Carrots and Sticks: A Comprehensive Business Model for Successful Achievement of Energy Efficiency Resource Standards

by Shana Fong on April 20, 2011
TAGGED WITH 

A new study titled, “Carrots and Sticks: A Comprehensive Business Model for the Successful Achievement of Energy Efficiency Resource Standards” was recently released by the Lawrence Berkley National Laboratory (LBNL). Utility companies and policymakers have different opinions the issues within the energy efficiency industry and resource standards. This study looks into a comprehensive business model that attempts to merge the utilities business and financial interests with state public policy goals.

The report was based off of findings of the Arizona Energy Efficiency Standard (EES), which requires Arizona investor-owned utilities to achieve 22% total energy savings by the year 2020. The report takes a deeper look into the comprehensive business model and what could come with the achievement of the EES.

Check out the full report here: http://eetd.lbl.gov/EA/EMP/reports/lbnl-4399e.pdf

IAQ: Marketing Myth or Money Maker?

by Shana Fong on April 18, 2011
TAGGED WITH 

Source: ACCA Contractor Excellence

Let’s get the obvious stuff out of the way first: Do you agree that energy-efficient homes can seal in and recirculate the same germs, allergens, and chemicals?

Do you agree that this can also cause health issues for occupants within the home?

Did you know that during a recession people spend more time at home?

If you answered “yes” to all three questions, then I bet you will agree with this next one: When you look inside a customer’s air return and see what appears to be a weasel wearing a Snuggie, the homeowners:

(a) have not changed the filters since the Clinton administration; and/or
(b) have nostrils that look like tiny versions of the air return. But I’m not going there.

The point is, you know all this, but your customers don’t. Thus, the largest issues facing IAQ in HVAC are your credibility and their awareness. No one wakes up and says, “Man, what a beautiful day to have my ducts cleaned.” Unlike preventive maintenance (which people recognize as a plausible need), IAQ has both the specter of skepticism and the lack of evidentiary proof needed to go along with it.

You can say, “Your ducts need cleaning,” or “UV lights will protect your coils” all day and have a hard time convincing anyone who doesn’t have sinus problems, allergies, or other health issues that this is a valuable service. Silly them. And considering how HVAC sold IAQ initially, silly us.

Selling healthy air doesn’t require a degree in molecular science. Ever heard of asthma? About 23 million Americans wish they hadn’t. A full 6.8 million of those are children who have parents who are worried sick as well. They’d much prefer to avoid the 19 million doctor, hospital, and emergency room visits spent trying to avoid death by asphyxiation. Ask them if clean indoor air is about microbes and formaldehyde and the technicalities of UV treatment.

Nope, it’s about cleaner, healthier air. Period.

Now consider, asthma is just one of hundreds of problems linked to IAQ. As a heating and cooling professional, that makes you uniquely positioned to both build your business and provide a beneficial and potentially life-saving service.

So what are they buying? They’re buying problem avoidance. It is not a thing; it is a benefit that erases sizeable doubt, fear, and concern with a healthy alternative. Kind of like breathing clean air.

You’re poised to offer problem avoidance and even a cure for certain airborne menaces. Aside from the obvious health benefits, a shorter supply of recession-era leads points toward maximizing each one with higher transaction sizes. Further, with the maintenance of UV lights, super filtration, humidifiers, and other better air solutions, you can lock in more customers.

How to Offer IAQ Now
Bad economies don’t improve air quality or health concerns. Allergens and molds refuse to invest in 401(k)s. So, please, don’t let the economy’s condition or your frightened competition make you think these concerns are equated. Position IAQ not as equipment, but as a packaged path to better health. Sell it against missed work, doctor visits, pharmacies, medication, family wellness — not microns and density depletion.

On a service call, you can offer a point-of-purchase healthy air solution based on an IAQ survey. Many of our clients sell humidifiers, UV lights, and filtration with or without duct cleaning jobs, straight from this survey.

For more complex solutions, consider utilizing in-home IAQ monitors, which help replace the doubt factor with scientific data. The sales cycle is a bit longer, but they can make the sale for you while they collect the data. Offering a free IAQ test has opened thousands of doors for our clients, who merely park the monitor for the appreciative prospect, and return with a diagnosis and options.

