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Author: Energy Circle, LLC
Publication Date: 2017

This marketing plan template was developed to assist Home Performance with ENERGY STAR (HPwES) participating contractors develop their marketing plans.

Author: Energy Circle, LLC
Publication Date: 2017

This marketing tactics spreadsheet was developed to assist Home Performance with ENERGY STAR (HPwES) participating contractors.

Author: NYSERDA
Publication Date: 2017

New York Home Performance with ENERGY STAR offers a series of training videos for new contractors covering topics such as creating processes and procedures to manage projects, consumer incentives and financing options, and Quality Assurance (QA) inspections.

Author: U.S. Department of Energy
Publication Date: 2016

This summary from a Better Buildings Residential Network peer exchange call focused on strategies for contractor training.

Author: U.S. Department of Energy
Publication Date: 2015

This summary from a Better Buildings Residential Network peer exchange call focuses on how mentoring on sales skills and business management helped one contractor increase sales and become more profitable. The call also covered top tips for supporting contractors, such as helping contractors develop systems to be more efficient in completing projects and creating a service plan with customers for additional improvements in the future.

Monitor the effectiveness of contractor and workforce development efforts, motivate improvement, address low performers, and adapt on a regular basis.

 Implement contractor coordination and workforce recruitment and training in concert with other program components

Develop contractor engagement, quality assurance, and workforce development plans that include strategies, workflow, timelines, and staff and partner roles and responsibilities.

Develop workforce and contractor engagement procedures, forms, and materials

Establish relationships with contractors who will deliver program products and services, and with organizations that train and certify workers.

Solidify your program strategy and decide which customers you will focus on; what products, services, and support you will provide; and how you will partner with contractors and others to deliver services to your customers.

Support and partner with the workforce who will deliver your program’s energy efficiency services by understanding their capacity, recruiting contractor partners, enabling technical training and business development support, fostering clear communication, and refining program processes over time, in partnership with your workforce.

Launch your financing activities in coordination with other program components.

Develop the procurement, outreach, and loan support resources required to perform your financing activities.

Develop processes, strategies, and procedures to continuously improve your organization’s operations and position in the market.

Publicize benefits and lessons learned resulting from your organization’s success in the market.

Monitor the effectiveness of marketing and outreach strategies and adapt as needed.

Improve your program’s efficiency and effectiveness through regular information collection, assessment, decision-making, adaptation, and communication.

Develop the necessary materials, tools, and staff capacity to effectively deliver and manage your program.

Establish relationships with organizations that can help deliver your program by enhancing your knowledge, resources, capabilities and access to customers and contractors.

Solidify your program strategy and decide which customers you will focus on; what products, services, and support you will provide; and how you will partner with contractors and others to deliver services to your customers.

Survey existing and potential demand for energy efficiency products and services based on an understanding of policies, housing and energy characteristics, demographics, related initiatives and other market actors.

Create your organization’s business plan, which describes how your operational and financial structure will support the delivery of energy efficiency services.

Define your business model, including market position, products and services, type of customers, financial model, governance structure, and the assets and infrastructure your organization needs.

Establish or update your organizational mission, vision, and goals to encompass energy efficiency programs.

Implement marketing and outreach activities in coordination with other program components to generate demand for your program's services.

Develop a plan and metrics to evaluate the effectiveness of your marketing and outreach strategies. 

Establish relationships with organizations that will assist with program marketing and outreach.

Author: California Center for Sustainable Energy; Home Performance Resource Center
Publication Date: 2012

This guide shows HVAC contractors how to get started in the home improvement market. It explains the approach of treating a house like a system and provides step-by-step instructions on setting up a home performance contracting business.

Author: U.S. Department of Energy
Publication Date: 2012

This peer exchange call summary focused on sales training assistance programs for contractors.

Author: Courtney Moriarta, SRA International, Inc.; Emily Levin, Vermont Energy Investment Corporation; Tiger Adolf, Building Performance Institute; Brad Geyer, Fayette County Better Buildings Initiative; Sammy Chu, Suffolk County Department of Labor; Sam Flanery, Building Science Academy
Publication Date: 2012

Presentation on five steps to building a profitable contractor base. The steps include sensible program design and administration, certification and credentialing, communicating with contractors, contractor requirements (business vs. trade), and training and sales support.

Author: U.S. Department of Energy
Publication Date: 2012

This case study discusses strategies that Fayette County, Pennsylvania used to provide Building Performance Institute (BPI) certification and business skills training to aspiring energy efficiency contractors.

Author: U.S. Department of Energy
Publication Date: 2012

This case study explains how Efficiency Maine provided contractor sales training to boost upgrade conversions.

Author: U.S. Department of Energy
Publication Date: 2012

This guide discusses the findings of research in moving existing companies, with a focus on HVAC, to deliver more comprehensive energy saving upgrade services. It also helps the industry understand the business processes and strategies for transitioning to such an approach.

Author: Kat Donnelly, EMpowerDevices; Kerry O'Neill, Earth Markets
Publication Date: 2012

Connecticut's Neighbor to Neighbor Energy Challenge uses dashboards that display key project data for administrators and contractors to monitor progress over time. The program has evaluated performance at different steps in the process and identified strategies to improve performance where needed, such as sales training for contractors, energy advisors, monthly contractor scorecards, and multiple customer "touches." These improvements increased the close rate from 26 to 60 percent in one year.

Author: Lawrence Berkeley National Laboratory
Publication Date: 2011

This Lawrence Berkeley National Laboratory Clean Energy Policy Brief describes how adding sales skills to contractors' existing technical expertise helps convert more assessments into comprehensive home energy upgrades. It profiles Efficiency Maine's contractor sales training and includes a list of resources.

Workforce Development and Sales Training for Energy Efficiency Contractors
Author: Elizabeth Stuart, Lawrence Berkeley National Laboratory
Publication Date: 2011
Presentation, Media, Transcript

This webcast reports on the energy efficiency services sector workforce size, expectations for growth, and training needs and features a case studies from Efficiency Vermont and Efficiency Maine.

Develop processes to evaluate your organization’s strengths, weaknesses, and market position on a regular basis.

One of the hurdles that many homeowners face when considering home energy upgrades is how to pay for them.  Contractors, as program partners who work with homeowners face-to-face, are in a unique position to help them address this concern by suggesting financing offered through the program. Many residential energy efficiency programs have found that training contractors on available energy upgrade financing products fosters greater understanding and uptake of those loan products. Working...

Residential energy efficiency programs striving to improve conversion rates from customer interest to completed upgrades have realized that contractors are typically the primary link between customers and their programs. Many successful programs have empowered contractors to promote program services through sales training and co-marketing. A comprehensive evaluation of over 140 programs across the United States found that successful programs have contractors who are skilled at helping...