__________________________________________________________________________________
Monday, August
3, 2009
9:00 - 10:00 a.m. Registration
10:00
a.m. - 12 noon Introduction to Federal, State and Utility
Incentives for Home Improvement Contractors
Moderator: Ed Thomas, UtilityExchange.org
Introductory session about the potential for incorporating
energy efficiency and renewable energy initiatives into
contracting business practices to leverage federal, state and
utility incentive programs. Learn how to profit from
the emerging roles for building performance diagnostics and
contractor certification to address energy savings as well as
the comfort, health and safety concerns of building owners.
•
Introduction to Federal Tax Credits and proposed Retrofit for
Energy and Environmental Performance Legislation
Larry Zarker, Building Performance Institute, representing
Efficiency First
•
Introduction to New York State Research and Development
Authority (NYSERDA) Incentives
Kyle Doody, Conservation Services Group, representing NYSERDA
•
Introduction to Building Performance Institute Certification
and Accreditation
Larry Zarker, Building Performance Institute
•
Introduction to Central Hudson Gas & Electric Incentives
Barry Henck, Central Hudson Gas & Electric
• Introduction to Building Performance Contractors Association
of NYS
Gary Goodman, representing BPCA-NYS
•
National Perspective on How Home Improvement Contractors are
working with Home Performance
with ENERGY STAR Sponsored
Programs and other Utility-Sponsored Financing and Rebate
Programs
Bruce Matulich, Electric & Gas Industries Association
12:00 noon – 1 p.m.
Luncheon
with Opening Keynote Presenter
Karen Villeneuve, Director, Residential Efficiency and
Affordability Programs, NYSERDA
Insight into how federal, regional and state initiatives are
contributing to growing business opportunities for the home
performance industry.
The Programs that Karen oversees for
New York State Energy Research and Development Authority
(NYSERDA)
use a market transformation strategy to deliver energy
efficiency services, products, and education to the residential
sector, including low-income households, with the goal of
permanently changing construction, renovation, purchasing and
energy-consuming behaviors in New York State.
The Programs leverage the ENERGY STAR® label as a marketing
tool, and use the basic economic principle of supply and demand
to drive investments in energy efficiency by homeowners,
renters, building managers, retailers, energy service providers,
contractors and developers.
Karen also oversees a strong workforce development
program for energy efficiency services and renewable
technologies; low-interest financing programs; and extensive
award-winning multi-media consumer education and outreach
initiatives. She is a
member of the Board of Directors of the Consortium for Energy
Efficiency. Karen
has been with NYSERDA for sixteen years, and with the US Air
Force for twelve years prior; has a Bachelor’s Degree in
Aerospace Engineering and a Master of Science in Systems
Engineering.
 1:00 p.m. – 2:00 p.m.
Building Performance
Contractor Snapshots
Moderator:
Larry Zarker, Building Performance Institute
• Gary Goodman, Energy
Construction LLC
•
David Abrey, GreenHomes America
• Paul Nebrasky, Paul Nebrasky Plumbing & Heating
• Hugo Salinas, New York Energy
Conservation Co. Inc.
• Larry Nissman, Phoenix
Mechanical
• Rudy Scott, Energy Management
Solutions
Panel discussion with owners of successful building performance
companies to discuss:
•
How they transformed their companies from selling and installing
single measures (HVAC, insulation, windows, etc.) to embrace a
“whole building” approach
•
How they leverage federal, state and utility incentive programs for
energy efficiency to generate larger sales with higher margins
•
How they market their business using innovative “guerilla
marketing” methods rather than traditional advertising and
direct mail
•
Candid comparison of employee recruiting and retention strategies
2:00 p.m. – 3:00 p.m.
Manufacturer, Distributor, and Utility Snapshots
Moderator:
Bruce Matulich, Electric & Gas Industries Association
• John Jones, Program Manager, NYSERDA
• Andy Musso, Owens Corning Area Sales Manager, Insulating
Systems- Northeast
• Michael Spector, Energy Efficiency Team Leader, Central Hudson
Gas & Electric
• Bill Spohn, General Manager, Tru-Tech Tools
Panel discussion of how key industry leaders see government and
utility incentive programs driving the home and business
remodeling market
3:00 p.m. –
3:30 p.m. Networking and Refreshment break
3:30 p.m. – 5:00 p.m.
Positioning
Your Company as “The Quality Contractor”
John Garofalo, Partner, Callahan/Roach &
Garofalo
Discover the proven methods of delivering consistently superior
customer service. By studying and using the Quality Improvement
Process (QIP), participants learn how to satisfy their customers
the first time, every time. Learn how to create customer
testimonials and referrals that will drive your business in the
future while other contractors aggressively advertise to reach
new prospects because of their reputation among past customers.
Skills and insights that you will gain include:
• Discover why QIP is a survival issue in every
company
• Learn the true definition of Quality
• Identify the basic principles (absolutes) of Quality
• Understand the true meaning of customer expectations
• Determine how to set realistic goals and performance
standards
• Learn how to measure performance and the real Cost
of Quality
• Understand the process of implementing QIP in an
organization
 John Garofalo has 30 years of industry
and consulting experience. Starting out at Southern Bell in the early 1970s,
John began his dual career focusing on marketing and leadership
development, with stints in sales and sales management, as well
as serving as an instructor and manager for their Executive
Learning Center. Throughout his career, John has leveraged these
experiences serving as marketing manager for Lennox Industries,
as general manager for an HVAC service business in Mobile,
Alabama, as Operations Manager of GroupMAC’s Residential Group,
and later as President for Encompass Residential Services. At
Encompass, he was responsible for 35 acquired businesses
generating $350 million in annual revenue and $35 million in
free cash flow. John’s innovative marketing programs focused
attention on building sales in the coveted maintenance and
replacement markets. Interspersed throughout this career, John
has served the HVAC and other industries in a consulting and
leadership development capacity, clocking over eight years in
this rewarding arena. John is presently a principal of
Callahan/Roach & Garofalo.
