California: Building Profits with Home Performance: HP Sales & Marketing Boot Camp at the Association CA Regional Home Performance Conference & Trade Show
Expand your knowledge. Grow your business.
November 14, 2017
Hilton Long Beach
701 W Ocean Blvd
Long Beach, CA
Thank you for joining two of the industry’s leading thinkers for an intimate one-day intensive workshop. Together we focused on sales, marketing and business administration. The workship was presented by Home Performance with ENERGY STAR® and the Home Performance Coalition (HPC). Peter Troast, CEO and Founder of Energy Circle, LLC, and Ed Matos, President and Founder of Competitive Advantage Consulting, shared their insights and experiences in order to help you gain business success.
We are thrilled that you took advantage of this unique, in-depth, coordinated training developed exclusively for Home Performance with ENERGY STAR contracting companies and programs. You received training and coaching in an integrated, custom-designed series of sessions, where you learned proven techniques for growing your home performance business. With a combination of presentations, interaction and take away materials, this Workshop provided outstanding insights into proven management methods and tools to implement them. Two leading business minds in home performance, Peter Troast and Ed Matos, worked with you to take your ideas from conception to implementation to measurable growth. Thank you for attending. As promosed, below you will find some handouts from Peter and Ed to help you further your educational experience.
Material from Presenters:
From Peter Troast:
Slides & Handouts
Marketing Plan Template
Marketing Tactics Spreadsheet Template
Conversion Rate Spreadsheet
From Ed Matos:
Hear what others said about this training from from previously attended Boot Camps
"Both Peter and Ed are wonderful presenters. Their style kept the day feeling fresh and not tiresome. BRAVO!"
"Info about Web based marketing and the sales training. Good to hear ideas as to how to incorporate HPWES into my marketing."
"Both presenters displayed excitement while talking about sales and marketing. Both presenters answered questions and were helpful. Of all the presenters I have seen this was by far the best I've attended in years. Thank you!"
"The Speakers Paul and Ed were amazing. Very good at facilitating and making complicated things easier to understand."
"Thank you for your time and training!"
"both speakers had excellent communication skills. information was on target and specific to our hvac business. very sorry i missed the pm session, unfortunately i had prior plans."
"Ed was engaging and funny and held my attention. Peter was also good."
"Both presenters did an excellent job considering that they were covering a lot of material in a short period of time. They provided content and action items that participants could implement in their organizations."
"They were both very educational speakers. Very friendly and kept the attention of their audience."
"Ed Matos was very enthusiastic and upbeat."
About Registration
Full Conference Late Registration: $475 (begins 10/13/17)
Late One-Day Pass: $250 (begins 10/13/17)
Why Make it a Two Day?
We welcome you to join together with industry leaders along with fellow weatherization professionals, home performance contracting businesses, program administrators, and others working in the residential energy efficiency industry for a second-day of cutting edge education at the 2017 HPC California Regional Home Performance Conference, hosted by Southern California Edison and Southern California Gas Company, November 15, 2017. Together we will:
Discover the latest in building science and technical information along with strategies to run a home performance business or program efficiently, and key updates on policy and new technologies to stay ahead of the curve, specifically tailored to the Pacific Northwest.
Connect in a candid exchange of ideas with presenters, exhibitors, and other attendees over lunch or during casual conversations at the Trade Show, while also earning CEUs to gain or retain your credentials.
Engage with product manufacturers and distributors, smart technology companies, educational institutions, utilities, nonprofits, government agencies, industry media, trade associations, energy consultants, and more at the boutique HPC Trade Show.
Fun Stuff Around Town
Long Beach is a coastal city and port in Southern California. Moored in its Queensway Bay, RMS Queen Mary is a retired ocean liner and museum ship. The waterfront Aquarium of the Pacific features touch tanks and a shark lagoon. Modern and contemporary works are on display at the Museum of Latin American Art. Rancho Los Cerritos is a 19th-century adobe home and museum set in expansive gardens. Check out 50 awesome things to do in Long Beach!
Book your stay today!
Hilton Long Beach
701 W Ocean Blvd
Long Beach, CA 90831
$184/night - Special Rate
Attendees should identify themselves as being part of the 2017 HPC CA Regional rate in order to receive this special group rate.
Regular Guests Conference Block: HR2
Government per diem block: HG2
Attendees may call 1-800 HILTONS, reference Hilton Long Beach, and appropriate code above to book into the block.
You may also simply input the code on www.hiltonlb.com.