Always remember that customers will get what they want, whether it’s from you or from your competition. I find it sad to go into so many homes that have $499 “room air purifiers,” while stacks of superior solutions lay at your distributor’s warehouse. Once again, technical supremacy, greater reliability, and more longevity will not sell — if poorly marketed.

Though the HVAC industry has had IAQ solutions for years, it took Sharper Image and Oreck to show us how to sell over a billion dollars of equipment all without a single service appointment. How? Fact-based fear, evidentiary proof, and piles of compelling testimonials positioned their “solution” as an easier and less expensive alternative to illness and poor health. Oreck’s infomercials are marketing seminars — take notes.

Finally, ask yourself, what are you selling and why. Are you selling hardware (technical) or software (benefits)? IAQ benefits are huge for homeowners and contractors. This is especially true while others pull back on marketing or lower prices just to get the sale (creating their own worsened economy). But when you offer upsells, you create differentiation, enhance margin, and increase average transaction, while winning a longer-term customer with a higher lifetime value. Upsells are smarter than ever.

IAQ is right for the times. Customers are more health conscious and want to preserve dollars wasted on unnecessary doctor visits, more medications, and unpaid sick days. You can offer a superior whole-house solution easily, silently, and out of sight. They’d rather pay you for this anyway; all you have to do is effectively market it. And isn’t that a breath of fresh air?

EGIA, BPI, and Efficiency First are proud to announce the Business Performance Makeover Contest!

by Shana Fong on April 6, 2011
TAGGED WITH 

EGIA, BPI, and Efficiency First are inviting Home Improvement, Home Performance and Energy Efficiency Contractors from across the country to enter for a chance to win a yearlong “Business Makeover” bundle of prizes consisting of a wide range of business services worth up to $50,000 or more. The prize package may include:

  • Website design
  • Payroll and accounting services
  • Marketing and sales consulting
  • Manufacturer and distributor networking
  • Building science training
  • Software
  • Tools and equipment
  • Business development consultation
  • Energy efficient services and products

The winners will be announced on Earth Day 2011 (April 22). The actual prize packages will be determined based on an extensive evaluation of the contractors’ business and other criteria.

The Business Performance Makeover Contest will be conducted nationwide to find two contracting firm owners that want to dramatically grow their businesses in 2011. Owners of home improvement, home performance and home energy efficiency-related installation companies will enter to win online by answering questions about their current business and 2011 plans for growth. An advisory board comprised of industry professionals and contest sponsor organizations will assist EGIA, BPI, and Efficiency First staff to select the two contractors with the greatest potential to demonstrate business growth. The winners will be a traditional single-measure home energy efficiency contracting firm and one comprehensive home performance contracting firm.

Learn more and register at www.egia.org/contractorcontest2011

Join us at ACI!

by Shana Fong on March 11, 2011

We’re less than three weeks away from ACI National Home Performance Conference, our industry’s biggest event. If you were at the conference last year in Austin and went to our opening night party (complete with Wild West entertainment), you already know just how fun this conference can be. Oh, and there will also be plenty of learning opportunities too.

Recurve is all over ACI again this year. Here are the sessions and other places you can catch us at. We would love to talk to you!

TUESDAY MARCH 29

Home Energy Summit

8:30am-10:00am
Engaging Markets and Private Capital To Achieve Our Long-Term Goals

Matt Golden, Recurve’s President and Founder, will be kicking off the second day of the Home Energy Summit, which includes heavy hitters such as Katherine Hogan of the DOE, Dian Gruenich formerly of the CPUC, and Commissioner Karen Douglas of the CEC.

2:45pm – 4:00pm
Breakout Session: Effects of Program Design on Delivery by Contractors

Adam Winter, SVP and cofounder of Recurve, will be co-leading a breakout session along with folks from WellHome, Distinct ENERGY Performance, and more.

– –

WEDNESDAY MARCH 30

1:30pm-3:00pm

Beyond Your Certification
Matt Golden will be helping session attendees plan a successful business strategy post-BPI certification. Joining him will be Tiger Adolf of BPI, Courtney Moriarta of WellHome, and Sam Flanery of Michigan Energy Savings.

3:30pm – 5:00pm

Optimization of Performance Financing Through Innovation
Another appearance by Matt Golden, this time alongside Sammy Chu of Long Island Green Homes and Dan Kartzman of Powersmith, to speak about LIGH program’s integration with Recurve Software and Powersmith home energy upgrades as an example of program design success.

