FAMA Flyer 2013

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Firehouse World

FDIC NY Fire Chiefs

Firehouse Expo

FRI PA Fire Expo

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Trade Show Report Card Results

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Page 6 Aiken on CAN/ULC-S515-12 Page 9 Fall Meeting Recap Page 14 Report Card for 2012 Trade ShowsPage 7 Standardized Safety Signage

TurnaroundAhead?

President’s Message . . . . . . . . . . . . . . . 2

New Promotional Video . . . . . . . . . . . . . 2

Thank You From National Fallen Firefighters Foundation . . . . . . . . . . . 3

Winners of Equipment Giveaway . . . . . . . 3

Governmental Affairs Committee (US) . . 4

In Memoriam . . . . . . . . . . . . . . . . . . . . . 4

Canadian Governmental Committee . . . . 5

Welcome New Member . . . . . . . . . . . . . . 5

Tech Corner: Review of CAN/ULC- S515-12 Standard for Automobile Fire Fighting Apparatus . . . . . . . . . . . 6

NFPA 1901 and 1906 . . . . . . . . . . . . . . 7

Standardized Safety Signage . . . . . . . . . 7

SAVE THE DATE – FAMA Spring Meeting . . . . . . . . . . . 8

Fall Meeting Recap . . . . . . . . . . . . . . . . . 9

A Tribute to the Fallen and Their Survivors . . . . . . . . . . . . . . . . 12

Facts About Manufacturing Now Available . . . . . . . . . . . . . . . . . 13

NVFC’s New Publication . . . . . . . . . . . . 13

Trade Show Report Card . . . . . . . . . . . 14

Do you have a Sales Plan for 2013? . . 16

Member News . . . . . . . . . . . . . . . . . . . 18

FAMA Board Listing and Professional Resources . . . . . . . . . 22

Memorial Tributes to Jim Simpson and Tom Garrity . . . . . . . . . . . . . . . 23

2013 Events . . . . . . . . . . . . . . . . . . . . 24

A PublicAtion of fire APPArAtus MAnufActurers’ AssociAtion, inc. winter 2013

2 W in t er 2 013 W W W.FA M A .Or G

President’s MessAge

the election is over and whether you voted for the

President or not, I hope he can work quickly with

both sides in Congress to pass a business-friendly

economic plan to move the economy forward. Gridlock,

inaction, and uncertainty prevent many businesses and

municipalities from investing in the future.

When I think about our government, I am reminded of how I appreciate the GAC Committee and the work they do representing FAMA’s interests. There are many concerns such as AFG, emissions, weights, Hill Day, and others that will keep them busy in 2013. I encourage everyone to participate in Hill Day in D.C. on May 8-9 and make your views known.

Several of the GAC’s concerns are also issues for the Technical Committee and we will work to coordinate efforts to be most effective in representing FAMA. Also, for some time now, we have had a goal of enhancing the data we get from statistics. At the Fall

Meeting in Glendale, Jack McLoughlin gave a presentation on a program the Statistics Committee developed to get more information on product type and by region. This program promises to provide helpful, more detailed information. As an initiative for 2013, the FAMA Board has decided to contract an outside firm to do more statistical trend analyses that will provide information to help guide members with future planning.

We had a great meeting in Glendale with a record attendance for a Fall Meeting. The presentations, speakers and combined activities with FEMSA were excellent. The

Spring and Fall Meetings and the ability to network with others from the industry on a personal level are a great benefit to members.

We are now working on our Spring Meeting in Rancho Mirage, California. I strongly encourage all members to attend these annual meetings. We are sending you the agenda of presentations and activities so you can make plans to attend March 16-19 (see p.8).

Going into 2013, FAMA has good momentum and is strong from both a financial and a membership standpoint.

A special thanks to our friends at Pennwell and member companies who sponsor FAMA activities. It is with their support that we are able to balance our budget.

I look forward to working with the board and our committees to make 2013 a good year for all FAMA members.

–Harold Boer

New Promo Video

fAMA is featuring a new video that can

be viewed by scanning the QR code

shown here. You are welcome to share

this video with prospective members. The

brief interviews and information provide a

rundown of member benefits and what to

expect in the first year of membership. We

plan to share more videos on www.fama.org

including ones customized to promote

additional benefits of FAMA. Any and all

feedback is welcome.

3W W W.FA M A .OR G W in t eR 2 013

Thank You from National Fallen Firefighters FoundationBy ron Siarnicki, executive director, national Fallen Firefighters Foundation

As we begin this New Year and I consider all

the National Fallen Firefighters Foundation has

accomplished, I want to thank you for the role you’ve

played in our progress. Your involvement with the NFFF

through FAMA and FEMSA has allowed us to reach more fire

service members with the critical message that safety and accountability must

be a priority within the fire service.

Your input to the development of the Vulnerability Assessment Project provided vital information about how your clients and the fire service industry as a whole could use this cutting-edge technology. As a result, we are poised to roll out this new tool in just a few months enabling departments to identify and mitigate risks, prevent line-of-duty deaths and injuries, and reduce costs to the fire service and their local government.

Be proud. You were part of this innovative program. And this is just the beginning of what we hope to accomplish. The Foundation will work diligently to increase the number of firefighters taking courses such as Courage to Be Safe®, Leadership Accountability, Culture and Knowledge (LACK), Taking Care of Our Own® and signing the International Seat Belt Pledge, Buckle Up! So Everyone Goes Home.

We will expand existing programs and develop new ones for the survivors of the fallen as they rebuild their lives. As you may know, in June of 2012 we opened the Hal Bruno Camp for Children of Fallen Firefighters. The weekend bereavement camp for 7 to 17 year-olds was an enormous success. It also illustrated how much more the Foundation can do for children, extended family members, coworkers and friends of those who died in the line of duty. We’re looking forward to another successful camp this year.

As we look to the future, the Foundation faces new challenges. Your continued partnership is invaluable as our vision progresses. On behalf of all those we serve, thank you for your commitment to the National Fallen Firefighters Foundation. Best wishes for a safe and happy New Year. ◉

FEMSA/FAMA State of the Fire Service Survey: Equipment WinnerFor investing the effort of completing the 2011 annual survey, firefighters in Appalachia, Virginia had a splendid return on their investment: free gear! The department was automatically entered in the drawing with their survey response.

“The equipment that we received from FEMSA and FAMA included USAR helmets, water appliances, firefighting nozzles, six upgraded R5 rope rescue / extrication helmets and specialty firefighting nozzles. The USAR helmets, provided by PMI, replaced our aging helmets that we had been using since 1996. The helmets are lighter and meet current ANSI and NFPA

standards. We also received several appliances and nozzles to complement our new engine received on a grant through the Assistance to Firefighters Grant Program. We placed into service two Akron 2 1/2” smooth bore nozzles with stack tips on our new engine. Also placed on our new engine were two specialty nozzles and two gated wyes from Elkhart Brass and Task Force Tips. The two cellar or distributor nozzles from Elkhart Brass will be utilized to combat specialized fires prone to our area. A chimney snuffer nozzle kit from Task Force Tips was also received and will be utilized to combat chimney fires. This specialty nozzle will allow

firefighters to utilize water without damaging a homeowner’s flu liner in the event of a chimney fire. The last items we received were two Elkhart Brass 2 1/2” to 1 1/2” gated wyes. One wye was placed on the front bumper discharge of our new apparatus to supply a 150’ 1 3/4 “ handline and 150’ 1” forestry line. The second wye was placed on our highrise pack for highrise firefighting operations. The Appalachia Fire Department and its personnel would very much like to thank FEMSA, FAMA, Akron Brass, Elkhart Brass, TFT and PMI for providing us this much needed equipment.” Chief Robert Anderson, Jr., Appalachia Fire Department. ◉


governMentAl AffAirs corner

Our Work is Not Done. We Need You for 2013 Hill Day By dave Gatton

the FAMA and FEMSA Hill Day will be held this year, May

8-9, 2013, in conjunction with the 25th Annual National

Fire and Emergency Services Dinner (Thursday, May

9th). It is extremely important that the fire services industry,

which FAMA and FEMSA uniquely represent, arrive in strong

force to show our support for the hundreds of thousands of first responders

who protect the American public daily.

After so many severe weather events last year, capped off by the devastating Hurricane Sandy, the response and rescue role our first responders fulfill has never been more apparent. Of course, these major catastrophic events receive the most press attention; this is understandable and even justified. But the quieter tragedies happen every day that don’t make the national news: the car wrecks, house fires, explosions, workplace accidents, and medical emergencies.

