Improved windows offer one ofthe most attractive paths forincreased energy savings inhomes, yet less than 10 percentof 1999 Texas window sales

included low solar heat gain low-Eglass and most of them had aluminumframes. This differs dramatically fromnationwide figures of greater than 40percent low-E and less than 15 percentuse of aluminum frames. Althoughwindow heat loss and heat gainaccount for about 25 percent of a typi-cal new home’s heating energy and upto 60 percent of a home’s cooling costs,most homebuilders and building sup-pliers in sunbelt areas are stillunaware of the benefits of high-per-formance windows.

To help save energy and reduce peakcooling electric energy demand, theTexas Window Initiative (TWI) wascreated in March 2000 to promote theinstallation of high-performance win-dows in the residential new construc-tion and retrofit markets in Texas.

The TWI program is funded byAmerican Electric Power and its Texassubsidiaries: Central Power & Light,West Texas Utilities, and SouthWestern Electric Power Company. Sofar, TWI has presented more than 150high-performance window trainingsessions in East Texas, West Texas andthe Gulf Coast regions and several ses-

sions in the Dallas and Houston areasfor manufacturers and key distribu-tors. More training sessions are sched-uled through 2002.

TWI is a market transformationprogram, providing education andtraining to window manufacturers,distributors, retailers, building prod-uct sales professionals, homebuildersand remodel and replacement con-tractors. These industry members,once trained, will deliver the high-per-formance message to the homebuyersand homeowners to help them makeinformed purchasing decisions.

Education iis tthe KKey Unfortunately, many building

industry professionals don’t know howto identify a high-performance win-dow, let alone sell its benefits to cus-tomers. Thus, TWI training sessionsinclude an in-depth presentation ofthe technology and benefits of high-performance windows and detailedinformation on ENERGY STAR® andNFRC rating and labeling programs.Better windows present a win-win sit-uation: consumers win with reducedenergy bills and improved comfort,while window vendors yield greaterprofits on value-added products.

Topics covered in the TWI presenta-tion and in the handouts include:

• Energy efficiency as a selling point—

the benefits of high-performancewindows to homeowners;

• Window energy basic concepts (thesolar spectrum, conduction, con-vection and radiation);

• How a window really works—heatgain and heat loss through windows;

• Comparison of window types—heating, cooling, energy and dollarsavings and comfort;

• Measures of window performanceand NFRC testing and labeling—the U-factor and SHGC rating;

• Window features (low-E coatings,frame materials, gas fills, number ofpanes, spacers and type of glass);

• Fading and condensation effects;• ENERGY STAR window labeling;• What works best in Texas, especially

in light of the new Texas buildingenergy code (see sidebar on page45).The TWI program is brand neutral

and promotes window products thatare certified to be ENERGY STARcompliant. Particular attention is paidto identifying the high-performancewindow products appropriate for usein Texas, with a focus on the ability oflow solar heat gain low-E glass toreduce cooling loads. Strong emphasisis given in the TWI training to identi-fication of ENERGY STAR qualifiedproducts through recognition and

44 USGlass, Metal & Glazing November 2001

How One Electric Utility Company isHelping Sell Better Windows

B Y B I L L M A T T I N S O N

understanding of the ENERGY STAR andNFRC performance labels required for ener-gy code compliance and for consumer pro-tection.

Delivering tthe MMessage Ken Nittler and I created the TWI train-

ing material, with program administrationby Frontier Associates in Austin. Nittler is amechanical engineer who also owns WEST-LAB, a window testing company with officesin California, Wisconsin and Canada. He isalso a software developer and energy codesexpert who has been active in building codedevelopment nationwide. I have been oper-ating SOLDATA, a California energy con-sulting firm since the mid 1970s, and havecreated training and marketing material fornational and regional window companies,and provide technical consulting services tomajor utility companies.

Knowledge MMakes a DDifference

TWI training efforts have already made asignificant impact on the business practicesof a number of Texas businesses. Severalexamples illustrate this point:

• A major Texas window manufacturersupplying new homebuilders in much ofthe state, had only dabbled in low-E glassproducts prior to their session with TWItrainers. A lively discussion of product

continued on page 46

November 2001 USGlass, Metal & Glazing 45

The Texas Emissions ReductionPlan, Senate Bill 5, was signedinto law on June 15, 2001 andwent into effect on September

1. The legislation requires that a build-ing energy code be implemented inclean air non-attainment areas. Thereis also significant funding mandatedfor energy efficiency programs to beadministered by the electric utilities.

This new legislation will allow grantmonies to be made available for ener-gy efficiency. “Low solar gain low-Eglass coatings are a powerful way toreduce energy demand when coupledwith downsized air conditioners,” saidNittler. The grant program requiresapproved programs to include theretirement of materials and appliancesthat contribute to peak energydemand, peak loads and associatedemissions of air contaminants.

