Presentation by Jason Elton of Enhabit at the 2017 HPC Northwest Regional Home Performance Conference.

1. Leveraging Health-Messages & HPwES
to Sell Home Performance Projects
Jason Elton, Enhabit Quality Systems Manager
HPC NW 2017

2. Health & HP
Enhabit Health Messaging and initial IAQ
Assessment Pilot Results

3. 3
Who is Enhabit?
A non-profit helping homes work and feel better
• One-stop resource for local communities
• Identify, develop, support quality contractors
• Braid resources – financing, utility incentives,
technical expertise
• Home Advisors – third-party experts who help
inform project decisions
Multiple services to improve efficiency, health and
safety of homes in the Pacific Northwest.

4. 5K+
Deep Retrofits
500
New workers with
paychecks
$109M
Economic development
One Home at a Time, Times A Lot!

5. Collective objectives met, outcomes delivered.
Let's begin.
Helping communities and business succeed together.
Disaster preparedness
Economic development
Reduced CO2 emissions
Equity + Job creation
Reduced energy waste
Improved community
health
Enhabit non-profit brand
Aggregation
Delivery system
Financing resources
Customer engagement

6. 6
Why Healthy Homes?
 Connection to Home Performance work
 A lot of older housing stock with deferred
maintenance
 Already addressing HVAC, moisture, pests,
ventilation, maintenance, air exchange, etc.
 Customers are feeling the pain
 Urgency to protect children and susceptible
individuals
 Our HP Industry has the skills to help

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Enhabit Health Messaging and Marketing

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Homeowner Pain Points
• Meet the customer where they are
• Identify pain points during initial inquiry
• Radon Exposure and Mitigation
• Seismic Strengthening
• Occupant Health / IAQ
• Customer chooses engagement preference:
Home Advisor phone consult or In-Home
Assessment with a Trade Partner

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Capture Radon Interest & Urgency
• Customer concern: radon is 2nd leading cause
of lung cancer
• Enhabit end-to-end service
 Identify the need
 Purchase a short-term test (via web)
 Personalized results emailed to client
 Enhabit follow up to discuss results and
options for mitigation

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0
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• Capturing interest in
earthquake preparedness.
• Leads generated with email
exchange for homeowner
guide on earthquake prep.
• Ongoing communication and
re-targeting to recommend
Seismic Assessment.
Seismic
Awareness

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The Results:
Homeowner Interest over time
0
50
100
150
200
250
300
350
400
450
Homeowner Interest
Energy Efficiency IAQ Radon Seismic Solar

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2016 Customer Interest
• Energy Efficiency = 54 %
• Seismic = 39 %
• Solar = 4 %
• Radon = 2 %
• IAQ = 1% (Limited marketing campaigns,
organic leads, referrals, returning clients)
Energy
Efficiency
54%
Indoor Air
Quality
1%
Radon
2%
Seismic
39%
Solar
4%
2016 INTERESTS

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Project Conversion
Interest to Action, Aug – Dec 2016
187 Completed Projects
• Energy Efficiency Interest = 94% included EE
• IAQ Interest = 50% included EE
• Radon Interest = 75% included EE
• Seismic Interest = 8% included EE
• Data doesn’t included returning clients
50%50%
Indoor Air Quality
EE work included Did not Include EE
75%
25%
Radon
EE work included Did not Include EE
8%
92%
Seismic
EE work included Did not Include EE

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• IAQ Phone Consultations with Advisor
• Prescreen questions
• Occupant respiratory health concerns
• Radon Test kit recommendations
• Onsite IAQ Assessments
• 100 Point Assessment
• Exhaust fan testing
• ASHRAE 62.2 Ventilation Calculation
• Air Advice Monitor - 48 hours or more
IAQ Assessment Pilot

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• Follow up report and recommendations
• Review IAQ results with Advisor
• Recommendations
• Upgrades and Behavioral changes
• Contractor Referrals and Bids
• Connect with Trade Partner
• Review Upgrade Options
• Provide Financing
• Quality Component
IAQ Assessment Pilot

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• Program Design Early 2016
• First Assessments April 2016
• Organic referrals, limited marketing, previous clients
• 2 Advisors specialized in IAQ
• Healthy Home Specialist, BPI, Air Advice,
Cully Program
• ~20 IAQ Phone Consultations
• 17 Onsite IAQ Assessments Performed
IAQ Assessment Pilot

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• 7 referrals to contractors for bidding
• 41% conversion from Assessment
• 2 additional referrals for Radon Mitigation
only
• 2 signed contracts to date
• 29% conversion from bidding
• Additional client follow up needed
• Some clients indicated they wanted to get
work done in 2017
IAQ Assessment Pilot

18. Homeowner Issues
Respiratory Issues, allergies, asthma, irritated
throat, irritated eyes, sneezing, sleeping issues,
congestion, irritations worse during furnace use,
musty smells, presence of mold, dusty home,
uncomfortable and drafty, room temperature
differences, furnace constantly cycling, attic smells,
unable to use upper floor or basement space.