Some end tragically, others with heroic rescues. All are a type of hurricane, only targeted to the isolated families and loved ones involved. As our storms become larger and more dangerous—this is what the experts

tell us—and as our population ages at a dramatic pace, our first responders will be needed even more. As an industry, we will need to respond with them, giving them what they need to do their jobs more efficiently and effectively.

I have seen at the FAMA and FEMSA meetings how totally devoted the members are to this mission. Sure, we are in business, but it is a business with a calling. All of you take it personally, I know. I can see it in your eyes. And it is why I am proud to be associated with you in what I consider to be your “public” service, although privately performed.

So in this spirit, I know I speak for the FAMA and FEMSA GAC co-chairs and members, we want to thank you for

your participation in 2012 and for your commitment to be there for us and the fire service in 2013.

As of this writing, we are making real progress. On January 2nd, 2013, President Obama signed the 2013 Defense Authorization Act. The bill contains the re-authorization of the AFG and SAFER grant programs as well as the U.S. Fire Administration. The bill authorizes $750 million annually for each of the AFG and SAFER grant programs through Fiscal Year 2017.

As for the 11th-hour fiscal cliff negotiations, we’ll continue to watch the implications of all the “posturing” by the parties. And Congress will spend the rest of the year implementing the budget compromises through tax reform and appropriation bills.

That is why we strongly encourage you to participate in the FAMA and FEMSA 2013 Hill Day. The stakes are high in maintaining the partnership the fire service has with our federal government. After all, it is in the national interest, and it does sooner or later touch every American family. ◉

in MeMoriAM FaMa oFFerS condolenceS to tHe FaMilieS oF tHeSe induStry FriendS:

Robert Mills Sutphen, (Sutphen Corporation), age 89, of Columbus, Ohio, died in Cheboygan, MI on September 10, 2012.

Jim Simpson, President and CEO of Marion Body Works, died on October 4, 2012 from injuries sustained as a passenger in an automobile accident. See tribute, page 23 .

Jesse R. “Randy” Keowen, (HME sales rep) 84, died on October 16, 2012 in Atlantic City, NJ.

Thomas “Tom” Earl Garrity, Jr. (Fire Equipment Services/G&G Metal Fabrication), age 62, who died on November 23, 2012. See additonal, page 23 .


cAnAdiAn governMentAl coMMittee (cgc)

By ricHard BoyeS

once again, the organizers of the Annual Meeting

provided a great seminar that featured interesting

speakers, timely topics and of course the ability

to see old friends and make new ones at the same time.

So on behalf to the CGC: WELL DONE! and thank you to

the conference committee for a wonderful conference. Your hard work is

appreciated.

The CGC is very pleased to announce that it has launched the “Ten Important Facts Survey” in cooperation with the Canadian Association of Fire Chiefs. The survey was posted on the CAFC website and all Canadian Fire Departments were asked to complete the survey. The Ontario Association of Fire Chiefs is providing the background work to administer and create the final reports. The goal of the CGC is to provide a “Ten Important Facts” brochure for every provincial fire chiefs association and one that encompasses the whole Canadian Fire Service.

These brochures will assist the provincial fire chiefs associations in their quest of achieving provincial funding for their fire services. The CGC will present the “Ten Important Facts about the Canadian Fire Service” brochure and information to the CAFC in Ottawa in March of 2013 during the CAFC Government Relations Week. The CGC will also assist the CAFC in their efforts to secure funding for the Canadian Fire Service. The CAFC Government Relations Week is very similar to the GAC “Hill Days” that are so successful.

The CGC is losing one of our most dedicated committee members. Barry Malmsten, executive director of the OAFC retired at the end of November. Barry is a tireless worker and a great supporter of FAMA and FEMSA. He has the drive and determination to get projects such as the first “Ten Important Facts about the Ontario Fire Service” created and established as a document for the OAFC to use in its government lobby process. Barry’s enthusiasm about the fire service is always evident to anybody who speaks with him. The good news is that Barry has agreed to finish the current survey process for the OAFC and the CGC. On behalf of the CGC, I wish Barry all the best in his retirement and offer our many thanks for all of his work and dedication to the CGC.

And to all the members of FAMA and FEMSA: I wish you a prosperous New Year. ◉

welcoMe new fAMA MeMberFerno-Washington, Inc.Steve Rowland, OEM Sales Manager70 Weil WayWilmington, OH 45177(877) [email protected]

About Ferno-Washington:

Ferno is a manufacturer of vehicle medical equipment mounts and onboard emergency vehicle information electronics for rescues, transport engines and ambulances.


tech corner

Review of CAN/ULC-S515-12Standard for Automobile Fire Fighting Apparatus

By JeFF aiken

it is probably safe to say that just about everyone active

in the North American fire fighting and emergency

services community is aware of the NFPA standards and

the revisions that are published on a regular basis. What is

not yet on everyone’s radar is the parallel standards and

revision process that occurs within the Canadian fire fighting and emergency

services community.

The last major ULC-S515 revision was published in 2004 and was written to align closely with NFPA 1901, 2003 edition. ULC-S515 has been undergoing a new revision cycle to bring it in alignment with the latest 2009 edition of NFPA 1901. ULCS515- 12 has been through the public comment period, the French translation work is completed, and the standard is going through the final reviews prior to an expected publication date in December 2012.

In looking at the two standards, NFPA 1901-2009 and ULC-S515-12, there are a number of differences to note. The lists of referenced documents and standards and their respective revisions are not identical. Canada has established the metric SI system as the primary system of measurement. This is significant in that the metric SI unit is the requirement, any units in brackets are considered approximate. “Gallons” and “GPM” refer to imperial gallons. Any references to US gallons are noted as “US-gal” or “US-gpm.”

By law, all National Standards of Canada must be published in both French and English. So, when a fire

department in French-speaking Quebec reads the standard differently than a fire department in British Columbia, it can, quite literally, be a matter of interpretation.

There are a number of new changes and additions for this latest edition of ULCS515: Industrial Supply Pumps and Associated Equipment of the 2004 edition of CAN/ULC-S515 has been incorporated into Chapter 15 – Fire Pumps and Associated Equipment of the 2012 edition. This results in no longer having a separate chapter for Industrial Supply Pumps.

Chapter 18 – Foam Proportioning SystemsAligned closely with NFPA 1901-2009 Chapter 20

Chapter 19 – Compressed Air Foam SystemsAligned closely with NFPA 1901-2009 Chapter 21

Chapter 20 – Line Voltage Electrical SystemsAligned closely with NFPA 1901-2009 Chapter 22, but note the primary reference to the Canadian Electrical Code, not the National Electrical Code.

Chapter 21 – Command and CommunicationAligned closely with NFPA 1901-2009 Chapter 23

Chapter 22 – Air SystemAligned closely with NFPA 1901-2009 Chapter 24

Chapter 23 – WinchesAligned closely with NFPA 1901-2009 Chapter 25

Chapter 24 – TrailersAligned closely with NFPA 1901-2009 Chapter 26

Data tables for friction loss, miscellaneous equipment, suction and discharge sizes and flow rates are all located at the back of the ULC-S515 standard instead of located in their respective chapters as in NFPA 1901.

There are no informational annexes as in NFPA 1901. These resources for fire fighters will be developed in the future by ULC Standards, but have not been included in this edition. ULC-S515-12 does have an Appendix A on Limiting Design Stresses. This appendix gives direction and equations to be used in the structural design for aerial devices. The safety factor equation used by ULC-S515-12 is not identical to that used by NFPA 1901-2009, so aerial manufacturers need to be aware of this difference.

The new edition of ULC-S515-12 introduces new language covering stability testing requirements for aerial devices with envelope control, or “Limited Reach Operating Envelope Aerials” as referred to in the standard. This new language is contained in


Standardized Safety SignageThe FAMA Board has approved a white paper that presents a standardized catalog of safety sign text and artwork that may be used by any fire apparatus manufacturer to warn of common hazards. While a manufacturer may elect to

use any of the standardized signs, text and/or artwork contained in this catalog, it is not a binding requirement. Manufacturers who do chose to use the standard FAMA signs will have the advantage of the work accomplished by the subcommittee, and can show that they have followed best industry practice in fulfilling their duty to warn. Thanks to all who helped make this project a reality. The white paper, Standard Product Safety Sign Catalog for Automotive Fire Apparatus, is posted on the FAMA website in the Resources section (Resources -> Downloads -> Standard Product Safety Sign Catalog for Automotive Fire Apparatus). Publication-quality images of each sign are available to members for download in the FAMA Tech Portal. ◉

NFPA 1901 and NFPA 1906 are currently in the “Public Input Stage” and will remain open until July 8, 2013 at 5:00pm EDT. Any member company may submit comments to either of these two documents, as currently written, prior to the July 8th deadline. Visit www.nfpa.org for the appropriate forms and further information.