Situated in the heart of downtown Long Beach's business district, adjacent to the World Trade Center, the Hilton Long Beach offers comfortable accommodations, deluxe amenities, and exceptional customer service in a classically elegant setting. With 30,000 square feet of flexible meeting and event space, the Hilton Long Beach is ideal for corporate gatherings or social celebrations of any kind. Conveniently located only seven miles from Long Beach Airport, and just a short drive from LAX, the Hilton Long Beach is surrounded by an array of exciting things to see and do like the Aquarium of the Pacific and the legendary Queen Mary. Ideal for business travelers in town for a conference or event, and families visiting the many local area attractions, the Hilton Long Beach bridges the gap between productivity and relaxation for a hotel experience worthy of the Hilton name.
PARKING
The property offers self-parking for overnight guests at $22.00 per day with 24 hour in/out privileges and overnight valet at $28.00 per day with 24 hour in/out privileges. Rates are subject to change without notice.
Group received $15 discounted self-parking. Hotel offers three parking options:
• Valet
• Self: underground garage
• Self: outdoor surface lot
EARLY DEPARTURE FEE
In the event a guest who has requested a room within the Room Block checks out prior to the guest's reserved checkout date, Hotel will add an early checkout fee equal to one night’s room and tax to that guest's individual account. Guests wishing to avoid an early checkout fee should advise Hotel at or before check-in of any change in planned length of stay.
Earn up to 10.5 CEUs
HPC is a continuing education service provider, and many sessions offer credits for advancing attendees’ professional careers through educational opportunities from allied organizations.
As a unique feature, we are offering additional opportunities for you to earn extra CEUs. Those who attend the entire Sales & Marketing Bootcamp on Day One will earn 6 BPI* credit hours. Those who also attend Day Two will earn an additional 4.5 CEUs.*Please note, to earn BPI CEUs for the Bootcamp attendees must attend the full day of Bootcamp programming. Partial credits will not be given.
Frequently Asked Questions (FAQs)
How will I receive CEU credits for attending this boot camp? You must attend the entire boot camp to recieve CEUs. When registering online, you will be prompted to indicate if you want to receive CEUs and, if yes, which of the approved CEUs you want. Some of the CEUs require your membership identification number. Post conference, your attendance information will be submitted to the appropriate CEU accrediting bodies.
Can I attend the exhibitor trade show? Yes, trade show access is included in the registration fee. It includes heavy appetizers and a cash bar.
If I attend Day One bootcamp and want to join for Day Two of HPC’s conference, will I have missed necessary content from the conference’s first day? The bootcamp is an immersive experience - from when you arrive until 5pm - you will be with your trainers and your peers diving deep into content. At 5pm, you are welcome to join the conference attendees at the HPC trade show reception. We hope that you will stay for Day Two to continue your educational experience with more business sessions or a different path all together - the choice is yours. All sessions are stand-alone. You will not have needed to attend Day One to participate in Day Two sessions.
Are meals included during the conference? Continental breakfast and lunch are included on Day One for bootcamp and Day Two of the conference.
Can I share a conference badge with someone else and rotate our attendance? No. Each attendee must purchase an individual conference registration. One day passes are available in addition to the full conference registration if you cannot attend both days.
Can I cancel a registration? No refunds will be given as of October 13, 2017. Requests for refunds that received in writing through 11:59 p.m. on October 12, 2017 will be granted, minus a $75 cancellation fee for attendees and a $625 cancellation fee for exhibitor tables. For anyone registered by invoice, HPC must receive payment by Friday, October 27, 2017.
Can I transfer a registration to another person if I am no longer able to attend? Yes, there is no fee to transfer a registration. You can return to the online registration form and select the option to “Update an Existing Registration” or you may contact HPC.
Day One – Bootcamp Presenters
Peter Troast and Ed Matos have a wealth of experience in the disciplines of sales and marketing; a deep, real world understanding of the challenges of selling energy efficiency services; but more importantly the tools and knowledge to put in place to perform at a high level.
