Needs of Non EnergyFocused Contractors

C. Liaukus

Building America Retrofit Alliance (BARA)

December 2012
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Needs of Non Energy-Focused Contractors

Prepared for:

The National Renewable Energy Laboratory 

On behalf of the U.S. Department of Energy’s Building America Program

Office of Energy Efficiency and Renewable Energy

15013 Denver West Parkway

Golden, CO 80401

NREL Contract No. DE-AC36-08GO28308

Prepared by: 

C. Liaukus

Building Media and the Building America Retrofit Alliance (BARA)

4301 Lancaster Pike, Bldg. 721

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NREL Technical Monitor: Cheryn Metzger

Prepared under Subcontract No. KNDJ-0-40336-00

December 2012
iv

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v

Contents

List of Figures ............................................................................................................................................ vi

List of Tables .............................................................................................................................................. vi

Definitions.................................................................................................................................................. vii

Executive Summary................................................................................................................................. viii

1 Background........................................................................................................................................... 1

2 Research Goal and Approach ............................................................................................................. 2

3 Remodeler Evaluation.......................................................................................................................... 3

3.1 Remodeler Evaluation Summary .........................................................................................8

4 Information From Existing Home Programs...................................................................................... 9

4.1 Weatherization Assistance Program ....................................................................................9

4.2 Home Performance With ENERGY STAR.........................................................................9

5 Information From Trade Associations and Publications ............................................................... 11

5.1 NARI’s Certified Green Professional Program .................................................................11

5.2 NAHB’s Certified Green Professional Program................................................................11

5.3 Professional Remodeler .....................................................................................................12

5.4 Remodeling Magazine .......................................................................................................12

5.5 Fine Homebuilding ...........................................................................................................13

6 Manufacturer Programs ..................................................................................................................... 14

7 Findings and Next Steps.................................................................................................................... 15

References................................................................................................................................................. 16
vi

List of Figures

Figure 1. Remodelers evaluation, Are you an energy efficient remodeler? ......................................... 3

Figure 2. Remodeler evaluation, energy-focused remodelers’ motivation........................................... 4

Figure 3 - Remodeler evaluation, possible motivators for non energy-focused remodelers ............. 5

Figure 4. Remodeler evaluation, most needed information ................................................................... 6

Figure 5. Remodeler evaluation, video effectiveness ............................................................................. 7

Figure 6. Remodeler evaluation, how to increase video effectiveness................................................. 8

Figure 7. WAP standardized curricula (WAPTAC, 2011)......................................................................... 9

Figure 8. Professional Remodeler, Do houses need to breathe illustration....................................... 12

Figure 9. Remodeling TV.......................................................................................................................... 13

Figure 10. Fine Homebuilding Passive House illustration (Kolle, 2010) ............................................. 13

Unless otherwise noted, all figures were created by the BARA team.

List of Tables

Table 1. Comparison of WAP Auditor Curriculum and BPI Affiliate Building Analyst Coursework 10

Table 2. Research Summary .................................................................................................................... 14

Unless otherwise noted, all tables were created by the BARA team.
vii

Definitions

BARA

BPI

DOE

EEBA

HPwES

Building America Retrofit Alliance

Building Performance Institute

U.S. Department of Energy

Energy & Environmental Building Alliance

Home Performance with ENERGY STAR

NAHB National Association of Home Builders 

NARI

WAP

National Association of the Remodeling Industry

Weatherization Assistance Program

WAPTAC Weatherization Assistance Program Technical Assistance Center

WxTV Weatherization Television
viii

Executive Summary

To understand the informational needs of non energy-focused contractors, the Building America 

Retrofit Alliance (BARA) team examined what remodelers think their information needs are and 

looked at the informational offerings provided by selected programs, trade media, and 

manufacturers. The areas of interest for this research are:

• What motivates remodelers to become energy-focused

And

• What technical knowledge to remodelers need to be energy-focused

. 

