Sprinkler Age A Publication of the American Fire Sprinkler Association
AFSA41 in Las Vegas Features Nearly 60 Technical and Managerial Seminars
The biggest and brightest minds in the fire sprinkler industry are converging Las Vegas for AFSA41: Convention, Exhibition & Apprentice Competition, to be held October 16-19, 2022. Learn from the best and earn CEUs, CPDs, and Contact Hours with over 75 hours of training across 60 seminars with industry subject matter experts (SMEs). This year, seven technical and managerial tracks have been developed, tailored to meet your educational needs. Attendees can follow the seminars on any given track or mix and match.
“In all the years of planning the AFSA convention, I have never seen this level of excitement this early in the year and especially coming off of last year’s highly successful anniversary celebration,” comments Marlene Garrett, CMP, AFSA’s vice president of meetings & education services. “Vegas just seems to be the perfect draw—no pun intended. I’m more than excited about the response we are getting!”
Below is a brief description of the tracks and sample seminars planned for AFSA41 in Las Vegas. Many seminars cover multiple tracks so attendees can customize their learning experience. Returning this year is the popular “Ask the Experts” interactive seminar, featuring the industry’s top technical minds! Other seminar tracks include install/design; inspection, testing, and maintenance (ITM); and free training for Authorities Having Jurisdiction (AHJs).
Install/Design Track
The Install/Design track will feature 15 seminars focusing on the installation of water-based fire protection systems. Seminar topics include NFPA 14, FM data sheets, obstructions, fire pumps, seismic protection, NFPA 20, hydraulic calculations, and antifreeze.
Commodity Classification in the 21st Century – Russ Leavitt, CFPS, SET; Telgian Holdings, Inc. Determining the hazard classification of a building has never been more complex than it is today. Construction materials, building uses, and contents are evolving at a rate never before seen. Chapter 4 of NFPA 13, Standard for the Installation of Sprinkler Systems, provides the descriptions for the various hazards, including low-piled storage, but it is up to the designer/contractor, engineer, or AHJ to make the classification. Using NFPA 13 and the latest industry information, this seminar walks the attendees through the process for determining the classification that will result in the needed protection while using the most cost-effective system type and configuration. The proper use of the Owner’s Certificate is examined for its role in the process including the protection from liability for the contractor. This seminar session benefits contractors, estimators, designers, and AHJs. 1.5 Hours | 0.15 CEUs | 1.5 CPDs
Inspection, Testing, and Maintenance (ITM) Track
Learn the ins and outs of inspection, testing, and maintenance with AFSA’s ITM track. NFPA 25, Standard for the Inspection, Testing, and Maintenance of Water-Based Fire Protection Systems, will be a big focus of these 11 seminars, but other topics and standards will be covered such as updates to NFPA 72®, National Fire Alarm and Signaling Code®, and NFPA 915, Standard for Remote Inspections.
Updates to NFPA 25, 2023 Edition – Kevin Hall, M.Eng, P.E., ET, CWBSP, PMSFPE; AFSA This seminar will discuss changes made to the 2023 edition of NFPA 25. The second draft of the standard has passed ballot and is scheduled to be adopted at the NFPA Technical Meeting in June. This seminar will discuss the proposed changes and the impact they may have on contractors. 1.0 Hours | 0.1 CEUs | 1.0 CPDs
Sprinkler Fitter Track
Bring your sprinkler fitters for a day of learning with this specially designed track. With multiple seminars offered over several days, your fitters can attend one day or multiple! All seminars offered in this track will be submitted for CAL-FIRE Approval. Topics include sprinkler discharge obstructions, sprinkler types and characteristics, fire pump testing, standpipes, and ITM.
Installation of System Components – Josh McDonald, MSET, CFPS, CWBSP, WBITM; AFSA This course will detail the requirements for system components and hardware per NFPA 13. The course will describe required components and the importance of proper installation. Specific topics will include sprinklers, piping, provisions for flushing, air vents, control valves, drainage, and fire department connections (FDCs). 1.0 Hour | 0.1 CEU | 1.0 CPD
“Other” Technical Track
This catch-all track with 15 seminars will cover other technical topics of interest to those in the fire sprinkler industry: hydrant flow testing, water supply, NFPA 241, Standard for Safeguarding Construction, Alteration, and Demolition Operations; corrosion; suppression; NFPA 770, Standard on Hybrid (Water and Inert Gas) Fire-Extinguishing Systems; and sprinkler monitoring.