– –

THURSDAY MARCH 31

10:30am – 12:00pm

Energy Upgrade CA: Game Plan for Market Transformation
Another breakout that Matt Golden is participating in, this time teaching attendees about how the Energy Upgrade California program is leveraging federal stimulus dollars to grow the building performance industry and create jobs, while addressing the typical challenges that programs face. He’ll be joined by Leif Magnuson of the EPA and several others directly involved in the program.

1:30pm – 3:00pm – in the foyer of the exhibit hall
Join Chris McClellan, Sales Manager at Recurve, for an in-depth demo of Recurve Software. He’ll show you how Recurve Software helps you do more energy audits every week, generate accurate savings predictions, and present polished reports and proposals on-site. At the end of the demo, he’ll also be giving away a tablet to one lucky winner! So be sure to visit us on the tradeshow floor at booth 601 to sign up for a free trial of Recurve Software and enter the contest.

3:30pm – 5:00pm (a very busy timeslot for us!)

National Policy Update
Yet another session with – you guessed it – Matt Golden! Get an update on current national and state trends in public policy, including HOME STAR, utility data access, ARRA funded programs and California state financing recommendations for programs in wake of PACE. The session will also cover how contractors can get involved in upcoming program opportunities. Other presenters include Stephen Cowell of CSG,, Rick Gerardi of WellHome, and Kara Saul-Rinaldi of the National Home Performance Council.

A Hard Look at Software: The End Users’ Perspective (Panel)
Chris McClellan will be discussing how software can help you streamline your business operations while increasing sales and improving quality of service through real-life examples of how users have successfully integrated various software solutions into their day-to-day operations. Chris will be joined by Skye Dunning of Building Performance Specialists and Elise Brown of Evergreen Home Performance.

Selling Home Performance: Where Mastic Meets the Sheet Metal
Jason Bowers, Recurve Local Operations General Manager, will be teaching contractors how to increase close rates and sell larger work scopes, along with Casey Murphy of ICF International and Eric Howarth of EGIA.

– –

Don’t forget to come visit us for a software demo, to enter our contest (we’re giving away THREE tablets!) or just to say hello on Wednesday & Thursday during the tradeshow hours. We’ll be holding down Booth 601.

What Happened to Home Star?

by Shana Fong on March 4, 2011

Changes in D.C. Halt 2010 Progress, Budget Worries May Doom Bill

Many contractors are asking what happened to Home Star, the proposed legislation that would have extended rebates to homeowners who invested in energy efficiency upgrades for their homes. While the bill was a hot topic for much of 2010, it ultimately failed to pass in the Senate, and has not been reintroduced in Congress so far in 2011.

This article includes a brief history of the legislation and explanations from industry members as to why it did not become law last year. However, the Obama administration has recently begun to tout the Home Star program, and there’s a chance it may return to the Hill. Yet industry leaders are also looking to alternatives to aid the HVAC industry.

HOME STAR HISTORY

While various versions of the Home Star bill were introduced in Congress, the most significant was House Resolution 5019, known as the Home Star Energy Retrofit Act of 2010. H.R. 5019 was introduced in the House in mid-April 2010. It was sponsored by Rep. Peter Welch, D-Vt., and included 44 cosponsors.

This version of the Home Star legislation would have created a program to provide $6 billion in rebates to homeowners who upgraded the energy efficiency of their houses through measures ranging from attic insulation to furnace replacement. It was structured as a two-tiered system with the lower tier providing money for simple replacements and upgrades, and the higher tier providing more money for homeowners who undertook whole-house renovations for energy reductions.

The Silver Star portion of the program, which offered a maximum rebate of $3,000, would have given rebates for smaller-scale projects, such as air sealing and replacing old heating/cooling equipment with new high-efficiency models. The Gold Star rebates, which would have maxed out at $8,000, were intended for whole-house energy reduction and would have required software simulations comparing the energy use of a home before and after retrofits.

The House passed this bill on May 6, 2010, by a 264-161 vote. After the House passed its version of the bill, it was referred to the Senate.

