BUS 3 - From Weatherization to Performance Contracting

Wednesday, May 18, 2005  ·  3:45 PM - 5:25 PM

Home Performance Business

BUS 3

From Weatherization to Performance Contracting

Over the past decade, some contractors have begun using the knowledge and skills they have used in subsidized weatherization work in private sector fee-for-service and for-profit work. While home performance contracting represents an opportunity for a broad range of residential contractors, there are unique opportunities - and challenges - to those familiar with weatherization assistance work. The session will share the insights of two home performance contractors who apply home performance concepts in the market, one from an agency perspective, and one from a private sector contractor perspective. Challenges touched on will include marketing and sales, running jobs, changing the mindset of crews and crew chiefs and others in your organization. We’ll talk about what’s worked and what hasn’t. There will be time for discussion and questions.

By attending this session, participants will

1. Learn how to incorporate high performing weatherization measures in private sector work

2. Understand the challenges and rewards of offering services that are superior, and often more expensive, than the competition

3. Discover that a market for "performance contracting" exists

Keywords: building science, business development, contractor, housing performance, market transformation, performance, profitability, whole house, weatherization, marketing

David Robinson, Renaissance Total Comfort Systems, Fresno, CA

Terry Sanders, Ozark Action, Inc., West Plains, MO

Type: 100 Minute Session
Track: Home Performance Business

Course Presenter(s):

• David Robinson
• Terry Sanders