NFPA 4: The Debate Over the Inclusion of Passive Fire Protection Features in the Integrated Test – Terry Victor, SET, Johnson Controls Fire Protection The scope of the 2021 edition of NFPA 4, Standard for Integrated Fire Protection and Life Safety System Testing, was changed at the last minute during the NFPA 2020 Annual Technical Meeting through the NITMAM/CAM process. The technical committee changed the scope during the second draft by excluding passive fire protection systems from the integrated test. However, through a first-of-the-kind virtual online debate and vote, passive systems were added back to the scope. The technical committee is once again considering if this document should include the testing of passive systems for the 2024 edition. This seminar will explain the arguments on both sides of the issue, and offer a possible solution for the technical committee to consider. 1.0 Hour | 0.10 CEU | 1.0 CPD
Business Management Track
This track is intended for management staff and will be presented across 15 seminars including field supervisory training, claims, building and keeping a high-performance team, marketing, the NICET application process, and building a training program for your company.
Engaging your Leadership Team in Developing a Roadmap to Become Best in Class – Randy Stutzman, FMI Capital Advisors No good deal lasts forever. Because your markets, your customers, and even your products and services change, you need an ongoing plan that will help your company adapt and grow. Moreover, you must engage your leadership team to become a part of your plan. 1.0 Hour | 0.1 CEU | 1.0 CPD
NextGen Track
AFSA’s Next Generation Initiative (NextGen) is pleased to sponsor several seminars during the course of AFSA41 covering topics such as building your brand, paths to progress, and contractual communications. These seminars are open to all industry members.
NextGen has opened its arms to the entire fire protection community, welcoming those who have an interest in the next generation of fire protection professionals, regardless of age. For more information on AFSA’s NextGen, visit firesprinkler.org/nextgen or stop the AFSA booth at AFSA41 to speak with NextGen members.
AHJ Track
AHJs are invited to attend AFSA41 on October 19 for a full day of industry immersion. In the morning, AFSA offers a free plan review seminar for registered AHJs. In the afternoon, AHJs are invited to tour the exhibition hall free-of-charge to view the latest products and services for the fire sprinkler industry and to watch the National Apprentice Competition. For more information, visit firesprinkler.org/AFSA41 to download the convention brochure.
Why Customer Resistance is a Good Thing: A New Approach to Responding to Customer Concerns – Historically, sales and service teams have referred to prospect and customer resistance as “overcoming objections.” This language sets the stage for the wrong type of relationship. No one wants to be “overcome.” People do, however, want to be listened to and responded to in a real and authentic fashion. Resistance is a normal part of making business decisions and the approach you take in responding will differentiate you from other recruiters in the marketplace.
Every time a prospect or valued customer has resistance or concerns of any form, it is your moment to build a bridge of trust and value in the relationship. This is exactly why resistance is a necessary and even essential part of the sales process and should not necessarily be viewed as an obstacle. It should however, be viewed as an opportunity to influence, inform, and guide our customers when they have an incomplete or inaccurate perception about us or our products or services.
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SEMINARS SPOTLIGHT: Rob Mosely, Next Level Exchange
Back by popular demand, Rob Mosley will be leading two business management seminars for AFSA41 attendees.
The Key to Customer Relationships—Emotional Intelligence If our products and services are the tools of our industry, the engine that runs them is Emotional Intelligence or EQ. EQ has been defined as “the ability to monitor one’s own and other people’s emotions, to discriminate between
different emotions, and label them appropriately, and to use emotional information to guide thinking and behavior.”
This session is designed to start to equip you with tools and trust-based behaviors to drive greater awareness of yourself and of others, including prospects, customers, and your own teammates. Why is this so essential? Ninety-two percent of all professional and personal failures are EQ-based. Everyone has their own unique approach and style, but there will be times when we need to adjust that style to suit the client, the candidate, and even individual team members. This is not an easy task.
Emotional Intelligence takes you on a journey to a clearer understanding of how you and your team become more unified by being more emotionally aware. The results are increased buy-in from our customers and team members, greater accountability, and a deeper understanding of not just important work – but important people doing important work. Moreover, these attributes of Emotional Intelligence will enable you to better influence others who do not directly report to you including customers and colleagues.
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Bellagio Hosts AFSA
The Bellagio Las Vegas will be the headquarter hotel for AFSA41 in Las Vegas. This luxurious resort offers everything—fine dining, spectacular shows, a conservatory and botanical gardens, exquisite shops, lounges and entertainment, a state-of-the-art fitness center, the top-rated Shadow Creek golf course, a spa and salon, five outdoor pools, and even a wedding chapel!
