Roles & Responsibilities
- Event organizer: Building Performance Institute (BPI)
Host sponsor: New York State Energy Research and Development Authority (NYSERDA)
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Co-host for Long Island Exchange: Long Island Power Authority (LIPA)
- Sponsor: Electric & Gas Industries Association (EGIA)
Growing Your Business in a Difficult Market
May 15-16, 2012 at the Bulger Communication Center, Buffalo, New York &
May 17-18, 2012 at the Sustainability Institute, Farmingdale, (Long Island) New York
Preliminary Agenda (as of 5/10/12)
May 15 in Buffalo & May 17 in Farmingdale
This day's event qualifies for up to 2.5 BPI and 5 NARI CEUs
11:00am - 12:00noon
Registration and networking with table-top displays.
12:00noon - 1:00pm
Opening Keynote Presentation with Buffet Luncheon
Building Your Business with Home Performance and Green Jobs/Green New York
BUFFALO
Bryan Henderson, Project Manager, New York State Energy Research and Development Authority
Learn how to use new statewide incentives that bring financial support to home performance customers. Bryan has over 20 years of experience in the residential construction and energy efficiency trades. Since joining NYSERDA in 2002, Bryan has worked with teams to develop and implement the New York Home Performance with ENERGY STAR®, Assisted Home Performance with ENERGY STAR® and EmPower New YorkSM programs. Most recently, Bryan helped launch the Free/Reduced-Cost Residential Energy Audit initiative of the Green Jobs – Green New York Act of 2009.
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LONG ISLAND
Michael D. Hervey, Chief Operating Officer, Long Island Power Authority
Hear first-hand a top utility executive view of the future of the Long Island Power Authority and of energy on Long Island. Energy demand, energy efficiency and "green" building are all part of that future, supported by tools such as the On-Bill Financing program.
Michael Hervey has responsibility for oversight of the operations, customer, resource, and industry facing aspects of LIPA's T&D business and oversees the organization of the corporate office and contractual outsource agreements. The COO oversees development and maintenance of T&D business practices, policies and procedures, and associated functions of each. He also currently directly supervises the operational aspects of the T&D System and direct oversight responsibilities include planning, engineering, fleet management, construction, reliability, project management, system operations, and power restoration. He has over 29 years of experience in various operating roles in investor owned utilities and at the Authority.
1:00pm - 2:00pm
Performance Contractor Snapshots
Learn from owners of successful building performance companies:
- How they transformed their companies from selling and installing single measures (HVAC, insulation, windows, etc.) or traditional remodeling to embrace a "home performance" approach
- How they leverage federal, state and utility incentive programs to generate larger sales with higher margins
- How they market their business using innovative methods
Panel Members:
BUFFALO
Moderator: Conrad Metcalf, Executive Director, Building Performance Contractors Association of New York State
- Damian Hodkinson, True Energy Solutions
- Brian Paterson, New Buffalo Impact Inc.
- Frank Cowles, Energy Saving Solutions
- Todd Blackley, Building Performance Solutions
LONG ISLAND
Moderator: Dick Kornbluth, Building Performance Contractors Association of New York State
- Steve McKenna, Murtha Construction
- Dan Kartzman, Powersmith
- Michael Parisi, GreenSeal Weatherization
2:00pm - 2:30pm
Share Costs with Customers: Working with NYSERDA and Utility Incentives
Moderator: Bryan Henderson, Project Manager, New York State Energy Research and Development Authority
Customers need all the financial help they can get to move forward with home improvements. From audits to HVAC installations, through whole house efficiency improvements, financial tools are available. But if contractors can't explain them, customers can't take full advantage. Bring your questions for this expert panel on understanding and managing incentives.
Managers share experience and tools for managing new on-bill recovery financing.
BUFFALO
- Erik Solomon, General Energy Consultant, National Fuel Gas Company
- Dan Streit, Energy Finance Solutions
LONG ISLAND
- Lisanne Altmann, Director of Residential Programs, Long Island Power Authority
- Dan Streit, Energy Finance Solutions
2:30pm - 3:00pm
Networking and Refreshment Break
3:00pm - 3:30pm
Workforce Development Partnerships
Workforce development for energy efficiency is available through a coordinated effort between the NYS DOL and NYSERDA. Learn how state programs have responded to the needs of contractors and other employers by creating special, local one-stop service centers, providing funds for working trainees, and closely matching employer needs with actual worker capabilities.
