Home performance programs have cited difficulty in attracting contractors. Contractors are often hesitant to participate in efficiency programs, especially more comprehensive programs. This short presentation touches on some of the reasons why, and provides at a high-level what you need to know to successfully engage contractors in home energy-efficiency programs.
Part 1, Key Ingredients for Success
HVAC to Home Performance - A Quick Business CaseMike Rogers
The document discusses how HVAC companies can benefit from expanding into home performance contracting by addressing the root causes of issues in homes. It notes that most homes have problems like drafts, poor insulation, and air leakage that cause comfort and indoor air quality issues for homeowners. By performing comprehensive home assessments and diagnostics to identify these root problems, HVAC companies can offer larger, more profitable whole-home solutions that provide better results and customer satisfaction than just replacing HVAC equipment. This differentiated home performance approach also helps reduce seasonality for contractors and provides more revenue opportunities.
How to Structure Sales Successfully, Keynote by Robert Lang - MD Central & Eastern Europe at Criteo at the NOAH 2012 Conference in London, Old Billingsgate on the 6th of November 2012.
How To Build a Company in 60 Minutes (Plus 10 Years to Execute) – A Crash Cou...Jay DeSchutter
This document provides an overview of how to build a startup company using the Lean methodology and Lean Canvas framework. It begins with an introduction to Lean and explains that the goal is quick experimentation and validated learning rather than elaborate planning. It then introduces the Lean Canvas as a blueprint for startups to map out key elements like the problem being solved, customer segments, solution, revenue model, and metrics. The document walks through filling out each section of the Lean Canvas and emphasizes the importance of validating assumptions and pivoting based on data. It concludes by discussing maintaining an unfair advantage and providing contact information for further resources.
A how to guide for real estate companies looking to createSunil Gandhi
The document provides guidance for real estate companies to improve customer experience and create a "WOW" experience. It discusses:
1) Defining customer experience and differentiating it from services.
2) Explaining why customer experience is especially important for real estate given it is typically people's most expensive purchase and asset.
3) Identifying challenges to creating a great customer experience in real estate like lack of focus from leadership and lack of customer-facing roles.
It emphasizes the importance of passion for customers from company leadership to drive better customer experience practices.
This document provides information about a digital marketing agency including its clients, case studies, services offered, process, and team. It discusses clients the agency has helped launch and grow, lists several services like search marketing and event planning, outlines a three step process, and includes contact information.
Connect with us!
http://www.virtualassistant.org/
http://www.facebook.com/virtualassistantinc
http://virtualassistantinc.wordpress.com/
http://virtual-assistant-org.blogspot.com/
http://twitter.com/VAsocial
virtual assistant, virtual assistants, small business services, virtual business services, one stop business service, business assistant, virtual assistant, administrative services, business support, support system, back office infrastructure, services, advantages
This document discusses challenges brands face in using video to engage customers and provides practical solutions. The key challenges are reaching trickier audiences, creating content that works across devices as consumption habits change, and supplying high quality content. The suggested solutions are to create 360-degree video content, focus on storytelling to build emotional connections, use a mix of video formats tailored to different channels, and experiment with low-cost web videos before investing in TV. The overall message is that video is a powerful medium for brands if used smartly and consistently across channels.
Time flies while you are chasing the dream.
In this talk about product development I will tell you why you should develop your own product, how I did it and some tips along the way.
HVAC to Home Performance - A Quick Business CaseMike Rogers
The document discusses how HVAC companies can benefit from expanding into home performance contracting by addressing the root causes of issues in homes. It notes that most homes have problems like drafts, poor insulation, and air leakage that cause comfort and indoor air quality issues for homeowners. By performing comprehensive home assessments and diagnostics to identify these root problems, HVAC companies can offer larger, more profitable whole-home solutions that provide better results and customer satisfaction than just replacing HVAC equipment. This differentiated home performance approach also helps reduce seasonality for contractors and provides more revenue opportunities.
How to Structure Sales Successfully, Keynote by Robert Lang - MD Central & Eastern Europe at Criteo at the NOAH 2012 Conference in London, Old Billingsgate on the 6th of November 2012.
How To Build a Company in 60 Minutes (Plus 10 Years to Execute) – A Crash Cou...Jay DeSchutter
This document provides an overview of how to build a startup company using the Lean methodology and Lean Canvas framework. It begins with an introduction to Lean and explains that the goal is quick experimentation and validated learning rather than elaborate planning. It then introduces the Lean Canvas as a blueprint for startups to map out key elements like the problem being solved, customer segments, solution, revenue model, and metrics. The document walks through filling out each section of the Lean Canvas and emphasizes the importance of validating assumptions and pivoting based on data. It concludes by discussing maintaining an unfair advantage and providing contact information for further resources.