With views of the Las Vegas valley or the iconic fountains, stays at Bellagio Las Vegas are nothing short of unforgettable. AFSA’s group rate for is $284 per night plus tax and includes resort fees and complimentary internet in guest rooms. When making reservations, guests should request the Spa Tower, closest to the AFSA41 meeting space. Reservations may be made online during the convention registration process by clicking here. Group rates are available for stays from October 13-21, 2022, but reservations must be made by September 9, 2022, to secure AFSA convention group rates. After September 9, room rates are based on availability.
Hotel Reservation & Attendee List Alert
AFSA is made aware of third-party vendors soliciting AFSA exhibitors and attendees posing as our housing vendor or attendee list distributor. These companies mislead you to think they are working on our behalf. Companies that use this tactic include Exhibitor Hotel Reservation Services (EHR), Global Housing, and National Travel Associates. They are not endorsed by or affiliated with AFSA or its show. Entering into financial agreements with such companies can have costly consequences such as no hotel reservations, no free networking meals, no complimentary internet access, or a mailing list. Please note attendee lists are distributed onsite. To receive full AFSA hotel benefits, book directly with the hotel by phone or using the link found on AFSA’s convention website.
Viva Las Vegas!
AFSA41 attendees are sure to live it up in the city that never sleeps! Several social events are planned between seminars and exhibition hall hours during AFSA41 in Las Vegas. This year’s highlights include the Exhibition Grand Opening reception, offering attendees the first look at the latest products and services for the fire protection industry, and featuring appetizers and cocktails throughout the hall.
Two evenings parties will provide networking opportunities in fun and lively settings: the opening party hosted by AFSA’s NextGen on October 16 is at On the Record Nightclub at Park MGM, a music-themed nightspot. This speakeasy and club experience is an exciting new way to spend an evening with your fellow industry friends—old and new! With three rooms, featuring both indoor and outdoor spaces, this venue provides an ample space for dancing and socializing, while experiencing a world-class cocktail program-—including signature AFSA41 drinks!
On October 19, the final night of AFSA41, dress up in your favorite decade and dance the night away at the Bellagio Grand Pool Deck, a Mediterranean-infused al fresco poolside experience. Dinner, drinks, and the crowning of AFSA’s top apprentice will highlight this “Music Through the Decades” costume party.
The ever-popular networking meals will be offered once again this year, for attendees who are fully registered in AFSA’s room block at Bellagio Las Vegas. Enjoy breakfast and lunch with fellow industry professionals during each full day of the convention—make new connections and revive old ones while you enjoy a delicious meal!
AFSA41 Opportunities
There is still time to secure a booth in the exhibition hall for AFSA41 in Las Vegas! Benefits abound for exhibitors, including unopposed exhibit hours, the Exhibition Grand Opening Reception, and free passes for the second day of exhibits. For more details, visit firesprinkler.org/sponsorship or contact Marlene Garrett via email at mgarrett@firesprinkler.org or phone at (214) 349-5965 ext. 118.
Membership has Its Benefits
Not an AFSA member? Now is the perfect time to join! AFSA is currently offering a six-month trial membership for contractors. With your trial membership, you are entitled to a range of benefits and services to support you, your employees, your business, and the industry. Membership provides the opportunity to learn about AFSA and its multitude of benefits—risk free. One of those benefits is the ability to register for AFSA41 at membership price levels! For more information on AFSA membership, visit firesprinkler.org/trial.
Read all about it!
AFSA41 brochures will be mailed and a copy will also be available for download here. Early-bird registration will soon be open and will be available until July 15, 2022, offering the most discounts on registration prices. The regular registration period is July 16 – August 26 and late registration will be held August 27 – October 14. After that date, all registrations must be done onsite.
Stay up to date with the latest from AFSA and AFSA41, including news, deals, discounts, and offerings. Get real-time updates on the association’s official happenings sent to your desktop or wireless device by subscribing to, or “following,” AFSA social media, and use our official hashtag #AFSA41.
• Twitter: twitter.com/AFSA
• Facebook: facebook.com/firesprinkler.org
• Instagram: instagram.com/firesprinklerorg
• YouTube: youtube.com/user/AmerFireSprinkAssn
It’s proven to be a winning combination—AFSA and Las Vegas. We return to this popular location for all it has to offer, including a guaranteed return on your investment. Place your bets with AFSA and you’re sure to come out a winner!
