Overcoming Challenges of Contractor Education and Engagement Presented by: Stephen Michael Self Vice President – Partner Relations Director – Leadership Academy EGIA – SSelf@EGIA.org – 720.771.1708

EGIA – 80 Years of Service

Leadership Academy

• Web Exchange • Workshops • Contractor Exchange • Business Performance Makeover Contest

Leadership Academy

Through direct engagement, webinars, presentations, workshops and Contractor Exchange’s, Leadership Academy challenges organizations to commit to implement sustainable business practices, and encourage the firm owner’s and management staff to actively participate in their, and the company’s, long-term growth while integrating utility and government programs into successful business models.

Leadership Academy

• Marketing Home Performance

• Internet Marketing

• Social Media Marketing

• Sales 101

• Business Development

• Marketing Management

• Financial Management

• Sales Management

• Public Relations Management

• Home Performance Thermal Imaging: Explained

• Business Models for Energy Auditors/Raters

• From Energy Auditor to Home Improvement Contractor

• Growing Your Home Performance Business

• Home Performance – Successful Communications

• Alphabet Soup for Home Performance

• Marketing Your Business

• Communicating Your Message

• Contractor Best Practices Worth Stealing

• Closing at the Kitchen Table

• Home Improvement Industry Perspective

• Partnering with Utilities and Municipalities to

Maximize Incentive Payments

• How to Increase Your Kitchen Table Close

Ratio with Financing

Makeover Background

Makeover Background

Business Performance Makeover Contest

Business Performance Makeover Contest

EGIA Goals for Contest

Model Behavior of Best Practices for Successful Contractor Business 1. Align contractor with direction of industry 2. Articulate & Model key attributes of successful “average

sized” home performance & single-measure contracting business

3. Define a clear path for traditional contracting businesses to transition to home performance

EGIA Goals for Contest

Contest Goals: • Demonstrate the growth potential for contractors that participate in industry,

utility, government, and manufacturer/distributor programs that embrace home energy efficiency initiatives.

• Illustrate how two contractors can take full advantage of business development consultation, products and services available nationwide that target home energy efficiency contractors.

• Motivate all contractors who enter the contest to do their own “contractor makeover” by embracing the business development consultation, products and services provided to the winning contractors.

• Model a collaborative process of how individual home energy efficiency related organizations can work together to grow the energy efficiency contractor industry

Advisory Board

1. EGIA Representative – Ed Thomas 2. BPI Representative – Tiger Adolf 3. ACI Representative – Amy Fazio 4. Efficiency First Representative – Jared Asch 5. Home Energy Magazine Representative – Tom White 6. GE Capital Representative – Lisa Brown 7. Recurve Representative – Matt Golden 8. GreenHomes America Representative – Brett Knox 9. WellHome Representative – Rick Gerardi

Question for you?

What are the Critical Success Factors for Home Performance Contractors?

Overcoming Challenges of Contractor Education and Engagement Presented by: Stephen Michael Self Vice President – Partner Relations Director – Leadership Academy EGIA – SSelf@EGIA.org – 720.771.1708