Chapter 17 – Aerial Devices in Section 17.13 – Tests. Manufacturers, testing and certification companies, and end users need to review this section carefully and know what is being required of them.

Perhaps the most important thing to understand is that envelope control aerials make it possible for the aerial device to be at its maximum rated overturning moment at high elevation angles, as opposed to the NFPA standard aerial devices which are rated so that the maximum overturning moment is normally reached at low elevation angles. In other words, the aerial device can now be at a point of minimum stability at high elevation angles. This significantly enlarges the operating envelope in which an aerial device, and anyone working at the tip, is in a minimum stability condition. The stability safety factor of 1.5:1 based on live load is still in force.

The aerial apparatus manufacturer has additional load definition requirements placed on them in this new standard. ULC-S515-12, paragraph 17.13.2.4.1 states: “The aerial manufacturer shall define the operating envelope for the aerial. The boundary of the operating envelope is

defined as the set of points determined by the maximum allowable horizontal reach at any given angle of elevation. This will establish the full range of positions and loading conditions for the aerial device.”

Furthermore, paragraph 17.13.2.4.1.2 states: “Prior to stability testing, the manufacturer shall define the positions of minimum stability of the aerial device, based on the operating envelope defined by the manufacturer.” As such, the stability test will need to be performed at each of these positions of minimum stability.

A brief article like this can’t adequately cover all the many similarities and differences between these two standards. All parties who intend to do business in Canada will need to purchase the new ULC-S515-12 Standard for Automobile Fire Fighting Apparatus when it is released and do their own thorough review. Although differences do exist between the two standards, they are much more similar than different. This close alignment is thanks to the close cooperation between ULC Standards, NFPA, the Canadian fire fighting community, and manufacturers serving this community. ◉


Save the Date: March 16 – 19, 2013. Think warm weather and spring time…

Join us for the 2013 FAMA spring meeting at Rancho Las Palmas Resort & Spa in Palm Springs, CA. The meeting focus is “How to Succeed in Uncertain Times.” Register by February 8th at www.fama.org. Detailed meeting and events information may be found on the “perks” page.

It’s the perfect opportunity to network with fellow members in a relaxed setting.

FAMA MEETING PLANNING COMMITTEE:Co-Chairs: John Swanson and Grady North; Board Liaison: Bruce Whitehouse

Preliminary Schedule of Meetings & Events (as of 1/20/13 - subject to change)

Saturday March 16 – arrival11:00 aM - 11:00 PM - Hospitality Suite Open

- Committee meetings (scheduled by committee chairs)

6:00 PM - 7:30 PM - Welcome Reception

- Dinner on your own

Sunday March 177:30 aM - 9:30 aM - Board of Directors’ Meeting

9:30 aM – 12:00 - Noon Board of Directors’ Meeting (with Committee Chairs)

11:00 aM - 11:00 PM - Hospitality Suite Open

1:00 PM - 5:00 PM - Golf Tournament

6:00 PM – 7:00 PM - New Member/First Timer Reception

- Dinner on your own

Monday March 187:30 aM – 1:00 PM - FAMA Membership Meeting

10:00 aM - Spouse Program

2:00 PM - 11:00 PM - Hospitality Suite Open (exclusive of dinner hours)

1:00 PM – 4:00 PM - Group Activity

6:00 PM - 7:00 PM - Reception

7:00 PM - Awards Dinner

tuesday March 197:30 aM – 1:00 PM - FAMA Membership Meeting

11:00 aM – 2:00 PM - Hospitality Suite Open

- Afternoon Open

Wednesday March 20 – departure

Mark Light - CEO and Executive Director of the International Association of Fire Chiefs. Mark will present the view of the IAFC on the future of the fire service and the influence that the current administration is expected to have during the next four years.

Anirban Basu - Chairman and CEO of Sage Policy Group, Inc. In his own unique style, Mr. Basu will share his expertise on the state of the economics of health, education and development for 2013. If you have never seen one of Mr. Basu’s presentations, you will be thoroughly entertained and enlightened. If you have had the pleasure of hearing Mr. Basu before, you already have an idea of what to expect…you won’t be disappointed.


fAMA fAll MeMbershiP business Meeting recAP

By karen BurnHaM

At 8:00 am sharp on September 28, 2012, FAMA President Greg

Kozey called to order the fall membership meeting. The meeting and

conference program were held at the Renaissance Phoenix Glendale

Hotel in Glendale, Arizona. Mr. Kozey welcomed members to the meeting, and

provided a brief preview of the presentations and information sharing that

was scheduled. Forty-two (42) member companies, represented by over 60

individuals, answered the call of roll.

Sponsors of the meeting were acknowledged and thanked for their generous support, and included:

• AMDOR and Rosenbauer America – Roundtable

• Fire Chief Publications – Business Speaker

• FIREHOUSE – Networking• FireRescue Magazine +

FireFighterNation.com – Reception• FireRescue1.com – Banquet Open Bar• PennWell Emergency Services

Group – Hospitality Suite• Spartan Motors – FAMA Breakfast

Board Member Phil Gerace introduced the Board, new members and first-time attendees, and thanked everyone for taking time out of their busy work and personal schedules to participate in the events planned.

Treasurer Bruce Whitehouse provided a financial overview through August 2012 with a performance to budget comparison. A balance sheet with previous year comparison was included in the report.

Mr. Kozey’s Board of Directors’ Report recapped the monthly meetings of the Board and joint meetings with the FEMSA Board. As with committees, the Board maintains accountability on its tasks through a detailed, monthly scorecard that keeps focus on current issues to ensure they move in the proper direction. He noted that the Board relies upon the membership to drive the Board on needs and expectations. Communication of members with the Board is highly encouraged.

The 2013 slate of Board nominees presented by Nominating Committee Chair Peter Darley was unanimously approved by vote of the membership. Your FAMA Board for 2013 includes:

• President: Harold Boer (Rosenbauer America)

• Vice President: Bruce Whitehouse (AMDOR)

• Treasurer: Phil Gerace (KME)• Secretary: David Durstine

(Akron Brass)

• Past President: Greg Kozey (Kochek Co.)

• Sr. Director-at-Large: Scott Edens (Fouts Bros.)

• Jr. Director-at-Large: Steve Toren (Waterous Co.)

The following Committee Reports were presented:

• Statistics – Jack McLoughlin• Governmental Affairs – Lee Morris• Technical – David Durstine• Meeting Planning – John Swanson• FEMSA/FAMA State of the Fire

Service Survey Results – Jeff Hupke (Education)

A critical component of the membership meetings is the “Open Mike” session. Topics planned for discussion were the direct result of members’ input at the spring meeting earlier in the year. Topics included: NFPA 1901/1906; EPA/DPF; and Statistics Q & A.

The next meeting of the FAMA membership will be held March 16-19, 2013, in Rancho Mirage, CA. (For meeting details and registration, please visit www.fama.org. Registration will close February 8th.)

Members may find detailed reports and presentations from the annual meeting and conference program in the secure area of the FAMA website: www.fama.org. (Username and password required). ◉


fAMA/feMsA fAll Meeting PresentAtions

By Janet WilMotH

More than 175 FEMSA and FAMA members and guests participated in this

year’s three-day conference. The keynote speaker was Jeff Johnson,

executive director of the Western Fire Chiefs and past president of the

IAFC. Johnson spoke on “Innovation.” “What we’re in right now really is the perfect

storm,” said Johnson. “It’s the collision of the economy—the first time in our adult

life—and dwindling, waning public support. These two are colliding directly with

technology.” Johnson spoke on the future of the fire service. “Accreditation and

standards of cover will drive change in this industry quicker than anything could.”

“Once fire chiefs begin to think about our business and efficiency, it will change the game.” Johnson emphasized the importance of better statistical data and knowing how to interpret that data. “We in the fire service have got to know our data better than our enemies because, I promise you, if we don’t, we lose, because the history of doing otherwise is indefensible.”

Johnson explained the importance of FirstNet, a national board of directors charged with spending $7 billion to build a nationalized mission critical, broadband radio system for a single platform of coverage.

“Culture eats change for lunch. The fire service is the most tenacious culture of any I have ever seen.” “There’s a new reality for fire departments. Change is the topic in the fire service right now. Some people are hanging on for dear life, but the horse is out of the barn.”

