Upgrades and Expertise
Another approach is to explain to homeowners how they can take advantage of tax credits as part of a larger remodel. Before moving to draw attention to the tax credits as part of a project, know which type of products that you might install are covered under the ARRA (click here to see our “Stimulus at a Glance” chart) and familiarize yourself with rebate programs available from the state you live in and from local utilities.
Recently, for instance, a homeowner in the Seattle area wanted a complete renovation of a 1914 house that had never had any energy upgrades. Paul Kocharhook, owner of Pathway Design & Construction, in Seattle, asked the HVAC trade contractor he works with for a list of heating units that qualify for both energy tax credits and a $350 rebate from the local utility. He incorporated these, along with windows and full insulation, into the design plan. Then Pathway Design & Construction’s HVAC contractor presented a plan to the client showing exactly how new windows and new insulation values would maximize the efficiency of their new heater, and just how much money they would save in one-, five-, and 10-year time frames. The company got the job, which four other remodeling firms were also competing for.
In addition, tax credits can be a great way to open a conversation about upgrading components or expanding the scope of work. For instance, many of the Raleigh, N.C., houses that Sperath works on are anywhere from 15 to 30 years old. Fifteen years is the typical life of the original HVAC system. Sperath’s suggestion for kitchen, bath, and addition clients is that now is a great time to put in a qualifying HVAC system so that they can take advantage of the energy tax credits. Or, “if you’re discussing an addition,” says the owner of Blue Ribbon Residential Construction, “you can talk about upgraded windows.” —Jim Cory is editor of REPLACEMENT CONTRACTOR, a sister publication of REMODELING.