A how to guide for real estate companies looking to createSunil Gandhi
The document provides guidance for real estate companies to improve customer experience and create a "WOW" experience. It discusses:
1) Defining customer experience and differentiating it from services.
2) Explaining why customer experience is especially important for real estate given it is typically people's most expensive purchase and asset.
3) Identifying challenges to creating a great customer experience in real estate like lack of focus from leadership and lack of customer-facing roles.
It emphasizes the importance of passion for customers from company leadership to drive better customer experience practices.
This document provides information about a digital marketing agency including its clients, case studies, services offered, process, and team. It discusses clients the agency has helped launch and grow, lists several services like search marketing and event planning, outlines a three step process, and includes contact information.
Connect with us!
http://www.virtualassistant.org/
http://www.facebook.com/virtualassistantinc
http://virtualassistantinc.wordpress.com/
http://virtual-assistant-org.blogspot.com/
http://twitter.com/VAsocial
virtual assistant, virtual assistants, small business services, virtual business services, one stop business service, business assistant, virtual assistant, administrative services, business support, support system, back office infrastructure, services, advantages
This document discusses challenges brands face in using video to engage customers and provides practical solutions. The key challenges are reaching trickier audiences, creating content that works across devices as consumption habits change, and supplying high quality content. The suggested solutions are to create 360-degree video content, focus on storytelling to build emotional connections, use a mix of video formats tailored to different channels, and experiment with low-cost web videos before investing in TV. The overall message is that video is a powerful medium for brands if used smartly and consistently across channels.
Time flies while you are chasing the dream.
In this talk about product development I will tell you why you should develop your own product, how I did it and some tips along the way.
A virtual law firm operates primarily or entirely online without a traditional physical office. Lawyers work remotely and interact with clients virtually through videoconferencing, email, online document sharing platforms, and other digital communication tools. Virtual law firms allow lawyers to practice across jurisdictional boundaries and provide legal services in a more affordable, accessible manner for clients.
Intrepid provides services related to contextual understanding, business planning, innovation and improvement, and piloting/launching with ongoing measurement. It believes innovation, design strategy, and the experience economy are keys to business success. Intrepid focuses on developing understanding of customers and markets, testing concepts and hypotheses, and tracking product/service success in the market. It works with companies across various industries to provide insights that can create competitive advantages.
rtCamp is a camp of bloggers & geeks who are all passionate about web-design and development centered around WordPress. We are also known for our rtBlogs network, which is also biggest blog network in India.
This proposal is out there for anyone who love WordPress as much as we do. :D
Partner with us. Partner with fun :)
Freelancers are slutty, but so are you: Strategies for the successful managem...Shane Pearlman
We live in an open market. The best freelancers get to pick from a wide pool of suitors. The best clients pick from a wide pool of contractors. In a polygamous world, we have choices. When competing for attention and loyalty, there are key things you can do to improve your odds.
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Introduction To Intrepid - January 2009Julie Kummer
This document provides an introduction and overview of Intrepid, an expert consulting firm that specializes in driving insights to enable decision making across the business lifecycle. Intrepid believes insights are often discovered accidentally from unusual sources and can come from a single data point. They use a variety of research methods, both qualitative and quantitative, to generate insights for clients, with a focus on participatory methods that inspire learning. Intrepid then works with clients to implement strategies based on these insights to provide competitive advantages and growth opportunities. The document outlines Intrepid's capabilities and approach to research, and provides examples of case studies conducted for clients in various industries.
Design Beyond the Screen - Introducing Service Design Thinking to UXPhilip Bonhard
User Experience design has come a long way since technology has become an everyday part of our lives. We almost can't imagine a life without googling random facts, comparing prices for flights, insurance or any other product we can get online or in the high street.
The consumerisation of technology has led to higher expectations of intuitiveness and ease of use of our devices, websites and apps. User friendliness in technology is not a key differentiator anymore when consumers interact with companies via their websites, apps, phones and high street shops.
Companies don't just sell products online anymore, they provide services through a variety of channels. This requires designers to think beyond the screen. Service design thinking considers technology in its wider context of use and not just the immediate user interactions.
This talk will give you a introduction to what service design is and how it is different from user experience design. It will include some design principles that are applicable beyond the screen and how they relate to user experience and service design. And finally you'll find out about the realities of doing service design in the wild. You'll see a comparison of the wonderful theory of service design with the harsh reality of large organisations, which often need service design the most.
Rails is an agile web development framework that promotes productivity, collaboration, and responsiveness to change. It allows developers to focus on developing features rather than infrastructure details. Rails encourages practices like test-driven development, version control, and iterative development that give developers and their bosses confidence in the quality and maintainability of projects. This allows bosses to keep clients and developers to keep their jobs even as clients' needs change.
How to Prepare & Deliver Deal-closing Pitches for Your StartupGabriel DOMBRI
Pitching your startups is fun but it is not easy. Learn how to prepare and deliver pitches that actually help you close investment or partnership deals.
It's all about the pitching as a strategic flow that gets you to have to be effective in preparing, creating and delivering presentations.
Creativity and innovation to competitive advantage training businessknowledge...Miodrag Kostic, CMC
Training course on how to use creativity and innovation to gain competitive advantage?
How to work SMART, not HARD? How to get MORE, with LESS?
http://www.businessknowledge.biz/
The Freelance Primer: Your First Year as a FreelancerShane Pearlman
Just going Solo or need to get back to the basics. This talk will get you a solid foundation and get you the right setup so that you can kick ass.
* Why you ALWAYS get a deposit
* How to get a business license and what form of business to choose
* Don't be a cowboy, get input from the right people
* Why you should clock your time, even if your aren't paid for it
* Contracts matter - finding a template you can use
* The IRS is watching: separate bank accounts and track your finances
* Planing makes you real money: think about deductions and expenses now
* Avoid the bad projects and evil clients with a project checklist
* 6 months in the bank = freedom to define your terms
* And so much more...
What Separates the Best From the Rest: What Makes Great Agencies GreatTim Williams
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Every day we move through dozens of spaces and places. We participate in lots of inter-personal interactions, conversations and (god help us) meetings. And we spend bursts of time working alone. But how much awareness do we bring to the spaces and places we inhabit while we're in them? How much intentionality do we bring to our inter-personal exchanges? How much creativity do we foster in our own solo working situations?
Often, not nearly enough. Focus is limited, attention is split, and opportunities are lost. This session will explore purpose-driven approaches to the places, people and situations we encounter every day. With an emphasis on how to be truly engaged in where we are, mindful of what we're doing and focused on helping creativity flourish.
See Patrick's full presentation description here:
http://www.webvisionsevent.com/session/be-here-now/
It has been made free for our beloved followers.
Submitting proposal to drive new sales and business is a routine task in many organizations. To reflect the professionalism of a company and the chance for getting further into the process of sales, a nice proposal plays a significant role. With Smart proposal template, start creating amazing business proposal for your customers and prospects is the matter of minutes.
This template is completely editable and comes loaded with all the section heads which must be included in your proposal to show your complete strength. This Proposal template has pre-built editable slides for the sections like About us, Services, Our Team, Testimonials, Case Study, Portfolio, Project Description, Cost / Our Offer, Project Budget breakdown, Project timeline, Project activities, Acceptance of Quote, Our clients & Cover and back slide.
Professional proposals helps you get shortlisted faster and reflects your seriousness and professionalism towards the business.
Features of this product:
Fully editable
Wide (16:9)
Both .pptx and .ppt available
Pre-Animated
20 Slides
Launching Data Products for Fun and ProfitZach Gemignani
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The document appears to be a handbook about winning at the Zero Moment of Truth (ZMOT), which is the instant when consumers search online for information about a product or brand prior to purchasing. It includes a foreword by Jim Lecinski emphasizing the importance of being present at the ZMOT. It then provides an introduction telling a story about a modern consumer's ZMOT experience when purchasing a TV, to illustrate the changed consumer purchase journey. The handbook seems aimed at providing marketers practical strategies and recommendations for how to succeed at the ZMOT.
This document appears to be an excerpt from a handbook about winning shoppers at the "Zero Moment of Truth" (ZMOT). It discusses strategies for retailers and brands to show up at the right places (online and mobile), with the right content, and more often in order to influence shoppers' decisions at the key moment when they search for information about products online. The handbook is intended to help marketers understand how to maximize their impact at the ZMOT through approaches like multi-screen advertising, local mobile search, tablet marketing, and affiliate programs.
This document discusses how to be successful with outsourcing truss design work. It suggests that outsourcing can work if the right processes are followed, including thoroughly vetting design resources, requiring proper licensing and insurance, clearly defining expectations upfront, establishing uniform design criteria, and ensuring frequent interaction between parties for synergistic teamwork. Following Stephen Covey's "7 Habits of Highly Effective People" provides a framework, such as being proactive in vetting resources and beginning with the end in mind by establishing goals and commitments.
The Leader's Guide Workshop - Pivotal Labs TokyoJeana Alayaay
These are the slides that were used for the 3rd Leader's Guide Workshop that was help at Pivotal Japan on Friday, 6/17/16. The content was developed by Janice Fraser, the Director of People for Pivotal. It is based on The Leader's Guide by Eric Ries and is officially endorsed by him.
Covey says most people look for quick fixes. They see a big success and want to know how he did it, believing (and hoping) they can do the same following a quick bullet list.
But real change, the author says, comes not from the outside in, but from the inside out. And the most fundamental way of changing yourself is through a paradigm shift.
