordable option for contract cleaners to recover, recycle and reuse their washwater on the jobsite.

Simply set up the included sand berms to divert your washwater to one spot where you place the scupper attachment and vacuum up the washwater. The washwater is sent through a 7-stage filtration process and the filtered water transfers back to your power washer bulk tank. If you have the proper permits, there is a bypass mode that transfers the filtered water up to 100’ away into sanitary sewer or landscaping, instead of to your bulk tank.

The RZV10E1 can be plugged into a standard 115v wall outlet or use with a 3500 watt generator for portability. Turnkey system comes ready to use with 10’ containment berms, 6’ deluxe rubber sand tube, vacuum scupper, and 50’ vacuum hose. It will recover and process up to 12 gpm to 5 micron. With its compact size, it mounts in tight spaces in your van, truckbed or flat

trailer near your power washer, bulk tank, and generator. Maintaining your RZV vacuum filtration system is now easier than ever. The redesigned twist-lock bag filters can be accessed by lifting the lid completely off where you can either clean or replace one or both of them as needed. A pressure gauge indicates when your

pleated cartridge filters and carbon filters in the gray canisters should be replaced. There is a dump valve at the bottom of the conical holding tank to quickly purge the solids that have collected there.

For those who have or are considering a Hydro Tek SC or SCU Series power washer, there is also an AZV model that is powered by the skid’s on-board generator instead of using an independent generator.

For more information on both of these Hydro Tek Vacuum Filtration Systems, visit www.hydrotek.us/natlspecial and scroll down to the “No Water Wasted” video.


In July, members of the pressure washing community – led by Paul Kassander of the PowerWashStore.com, with the help of Kory Finley and Ron Musgraves of the National Cleaning Expo – turned what could have been a simple skid giveaway into something much more valuable – a chance of a lifetime for a terminally-ill child. During the NCE East event in Tampa, Florida, $5,472 was raised for the Make-A-Wish Foundation. Since 1980, Make-A-Wish has been giving children with life threatening medical conditions hope and strength by making their unique dreams come true. “Make A Wish seemed like the perfect

program. I have my own kids and can’t imagine what it would be like if my children were in the same situation as some of these other children,” says Paul. “Their stories are a reminder of why we’re all working to begin with – to take care of our families. If there’s something we can do to help bring a little joy into their lives, then that’s what is most important.” While many industry events raffle off donated equipment, Paul said he wanted to try to do something more significant at NCE. “I thought if I donated a simple pressure washer – something that everyone can use – we would have the ability to raise more money for a charity than if I was to just donate a washer to the event. I was looking for a way for the industry as a whole to give back to the community.” The skid donated was a cold water, 5.5 gpm, 2500 psi pressure washer with a Honda engine.

Power Wash Community Makes a Child’s Wish Come True

Left: Kory Finley presenting a check to Make-A-Wish for $5,472. Right: Paul Kassander with the skid aution winner, Dave Muirhead of Sky View Window Cleaning

17www.powerwashstore.com

program. I have my own kids and can’t imagine what it would be like if my children were in the same situation as some of these other children,” says Paul. “Their stories are a reminder of why we’re all working to begin with – to take care of our families. If there’s something we can do to help bring a little joy into their lives, then that’s what is most important.” While many industry events raffle off donated equipment, Paul said he wanted to try to do something more significant at NCE. “I thought if I donated a simple pressure washer – something that everyone can use – we would have the ability to raise more money for a charity than if I was to just donate a washer to the event. I was looking for a way for the industry as a whole to give back to the community.” The skid donated was a cold water, 5.5 gpm, 2500 psi pressure washer with a Honda engine.

The unit’s list price was $2500. Additionally, Kory Finley, who helped coordinate the NCE event, donated twin pump softwash cleaning system for the raffle. “That gave people other options since a lot of roof cleaners don’t use pressure washers,” Paul adds. Prior to and during the NCE event, raffle tickets were sold by the hundreds. Time was also given to allow a Make-A-Wish representative to give a special presentation during the event itself. During the event’s opening night reception, Ron Musgraves (NCE, Pro Power Wash, Pressure Washing Institute), AC Lockyer (Softwash Systems) and Chris Tucker (Apple Roof Cleaning) all took their turns getting soaked in a dunk tank, raising funds for the charity. “I was extremely pleased with the participation, and I was especially surprised at the amount of people who spent over $100,” Paul said. “I expected a lot more $10 or $20 donations, but several people gave $100 or more.” Paul says he was also pleased with the number of people who bought tickets who had no interest in the equipment itself. For instance, Paul pointed out that his direct competitor, Russ Johnson of Southside Equipment, donated $100 to the event. “I think that was a real standup thing to do,” explains Paul. “It went beyond our head-to-head competition as distributors and we came together for a good cause.” In the end, Pamela Starr, a presenter for Constant Contact, had the winning ticket. She then donated the machine back to auction off, which helped us raise another $1,000, the winning bid by Dave Muirhead of Sky View Window Cleaning. That, in turn, put the charitable event over the top, raising more than the amount needed to sponsor a child’s wish.

“It was a great feeling to see the outpouring of support from around the country. I think most did it more out of the kindness of their hearts more than anything,” Paul adds. “I hope we can continue to do these kinds of things every year. I would love more than anything to be able to donate a $2,000 to 3,000 pressure washer and get this type of support. Instead of just donating $5000 to Make a Wish, let’s turn it into $10,000 or

more.” Paul says he was not surprised by the generosity of those there. “As a whole, the power washing industry gives a lot back but just doesn’t get the attention they deserve because they do it in the shadows. They do it at night, when people aren’t around.” He concludes that “things like this raffle help bring their generosity out in the open and let people know we are giving back. We need to get the word out that we are here and we want to help make our communities cleaner and protect the environment at the same time. The more awareness we can generate about what we do, the better businesses will be and the more professional our industry will become.” As a final note, Paul wanted to be sure to thank Kory Finley and Ron Musgraves for giving him the opportunity to raise money for Make a Wish. “ I wouldn’t have been able to do it without NCE putting that platform out there for us, which allowed us to do something big.” To learn more about Make-A-Wish, visit their website at www.Wish.org.


For most of the country, hard water is a way of life; the only difference may be in the degree that you have it. So how does hard water effect pressure washing and what can be done about it? First, let’s discuss where hard water is found and where it comes from. Water hardness is rated by GPG - grains per gallon – and hard water, higher than 1 GPG, includes 85% of the country. The amount of hardness will vary from slight to extreme (see map below).

Rainwater dissolves minerals present in rocks as it passes though the ground down to the water table, aquifers and wells. Carbon dioxide, being heavier than air, also combines with rainwater underground and helps convert the carbonates of calcium and magnesium into bicarbonates. These bicarbonates, being soluble in water, cause hardness. These bicarbonate salts exist in the form of positive and negative ions, which can be used, as you will see later, in ways to help incapacitate or remove them by certain methods,

Hardness Levels· Soft water – less than 1 grain per gallon· Slightly hard – 1 to 3.5 grains per gallon· Moderately hard – 3.5 to 7 grains per gallon· Hard – 7 to 10.5 grains per gallon· Very hard – 10.5 and higher grains per gallon

How Hard Water Affects Pressure Washingby Linda Chambers, Soap Warehouse, www.SoapWarehouse.biz


one being ion replacement.Disadvantages of Hard Water

Forthepressurewashingcontractor,thefirsteffect of hard water is on the soaps and detergents. Because soap and detergents have an ionic nature, when they dissolve in hard water, each soap molecule reacts with any calcium ions, limits the formation of lather and instead forms precipitates or scum. This scum essentially renders the detergent ineffective so much more soap is needed to clean if used with hard water. The second major problem with hard water is that when it is heated, it will deposit solid calcium carbonate or lime scale. Scale is a poor heat conductor, and in a hot water pressure washers scale insulates water from the coil’s heat source. For many pressure washers, a hot water machine is a necessary time saver since heat increases the effectiveness of soap and helps break down and dissolve the contaminates they are trying to remove for their customers. But the scale produced in their machines when using hard water will very quickly start to reduce the machine’s effectiveness to heat and maintainhotwateraswellasrestrictwaterflowinthe other pressure washing equipment, even to the pointofchangingtheflowrate(GPM)orPSIthatthemachineshouldbeproducing.Asflowisrestricted,it places a heavier strain on the pump’s motor, which can cause early wear and failure.

