Three webinars for commercial HVAC contractors presented by

Webinar Series Schedule • Part 1 – July 22 nd Use Energy Services to Ensure Maintenance Agreement Renewals • Part 2 – July 29 th Winning New Service Business With Energy as the Differentiator • Part 3 – August 5 th Use Energy Services to Drive Project Revenue © 2010 Air. Advice, Inc.

Agenda – Part 1 1. 2. 3. 4. Understanding your service business metrics How energy services fit a planned maintenance program “Cancellation-proof” your maintenance agreements Qualifying your customers with ENERGY STAR® benchmarking 5. Adding energy services to existing maintenance agreements 6. Incorporating energy services into your renewal sales cycle © 2010 Air. Advice, Inc.

Service Business Key Performance Indicators • Revenue Mix – Value of PMAs – Service & revenue – Retrofit project revenue • Service revenue growth • Churn/Renewal • Profitability You can’t manage what you don’t measure © 2010 Air. Advice, Inc.

Revenue Mix Source: Business Development Resources, Commercial Maintenance Study, January 2010 © 2010 Air.

The Financial Leverage of Service PM Agreements $1 Year 2 Year 3 Year 4 Year 5 PM Agreements $1. 00 $0. 90 $0. 81 $0. 73 $0. 66 Service / Repairs $2. 47 $2. 23 $2. 00 $1. 80 $1. 62 Projects $1. 79 $1. 61 $1. 45 $1. 30 $1. 17 Total $6. 46 $5. 82 $5. 23 $4. 71 $4. 24 © 2010 Air. Advice, Inc.

The Financial Leverage of Service PM Agreements $1 Total PM Agreements $3. 02 Service / Repairs $7. 48 Projects $5. 41 Total $15. 91 Each $1 of service agreements generates the equivalent of $15. 91 in new revenue © 2010 Air. Advice, Inc.

A Tale of Two Contractors Ace Mechanical Deuce Mechanical 2008 PMA Revenue $1. 25

Look Below the Surface Ace Mechanical Deuce Mechanical Revenue from New Agreements $322 k

Multiplier Effect on Renewals Ace Mechanical Revenue from New Agreements $322 k Revenue Lost

Why Now – Building Owners’ Pain • Immediate need to reduce operating costs and improve cash flow • Tight capital budgets delaying retrofit or replacement projects • Green, sustainability pressure from corporate office and/or tenants © 2010 Air. Advice, Inc.

Controllable Operating Costs Largest Immediate Savings Opportunity © 2010 Air. Advice, Inc.

BOMA Says… NOTE: Savings assume 100, 000 sf building with initial ENERGY STAR rating

The Secret to Energy Services $1. 54 per sf 25 th %tile = $0. 85 75 th %tile = $2. 39 Median = $1. 55 Dramatic range of performance = Opportunity Source: Commercial Building Energy Consumption Survey (CBECS) Energy Information Administration, August 2009 © 2010 Air. Advice, Inc.

Why Energy Efficiency is Important © 2010 Air. Advice, Inc.

Pain = Potential for Gain Example: • 100, 000 sf building • $2 per sf in energy costs • $10, 000 cost of PM agreement Cost savings: Scenario 1 10% Reduction in PM Price Cost savings: Scenario 2 10% Reduction Energy Costs, 50% Increase in PM Price © 2010 Air. Advice, Inc.

Differentiation © 2010 Air. Advice, Inc.

What is an Energy Service Agreement? It includes all the stuff you do today, plus it… § Establishes a baseline of energy performance § Benchmarks energy performance against peer buildings § Identifies ways to improve energy performance § Provides for continuous improvement It addresses the decision maker’s pain! © 2010 Air. Advice, Inc.