The conference also featured a roundtable: Enhancing Innovation in the Fire Service. Bill Webb, CFSI moderator and panel members included Anirban Basu, chairman and CEO, The Sage Policy Group; Peter Darley, Darley Company; Rich Young, DuPont; Mark Burdick, Chief, Glendale, Ariz., Fire Department and Mark Light, IAFC.

Among the highlights of the panel discussion, Anirban Basu spoke of handling more data at higher speeds and learning to fight fires faster, with less damage to cheaper structures and less danger to people. Basu also cautioned, “If you pay retired firefighters a lot of money, you have to find cheaper firefighters. If they get hurt or ‘melt’, what have you saved?”

Mark Light advised that professional associations need to be “brokers of ideas” and share those ideas with members nationwide. Chief Mark Burdick pointed out that the fire chief is now the “fiscal shepherd.” “The fire chief today is managing a lot more functions…hazmat, contracts, etc,” he said.

FEMSA member Paul Andrews, Go Forward Media, spoke on how “Social Media is Changing Everything.” Andrews particularly focused on companies that have negative comments posted about them on websites. They need to be proactive in determining what went wrong . His advice for dealing with this kind of negativity included:

• Decide whether to respond or not respond – discuss with appropriate manager

• Acknowledge the issue• Correct misinformation

• Offer a source if one exists• Go offline if need be• Ask them to remove the posting

Bill Webb, executive director, Congressional Fire Service Institute, announced May 9th, 2013, as the date of the 25th Annual CFSI Dinner. He added that Hill Day next year would be “one of the most important Hill Days because of budget cuts.” Next year is the fortieth anniversary of “America Burning” and Webb encouraged members to read the report from The National Commission on Fire Prevention and Control. The conference concluded with the ever-popular Fire Drill Session, which featured nine mini-seminars on topics ranging from iPad Sales Presentations and Apps for work productivity to Disaster Preparedness and CCR: The new CPR. ◉

Keynote Speaker Chief Jeff Johnson

Speaker and Fire Drill Moderator Mark Light


fAMA/feMsA fAll Meeting PresentAtions (continued)

By Bruce WHiteHouSe

At the Fall Meeting we were fortunate to, once again, have Dr. Anirban

Basu treat us to an engaging presentation on economics. And, in a

manner similar to his 2011 appearance, Dr. Basu entertained attendees

with his wit and knowledge in a talk called “How Quickly Things Can Change –

For Better or For Worse.”

Dr. Basu predicted that we are embroiled in a multi-generational problem that will take 20-plus years to resolve. In other words, our children and our grandchildren will be involved in the aftermath. He projected that, regardless of who wins election in November 2012, the President and Congress will need to be more aggressive with the federal deficit. Basu said that if the “fiscal cliff” is allowed to occur, the most likely outcome will be a 4.5% drop in GDP which would end up pushing the US economy into a recession.

But he went on to say that with 8% unemployment, stubbornly high fuel prices, a weak stock market, and frustration and dissatisfaction with the federal government, consumers tended to “work out” their frustrations at the mall! And IF consumers keep spending, it will be hard to slip into a damaging recession.

He further commented that municipalities are going to continue to struggle with entitlement funding as well as the overall effect of weak employment. As an example, unemployment and the drop in

housing values have combined to sharply impact mobility and cause a drop in US home ownership from 69% in 2007 to 66% in 2012. Not surprisingly, unemployment rates are highest and municipalities are most challenged in areas with the weakest housing markets. Unfortunately, weak municipalities don’t have the funds to invest in safer, more efficient fire equipment, apparatus and training.

Dr. Basu did suggest that a recession, while not impossible, was not imminent and that 2013 could have a more positive look if the federal politicians were to work together and if pressures from other parts of the world receded. Always spirited and clever in his talks, perhaps Dr. Basu will bring a brighter and more positive message if we again have the pleasure of hearing him bring life to the engaging world of economics. ◉

Anirban Basu pictured here with Fall Meeting panelists . L to R: John Granby introducing Bill Webb, Anirban Basu, Mark Light, Mark Burdick, Peter Darley and Rich Young

A tribute to the fAllen And their survivors

2012 National Fallen Firefighters Memorial Weekend Honors 85

despite grey skies and chilly drizzle, thousands of fire service members

and returning survivors offered support and comfort to loved ones

of the 85 firefighters who were honored during the National Fallen

Firefighters Memorial Weekend, October 6-7, 2012.

In his remarks, Chief Dennis Compton, Chairman of the National Fallen Firefighters Foundation (NFFF) Board of Directors, spoke about the traditions, culture, and history that define the fire service.

“All of us in the fire service realize we are members of a greater family. And we understand the need to take care of each other’s loved ones when tragedy strikes,” he said. “And remember that

the Foundation is resolute in our service to you-the survivors. We are here for you, at any time.”

Chief Ernie Mitchell, United States Fire Administrator, spoke about the unparalleled commitment of firefighters to aid their communities at any time. “These courageous men and women put their lives on the line as they willingly stand between the dangers of fire and those threatened by

it with purpose, vision, determination, perseverance, integrity, and courage.”

As the names of each firefighter were read, family members were escorted forward to receive a flag that was flown over the U.S. Capitol and the National Fallen Firefighters Memorial. They also received a red rose and a specially designed badge. Special tribute readings to the fallen were also shared. ◉

FEMSA/FAMA 2012 FALL MEEtingS – gEndALE, ArizonAwww.femsa.org www.fama.org

SPONSORS OF THE FEMSA/FAMA 2012 FALL MEETINGS IN GLENDALE, ARIZONA:

T H A N k y O U F O R y O U S U P P O R T

ROUNDTABLE:

HOSPITALITy SUITE:

NETWORkING:

BUSINESS SPEAkER:

RECEPTION:

FAMA BREAkFAST: BANqUET OPEN BAR:


Now Available!

A Proud Tradition: 275 Years of the American Volunteer Fire Servicein Honor oF tHe 275tH anniverSary of America’s volunteer fire service, the

National Volunteer Fire Council (NVFC) has released a new publication honoring

the past, present, and future of our nation’s volunteers. A Proud Tradition:

275 Years of the American Volunteer Fire Service pays tribute to the millions of

dedicated individuals who protect our communities every day and honors the

rich heritage of volunteers.

A Proud Tradition looks at the evolution of America’s volunteer fire service, from its earliest beginnings, to changes in equipment and apparatus, to current issues facing today’s volunteers such as expanding scope and recruitment and retention.

Visit the NVFC website at www.nvfc.org to order a print copy of this beautiful, 84-page, full-color magazine available to NVFC members for the extra low price of $5.95 and to non-members for $10.95. The publication makes a great fire department resource, personal keepsake, or gift. You can download the electronic version for free. ◉

The 9Th ediTion of Facts About Manufacturing, a

collaboration of The Manufacturing

Institute, the Manufacturers

Alliance for Productivity and

Innovation (MAPI) and the National

Association of Manufacturers

(NAM) is now available.

The 2012 edition of Facts is a compilation of 65 charts and analysis of a wide array of data for the manufacturing sector. Facts highlights the importance of manufacturing in the U.S. and global economy and is the first comprehensive update from the groups since 2009.

The data assesses the role of manufacturing in a number of key areas including:

1. Economic Growth2. Innovation3. Employment and Compensation4. Environment5. Trade and Investment6. Competitiveness

The downloadable publication is available on The Manufacturing Institute’s website. ◉

Pierce David Durstine was born on December 21, 2012 weighing 6 lbs. 14 oz. At 18 ½”, Pierce measured longer than the average fire hose nozzle. Parents Jamie and David Durstine report that Pierce is doing just fine.


trAde show rePort cArd

By ken nielSen and SuMMer JoHnSton (Paratech)

starting with this issue of the newsletter, the FEMSA/FAMA Trade

Show Committee is taking an expanded approach in reporting the

survey results. Before the complete survey results are distributed

to the membership, the Trade Show Committee will meet with trade show

management to gather feedback on the most repeated concerns vocalized in

the surveys. This feedback will be published in the format presented below.

We believe this feedback will help to give the membership a more complete

picture of how management of the major trade shows is responding to the ever-

changing needs of their customers and the industry.

July 19-21, 2012 / Baltimore, MD

Q: There are a number of concerns about decrease in attendance and slow traffic. What is Cygnus going to do differently next year to increase Firehouse Expo’s attendance?

a: Firehouse Expo show management has been meeting with local, state, and federal agencies to see how they can increase attendance by looking at what they can do for the attendee in terms of increasing education, lowering hotel rates, addressing the need for a weekend pass for families, creating a “Firehouse Theater” of new products, and looking at how they can increase attendance from surrounding states. There will be no outside events taking place during exhibit hall hours. Some events have been added to the show floor during show hours to increase floor traffic like “tailgating on the show floor” for the Boston Red Sox game! They are also working in conjunction with the local FOOLS and firefighter unions to partner in social events after the exhibit floor closes.

