"We use the NIAC programs as educational tools both within the company and without," says Robin DeGraff, president of Extol, Inc. of Norwalk of Ohio. "The more we know, the better we do our job. We have more chances to promote ourselves, and we're able to secure more work."

DeGraff's is one answer to the questions, "Why should I become involved with NIAC and its programs?" or, more specifically, "What's in NIAC for me?"

DeGraff acknowledges that the full implementation of these programs requires a commitment of time and money on the company's part, but she maintains that the result is an enhancement of the company's level of professionalism, with the ultimate payoff being the improvement of the bottom line.

Extol, a multi-product line fabricator/distributor of insulation products and accessories with locations in both Ohio and Houston, Texas, has implemented three NIAC offerings -- the course in the Fundamentals of Insulation, the Mid-west Insulation Contractors Association (MICA -- a region of the NIAC Association) Commercial and Industrial Insulation Standards Manual and the NIAC Safety Program.

The Fundamentals

Originally, it was thought that the Fundamentals course would be limited to the salespeople. "We envisioned it as a tool for training salespeople," says Sales Manager Brian Albers, "on the premise that a fuller understanding of the dynamics of insulation would help them better market our products."

But the course has also proved to be popular and meaningful for the office and shop staffs. DeGraff says, "the more our people know about our overall business -- why it's important to ship those rush orders, to know about our products and their special characteristics, and to be familiar with the characteristics of pipe fittings, and vessels -- the better they are able to answer questions for customers, and this increases our proficiency as a supplier of industrial and commercial insulation products."

DeGraff adds that when the company started the program, many in management were surprised that the shop personnel took such an interest. "The more they learn about how the materials we supply are used by those on the job site, the more motivated they are to fabricate for a better fit," she says.

The topics covered in the course are: trade relations, trade math, plans and specs, characteristics of pipe, characteristics of insulation, heat and moisture, plumbing systems, steam systems, chilled hot systems, refrigeration and cryogenic systems, large boilers, specialized systems, safety, materials handling and storage, tools, fasteners, and adhesives.

Extol has developed a unique way in which to implement the program. Each employee is given a NIAC Fundamentals training notebook containing 24 learning sections, of which they study one a week. Review sessions are held each Friday and each employee takes a turn conducting the class. The employees study on their own time, although this can be during a lunch break and in group sessions. As an added incentive, they are paid three additional hours per week for completing the quiz. Each employee receives a certificate of completion and a small bonus at the end of the course.

Vice President Brian Eisenhauer sums up the benefits of the course when he says, "It serves to fucus everyone's attention on quality."

MICA Standards Manual

The MICA Manual encompasses complete discussion of insulation materials and system designs for such general and specialized applications as above and below ground piping, vessel installations, and noise and sound control. The manual also discusses project coordination, maintenance, and other topics. "We use it as a training tool for our employees, a description source for our customers, and a sales device for both our inside and outside sales people," DeGraff says.

The MICA plates are designed to provide clarity in place of, or in conjunction with, blueprints and specification books. The plates are single pages, half of which are taken up with clear drawings of a pipe section, fitting, hanger, or vessel application, with arrows pointing to various components of the insulation system. The other half of the page itemizes the type of material, insulation, thickness, jacketing or mastic, and sealers or fasteners required to complete the project.

The clear depiction of recommended application and installation procedures provides the viewer with a full understanding of what is involved in any specific aspect of insulation and also incorporates the manufacturer's recommendations into the plant specification. The plates are easy to alter for rare or complicated applications.

Extol uses the manual and plates for writing alternate submissions to bid packages, or when contractors or suppliers want a certain product, or to secure new work.

Tom Burcham, president of Master Mechanical in Huntington, West Virginia, reports that the manual and plates "allowed us to put together a nice professional proposal and package for the specialized insulation requirements of a large chemical plant. Our package consisted of pricing for take-off quantities, recommended insulation thickness, and an appropriate jacketing system. All area of the plant's management--engineering, estimating, purchasing and maintenance-were able to review, budget, and approve our proposal."

Another proponent of the MICA manual, Dan Nauman of Spinkmann Sons Milwaukee Wisconsin, says that the manual and plates helped him put together a successful proposal for an entirely different type of company, a large food processor that was installing a refrigeration process in their facility. "The plates are an excellent communications tools that leave no room for misunderstanding or error," he says.

NIAC Safety Program

In terms of the safety program, DeGraff says, "We had been practicing safety in ways similar with the methods described in NIAC's program, and though many of it's provisions are common sense, the NIAC program allowed us to deal with the implementation and follow-up of safety in an orderly and comprehensive fashion. We were able to lay out corporate policy in a manner that made certain the compliance with existing regulations."

Extol didn't just implement the program, however, but called in the professionals for a final review. First, a corporate lawyer reviewed and accepted the program. Second Extol incorporated minor adjustments suggested by an OSHA consultant invited to evaluate the program. And, finally, their insurance company came in for an audited review. "Since we were able to present an administered policy in place, our premium ratings were obtained from a lower rate base," DeGraff says.

"We recognize the fact that our safety demands are different from those of the insulation contractor, "DeGraff adds. "Contractors move constantly from job site to job site and this creates an additional burden on the employer to provide a safe workplace. Since our manufacturing and warehousing facility are in a stationary location, certain aspects of maintaining and enforcing a safe workplace are easier for us than for contractors. Nevertheless, our safety demands are significant."

Extol's program addresses the specifics on how to use safely each individual piece of specialized fabrication equipment designed to custom-manufacture pipe, vessel, and fitting insulation. Training modules have been developed for each piece of equipment, complete with trouble-shooting guides regarding set-up and guarding procedures. The program also addresses safe towmotor operation as well as appropriate safety gear for equipment operators.

Plant Manager Bob Baldwin says that the safety handout booklets that accompany the safety program have been helpful in developing dialogue concerning daily safety activities in Extol's monthly safety meetings. "Overall, our safety record has been very good; we have been fortunate to experience only minor incidents," Baldwin says. "Discussing safety and integrating this concept into our everyday routines heightens everybody's consciousness."

Using a government program recommended by NIAC, Extol has also implemented a hazardous communications program, which involves corporate compliance with all existing regulations, as well as guidelines for Material Safety Data Sheets (MSDSs). " The guidelines include everything from daily procedures to emergencies," syas Baldwin. "It seems it took forever to get all the information from the suppliers and all the MSDSs completed. But now we have all this information systematized and readily usable in regard to safety."

The "Haz-Com" program encompasses issuing MSDSs to customers, the semi-anual update of MSDS product data, record maintenance, and the use of temporary labels for in-house containers of particular products used in fabrication, such as certain adhesives and cement.

In summing up the various benefits that have resulted from Extol's implementation of NIAC's educational programs, DeGraff says, "We have improved our internal communications among employees, our knowledge of products and systems has increased, and networking with our distribution chain has become more effective. This has all served to increase our bottom line performance.

EXTOL INSULATION SYSTEMS: COMPLETE PRODUCT LINE    COMPOSITE INSULATIONS    CONTOURED HEAD SYSTEMS    EXCEL-LAP SYSTEMS    ISOWRAP® PRECISION CUT    TRACED LINE SYSTEMS    VALVE & JACKET SYSTEMS

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