Leveraging your GreenSTAR Advantage Get the Edge · A Sea of Sameness. The National Landscape ......

Leveraging your GreenSTAR AdvantageGet the Edge

Presented byBarbara Dolim, Executive Director, MSCA

&Don Neal, President, 360 Live Media

POLLAre you a GreenSTAR?

A. Yes B.  No

POLLWhat is the greatest challenge 

facing your business?A. Margin PressureB. CompetitionC. Labor PoolD. Rising Customer ExpectationsE. Other

THE #1ANTIDOTE TO 

MARGIN PRESSURE

A brand existsto command

a premium margin.

What makes

YOUdifferent?

• If you can’t, we can!• Your resource for the finest in heating and cooling• The Green Home Pros• The heating and air conditioning experts you can trust• Quality you can depend on• Comfort you can believe in no matter the season• Relax. We’ll take care of it.• Climate Control Experts Since 1929• Ohio’s Trusted Source in Home Comfort Since 1966• The Home Comfort Specialists• Consider it done!

A Sea of Sameness

The National Landscape• HVAC amounts to 33% of all controllable operating 

costs in a building. The commercial office building industry spends approximately $24 billion annually on energy and contributes 18% of U.S. carbon dioxide emissions. 

• Energy represents the single largest operating expense for office buildings, typically a third of variable expenses. 

• Associations (BOMA and IFMA) are calling on Building/Facility Managers to become “environmental stewards of the physical workplace.”

“With the work load for many Property Managers increasing and budgets tight in 

the current real estate market, implementing new sustainable initiatives may seem like an impossible task.  But if you’re facing tenant pressures, regulatory 

mandates, and/or pressure on NOI,

can you afford not to consider making your building operations more 

sustainable?”

POLLWhat percent sales increase 

did you see in 2012?

A. <0‐5%B. 6‐10%C. 11‐15%D. 16‐20%E. 20+%

57% up to $9.9 million24% $10 ‐ $25 million14% $26 ‐ $99 million5% $100 million +

Top product / service purchasedis energy management. 

Budget for Modernization / Renovation

What Business Are You In?

1. ReactiveRepair, replace

2.  ProactiveEnergy solutions, savings

We’re in the energy, cost savings and air quality business.

Memories

What Business Are They/Were They In?

Fashion

Delivery

Mobility & Access

The Uncola.

What’s in your wallet?

We try harder.

That was easy.

What makes

YOUdifferent?

“Initially, we decided that A.O. Reed & Co. had to be a GreenSTAR leader for the challenge alone. Once we realized how it worked to transform the culture of the company, we truly understood the value of 

GreenSTAR. We no longer thought of ourselves as a traditional “full service mechanical contractor.” Suddenly, our 100‐year‐old company was on the leading edge of the latest technologies. We had developed a full fledge Energy Group! We proudly feature the GreenSTAR label on all of our marketing and trade show materials. In the end, the GreenSTARwas the catalyst for what is now, the most exciting 

and profitable side of our business.”Jaimi Lomas

General Manager of ServiceA.O. Reed & Co.San Diego, CA

“The GreenSTAR designation is a significant differentiator for Hurst Mechanical. In today’s business, contractors need a differentiator and 

GreenSTAR is one of the best sales and marketing tools in our toolbox. I am proud to 

be a GreenSTAR contractor.”

Russ Borst,Vice President

Hurst MechanicalBelmont, MI

Generate Awareness and Demand for the GreenSTAR

DesignationTo stand out, build awareness  and drive 

preference, marketing communications must:

• Disrupt• Be relevant• Be true• Differentiate

Randy Greer, Executive Vice President

W.L. Gary CompanyWashington, DC

“In talking about our qualifications with the management company for a large mall in our area, we started to discuss our GreenSTAR Qualification and 

what it took to qualify. They were impressed that our company has an ongoing commitment to technician 

training, safety, customer service, and energy conservation. And because GreenSTAR is a third‐party verified qualification, we weren’t just talking the talk, MSCA had verified we were walking the walk. We are now helping the mall maintain both their HVAC and 

plumbing systems!”

IntroducingGreenSTAR 2013

Get the Edge

GreenSTAR Advantage

• Resources and Marketing Materials

• Training and Education• Application Process

GreenSTAR Website

• www.mscagreenstar.org• Resources for:

• Contractors• Building Owners• GreenSTARs

101

What do these numbers have in common?

