Monday Full Day Workshops

Full Scope Retrofits for Performance & Profit: The How Tos of the Work & the Business. Part Four: Business and Sales Processes of a Deep HP Retrofit Company

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  Keith O'Hara

  President
  Eco Performance Builders, Inc.
  Concord, California

Business Operations of a deep hp retrofit company

In this session I will describe how a high performance full scope retrofit company can do great work and make a profit.
My company has been doing deep home retrofits, including hvac, insulation, air barriers, etc, for the last 8 years. We have lost money and we have made money but the one thing we never do is compromise on quality. With an almost $0 marketing budget, we have kept work coming in with our reputation and made a profit along the way.

Selling large jobs (setting standards for what work can be done when)
Measuring and making profit
Workforce hiring and development
Personnel structure
Feedback loops

Learning Objectives:

• Describe how to measure if you're making profit on the work you do on an item by item basis
• Define how much the quality work you do should be sold for
• Describe to your sales people the benefits to you and your customers of selling large scope retrofits