The results suggest that the main motivating factor to becoming an energy-efficient remodeler is 

the business advantage. Yet a relatively small number of energy-efficient remodelers are 

working in the marketplace. The challenge is to make energy efficiency something remodelers 

can sell and to create a stronger pull for energy efficiency in the marketplace. 

Once motivation is addressed, technical information needs follow. Existing home energy 

efficiency programs understand these needs from a whole-house perspective, but there may be 

opportunities to offer information that is specifically relevant to typical remodeling projects. This 

avoids remodelers completely changing their business but allows them to incorporate energy 

efficiency into their standard practices.
1

1 Background

There are about 650,000 remodeling and specialty trade contractor businesses, both those with 

payroll and the self-employed, in the United States (Joint Center for Housing Studies of Harvard 

University, 2011). The remodeling industry is also very fragmented, as most remodeling 

companies are small businesses, so characterizing their information needs is challenging. In 

2010, the publisher Hanley Wood conducted a study on the information needs of builders and 

remodelers (Hanley Wood, 2010). This study found that, among remodelers, the number one 

information need was on technical how-to issues, followed by customer service, product 

information, and regulatory requirements. The Building America Retrofit Alliance (BARA) team 

held an expert meeting on media use called Transforming Existing Buildings through New 

Media: An Idea Exchange. The meeting explored opportunities to “transform the remodeling 

industry ... through new media strategies” (BARA, 2011). The various formats and modes 

available to convey information, as well as the type of information needed to transform 

buildings, were discussed. The three large categories that emerged were: How to Sell It, How to 

Do It, and Why Do It. These categories served as the framework for investigating the 

information needs of non energy-focused contractors.

1

 1 The categories also echo some of the needs of adult learners overall, as characterized by Malcolm Knowles. 

Knowles is a recognized expert in andragogy or adult learning theory. His assumptions include that adults are 

motivated internally or externally to learn something new. Making more money is an external motivation, and 

related to our “How to Sell it” category. Another assumption is that adults are task oriented and they want to see 

how what they learn can apply to a task or solve a problem. This is relates to both our How to Do It and Why Do It 

category (Fidishun, 2000).
2

2 Research Goal and Approach

Two main areas of interest emerged about the information needs of non energy-focused 

remodelers: (1) what will motivate them to become energy-focused remodelers; and (2) what 

technical knowledge do they need to work as energy-focused remodelers. The BARA team 

researched these questions by asking remodelers about their information needs and by examining 

the information offered by selected programs, manufacturers, and trade media to non energyfocused remodelers. 

Uncovering the information needs of remodeling contractors that are not energy focused can 

inform which research, strategies, and techniques from the Building America program are most 

relevant to the remodeling industry. This can help further the Building America goal of 

improving the efficiency of existing homes by 30%–50%.
3

3 Remodeler Evaluation

The BARA team created and sent an electronic evaluation to the remodeling industry about its

information needs. Subscribers to Remodeler Magazine and members of the National 

Association of the Remodeling Industry (NARI) received the evaluation. During the two-month

collection period, 721 remodelers participated and 497 completed the evaluation. To focus on 

remodelers only, the first question asked if a participant’s work was primarily new construction 

or remodeling. If the respondent chose “new construction,” the evaluation ended. 

Figure 1. Remodelers evaluation, Are you an energy efficient remodeler?

The question in Figure 1 asked if respondents considered themselves as energy efficient 

remodelers. The majority said sometimes, as it depended on whether the client wanted the energy 

upgrade. Of the remaining respondents, 41% said yes and 7% said no. 
4

Figure 2. Remodeler evaluation, energy-focused remodelers’ motivation

The question in Figure 2 looked at the motivation to become energy efficient remodelers for 

those that defined themselves as such. Respondents ranked the motivation levels of six factors. 

Answers were scaled from 0 = not a motivating factor to 5 = highly motivational. These scores 

were multiplied by the number of respondents giving that score, resulting in an overall ranking

from high to low of:

• It made good business sense for me.

• I had the technical knowledge to do it.