During this phase of the legislative process, many in the industry raised concerns about certain aspects of the bill. Specifically, the Air Conditioning Contractors of America (ACCA) expressed its disapproval of the bill’s accreditation requirements for contractors. In order to perform the whole-home retrofit work under the Gold Star portion of the program, Home Star would have required contractors to be accredited by the Building Performance Institute (BPI) or an equivalent alternative certification. In response, ACCA announced it could not endorse Home Star because of the limited number of contractors eligible nationwide to perform Gold Star work. Others in the industry pointed out that the bill did allow for alternatives to BPI certification, and asserted that the bill would aid the industry overall.

While the Senate did not immediately choose to consider the bill, in late July, Majority Leader Harry Reid, D-Nev., included a version of the Home Star bill in a larger energy package known as the “spill bill.” This Senate bill, S. 3663, was more far-reaching and included a response to the BP oil spill.

However, the Senate version of the bill was also controversial because of the way it proposed to handle the rebate process. While the House version of the bill sent the rebate money directly to the consumer, the Senate version of the bill required contractors to apply for the rebates after performing the work.

Ultimately, although the bill was read in the Senate and vigorously debated in the HVAC and home performance industries, it was referred to committee and never brought to the Senate floor for a vote.

WHY HOME STAR FAILED

Many in the industry have noted that the political dynamics on the Hill led to the bill’s failure. “From a politics standpoint in the Senate, it was very difficult to move any legislation last year, especially standalone bills,” said Matt Golden, president of Recurve (San Francisco) and policy chair for the home performance trade association Efficiency First. “We [Home Star] were in the spill bill, and the spill bill didn’t pass. At the end, we were at the mercy of Senate politics.”

According to Dale Harbour, vice president and general counsel, Residential Solutions, Ingersoll Rand, the biggest roadblocks to Home Star’s passage were money and timing.

“It was really a jobs program, and it was something that had been introduced by a Democratic-controlled Congress prior to the [mid-term] election, and it had some level of bipartisan support,” he explained. But, he said, “Its biggest issue was that there was not a mechanism to pay for it.”

Because the bill was not deficit-neutral and did not include corresponding cuts to allow for the funding of the Home Star rebates, Harbour said, “It never gained any traction in the Senate.” He continued, “It was more of a timing issue than anything else in terms of when that was introduced. It was relatively late in the game, and it was at a point in time where there were questions about the extent of the success of the stimulus package that was passed in the very early tenure of [the Obama] administration.”

WHAT’S NEXT?

Since Home Star failed to pass in the Senate last year, it was never sent to the president’s desk to be signed into law. However, this year President Obama has again called attention to the proposed program. Following his State of the Union address in late January, the White House issued a press release that promoted the Home Star program as a way to protect consumers against rising energy bills. The president then included funding for Home Star in his budget proposal for fiscal year 2012. According to the White House, Home Star is intended to be part of the president’s larger goal to establish a Clean Energy Standard (CES) for the country.

Despite the Obama administration’s promotion of the program, some doubt that Home Star would be well received in Congress this year. The main reason is that the bill carries a $6 billion price tag, and the new focus on the Hill is centered on fiscal responsibility.

“The Home Star program as originally proposed had strong financial incentives to upgrade the energy efficiency of homes. As such, it was also a very expensive program. While it may be an effective job creator, for it to have a good chance of passage, in my opinion it will require mechanisms to pay for the program that are at least deficit neutral,” Harbour said. “Without corresponding spending cuts, I think it faces an uphill battle in a Congress increasingly focused on deficit reduction.”

According to Golden, many in the industry are now moving ahead with other initiatives. “We continue to look at a number of possible options to help this industry in Congress,” he said. As an example, he cited the Department of Housing and Urban Development’s (HUD) PowerSaver loan. The loans made available by this pilot program are backed by the Federal Housing Administration (FHA) and offer credit-worthy borrowers low-cost loans to make energy-saving improvements to their homes. “We are engaged in making it a more contractor-friendly product,” Golden said.

In terms of larger bills to support the industry, Golden said there may be a chance for a jobs bill. “We need to have help for construction,” he said. “We’re still at 20.7 percent unemployment and getting worse, and that’s really why the president is still looking at it.”

He continued, “All I can say at this point is there’s a feeling on the Hill that something needs to done for construction and manufacturing. There are aspects of the construction industry that are economically depressed — working together, with Congress, we can turn around those economics with sound policy and get people back to work building better buildings.”