That paradigm shift is a new way of looking at the world. The 7 Habits of Highly Effective People presents an approach to effectiveness based on character and principles.
The first three habits indeed deal with yourself because it all starts with you. The first three habits move you from dependence from the world to the independence of making your own world.
Habits 4, 5 and 6 are about people and relationships. The will move you from independence to interdependence. Such, cooperating to achieve more than you could have by yourself.
The last habit, habit number 7, focuses on continuous growth and improvement.
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Intrepid provides services related to contextual understanding, business planning, innovation and improvement, and piloting/launching with ongoing measurement. It believes innovation, design strategy, and the experience economy are keys to business success. Intrepid focuses on developing understanding of customers and markets, testing concepts and hypotheses, and tracking product/service success in the market. It works with companies across various industries to provide insights that can create competitive advantages.
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Introduction To Intrepid - January 2009Julie Kummer
This document provides an introduction and overview of Intrepid, an expert consulting firm that specializes in driving insights to enable decision making across the business lifecycle. Intrepid believes insights are often discovered accidentally from unusual sources and can come from a single data point. They use a variety of research methods, both qualitative and quantitative, to generate insights for clients, with a focus on participatory methods that inspire learning. Intrepid then works with clients to implement strategies based on these insights to provide competitive advantages and growth opportunities. The document outlines Intrepid's capabilities and approach to research, and provides examples of case studies conducted for clients in various industries.
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User Experience design has come a long way since technology has become an everyday part of our lives. We almost can't imagine a life without googling random facts, comparing prices for flights, insurance or any other product we can get online or in the high street.
The consumerisation of technology has led to higher expectations of intuitiveness and ease of use of our devices, websites and apps. User friendliness in technology is not a key differentiator anymore when consumers interact with companies via their websites, apps, phones and high street shops.
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Rails is an agile web development framework that promotes productivity, collaboration, and responsiveness to change. It allows developers to focus on developing features rather than infrastructure details. Rails encourages practices like test-driven development, version control, and iterative development that give developers and their bosses confidence in the quality and maintainability of projects. This allows bosses to keep clients and developers to keep their jobs even as clients' needs change.
How to Prepare & Deliver Deal-closing Pitches for Your StartupGabriel DOMBRI
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Training course on how to use creativity and innovation to gain competitive advantage?
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Just going Solo or need to get back to the basics. This talk will get you a solid foundation and get you the right setup so that you can kick ass.
* Why you ALWAYS get a deposit
* How to get a business license and what form of business to choose
* Don't be a cowboy, get input from the right people
* Why you should clock your time, even if your aren't paid for it
* Contracts matter - finding a template you can use
* The IRS is watching: separate bank accounts and track your finances
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See Patrick's full presentation description here:
http://www.webvisionsevent.com/session/be-here-now/
It has been made free for our beloved followers.
Submitting proposal to drive new sales and business is a routine task in many organizations. To reflect the professionalism of a company and the chance for getting further into the process of sales, a nice proposal plays a significant role. With Smart proposal template, start creating amazing business proposal for your customers and prospects is the matter of minutes.
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Professional proposals helps you get shortlisted faster and reflects your seriousness and professionalism towards the business.
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Both .pptx and .ppt available
Pre-Animated
20 Slides
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2. IF YOU WANT TO SAVE A LOT OF
ENERGY IN A LOT OF HOMES, YOU
NEED A LOT OF QUALIFIED
CONTRACTORS WILLING TO HELP!
3. It turns out home performance
programs don’t exist in a vacuum
The market – the consumer/contractor
interface – is where ENERGY is saved
4. UNFORTUNATELY:
CONTRACTORS ARE OFTEN VERY
HESISTANT TO PARTICIPATE
TO SCALE HOME PERFORMANCE:
WE NEED TO UNDERSTAND
WHY THEY’RE RELUCTANT,
AND CHANGE THAT.
5. recŸiŸpe n: A set of instructions,
including a list of the
ingredients required
6. LIKE THIS…
Eye of newt, and toe of frog,
Wool of bat, and tongue of dog,
Adder's fork, and blind-worm's sting,
Lizard's leg, and howlet's wing,--
For a charm of powerful trouble,
Like a hell-broth boil and bubble.
William Shakespeare
Macbeth, Act 4, Scene 1
…ONLY DIFFERENT
7. KNOW THIS:
HOME PERFORMANCE WORKS
If the program disappeared tomorrow, we
would keep doing it. Home performance
makes sense for our business.
-Jerry Unruh
ABC Cooling
8. SO HOW DO WE GET MORE
CONTRACTORS TO SAY:
If the program disappeared tomorrow, we
would keep doing it. Home performance
makes sense for our business.
This should be a program focus!
10. WE KNOW, THAT DONE PROPERLY:
“Home performance makes sense
for our business.”