• I had the building science knowledge to understand it.

• I convinced my customers to ask for it.

• My customers asked for it.

There were only 32 respondents to this question. Yet it is interesting to see that the top three 

rankings loosely parallel the broad categories of information that emerged in the BARA expert 

meeting: How to Sell it (It made good business sense for me), How to Do it (I had the technical 

knowledge to do it), Why Do it? (I had the building science knowledge to understand it).
5

Figure 3. Remodeler evaluation, possible motivators for non energy-focused remodelers

As seen in Figure 3, the evaluation separately asked non energy-focused respondents what would

motivate them to become energy efficient remodelers. The weighted scores from high to low are:

• If it made good business sense

• If my customers asked for it 

• If I had the building science knowledge to understand it

• If I had the time to gain the technical knowledge to do it

• If I had the technical knowledge to do it

• If I could convince my customers to ask for it.

There were 68 respondents to this question. Again, as with the remodelers that are already 

energy focused, the potential business advantage ranked as the highest motivator.
6

Figure 4. Remodeler evaluation, most needed information

The next question, as seen in Figure 4, asked about the types of energy efficiency information 

remodelers needed. Answers were scaled from 0 = not needed to 5 = highly needed. The 

rankings from high to low are:

• Information I can show my customers on the advantages of energy efficient 

remodeling

• The business advantage of energy efficient remodeling

• Building science information

• Technical “how-to” information.

Information for customers had the top ranking, but only marginally, as all the choices ranked 

similarly. This implies a need for all the information.
7

Figure 5. Remodeler evaluation, video effectiveness

The next question, shown in Figure 5, asked remodelers to watch a short informational video on 

duct sealing and rate how effectively it communicated its message. There were 486 respondents 

to this question. 

The video was considered “Effective” by 46% of respondents, “Highly Effective” by 16% and 

“Not Effective” by 6%
8

Figure 6. Remodeler evaluation, how to increase video effectiveness

In Figure 6, a follow-up question on the video asked how it could more effectively communicate 

its content. Most respondents wanted an explanation of why ducts are sealed, followed by 

product information. Interestingly, when considering the focus on the business side of energy 

efficiency highlighted in earlier questions, “show cost/benefit” had the lowest ranking. There 

were 167 respondents to this question.

3.1 Remodeler Evaluation Summary

The sampling of remodeler participants in the evaluation was relatively small, making a 

definitive conclusion unwarranted. Yet, the results suggest that remodelers will pursue energy 

efficient remodeling when it makes financial sense, and that they need supporting information to 

sell energy efficiency to their customers. Technical information is also needed, but it is not the 

first priority.
9

4 Information From Existing Home Programs

The BARA team scanned the information provided by the two largest existing home energy 

efficiency programs in the United States and four large trade publications directed toward 

remodelers.

4.1 Weatherization Assistance Program

The U.S. Department of Energy (DOE) Weatherization Assistance Program (WAP) and the 

Home Performance with ENERGY STAR program (HPwES) are the largest existing home 

energy efficiency programs in the United States.

WAP provides energy upgrades to homes where the resident meets income eligibility 

requirements. The WAP program has weatherized more than 6.4 million dwellings and, more 

recently, weatherizes about 150,000 homes per year. There are more than 900 local 

Weatherization Agencies and WAP employs 23,000–25,000 workers (WAPTAC, 2011). 

WAP has standardized curricula for the weatherization workforce trainings. The curricula are 

based on the core competencies of the WAP and address subjects from overall concepts to 

specific how-to information. WAP wants participants to understand both how to do something 

and why they are doing it. Occupant safety is stressed in all WAP information.

Figure 7. WAP standardized curricula (WAPTAC, 2011)

4.2 Home Performance With ENERGY STAR

The HPwES program is a market-rate program with various levels of available subsidies. 

