Monday, January 11, 2010

Tuesday, January 26, 2010

9:00 -
10:00 am

Registration with table-top displays

Welcoming Remarks
Ed Thomas, UtilityExchange.org

10:00 a.m. -
12 noon

Introduction to Federal, State and Utility Incentives for Home Improvement Contractors
Ed Thomas, UtilityExchange.org, Moderator
Introductory session about the potential for incorporating “whole house” 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 Legislation Jared Asch, Efficiency First
	Introduction to Building Performance Institute Certification and Accreditation Larry Zarker, Building Performance Institute
	Introduction to California Incentive Initiatives Leif Magnuson, U.S. EPA and    Cathleen Fogel, California Public Utilities Commission
	National Perspective on How Home Improvement Contractors are Working with Utility Sponsored Financing and Rebate Programs Bruce Matulich, Electric and Gas Industries Association

Jared Asch is National Director of Efficiency First, a non-profit national trade association representing home performance contractors. They are a public policy and advocacy organization. He has served as a policy advisor for national and statewide political candidates on energy and the environmental issues. Jared is also an Adjunct Professor at University of California at Berkley Extension where he teaches a class entitled, “Politics of Green Government.”

Leif Magnuson is an Environmental Scientist and Residential Green Building Coordinator at the U.S. EPA Pacific Southwest Regional office in San Francisco, CA. He has worked for EPA for 20 years. He received his Bachelor's and Master's degrees in Biology from Stanford University.

Bruce Matulich is the CEO & Executive Director at EGIA and has extensive experience in developing and implementing utility and third-party energy efficiency programs. Prior to EGIA, Bruce spent 18 years at Pacific Gas & Electric Company, leading its energy efficiency and load management activities as Director of Energy Efficiency Services and Director of Products and Services. At PG&E, Bruce managed the development and delivery of over 80 residential, commercial, residential and agricultural energy efficiency, and demand response programs.

Larry Zarker is the Chief Executive Officer of the Building Performance Institute, the professional credentialing organization for both the weatherization and home performance contracting industries. He directly oversees BPI's national expansion of affiliate organizations who deliver training and credentialing services in key markets throughout the country. He is responsible for the development of BPI's national standards relating to weatherization and home performance work, the certification process for weatherization and home performance professionals, the accreditation of home performance contracting companies, and the independent, third-party quality assurance covering the work of BPI Accredited companies. Larry also serves on the Board of Directors of Efficiency First, the trade association for America’s home performance workforce.
 

12:00 noon – 1:00 pm
 

Luncheon with Opening Keynote Presenter

1:00 –
2:00 pm

Building Performance Contractor Snapshots
Moderator:  Bruce Matulich, Electric & Gas Industries Association
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.) or traditional remodeling to embrace a “home
      performance" approach 
     -How they leverage federal, state and utility incentive programs to generate larger
      sales with higher margins
     -How they market their business using innovative “guerilla marketing” methods rather
      than traditional advertising and direct mail

2:00 –
3:00 pm 

Utility, Government, and Municipality Program Snapshots
Moderator:  Leif Magnuson, U.S. Environmental Protection Agency
Panel discussion of how key industry leaders see utility and government incentive programs driving the home and business remodeling market
 

Northern Panelists: David Canny, Pacific Gas and Electric -Janis Erickson, Sacramento Municipal Utility District -Cathy Fogel and Michael Wheeler, California Public Utilities Commission -Panama Bartholomy, California Energy Commission -Liz Yager, Sonoma County -Alice LaPierre, City of Berkeley -Karen Kho, StopWaste.org

Southern Panelists -Carlos Ruiz, Southern California Gas -Julia Mendoza, San Diego Gas and Electric K. Shawn Thompson, City of Irvine   Howard Choy, County of Los Angeles Cedric Benton and Cheryl Wynn, Southern California Edison -Helen Lam, California Energy Commission -Cathleen Fogel, California Public Utility Commission

3:00 -
3:15 pm
 

Networking and Refreshment Break

3:15 –
4:00 pm 

Industry Ally Snapshots
Jared Asch, Efficiency First, Moderator
Panel discussion of how key industry leaders see other market issues driving the home and business remodeling market in 2010.

4:00 -
5:00 pm

Positioning Your Company as The Quality Contractor
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

5:00 -
6:30 pm 

Networking Reception with table-top displays
Opportunity to informally meet with organizations who are potential allies and resource suppliers as you expand your product offerings in order to enhance your business growth and profitability.

Tuesday, January 12

Wednesday, January 27

7:30 –
8:30 am
 

Networking Continental Breakfast with table-top displays

8:30 –
10:00 am 

Improving The Key Drivers of Business Profitability
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

Northern John N. Garofalo, John N. Garofalo & Associates

Southern Matt Plughoff, Desert Consultants

10:00 – 10:30 am

Networking and Refreshment break

10:30 – 12:00 noon

Transforming Financial Statements into Management Tools
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

	Click here for Printable Handout---PDF Version
	Click here for MS Excel Workbook Version

12:00 noon –
1:00 pm

Luncheon with Closing Keynote Presenter

1:00 pm

Adjourn with table-top displays

1:00 -
2:00 pm

Breakout Sessions for Event Sponsors (optional)

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.