WE NEED TO ALSO ENSURE:
“The Home Performance Program
makes sense for our business.”
11. KEY INVOLVE CONTRACTORS
INGRE- REWARD WHAT YOU
WANT TO SEE
DIENTS TAP INTO CONSUMER
MOTIVATORS
DON’T KEEP MOVING
THE CHEESE
STRIVE FOR CONSISTENCY
WORK CLOSELY WITH
CONTRACTORS
12. KEY INVOLVE CONTRACTORS
INGRE- REWARD WHAT YOU
WANT TO SEE
DIENTS
13. KEY INVOLVE CONTRACTORS
INGRE- REWARD WHAT YOU
WANT TO SEE
DIENTS LEARN THE BUSINESS
14. KEY INVOLVE CONTRACTORS
INGRE- REWARD WHAT YOU
WANT TO SEE
DIENTS LEARN THE BUSINESS
TAP INTO REAL
CUSTOMER MOTIVATORS
15. KEY INVOLVE CONTRACTORS
INGRE- REWARD WHAT YOU
WANT TO SEE
DIENTS LEARN THE BUSINESS
TAP INTO REAL
CONSUMER MOTIVATORS
DON’T KEEP MOVING
THE CHEESE
16. KEY INVOLVE CONTRACTORS
INGRE- REWARD WHAT YOU
WANT TO SEE
DIENTS LEARN THE BUSINESS
TAP INTO REAL
CONSUMER MOTIVATORS
DON’T KEEP MOVING
THE CHEESE
STRIVE FOR CONSISTENCY
17. KEY INVOLVE CONTRACTORS
INGRE- REWARD WHAT YOU
WANT TO SEE
DIENTS LEARN THE BUSINESS
TAP INTO REAL
CONSUMER MOTIVATORS
DON’T KEEP MOVING
THE CHEESE
STRIVE FOR CONSISTENCY
WORK CLOSELY WITH
CONTRACTORS
18. KEY INVOLVE CONTRACTORS
INGRE- REWARD WHAT YOU
WANT TO SEE
DIENTS LEARN THE BUSINESS
TAP INTO REAL
Nice list, but what does it MOTIVATORS
CONSUMER mean?
DON’T KEEP MOVING
THE CHEESE
STRIVE FOR CONSISTENCY
WORK CLOSELY WITH
CONTRACTORS
19. KEY INVOLVE CONTRACTORS
INGRE- REWARD WHAT YOU
WANT TO SEE
DIENTS LEARN THE BUSINESS
TAP INTO REAL
CONSUMER MOTIVATORS
DON’T KEEP MOVING
THE CHEESE
STRIVE FOR CONSISTENCY
WORK CLOSELY WITH
CONTRACTORS
20. KNOW“It’s probably better to have him inside the
THIS:
HOME tent peeing out, than outside peeing in”
PERFORMANCE WORKS
-LBJ
21. KNOW“It’s probably better to have him inside the
THIS:
HOME tent peeing out, than outside peeing in”
PERFORMANCE WORKS
-LBJ
THAT MAY BE TRUE. BUT WORRYING ABOUT PEE MISSES
THE POINT. IT’S A GOOD IDEA TO HAVE CONTRACTORS
WORKING WITH YOU TO GET IT RIGHT. IT’S NOT HELPFUL
TO KEEP THEM AT A DISTANCE COMPLAINING, OR
WORSE, IGNORING EVERYTHING YOU DO.
23. in n ing!
From the beg
V
Involve Contractors
• Buy-in is a process—not something you get
someone to sign onto after the decisions are made.
• Talking with, and observing, contractors is a great
way to understand what happens in the market
and what barriers need to be overcome.
• Pulling contractors in before the program launches
means they can start preparing ahead of time—
and if they see it as a worthwhile program, they
will prepare!
• OK, remember the pee/tent thing, if you must.
24. KEY INVOLVE CONTRACTORS
INGRE- REWARD WHAT YOU
WANT TO SEE
DIENTS LEARN THE BUSINESS
TAP INTO REAL
CONSUMER MOTIVATORS
DON’T KEEP MOVING
THE CHEESE
STRIVE FOR CONSISTENCY
WORK CLOSELY WITH
CONTRACTORS
26. At the end
of the day MEETINGS
WHAT ATTENDED?
DO
YOU
WANT?
27. At the end
of the day MEETINGS
WHAT ATTENDED?
AUDITS
PERFORMED?
DO
YOU
WANT?
28. At the end
of the day MEETINGS
WHAT ATTENDED?
AUDITS
PERFORMED?
DO WIDGETS
INSTALLED?
YOU
WANT?
29. At the end
of the day MEETINGS
WHAT ATTENDED?
AUDITS
PERFORMED?
DO WIDGETS
INSTALLED?
YOU WHOLE-HOUSE
ENERGY SAVINGS?
WANT?