Ed Matos, Competitive Advantage Consulting
President and Founder of Competitive Advantage Consulting, Ed Matos brings to the table over fifteen years of sales and sales management experience. Competitive Advantage Consulting is a sales consulting firm specializing in executive management strategy, training platform implementation, and salesperson development. We focus on working with businesses in or related to the Home Performance, HVAC, and residential energy efficiency sector. Before starting Competitive Advantage, Ed served as vice president of sales for Powersmith Home Energy Solutions, winner of DOE’s Housing Innovation Award for Home Performance with Energy Star Participating Contractors for Market Leadership, Energy Savings, and Sales and Marketing in 2013. Ed was responsible for hiring, training and managing a team that grew sales revenue from $2.7 million to $8.6 million in three years. Prior to managing and leading his team, Ed achieved over four million dollars in personal home performance and HVAC sales, as well as devoted his time to compiling and finding the resources to effectively train and educate others
Peter Troast, Energy Circle
Peter is recognized as one of the country's foremost authorities on marketing for home performance, HVAC and other efficiency related contracting companies. He authors the widely-read Energy Circle blog and is a passionate advocate for the power of the whole house home performance business model. He and his team work with over 350 companies in 49 states to grow their businesses through services like website design and development, search engine optimization, lead generation, and strategic content production. He is a popular and high ranking speaker about marketing for contractors at ACI, RESNET, ACCA, BPI, and EGIA conferences and events. For 2015, he received the Tony Woods Award for excellence in advancing the home performance industry.
Joining for Day Two?
The HPC California Conference will feature sessions to enhance your building science knowledge and skills, and share the most current information and best practices for weatherization and home performance operations, business and policy.
The 2017 HPC California Home Performance Conference will bring together residential energy efficiency professionals in Long Beach, California. The conference features incredible sessions and workshops, unlimited networking opportunities, and a top-notch, boutique exhibit hall. HPC will be accepting session proposals beginning June 8, 2017 that reflect the best thinking, practices, research and innovation in the field via the online proposal system until Friday, August 11, 2017, midnight PT. Stay tuned for Day Two conference session presenters, agenda releases September 21, 2017. Learn more here about HPC sessions and how to become a presenter.
Schedule
8:00-8:30
Continental Breakfast
8:30-8:45
Welcome and Intro: HPC & HPwES
8:45-9:45
Peter Troast
Start Here: Evaluating the Current State of Your Marketing--Learn how to objectively evaluate the current state of your marketing effort. What’s working, what’s not, and what approaches you can use to measure marketing performance. Understand the process of marketing planning and, with a provided template, learn the steps to building a solid, actionable, measurable marketing program. Understand the difference between Cost per Lead (CPL) and Cost per Acquisition (CPA) and how to evaluate strategies on the basis of ROI.
9:45-10:00
Break
10:00-11:00
Ed Matos
Connecting Your Marketing to Sales: It all starts with the phone. The importance of customer intake and pre-qualification as the beginning of your sales process. Controlling your messaging, language, and setting your salespeople up for success. How to get the most out of your Customer Service Specialists handling intake and acquisition by increasing their volume, skill level, competency, and efficiency. How to create and utilize employee scripts to support this process.
11:00-11:15
Break
11:15-12:15
Peter Troast
Foundations of Your Marketing Program: including your presence on the web with your primary website, and how to optimize for both search engines and people, SEO to improve organic traffic; authority and rankings; local and mobile search. We’ll also discuss your company’s presence throughout the internet in social media, citations, and reviews.
12:15-1:00
Lunch
1:00-2:00
Ed Matos
Defining Your Sales Process: Consultative Education Based Selling. Best practices in creating and sticking to a repeatable and successful Home Performance sales process -- from onboarding and training salespeople to ensuring performance in the field. Plus tactics to properly leverage the power of the Home Performance with Energy Star (HPwES) brand to positively impact your sales and marketing process.
2:00-2:15
Break
2:15-3:15
Peter Troast
Proven Marketing and Advertising Tactics that Generate Cost Effective Leads. From Energy Circle’s deep data set on home performance & HVAC marketing, learn about cutting edge lead generation opportunities such as Pay Per Click Advertising, retargeting, paid social media channels; email subscriber growth, third party review management, and many traditional approaches that continue to perform.
3:15-4:15
Ed Matos
Closing the Business, Driving Referrals and Pipeline Management: 1) Signing at the Kitchen Table. Focusing in on the art of sales psychology as it relates to the linguistics of selling, building relationships and thus closing. 2) How to capitalize on your biggest fans and connect that back to your marketing efforts. 3) Using your CRM to effectively manage your sales team, get the most out of your pipeline and properly forecast / plan ahead for future growth and sales hires.
4:15-5:00
All: Q&A, Commitments, & Closing
5:00-6:30
Networking at the Conference Reception: A Chance for Participants to Chat Informally w/ Experts over heavy appetizers at the Trade Show.