Q: A few exhibitors stated that they

will not be coming back to the show next year. What is Firehouse Expo show management going to do to entice current exhibitors back?

a: They plan on enticing exhibitors back by changing the framework and overhauling the exhibit hall to create the buzz of a fresh show by having a dedicated networking event daily, creating more quality traffic and reducing costs. Exhibitors want this show to be successful. This is their show. Communication with everyone on our improvements, as well as our plans going forward, is important to regain exhibitors’ trust to come back and continue to exhibit.

Q: Price, as always, is a continuous concern. Is Firehouse Expo show management planning on doing anything to reduce prices for next year or subsequent years?

a: The overall cost of attending or exhibiting at any show is often times a determining factor. We are currently in discussions with every hotel in our block to reduce the nightly rates for our exhibitors and attendees. Lead retrieval units are now included with every booth purchase at the show. We continue to work with our partner,

Freeman, to get better rates on furnishings and move-in and move-out costs. For the last two years, Firehouse has picked up the cost of the spotting fees for apparatus companies.

Q: Is there anything you would like to say to the exhibitors to address their concerns of the staff changes for the Firehouse shows?

a: Firehouse Expo and Firehouse World events were built by a number of good people. It is with extreme gratitude to those fine people that we move forward. I recognize the value of those relationships to you, and I am confident that you will enjoy close relationships with the new Firehouse team as we improve our focus on innovation, customer service and action to lower costs and improve value and ROI for you.

—Ed Nichols, Vice President, Events,

Cygnus Business Media .

August 3-4, 2012 / Denver, CO

Q: Major concerns regarding attendance. How is this being addressed?

a: The IAFC has looked at the overall attendance for Fire-Rescue International and is working on many fronts to deliver positive ROI for the exhibitors by creating a more diverse show and changing the content to align with the members needs and wants by adding various programs


that will draw attendees to the show floor.

• The association is providing new content to targeted audiences, such as the Company Officer Leadership Program (COLS) and the Executive Chief Officer Program, to attract chiefs and chief officers to Fire-Rescue International.

• The IAFC rolled out new, money-saving registration packages and negotiated discounted hotel rates for Fire-Rescue International attendees.

• The Fire-Rescue International show management encourages attendees to come to the show floor by hosting the COLS Award luncheon, introducing a track for metro chiefs, topical and VIP tours, and food concessions during exhibit hours.

• The association brought chiefs who normally wouldn’t have attended Fire-Rescue International to the conference through its new hosted buyer program, fleX, to meet one-on-one with businesses.

Q: Denver as a location was called out as being too far away from large populations to draw a crowd. Is the IAFC ready to announce the future site selections for Fire-Rescue International’s coming years?

a: Overall, general registrations in Denver were up compared to Atlanta, and the last time Denver hosted Fire-Rescue International. The association understands that some exhibitors were adversely affected by the cancellation of the DoD portion of the program, which was due to circumstances beyond the IAFC’s control. Looking ahead to the future, the IAFC is actively working on Fire- Rescue International site selection,

taking into consideration meeting and show space, hotels, costs, multi-year discounts, concessions from the host city and drive-in traffic and its effect on attendance. Please note that FEMSA and FAMA are represented on the IAFC site selection committee to ensure your needs are represented through the process, and the committee has been vetting possible locations.

Q: There were a number of issues with show services and Freeman. What

can Fire-Rescue International show management do to help?

a: If you experience issues regarding show services and Freeman, please contact Fire-Rescue show management. They can help you by addressing the problem immediately. Freeman staff is different in every city. Remember to document everything – who did you talk to, when, what was the result, and pay attention to exhibitor updates and the service manual. ◉

TRADE SHOW EXHIBITORS ATTENDEES FEMSA/FAMAMEMBERS EXHIBITING

FIREHOUSE WORLD 83

FDIC 4,703 24,707 139

NY CHIEFS67FIREHOUSE EXPO

FRIPA EXPO 54

2012 ATTENDANCE RESULTS

NOTE: all attendance results are self reported by trade show organizers

2,882 6,636

51

104

2,647 15,991

2,858 11,927

1,596 9,121

1,596 4,850

0

0.5

1

1.5

2

2.5

3

3.5

4

Firehouse World

FDIC NY Fire Chiefs

Firehouse Expo

FRI PA Fire Expo

2010 2.92 3.14 3.33 2.88 2.482011 2.89 3.44 2.78 2.36 2.632012 2.68 3.45 2.93 3.07

Trade Show Report Card Results

C


B







B

C

C+




C+



B

CB- B-

BB

B-



2.49 2.38

-B

CC




Do you have a Sales Plan for 2013?By Patrick Mcclure, Sr. Sales & customer Service training consultant

the first step in creating your 2013 plan is to review your

performance in 2012. For some tips on how to do this, you can

re-read the “7 Step Sales Diagnosis Plan” which was published in our

November “Keeping on Track” publication.

If you’ve completed that review, you’ll have a solid grasp of the following essential elements:

1. Sales Objectives and your performance results for 2012

2. Highlights & Lowlights for the year

3. SWOT Analysis updated

4. Top 3 Problem areas to Fix

5. Top 3 Opportunities for Growth

If your review of 2012 is complete, you’re already ahead of the game. Now your attention can shift to goals and objectives for 2013, and how to make them a reality. Here’s a recommended process to get this done:

1. Write down your Objectives for 2013.

Casey Stengel said it best when he told his teams:

“If you don’t know where you’re going, you’ll end up someplace else.”

Without a defined specific and written objective, you are flying blind. You can’t hit a target if it is not defined, so get your targets written down.

Your key sales objectives will support the overall business plan for 2013, and will define the “big picture” objectives for your team. Some examples might be:

• “To grow our market share from 10% to 20%”

• “To increase total revenue by 30% by the end of 2013.”

• “To launch our new system into the marketplace and to generate $1 MM in revenue”

• “To reduce selling expenses by__”

2. Strategic PositioningGiven the defined sales objectives for 2013, you will now consider the best positioning your company needs to give yourself the best possibility of success. Think about questions like these:

1. Identifying where the best market opportunity resides (which of the market segments offer the most potential given your differentiators).

2. Which sales method to use?

3. How should your sales organization be structured for maximum effectiveness?

4. Who are your top competitors and how can they be eclipsed, neutralized or controlled?

5. Who are the key partners and alliances?

3. Territory/Market AnalysisGiven your objectives and your strategic positioning, deepen the analysis to define or refine your intended selling geographies or industries. This analysis would reveal:

1. Size of territory, Industry specialization, key locations

2. Installed Base Customers & Location

3. # of Prospects, their industry, and their location

4. Unique Value PropositionThis will be a quick review for most companies because it will simply validate the selling propositions that have been effectively used in the past year. However, if results from 2012 were dismal, now is the time to really re-examine your unique selling propositions. You need to absolutely define with clarity and precision the following:

• Features, Benefits, and Value of your products/services.

• What exactly is UNIQUE about your company and what you deliver to the marketplace?

• Why should people do business with you, versus everyone else?

• What’s so special about our company?

5. Sales ForecastThis will be a detailed analysis, generally broken into quarters or monthly, of the following:

• Total Sales Revenue

• Total # of New Accounts

• Total Revenue for New Accounts

• Revenue for existing accounts

• Profitability

• Any other targets?

Your CRM system or Sales Forecast system will be loaded on a month-to-month basis with these factors. Depending on your industry, and any


seasonality, you can simply target equally month-to-month or vary the targets based upon time of year.

It’s always a good idea to get the salespeople to actively contribute to this forecast, and to make sure they are absolutely in agreement with the targets. They must be committed to achieving these targets and there must be a realistic expectation that the targets can be achieved and exceeded.

6. Detailed Sales Pipeline Analysis This is the most important element of your Sales Plan for 2013. This is the detail on exactly how you intend to achieve your goals. Take the sales objectives, analyze your pipeline and ratios, and come up with specific sales activities that are needed to accomplish your annual selling goals. These may include (but are not limited to) the following:

• What is your Lead Tracking System (Excel, Paper-based, automated SFA?)