30. “In this world, you get what you
pay for.”
- Kurt Vonnegut
in Cat’s Cradle
31. “The contractors in our program are
Program Admin installing too many windows. That’s not
what we’re trying to accomplish.”
“Why do you have a $150 per window
Mike rebate if you don’t want to see windows
being installed?”
32. 1. AUDITS DON’T
SAVE ENERGY*
2. WE PAY FOR AUDITS
3. WE DON’T
SAVE ENERGY
*OK, sometimes audits can save energy—but not at the level we want, and evidence
suggests not with the persistence we want.
35. I AM. HERE’S WHAT HAPPENS.
The Market aligns with the incentives.
uraging
The Program gets upset because it’s not
o
seeing the results it wants it’s enc
results
V
e
Just th
The Program cracks down on those unruly
contractors
Contractors get discouraged and quit
( Homes don’t get fixed. )
36. SO WATCH OUT.
THE “BRIBES” MIGHT WORK.
AND YOU MIGHT NOT GET WHAT
YOU WANT.
37. ON THE OTHER HAND,
PAY FOR SAVINGS
AND YOU MIGHT GET SAVINGS
38. KEY INVOLVE CONTRACTORS
INGRE- REWARD WHAT YOU
WANT TO SEE
DIENTS LEARN THE BUSINESS
TAP INTO REAL
CONSUMER MOTIVATORS
DON’T KEEP MOVING
THE CHEESE
STRIVE FOR CONSISTENCY
WORK CLOSELY WITH
CONTRACTORS
39. KNOW THE BASIC BUSINESS MODELS
MARKETING TECHNIQUES
THE IN-HOME SALES
FINANCIAL METRICS
BIZ PRICING COMPLEXITIES
GOOD BUSINESS PRACTICES
THE GOAL BEING TO ANSWER THE QUESTION:
HOW DOES WHAT YOU’RE PROPOSING
IMPACT THESE ELEMENTS AND THE
BUSINESS?
40. How our business works
Finance
Vendor
Trade
Home/Client
Contractor
44. $100,000
A REASONABLE “ALL-IN” COST TO
MOVE INTO HOME PERFORMANCE
Training (all staff) Salaries (during training!)
Certifications? Sweat Equity
Equipment Initial Marketing Campaign
Vehicles Etcetera, Etcetera
45. $100,000
Can a contractor reasonably hope
to recover even that initial
investment? At what return?
At what risk? y need much r ma
osts! Contracto e!
just start-up c and receivables ag
That $100K is pay ments are slow
more, espec ially if program
54. KEY INVOLVE CONTRACTORS
INGRE- REWARD WHAT YOU
WANT TO SEE
DIENTS LEARN THE BUSINESS
TAP INTO REAL
CONSUMER MOTIVATORS
DON’T KEEP MOVING
THE CHEESE
STRIVE FOR CONSISTENCY
WORK CLOSELY WITH
CONTRACTORS
55. DID YOU BUY YOUR iPhone TO
LOWER YOUR UTILITY BILLS?
56. I DIDN’T ASK IF YOU CAN USE IT FOR
THAT.
IS THAT THE PRIMARY REASON YOU
BOUGHT IT, THOUGH?
57. WHAT IS THE PAYBACK ON A SOFA?
U!
ASKING YO
NO W! I’M
IDON’T K
60. “People don’t want heating fuel or
coolant, people want cold beer
and hot showers.”
- Amory Lovins
61. MARKET AND SELL THE BENEFITS
PEOPLE WANT
Comfort
Rooms that aren’t too hot
Rooms that aren’t too cold
Aesthetics
Healthy Homes
Windows!?
Green Badge of Courage
62. MARKET AND SELL THE BENEFITS
PEOPLE WANT
Comfort
el lyou
Rooms that aren’t too hot
il l t nt
Rooms that aren’t too cold
w
ey ey wa
Th th
Aesthetics
at
Healthy Homes
wh Windows!?
Green Badge of Courage
63. “MY PROGRAM CAN’T PAY FOR THOSE
THINGS”
STOP THINKING THAT!
START THINKING THIS:
“PEOPLE CAN BUY WHAT THEY WANT,
AND I’LL INCENTIVIZE THEM BASED ON
THE ENERGY SAVINGS THEY GET.”
64. IGNORE BEHAVIORAL RESEARCH
AT YOUR OWN RISK
IT’S JUST NOT TRUE THAT:
Providing good information alone will drive
people to action.
The economic argument, even with access to
funding, will lead people to buy efficiency.
65. THOSE INTERESTING HUMAN ANIMALS
we’re full of biases
Loss often scares us more We’re susceptible to peer
than small gains excite us pressure
The Lake Wobegon We do try to keep up with
syndrome means we all the Joneses
think we’re above average
Apparently we believe in
We’re creatures of habit the miracle cure—we have a
it
ree aud
and tend toward the status “single action bias” V
f
audits, ive me
quo
g
s creenin d steps g
m e why mplicate
So ask s, and co
We get overloaded by
choice
program the willies!