Whether Home Star is reintroduced in Congress or other alternatives are proposed to aid the industry, there is no doubt that energy efficiency will continue to stay in the limelight. Contractors who prepare by achieving and updating their third-party certifications, and by working with third-party verification providers, will be well equipped to take advantage of any new initiatives in the future.

Source: ACHR News

How software can help contractors doing energy efficiency, HVAC, and more

by Shana Fong on March 2, 2011
TAGGED WITH 

As featured in Green Building Journal, Matt Golden, President and Founder of Recurve Inc., discusses the role that software plays in the contracting profession, and how professionals today need targeted applications. Software solutions lead to a variety of benefits including reduced audit times, reduced costs for customers, and an increase in accessibility among professionals.

The key to home performance he says is a holistic approach to the problem. Software applications today need to be flexible enough to appeal to all types of business, ranging from the small-scale insulation jobs to high-end retrofits. In the end he is optimistic about the direction the trades are heading, and offers up advice to professionals looking to take the plunge into software.

President Obama’s Energy Proposal Mirrors Provision in Expanding Building Efficiency Incentives Act

by Shana Fong on February 15, 2011

WASHINGTON, D.C. – U.S. Senators Olympia J. Snowe (R-Maine), Dianne Feinstein (D-California) and Jeff Bingaman (D-New Mexico) applauded President Obama’s support for provisions in S. 1637, the Expanding Building Efficiency Incentives Act, legislation they sponsored last Congress to encourage energy efficient technology and construction in the existing home, new home, and commercial building markets.

President Obama endorsed these provisions during today’s announcement in support of modifying the commercial building tax credit. The bill included a key provision increasing the 179D tax credit deduction from $1.80 per square foot to $3.00 per square foot, which President Obama said he supports. The bill also clarified Congressional intent to allow a partial deduction pathway for new and existing commercial buildings.

Senator Snowe said: “At a time when energy prices are increasing and unemployment in the construction industry is at 20.7 percent, incentivizing energy efficiency construction in our building sector simultaneously creates jobs while addressing our nation’s energy crisis. As the sponsor of the Expanding Building Efficiency Incentives Act last Congress with Senators Feinstein and Bingaman, I strongly support the President’s recognition of this vital opportunity to expand and simplify the energy efficient commercial building tax credit and I look forward to working with the Administration to enacting changes of the existing tax credit into law. The fact is tax incentives can effectively catalyze investments in advanced insulation, windows, HVAC systems, and other technologies that can be incorporated into America’s commercial building infrastructure that address 20 percent of America’s demand for finite and expensive energy resources. Moreover, energy efficiency is the most cost-effective investment in America’s energy security so we in Congress must develop tax policies that will assist America’s factories, homeowners, and building owners to reduce their energy bills.”

Senator Feinstein said: “The president today began to flesh out how we’re going to reach the energy efficiency goals he announced last week, and I’m encouraged by his plan. His idea to expand and simplify the Commercial Buildings Tax incentive parallels legislation I cosponsored last year with Sens. Snowe and Bingaman, and I think Congress should begin to debate this plan as soon as possible. We must wean ourselves off fossil fuels and encourage actions that will reduce the effects of climate change, and energy efficiency will play a significant role in that process. Today’s ideas are designed to encourage the private sector to invest in technology that will move us in that direction, and I’m eager to work with the president to make these a reality.”

Senator Bingaman said: “I am pleased that the White House continues to push for incentives for businesses and homeowners to improve energy efficiency, and I look forward to continuing to work with my Senate colleagues on creating and enacting legislation that can achieve these efficiency goals. Much of the President’s proposal echoes legislation that Senators Snowe, Feinstein and I developed in the last Congress, which would have simplified and enhanced incentives for commercial buildings and provide tax credits for the training of home retrofit professionals. Residential and commercial buildings in the U.S. account for 39 percent of our nation’s energy consumption and 38 percent of its greenhouse gas emissions. Low-cost, common-sense solutions like improved insulation, efficient lighting and more efficient heating and cooling exist today, and they work. Equally important, the good American jobs that will be created by a major retrofit of our buildings cannot be exported.”