• Total Named Prospects to Develop

• Total # of Opportunities in your Territory

• Total # of Qualified Opportunities in your assigned Industry

• # of Referrals from Installed Base Customers

• # or Leads required to feed the Sales Pipeline

• Where are the leads coming from? (Lead Sources report)

• Estimated # of Prospecting Phone Calls by rep by month

• Estimated # of F2F Calls needed by rep by month

• # of Sales Presentations needed by rep and by month

Your pipeline analysis should include Lead Sources. You should

know precisely the origination point for every sale you’ve made in the past year. This will be critical information in planning where you would most productively spend your time in the remainder of the year.

When this analysis is complete, you will now know exactly the selling activities that are needed in order to achieve your targets. For instance, if your sales reps typically enjoy a 20 % close ratio for every sales presentation delivered, they will need to deliver 5 presentations to achieve one sale. All the standard selling ratios should be captured in an Excel spreadsheet and handed out to the reps. You will almost always discover that the sales team is NOT doing enough prospecting for new business!

7. Sales ProcessThis is a fast review of your normal sales process, fine tuning for the coming year. If it was successful in 2012, don’t change much! If it was NOT successful, you will need to change it! Along the way, you need to identify “Best Practice” sales methodologies and identify weaknesses in the process (where are sales lost?)

In addition, you might want to review your initial business development process, particularly how opportunities are qualified to begin with.

• Where are sales being lost? At what point in your sales process do you fail?

• What’s the plan to eliminate the losses?

• How can the process be made more efficient and effective?

8. Key Success Factors (KSFs)This is the most important sections of the sales plan for the manager and

executive because it lists the top three KSFs that, if achieved, will guarantee achievement of the plan. One of my managers used to refer to these as the “critical few” which makes allowance for the absolute importance of them.

The KSFs are developed after considering all the foregoing sections for the sales plan. Based on an analysis of the preceding sections, ask the following:

1. What must we do to ensure success?

2. What does top management need to do to support us?

3. What does our company need to help us with?

9. Resource NeedsNow that your plan is complete, it’s time to spell out the resources you need to achieve success. This may include people, support, materials, logistics, management, coaching, training and so on. If you are missing a key skill or resource, this is where you would list it.

Since you’ve developed a careful and concise analysis, you will be prepared to review with management and to request critical resources and support from other departments, such as Marketing, Human Resources, IT and Customer Support. Everyone in the company should be “in the loop” with your Sales Plan and they should fully support it. After all, everyone sells! ◉

Permission is needed from Lighthouse Consulting Services, LLC to reproduce any portion provided in this article. © 2012

Patrick McClure, Sr. Sales & Customer Service Training Consultant of Lighthouse Consulting Services, LLC, is a speaker, trainer, consultant, and author who enjoys working with individuals and corporations to help them achieve maximum performance.


MeMber news

E-ONE Launches New Web Site

E-ONE is excited to announce the

launch of a completely redesigned

company web site.

The six-week project resulted in a

cleaner design, increased functionality

and made the site easier to use

for both customers and internal

administrators. The uncluttered

aesthetics bring the site up to date

with current Web 2.0 trends, utilizing

a clean look throughout and simplified

menu structure.

Added features include larger

photography, an events calendar

with training classes, tradeshows

and dealership open houses, and

interactive elements such as the

product carousel on the Products

page, the before and after slider on

the Refurbishment page and a sliding

timeline on the History page. As the

site continues to evolve over the

coming weeks and months it will also

support new E-ONE videos.

The new E-ONE.com also reflects

the organization’s on-going lean

initiatives as this was the first time

E-ONE performed a mini kaizen

with field sales representatives and

internal staff to understand the site’s

usability and functionality before

beginning the redesign project.

Visit www.E-ONE.com to see

the new site, explore E-ONE’s vast

custom product offering, and to find

a dealer near you.

E-ONE manufactures mission-

critical vehicles including custom

and commercial pumpers tankers,

Water Master vacuum tankers, aerial

ladders and platforms, command

and communication apparatus, quick

attack units, industrial trucks, and

aircraft rescue firefighting vehicles.

The company sells its products

worldwide and is headquartered

in Ocala, Florida. E-ONE is an ISO

9001 registered and CCC certified

manufacturer.

Fort Garry Fire Trucks is moving

effective January 28th 2013. Our

new address is:

RR2 53 Bergan Cutoff Rd;

Winnipeg, MB, R3C 2E6

Pierce Celebrates Its 100Th Year in Business

Pierce Manufacturing, an Oshkosh

Corporation (NYSE:OSK) company

is celebrating its 100th Anniversary

in 2013. Pierce is kicking off

its yearlong commemoration

by launching a special website

section located at www.piercemfg.

com/100thAnniversary. The site

features an interactive historical

timeline, a 100thAnniversary video,

a photo contest, limited edition

merchandise, and upcoming events.

The Pierce 100th Anniversary

website, along with social media

posts, will provide information about

the company’s history and centennial

events, including a 100th Anniversary

Open House celebration in Appleton

on July 13, 2013. The website is

also a venue where people can share

special memories and photos.

“Pierce is a company with humble

beginnings, a rich history, and an

exciting future,” said Jim Johnson,

Oshkosh Corporation executive vice

president and president of the Fire

& Emergency segment and Pierce

Manufacturing. “It is significant that

only a small fraction of companies

from any industry achieve the

100 year milestone. On behalf of

Pierce employees, and all those

who preceded us, we pledge an

unwavering level of commitment

to firefighters, and boldness in our

thinking, as we look ahead to the

next one hundred years.”

Founded in 1913 by Humphrey

and Dudley Pierce in Appleton,

Pierce Manufacturing first built

after-market bodies for Ford Model

T chassis. In 1939, the company

manufactured its first fire truck body

and grew to 20 employees. In 1958,

ushering in a new era of boom and

platform vehicles, Pierce designed

the first ever articulating aerial


apparatus that was used to reach

up and over tall obstructions. Pierce

introduced its first custom chassis

and body – the Arrow – in 1982, and

that design changed the face of the

modern fire industry.

“The more than 2,000 people

who work for Pierce, including many

families with multiple generations of

service, are our backbone – and the

reason for our longevity, success

and growth,” added Johnson.

“Pierce employees think of their

work as more of a vocation than

a job, and the average employee

tenure is nearly 20 years. That

speaks volumes.”

Pro Poly of America Sharing Best Practices Across “The Pond”

Pro Poly of America has appreciated

the opportunity to work with Michael

McClafferty in its engineering

department during the last 90 days.

Michael has been working on various

Pro Poly products during his visit

from Great Britain. Michael will return

to his employment at John Dennis

Coachbuilders in UK. JDC works with

Pro Poly on joint ventures in Europe.

“When the opportunity arose

to visit Pro Poly, I jumped at the

chance,” says Michael. “I will be

bringing back ideas on how to change

the design to make the final body

install much easier.”

Pro Poly’s production and

engineering manager Chris Smith

learned some things from his guest

as well. “To be able to tap into his

knowledge of slam doors and gull wing

doors is great timing,” says Chris.

“That’s an area where we are working

on more options for our products.”

Michael will take back to England

fond memories of his time in the

United States, but tops on his list is

the food.

“You people know how to eat!”

Michael especially enjoyed the

barbecue, American football and

the happier disposition he sees in

Americans.

“We’re sending him back with a

little sunshine,” says Chris.

R·O·M Corporation Acquires Fire Research Corporation

BELTON, MO / NESCONSET, NY

(January 7, 2013) – R·O·M Corporation

(“R·O·M”) is pleased to announce that

it has completed the acquisition of

Fire Research Corporation (“FRC”).

FRC will become a subsidiary of

R·O·M and maintain its presence in

Nesconset, NY.

FRC Founder Jack McLoughlin,

along with his two other partners Toh

Meng and Neocles Athanasiades

will continue in their current roles at

FRC. Mr. Meng will assume the role

of President of R·O·M’s Electrical

Component Division. The transaction

allows both companies to share best

practices and continue to develop

market-leading products. All FRC

operations, including sales, customer

service, engineering and production

will remain based in Nesconset, NY.

The acquisition continues R·O·M’s

long-term strategic initiative of growth

through acquisitions, new product

introduction, geographic expansion,

and strategic partnerships. Jeff

Hupke, CEO of R·O·M, indicated

that R·O·M will work with FRC’s

management team to maintain

continuous improvement of FRC’s

already strong quality and on-time

delivery while further expanding FRC’s

customer relationships to provide a

strong launch pad for future growth.

“The reputation of the FRC brand

is unparalleled,” Hupke said. “With

this acquisition, R·O·M becomes the

largest supplier of emergency scene

lighting, pressure governors and flow

meters. When combined with R·O·M’s

strengths in roll-up doors and safety

grating, we continue proving true to

our mission to improve firefighter

safety and productivity.”

