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SELLING ENERGY EFFICIENT HOME IMPROVEMENT
Sales Tools That Drive Increased Homeowner Participation In Utility/ State Sponsored Efficiency Programs
Four Corners Utility Efficiency Exchange
August 15, 2008
The Electric & Gas Industries Association is a 76 year old non‐profit organization with a mission to advance energy efficiency and renewable
energy solutions through a nationwide network of manufacturers, distributors, utility & state energy efficiency program sponsors and
thousands of leading home improvement contractors.
Thousands of affiliated contractors nationwide
EGIA brings all facets of the home improvement market together towards one common goal …SAVING ENERGY!
Source: Home Improvement Research Institute (Feb. 2008)
GENERAL DOWNTURN IN HOME IMPROVEMENT MARKET TO CHALLENGE SPONSORED EFFICIENCY PROGRAMS
Homeowners Are Asking, “Can I Afford To Do This Now?
IT’S EASY TO SELL IN A THRIVING GROWTH ECONOMYHowever, Only The Best Prepared Will Succeed In Today’s Economic Climate
Top Tier Contractors Consistently Do The Following:
DIVERSIFICATIONSelling more then one product helps prevent seasonality and drives more profits through add on sales.
SALES CONSISTENCYA pitch book or laptop presentation that kept salesmen consistent and helped overcome hidden objections.
MARKETINGSpend money to make money and have a message with a clear call to action.
FINANCINGOffering a low monthly payment option or for people that could afford to pay cash, a no interest / no payment option.
WE ASKED CONTRACTORS THE SECRETS TO THEIR SUCCESS
If The Contractor, While In The Home, Doesn’t Have The Tools and Training
To Close The Sale It’s A Lost Opportunity For The Contractor
and The Program Sponsor!
PROGRAM SPONSORS SHOULD BE ASKING THEIR CONTRACTOR BASE“ HOW CAN WE HELP YOU SUCCEED”
Energy Efficient Home Improvement First, Not
The Granite Countertops!
There are many competitive forces vying for the homeowners disposable income
In today's economic climate, optional energy efficiency investment is getting even tougher for consumers to justify.
Competition To Consumer Participation In Energy Efficiency Programs Is Any Product That Takes Away The Consumers Disposable Income !
WHY ARE CONTRACTOR SALES TOOLS and TRAINING SO IMPORTANT?
GIVE THE CONTRACTOR TOOLS THEY NEED TO SUCCEED
CONSUMER MARKETING TOOLSProgram sponsor marketing to consumers through bill inserts, direct marketing, case studies and media.
Drive Consumer ReferralsReduce Contractor Cost of Sales
CONTRACTOR MARKETING TOOLSMarketing tools for contractors that back up the program sponsors consumer marketing message.
Provide Pitch-Book Design SupportDevelop Targeted Sales Book Inserts
CONTRACTOR TRAINING TOOLSEffective training of both the technical and the sales side of the business.
The Technician and The Salesman Are Typically Not The Same Person
COMPREHENSIVE FINANCING TOOLSMakes the energy efficient home affordable especially when complimented with program sponsor incentives.
Home Energy Efficiency Doesn’t Occur Until It’s Financed
Home Efficiency Happens When The Contractor Can Clearly Communicate The Value Proposition and Has The Training
and Tools To Overcome Objections!
PROGRAM SPONSOR CONSUMER MARKETING TOOLS
CONSISTANT MARKETING TO DRIVE LEADS
Web, Bill Inserts, Bangtails, Mailers, Media Events
MARKETING MUST HAVE CALL TO ACTION
This Should Give The Homeowner A Reason To Invest Their Disposable Income On An Optional Energy Saving Project. (Create A Sense Of Urgency)
MARKETING SHOULD MIRROR CONTRACTOR TOOLS
This Provides Independent Third Party Validation
Consumer MarketingPlants The Seed
CONTRACTOR MARKETING TOOLS
Utility Branded Applications
One Page Program Descriptions
1. Simple One Page Program Descriptions To Provide Quick Reference For Sales People
2. Consumer Marketing Flyers / Sales Book Inserts With Data Supporting Energy Efficient Home Improvement
Provide Pitch-Book Inserts
3. Access To Marketing Materials With Data To Support Potential Energy Savings And Comfort.
4. White Papers and Customer Testimonials
Sales Book Inserts
Contractors Need Program Branded Materials To Give Third Party Validation That Home Energy Efficiency Is The Way To Go!
Leverage The Program Sponsor and ENERGY STAR Brand Recognition
Technical & Sales Training Key To A Successful Home Energy Efficiency Program
WELL ROUNDED TRAINING IS KEY!
It All Starts With The Sale!
If Contractors Cannot Sell Home Energy Efficiency, Then There Is Nothing To Install Correctly.
Contractors Need To Understand The Value Proposition.
ONGOING CONTRACTOR TRAINING CRITICAL!
Contractor Field Services?
Sales & Marketing TrainingTechnical Training
CONTRACTOR TRAININGDeliver Sales Training Not Just Technical Training
The Average American Has $5,000 In The Bank.
