Thanks to all who joined us for yesterday's planning meeting described below.  The audio file is now online at www.utilityexchange.org/national.htm for those of you who were unable to join us.

Several on the call expressed interest in serving on Agenda Advisory Committees for potential Contractor Exchange events in California, New York, and Virginia.  Please email me at ethomas@utilityexchange.org if you have an interest in helping to organize these events or others.  There won't be ANY "admission fee" to be on these steering groups... just a genuine interest in helping support the events and participating as an individual at the mutually-agreed-upon registration fee.  Obviously, the actual events won't go forward without a local/regional/state host organization(s) and sponsor/exhibitor support. 

The primary goal for all these events, as you heard on the call, is to have the independence to promote and support all residential and commercial "building performance" contractor-centric initiatives - whether driven by federal, state, municipality, utility or manufacturer sponsor initiatives.  Or, God forbid, driven by building owner demand!  This way, these events can generate awareness, provide business-building skills training, and then direct contractors to appropriate local/regional/state/federal resources.  So we can move our event on to the next town!

Thanks for all your enthusiasm and support for this event concept.  I'll continue to update the link at www.utilityexchange.org/national.htm as event planning efforts move forward.

Ed Thomas
Director, UtilityExchange.org
ethomas@utilityexchange.org
(970) 209-8347

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Proposal to Present a National Series of
Building Performance Contractor Exchanges
to Support Green Collar Workforce Development

Executive Summary.  This proposal presents the concept and potential roles for utilities and other energy industry allies to host or sponsor one or more events in a series of 6-12 workshops to be presented in regional locations across the country from October 2009 to November 2010.

UtilityExchange.org, with BPI, EGIA, and other stakeholders, demonstrated in Kingston, New York in August 2009 the value of creating an event where owners of small to mid-sized building improvement installation and service companies could learn and network regarding how to ramp up their business to take advantage of federal, state, city, utility and manufacturer-sponsored initiatives aimed at achieving comprehensive energy efficiency and renewable energy goals. 

A conference call and web-based meeting for confirmed and prospective host and sponsor organizations was held on Wednesday, August 19, 2009 at 2:00 p.m. Eastern.  To listen to the audio file of this meeting, CLICK HERE.

Challenge.  Energy efficiency improvements for low-income households are delivered through non-profit organizations with federal and state funding.  Weatherization and renewable energy upgrades for the rest of American homes and business are traditionally delivered by single-measure contractors (i.e. HVAC, insulation, windows) or remodeling companies that are typically small-to-mid-sized businesses operated by  owners who are sole proprietors, partnerships, or limited-liability corporations with only a few shareholders.  These should be the businesses best positioned to most rapidly grow America’s private-sector “green collar” workforce to deliver comprehensive building performance, however these traditional business improvement contracting firm owners are hesitant to ramp up and/transform their enterprises for something perceived as transitory.  To learn more, listen to a planning meeting conversation conducted with representatives from Owens Corning, Lennox and others at:  www.utilityexchange.org/NewYork/whoweare.html.

Background.  This proposed event series is modeled on the successful New York Building Performance Contractor Exchange presented in Kingston, New York in August 2009.  Details at www.utilityexchange.org/newyork.  The New York Contractor Exchange was co-presented by the Building Performance Institute and the Electric and Gas Industries Association with funding from the New York State Energy Research and Development Authority and host utility, Central Hudson Gas and Electric. Other sponsors included: Owens Corning, GE Money, Building Performance Contractors Association of New York State, and Callahan/Roach & Garofalo. Exhibitors included: GreenFiber, Efficiency First, Affordable Comfort, GrEEnCollarEdu.net, and Tru-TechTools.  Event logistics were managed by Ed Thomas and the staff of UtilityExchange.org, an EGIA affiliate.

The event goal was to facilitate networking and professional development among owners of traditional residential and small commercial contracting firms as well as their management staff and trade allies.  The agenda and promotional materials were  designed to attract and inspire those who seek to grow their businesses to capitalize on increasing federal, state and utility initiatives aimed at encouraging home/business owners to install comprehensive energy efficiency and renewable energy related measures. 

The target audience is owners, department managers and other key employees with companies focused on residential and small commercial remodeling, replacement and service contractors with annual sales of at least $500,000 annually. This workshop is ideally suited for company owners and executives who attend with their sales, service, installation and financial managers; and other key employees in the organization.

Agenda Format.  The agenda for future events will be modeled after the event presented in Kingston, NY in August.  The events begin at 10 a.m. on day one to allow time for registrants to drive in from outlying areas.  An “Introduction to Federal, State and Utility Incentives for Home Improvement Contractors” panel presentation comprised of representatives from regional utilities and energy organizations will be presented first.  Contractors  will learn how to leverage a sustainable competitive advantage 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. 

Lunch presentations on both days offer the opportunity for opening and closing keynotes from  executives from area utilities or other stakeholder organizations to offer insight into how federal, regional and state initiatives are contributing to growing green collar and clean technology business opportunities.  Host and Green-level Sponsors are offered a reserved table during all meal functions if they want to be assured of sitting with key allies and/or prospects.

The afternoon session opens with a “Building Performance Contractor Snapshot” panel comprised of owners of contracting firms who will offer a peer-to-peer perspective to discuss how they transformed their companies from selling and installing single measures (HVAC, insulation, windows, etc.) to embrace a “whole building” approach  The next panel will be a similarly-styled “Manufacturer, Distributor, and Utility Snapshot” panel presentation of how energy industry leaders see government and utility incentive programs driving the home and business remodeling market.