102

112

113

501

Resources for GreenSTARs

• Marketing Library• Customize your Profile• GreenSTAR store• Log‐in to ESP• GreenSTAR News• GreenSTAR video

Energy Solutions Profile (ESP) Reporting Software

• Enhances your value to customer as energy solutions provider• Can be useful tool at many points during sales process• Generates easy‐to‐read, customization energy benchmark 

assessment reports • Web‐based • Integrates with EPA’s ENERGY STAR Portfolio Manager

• Automatic download of the data from your PM Account• Customizable 

• By Contractor• By Customer• By Facility• By Assessment

• Benefit as GreenSTAR contractor• No charge• Unlimited use

Customized Reports

Comparison To Current Energy STAR Report

Integrates with Data Loggers

GreenSTAR Advantage: Education and Training

• Selling Efficiency Effectively – February 28 – March 1, Baltimore, MD

• Energy STAR webinars• Benchmarking Diagnostics – February 20• Financial Metrics – April 17• Energy STAR Recognition – June 19

• Detailed Assessments Through ESP webinar – March 13

• Energy Solutions Summit 2013• MSCA LIVE 2013 – October 13 – 16, Boca 

Raton, FL

GreenSTARApplication Process

• Simple and straightforward• 9 key criteria• Assistance and mentors available• Download application at 

www.msca.org• Already an MSCA STAR?

GreenSTAR Criteria• MSCA Member• Employ UA STAR Certified Technicians• Energy Specific Training• Documented Safety Program• Truck and Tool Inventory Systems• Customer Service Standards• Energy STAR Partner• Employ Energy Specialists• Offer Sustainable Solutions and ECMs

Now What?

• Enroll now.• Renew your commitment.• Fill out your profiles.• Leverage the tools and resources.• Share success stories.• Own it.

Why Hire a GreenSTAR?

1. AwarenessStanding out from the crowd

2. DifferentiationYour value proposition

3. DeliveryDiscipline, follow‐up, trust

POLLWhat’s the first action you are going to take after this webinar?

A. Apply for GreenSTAR Qualification B. Sign up for Selling Efficiency Effectively Program (February 28 ‐

March 1) C. Request to join the next webinar: ENERGY STAR Benchmarking 

Diagnostics (February 20)D. Start using the ESP software to generate customized reports to 

include in sales proposalsE. Ensure everyone in my company understands the value of our 

GreenSTAR qualificationF. Use GreenSTAR resources more effectively in my marketing 

materials to differentiate my company

??? Questions ???Barbara Dolim

bdolim@mcaa.org

Don Nealdon@360livemedia.com

Leveraging your GreenSTAR AdvantageGet the Edge

MSCA GREENSTAR CONTRACTOR APPLICATION FORM

for current MSCA STARs

Iverifythatourcompanysatis iesallcriterialistedbelowtoqualifyforMSCAGreenSTARdesignation:

1.MSCASTARQuali iedContractor AsanMSCASTARQuali iedContractoryourcompanyhasprovenitscommitmenttoexcellenceandthehighvalueplacedoneducation,safety,customerservice,trainingandoperations

DatereceivedMSCASTARQuali ication:___________________

2. EmployatleastoneEnergy,LEEDorSustainabilitySpecialist Employingaquali iedorcerti iedspecialistonstaffindicatesanunderstandingoftheimpact

mechanicalsystemshaveontheenergyusageinafacilityandhowamechanicalservicecon‐ tractorcanprovidevaluableservicestocustomersinreducingenergyusageandprovidingcost savingstrategies.Thesespecialistscanbeavaluableassettoyourcompanybyprovidingadded valuetoyourcustomersaspartofanenergyservicesprojectteam.Thesecerti icationsare offeredthroughmanyoftheleadingenergyorganizationssuchasASHRAE,Associationfor EnergyEngineers,andUSGBC.

Informationrequired:Name(s)ofemployee(s)whohavesuccessfullymetalltherequirementsforarelevantcerti icationsuchasLEEDAP,CEM,CEA,BEMP,HBDP,BEAP,CSDPandthedate(s)theyreceivedtheircerti icationorparticipationandcompletionofanMSCA‐sponsoredcourseonener‐gyservices.

3. CompanyisanENERGYSTAR™PartnerwiththeEnvironmentalProtectionAgency(EPA)and/ormemberoftheSmallBusinessENERGYSTARNetwork

TheEPA’sENERGYSTARprogrampromotesthesavingofresourcesandtheprotectionofthe environmentthroughenergy‐ef icientproductsandpractices.EPA’sENERGYSTARpartnership offerscontractorsaprovenenergymanagementstrategythathelpsinmeasuringcurrentenergy performance,settinggoals,trackingsavings,andrewardingimprovements.AsanENERGY STARPartner,youwillhaveaccesstoarangeofresourcesavailablethroughtheEPAandcan displaytheENERGYSTARPartnerlogoonyourmarketingmaterials.Toapplyonlinetobecome anENERGYSTARPartner,logonto:http://www.energystar.govindex.cfmc=join.join_index.Be‐ causebecominganENERGYSTARPartnerrequiresacompanytoconductatleast10building benchmarks,contractorsthathavenotyetmetthisrequirementmayimmediatelyapplytobe comeaSmallBusinessENERGYSTARNetworkmembertomeetthisGreenSTARprogramquali‐ icationrequirement.ContractorsarethenencouragedtobecomeanENERGYSTARPartnerin thenearfutureaftertheyhaveconductedtherequiredbenchmarks.Toapplyonlinetobecome amemberoftheSmallBusinessENERGYSTARNetwork,logonto: http://www.energystar.gov/index.cfm?c=small_business.sb_index.

