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Wednesday, March 10, 2010

11:00 -
11:15 am

Contractor Exchange Welcoming Remarks

Tiger Adolf, Wyoming Energy Council/Wyoming Home Performance Alliance

11:15 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
	Wyoming Perspective on ENERGY STAR Appliance Rebate Program and State Energy Office Stimulus Programs Shannon Stanfill, Wyoming Business Council State Energy Office

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 Ash 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 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.

Shannon Stanfill is the State Energy Office Program Manager.  The Wyoming Business Council administers the State Energy Program, funded by the U.S. Department of Energy. The program works to expand opportunities for alternative or renewable energy use in Wyoming using domestic fuels or resources. Public and private entities, including industries, have become more energy efficient through the flexible State Energy Program that covers buildings, transportation and public outreach. The Wyoming State Energy Program provides training seminars for building maintenance personnel in pneumatic controls and efficient boiler operation fields, access to Petroleum Violation Escrow Funds to be used for the demonstration of off-the-shelf-energy efficiency demonstrations, and access to many funding mechanisms available on a competitive basis from the U.S. Department of Energy.

12:30 -
1:30 pm

Lunch and Keynote Presentation
 

1:30 –
2:30 pm

Building Performance Contractor Snapshots
Moderator: Bruce Matulich, Electric & Gas Industries Association

• Greg Brown, Wyoming Home TuneUP

• Josh Story, Advanced Air Services

• Dave Bunn, Green Build Technology

• Steve Byers, EnergyLogic

• Paul Kriescher, Lightly Treading, Inc.

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

2:30 –
3:15 pm

Utility and Municipality Program Snapshots
Moderator: Tiger Adolf, Wyoming Energy Council/Wyoming Home Performance Alliance

• Russ Kirlin, Questar Gas

• Rob Morris, Cheyenne Light, Fuel, and Power

• Jeff Bumgarner, Rocky Mountain Power

• Matt Daunis, Black Hills Energy

• Jim Webb, Lower Valley Energy

Panel discussion of how key industry leaders see utility and government incentive programs driving the home and business remodeling market. 

3:15 -
3:30 pm

Networking and Refreshment Break

3:30 –
4:00 pm 

Industry Allies Snapshots
Moderator:  Larry Zarker, Building Performance Institute

• Connie Wilbert, Wyoming Home Performance

• Stephen Michael Self, Efficiency First Colorado Chapter

• Mark Crase, Laramie County Community College

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.

Thursday, March 11, 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

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

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.

1. Have you heard about HOME STAR and Efficiency First? Efficiency First has been a leader in the development of this proposed federal program, which would jump-start the Home Performance industry by providing direct incentives to homeowners for residential efficiency upgrades. Learn more about the program and the organization, and how both would benefit your business. Sponsored by Efficiency First.