The remainder of the first day will be a session on “Positioning Your Company as The Quality Contractor” to present proven methods of delivering consistently superior customer service.  Participants learn how to create customer testimonials and referrals that drive their business while other contractors aggressively advertise to reach new prospects because of their reputation among past customers.

Immediately following the sessions, a Networking Reception with an open bar and “heavy” hors d’oeuvres provides an opportunity to informally meet with contractors and suppliers who are potential allies in expanding product offerings in order to enhance business growth and profitability.

The second day begins with a Networking Breakfast followed by sessions on “Improving the Key Drivers of Business Profitability” and “Transforming Financial Statements into Management Tools.”  Participants discover the solid benchmarks that are necessary for profitable performance.  The materials used in this interactive workshop include the key ratios for managing a contracting business, and the tools for improving these ratios. Further, participants learn how to leverage information from financial statements to enhance business accountability and profitability. 

Following the closing keynote speaker, participants will be invited to breakout sessions conducted by the Host and Green-level Sponsoring organizations.  The breakouts will present an opportunity to meet privately with  key allies to develop strategies and tactics to apply the insight gained to their particular business model, or to invite participants to meet with them to learn more about their product/service offerings or value proposition. 

Roles and Responsibilities. Production of each event in the series involves the following entities:

·         National and Individual Agenda Advisory Committee(s) comprised of representatives from host and sponsor organizations and other invited stakeholders who will meet via online meetings and conference call to review event plans and provide strategic direction for the national series template as well as customization of individual events.

·         Host.  Individual utility, state and municipal organizations are invited to host a Contractor Exchange event for the same $25,000 per event host fee established for NYSERDA for the New York event.  As an alternative, a collaboration of regional/state organizations may choose to share the host fee and recognition.  For this fee, the host(s) will provide strategic direction to be sure the event serves as an appropriate platform for its own activities related to energy efficiency, renewable energy and economic development.  However, the event will be presented to be inclusive of all relevant programs available to contractors in the region/state. Host benefits include:

o    Leading Role on Agenda Advisory Committee

o    Logo on all promotional materials and web site

o    Display table or banner

o    Up to 25 complimentary registrations for utility event for use by organization or designate

o    Opportunity to provide keynote luncheon presentation(s)

o    Opportunity to present a breakout session on second day

o    Reserved table during all meal functions

Sponsors and Exhibitors.  Product/equipment distributors, training providers, finance organizations, and other energy efficiency and renewable energy related trade allies are welcome to participate in single or multiple events based on their geographical areas of focus.  No exclusivity based or service/product type or geography will be offered, but preferential consideration will be given on a first come, first served basis to “anchor sponsors” who agree to sponsor multiple events within the series. 

Event Management.  Ed Thomas and the staff of UtilityExhange.org will provide turnkey event production and administrative support as needed in a manner identical to the work scope performed for the Kingston event in 2009.  It is understood that the goal is to keep the registration fee for the primary audience as low as possible, relying on host/sponsor/exhibitor fees to underwrite the event’s fixed costs and bring the overall meeting budget as close to break-even as possible.  UtilityExchange.org will develop event budget proforma that includes a fixed management fee tied to attendance and financial performance goals plus direct reimbursement of all travel and other appropriate third-party expenses with no administrative mark-up.  However, it is understood that all financial risk and reward associated with the event rests with UtilityExhange.org and not the event host/sponsors/exhibitors.

Milestones.  A potential timeline for future events based on informal conversations is as follows:

• August 19, 2009 – Online meeting of potential event sponsors to brainstorm potential regional hosts

• January 11-12 and 26-27, 2010 – Two events in California at PG&E Conference Center in San Ramon and Sempra Resources Center in Downey

• March 9-10, 2010 – Event hosted by Wyoming Home Performance Alliance in Cheyenne, Wyoming

• April 6-7, 2010 – Potential for event in Washington DC metro area to support National Capital Region Home Energy Makeover Contest

• 2010 - Potential for 5-10 more events in New York

• November 2010 - repeat California Contractor Exchange in San Ramon and Downey

• 2010 – Other locations to be determined based on host organization interest 

Next Steps: 
1.  Discussed National Series Concept.  A conference call and web-based meeting for confirmed and prospective host and sponsor organizations was scheduled conducted on August 19, 2009. CLICK HERE to listen to the audio file of this conference call.

2.  Established Memorandum of Understanding between UtilityExchange.org and partner organizations such as Affordable Comfort, Efficiency First, federal agencies, etc. 

3.  Establish Agenda Advisory Committees for individual Contractor Exchange events.   If you would like to help plan or otherwise participate in a Contractor Exchange in your region/state, please contact Ed Thomas at ethomas@utilityexchange.org or (970) 209-8347.  There is no "admission fee" to be on an Advisory Committee for individual or multiple events… just a genuine interest in helping support the events and attending at the agreed-upon registration fee.  Obviously, the actual events won’t go forward without a local/regional/state host organization.   

4.  Recruit Hosts, Sponsors and Exhibitors for individual or multiple Contractor Exchanges.  If you would like to discuss hosting an event in your region/state, please contact Ed Thomas at ethomas@utilityexchange.org or (970) 209-8347.