Comfortable, quiet, dust-free: qualities that people care about

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You’ve heard me talk about it again and again. The market–most consumers–aren’t as passionate about the energy performance of buildings, of homes, as you and me are. And for far too long we’ve ignored that.

To ...

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Don’t let sunk costs rule your business

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Watch out for the sunk cost trap.Contractor: “I hate our new CRM system system.”

Me: “What don’t you like about ...

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Home Efficiency Measure Pricing – How Should Programs Weigh In?

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A conversation that comes up frequently with efficiency programs is with respect to pricing. It sometimes sounds like this (an actual quote):

“We watch those contractors because some want to charge too much.”

I understand ...

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A Tale of Two Value Propositions

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Last week, I talked about value from both the benefit and the cost sides. Let’s dive into the benefit side a bit more deeply…and not the way many of us energy nerds often do.

Here’s a ...

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Build Value (from both sides of the equation) to Drive Sales

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value benefit cost

If you can’t build and sell value, you have to compete on ...

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The Home Performance Forum: Rebirth of the best online residential EE/RE/BS discussion!

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If you blinked or coughed, you might have missed a very important announcement at the National Home Performance Conference last week: The launch of the new Home Performance ...

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The Two Very Best Things About HPC’s National Home Performance Conference Last Week

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The Home Performance Coalition’s National Conference last week in Nashville was the biggest ever. Maybe the best ever, too.

The best thing? The people. I love you people. Your ...

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Home Performance Industry Survey Results

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5-orgs-logosLast fall, with generous support from E4TheFuture, a group of five industry groups, the Building Performance Institute ...

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Who runs your business? You? Or “the program”?

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At the Helm, N.C. WyethTo say the least, things look pretty volatile on the federal front. Volatile? How ...

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Energy-Efficiency Program Folks: Do You Understand the Numbers that Drive a Contractor’s Business?

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raft of the medusaWhy is recruiting contractors to participate in energy-efficiency programs often ...

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