CONTRACTOR SUCCESS
IN A GREEN WORLD
THE WORLD is going “green,”
“sustainable,” “high-performance,”
“earth-friendly,” “energy-e cient,”
or any number of di erent names,
but the essential point is – the
market is changing. How do you
succeed in this dynamic market?
When you think about it, it’s quite
simple: o er products and services
that solve people’s real problems.
Is there a market out there?
What is so di erent about today’s market compared to, say,
ve years ago? Today, consumer needs are di erent. Energy
costs drive energy awareness.
A survey taken in the spring of 2008 by Florida State University about the cost of gasoline shows how the cost of
energy a ects people:
ational activities.
such as credit card payments.
out basics including food, clothing and medicine.
them to fall behind nancially.”
decreased my standard of living.”
nearer to home.
According to recent U.S. Department of Energy gures,
the U.S. People are going to have the same anxieties dealing
with the energy costs of their homes and businesses.
O ering products and services that solve
people’s real problem of energy costs is the
key to success. How does a contractor do
that? Drive the market. Some contractors
say, “My customers haven’t asked me.” Statistically speaking, we know that they must
be asking someone. Studies show consumers are turning to high-performance,
energy-efficient, green homes and businesses for many di erent reasons.
e easiest thing to do to reduce energy
costs is to conserve. Conservation can be
through eliminating waste or eliminating
use. A simple example is trying to conserve
a tank of gasoline; we can stop using the
energy altogether (not driving a car) or by
getting a more fuel-e cient car. Or better
your existing car? Energy systems in a building aren’t much
di erent. We can conserve electricity by either turning o
the light or changing to a more energy-e cient bulb.
There are opportunities for business development in
maintenance and service of existing systems… the e ciency
side. Many times, there isn’t the money, or it is impractical
to change entire mechanical systems. “Making the best of
what you have,” is a common quote during hard times, and it
seems to t well today.
In the 2008 report, “Assessment to the U.S. Congress and
U.S. Department of Energy on High-Performance Buildings” ( www.hpbccc.org), one of the ndings points out an
overlooked component of green buildings: “Beyond new
nity exists to achieve higher performance in buildings by
discouraging the practice of deferred maintenance and by
vigorously encouraging practical service strategies for the
building mechanical systems. Prior decisions about operation and maintenance of systems based on the energy costs at
the time must be constantly evaluated with respect to current
and expected energy costs.”
What about the future? Opportunity exists over the next 20
years for new construction and retro t. e U.S. Conference
www.architec-
ture2030.org
AFL-CIO, said, “The need to retrofit 100-plus-year-old
homes to make them energy-e cient will demand expertise
from plumbers, electricians and general laborers.”
Opportunity exists
to achieve higher
performance
in buildings by
discouraging
deferred
maintenance and
by encouraging
practical service
strategies for
mechanical
systems.
SUCCEEDING IN THE MARKET
Again, success is offering products and
services that solve people’s real problems.
Aside from letting people know what you
have to offer, you must set yourself apart
from your competition. Become educated;
get credentials. Programs are offered by
many different organizations, manufac-
courses but also those for installation and
service technicians. Learn the language and
culture of green. Look for outside sources
to help with the cost of education.
Act of 2007) establishes an energy e ciency
and renewable energy worker training program. Individuals who are given priority
for training and other services include:
