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Accounting Basics for Contractors:
Transforming Financial Statements into Management Tools
Qualifies for 1.5 BPI CEU
Originally presented on December 8, 2009

Audio/Video Recording
with Presentation Slides


Once registered, you will receive an e-mail with information on how to access post-event recordings and any other event material.

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
• Calculating Breakeven
• Understanding Financial Ratios
• Forecasting and Budgeting

Hear a candid assessment from the president, sales vice president, and bookkeeper for a family-owned contracting firm that is learning to use its financial statements to drive management decisions.

Bonus! All registrants will receive an MS Excel workbook with financial statement templates for an example residential home improvement contracting firm with $1 million in annual sales that includes:

• Proforma
• Break Even Worksheets for Residential Installation Sales and Audit Service
• Monthly Cash Flow Analysis Worksheet 

Who should attend? This web-based session is designed to be attended jointly by owners, senior management, accountant/bookkeeper staff, and other key employees with companies focused on Home Performance and other residential and small commercial remodeling, replacement and contracting services with annual sales of at least $500,000 annually. Plan to bring together all the key players around one computer screen and a speaker phone for one registration fee. Can’t get everyone together at this date/time to participate? No problem, register anyway, participate live with those from your organization who can make it, and you will receive a video/audio recording link afterwards to share with others in your organization.

Event Presenters:

Jeff Landry, President/Partner, Air Solutions, Inc. with Doug Romero, Residential Sales Vice President, and Melissa Landry, bookkeeper, Air Solutions Inc.



Air Solutions, Inc., headquartered in Groves, Texas, been a family owned and operated business for over 4 years. It is a Trane heating and cooling system dealer, about 65% residential, and also  that also performs some Construction Management and Residential Electrical Services. The business has grown from two to fifteen employees over the years, and continues to grow. Today, it has annual sales of about $3 million with double-digit net profit with very little advertising.

John N. Garofalo, Partner, John N. Garofalo & Associates


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.




Registration fees:

• FREE to individual BPI accredited, EGIA member, and Efficiency First member contracting firms
• $95 for other individual residential and small commercial contracting firms
($195 after
Dec. 7)
• $195 for groups of multiple contracting firms and other organizations (i.e. utilities, manufacturers/distributors, etc.)
($295 after Dec. 7)

Contractor Web Exchange fee includes unlimited access for anyone in your organization to presentation slides with an audio/video recording of the presenters and question-and-answer discussion. Full contact information for all presenter is provided so you may contact them directly to ask your own questions.

Audio/Video Recording
with Presentation Slides


This Contractor Web Exchange is co-hosted by Building Performance Institute, Electric & Gas Industries Association, and Efficiency First with promotional consideration provided by and 

The Building Performance Institute, Inc. (BPI) is a recognized global leader, supporting the development of a highly professional building performance industry through individual and organizational credentialing and a rigorous quality assurance program. BPI works with building performance industry stakeholders to ensure that the professional bar for excellence in building performance contracting is established and maintained by creating and regularly updating technical requirements through an open, transparent, consensus-based development process.

The Electric & Gas Industries Association (EGIA) is a non-profit organization that serves a nationwide network of over 2,500 installation contractors, regional distributors, product manufacturers and other trade allies delivering energy efficiency and renewable energy solutions to millions of homes and businesses. EGIA also delivers services on behalf of electric, gas, water utilities and municipalities, including financing, rebate program administration and rebate processing; contractor network management, training and certification; and sales channel development and support.  EGIA has facilitated the financing of over 40,000 residential and business projects valued in excess of $500 million, and has administered over $250 million in rebate payments.

Efficiency First is organized so that the Home Performance Workforce can be represented in both National and State level policy conversations. Efficiency First is dedicated to retrofitting of America's homes, building the industry infrastructure to create jobs, and reducing energy consumption, carbon emissions, and our dependence on foreign oil. Efficiency First represents America's Home Performance Workforce, ranging from energy auditors and raters to contractors who are the front line of our climate battle, embodied in green-collar jobs from weatherization to HVAC.

Promotional consideration provided by:

Affordable Comfort, Inc. (ACI) convenes thought leaders in home energy efficiency to provide cutting-edge events focused on home performance, green building, and “house-as-a-system” training for building trades, housing groups, and program professionals. ACI’s vision is that every family has a home that is energy efficient, durable, comfortable, affordable, healthy, and safe.

Home Energy Magazine.  Home Energy magazine’s mission is to disseminate objective and practical information on residential energy efficiency, performance, comfort, and affordability. It is the only magazine that thoroughly covers residential comfort issues from the only approach that really works, systems engineering.
Web Exchange registrants receive $20 off a one-year subscription. Learn More (PDF) and, founded in 2000, provides access to complete, comprehensive and growing online education programs, recognized by the leading experts in the HVACR industry as the primary online education resource. Courses are available 24 hours a day, 365 days a year for the convenience of adult learners. Courses are guided by skilled industry professionals who maintain contact with each enrolled student. Quality education, student success, and exceptional customer service are the primary objectives. is a service of It is your source for comprehensive education and training programs that support nationally recognized standards from across the green building and green trades industries in areas such as building performance, renewable energy systems, green remodeling, insulation, air sealing, fenestrations, and the HVAC/R industry.


home energy


Spacer • EMAIL: ethomas@utilityexchange.orgPhone: (970) 209-8347




utility • energy efficiency exchange • home energy makeover • demand response • climate change • conferences • meeting • ELECTRIC AND GAS INDUSTRIES ASSOCIATION • Ed Thomas