The Texas building code is a reference to the InternationalResidential Code (IRC), which in turn references the InternationalEnergy Conservation Code (IECC). According to the new legislation, “toachieve energy conservation in single-family residential construction,the energy efficiency chapter of the International Residential Code, asit existed on May 1, 2001, is adopted as the energy code for use in thissate for single-family residential construction.” Additionally, “toachieve energy conservation in all other residential, commercial andindustrial construction, the IECC, as it existed on May 1, 2001, isadopted as the energy code for use in this state for all other residen-tial, commercial and industrial construction.”

The legislation also prohibits local amendments from resulting in lessstringent energy efficiency requirements in nonattainment areas and inaffected counties than the energy efficiency chapter of the IRC or IECC.

According to Nittler, one of the most relevant code sections is inregards to solar heat gain. According to the code, “The area weightedaverage solar heat gain coefficient for glazed fenestration installed inclimate zones 1 and 2 (to a maximum of 3,500 HDD) shall not exceed0.40.”

“In effect, this is a mandate for low solar gain low-E glass as virtu-ally all of Texas has less than 3,500 heating degree days,” said Nittler.

However, Nittler warned that some in the building industry may tryto find their way around the codes. “Like many other energy codes, beaware that there are multiple compliance paths including a perform-ance method that could allow a builder to trade-off building featuresincluding the solar heat gain requirement,” he said. “Unlike, California,I do not expect there to be widespread use of the performancemethod—in the next few years anyway.”

“”

A relatively small West Texas local

window manufacturer had previously

rejected use of low-E glass products

because the company felt it could not

afford to stock yet another variety of

glass. After the TWI training, now

aware that low solar heat gain low-E

could actually replace a number of

lower performance tinted and reflec-

tive products, the company made a

commitment to focus on low solar

low-E as a better alternative.

Texas Emissions Reduction Plan: What it Means for the Industry

46 USGlass, Metal & Glazing November 2001

Circle Reader Card #32

features and benefits, followed by numerous follow-upphone conversations, led the company to establish a majormarketing emphasis on low solar heat gain low-E products.TWI trainers visited a major glass supplier the day aftertheir first session with the window company. The trainerswere pleased to hear that although the glassmakers hadlong been seeking to sell the window manufacturer low-Eglass, they received their first major order just hours afterthe conclusion of the TWI window company training ses-sion.

• A relatively small West Texas local window manufacturerhad previously rejected use of low-E glass productsbecause the company felt it could not afford to stock yetanother variety of glass. After the TWI training, now awarethat low solar heat gain low-E could actually replace anumber of lower performance tinted and reflective prod-ucts, the company made a commitment to focus on lowsolar low-E as a better alternative. This enabled them tomarket energy efficiency as well as enjoy reduced stockoverhead costs.

• A number of production homebuilders throughout the AEPregions are now offering high-performance window prod-

continued

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November 2001 USGlass, Metal & Glazing 47

ing the electric utility companies to par-ticipate in Market Transformation orDemand Side Management programs.

The benefits of high-performancewindows are so great that it really onlytakes an education program like TWIto convince builders and retailers tosell better windows to their clients.However, in places like Texas wherethere has been no energy code in thepast, window manufacturers werehappy enough to keep on selling the

same old products. Now with the TWItraining, they and their vendors areaware of the value-added opportuni-ties that come with high-performanceproducts and are confident that thereare trained people who are capable ofselling the benefits.

ucts as a buyer upgrade in theirnew homes. They’ve said theknowledge given them by TWIshould enable them to sell betterwindows in a high percentage oftheir homes.

• A window manufacturer specializ-ing in replacement windows soldthroughout Texas had been offeringonly hard coat low-E products untilTWI training showed them thoseproducts were more suitable to coldnorthern climates and offered littlebenefit to Texans. Now they arestrongly marketing low solar heatgain low-E as their featured glassproduct, a perfect complement totheir previous position, which pri-marily emphasized the energy effi-ciency of their thermal break framematerials.

• Several remodel and replacementcontractors asked TWI trainers toprovide them with glass samplesand a heat lamp similar to the toolswe used in their training to demon-strate reduced heat gain throughlow-E glass. The builders are con-vinced they can sell high-perform-ance windows on almost every jobif they can just give the samedemonstration to their clients.These builders recognize that theycan benefit from offering value-added products that increase cus-tomer comfort and satisfaction.

• The installation of energy-efficientwindows will not only yield utilitybill savings, but may permit down-sizing of HVAC equipment, thuspartially offsetting the increase infirst cost of high-performance win-dows. Several HVAC contractorshave been reducing the air condi-tioner size on homes that utilizelow solar heat gain low-E glass.

Beyond TTexasWhat we have done in Texas may be

done in other states as well. An initia-tive like TWI would be possible in anystate where the public utility commis-sion or the state energy office is requir-

Circle Reader Card #33

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B i l l M a t t i n s o n serves as programdeveloper for the Texas Windows Initiative.