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Training your builders

The Propane Education & Research Council’s (PERC) outreach to construction professionals last year included participation in a series of construction professional events with training opportunities.

I was a participating trainer at many of the events and got a firsthand look at the value that was delivered, in the eyes of the architects, builders and other construction professionals.

The Reinvention Symposium was held Sept. 14-16 in Seattle. I presented to and networked with more than 200 residential architects from across the country. Some were familiar with propane from past projects and many others were interested in the theme of “Energy Innovation by Design.”

Look for residential architects in your area and introduce yourself. Architects are looking for affordable energy answers for their new home and renovation projects located beyond the natural gas mains.

The Plumbing, Heating, Cooling Contractors of America (PHCC) held the PHCC Connect 2009 conference on Oct. 21-23 in New Orleans. PERC exhibited there and I held a training session on stimulus tax incentives for a crowded room full of contractors. We had the opportunity to network with more than 400 plumbing and heating/cooling contractors in a comfortable setting with a “small-town feel” to it.

Contractors were interested in propane availability, underground tanks, installation requirements, new propane applications in residential construction, and tax incentives and rebates that make those sales easier. Propane retailers often overlook plumbers and heating/cooling contractors as a source of new gallons. Those contractors are looking for ideas that will make their business more successful. They are involved in new construction, remodeling projects and the replacement market, and can become valuable trade allies.

We opened some doors for you. Step inside and introduce yourself.

Another event I worked was the NAHB Remodeling Show on Oct. 28-30 in Indianapolis. I held three training classes a day on the exhibit floor in an area next to the PERC exhibit. Remodelers had a lot of interest in tankless water heaters, generators and information on propane availability and tank installation. Federal and state tax incentives are important to this group of construction professionals and you should be out there telling them more about those opportunities.

The Custom Builder Symposium was held on Nov. 6-8 in San Diego. Custom builders from across the country gathered to learn how to be more successful in business. One of the highlights of the event is the selection of the Custom Home Builder of the Year. A “propane” builder was selected for the third time in the last four years. Payne and Payne Builders, a family-run business from Chardon, Ohio, won the award. Payne and Payne is a propane advocate, using propane for temporary construction heat on many of its projects.

Custom homebuilders listen when you tell them award-winning builders use propane in the construction phase and as the primary energy source for their completed homes. Are you talking with custom homebuilders in your marketing area?

The last event of the season in which I participated was the International Pool/Spa/Patio Expo on Nov. 16-18 in Las Vegas. Attendees included retailers, contractors, landscape architects and designers, builders/installers and service/maintenance technicians.

I held three daily training sessions titled “Outdoor Room Innovations with Propane” introducing a new category of potential propane advocates (lots of interested students) to the many uses of propane in outdoor room or patio settings for projects beyond the reach of natural gas.

If you don’t know what an outdoor room really looks like today, you will be surprised. There is big potential for off-season gallons with a growing number of applications in these settings. Thanks go to David and Marty, local competing propane marketers who helped staff the exhibit booth.

Here are the messages resonating with all construction professionals with whom I am talking:

•Propane is American energy. More than 95 percent of the propane consumed in this country is produced in North America.

• Propane provides affordable, efficient and environmentally friendly energy solutions for consumers.

• Free online and face-to-face training courses and technical information are readily available at www.buildwithpropane.com.

Start building your relationship with construction professionals in your marketing area with those three messages and build from there.

Attendees’ No. 1 question was “How do I find a propane retailer?” My answer? Go to www.buildwithpropane.com and look in the “Find a Propane Retailer” section on the home page. If your propane business isn’t registered there, you are going to miss those leads. You are also missing leads if you don’t go to the Propane Marketing and Resource Catalog (MaRC) and check for leads posted after each show.

There is a pause in the event action until later this month when the 2010 International Builders’ Show (IBS) takes place on Jan. 19-22 in Las Vegas. There will be more than 175 training courses offered and more than 1,500 exhibitors, including the propane industry booth #N2819, co-located with the American Gas Association. Find out more details about IBS by visiting www.buildersshow.com. PERC, along with a hoped-for large group of propane industry volunteers, is leading propane efforts at the show, including the exhibit booth and media outreach to more than 60,000 expected attendees.

Close the loop with builders in Las Vegas and in your local area. Your business will be a winner because of it.