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CURRENT NEWSLETTER
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Lindemann Chimney Supply sells wholesale only to the chimney and hearth industry.
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 JUNE 2005
Hairline Crack!
What do you do when you find a fireplace flue with a hairline crack in the tile?
There are several ways to explain it to the homeowner. First, you could be honest, which is always good, and
tell them the size and location of the crack. But if you don't truly believe that the crack is posing a serious danger, you'll probably hem and haw enough to not get the sale.
You could also use one of the state-of-the-art sophisticated video scanning systems with monitor. This will allow you to show the homeowner in excruciating detail every part of the flue. But, again unless you truly believe this is a serious problem, your customer will be able to “read you” and you probably won't get the liner sale.
Another approach is to pull
out code book NFPA 211, or Gas Code 54 and show them
what it says about cracks in chimney flues. But unless
you project your sincere belief that relining the chimney is definitely needed, there is a chance you won't get the job.
Even though you have the right equipment, have the knowledge of building codes, and you are trustworthy and honest, these assets alone will not get you the sale.
You must know the ABC's of selling, and that is to Always Be Closing. Use a professional businessman approach and tell your customer, “Your chimney system has a crack in it. This crack represents damage to the system, just like a crack in a water pipe does. I can't tell you for sure that this crack will get bigger, but I am certain it won't get smaller.”
“What I can tell you is, that just like a plumber who finds
a crack in your water pipe - a crack in your flue tile represents a break in the strength and integrity of your chimney system. If anything goes wrong, the potential is there to catch your house on fire…just as a crack in your water pipe represents the potential flood damage to your house.”
“If I were you, I would reline your chimney to preserve
the safety of your system. You don't want to wonder if your chimney will be able to protect you from fire.”
You might even consider, as several of our customers have, is to make copies of NFPA (2003 edition) section 13-9 damaged or deteriorated liners. If the flue liner in a chimney has softened, cracked, or otherwise deteriorated so that it no longer has the continued ability to contain the products of combustion (i.e. heat, moisture, creosote, and flue gases), it shall be either removed and replaced, repaired, or relined with a listed liner system or other approved material that still resist corrosion, softening, or cracking from flue gases at temperatures appropriate to the class of chimney service.
Whether it's your honesty, equipment, reputation, or knowledge, you'll always sell more if you just remember it's as easy as ABC.
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