HPwES has upgraded about 75,000 homes since it officially rolled out in 2007 (U.S. EPA and 

U.S. DOE, 2011). HPwES is the largest market rate existing home energy efficiency program in 

the country (Schrader, 2011). Building Performance Institute (BPI) Building Analyst and 

Envelope Professional Certifications are typically required of the professionals that perform

HPwES work. There are 20,236 BPI Certified Professionals in the United States (BPI, 2010).
10

The WAP and BPI Certification training programs offer comparable technical information (see

Table 1). Although not apparent in the BPI Curricula listed below, training materials to support 

HPwES often include marketing and sales guidance (Haven, 2010).

Table 1. Comparison of WAP Auditor Curriculum and BPI Affiliate Building Analyst Coursework

WAP Standardized Curriculum, 

Energy Auditor

BPI Affiliate Curricula, Building Analyst, and 

Envelope Professional Certification

Introduction to Weatherization

Measure Selection Guidelines Identifying Building Performance Problems

Insulation Techniques and Applications

Deferral of Services

House as a System Fundamentals of Building Science

Energy Movement Fundamentals of Building Science

Comfort and Climate Psychrometric Chart and Sling Psychrometer

Indoor Air Quality Indoor Moisture Sources and Solutions

Auditors Toolbox Blower Door Technology and Other Diagnostic 

Equipment

Building Shell Retrofit Strategies Insulation Techniques and Applications

Calculating Envelope. Energy Loss Heat Loss Calculations and Air Leakage 

Assessment

Combustion Appliances

Combustion Safety

Mechanical and Distribution Systems Assessment

Duct Diagnostics and Sealing

Cooling Measures Mechanical and Distribution Systems Assessment

Duct Diagnostics and Sealing

Base Load Measures Heat Loss Calculations and Air Leakage Assessment

Attic Ventilation Identifying Building Performance Problems

Thermal and Pressure Boundary Evaluation

Generating a Work Order

Building Assessment

Identifying Building Performance Problems

Thermal and Pressure Boundary Evaluation

Blower Door Technology and Other Diagnostic Equipment

Building Airflow Standard

Visual Inspection

Thermal and Pressure Boundary Evaluation

Math Basics

Interpreting Infrared Blower Door Technology and Other Diagnostic 

Equipment

Moisture Assessment Indoor Moisture Sources and Solutions

Zone Pressure Diagnostics Blower Door Technology and Other Diagnostic 

Equipment
11

5 Information From Trade Associations and Publications

The National Association of the Remodeling Industry (NARI) and the National Association of 

Home Builders (NAHB) Remodelers Council are exclusively for remodelers. NARI has nearly 

7,000 members (Taddei, Director of Education, NARI, 2011), and the NAHB Remodelers 

Council has about 14,000 remodeling industry members (National Association of Home 

Builders, 2011). These groups both offer a “green” credential for remodelers.

5.1 NARI’s Certified Green Professional Program

NARI’s Green Certified Professional Program includes (NARI Certification Board, 2010):

• Building Science

• Indoor air quality—indoor 

pollutants

• Mold

• Deconstruction versus demolition

• Foundations—insulation, moisture 

control, resource efficiency

• Framing—resource efficiency

• Air sealing

• Roofing—resource efficiency

• Durability

• Accommodating renewable energy

• Attic ventilation

• Safety

• Insulation

• Air sealing

• Roofing—resource efficiency

• Durability

• Accommodating renewable energy

• Attic ventilation

• Safety

• Insulation

• HVAC

• Electrical

• Renewable energy

• Appliances

• Plumbing

• Exterior and interior finishes

• Landscaping and marketing

The Green Certified Professional (GCP) Program education covers technical issues that are 

comparable to the WAP and HPwES with a greater emphasis on materials. What does stand out 

is the inclusion of Marketing Green, because, as the NARI director of education noted, it is 

challenging to get members to take this on when they are struggling to make a living (Taddei, 

Director of Education, NARI, 2011).