Water Softeners To reduce the negative effects of hard water, many methods have been developed to remove hardness. These techniques range from adding softening chemicals to either the soaps, the water or both in order to avoid having to use larger quantities ofdetergentandstoplimescale.Portablefilterscanbeusedtofilterwaterrunningthroughthemachineto change the ions to prevent scale buildup on the heating element. Water softeners work using a technique called ion exchange, whereby calcium and magnesium ions are replaced by sodium ions, which do not cause hardness. Even separate machines containing magnets are now being used to alter the molecule’s action in the water just before entering the machine to inhibit scale build up with out using chemicals at all, just electricity.

You May Already Be Using Softeners Soap manufactures are very much aware of this problem and many add softeners to their chemical mixes without the customers even knowing it.

Thesesofteningbenefitsmaybecommunicatedinthe detergent’s description, with phrases such as superior ingredients, great suds action, works well in hard water, or cleans well in cold water. This is just like carwash patrons who are unaware that they are getting extra sheeting and quick-drying chemicalsaddedtotheirfinalrinse–whetherornotthey are paying extra for them – just because the carwash owner wants you to be happy with a dry car and come back again. And since these chemicals are not hazardous, they are not mandated to be listed on a MSDS or reported to consumers. Local water departments may also be adding softeners to the water supply that you are not aware of. In known hard water areas, ground waters may be treated by lime softening - as are many hard surface waters – or by ion exchange softening, in which calcium and magnesium ions are exchanged for sodium ions as the water passes through a bed of ion-exchange resin. To know how hard your local water is, you must have it tested or read up on it in the latest water department’s federal reports. Most areeasytofindandcopiescanbesuppliedwhenrequested as long as you live or own a business in their jurisdiction.

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Costs to Create a Balance You, as the pressure washing professional, must gather information and then weigh the options availabletofindthemostcosteffectivewaytocombat hard water and it effects on your equipment and bottom line. Here are some numbers we have gathered from speaking with owners of pressure washing equipment businesses that also handle pressure washing repair.•The pressure washer part most effected: the hot water coil, second is the pump itself.•The time and cost of de-scaling a coil: time 4 hours, cost average $260.•Cost of replacing a coil: $800 - $1,800 depending on size and brand of machine. Infrequency of runtime is a larger factor in regards to scale buildup compared to the length of runtime. In other words, you can't just say you should clean your coils after every 100 hours of runtime. A machinethatwasrun100hoursinfive-hourlongsessions all in one month will have much less scale buildup than a machine that ran 100 hours used in only one-to-two hour sessions that covered a six-

month long-time period. It seems one point that can play a role in buildup is the frequency of heating and cooling, along with the length of time that water circulates through the machine. For instance, here is a photo of the inside of a homeowner’s pump that was used only twice but three months apart. When the owner pulled it out again six months later, he was having trouble with stuck valves.

You can work from the front of the problem and buy soaps with added softeners, buy additional softeners to add to your chemical mix or water tanks,attachfiltersorelectromagnetsystemsas water comes into your machines. Or, on the backside, just periodically use coil cleaners or pay toflushthescalefromoutofyourmachinetodeal with hard water. Any way you go, costs will occur. It is just up to you to evaluate your options andfindthemostcosteffectivesolution.Becausethe only other recourse is to ignore the facts about hard water and pay for it over and over again in mechanical repairs and replacement costs.

Linda Chambers is Brand and Sales Manger at Soap Warehouse, where she has worked since July of 2007. She has AS degrees in Business, Agri-Science and Animal Health Technology. Her years of running her own and other businesses, marketing, science and work with computers have given her a wide range of knowledge that have been valuable in her current career path. She enjoys writing articles for industry publications, blogs, working on the computer with the Soap Warehouse web site and Social Media. She also travels for the company exhibiting at trade shows and industry events. Visit Soap Warehouse at www.SoapWarehouse.biz.