“For FRC customers, it’s business

as usual,” McLoughlin said. “Same

location, same processes, same

contacts. We’re continuing our pursuit

of innovation and great service.”

MeMber news


Mr. Hupke also noted that

“outside sales coverage will also

improve.” The R·O·M and FRC sales

teams will work together to improve

the already robust customer service

department. Both companies have

a decades-long history to improving

worker and firefighter safety and

productivity through innovative, high-

quality products.

With a stated goal of increasing

exposure for FRC’s products and

enhancing product development for

R·O·M, Mr. Hupke and Mr. McLoughlin

envision no major changes in facility

operations, as both companies

prepare for continued growth to keep

up with demand. R·O·M currently has

286 employees at its Belton, MO,

East Stroudsburg, PA, and West Saint

Paul, MN facilities. FRC currently

has 112 employees at its location in

Nesconset, NY.

No financial terms were disclosed

as part of the announcement, which

was made jointly by Mr. McLoughlin

and Mr. Hupke.

Ken Howenstine

is the new

factory

direct sales

representative

for the Central

California

market. He comes to Rosenbauer

from the world of higher education.

Prior to working with Rosenbauer, he

worked at California State University,

East Bay in the Department of Music

where he taught audio recording

and instrument repair—certainly

as far from apparatus sales as one

could be. However, he has been a

volunteer firefighter for nearly twelve

years in his home of Turlock, CA and

a lead sales representative for his

family’s pest control company.

Ken was first introduced to

Rosenbauer when he was the

apparatus replacement committee

chair for his local volunteer fire

department. As chair, he immersed

himself in fire apparatus research.

It wasn’t until a pumper demo that

he learned of Rosenbauer. After

purchasing from Rosenbauer, he

and his department were exposed to

the excellent dealer network, strong

factory craftsmen, and dedicated

service professionals. When the

opportunity to work for Rosenbauer

became available, Ken happily and

enthusiastically changed directions

and left his teaching position.

Ken is based out of Turlock,

CA, (east of San Francisco). He

lives there with his wife Rachel and

two children Evan, 5 and Jacob, 3

months. He holds a Bachelor of

the Arts in Music Technology from

California State University, Stanislaus

and is a California-certified fire officer

and emergency medical technician

Joe Volk was appointed general

manager for Spartan ER in Brandon,

South Dakota. Joe brings over

20 years of manufacturing and

customer management experience

to Spartan. He comes to us from

Terex Utilities, where he served

as director of operations for two

South Dakota facilities. At Terex,

he was responsible for HSE,

Lean, manufacturing engineering,

Site Operation Management and

Sourcing. Prior to his work with

Terex, he served as the North

American Lean Production Systems

Manager for Doosan (Bobcat),

Ingersoll-Rand in North Dakota.

Drew Schramm has joined

Spartan ER as Senior Vice President

of Supply Chain Management. Drew

is responsible for all supply chain

and materials management activities

across the company. He is a highly

experienced supply chain executive

and will add much to the scope

of our BOM reduction initiatives.

He comes to us most recently

from Herman Miller, Inc. where he

was the SVP Global Supply Chain.

Prior to his 14 years at Herman

Miller, Drew was the Group Director

Global Procurement and Materials

Management at Praxair. He also

served as the Corporate Director of

Purchasing at Abbott Laboratories.

Richard Holzman has joined

Spartan ER as National Accounts

Manager. Mr. Holzman comes to

Spartan ER from the Department

of Fire and Rescue Services,

Montgomery County, MD where

he held numerous management

positions including Fire and Rescue

Assistant Chief and Fire and Rescue

Battalion Chief. Montgomery

County is the largest combination

fire department in the United

States. In his most recent position,


Holzman was responsible for the

consolidation and centralization

of five maintenance facilities, and

the daily apparatus and equipment

needs of 35 MCFRS support

stations, four federal fire stations

and the county training academy.

Accordingly, Holzman’s ability to

identify cost of operation/ownership

improvements for Spartan customers

is exceptional and is a value-add that

fire departments are seeking with

increasing frequency.

New President at Tempest Technology

Tempest Technology Corporation

welcomes new company president,

Johan Gidstedt. He comes to

Tempest with over 15 years of

experience in the manufacturing

industry. In addition, Johan’s

engineering background, Master’s

degree in

Business

Administration

and years of

operational

experience as

President of Borga

Steel Buildings and Components,

will be an asset to Tempest.

Hailing originally from Sweden,

Johan has been a longtime resident

of the San Joaquin Valley in

California. Much of Johan’s time in

his first weeks on the job were spent

diligently studying the industry, the

company, and planning for the road

ahead. He has large shoes to fill as

Leroy Coffman, previous Tempest

president, was a strong catalyst

in the company’s tremendous

success. Tempest’s employees are

looking to Johan to continue the

fast-paced growth the company has

experienced throughout its

25 years of service.

“Johan brings experience

and expertise in the areas of

manufacturing and engineering

that will allow Tempest to take

full advantage of new market

opportunities. His style of customer-

focused management is well suited

to the culture of Tempest Technology

Corp,” Previous Tempest president

Leroy Coffman states. Leroy is just

weeks from finishing his Master’s

degree in Business Administration

and is taking this time to pursue

other interests and more time with

family. He will still be involved with

Tempest Technology Corp. in an

ownership role.

Tempest has

also welcomed

Beatrize Delgado

as customer

service specialist

at Tempest. She

brings 15 years of

experience in Customer Service and

Human Resources from La Tapatia,

one of the Nation’s largest producers

of Mexican and Central American

style foods and ingredients. ◉

The FAMA Board and Membership gratefully acknowledge the generosity of PennWell Emergency Services Group management and staff for the design and printing of the Flyer.

Lyle Hoyt

Senior Vice President

Eric Schlett

Vice President — Fire Group

thAnks toPennWell CorPoration has acquired elsevier PubliC safety GrouP including flagship magazine JEMS (Journal of Emergency Medical Services), JEMs.com, and the EMS Today Conference & Exposition Public Safety Group (the JEMS Conference), EMS Insider newsletter, along with FireRescue magazine, FirefighterNation.com, FireEMSblogs.com, Law Officer magazine, LawOfficer.com, and the publishing contract for APCO’s Public Safety Communications magazine from Elsevier, Inc. The management and staff of Elsevier, Inc. will join PennWell and remain based in San Diego. ◉

fAMA boArd of directors


PresidentHarold BoerRosenbauer America, LLC100 Third Street, Lyons, SD 57041Tel: (605) 543-5591; Cell: (605) 321-9358 Fax: (605) 543-5593Email: [email protected]

Vice PresidentBruce WhitehouseAMDOR, Inc.3435 South Service RoadBurlington, ON L7N 3W6 CanadaTel: (905) 333-6745; Cell: (905) 467-8905Fax: (905) 333-8975; Email: [email protected]

TreasurerPhil GeraceKME Fire ApparatusOne Industrial Complex, Nesquehoning, PA 18240Tel: (570) 669-5174; Cell: (570) 233-1452Email: [email protected]

SecretaryDavid DurstineAkron Brass CompanyP.O.Box 86, Wooster, OH 44691Tel: (330) 287-7031; Cell: (330) 621-0025Fax: (330) 287-7831Email: [email protected]

Administrator

Karen Burnham29 Stillman Road, Lynnfield, MA 01940Tel: (781) 334-2911; Cell: (617) 771-5407Fax: (781) 334-2911Email: [email protected]

Legal Counsel

James J. Juneau15301 Spectrum Dr., Suite 300, Addison, TX 75001Tel: (972) 866-3333; Cell: (972) 523-1011Fax: (972) 866-8378; Email: [email protected]

GAC Consultant

David GattonDevelopment Initiatives, Inc.1620 Eye Street, MW, Washington DC 20006Tel: (202) 957-6530; Cell: (202) 957-6530Fax: (202) 293-3109; Email: [email protected]

Past PresidentGreg KozeyKochek Company, Inc.75 Highland Drive, Putnam, CT 06260Tel: (860) 963-3377; Cell: (860) 933-0176Fax: (800) 772-0255; Email: [email protected]

Sr. Director-at-LargeScott EdensFouts Bros. Fire Equipment2158 Atlanta Road, Smyna, GA 30080Tel: (800) 948-5045; Cell: (404) 808-0907Fax: (770) 438-1504Email: [email protected]

Jr. Director-at-LargeSteve TorenWaterous Company125 Hardman Ave. So.South St. Paul, MN 55075-2456Tel: (651) 450-5038; Cell: (612) 963-5158Fax: (651) 450-5090Email: [email protected]

ProfessionAl resources:

Travel Planner

Bob GrimaldiRome Travel Bureau, Inc.413 Wooded Crossing CircleSt. Augustine, FL 32084Cell: (904) 495-5055; Email: [email protected]

Website Services/Newsletter

Windmill Hill Consulting, LLCGabe SteinbachSimon Steinbach1004 Dolores Avenue, St. Louis, MO 63132Cell: (314) 504-0945; Fax: (314) 228-0090Email: [email protected]

23W W W.Fa M a .or G W in t er 2 013

everyone liked Jim because he cared about FAMA and he cared

about others involved in the industry. Jim was a positive

force to be around and his positive attitude and passion were

contagious. We are lucky, as Jim left his mark on FAMA as well as

on the whole fire industry. Jim will be missed but we are all better off for having

known and having been around him. — Peter darley

Bill BrunS: During my customer visits to Marion Body Works, I would spend a portion of the time discussing bylaws with Bud, Jim’s father, who served on the Bylaws Committee. As time passed, Bud retired, Jim became the Membership Chair, and during my visits to Marion, he always set some time aside to talk over his ideas to grow FAMA’s membership. His interest in FAMA originated from Bud. He was a hard working Chair for several years, and oversaw significant growth in membership.

tony Gonzalez: I really didn’t know anything personal about Jim Simpson, and that I know of, never met him. However, in my short stint as the chairman of the Membership Committee, Jim was a constant source of information and encouragement.

Jim insisted, cajoled and pushed me to continue my involvement with FAMA. He insisted that I recognize that, like the rest of us in the business a while, I have an obligation to pay back and improve the way forward for those behind us. My all-too-brief interaction with Jim was rewarding and gave me some insight into how much he cared about others.

Bruce WHiteHouSe: Jim had a tremendous zest for life. He loved the outdoors and often talked about trips with his family. Jim was always one to welcome others and as such he was a great ambassador for FAMA and the fire service. We will miss him.

Paul darley: Jim and I had a special relationship due to our connection as family business managers and through the Young Presidents’ Organization.

For the last five years, we would meet in a confidential setting two times a year to discuss industry, business and personal issues. Jim was committed to furthering the mission of FAMA, and always put the best interests of the fire community first.

JeFF reScH: When I was President of FAMA, Jim took me around at FRI to talk with as many non-member companies as possible trying to get them interested in joining FAMA. Jim was always willing to do whatever possible to promote FAMA. He was also my “go to” guy to talk about the Packers and Brewers and I remember both of us sneaking texts during a FAMA dinner, trying to keep up with the Brewers’ playoff game. Jim was a good man and will be missed by us all.

karen BurnHaM: I worked with Jim throughout his involvement on the FAMA Membership Committee. Jim served as a committee member from the late 1990s, was appointed chair in 2002 and served in that capacity until 2007. Jim stepped back onto the committee as a working member in 2008 and remained active until his passing. As the Membership Committee chair, Jim was instrumental in developing an organized structure to the committee, and further introduced the Mentor Program to make new members feel comfortable and welcomed at the spring and fall meetings.

In 2003, Jim was honored as the recipient of the infamous “Tube Steak” award for his dedication and passion to FAMA through his great leadership on the Membership Committee.

Above all, Jim was a genuinely nice person and a gentleman. I truly enjoyed seeing and chatting with him at trade shows and meeting events. In fact, Jim attended the 2012 FAMA fall meetings in Glendale, Arizona where many of us last saw him. My heart will hold a special place for Jim; he will be missed and never forgotten. ◉

MeMoriAl tributes to toM gArrity And JiM siMPson

A Note from Jim’s Families:

TO All Our FAMA Friends,

Thank you for the floral gift in honor of Jim. He was proud to serve the fire industry and enjoyed all the fine people he met through his years in FAMA. We are hurting so much, but are taking comfort from the many who knew and loved Jim.

— Lynne Simpson and the entire Simpson/Ignacio Families

tom Garrity served as a member of the Bylaws committee,

and often attended spring and fall membership meetings.

We’d like to share a recent note from Tom’s wife:

Thank you all for remembering and honoring Tom. Tom and I always looked forward to our trips with the FAMA group. The friendships that were developed will never be forgotten. Tom’s life was building fire trucks, and hopefully his legacy will live on through his hard work. I will miss you all. —Laurine Garrity

LSU Fire & Emergency Training Equipment Show1/25-1/26Baton Rouge, LA

Kentucky Assoc. of Fire Chiefs Conf.1/26-1/27Bowling Green, KY

Southwest Fire Rescue2/9-2/14Corpus Christi, TX

Firehouse World2/17-2/21 (Exhs: 2/20-21)San Diego, CA

ARFFWG Chiefs and Leadership Conference2/19-2/22Newport Beach, CA

VA Fire Chiefs Mid Atlantic Expo & Symposium2/21-2/24Virginia Beach, VA

Green River FF Assoc. Officer School2/22-2/24Lexington, KY

Long Island Mega Show2/23-2/24Uniondale, NY

Pittsburgh Fire, Rescue & EMS Expo2/23-2/24Monroeville, PA

Smoky Mountain Training Conference3/1-3/3Sevierville, TN

EMS Today3/5-3/9Washington, DC

Black Chief Officers Committee Annual Conf.3/7-3/9Palm Beach Gardens, FL

FAMA Spring Meeting3/16-3/19Rancho Mirage, CA

Virginia FireRescue & EMS Expo3/16-3/17Richmond, VA

Wildland Urban Interface Conference3/19-3/21Reno, NV

Georgia Fire Equipment Show3/20Perry, GA

Louisiana Fire Chiefs Association Conference4/4-4/6Baton Rouge, LA

Saskatchewan Fire Chiefs4/4-4/6Yorkton, SK

Metro Chiefs4/6-4/10Phoenix, AZ

Oklahoma Fire Chief’s Conference4/8-4/10Norman, OK

Midwest Fire Rescue Expo4/11 - One dayNovi, MI

Northwest Fire Conference & Trade Show4/11-4/14Peace River, AB

Georgia Fire Chiefs Training Session4/14-4/17Savannah, GA

FDIC4/22-4/27 (Exhs: 4/25-27)Indianapolis, IN

Rhode Island EMS Expo4/23Warwick, RI

FAMA Technical Committee Meeting4/25 (8-9:30am)Indianapolis, IN

Assoc. County Commisioners of GA4/26-4/28Savannah, GA

Fire Rescue Med5/3-5/7Las Vegas, NV

Ontario Fire Chiefs5/4-5/8Toronto, ON

ARFFWG Section 5 Seminar5/6-5/9Dallas, TX

CFSI Fire Service Seminars & Dinner5/8-5/9Washington, DC

FAMA/FEMSA GAC Hill Day5/8-5/9Washington, DC

Oregon Fire Chiefs Association Conf.5/8-5/9Redmond, OR

IAFC Eastern Division Convention5/10-5/11Annapolis, MD

PA Fire Expo5/17-5/19Harrisburg, PA

Alabama League of Municipalities Conference5/18-5/21 (Exhs: 4/19-4/20)Montgomery, AL

Quebec Fire Chiefs Convention5/18-5/21La Malbaie, QC

AAAE Annual Conference and Exposition5/19-5/22Reno, NV

FCABC Annual Conference & Fire Expo5/25-5/29Penticton, BC

Alberta Fire Chiefs Conference and Tradeshow5/26-5/29Red Deer, AB

Mississippi Fire Chiefs/Firefighters Conference5/30-6/2Natchez, MS

XTREME Industrial Fire & Hazard Training6/2-6/6Beaumont, TX

Oklahoma State Firefighters Assoc. Convention6/5-6/8Tulsa, OK

International Hazardous Materials Response6/6-6/9Baltimore, MD

P.O. Box 397 Lynnfield, MA 01940-0397 TEL & FAx: (781) 334-2911E-MAIL: [email protected] WEBSITE: www.fama.org

EDiTorS:

Karen Burnham

Harold Boer

EDiToriAL STAff:

Mary Murphy-Overmann

Bruce Whitehouse

Mindy House

DESiGN:

Meg Fuschetti

WiNTEr iSSuE DEADLiNE: APriL 15, 2013

©Copyright 2013, FAMA, Inc ., MA (USA)

First Class MailU.S. Postage

PaidSt. Louis MOPermit 175

2013 fire service events cAlendAr

For updates, corrections, or additions contact Brian Cassell at 570‐656‐0324 or [email protected] — A fuLL LiSTiNG of 2013 EVENTS CAN bE fouND AT WWW.fAMA.orG —

Documents

FAMA Flyer 2013