5.2 NAHB’s Certified Green Professional Program

The National Association for Home Builders Certified Green Professional CGP program requires 

participants to take a Green Building for Professionals course. This covers the integration of 

building science into design decisions and material selection, using the National Green Building 

Standard, and reviews specific green building practices. It also covers how to sell green.
12

5.3 Professional Remodeler

Professional Remodeler has a Building Science column in every issue. It is typically one page 

and addresses an overall concept, such as ventilation or moisture management. As can be seen in

Figure 8, the graphics do not provide specific instruction, but illustrate an overall concept. The 

magazine has been hearing from readers that they want more building science coverage, and, as 

such, Professional Remodeler will have an article from the Energy & Environmental Building 

Alliance (EEBA) in every issue beginning in April 2012 (Sweet, 2012).

Figure 8. Professional Remodeler, Do houses need to breathe illustration

5.4 Remodeling Magazine

Content related to energy efficiency in Remodeling Magazine often links to a discussion of 

grants, tax credits, and/or other incentives. Remodeling Magazine also has a monthly section 

called “Home Performance.” The print version of the magazine contains brief pieces on issues 

pertinent to the home performance contractor industry; on the website, the subheadings include

Stimulus Tax Credits; Green Products; Green Standards; and Green Remodeling.

Articles that do not feature the business aspect of energy efficiency provide project overviews

rather than detailed how-to information (Binsaca, 2012). The related Remodeling TV provides 

detailed how-to information on energy efficiency and building science.
13

Figure 9. Remodeling TV

(used courtesy of Remodeling TV)

5.5 Fine Homebuilding

Fine Homebuilding features articles 

concerned with energy efficiency and 

building science in every issue. There

is a regular feature called EnergySmart Details that provides large-scale 

detail drawings with notes. These are 

specific enough to build the detail or 

use for construction documents. There 

is also a comprehensive explanation of 

the building science supporting use of 

the detail. The illustration in Figure 10

is from an article on Passive House. 

The wall section is drawn specifically 

enough to guide construction, while 

the inset text explains the concepts and 

strategies behind Passive House.

Fine Homebuilding rarely addresses

the business aspects of energy 

efficient construction and remodeling.

Figure 10. Fine Homebuilding Passive House illustration

(Kolle, 2010)

(used courtesy of Fine Homebuilding)
14

6 Manufacturer Programs

Many manufacturer training programs are available. A limited example using Honeywell and 

DuPont shows that the information offered is specific to the application of their own product and 

related building science and/or energy efficiency issues. The trainings typically emphasize sales 

and marketing. Honeywell offers Homes University. This is a three-day, in-person training 

program that focuses on thermostats the first day, indoor air quality the second day, and zoning 

and marketing support programs on the third day. Each day includes the technical how-to of 

product applications and installation as well as selling strategies. DuPont’s Building Knowledge 

University is an online resource that begins with a module on the business model of DuPont’s 

Tyvek Specialist network. The remaining training includes courses on Energy Basics, Water and 

Moisture Management, Windows, HVAC System Overview, Fundamentals of Indoor Air 

Quality, Energy Efficient Homes, Organizing Educational Events (as a way to grow business). 

Table 2. Research Summary

Types of Information Offered

Program/Entity How To Sell It How To Do It Why Do It Other

Energy Efficiency Programs

HPwES    Health and Safety

WAP N/A   Health and Safety

Trade Associations and Publications

NAHB Certified 

Green Professional

 

NARI Green 

Certified 

Professional

 

Professional 

Remodeler Magazine

and website

 

Remodeling 

Magazine and 

website 

  

Tax credits, 

grants, and other 

incentives

Fine Home Building 

Magazine and 

website

 

Manufacturers

DuPont Building 

Knowledge 

University

  

Honeywell Homes 

University

  

Remodeler Evaluation of Needed Information

Remodeler 

Evaluation

  

Total 8 7 10
15

7 Findings and Next Steps

Remodelers need information on the business advantages of energy efficient remodeling. Having 

that information provides motivation to enter the energy efficiency market. Once a contractor is 

motivated to become energy focused, there is a need for technical information. Existing home 

programs such as WAP and HPwES provide the range of technical information needed, but limit 

the remodeler’s work to energy upgrades. There is an opportunity for Building America to 

provide guidance on incorporating energy efficiency into typical remodeling projects such as 

house re-siding jobs, kitchen remodels, and room additions. This could allow contractors to learn 

how to incorporate energy efficiency into their work incrementally. Building America could also 

provide guidance on planning upgrades over time, allowing a contractor to have an informed 

conversation with customers about next steps for their homes. BEopt, Building Energy 

Optimization software, analysis could support this.