So It’s Not Surprising That The Biggest Hurdle Consumers Face When Embarking On Home Energy Efficiency or Renewable Energy Projects
Is Usually Money!
FINANCING IS THE KEY TO UNLOCKING THE VAST POTENTIAL FOR ENERGY EFFICIENT HOME IMPROVEMENT
65% Of Homeowners That Demand To Use Their Own Financing Never Close The Deal.
However, Only 10% Of Homeowners Cancel Projects From Contractors That Offer and Secure Financing.
More Than Half Of The Homeowners Who Completed Remodeling Projects Costing At Least $5,000, Borrowed Money To Pay For The Work.
Giving Homeowners Access Low Cost Financing Makes Energy Efficient Home Improvement Affordable and Gives
Contractors A Powerful Tool To Close More Deals
RESULTS FROM AN INDEPENDENT FINANCING INDUSTRY SURVEY
ENERGY EFFICIENT HOME IMPROVEMENT FINANCING TO FIT ALL JOB SIZES
IDEAL FOR LARGER HOME EFFICIENCY OR HOME PERFORMANCE with ENERGY
STAR PROJECTS AND SOLAR PV
12.99% APR Standard Flat Rate
Terms Up To 20 Years
5.99% to 9.99% Buy-Downs Available
Deferred Payment / Delayed Interest
Online Document Preparation
Non-Lien, No Equity Required
IDEAL FOR MID-SIZE HOME EFFICIENCY PROJECTS, HVAC, INSULATION, WINDOW
UPGRADES AND SOLAR THERMAL
Instant In-Home Approvals
7.99%, 8.99% & 9.99% Fixed For Life 1.5% & 2.0% Payment Factors Available
6/12 Month No Payment /No Interest
Branded GEOSmart Credit Applications
Non-Lien, No Equity Required
Unsecured Installment$2,500 ‐ $50,000
RevolvingUp To $25,000
HVACInsulationGeoExchange SystemsWindows & SidingWhole House Home PerformanceSolar PhotovoltaicSolar Thermal (domestic hot water & pool heating)Water HeatersWindow Treatments (tinting, shading, shudders, awnings) Energy Efficient RemodelingWind TurbinesIndoor Air QualityInstalled Generators
GEOSMART FINANCING COVERS VIRTUALLY ALL HOME EFFICIENCY MEASURES, INCLUDING BUT NOT LIMITED TO:
GEOSmart APPROVED MEASURES (Partial List)
GREEN BRANDED MARKETING & ADVERTISING MATERIALS
Branded Program Collateral
Extensive Sales TrainingHow to Sell Financing” Program
Sales Pitch Book Development
Webinars & Ongoing Sales Training
PROGRAM SPONSOR BRANDED MARKETING With An Option To Leverage EGIA Approved Contractor Designation
EGIA GEOSmartApproved Contractors
Have Passed A Screening and Review Process That Includes:
Verification Of Valid Contractor License
Satisfactory Dun & Bradstreet Check
Satisfactory Credit Check
Verification Of Solid Business Financials
Verification Of Tax ID Number
AUTOMATED CONTRACTOR REFERRAL PROGRAM Linking Interested Consumers With Sponsored Program Eligible Contractors
Easy To Use Online ProcessInstant Access To
Qualified Contractors
PROGRAM BRANDED CONTRACTOR SALES TOOLS
GEOSmart CONTRACTOR SUPPORT & RESOURCE CENTER Online Sales Tools, Training Materials and Quick Reference Guides…
Southern California Edison AC Quality
Southern California Edison Home Performance With
Energy Star
San Diego Gas & Electric Premium Efficiency Cooling
Anaheim Public Utilities Home Performance With
Energy Star
Imperial Irrigation District Efficient HVAC & Windows
Arizona Public ServicesSolar Financing
Wyoming Home Performance with
Energy Star
Maine Home Performance with
Energy Star
Arizona Home Performance with
Energy Star
Maryland Home Performance with
Energy Star
Texas Energy (TXU)Authorized Dealer Network
SAMPLE OF EGIA’S UTILITY, STATE AND COMMUNITY SPONSORED FINANICNG PROGRAMS
City of Santa Monica Community Wide Solar & Home Efficiency Project
GEOSmart Commercial Energy Efficiency &
Solar Leasing Program Now Available!
Leasing TermsNon-Brand Specific
National Competitive Pricing
Non-Profit and Municipal Leasing Available
No Financials Required From $10,000 To $75,000
Company Financials Required From $75,000 To $500,000+
Easy To Use Program With Quick Quote Available In Seconds
Contractors/ Customers Can Apply Online With Same Day Response
COMMERCIAL ENERGY EFFICIENCY & SOLAR FINANCING
COMMERCIAL ENERGY EFFICIENCY & SOLAR FINANCING
Online Application Processing
Instant Payment Quote
CONTACT INFORMATION
Bruce MatulichExecutive Director
(916) 480-7314 Office(408) 781-4643 Cell
