In this MEEA technical webinar hear Ed Thomas of Electric & Gas Industries Association (EGIA) and Tiger Adolf of Building Performance Institute (BPI) discuss program implementation best practices for residential retrofit program managers to generate homeowner awareness, engage traditional and social media, recruit contractors to participate, motivate homeowners to take action, balance appeal of rebate vs. financing incentives, etc. This presentation will provide an overview of a detailed roadmap that an energy efficiency program sponsor may follow for the establishment (or enhancement) of an engaged and qualified contractor network that will help homeowners install energy efficiency improvements in a manner consistent with national guidelines. Understand how utility and/or government incentives awarded to homeowners differ from incentives given to contractors.

1. MEEA’s Technical Webinar Series:
Energy Efficiency Program Implementation Best Practices
featuring EGIA
Oct. 25th, 2011

2. MEEA’s Mission
MEEA is a collaborative
network advancing energy
efficiency in the Midwest
to support sustainable
economic development
and environmental
preservation.

3. MEEA’s Role in the Midwest
• Membership & Events
• Energy Efficiency Policy Advocacy
• Program Design & Implementation
www.mwalliance.org

4. Upcoming Events & Important Dates
Early Bird Registration Deadline:
November 30th
www.meeaconference.org

5. 12-Step Roadmap to
Contractor Network Development
and Management
Midwest Energy Efficiency Alliance Ed Thomas, EGIA
Technical Webinar Tiger Adolf, BPI
October 25, 2011

6. 12-Step Roadmap Chronology
Months 1-3 Months 4-6 Months 7-9
Step 1 – Identify prospective Step 4 – Conduct Program
Step 10 – Conduct Home Energy
contractors/stakeholders to invite Participation Webinars/Workshop(s)
Makeover Contest
into your contractor network
Step 5 – Enroll and Screen
Step 2 – Deliver webinars on Interested Contractors for Program Step 11 – Produce Homeowner
business development topics Participation Workshops
Step 3 – Produce Contractor Step 6 – Establish Contractor Web
Exchange workshop(s) Portal Step 12 – Conduct Community Energy
Exchange
Step 7 – Establish Homeowner Web
Portal
Step 8 – Administer Contractor and
Homeowner Incentives
Step 9 – Conduct Quality Assurance

7. First Phase - Months 1-3
 Identify
 Educate
 Prepare
 Develop prospects to recruit

8. Step 1 - Identify Prospective Contractors to
Invite Into Your Contractor Network
 Firms/programs that already exist in marketplace
 Those who have demonstrated capability/capacity to deliver/scale
 Prominent contractors
 BPI certified and accredited contractors (and EGIA, NATE, LEED, etc.)
 Past contractor participants in utility/government initiatives
 Avoid tendency to start with just new market entrants
Outcome: Radical Inclusion

9. Step 2 - Deliver Webinars On Business
Development Topics
 Topics to improve their business
profitability
 low-risk/low-cost way to reach
compared to in-person meetings
 Attracts owners and key staff
 Record so they can view on-demand
 Offer CEUs
Outcome: Align program with
contractors’ goals to grow business

10. Step 3 – Produce Contractor Exchange
Workshop(s)
 Focused 1-2 day workshop
 Target owners and managers of residential
and small commercial remodeling and
replacement companies
 Panels with local experts and successful
contractors
 “Advance preview” of your program
 Pre-/post events for utilities, agencies,
non-profits, distributors
Outcome: Contractor
Community Engagement

11. Second Phase - Months 4-6
 Enroll
 Engage
 Begin implementation
 Work out the kinks

12. Step 4 – Conduct Program Participation
Webinars/Workshops
 Locations convenient to the target audiences
 Record as webinars for on-demand viewing
 Spotlight successful contractors
 Guest speakers from overlapping programs
 Program updates from utility sponsor
 Target enrolled contractors and let prospects
“listen in”
 Be candid about what you are doing to fix
what is not working
 Hang „em high
Outcome: Initiate Dialogue

13. Step 5 – Enroll & Screen Contractors
All contractors should be required
to pass screening process:
 License, Insurance, Bonding
 Tax Compliance
 Reference/Background Check
 Certifications
 Contractor Participation
Verified annually/quarterly
Goal: Set the Bar High

14. Step 6 – Establish Contractor Web Portal
Password access to:
 Marketing tools
 Co-branding logo requirements
 FAQs
 Forms
 handbook/training manuals
 work
specifications, standards, guida
nce
Goal: One Stop Shop
for Contractors