The summary of research in Table 2 indicates that “how to sell” energy efficiency is addressed 

by all but WAP and Fine Homebuilding. Manufacturer programs are specific to selling their 

products and HPwES is specific to selling that program. However, Professional Remodeler and 

Remodeling Magazine attempt to highlight the business opportunity of energy efficient 

remodeling. Building America could harness one or both publications’ access to remodelers and 

provide information on how to do incremental energy upgrades while doing typical remodeling 

work.

While the remodeling magazines noted above do address how to sell energy efficiency, 

remodelers need materials they can leave with customers. Building America could develop 

applications that allow contractors to customize promotional material on incremental energy 

upgrades or larger scale interventions. The Building America’s HVAC Guide for Contractors to 

Share with Homeowners is on the Most Popular list on the program’s website. Building America 

could provide shorter, more concise guides on specific issues and the associated energy and cost 

benefits. For example, a helpful stand-alone document contractors could share with homeowners 

might be, “Should You Repair or Replace Your Furnace.” 

Building America could help fill gaps in the information needs of non energy-focused 

remodelers by:

• Tailoring energy efficient detailing content for typical remodeling projects

• Providing guidance on planning for energy upgrades over time

• Including content in remodeler focused publications and websites

• Offer remodeling project specific energy efficiency information suitable for 

leaving with contractor customers.
16

References 

BARA. (2011). Transforming Existing Buildings through New Media: An Idea Exchange 

BARA. Wilmington

BPI. (2011). “Certified Professionals.” Building Performance Institute. Accessed October 14, 

2011: www.bpi.org/professionals.aspx.

Fidishun, Ed. D, Dolores. (2000). "Andragogy and Technology: Integrating Adult Learning 

Theory as We Teach with Technology." Extending the Frontiers of Teaching and Learning 

Proceedings 2000 Murfreesboro, TN pp. 4–5.

Hanley Wood (2010). Hanley Wood Media 3.0. Hanley Wood 56 pp. (internal only).

Kolle, J. (2010). “The Passive House, Green Without Gizmos.” Fine Homebuilding (April/May 

2010); pp. 48–53.

Liaukus,C. (21 January 2011). Personal communication with Chandler Von Schrader, Manager 

of Home Performance with ENERGY STAR.

Liaukus, C. (2 February 2012) Personal communication with Rich Binsaca, Contributing Author 

to Remodeling Magazine.

Liaukus, C. (9 November 2011) Personal communication with Hap Haven, BPI trainer.

Liaukus, C. (27 July 2011) Personal communication with Dan Taddei, Director of Education, 

NARI.

Liaukus, C. (3 February 2012) Personal communication with Jonathan Sweet, Editor in Chief, 

Professional Remodeler.

NAHB. (2011). “NAHB Remodelers.” NAHB. Accessed July 20, 2011: 

www.nahb.org/page.aspx/category/sectoinID=433.

NARI. (2011). “Green Certified Professional (GCP) Program Guide and Application.” NARI 

Certification Board. Accessed July 1, 2011: nari.org/certify/steps/index.asp.

U.S. EPA. (2011). “Home Performance with Energy Star.” U.S. EPA and U.S. DOE. Accessed 

July 27, 2011: www.energystar.gov/index.cfm?c=home_improvement.hm_improvement_index.

WAPTAC. (2011). “Training Resources.” WAPTAC. Accessed November 11, 2011: 

www.waptac.org/Training-Tools/WAP-Standardized-Curricula.aspx.

 
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