Mechanical Service Agreements Mechanical Service Agreement Options Full Coverage Plus Includes equipment replacement at end of prescribed life Includes all parts and labor Basic PM Services © 2010 Air. Advice, Inc. Full Coverage Basic PM

Energy Service Agreements Energy Service Agreement Options Continuous energy monitoring & verification Energy Savings Assessment™ (every 9 months) Energy Benchmark™ (quarterly) Energy Premium © 2010 Air. Advice, Inc. Energy Plus Energy Basic

“Cancellation Proofing” Timeline ESA 1 st Meetings Too Late! 1 st Contact -3 -2

“Cancellation Proof” Your PM Agreements 1. 2. 3. 4. Probe for financial pain Make energy relevant (gain permission) Demonstrate potential savings Uncover specific “low/no cost” measures that will lower monthly utility bills 5. Implement and measure Tip the $ Balance In Your Favor © 2010 Air. Advice, Inc.

Step #1: Probe for Financial Pain • “What are the biggest issues facing your business today? ” • “Are you feeling pressure to reduce your operating expenses yet? ” • “Is that pressure from management, tenants, or both? ” • “Are high operating costs affecting your ability to retain tenants? ” • “How would reduced operating expenses improve your bottom line? ” © 2010 Air. Advice, Inc.

Step #2: Make Energy Relevant © 2010 Air. Advice, Inc.

3 Key Questions for 1 st Meeting 1. “Do you know how much you’re spending on energy today? ” 2. “Do you know how that compares to similar buildings in this market? ” 3. “If I could identify opportunities to immediately reduce your operating costs and improve cash flow, would you be interested in learning more? ” “To get started I just need to collect a few pieces of information from you. ” © 2010 Air. Advice, Inc.

Step #3: Demonstrate Potential Savings • Energy Star Benchmark • Validates your position • Offer to 100% of customers – Include as part of service proposal • Gets commitment to move to next step • Simple, easy © 2010 Air. Advice, Inc.

Step #4 Low-Cost Energy Savings Identified Temperature Fix overheating issues Eliminate weekend operation 28

Case Study – Seattle, WA Building 3 Building 2 Building 1 © 2010 Air.

Building Characteristics Building 1 Building 2 Building 3 Primary Space Type: Square footage: Weekly hours of operation: % occupied: Office 103, 340 60 95% Office 107, 040 168 93% Office 110, 111 168 71% Secondary Space Type: Square footage Enclosed: Open w/o roof: Parking 103, 340 3, 000 48, 237 7, 000 Secondary Space Type: Square footage: © 2010 Air. Advice, Inc. Data Center 5, 350

Utility Bill Comparison © 2010 Air. Advice, Inc.

Energy Benchmark Results Building 1 Building 2 Building 3 ENERGY STAR® Rating 45 2 8 Energy Cost ($ / sf) $1. 25 $3. 33 $2. 37 Energy Usage Index (kbtu / sf) 86. 2 234. 4 164. 6 Carbon Footprint (lbs / sf) 20. 8 62. 3 39. 7 Potential Savings Compared to ES 50 $3, 867 $170, 509 $106, 076 © 2010 Air. Advice, Inc.

Your Customers Need Help! Building 1 @ 2 X the cost per day! Building

The Rest of the Story • Buildings 2 & 3 had small tenant (5, 000 sq. ft. or 5% of building) with recording studio – Lots of electronics – High heat generation – Required year-round cooling • Building cooled by two 130 -ton rooftop units w/ economizers • Perimeter reheat in nearly constant use year round © 2010 Air. Advice, Inc.

The Proposed Solution • Quote the install of supplemental cooling units – Quick estimate showed payback in less than 3 months • Current status: – Detailed engineering proposal being prepared – Working customer’s budget – Continually reinforcing magnitude of waste each month to drive sense of urgency © 2010 Air. Advice, Inc.

Making the Transition to ESAs • • • Sales has to buy in Modify existing PMA scope to include ESAs ENERGY STAR® training for sales personnel Target customers in 90 day renewal window Develop low/no cost assessment methodology Build pitch book and train sales team Drive renewals & more revenue/contract © 2010 Air. Advice, Inc.

Elements of a Winning ESA Proposal • Overall customer benefits - Related back to customer pain points • Document current building performance - Energy Benchmark • Deliverables / Scope of Work - Energy services • Cost analysis of current vs. proposed service - Cost of maintenance agreement - Projected repairs - Impact to energy costs • Relevant references • T’s & C’s © 2010 Air. Advice, Inc.