15. Step 6 – Contractor Web Portal (cont.)
 Training archive (webinars, workshop
handouts/presentations)
 Reasons to come back:
 Referrals to peer programs regionally
 Business development allies
 Available incentives/trainings
 Economic/workforce development grant
opportunities
 Key-account management with
concierge-style service
Goal: Ongoing Engagement

16. Step 7 –Homeowner Web Portal
 List participating contractors
(ranked if possible)
 Incentive Availability
 Customized program summaries and
key contact Information
 Related programs (links to tax
credits, etc.)
 Contractor Referral
 Note specializations and
certifications

17. Step 7 – Homeowner Web Portal (cont.)
 Personal Concierge/Coach
 Prompt responses with “warm” transfer/referral
to contractor
 Homeowner guide to interviewing contractors
 Rebate Assistance
 Facilitate payment processing of ALL incentives
 Financing Referral
 Reference ALL reputable resources for related
projects
Goal: Homeowner one-stop shop
and resource center

18. Step 8 – Administer Incentives
 Offer incentives choices:
 Homeowner incentives
(performance/prescriptive rebates, loan
interest rate buy downs)
 Contractor-direct payments
(training/equipment grants, cooperative
marketing assistance)
 Streamline forms for easy processing
 Encourage online over snail mail
 Status updates online and via email
 On-demand reports to avoid surprises
when program funding ends
Goal: Reduce Admin
Burden/Delays

19. Step 9 – Conduct Quality Assurance
Two Main Parts:
 Contractor Mentoring
 Homeowner Surveys
Contractor Mentoring
 Feedback and open communication are essential
 Clear standards – share forms in advance
 Qualified inspectors – people who are certified and experienced
 Try to schedule QA inspections with job completion/test-out – use as
mentoring
Goal: Document Contractor Success Stories

20. Step 9 – Conduct Quality Assurance
Homeowner Surveys
 Telephone and email surveys for program
satisfaction and interest in other programs
 Document energy efficiency achieved
(direct or indirect)
 Mine surveys as case study resources
 Capture program savings benefits that
might otherwise go “unclaimed” by EM&V
Homeowner assessments of contractor
performance should be integrated into
contractor mentoring – plan for continuous
improvement
Goal: Document Homeowner
Success Stories

21. Third Phase - Months 7-9
 Promote
 Accelerate
 Create continuous improvement
 Position for “raising the bar”

22. Step 10 – Conduct Home Energy
Makeover Contest
 Innovative way to shine a light that mimics
program
 Modeled after reality television shows
 Take B.S. approach to select home that best
demonstrates potential for energy savings
 Products and services donated by
participating contractors
 Media & VIPs invited to tour winning homes
 Winning home owners make compelling case
to traditional/social media
 All about “losers” learning how to conduct their
own energy makeover
Goal: Engage Community To Demo
Program Success

23. Step 11 – Produce Homeowner Workshops
 Offer insight on energy savings and
other benefits
 Put together homeowners with
contractors and get the heck outta the
way
 Agenda sessions should feature winning
homeowners with contractors who
worked on their homes.
 Teach contractors how to sell and
homeowners how to buy
Goal: Champion Early Adopter Contractors and Homeowners

24. Step 12 – Conduct Community Mentoring
 Create partnerships with experts and
new market entrants
 Improve energy efficiency and safety
of community buildings
 Learn and apply building science in-
the-field and on-the-job mentoring
 New market entrants gain experience
in real-world buildings
Goal: Mentor New Market Entrants

25. 12-Step Roadmap Chronology
Months 1-3 Months 4-6 Months 7-9
Step 1 – Identify prospective Step 4 – Conduct Program
Step 10 – Conduct Home Energy
contractors/stakeholders to invite Participation Webinars/Workshop(s)
Makeover Contest
into your contractor network
Step 5 – Enroll and Screen
Step 2 – Deliver webinars on Interested Contractors for Program Step 11 – Produce Homeowner
business development topics Participation Workshops
Step 3 – Produce Contractor Step 6 – Establish Contractor Web
Exchange workshop(s) Portal Step 12 – Conduct Community Energy
Exchange
Step 7 – Establish Homeowner Web
Portal
Step 8 – Administer Contractor and
Homeowner Incentives
Step 9 – Conduct Quality Assurance

26. Contact to Learn More
Tiger Adolf Ed Thomas
Western Regional Director VP, Government and Utility Affairs
Building Performance Institute, Inc. Electric & Gas Industries Association
518.951.0666 970.209.8347
tadolf@bpi.org ethomas@egia.org
www.bpi.org www.egia.org