66. TO FAIL: TO SUCCEED:
Provide good information Add good information to a
and stop longer conversation
Focus on the energy- Use energy/money savings
economic argument as a rationalization
Limit the sale to the Give customers what they
measures YOU want want, and energy-savings.
Insist on a lot of small Make it easy for
steps that provide the homeowners to jump to
chance to off ramp the finish line
“It’s about a score” “It’s about the customer”
67. MAKING IT EASIER TO DELIVER
WHAT THE CUSTOMER WANTS
MAKES IT EASIER FOR THE
CONTRACTORS TO WANT TO PLAY
68. KEY INVOLVE CONTRACTORS
INGRE- REWARD WHAT YOU
WANT TO SEE
DIENTS LEARN THE BUSINESS
TAP INTO REAL
CONSUMER MOTIVATORS
DON’T KEEP MOVING
THE CHEESE
STRIVE FOR CONSISTENCY
WORK CLOSELY WITH
CONTRACTORS
69. SOME PROGRAMS LAST 3 YEARS.
SOME TWO YEARS.
SOME GET FUNDED ANNUALLY. MAYBE.
70. SOMETIMES, BY THE TIME DETAILS GET
SORTED OUT THE PROGRAM PERIOD IS
WELL UNDER WAY.
71. SOMETIMES, PROGRAM IMPLEMENTERS
PANIC AFTER THE PROGRAM IS
UNDERWAY, AND START CHANGING THE
RULES DURING THE GAME.
(and sometimes this is because
contractors weren’t engaged early enough
in the design/implementation process)
72. CONTRACTORS KNOW THIS.
THEY’VE SEEN IT.
THEY’VE SUFFERED THROUGH IT.
AND THEY’RE VERY LEERY ABOUT
MAKING INVESTMENTS IN ETHEREAL
PROGRAMS WITH AN UNCERTAIN FUTURE
V
$100,000? e
Rem ember that on whether th
t that much ?
Want to be y ou’re whole
a nges before
program ch
73. KEY INVOLVE CONTRACTORS
INGRE- REWARD WHAT YOU
WANT TO SEE
DIENTS LEARN THE BUSINESS
TAP INTO REAL
CONSUMER MOTIVATORS
DON’T KEEP MOVING
THE CHEESE
STRIVE FOR CONSISTENCY
WORK CLOSELY WITH
CONTRACTORS
74. GOING BACK TO AN EARLIER QUESTION
SO HOW DO WE GET MORE CONTRACTORS
TO SAY: HOME PERFORMANCE MAKES
SENSE FOR OUR BUSINESS
WHEN WE CAN’T GIVE A CONSISTENT ANSWER
ON WHAT HOME PERFORMANCE MEANS?
76. BEWARE, NOT JUST OF A BRANDING NIGHTMARE
OTHER INCONSISTENT
REQUIREMENTS SCARE
CONTRACTORS
77. OR HELP THEM FAIL
t
ing tha a bit
em ber, los re than
Aga in, rem ent is mo
estm tractors
00 inv for most con
$100,0 fortable
uncom
78. WHAT DO I MEAN?
ASK YOURSELF SOME GOOD
DESIGN QUESTIONS
79. AS WE CROSS TOWN LINES, STATES LINES, AND
UTILTY SERVICE TERRITORIES, DO WE NEED:
DIFFERENT, AND OVERLAPPING,
CERTIFICATIONS THAT ADD COST
TO THE CONTRACTORS?
GOOD CONTRACTORS DON’T MIND CERTIFICATIONS…BUT
MULTIPLE CERTIFICATIONS FOR THE SAME JOB CLASS?
80. AS WE CROSS TOWN LINES, STATES LINES, AND
UTILTY SERVICE TERRITORIES, DO WE NEED:
DIFFERENT “SCORES”, SAYING
DIFFERENT THINGS, AND USING
DIFFERENT MODELS TO
GENERATE THE SCORES?
IS IT A SCORE, A LABEL, A RATING, A CERTIFICATE, OR
SOMETHING ELSE?
81. AS WE CROSS TOWN LINES, STATES LINES, AND
UTILTY SERVICE TERRITORIES, DO WE NEED:
DIFFERENT MODELING TOOLS,
THAT CAN’T TALK WITH EACH
OTHER, CREATE DIFFERENT
RESULTS, AND DON’T WORK
WITH THE CONTRACTORS’
BUSINESS SYSTEMS?
WOULD A SMART BUSINESS INVEST THE TIME &
MONEY TO TRAIN STAFF IN THESE TOOLS?
