Make Whole House Contracting Work for You

Raising the Bar in Home Performance Contracting

Larry ZarkerBPILZarker@bpi.org

This Home is 90 Years Old and It Has Never

Had a Physical

What BPI Offers Standards

Certification

Accreditation

Quality AssuranceBPI

Terminology Accreditation: A professional credential awarded by

BPI to contracting companies who commit to follow BPI standards in their home performance upgrade work.

Certification: A professional credential for individuals who can prove, through online and field exams, that they have the requisite knowledge, skills and abilities to evaluate and assess homes for energy efficiency, health and safety improvements, based on BPI’s standards.

Certificate: A knowledge based exam of specific building science principles without a diagnostic testing component.

Need for Home Energy Retrofit Contracting

About a one-third of owner-occupied homes are now at least 45 years old and an additional third is between 25 and 45 years old meaning that a large majority of our homes were built before modern energy codes and are drafty, uncomfortable and expensive to operate.

Home Performance Provides Solutions High Utility Bills Dust and Allergies Comfort Issues Moisture and Mold Lead and Asbestos Climate Change Energy Independence

Drivers for Home Performance Solutions High Utility Bills Dust and Allergies Comfort Issues Moisture and Mold Lead and Asbestos Climate Change Energy Independence

What Bugs You About Your Home?

Typical home…full of systems… Drainage system Foundation system Flooring system Wall system Ceiling system Roof system Heating system Air conditioning system Ventilation & IAQ systems Moisture control systems Distribution system Exhaust systems Plumbing systems in/out Electric, Appliance

& Lighting systems Energy management system

Key Question: Do you know where your fresh air comes

from?

Furnace Filter Slot

Return Air

Corrosion on Hot Water Tank

Pipe Insulation

Building Analyst – goes beyond a traditional energy audit to perform comprehensive, whole-home assessments, identify problems at the root cause and prescribe and prioritize solutions based on building science.

Envelope Professional –quantifies performance and prescribes improvements to help tighten the building envelope (shell), stop uncontrolled air leakage and optimize comfort, durability and HVAC performance.

Heating – optimizes the performance of heating equipment within the context of the house as a system to help save energy and ensure occupant comfort, health and safety.

Air Conditioning and Heat Pump – understand the role of these systems within the whole home and how to diagnose and correct problems properly to achieve peak performance.

Air Leakage Control Installer

Certification Provides Differentiation

A 67% decline in emergency room visits due to energy retrofits!Aetna: Savings of over $600 for each asthma-related ER visit ($6,600 for a hospital stay).

Why Whole House Contracting?

Still not sure?

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Take a first step into Home Performance.Earn the NEW Building Science Principles (BSP) Certificate of Knowledge

• 100-question online exam• Companion Reference Guide• No hands on field testing • Not a BPI Professional Certification

www.bpi.org/certificate

Go to www.bpi.org/hvac

Training, Certification, Accreditation? Not one-size fits all Programs and

Customers are requiring proof of competency Above code Above licensing

What is BPI Accreditation?

A professional credential awarded by

BPI to contracting companies who

commit to offering comprehensive “whole

house” home performance solutions

for their customers.

HomeImprovement

Contractor

Customer ServiceTeam Sets

Appointment

Typical Home Improvement Sales Model

SalesContract

Conduct HomeImprovement

Work

BPI AccreditedHome Performance

Contractor

BPI CertifiedBuilding Analyst

BPI CertifiedSpecialty

Professional

Customer ServiceTeam Sets

Appointment

BPI Accredited Home Performance Contractor Model

SalesContract

ConductsComprehensive

HomeAssessment

EducatesCustomer onWhole House

Approach

Defines Scope ofWork Based on

Findings

OverseesWork in Home

PerformsInternal QC

Tests Out toStandards

Signs Off onJob

ObtainsCustomerSign-off

Solutions BasedSelling

VerifiableResults

BPI Home Performance Contractor Model

Civil suit targets 12 for carbon monoxide deaths

Three local men indicted for manslaughter

35

www.bpi.org

Find qualified contractors at www.bpi.org

Better Margins and Higher Job SizesWith Home Performance..

Summary of the Value PropositionSALES BENEFITS

• Offer customer complete solutions

• HP uses a systematic approach

• Expand your scope of services

• Improve your closing rates• Be selective about projects• Perform larger value

projects• Offer competitive financing

Examples• NY: Average Project = $8,500• CA: Average Project = $15,000

OPERATIONAL BENEFITS• Differentiate business• Reduce staff down time• Retain high quality staff• Identify qualified staff to

hire• Minimize call back costs• Fewer customer

complaints• Manage your risk• Customer

satisfaction/referrals• Increased profitability• Ability to sleep, knowing

you did it right, the first time

BPI Accreditation CostsHow much does it cost to get BPI Accredited?

Training for 2 Certifications: ($790 - $2,400)BPI Certification Exam Fees: $550 x 2 = $1,100Accreditation and Quality Assurance: 1,500/yearTotal Estimated Initial Cost: $3,390 - $5,000

EmbroidMe Franchise FeesHow much does it cost to openan EmbroidMe Franchise*?Total Investment: $66,300-$187,400Initial Franchise Fee: $35,500Royalty Fee: 5%Advertising Fee: N/ATerm of Agreement: 35 yearsRenewal Fee: $1.5K*Source: EmbroidMe Web Site

Thank you

Further Questions Contact me at: Larry Zarker

LZarker@bpi.org(202) 256-3893 (cell)