Informationrequired:ProofthatyourcompanyisanENERGYSTARPartnerormemberofthe SmallBusinessENERGYSTARNetwork

4.ParticipationinEnergy‐speci icTrainingProgramsTwenty‐ ivepercentoftotalserviceemployees(bothin‐houseand ieldpersonnel)haveparticipatedinarecognizedtrainingoreducationalprogramthatemphasizestheroleme‐chanicalserviceequipmentplaysintheoverallenergyusageofafacilityandhow,throughpropermonitoring,maintenance,retro itsandtraining,energyusagecanbesubstantially

Rev 2/13

reducedandsavingsincurred.Youremployeesshoulddemonstrateanunderstandingofthenewproducts,services,techniques,equipmentandterminologyassociatedwithsustainableser‐vicesandenergysavingtechnologiesandbeabletoprovidecustomerswiththeunderstandingandknowledgetheyneedtomakeinformeddecisionsregardingenergysavingsolutions.Informationrequired:Listofemployeeswhohaveparticipatedinspeci icenergyorsustainabilitytrainingprogramsandthespeci icprogramattended(Examplesoftrainingprogramsinclude:MSCA’sENERGYSTARwebinarseries,MSCAEnergySummit,UA’sGreenAwarenessTrainingandCerti icationProgram;UA’sEnergyAuditClass,GreenBuild;LEEDAPtrainingclasses,company‐sponsoredtrainingprogram;andlocalUSGBCprograms).

5.OfferSustainableSolutionsandEnergyConservationMeasuresItisimportantthatyoubeabletodemonstrateyourcompany’scommitmenttoyourcustomersthatyoupromoteenvironmentalresponsibilitybyofferingspeci icsustainableservicesandrec‐ommendingenergyconservationproceduresandequipment.

Contractorscanplayavitalroleinassistingbuildingownersandmanagersinmakinginformeddecisionsabouttheirfacility’simpactontheenvironmentwhilemaintainingoccupantcomfort,healthandsafety,Byofferingavarietyofservicesgearedtowardsenhancingtheenvironmentalandeconomicperformanceofmechanicalsystems,contractorscansigni icantlygrowtheirmaintenancebasewhileprovidingtheircustomersenergyandcostsavingstrategies.Servicesofferedtocustomerscouldinclude:

1.OfferenergybenchmarkingservicestocustomersbyutilizingtheEPA’sENERGYSTARPortfolio Managertoevaluateabuilding’sperformanceagainstcomparablebuildingsofsimilarsize anduse. 2.Providebuildingperformanceassessmentsandreportstodocumentthecurrentenergyperfor‐ manceofabuildingandidentifyrecommendedmeasurestoreduceoperatingcostsand quantifyanROIbasedonimprovedenergyef iciency 3.Promote/utilize/recommendthemostenergyef icientequipment(ENERGYSTAR products/productsthatexceedASHRAE90.1‐2004)whenfeasibleforretro itsor replacements 4.Promoteequipmentmonitoringthroughabuildingautomationsystemorenhancedmetering 5.ConvertallyourPreventativeMaintenanceAgreementsintoEnergySolutionAgreements(ESA’s) toensurepeakoperatingef iciencyandrecommendedenergyconservationmeasures. 6.Servicesspeci icallygearedtowardshighperformancebuildingsandsustainabilitysuchaslaser alignmentofbeltsandshafts;motorsurveys,useofMERV13 ilters,regasketing,leaktests, enhancedmetering,addingadditionalVAVboxes;installingCO2sensorsandotherenergy‐ savingorenvironmentallybene icialservices 7.Conductenergyaudits,energysimulationmodelingorenergyusepro iles 8.OfferRetroCommissioningservices 9.Providecost/bene itanalysisserviceswhichincludecalculatingpaybackschedulesforutilizing moreenergy‐ef icientequipment 10.ParticipateonaprojectteamforaLEEDEB:O&MorLEEDNCregisteredproject 11.Promotetheuseoflow lushtoilets;waterlessurinals;motionsensorfaucets 12.Wheneverpossible,utilizeenvironmentallyfriendlysolutions/products/chemicals/cleaners– examplesincludelowVOCproducts,GreenSealGS‐11products,etc. 13.Encouragetheuseofrenewableenergysystems–iffeasible,enterintoaGreen‐Eaccredited utilityprogramfor25%ofabuilding’sannualelectricalpower 14.Implementadocumentedrefrigerantmanagementprogram/recommenduseofnon‐ozonede‐ pletingrefrigerants 15.Conducttrainingprogramsforabuilding’sin‐housemaintenancepersonnelonmechanicalsys‐ temoperationsandmonitoringformaximumenergyef iciency 16.Provideinformationontaxincentivesandrebatesrelatedtotheutilizationofenergy‐ef icient products