82. AS WE CROSS TOWN LINES, STATES LINES, AND
UTILTY SERVICE TERRITORIES, DO WE NEED:
DIFFERENT STANDARDS FOR
AUDITS, INSTALLATIONS, QA, SO
WE START FROM SCRATCH EACH
TIME?
OR CAN WE AGREE ON AUDIT STANDARDS, INSTALLATION
STANDARDS, QUALITY ASSURANCE STANDARDS, MODELING
STANDARDS, DATA EXCHANGE STANDARDS?
83. WHEN PROGRAMS DON’T AGREE ON
“WHAT” OR “HOW” OR “WHO”
IT’S HARD FOR A CONTRACTOR TO STAKE
HIS OR HER LIVELIHOOD ON MISH-MASH
MUSH
SOUL SEARCHING PUBLIC POLICY QUESTION: WHAT IF WE FOCUSED
MORE ON SUCCESS AND LESS ON WHO GETS CREDIT FOR IT?
84. KEY INVOLVE CONTRACTORS
INGRE- REWARD WHAT YOU
WANT TO SEE
DIENTS LEARN THE BUSINESS
TAP INTO REAL
CONSUMER MOTIVATORS
DON’T KEEP MOVING
THE CHEESE
STRIVE FOR CONSISTENCY
WORK CLOSELY WITH
CONTRACTORS
86. coŸopŸerŸaŸtion n:
The process of
working together
to the same end
AN ONGOING PROCESS.
BRING THE CONTRACTORS IN AT THE BEGINNING.
AND KEEP WORKING WITH THEM.
87. WAYS OFFER CO-OP MARKETING
COORDINATE MARKETING
TO USE QUALITY AS A PROCESS
CELEBRATE SUCCESS
WORK WEED OUT THE BAD
SOLICIT FEEDBACK
TOGETHER GIVE FEEDBACK
LOOP BACK TO THE BEGINNING—INVOLVE CONTRACTORS
IN SOLVING PROBLEMS AND DESIGNING CHANGES
88. “Many a good hanging prevents a
bad marriage.”
― William Shakespeare
Twelfth Night: Act 1, Scene 5
89. IT’S GOOD TO ENFORCE THE RULES.
KICK OUT THE BAD ACTORS.
GOOD CONTRACTORS ACTUALLY WANT
YOU TO SET CLEAR, APPROPRIATE,
CONSISTENT STANDARDS, AND ENFORCE
t”,
THEM FAIRLY. , and “consisten
lear”, “ appropriate” enforce”
The “c rtant as the
“
impo
are just as
90. COOKING THIS AT HOME
OK, I dragged you in with talk of a RECIPE, but I really only
gave you some ingredients and a few techniques.
When we bake bread, the water/flour ratio varies with
conditions of flour and humidity. And the specific recipe for
you is going to vary depending on the quality of your
ingredients and the local “weather”. That is more than a
15 minute conversation.
Nonetheless having a fundamental understanding of the key
ingredients and how to prepare them positions you to
succeed. This is a prerequisite—you’ve still got to do the
work!
91. We struggle with the complexities and
avoid the simplicities.
― Norman Vincent Peale
“The problem is not that there are
problems. The problem is expecting
otherwise and thinking that having
problems is a problem.”
FOOD ― Theodore Rubin
FOR “The significant problems we have cannot
be solved at the same level of thinking
THOUGHT with which we created them.”
― Albert Einstein
92. Thank you for making it this far.
We must make homes more efficient.
Together.
Mike Rogers
93. CAN I HELP?
WANT TO KNOW MORE?
Michael Rogers, President, OmStout Consulting
Mike Rogers is a nationally recognized expert in home performance contracting.
Previously, he was Senior Vice President at GreenHomes America. a leading home performance
contractor and franchisor. For GreenHomes, Mike led the creation of the systems across all aspects
of the business. He guided the operations at the incubator location in Syracuse, NY, and led the
transition to home performance at franchise locations.
Prior to joining GreenHomes, Mike had an 11-year affiliation with the U.S. EPA as an employee and
twitter consultant, holding various positions. In particular, he was a lead developer and primary supporter of
@EnerGMatters the Home Performance with ENERGY STAR (HPwES) program jointly run by the U.S. EPA and U.S DOE.
Coming from a family contracting background, he has extensive experience to home performance
contracting, from individual homes to the state and federal level. For 15 years he has been a frequent
email presenter at national conferences and meetings in the energy-efficiency, green building, and indoor air
mike.rogers@omstout.com quality industries. Mike has a B.S. in engineering from the University of Illinois and an MBA from the
Kelley School of Business, Indiana University.
When not working on broader energy issues, Mike works on improving the energy efficiency of his
website own home, He likes to kayak, bike in the Champlain Valley and hike in the Northeast, Grand Canyon, or
anywhere else he can.
http://omstout.com