9:00 -
10:00 am

10:00 -
10:15 am

Registration with table-top displays

Welcoming Remarks

David Lee, U.S. Environmental Protection Agency

David Lee is the Director for the Residential Branch, overseeing the ENERGY STAR New and Existing Homes Program. Prior to the ENERGY STAR Program, David was the branch chief responsible for the regulatory program to phase out the use of ozone depleting chemicals at EPA. Over his career, he worked in several policy offices with EPA and the Department of Health and Human Services, developing multimedia risk assessments of pollutants, as well as working on social security, pension and social welfare policy. Formerly, David was a Peace Corps volunteer in Kenya.

10:15 am –
12:30 pm

Introduction to Federal, State and Utility Incentives for Home Improvement Contractors

Moderator: Ed Thomas, UtilityExchange.org

	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
	National Perspective on How Home Improvement Contractors are Working with Utility Sponsored Financing and Rebate Programs Bruce Matulich, Electric and Gas Industries Association
	Northern Virginia Home Performance with ENERGY STAR Program Dale Hoffmeyer, U.S. Environmental Protection Agency

Introductory session will address the potential for incorporating “whole house” energy efficiency and renewable energy initiatives into contracting business practices to leverage federal, state and utility incentive programs. Contractors will 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. Utilities will learn how to incorporate new programs and incentives into their own implementation plans.

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.”

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.

Dale Hoffmeyer is the team leader for ENERGY STAR® Home Improvement for the U.S. Department of Environmental Protection.  He has over 20 years of experience at the Environmental Protection Agency in areas including home energy benchmarking, home performance, and HVAC installation.

12:30 -
1:30 pm

Lunch and Keynote Presentation

The “New Normal” in Home Improvement
Tony Maull, Federated Power
The January 2010 issue of Remodeling Magazine captured the tone of the market by stating “Surviving is not enough. It’s time to find a new way of doing business.” Tony Maull’s keynote will focus on where opportunities lie in this new home improvement market. Homeowners will spend over $50 billion on residential maintenance and repair this year. In the decade between 1970 and 1980, homeownership periods lengthened and homeowner spending on maintenance and repair increased over 160% without a down year. Tony will address what consumers are doing, the knowledge gaps and misconceptions that drive their actions and what modern day contractors need to do to establish trust and create “prospects for life”.

Tony Maull is the CEO and President of Federated Power. Federated Power is a leading energy efficiency data bureau focused on identifying buildings with the highest cost/value potential for energy savings and retrofit construction that creates significant energy savings and job growth. Federated Power is establishing the energy potential in existing single family homes and small commercial buildings through advanced smart agent technology and proprietary data and algorithms. Prior to Federated Power, Tony was the US Regional Green House Gas Initiative Leader as well as the Clean Tech Market Leader for Ernst & Young in the mid-Atlantic. Prior to joining Ernst & Young, Tony served as the VP of Marketing of Experian-Scorex, which is an international provider of consumer credit scoring, analytics and software.
 

1:30 –
2:30 pm

2:30 –
3:15 pm

3:15 -
3:30 pm

Networking and Refreshment Break

3:30 –
4:00 pm 

Industry Allies Snapshots
Moderator: Ed Thomas, UtilityExchange.org
•  Polly Sherard, ABC7 WJLA-TV

•  Marty Valentine, Advertising Your Way representing Home Performance Solutions
•  Stephen Crouch, Johns-Manville

•  Pete Danielson, Lennox Industries
•  Sierra Ashley, GE - Appliances and Lighting

Panel discussion of how key industry leaders see market factors driving the home and business remodeling market.

4:00 -
5:00 pm

Positioning Your Company as The Quality Contractor
John Garofalo, Partner, John N. Garofalo and Associates
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 Dealer Marketing Manager for Lennox Industries, as General Manager for an HVAC service business in Mobile, Alabama with $5 million in revenue with 15% net profit, 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.
 

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.

Wednesday, April 7, 2010

7:30 –
8:30 am

Networking Breakfast with table-top displays

8:30 –
10:00 am 

Improving The Key Drivers of Business Profitability
John Garofalo, John N. Garofalo and Associates
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

10:00 –
10:30 am

Networking and Refreshment break

10:30 –
12:00 noon

Click here for Excel Workbook

Transforming Financial Statements into Management Tools
John Garofalo, John N. Garofalo and Associates
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  –
1:00 pm

Luncheon with Closing Keynote Presenter

Home Performance with ENERGY STAR: Growth Opportunities
Lew Pratsch, U.S. Department of Energy
Insight into success of contractors nationwide in growing their businesses with Home Performance with ENERGY STAR

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.

·         NOVA Program Contractors breakout session
Rebecca Hensley, Navigant Consulting
Learn how to become a participating contractor in the Northern Virginia Home Performance with ENERGY STAR program.