17.Conducteducationprogramsforcustomersonbene itsofenergyef iciency,valueof properpreventativemaintenanceprograms,equipmentoptions,etc. 18.Activeinvolvementwithlocal/stategovernmentof icialsandagenciespromotingsus‐ tainablepolicies,regulationsandprograms 19.ServeontheBoardofalocalUSGBC,ASHRAE,BOMAorIFMAchapter 20.Implementamarketingprogramdescribingyourcompany’scommitmenttoenergycon‐ servationandsustainability 21.Becomeanadvocatefor“energyconservation”inyourcommunitythroughparticipation incommunityeventsandeducationalprograms 22.Demonstrateadditionalinnovativeideasandpracticesthatgenerateincreasedenviron mentalbene its

Informationrequired:Detaileddescriptionof“energyservices”whichyourcompanypro‐videstoyourcustomersincludinganumberoftheserviceslistedabove.Inlieuofadescrip‐tion,companybrochures,proposals,saleskits,etc.canbesubmittediftheyadequatelyde‐scribeyourcompany’sactivitiesinanyoftheaboveitems.

CompanyName_______________________________________________________________________________________

Address________________________________________________________________________________________________Phone _______________________________________________ Fax_____________________________________E‐mail ________________________________________________ Website_______________________________Signed:______________________________________________________________Date____________________________Name(printed)______________________________________________Title___________________________________Numberof ieldserviceemployees:__________Totalnumberofserviceemployees(bothin‐houseand ield):____________________OthersinyourcompanywhoyouwouldliketoreceiveGreenSTARinformation,marketingtips,newsletters,etc.Name____________________________________________E‐mail________________________________________________Name____________________________________________E‐mail________________________________________________Name____________________________________________E‐mail________________________________________________

GREENSTAR CONTRACTOR APPLICATION FORM

For current MSCA STARs

Pleasereturnallmaterialsto:MSCAGreenSTARProgram●1385PiccardDrive●Rockville,MD20850Phone:301‐869‐5800●Fax:301‐990‐9690

ApplicationForm

I,________________________,herebycon irmthatasarecognizedMSCAGreenSTARquali ied (Name)contractor____________________________________,locatedin______________________________________________________ (Companyname) (City) (State)agreestofollowtheMSCAGreenSTARstandardsofexcellenceasdelineatedbelowandmaintainoutstandingbusinesspractices,providequalityworkmanship,offerexceptionalcustomerservice,offerenergyservices,andsupportMSCAandtheorganizedserviceindustry.IhaveenclosedthefollowingmaterialsforconsiderationasanMSCAGreenSTARQuali iedContractor:

1.□ MSCAmemberingoodstandingsince________________

2. □ EmployUASTARcerti iedtechnicians–aminimumof25percentofcurrentemployeesinser‐ vicedivisionhaveattainedUASTARcerti ication.

Materialsrequiredforsubmission:ListofcurrentemployeeswithUASTARcerti ication

3.□ParticipationinEnergy‐Speci icTrainingPrograms‐aminimumof40percentoftotalservice employees(bothin‐houseand ieldpersonnel)haveparticipatedinsuchtraining. Materialsrequiredforsubmission:Descriptionofprogramsprovidedandlistofemployees

whohavecompletedtraining

4. □ Haveanoutstandingcompanysafetyrecordandmaintainadocumentedservicesafetyandhealthprogramwhich,ataminimum,includesthefollowingcomponents:

► Safetypolicystatementincludingmanagementcommitment;► Disciplinaryactionandsubstanceabuseplans,includingenforcement;► Pre‐tasksafetyandhealthplanning;► Workerparticipationinthecompany’ssafetyprocess;► Safeworkpractices/rules;► Workersafetytraining;► Safetyleadershiptrainingforsupervisors;► Regularsafetyinspectionsandcompanysafetyperformanceaudits;► Injuryincidentandnearmissincidentinvestigations;and► Accuraterecordkeeping.

Materialsrequiredforsubmission:Descriptionofcompany’ssafetyprogrampluscompletedOSHA300Aformsfromlasttwoyears

Rev 2/13

5.□ EstablishedTruckInventoryControlSystemandMajorToolInventoryProgram Materialsrequiredforsubmission:Copyofyourinventoryprogram

6.□ Maintainhighestlevelsofcustomerservicestandards. Materialsrequiredforsubmission:Copyofyourcustomerfeedbacksurveyorcustomerfol‐

low‐upprogramorexplanationofyourcustomerserviceprogramPLUSthreecurrentlettersofrecommendationfromcustomersattestingtoyourcompany’sservice,responsiveness,dependa‐bilityandcommitmenttocustomersatisfaction

7.□ CompanyisanENERGYSTAR™PartnerwiththeEPAand/oramemberoftheSmallBusinessENERGYSTARNetwork

Materialsrequiredforsubmission:ProofthatcompanyisanENERGYSTARPartnerormem‐beroftheSmallBusinessENERGYSTARNetwork

8.□ EmployatleastoneEnergy,LEEDorSustainabilitySpecialist Materialsrequiredforsubmission:Name(s)ofemployee(s)whohavesuccessfullymetallre‐

quirementsforarelevantcerti ication

9.□ Offersustainableservicesandenergyconservationmeasures Materialsrequiredforsubmission:Detaileddescriptionof“energysolutions”whichyour

companyprovidestocustomers

Typesofmechanicalservicebusinessinwhichyouareengaged(checkallthatapply):

□AirConditioning□Plumbing□ Heating□ SupermarketRefrigeration□ AmmoniaRefrigeration□ Controls□ BuildingOperations□ Other____________________________________________________________________________________________

Numberof ieldserviceemployees:__________Totalnumberofemployees:____________________Signed:______________________________________________________________Date____________________________Name(printed)______________________________________________Title___________________________________CompanyName_______________________________________________________________________________________Address________________________________________________________________________________________________Phone _______________________________________________ Fax_____________________________________E‐mail ________________________________________________ Website_______________________________

OthersinyourcompanywhoyouwouldliketoreceiveGreenSTARinformation,marketingtips,newsletters,etc.

Name____________________________________________E‐mail________________________________________________

Name____________________________________________E‐mail________________________________________________

Name____________________________________________E‐mail________________________________________________

Pleasereturnallmaterialsto:MSCAGreenSTARProgram●1385PiccardDrive●Rockville,MD20850Phone:301‐869‐5800●Fax:301‐990‐9690

MSCAGreenSTARQUALIFIEDCONTRACTOR

InstructionSheet

ThereareninecriteriathatmustbemetbeforeyourcompanycanbeconsideredtoqualifyfortheMSCAGreen-STARQuali iedContractorprogram.Foreachofthecriteria,certainsupplementalmaterialsarerequiredinorderforyourapplicationtobeprocessed.Oncethecompletedapplicationformissubmittedalongwithallthere-quiredbackgroundmaterials,yourrequesttobecomeanMSCAGreenSTARQuali iedContractorwillbepro-cessedandreviewedbyanindependentthird-partyadministrator.Ifyousatisfyalltherequirementsforquali i-cation,youwillbepromptlynoti iedandwillreceiveyourMSCAGreenSTARdocumentationandmarketingpack-et.Recerti icationwillberequiredevery iveyears.Atthattimeyouwillbeaskedtoprovideevidencethatyourcompanyhascontinuedtomaintainallquali icationcriteria.

Quali icationCriteria:

1. MSCAMemberinGoodStanding ItisimportantthatyourcompanyisacontributingmemberofMSCAandmeetsalltherequirementsofMSCAmembership.Informationrequired:FillintheyearyourcompanyjoinedMSCA.Ifthisisnotknown,pleasecallthe

MSCAMembershipDepartmenttocheckyourrecords.YourduespaymentstoMSCAmustalsobecurrent.2.EmployUASTARCerti iedTechnicians TheUASTARcerti icationprogramisanexcellentwaytoassureyouremployeeshavebeenadequately

trainedandhavealltheskillsandknowledgenecessarytodotheirjobcorrectly,safelyandef iciently.TheUASTARexamsareaccreditedbyANSIandareISOrecognized.CurrentlytheUnitedAssociationof-fersUASTARcerti icationsforHVACRJourneymen,Servicemen(thosewhoprimarilydoresidentialandlightcommercialwork),CommercialRefrigerationaswellasforpipe itters,sprinkler ittersandplumbers.AnyoftheseUASTARexamscanbecountedtowardsthiscriteria.ManylocalsarecurrentlyusingtheUASTARexamasthe5th-yearapprenticeturn-outexam.UASTARcerti iedtechniciansarerequiredtore-certifyevery iveyearstomaintaintheircredentials.MSCAendorsestheUASTARprogramandencour-agesallcontractorstostrivetogetalltheiremployeesUASTARcerti iedassoonaspossible.Currently,toachieveMSCASTARquali ication,25percentofyourserviceemployeesmusthavesuccessfullypassedaUASTARexam.

Informationrequired:Pleasesubmitalistofallcurrentemployeesinyourservicedivisionwhohave

achievedUASTARcerti ication.3. ParticipationinEnergy‐Speci icTrainingPrograms Mechanicalsystemsaccountforaverylargepercentageofthetotalenergyusageinabuilding.Itisim-

portantthatyouremployeesunderstandtheimpactofthesesystemsonenergyusageandhow,throughpropermonitoring,maintenance,retro itsandtraining,energyusagecanbesubstantiallyreducedandsavingsincurred.Youremployeesshoulddemonstrateanunderstandingofthenewproducts,services,techniques,equipmentandterminologyassociatedwithsustainableservicesandenergysavingtechnolo-giesandbeabletoprovidecustomerswiththeunderstandingandknowledgetheyneedtomakeinformeddecisionsregardingenergysavingstrategies.Aminimumof40percentoftotalserviceemployees(bothin-houseand ieldpersonnel)needtohaveparticipatedinthistraining.

Rev 2/13

InformationRequired:Listofemployeeswhohaveparticipatedinspeci icenergyorsustainabilitytrainingprogramsandthespeci icprogramattended(Examplesoftrainingprogramsinclude:MSCA’sENERGYSTAR™webinars;MSCAEnergySummit;UA’sGreenAwarenessTrainingandCerti icationProgram;UA’sEn-ergyAuditClass,GreenBuild;LEEDAPtrainingclasses,company-sponsoredtrainingprogram;andlocalUSGBCprograms).

4.HaveaDocumentedCompanyServiceSafetyandHealthProgramandMaintainanOutstanding

SafetyRecord Itiscrucialthatallservicecompaniesmaintainandstrictlyenforceacomprehensiveservicesafetypro-

gram.Enforcingsafeworkingpractices,providingappropriatetraining,dealingwithnon-compliance,es-tablishingsafetyprocedures,complyingwithstateandfederalregulationsandproperrecordkeepingshouldbethemajorgoalsofanycompanysafetyprogram.Inaddition,duetothenatureoftheserviceindustry,safedrivingandservicevehiclesafetyproceduresalsoareapriority.ToassistMSCAcontractorsdevelopandimplementacompletesafetyprogram,theMCAA/MSCAhaspublishedanextensivearrayofsafetytrainingmaterialsincludingtheMSCASafetyManualforService,modelsafetyprograms,safetytalks,andsafetytrainingkits.Byutilizingthesematerialsasaguideacompanycaneasilydevelopacom-pletesafetyprogramforitsemployees.WhetheryourcompanyutilizestheMSCAmanualasthebasisofyoursafetyprogramorhasdevelopeditsown,itiscrucialthatyourcompanyfocusesonsafetyonadailybasisandhasawell-writtenanddocumentedprogramthatallemployeesunderstandandcomplywith.Inaddition,youmustmaintainanincidenceratethatisbelowtheindustryaverage.

Informationrequired:Acomprehensivedescriptionofyourcompany’ssafetypolicyandprogramoranactualcopyofyourcompany’ssafetyprogram.Ataminimumthefollowingcomponentsshouldbeinclud-edinyourcompanyprogram:

►Safetypolicystatementincludingmanagementcommitment;►Disciplinaryactionandsubstanceabuseplans,includingenforcement;►Pre-tasksafetyandhealthplanning;►Workerparticipationinthecompany’ssafetyprocess;►Safeworkpractices/rules;►Workersafetytraining;►Safetyleadershiptrainingforsupervisors;►Regularsafetyinspectionsandcompanysafetyperformanceaudits;►Injuryincidentandnearmissincidentinvestigations;and►Accuraterecordkeeping.

Inaddition,asrequiredbyOSHA,Form300A,SummaryofWork-RelatedInjuriesandIllnesses(orequiva-lentform)mustbepostedinyourestablishmentannually.ToqualifyforMSCAGreenSTARstatusyoumustsubmitacopyofyourcompletedOSHAForm300Aforthepasttwo(2)yearsandhave:

► Zerowork-relatedfatalitieswithinthepast36months;► AnEMRthatis1.0orlower; ► ArecordablecasesincidenceratebelowtheBLSindustryaverage;and► AlostworkdaycasesincidenceratebelowtheBLSindustryaverage.

UseofMSCA’sSafetyEligibilityForminlieuoftheOSHAformsisalsoacceptable.5.EstablishedTruckInventoryControlSystemandMajorToolInventoryProgram EveryHVACRservicecompanymakesamajorinvestmentinthepurchaseoftools.Atechnicianmusthave

therighttoolstobeabletodohisjobeffectivelyandef iciently.Whetheralltoolsareprovidedbythecom-panyoratechnicianhastosupplysomeofhisown,itisextremelyimportantthatalltoolsbetrackedandinventoriedperiodically.Lossoftools,whetherthroughtheftorcarelessness,caneasilycutintobottom-linepro its.Itisimportantthatcompanieshaveinplaceawrittentoolpolicythatallemployeesunder-standandfollow.Itisrecommendedthatatool ilebekeptforeachemployee.Toolsprovidedtoemploy-eesshouldbeloggedonanindividualtoolinventoryformincludingcopiesofanynewpurchaseorders.

Employeesshouldberequiredtosign-offonalltoolsreceived.Periodicinventoriesofalltoolsinthepos-sessionoftheemployeeorinservicevehiclesshouldbeconductedanddocumented.

Informationrequired:Copyordescriptionofyourcompanytoolinventoryprogram.

6.CustomerServiceStandards Keepingyourcustomershappyandsatis iedisessentialifyourcompanyistosucceedandgrow.Custom-

ersatisfactioncontinuallyranksasnumberoneinimportanceforcustomerretention.Companyeffortsshouldbefocusedonrespondingtoyourcustomers’needsinatimelyandef icientmanner,providingde-pendableandresponsiveservice,commitmenttocustomersatisfactionandfollow-upwithcustomerstoensurealltheirneedshavebeenmet.Itisimportantthatyourcompanyhasimplementedacustomerser-viceprogramandhasproceduresinplacetodealwithcustomerconcerns,issuesorcomplaints.Custom-erfollow-upafterservicecalls,eithermye-mailorphone,toassuresatisfactionshouldbeapriority.

Informationrequired:Descriptionofyourcustomerserviceprogramincludingcopiesofyourcustomerfeedbackprogramorothercustomer-orientedprograms.Inaddition,three(3)lettersofrecommendationfromthreecurrentcustomersarerequiredwhichattesttoyourcompany’sfocusonserviceandcommit-menttothecustomer.

7. Company isanENERGYSTAR™Partnerwith theEnvironmentalProtectionAgency (EPA)and/or

memberoftheSmallBusinessENERGYSTARNetwork TheEPA’sENERGYSTARprogrampromotesthesavingofresourcesandtheprotectionoftheenviron- mentthroughenergy-ef icientproductsandpractices.EPA’sENERGYSTARpartnershipofferscontrac torsaprovenenergymanagementstrategythathelpsinmeasuringcurrentenergyperformance,setting goals,trackingsavings,andrewardingimprovements.AsanENERGYSTARPartner,youwillhaveaccess toarangeofresourcesavailablethroughtheEPAandcandisplaytheENERGYSTARPartnerlogoonyour marketingmaterials.ToapplyonlinetobecomeanENERGYSTARPartner,logonto: http://www.energystar.gov/index.cfm?c=join.join_index.BecausebecominganENERGYSTARPartner requiresacompanytoconductatleast10buildingbenchmarks,contractorsthathavenotyetmetthis requirementmayimmediatelyapplytobecomeaSmallBusinessENERGYSTARNetworkmembertomeet thisGreenSTARprogramquali icationrequirement.Contractorsarethenencouragedtobecomean ENERGYSTARPartnerinthenearfutureaftertheyhaveconductedtherequiredbenchmarks.Toapply onlinetobecomeamemberoftheSmallBusinessENERGYSTARNetwork,logonto: http://www.energystar.gov/index.cfm?c=small_business.sb_index.

Informationrequired:ProofthatyourcompanyisanENERGYSTARpartnerormemberoftheSmallBusi-nessENERGYSTARNetwork.

8.EmployatleastoneEnergy,LEEDorSustainabilitySpecialist

Employingaquali iedorcerti iedspecialistonstaffindicatesanunderstandingoftheimpactmechanicalsystemshaveontheenergyusageinafacilityandhowamechanicalservicecontractorcanprovidevalua-bleservicestocustomersinreducingenergyusageandprovidingcostsavingstrategies.Thesespecialistscanbeavaluableassettoyourcompanybyprovidingaddedvaluetoyourcustomersaspartofanenergyservicesprojectteam.Thesecerti icationsareofferedthroughmanyoftheleadingenergyorganizationssuchasASHRAE,AssociationforEnergyEngineers,andUSGBC.Informationrequired:Name(s)ofemployee(s)whohavesuccessfullymetalltherequirementsforarele-vantcerti icationsuchasLEEDAP,CEM,CEA,BEMP,HBDP,BEAP,CSDPandthedatereceivedtheircerti ica-tionorparticipationandcompletionofanMSCA-sponsoredcourseonenergyservices.

9.OfferSustainableSolutionsandEnergyConservationMeasures Itisimportantthatyoudemonstrateyourcommitmenttocustomersthatyourcompanypromotesenvi-ronmentalresponsibilitybyofferingspeci icsustainableservicesandrecommendingenergyconservationproceduresandequipment.Contractorscanplayavitalroleinassistingbuildingownersandmanagersinmakinginformeddecisionsabouttheirfacility’simpactontheenvironmentwhilemaintainingoccupant

comfort,healthandsafety,Byofferingavarietyofservicesgearedtowardsenhancingtheenvironmentalandeconomicperformanceofmechanicalsystems,contractorscansigni icantlygrowtheirmaintenancebasewhileprovidingtheircustomersenergyandcostsavingstrategies.Servicesofferedtocustomerscouldinclude:

1.OfferenergybenchmarkingservicestocustomersbyutilizingtheEPA’sENERGYSTARPortfolio Managertoevaluateabuilding’sperformanceagainstcomparablebuildingsofsimilarsize anduse. 2.Providebuildingperformanceassessmentsandreportstodocumentthecurrentenergyperformance ofabuildingandidentifyrecommendedmeasurestoreduceoperatingcostsand quantifyanROIbasedonimprovedenergyef iciency 3.Promote/utilize/recommendthemostenergyef icientequipment(ENERGYSTAR products/productsthatexceedASHRAE90.1-2004)whenfeasibleforretro itsor replacements 4.Promoteequipmentmonitoringthroughabuildingautomationsystemorenhancedmetering 5.ConvertallyourPreventativeMaintenanceAgreementsintoEnergySolutionAgreements(ESA’s) toensurepeakoperatingef iciencyandrecommendedenergyconservationmeasures. 6.Servicesspeci icallygearedtowardshighperformancebuildingsandsustainabilitysuchaslaser alignmentofbeltsandshafts;motorsurveys,useofMERV13 ilters,regasketing,leaktests, enhancedmetering,addingadditionalVAVboxes;installingCO2sensorsandotherenergy- savingorenvironmentallybene icialservices 7.Conductenergyaudits,energysimulationmodelingorenergyusepro iles 8.OfferRetroCommissioningservices 9.Providecost/bene itanalysisserviceswhichincludecalculatingpaybackschedulesforutilizing moreenergy-ef icientequipment 10.ParticipateonaprojectteamforaLEEDEB:O&MorLEEDNCregisteredproject 11.Promotetheuseoflow lushtoilets;waterlessurinals;motionsensorfaucets 12.Wheneverpossible,utilizeenvironmentallyfriendlysolutions/products/chemicals/cleaners– examplesincludelowVOCproducts,GreenSealGS-11products,etc. 13.Encouragetheuseofrenewableenergysystems–iffeasible,enterintoaGreen-Eaccredited utilityprogramfor25%ofabuilding’sannualelectricalpower 14.Implementadocumentedrefrigerantmanagementprogram/recommenduseofnon-ozonede- pletingrefrigerants 15.Conducttrainingprogramsforabuilding’sin-housemaintenancepersonnelonmechanicalsys- temoperationsandmonitoringformaximumenergyef iciency 16.Provideinformationontaxincentivesandrebatesrelatedtotheutilizationofenergy-ef icient products 17.Conducteducationprogramsforcustomersonbene itsofenergyef iciency,valueofproperpre- ventativemaintenanceprograms,equipmentoptions,etc. 18.Activeinvolvementwithlocal/stategovernmentof icialsandagenciespromotingsustainable policies,regulationsandprograms 19.ServeontheBoardofalocalUSGBC,ASHRAE,BOMAorIFMAchapter 20.Implementamarketingprogramdescribingyourcompany’scommitmenttoenergyconservationand sustainability 21.Becomeanadvocatefor“energyconservation”inyourcommunitythroughparticipation incommunityeventsandeducationalprograms 22.Demonstrateadditionalinnovativeideasandpracticesthatgenerateincreasedenvironmentalbene itsInformationrequired:Detaileddescriptionof“energyservices”whichyourcompanyprovidestoyourcustomersin-cludinganumberoftheserviceslistedabove.Inlieuofadescription,companybrochures,proposals,saleskits,etc.canbesubmittediftheyadequatelydescribeyourcompany’sactivitiesinanyoftheaboveitems.