The Expanding Building Efficiency Incentives Act of 2009 includes the following provisions:

  • Energy Efficient Homes (Section 45L Credit). Currently, energy efficient homes that are 50 percent better than code with respect to heating and cooling costs receive a $2,000 credit. The credit has been lauded as a major success by both homebuilders and energy efficiency groups with increasing market share and moving the industry to a point where in 2008, 4.6 percent of all homes sold in the U.S. qualified for the tax credit. Under the bill, this credit would be extended through 2012. In addition, the bill would create a higher standard for energy efficient new homes that are 50 percent better than code with respect to heating, cooling, water heating, lighting, and appliance energy use. These homes would receive a tax credit of $4,000 and the credit would be in place through 2013.
  • Energy Efficient Manufactured Homes (45L Credit). Energy Star manufactured homes are also eligible for a $1,000 tax credit. Low-income families spend a disproportionate amount of household income on energy, and this credit will spur energy efficient manufactured housing for these families. Under the bill the existing tax credit would increase to $1,500, and a new tier would be created for $2,500 for the new Energy Star standard that will take effect in 2010 and be significantly more stringent.
  • Energy Efficient Low Income Housing. The Low-Income Housing Tax Credit Program is an economic incentive to produce affordable housing, where federal housing tax credits are awarded to developers of qualified projects, who either use or sell the credits to investors to raise capital for housing development projects. Over 2 million units for low income families and seniors have been constructed and preserved since 1987. However, there currently is not an incentive to make these buildings energy efficient. This legislation would provide an additional 50 percent tax credit of the current new homes tax credit if the building qualifies for the Low-Income Housing Tax Credit.
  • Energy Efficient Commercial Building Tax Credit (Section 179D). Currently, an incentive is provided through a $1.80 per square foot tax credit for a building that is 50 percent better than code with respect to building envelope, lighting, and the HVAC system. In addition, there is a partial deduction for any one of the three components above of 60 cents per square foot. This legislation would build on the existing credits and increase the deduction to $3 per square foot and a partial deduction to $1 per square foot.
  • Energy Rating. The bill also includes a tax credit for an individual to undergo an energy rating, or energy audit, to determine what energy efficiency investments are necessary. This industry is developing in the State of Maine, and with a third of all Maine homes constructed prior to World War II, there is a substantial amount of savings that are possible with advanced energy ratings. The tax credit is equal to $200.
  • Energy Rating Training. The bill includes a $500 tax credit for training expenses of an individual to become an energy rater. As mentioned above, it is critical that the individuals who perform these energy audits are well trained and provide recommendations that are cost-effective.

Source: Efficiency First

$99 Energy Audit – Summer Weather Sale!

by Shana Fong on February 8, 2011
TAGGED WITH 

We’ve been enjoying the recent warm weather so much that decided to hold a “summer weather” sale in celebration. For a limited time, we’re only charging $99 for a home energy audit (they normally cost $295).

This sale lasts as long as the weather is warm, so don’t delay – give us a call or email before it turns cold again.

(877) 303-0979
http://www.recurve.com/quick-start/

The Unsung Hero of Our Times

by Shana Fong on
TAGGED WITH 

In a recent post on Grist, Steve Cowell of CSG calls energy efficiency the “unsung hero of our times,” stating:

New economic analysis shows that clean energy legislation will create up to 1.9 million new jobs, increase annual household income by up to $1,175, and boost the GDP by up to $111 billion. Over the years, study after study, from groups like the Center for American Progress and the American Council for an Energy-Efficient Economy, have supported the direct correlation between green industry growth and jobs. Eighteen months ago, findings from a study by the Pew Charitable Trust found that green jobs are growing at a national rate of 9.1 percent, while traditional jobs are growing by only 3.7 percent.

Investing in energy efficiency is a win for homeowners, out-of-work construction workers, the economy, and the environment.

Matt Golden named Top Cleantech Mover/Shaker for 2nd Year in a Row

by Shana Fong on February 4, 2011
TAGGED WITH 

We are honored that Recurve founder Matt Golden has been named to RoseRyan’s list of Top 25 Cleantech Movers and Shakers in Northern California. Matt joins the ranks among luminary figures such as Shai Agassi of Better Place, Elon Musk of Tesla, and KR Sridhar of Bloom Energy.

This is the second year in a row that Matt has been named to this illustrious list. For more, check out the full list here.

« Newer PostsOlder Posts »