BUFFALO
Rebecca Sterling, Project Manager, New York State Energy Research and Development Authority
Rebecca Sterling is responsible for the administration of NYSERDA's Career Pathways and workforce development training programs as well as research initiatives assessing State workforce training needs under Green Jobs - Green New York
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LONG ISLAND
Sam Chu, Commissioner of Labor, Nassau County
Sam Chu is responsible for implementing one-step programs to link workforce resources with contractors in Nassau County. Sam has served Long Island as Director of Energy Efficiency for the Town of Babylon, and has been a leader in development of tools for incentives management, and community participation in energy efficiency promotion.
Mark Wyman, Project Manager, NYSERDA New York City
3:30pm - 4:00pm
Trends in the New York Energy Efficiency Market
Sue Kochan, CEO, Brand | Cool
Inform your business based on the findings from an in-depth market study conducted with New York home performance contractors and homeowners. Learn what messages are most motivating and gain insights into the most effective business and marketing strategies. Brand | Cool has been working with NYSERDA to identify successful tactics and case studies in the New York market.
4:00pm - 4:30pm
How Communities Create Customers
More than 28 communities in New York are developing marketing and outreach programs to promote energy efficiency and alternatives. This panel will discuss how these communities are increasing demand and shaping customer expectations for whole house performance contracting. Communities create thousands of opportunities for companies that know how to reach the markets.
BUFFALO
Moderator: Larry Simpson, President, Blue Springs Energy
Larry Simpson directs outreach through "Renew My Community" partnerships with local governments. Larry played a leadership role in business creation and direction of Renewable Energy Network of Entrepreneurs in Western NY, Connected Energy Corp., and Web Product Realization Network. Larry received a Master of Business Administration and Finance from Rochester Institute of Technology and a Bachelor of Science in Engineering and Management from Clarkson University.
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Panel members:
- Eric Walker, People United for Sustainable Housing
- Bill Daly, Director, Dept of Planning & Economic Development, Chautauqua County, Administrative Director/CEO County of Chautauqua Industrial Development Agency
- Thomas Hersey, Deputy Commissioner, Environment & Planning, Erie County
LONG ISLAND
Moderator: Mark Wyman, Project Manager, New York State Energy and Research Development Authority
Panel members:
- Lisa Tyson, Long Island Progressive Coalition
- Rosemary Olsen, Community Development Corporation / LI Consortium
- Dorian Dale, Energy Director, Deputy Commissioner, Department of Environmental Control, City of Babylon / PACE Financing
4:30pm – 5:30pm
Partnering with Industry Allies
Larry Zarker, CEO, Building Performance Institute with Ed Thomas
Discover how BPI is helping companies manage callback risk and differentiate themselves from the competition with quality assurance, and what BPI is doing in the area of market development. Learn from key business development resources how to integrate successful and high quality practices in business operations.
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BUFFALO
Susan McCartney, Director, Small Business Development Center, Buffalo State College
Small business creation and management guidance specially developed for the energy and efficiency sector.
Michelle Knaszak, GreenHomes America
How quality assurance compliance can be managed to increase your business profitability.
LONG ISLAND
Neal Lewis, Director, Sustainability Institute at Molloy College
Learn about the long-term outlook for efficiency standards in local building codes and impact on local consumer markets.
Dave Abrey, GreenHomes America
How quality assurance compliance can be managed to increase your business profitability.
5:30pm – 6:30pm
Networking Reception with table-top displays
6:30pm – 8:00pm
Dinner at the 56th Fighter Group Restaurant
LONG ISLAND
The dinner at the 56th Fighter Group Restaurant in Farmingdale, Long Island is the monthly meeting of BPCA. If any Exchange participants want to attend this dinner, please email Annette Aylward aaylward@energytestingservices.com
The dinner costs:
$45 members of BPCA
$55 non members
Prices are for food and non alcoholic beverages…cash bar.