19. Issues Found
Roof issues, rain water intrusion, pest intrusion,
moisture on windows, pealing paint, limited or no
mechanical ventilation, air sealing needed
between attic/crawl and home, duct sealing and
duct cleaning needs, deferred maintenance,
inadequate filtration, inadequate insulation,
exposed soil, porous foundation, Behavioral issues
(pets, carpet, air fresheners, plants, thermostat
settings, etc)

20. IAQ Recommendations and Upgrades
HRV, Roof Repair, Carpet Removal, Sump Pump
install, Continuous Ventilation, Dehumidification,
Air Filtration, Rain Water mitigation, Mold
Abatement, Air Sealing and Insulation,
Homeowner Education, Occupant behavioral
changes.

21. 21
IAQ Case Study 1
Homeowner Pain Points and Priorities:
 1929 Ranch Gas Heated
 Had previous Home Performance work
including insulation and air sealing
 Bulk water in basement during high rain
periods
 Wet Carpet
 Musty smells

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IAQ Case Study 1
IAQ Assessment identified:
High humidity issues
Older sump pump
Rain water mitigation/gutter repair needed
Carpet in basement
Patio grading and cracks near foundation
Air Advice monitor results
High Humidity (61% RH on Average)
High Particulates (16 ug/m on Average)

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IAQ Case Study 1
Homeowner Requested Solutions
 Install HRV
 Replace Sump Pump
 Remove Carpet in Basement
 Upgrade Thermostat
 Homeowner repaired gutters on their own

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• Significant difference in IAQ after upgrades
• Lower humidity, Particulate and VOC levels
• CO2 rise attributed to more people in the home
• Mechanical ventilation installed as recommended
• Health impacts to be determined
Air Advice Test Pre Post % Change Recommended
Particulates
(ug/m3) 16 3 -81.3% <10
VOC (ug/m3) 352 28 -92.0% <500
CO2 (ppm) 357 691 93.6% <750
Temp (F) 68 67 -1.5% 68-75
RH (%) 61 43 -29.5% 30-55
CO (ppm) 0 0 0.0% <500
Date Range 4/19-4/26 12/9- 12/15

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IAQ Case Study 2
Homeowner Pain Points and Priorities:
 1920 bungalow Gas Heated
 Uncomfortable rooms and uneven heat
 High utility bills
 Condensation on windows
 Musty smells in home
 Signs of mold on interior walls
 Respiratory health concerns

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IAQ Case Study 2
IAQ Assessment identified:
Inadequate insulation levels
Air Sealing opportunities in attic and crawl
Duct sealing opportunities
Rain water mitigation needed
Exhaust fans not fully connected
Exposed soil in crawlspace
Air Advice monitor results
High CO2 (824 ppm on Average)
High Humidity (62% RH on Average)

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IAQ Case Study 2
Solutions homeowner decided on:
 Air sealing in attic and crawlspace
 Duct sealing
 Upgrade Insulation in Attic
 Hard connect exhaust fans
 Upgrade windows in cold rooms
 Homeowner to repair gutters
 No automated continuous ventilation added

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• Slight to no difference in numbers
• No mechanical ventilation was installed as recommended
• Homeowner did see a comfort change and utility bill impact
• Health impacts to be determined
Air Advice Test Pre Post % Change Recommended
Particulates
(ug/m3) 5 5 0.0% <10
VOC (ug/m3) 434 398 -8.3% <500
CO2 (ppm) 824 935 13.5% <750
Temp (F) 70 66 -5.7% 68-75
RH (%) 62 62 0.0% 30-55
CO (ppm) 0 0 0.0% <500
Date Range 6/2 - 6/7 11/17 - 11/21

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• Automated mechanical ventilation is critical
• Understanding of Outdoor Air Quality impacts
• Connection to Energy Upgrades
• University of Oregon IAQ study on Enhabit homes
• Cully 2.0 weatherization and critical home repair
• Foobot IAQ smart device with Partner login
• Homeowner smart devices with RH readings
• DIY Homeowners utilizing info from assessment
Other Findings and
Considerations

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• Homeowner IAQ knowledge limited
• Occupant behavioral impacts
• Need for local recognized organization endorsement
• Multiple Issues to address – no silver bullet
• Some Contractor reluctance to take on health work
• Perceived market value of IAQ upgrades
• Varying homeowner Priorities
• Limited resources for IAQ assessments and upgrades
IAQ Challenges

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Opportunities for Success
• Develop Health Community Partnerships
• Opportunity for integration with HPwES
• Homeowner Educational Materials
• Find funding for assessments and incentives
for IAQ upgrades
• Need for Healthy Home assessment and sales
training

32. Wrap Up and Questions
Thank you