Before he ran Quoddy Spray Foam in Washington County, Matt Dana spent more than two decades in public service. A Passamaquoddy tribal member from the Indian Township Reservation, Matt eventually reached a point of burnout in his law enforcement career and began imagining something different: a business he could build with his brother, one that could provide stability, flexibility, and a future for the next generation.

Today, Matt and his brother co-own a Native-owned spray foam insulation business based in Princeton, Maine. Through CEI’s Weatherization Business Lab, Matt strengthened the business skills behind his technical work, gaining tools that helped him price jobs correctly, improve efficiency, and better serve customers in a region where energy efficiency knowledge is still growing.

Q&A as told to CEI by Matt Dana, in his own words, with minor editing for clarity and context.

Can you tell me how you found out about the Weatherization Business Lab and what your experience was like?

My name is Matt Dana. My brother and I own a 100% Native American–owned spray foam insulation business, Quoddy Spray Foam. We’re Passamaquoddy tribal members from the Indian Township Reservation, and our business is based in Princeton, Maine.

How did you first learn about CEI’s Weatherization Business Lab?

I’m trying to remember. I don’t recall exactly where the invitation came from at this point. I sent my information in and was lucky enough to get into the workshop for weatherization.

What was the workshop like? Was it different than you expected?

It was a little bit different than I expected. The tools they gave us were really helpful. They provided online tools for estimating jobs and making sure you’re pricing things correctly, things like that. Those online tools were amazing, and having access to them even after the workshop has been very helpful.

Did you have your spray foam business before the workshop, or did you start it after?

We had it before. It helped me be better on the business side. I didn’t come from a business background, so it helped me realize some things, especially specializing in weatherization. It helped me think about the business in a different way. Hearing from people who had experience in the same business was helpful, and the other participants as well.

What’s the spray foam business like in your area?

It’s hit or miss, sometimes feast or famine. It’s been a bit slow this past year, so we’ve been traveling farther to do jobs.

Do you feel like there’s been growth in demand for spray foam insulation?

In Washington County, people are just starting to realize what spray foam insulation is. It seems pretty new for carpenters, construction, and homeowners. I’ve had to do a lot of education. People hear myths and rumors, that it causes mold or that it’s bad, and I’ve had to correct a lot of misinformation. We’ve lost jobs because of that.

Can you talk about how the Weatherization Business Lab helped you change how you run the business?

We started the business before the lab and didn’t have any business background. The marketing tools we learned helped, especially learning about rebates through Efficiency Maine. That allowed us to get certified as an Efficiency Maine vendor and offer those rebates to customers, which helped us get more jobs.

The pricing tools were also very helpful. They helped us figure out how to price jobs, how to use our product efficiently, and what we need and don’t need. Those tools helped us understand the finance side of the business.

Were you underpricing yourself before the lab?

Yes. Pretty significantly.

Have you seen changes since then?

Yes. We’ve seen an uptick in earnings and better product use. It also helped with inventory control and having what we need on hand.

What does it mean to you to be a Native-owned business?

It’s nice being role models on the reservation and showing others they can start a business and create something of their own. Sometimes unemployment on the reservation is over 60%. Having our own business lets us set our own schedule and also give others opportunities when we need extra help.

How do you create opportunities for others through your business?

We’re not able to hire full-time employees, but when we need help, we bring on seasonal workers who don’t have full-time jobs. We’ve taught four or five people how to spray over the years. Most of the time they start with cleanup, but we also teach them how to spray and what to look for. We try to teach them as much of the business as we can so they understand it and might be able to work full-time someday.

Would you recommend the Weatherization Business Lab to others?

Definitely. It’s helpful for people starting out and for people already in the business. It gives you a different perspective. There were a lot of things I didn’t know I didn’t know. The finance, inventory, and marketing parts were especially helpful. I came from public service. I had over 20 years in law enforcement, so this was a totally different world.

What led you to leave law enforcement?

Burnout. I knew it was time to leave the profession. I’m retired now. I was the chief of police here on the reservation, and my brother and I want to build a business our kids can take over someday. Something generational.

What does that long-term goal look like for you?

I have three adult kids. Both of my sons have worked with us spraying and know the industry well. I could send them out to do jobs on their own if needed. My brother has six kids, so we’re hoping to build something that can last.

What marketing has been most helpful for your business?

Talking about rebates has really helped attract customers, especially people who don’t realize they might qualify. Educating people about spray foam and its efficiency has also helped.

Do you rely more on word of mouth or advertising?

Mostly word of mouth. We were more active on social media before and made videos. We also did radio and newspaper ads locally. A lot of customers have recommended us.

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Drawing on tools and peer learning from the Weatherization Business Lab, Matt sharpened his pricing, marketing, and financial approach, strengthening his business through economic ups and downs while continuing to create opportunities on the reservation. Looking ahead, he remains focused on education, energy efficiency, and building something that can support future generations.