5:00 p.m.-6:30 p.m. Networking Reception
Opportunity to informally meet with contractors and suppliers who
are potential allies (or competitors) as you expand your product
offerings in order to enhance your business growth and
profitability.
Tuesday, August 4, 2009
7:30 a.m. – 8:30 a.m. Networking Breakfast
8:30 a.m. – 10:00 a.m.
Improving The Key Drivers of Business
Profitability
Mike Callahan, Partner, Callahan/Roach &
Garofalo
Discover the solid benchmarks that are necessary for profitable
performance in the residential and small commercial remodeling,
replacement and service markets. The materials used in this
interactive workshop include the key ratios for managing a
contracting business and the tools for improving these ratios.
You will leave this session with a grass roots understanding of
contracting business management and the practical knowledge to
improve profitability. Skills and insights that you will gain
include:
• Discover the power of accountability
• Learn how to reduce employee turnover
• Design a customized system to produce more leads
• Identify visual measurement tools
Mike Callahan
has more than 30 years experience in the contracting industry,
starting Capital City
Heating and Cooling in Columbus, Ohio, in
1972 and selling the business in 1989 in order to join with Al
Roach in forming Callahan/Roach & Associates, a leading
management consulting firm. Mike led the training and
consulting activities of Callahan/Roach until 1997, when the
firm merged with Group Maintenance America Corp., a leading
consolidator of mechanical and electrical contractors throughout
the United States. Mike served as President of Training and
Development for this $2 billion publicly traded organization.
Mike is a past President of Air Conditioning Contractors of
America (ACCA), and is a frequent national speaker and seminar
instructor. Mike is currently a principal of Callahan/Roach &
Garofalo, a firm specializing in management development and
strategic consulting and training to small businesses, including
merger & acquisition transaction management.
10:00 a.m. –
10:30 p.m. Networking and Refreshment break
10:30
a.m. – 12:00 noon
Transforming Financial Statements into Management
Tools
Mike Callahan, Partner, Callahan/Roach &
Garofalo
Discover how to leverage information from financial statements
to enhance the accountability and profitability of your
business. This session focuses on those aspects of the financial
statement that are key to profitable day-to-day management of a
contracting firm.
Skills and insights that you will gain include:
•
Developing your Financial Statement
•
Departmentalizing your Financial Statement
•
Using your Financial Statement for Pricing
•
Developing and using Job Costs
•
Calculating Breakdown
•
Understanding Financial Ratios
•
Forecasting and Budgeting
12:00 noon – 1 p.m.
Luncheon
with Closing Keynote Presenter
Mike Rogers, GreenHomes America, representing Efficiency First
Insight into where Efficiency First, a nonprofit trade
association, believes new federal legislation regarding
climate, carbon, energy, and green jobs is headed. Plus,
discussion of the potential impact of other market trends --- from
the entrance of Microsoft and Google into the
home energy business to changes and trends in the residential
market.
Mike Rogers is Senior Vice President for
Market Development with GreenHomes America™, the largest
industry-accredited, single-source provider of home performance
contracting in the state of New York. Prior to joining GreenHomes,
Mike had an eleven-year affiliation with the U.S. Environmental
Protection Agency as an employee and consultant, holding various
positions focusing primarily on the Home Performance with ENERGY
STAR program. Mike is Vice-Chair of
Efficiency First, a
nonprofit trade association that unites Home Performance
contractors, residential energy consultants, building product
manufacturers and other key members of America's growing
green-collar workforce in the growing movement toward a
clean energy future. Efficiency First was founded in 2009 to represent its
members in public policy discussions at the state and national
levels, to promote the benefits of Home Performance
retrofitting, and to help an industry grow to meet unprecedented
demand for quality home retrofitting services.
1:00 p.m. to 2:00 p.m.
Breakout Sessions for Event Sponsors
Opportunity for event sponsors to meet privately with their key
allies to develop strategies and tactics to apply the insight
gained to their particular business model, or for Sponsors to
invite participants to meet with them to learn more about their
product/service offerings or value proposition.
-
New York State
Energy and Research Development Authority's
Energy $mart Program Incentives for Contractors. Overview of the role for contractors in accessing statewide
energy efficiency incentives for existing single-family
homes and multi-family properties as well as new
construction.
-
Raising the
Performance Bar. Enforcement of industry and program
standards is vital to ensure the potential to deliver true
home performance improvements. Learn how the Building
Performance Institute provides independent, third-party
quality assurance that raises the performance bar for
technicians and the companies that employ them.
-
Improving
Contractor Competitiveness and Profitability. Discover
exclusive member benefit programs that are designed to help
your company thrive. Learn how EGIA gives member contractors
the competitive edge they need to increase market share and
profitability, while also staying abreast of state and
national programs and market trends impacting the industry.
-
Central Hudson Gas & Electric’s
SavingsCentral Program. Learn about how you and
your company can get involved in the key role Trade Allies
play in delivering Central Hudson's new energy efficiency
programs to residential and small commercial customers,
including how you can leverage Central Hudson's efficient
equipment rebates to boost your sales.
-
Surviving the
Hard Times While Preparing for the Future. See for
yourself how the products and services offered by Callahan /
Roach & Garofalo and their sister companies can save you
significant dollars today and help you become more
profitable tomorrow.
2:00 p.m. Adjourn
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