4. WHAT IF YOU COULD MAKE MONEY?
AND MAKE YOUR CUSTOMERS’
HOMES BETTER?
5. WHAT IF YOU COULD MAKE MONEY?
AND MAKE YOUR CUSTOMERS’
HOMES BETTER?
AND MAKE THEIR LIVES BETTER!?
6. WHAT IF YOU COULD MAKE MONEY?
AND MAKE YOUR CUSTOMERS’
HOMES BETTER?
AND MAKE THEIR LIVES BETTER!?
AND HELP OUR COUNTRY INCREASE
SECURITY AND INCREASE ENERGY
INDEPENDENCE?
7. AND AS A BONUS,
REDUCE POLLUTION AND
FIGHT CLIMATE CHANGE?
8. AND AS A BONUS,
REDUCE POLLUTION AND
FIGHT CLIMATE CHANGE?
e part
e chang
climat ve it!
et the ’t belie
O K, forg ou don
if y
9. AND AS A BONUS,
REDUCE POLLUTION AND
FIGHT CLIMATE CHANGE?
g
makin
on the
focus art?
anna ney p
W
mo
28. HOME PERFORMANCE MEANS
BIGGER JOBS
HVAC
HVAC
+
HPC
Average Ticket Size
$5,500-‐7,500
$8,000
-‐
$15,000
Gross Margins
38%
-‐
45%
45%
-‐
50+%
29. HOME PERFORMANCE MEANS
BIGGER JOBS
HVAC
HVAC
+
HPC
Average Ticket Size
$5,500-‐7,500
$8,000
-‐
$15,000
Gross Margins
38%
-‐
45%
45%
-‐
50+%
Close Rates
35%??
As
good
or
be*er!
30. HIGHER REVENUE,
MARGINS,
AND CLOSE RATES…
quickly boil down to
higher profitability!
32. HOW DO YOU DIFFERENTIATE?
– Fully Insured?
– Bonded?
– Licensed?
– Experienced Techs?
– Free estimates?
– Emergency service?
– Guaranteed low prices?
– Better Business Bureau
33. HOW DO YOU DIFFERENTIATE?
– Fully Insured? So is your competition
– Bonded? So is your competition
– Licensed? So is your competition
– Experienced Techs? So does your competition
– Free estimates? So does your competition
– Emergency service? So does your competition
– Guaranteed low prices? So does your competition
– Better Business Bureau So does your competition
34. HOW DO YOU DIFFERENTIATE?
– Fully Insured? So is your competition
– Bonded? So is your competition
– Licensed? So is your competition
– Experienced Techs? So does your competition
– Free estimates? So does your competition
– Emergency service? So does your competition
– Guaranteed low prices? So does your competition
– Better Business Bureau So does your competition
OK, not all of your competition,
But many, and this isn’t enough!
35. Home Performance Separates
You From the Crowd
Contractor I Contractor X Contractor L
Contractor A Contractor G Contractor S
Contractor M Contractor H Contractor C
Contractor Z Contractor B Contractor F
Contractor J Contractor R Contractor K
36. Home Performance Separates
You From the Crowd
Contractor I Contractor X Contractor L
Contractor A Contractor G Contractor S
Home
Contractor M Performance
Contractor H Contractor C
Contractor
Contractor Z Contractor B Contractor F
Contractor J Contractor R Contractor K
37. Diagnostics help you find root problems
Solutions deliver results you can count on
And customer satisfaction soars!
38. “Finally our family room is
comfortable. It’s like I have a
completely different home.”
39. EVER HAVE A SLOW DOWN,
OR HAVE TO LAY PEOPLE OFF?
41. Volume (Revenue)
HVAC Seasonality
your mileage may vary,
but the same HVAC
principles apply
42. HVAC Seasonality
There are peaks, when
it’s tough to keep up
Volume (Revenue)
your mileage may vary,
but the same HVAC
principles apply
43. HVAC Seasonality
There are peaks, when
it’s tough to keep up
Volume (Revenue)
And there are valleys when
you worry about paying the bills
HVAC
and sending everyone home
46. Home Performance Reduces Seasonality!
Volume (Revenue)
THERE ARE A COUPLE GOOD
REASONS FOR THIS HPC
HVAC Insulation Windows
47. THERE ARE MORE
THINGS TO MAKE
THE PHONE RING
• Furnaces
• Air-Conditioners
• Insulation
• Windows
• & More
48. THERE ARE MORE w/ COMPREHENSIVE
THINGS TO MAKE SOLUTIONS TO
THE PHONE RING APPLY EACH VISIT
• Furnaces • Furnaces
• Air-Conditioners • Air-Conditioners
• Insulation • Insulation
• Windows • Windows
• & More • & More
49. And it all comes together and works in part because
50. And it all comes together and works in part because
HOMES SUCK!