May 16 in Buffalo & May 18 in Farmingdale
This day's event qualifies for up to 2.5 BPI and 5 NARI CEUs
7:30am - 8:30am
Networking Breakfast with table-top displays
8:30am - 10:00am
Transforming Financial Statements into Management Tools
Mike Callahan, Partner, Callahan/Roach & Associates
Discover how to leverage information from financial statements to enhance the accountability and profitability of your business. This session focuses on those aspects of the financial statement that are key to profitable day-to-day management of a contracting firm. Skills and insights that you will gain include:
- Developing your Financial Statement
- Departmentalizing your Financial Statement
- Using your Financial Statement for Pricing
- Developing and using Job Costs
- Calculating Breakdown
- Understanding Financial Ratios
- Forecasting and Budgeting
Mike Callahan has more than 30 years of experience in the contracting industry, starting Capital City Heating and Cooling in Columbus, Ohio, in 1972 and selling the business in 1989 in order to join with Al Roach in forming Callahan/Roach & Associates, a leading management consulting firm. Mike led the training and consulting activities of Callahan/Roach until 1997, when the firm merged with Group Maintenance America Corp., a leading consolidator of mechanical and electrical contractors throughout the United States. Mike is a past President of Air Conditioning Contractors of America (ACCA), and is advising GreenHomes America® on recruiting HVACR contractors to the home performance contracting industry.
10:00am - 10:15am
Networking and Refreshment Break
10:15am - 11:30am
Marketing and Internet Strategy in Efficiency Contracting
Peter Troast, Energy Circle Pro
Few areas in business operations are changing as rapidly as marketing. Traditional approaches like the Yellow Pages are in decline. In their place is an ever changing array of marketing opportunities, and a major shift to the internet. Almost every business must have a strategy for reaching out to clients and letting them find you through the web. But with growth of social media, it's no longer just about your company website. There's Facebook, Twitter, Google Places, Angie's List and many more. This session will show participants how to decide what online tools are a good fit for their business. We'll demystify buzzwords like search engine optimization, link building, keyword volumes and pay per click advertising. Most importantly, this workshop is specifically for home performance businesses and will feature real world examples of contractors successfully using these tactics.
Peter Troast has worked in cutting edge marketing for 20 years and now deploys his expertise exclusively for efficiency contracting companies. He is a passionate, but practical, advocate for internet marketing and social media. At Energy Circle, he and his team work with home performance, HVAC, remodeling and energy audit companies in 43 states.
Download the Presentation Slides
To access a list of the links and resources referenced during Peter's presentation, CLICK HERE
11:30am - 12:15pm
Kitchen Table Presentations That Convert Leads to Sales
Ann Livingston, Director of Marketing Development, Snugg Home
Learn how contractors participating in Town of Babylon and Reenergize Westchester are converting marketing leads to customer sales for "whole house" solutions. Learn about tactics to present packages that integrate customer desires and building diagnostic findings with rebate and financing incentive opportunities.
Ann Livingston joined Snugg Home from her previous position as the Sustainability Coordinator of Boulder County, Colorado, where she worked with municipalities, the six electric and gas utilities that serve the county, the University of Colorado, non-profits, and the private sector. She led efforts to develop and implement the ClimateSmart Loan Program, a PACE program.
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12:15pm - 1:00pm
Closing Keynote Presenter with Buffet Luncheon
How Not To Get Sued
Discover the intricacies of litigation in the residential sector, both in terms of new and existing homes. Find out more about your company's liability related to the work you perform. Learn how to reduce the likelihood of a lawsuit and how to properly respond to customer complaints. You will learn to better understand your exposure to lawsuits, recognize practices that may help to prevent lawsuits and reduce insurance claims, and understand how changes in the insurance industry are affecting residential builders and contractors.
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BUFFALO
Dave Beaulieu, Conservation Services Group
LONG ISLAND
Kyle Marie Doody, Conservation Services Group
1:00pm
Adjourn to networking with table-top displays
1:00pm - 2:00pm
Breakout Sessions for Event Sponsors (optional)
Opportunity for event sponsors to meet privately with their key allies to develop strategies and tactics, and to apply insights gained at the Contractor Exchange to their particular business model, or for Sponsors to invite participants to meet with them to learn more about their product/service offerings or value proposition.
BPI Continuing Education Units Policy
Conference session sign-in sheet will be the official record for awarding BPI CEUs. Credit is awarded only to fully credentialed BPI Certified Professionals. Attendees must be individually present and signed in at the Contractor Exchange to receive BPI CEUs. Credit will not be awarded for registration alone. At the end of the Contractor Exchange, each days sign-in sheets are submitted to BPI, and BPI CEUs will be awarded based on the sign-in sheets. Credit is calculated and awarded by BPI, and BPI's determination is final. All questions related to CEUs for this event should be directed to CEUs@bpi.org.
NARI Continuing Education Units
This event qualifies for up to 10 NARI CEUs. We are pleased to announce that NARI (National Association of the Remodeling Industry) has granted CEU's (continuing education units) for this event.
Find out more about NARI on their website.