CONTRACTOR SALES TOOLS THAT INCREASE HOME ENERGY EFFICIENCY PROGRAM RESULTS

1. CONTRACTOR SALES TOOLS THAT INCREASE HOME ENERGY EFFICIENCY PROGRAM RESULTS CUEexchange Aspen, Colorado October 24-26, 2007

2. EGIA BRINGS ALL FACETS OF THE HOME IMPROVEMENT MARKET TOGETHER TOWARDS ONE COMMON GOAL …SAVING ENERGY!

3. EGIA WORKS ACROSS ALL HOME IMPROVEMENT CHANNELS 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, utility companies, distributors and thousands of home improvement contractors. EGIA acts as the back office, administering utility company energy efficiency programs and sponsors financing and sales training for our member partners. Utilities & Non profits Manufacturers Distributors Contractors Thousands of member contractors across the nation

4. WE ASKED TOP CONTRACTORS THE SECRETS TO THEIR SUCCESS Top Tier Contractors Consistently Do The Following: • Diversification-Selling more then one product helps prevent seasonality and drives more profits through add on sales. • Sales Consistency-A pitch book or laptop presentation that kept salesmen consistent and helped overcome hidden objections. • Marketing-Spend money to make money and have a message with a clear call to action. • Financing-Offering a low monthly payment option or for people that could afford to pay cash, a no interest / no payment option. 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 utility! Utility Program Sponsors Should Be Asking Their Contractor Base “ How Can We Help You Succeed”

5. WHY ARE CONTRACTOR SALES TOOLS & TRAINING SO IMPORTANT? • 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 The Utility Energy Efficiency Program Is Any Product That Takes Away The Consumers Disposable Income ! Contractors Must Be Armed To Sell The “Sizzle and the Steak”

6. GIVE THE CONTRACTOR THE TOOLS TO MAKE IT HAPPEN Four Keys To Success • CONSUMER MARKETING TOOLSUtility marketing to consumers through bill inserts, direct marketing, case studies and media. • Drive Consumer Referrals • Reduce Contractor Cost of Sales • CONTRACTOR MARKETING TOOLSMarketing tools for contractors that back up utility consumer marketing. • Provide Pitch-Book Design Support • Develop 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 utility 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!

7. UTILITY CONSUMER MARKETING TOOLS Consumer Marketing Plants The Seed Utility Marketing Starts The Cycle! • CONSISTANT UTILITY MARKETING TO DRIVE LEADS Web, Bill Inserts, Bangtails, Mailers, Media Events 2. 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) 3. MARKETING SHOULD MIRROR CONTRACTOR TOOLS This provides independent third party validation

8. CONTRACTORMARKETING TOOLS Utility Branded Applications Contractors Need Utility Branded Materials To Give Third Party Validation That Home Energy Efficiency Is The Way To Go! • Simple one page program descriptions to provide quick reference for sales people • Consumer marketing flyers / sales book inserts with data supporting energy efficient home improvement • Help make their pitch-book sing • Access to marketing materials with data to support potential energy savings and comfort. • White Papers and Customer Testimonials One Page Program Descriptions Sales Book Inserts Leverage The Utility and ENERGY STAR Brand Equity

9. CONTRACTOR MARKETING TOOLS Creating Tailored Marketing Materials For The Contractor Should Be Easy & Convenient A great tool is an ad wizard that has marketing templates built around your home performance programs. The approved contractor simply goes to the website, uses a password, adds their logo and can order direct mail, home show, or publication marketing pieces specific to home performance. Marketing designed, ordered, and mailed out for the contractor that is fast and easy!

10. CONTRACTOR TRAININGDeliver Sales Training Not Just Technical Training Technical & Sales Training Key To A Successful Utility Sponsored 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? Technical Training Sales & Marketing Training

11. COMPREHENSIVE FINANCING TOOLS FINANCING IS THE KEY TO UNLOCKING THE VAST POTENTIAL FOR ENERGY EFFICIENT HOME IMPROVEMENT The Average American Has $5,000 In The Bank. So It’s Not Surprising That The Biggest Hurdle Consumers Face When Embarking On A Home Energy Efficiency or Renewable Energy Project Is Usually Money!

12. EGIA ASKED HUNDREDS OF CONTRACTORS, MANUFACTURERS AND UTILITY COMPANIES: What Kind Of Financing Solution Do You Want? • Consistent National Platform • High Approval Rate • Not Just For The Credit Elite • Ability To Close Deals In The Home • One Simple Application For Multiple Financing Options • Unsecured/ Secured Installment For Low Payments • 6/12 Month No Payment/No Interest • Green Branded Marketing and Tailored Sales Tools • Online Error-Free Loan Documents • Comprehensive Sales/ Program Training • No Utility Financial Risk • “With most financing programs being manufacturer specific or serving niche markets, we are extremely pleased to see that EGIA and the GE Money Sales Finance team were able to put together the first truly comprehensive national energy efficiency & solar financing program” • Sue Kateley • Executive Director, CAL SEIA

13. COMPREHENSIVE ENERGY EFFICIENCY & SOLAR FINANCING TO FIT ALL JOB SIZES

14. UTILITY & STATE SPONSORED RESOURCE EFFICIENCY FINANCING Southern California Edison AC Quality Southern California Edison Home Performance With Energy Star San Diego Gas & Electric Premium Efficiency Cooling Maryland Home Performance with Energy Star Maine Home Performance with Energy Star Arizona Home Performance with Energy Star Imperial Irrigation District Efficient HVAC & Windows Anaheim Public Utilities Home Performance With Energy Star City of Santa Monica Community Wide Solar & Home Efficiency Project

15. GEOSMART BRANDED APPLICATIONSStrong Energy Efficiency Message

16. COMPREHENSIVE SALES TOOLS & PROGRAM SUPPORT www.egia.org/GEOSmart

17. CONTACT INFORMATION Bruce Matulich Executive Director (916) 480-7314 Office (408) 781-4643 Cell bmatulich@egia.org