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What is Going Down the Drain?

by Jason A. Wellman, FilterShine USA & The GreaseBox, LLC.

www.thegreasebox.com www.filtershineusa.com

When committing to do business, I feel that it is extremely important to have green policies and continuing education in place. It’s not only going to protect you as a business owner, it is going to protect the customers that you do business with and want to keep as clients. Various studies on grease disposal and its impact on the sewage systems in our country indicate there are several situations where our industry needs to take better care in the disposal efforts of the by-product from hood and filter cleaning. Educating our customers about these are key in supporting our efforts and providing a safer environmental solution to these rising issues. In the industry, a lack of knowledge on what happens to the chemicals and the grease after it is introduced to the drains has caused new issues with the sanitary sewer systems of our country, based off a study provided by North Carolina State University in Raleigh. When sodium or potassium mix with fat, it creates a fatty-acid salt, or chemical-soap. This becomes hard sediment in the sanitary sewage lines. The problem is more of an issue in certain

high-volume areas of sewage lines. EPA officials nationwide are in the process of determining causes of issues similar to this and increasing fines on disposal of this nature. In most cases, grease traps are not designed to handle high volumes of grease, water and chemical intake. This can cause a couple of problems, including backup in the line or overflow passing the grease trap altogether. Both scenarios can potentially cause serious hazards. Fats, oils and grease (FOG) have been determined to cause 22 percent of sanitary sewer overflows in the US. Restaurants have been labeled as the highest level of FOG discharges into the sewer lines. Once a large FOG deposit has been discovered in a sewer system, the Environmental Services Department will determine the FOG’s origin. This can potentially lead to large fines, leaving the restaurant and all who partaken in the illegal dumping responsible.


Potential Solutions You can help lower the exposure by educating the persons responsible for the facility and employees. You can also take steps to help lower grease discharge to the facility’s greasetrap by offering wastewater removal from the facility after your service is completed. “Some of our customers require a service such as wastewater removal,” says Alexy Abdo, Owner at Industrial Cleaning Solutions in Washington, DC. “Offering this service helps separate us from our competitors as well.”Alexy says that offering wastewater removal services does require extra time and preparations, however. “The disposal aspect of this service requires a few steps that must be met in order to complete the entire night’s work. Lining the work up with a disposal or wastewater drop-off point takes additional time as well, so in return it does increase the cost for the job.” Another option for reducing FOG liability is to neutralize the chemicals used. “This is a simple process that is also cost effective and safe for the sewage lines,” Alexy adds. “Kitchen exhaust and hood cleaners are notorious culprits of soil and water contamination through their use of degreasers and other cleaning agents that are comprised of chlorinated solvents,” says Jessica Smith, President of Mid-State Fire Prevention. “In many instances bioremediation can effectively remedy that situation.” Biological remediation (bioremediation) is the process of using microorganisms or their enzymes to remove toxic contaminants from the environment. The microbes break down the chemicals and convert them to water, carbon dioxide and amino acids, which are natural and harmless. In my business, when discharging to the treatment plants, we must have a wastewater discharge permit. The requirements for permitting are detailed: • All records shall be retained for a minimum of three years. • The appropriate cleaning schedule and procedures, as determined by the locality, help to eliminate illicit discharges and promote proper operation of the grease control device

equipment and the public sanitary sewer system. • Hot water, acids, caustics, solvents or emulsifying agents should NEVER be used when cleaning a grease control device. We have a treatment plant that we deliver our waste to that converts the waste grease into clean-burning bio fuels and valuable animal feed ingredients, easing the burden on our landfills and the environment. MSFP contains the wastewater in controlled water reclamation devices at the establishments and transport the wastewater, FOG and settled solids for recycling or disposal at locations that accept such wastes. We have attended training programs in order to haul the FOG/wastewater. Our customer like that they have a track record to where the waste is going. We provide detailed documentation to our clients. Some in the industry have found new ways of recapturing the wastewater of filter cleaning when the cleaning is performed outside in a parking lot. As this practice is normally frowned upon due to the sensitive nature of the disposal, there are a few companies that have mastered the ability to reclaim 100 percent of the wastewater. In my opinion, this practice increases the level of exposure to the service provider and the facility. I have found that avoiding the situation by having a professional grease filter exchange Company is the simplest and greenest option. In the coming years, the EPA will be increasing in size to fight pollution in our water and air, with rising concerns of our planet’s temperature rising and fresh water resources at a dangerous situation for the Southwest section of our country. Lake Mead supplies water to seven of our states, including California, which happens to be our nation’s largest resource for winter agriculture due to the water supplied by Lake Mead for irrigation of farmers’ fields. It is our responsibility to prevent and help fight unneeded pollutants injected into our rivers and streams while helping to reverse the years of neglect that our fresh waterways have already face.

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On October 3, Carlos Gonzalez began his day as a pressure washing contractor but ended his day as a hero. Carlos, owner of New Look Power Wash in Fairfield, California, was driving home after cleaning a San Francisco hotel when he noticed traffic was stopping ahead. It was raining heavily, and he could see a car that was “obviously” facing the wrong direction. “I thought it was just a spinout, but as I got closer I noticed a woman standing next the car holding her arm,” he explains. No one else had stopped to help, so Carlos pulled over. “The woman walked very fast towards me and obviously had an arm injury,” he explains. By then, some other drivers stopped to help. Carlos instructed the woman to go sit in one of other vehicles that had stopped to assist. He told another individual to call 9-1-1. However, there was a bigger problem. “There was fire billowing out under the hood of her car and heavy black smoke was pouring out,” he explains. He looked at the car and determined he might be able to put the fire out with his pressure washer. Carlos Gonzales or New Look Power Wash stops to help injured woman whose car was on fire. He asked several people to stop traffic so he could back his Landa trailer up to get it within 150 feet of the fire. “I handed the Landa key to a gentleman and gave him instructions on what

I wanted him to do relating to turning the pressure washer on,” he says. “I put on a ladder-saver nozzle,

as I figured this would be my best bet to knock the fire down,” Carlos explains. “As I proceeded to apply water to the fire, a small explosion took place under the hood. I continued to apply the water up next to the car and eventually put the fire out.” Shortly thereafter, the California Highway Patrol and fire department arrived. Both were extremely thankful to Carlos’ quick thinking and bravery. Carlos says he always tries to keep extra water in his tanks for instances like this, and to help drivers whose vehicles have overheated and need water for their radiators. Carlos’ heroic efforts serve as a great example of how everyday pressure washing contractors give back every day.

Pressure Washing Contractor Becomes Hero


by Charlie Arnold, Arnold Power Wash

A place for a devotional thought conveyed through questions and answers. If you have a biblical, business, or life question you would like answered from the Bible, then please submit to PCC and it will be considered for future publication. Perhaps you have a testimony you would like to share of how something yeou learned in the Bible helped your business. You may submit it for consideration for publication as well.

In a troubled economy and troubles at all other sides it is good to know that someone actually has a plan in the midst of the chaos. Our government process seems to be struggling to find the right plan for the future, some times even to a stale mate. Many business owners are struggling to re-write their plans to take into account current economic stressors. It seems that many times when there is something extremely difficult in our lives we tend to look to many of the wrong places for the answers. Some times people will listen to anyone who will talk to them and the outcome turns into more disaster. If you have a structural problem with a building, wouldn’t you go to the builder and/or the architect? If you have a problem with your plumbing, wouldn’t you go to a plumber for help? If you have equipment problems, wouldn’t you go to the repairman or the manufacturer? If you have a problem with seeing how to go forward in your life, the life of your

business, a problem with re-writing your plans, wouldn’t it make sense to go to the one who created everything, the one who knows everything about your personal and business life, the one who can see further ahead of you than anyone else for help? If that makes sense to you, then why not accept the scripture verse above as meant for you and your business? Then seek out the Lord God by beginning to read His Word the Bible for direction. Once you get to know Him and begin to learn how to understand the Bible you will find there is more advice on how to live in this world and how to do business than any other self help book on the planet. Not much else is working so why not try it and see?

Please forward Biblical questions or testimonies to PCC at [email protected] for future publications. To learn more about Charlie Arnold, pastor of Seaside Church (www.seasidechurch.us/index.htm) and Arnold Powe Wash (www.ArnoldPowerwash.com.)

