Make Whole House Contracting Work for You

1. Make Whole House Contracting Work for You Larry Zarker BPI LZarker@bpi.org Raising the Bar in Home Performance Contracting

2. This Home is 90 Years Old and It Has Never Had a Physical

3. What BPI Offers BPI

4. Terminology • Accreditation:A professional credential awarded by BPI to contracting companies who commit to follow BPI standards in their home performance upgrade work. • Certification:A professional credential for individuals who can prove, through online and field exams, that they have the requisite knowledge, skills and abilities to evaluate and assess homes for energy efficiency, health and safety improvements, based on BPI’s standards. • Certificate: A knowledge based exam of specific building science principles without a diagnostic testing component.

5. Need for Home Energy Retrofit Contracting About a one-thirdof owner-occupied homes are now at least 45 years old and an additional third is between 25 and 45 years old meaning that a large majority of our homes were built before modern energy codes and are drafty, uncomfortable and expensive to operate.

6. Home Performance Provides Solutions • High Utility Bills • Dust and Allergies • Comfort Issues • Moisture and Mold • Lead and Asbestos • Climate Change • Energy Independence

7. Drivers for Home Performance Solutions • High Utility Bills • Dust and Allergies • Comfort Issues • Moisture and Mold • Lead and Asbestos • Climate Change • Energy Independence

8. What Bugs You About Your Home?

9. Typical home…full of systems… • Drainage system • Foundation system • Flooring system • Wall system • Ceiling system • Roof system • Heating system • Air conditioning system • Ventilation & IAQ systems • Moisture control systems • Distribution system • Exhaust systems • Plumbing systems in/out • Electric, Appliance & Lighting systems • Energy management system Key Question: Do you know where your fresh air comes from?

16. Return Air Furnace Filter Slot

18. Corrosion on Hot Water Tank

19. Pipe Insulation

22. Building Analyst – goes beyond a traditional energy audit to perform comprehensive, whole-home assessments, identify problems at the root cause and prescribe and prioritize solutions based on building science.

23. Envelope Professional –quantifies performance and prescribes improvements to help tighten the building envelope (shell), stop uncontrolled air leakage and optimize comfort, durability and HVAC performance.

24. Heating – optimizes the performance of heating equipment within the context of the house as a system to help save energy and ensure occupant comfort, health and safety.

25. Air Conditioning and Heat Pump – understand the role of these systems within the whole home and how to diagnose and correct problems properly to achieve peak performance.

26. Air Leakage Control Installer

27. Certification Provides Differentiation

28. Why Whole House Contracting? A 67% decline in emergency room visits due to energy retrofits! Aetna: Savings of over $600 for each asthma-related ER visit ($6,600 for a hospital stay).

29. Still not sure? Take a first step into Home Performance. Earn the NEW Building Science Principles (BSP) Certificate of Knowledge • 100-question online exam • Companion Reference Guide • No hands on field testing • Not a BPI Professional Certification www.bpi.org/certificate

30. Go to www.bpi.org/hvac

31. Training, Certification, Accreditation? • Not one-size fits all • Programs and Customers are requiring proof of competency • Above code • Above licensing

32. What is BPI Accreditation? A professional credential awarded by BPI to contracting companies who commit to offering comprehensive “whole house” home performance solutions for their customers.

34. BPI Home Performance Contractor Model Solutions Based Selling Verifiable Results

35. Civil suit targets 12 for carbon monoxide deathsThree local men indicted for manslaughter

36. Find qualified contractors at www.bpi.org www.bpi.org

37. With Home Performance.. Better Margins and Higher Job Sizes

38. Summary of the Value Proposition • SALES BENEFITS • Offer customer complete solutions • HP uses a systematic approach • Expand your scope of services • Improve your closing rates • Be selective about projects • Perform larger value projects • Offer competitive financingExamples • NY: Average Project = $8,500 • CA: Average Project = $15,000 • OPERATIONAL BENEFITS • Differentiate business • Reduce staff down time • Retain high quality staff • Identify qualified staff to hire • Minimize call back costs • Fewer customer complaints • Manage your risk • Customer satisfaction/referrals • Increased profitability • Ability to sleep, knowing you did it right, the first time

39. BPI Accreditation Costs How much does it cost to get BPI Accredited? Training for 2 Certifications: ($790 - $2,400)BPI Certification Exam Fees: $550 x 2 = $1,100Accreditation and Quality Assurance: 1,500/yearTotal Estimated Initial Cost: $3,390 - $5,000

40. EmbroidMe Franchise Fees How much does it cost to open an EmbroidMe Franchise*? Total Investment: $66,300-$187,400Initial Franchise Fee: $35,500Royalty Fee: 5%Advertising Fee: N/ATerm of Agreement: 35 yearsRenewal Fee: $1.5K *Source: EmbroidMe Web Site

42. Thank you Further Questions Contact me at: Larry Zarker LZarker@bpi.org (202) 256-3893 (cell)