51. OK, the more politically correct way to say that is
MOST HOMES DON’T PERFORM AS
WELL AS THEY SHOULD, AND
THEY HAVE SOME PROBLEMS
52. AND IF HOMES HAVE PROBLEMS,
HOMEOWNERS HAVE PROBLEMS
Poor Air Quality High CO
Wet Crawlspace
Hot Rooms or Basement
Condensation on
Cold Rooms
Windows
Drafts Mold & Mildew
Noise from Outside Ice Dams
Excessive Dust UV Damage
High Energy Bills Old HVAC
53. If you understand the problems,
And if you can offer REAL SOLUTIONS ,
You have a REAL OPPORTUNITY!
55. WHAT CAUSES THESE PROBLEMS?
Poor Air Quality High CO
Wet Crawlspace
Hot Rooms or Basement
Condensation on
Cold Rooms
Windows
Drafts Mold & Mildew
Noise from Outside Ice Dams
Excessive Dust UV Damage
High Energy Bills Old HVAC
71. TAKING CONTROL OF
THE HOME MEANS
• Tight, well-insulated enclosure
• Tight ducts
• Efficient lighting & appliances
• High-performing windows
72. TAKING CONTROL OF
THE HOME MEANS
• Tight, well-insulated enclosure
• Tight ducts
• Efficient lighting & appliances
• High-performing windows
and
• Efficient, well-installed, and
properly-maintained HVAC
equipment
73. Fixing these problems
can’t happen with
current standard practice
That’s why the homes
don’t work now!
85. HVAC Contractors
have unique advantages
(An arsenal other contractors don’t have)
86. HVAC Contractors Have:
• Large active customer base, especially Maintenance
Agreement base – and the systems to track them
• Service techs - the perfect lead source
• Mechanical equipment expertise
• In-home sales experts
• A head start in licensing, permitting, and rebate
processing
87. This shouldn’t be a surprise!
HVAC Contractors Have:
• Large active customer base, especially Maintenance
Agreement base – and the systems to track them
• Service techs - the perfect lead source
• Mechanical equipment expertise
• In-home sales experts
• A head start in licensing, permitting, and rebate
processing
88. There are even state, utility,
and federal programs that
you can tap into
89. There are even state, utility,
and federal programs that
you can tap into
for example…
94. As one of my heroes said recently,
If the program disappeared
tomorrow, we would keep
doing it. Home performance
makes sense for our
business.
-Jerry Unruh
ABC Cooling
95. As one of my heroes said recently,
If the program disappeared
tomorrow, we would keep
doing it. Home performance
makes sense for our
business.
-Jerry Unruh
ABC Cooling
99. YOU MAY HAVE GUESSED…
HOME PERFORMANCE
IS NOT MAGIC!
100. YOU MAY HAVE GUESSED…
HOME PERFORMANCE
IS NOT MAGIC!
GET HVAC FUNDAMENTALS
RIGHT FIRST, BEFORE HP
101. • Build service/maintenance agreement
base first – active customer base is
critical
• Home performance adds complexity –
you need a solid CRM platform in place
• A regular, active, and ongoing in-house
training program is essential
• Know your numbers! Does this fit?
102. AND YOU HAVE TO DECIDE:
BUILD IT MYSELF, AND CRAWL
THROUGH THE BROKEN GLASS?
OR GET SOME HELP FOR
FASTER SPEED TO MARKET?
103. DO I BRING HOME PERFORMANCE
IN-HOUSE, OR DO IT WITH SUBS?
These are much longer answers—and
ultimately YOU have to answer them!
104. DO I BRING HOME PERFORMANCE
IN-HOUSE, OR DO IT WITH SUBS?
These are much longer answers—and
ultimately YOU have to answer them!
(I certainly have thoughts on what
works best and why)
105. WHY HOME PERFORMANCE NOW?
$ Higher revenue, higher margins, and…
$ Higher profits!
$ Opportunity to capture the flag
$ Separate yourself from competition
$ Higher customer satisfaction
$ Lower seasonality & fewer callbacks
$ And in some areas: exclusive cash rebates
and financing options
107. WANT TO KNOW MORE?
Please tell me what you think
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
the Home Performance with ENERGY STAR (HPwES) program jointly run by the U.S. EPA and U.S DOE.
@EnerGMatters
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
presenter at national conferences and meetings in the energy-efficiency, green building, and indoor air
email 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.
mike.rogers@omstout.com
When not working on broader energy issues, Mike works on improving the energy efficiency of his
own home, He likes to kayak, bike in the Champlain Valley and hike in the Northeast, Grand Canyon, or
anywhere else he can.