“For I Know the Plans I have for you,” says the Lord. “Plans to prosper you and not to harm you,

plans to give you a hope and a future.”- Jeremiah 29:11


When I started as editor for Cleaner Times Magazine back in 1994, the first distributor I met in person was Robert Hinderliter of Delco Cleaning Systems in Fort Worth. We were at a regional CETA (Cleaning Equipment Trade Association) meeting in San Antonio, and I found it strange that many of the other distributors there were treating Robert as if he had the plague. I soon discovered why. Robert had encouraged CETA (formerly known as CEMA) to allow end users into their annual trade show in 1992. In fact, he asked the industry to form a single association that would include manufacturers, distributors, suppliers and end

users. “The reaction of the dealers was that this would facilitate the contract cleaners being able to form direct relationships with manufactures and eliminate the need for dealers,” Robert explains. “The idea was overwhelmingly defeated.” Still, Robert Hinderliter is not known to give up easily on things he believes in. In turn, he has paddled against the flow and pioneered controversial a number of concepts that are now often accepted as the norm, from starting two contractor-based organizations, to working with environmental regulators, to creating the first online industry bulletin

An In-Depth Interview with Robert Hinderliter

One-to-One

by Allison Hester


board, to selling nationwide. In early August, however, Robert decided to take a step back and resign as the Environmental Chairperson for both the Power Washers of North America (PWNA) and the United Associaton of Mobile Contract Cleaners (UAMCC). In this one-on-one, we get down to some of the nitty gritty he has experienced over the past 35+ years as a pioneer and trendsetter for this industry.

An In-Depth Interview with Robert Hinderliter

by Allison Hester

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The Internet & Bulletin Board

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How the Industry Has Given Back

Allison and I introducing my book, The Pressure Cleaning Marketing Bible, at the 2010 PWNA Convention.

...to Meby Steve Stephens, Steve Stephens Consulting


by Steve Stephens, Steve Stephens Consulting

Longtime friends Steve Stephens and Rob Carey were reunited during NCE East in Florida.

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Choosing Cleaners with “Pow”by Steve Stephens, Steve Stephens Consulting






by Steve Stephens, Steve Stephens Consulting


By Linda Chambers, Soap Warehouse, www.SoapWarehouse.biz

Referral Programs: Why They Work


“This is a must-have book for anyone wanting to get into the pressure washing business. It is a must have book for veteran power washers to have if you’re having trouble your marketing. This is a must-have book for your employees to read – if they do not know where your company direction is then your company will never grow. The pages in the book that talked about one person a week being wronged by you or your company had a dramatic impact on the way we are now doing business – not to say we were doing anything wrong, but it opened our eyes on what we do not want to do. AGAIN THIS IS A MUST HAVE BOOK! Buy it, read it, read it again, study it, put it to work and GROW!”

– Bryan Henson, Xstream Pressure Washing”







The Growth of Certifications

41

by Allison Hester







Upcoming EventsNov. 8-9, Clean & Green Solutions Pressure Cleaning & Roof Cleaning School, Houston, Texas, 281.883.8470

Nov. 18-19, Sirocco Wash Water Control Certification, San Diego, Calif., www.pressurewasher.net/education-siminars.html

Nov. 18-19, Seal N Lock Training, San Diego, Calif., www.sealnlock.com

Dec. 5-6, Clean & Green Solutions Pressure Cleaning & Roof Cleaning School, Houston, Texas, 281.883.8470

February 5, 5th Annual NOLA Networking Event, New Orleans, Lousiana,

April 11-14, International Kitchen Exhaust Cleaning Association (IKECA) Annual Convention, San Francisco, Calif., www.IKECA.org

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Firefighter

Preacher

Business Owner

Honorary Col. JROTC onBlackhawk Helicopter Chaplain

Vehicle Rescue

Dover SpeedwayEMT-B Water Rescue

Pastor Charlie Arnold: Spreading the Good News Through Power Washing

by Allison Hester

42 44 45Pressure Cleaning Contractor Fall 2011 www.PCCMagazine.com

Subsribe to PCC

Magazine

Charlie Arnold has gone beyond PWNA member and currently serves as secretary on the board of directors. He is also chairperson for the Ethics Committee and on the Education Committee. At this years convention he taught the Roof Certification class three time slots. “Every time I’ve attended a show, I’ve come back with items that have changed my business.” In fact, in 2010, Charlie says he came back with eight pages of single-spaced notes to implement. This, in turn, saved Charlie from losing his business. “So when I go to an event, I’m taking notes, but I’m also keeping a running page of ideas sparked on how to change my business.”

by Allison Hester






The Safety Issue

Coming in December

PCC Magazine

Documents

PCC Magazine Partial Fall 2011