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Check-in
9:10
Introductions
Andy Black
Solar Financial Analyst
(408) 428 0808x1
andy@ongrid.net
Marketing Overview
Break, Q & A, Networking
Sales Process
Connecting with Customers
Working the Sales Funnel
Contracts
Break, Q & A, Networking
Sales Training
Salesperson Solar Knowledge Needed
Sales Training
Sales Tools available
New Broker Sales model (optional)
4:30-5:00
Diligence:
Heights by great men reached and kept were not obtained by sudden flight, but they, while
their companions slept, were toiling upward in the night.
- Henry Wadsworth Longfellow
Andy Black
Solar Financial Analyst
(408) 428 0808x1
andy@ongrid.net
Abstract:
Andy Black, experienced salesperson and marketer of PV systems, shares his knowledge about
creating and closing business. First covered, a marketing overview, and discuss effective and
ineffective marketing strategies, with a deep look at lead generation. We then look at Sales
Organizations, and the benefits, costs, and issues of sales staff. Sales structures, compensation,
contracts, property ownership, and termination issues will also be covered. An in depth look at the
sales cycle with interactive examples of the processes, interactions and systems Andy has developed
and successfully used for several years. This section will include discussion and interactive
examples of lead screening, site visits, proposal preparation and presentation, closing,
documentation and writing up the sale.
Finally, the class will close with a discussion of the skills required to be a successful salesperson in
the industry, and what hiring managers should look for, as well as some of the tools and new sales
strategies that may be emerging. Interactive discussions and questions are encouraged.
Biography:
Andy Black is a Solar Financial Analyst and the owner of OnGrid Solar. OnGrid Solar provides
financial analysis and sales education & software to solar installers to help them make a strong sales
case for solar electricity to their customers. Andy has more than a dozen years of design, consulting,
teaching, sales, and research experience in solar. He specializes in demonstrating the financial
payback of solar electricity systems. He is a former NABCEP certified solar installer.
Andy Black is a recent member of the Board of Directors of the American Solar Energy Society and
served as Chapters Representative. He is also a member of the Advisory Board of the Northern
California Solar Energy Association.
Andys formal education includes a Bachelors in Electrical Engineering from Penn State
University, a Masters in Electrical Engineering from University of Southern California, and a
Marketing Certificate at the University of California. His training in solar electricity includes Solar
Energy Internationals intensive photovoltaic coursework and more than a dozen specialty courses
in solar electric and related fields. He presents regularly on the financial analysis of solar electricity
to audiences nationwide.
Contact Info:
Andy Black
OnGrid Solar
4175 Renaissance Dr #4, San Jose, CA 95134
(408) 428 0808x1
andy@ongrid.net
www.ongrid.net
Overview of Marketing
Market Segments
" Lead Generation
"
Selling
Building a Sales Organization
" Selling Angles
"
Audience Survey
Goals & Focus of the Class?
! Building a Sales Organization
! Sales Strategies
! Marketing Strategies
! Sales Training
Audience Survey
Whos Here? Whats your background?
! Dealer/Installers (owners)
"
"
Introductions / Networking
!
Current
Future
"
Solar Salespeople
"
Current
Future
Marketers
Others?
Whos taken the Payback/Financial class?
!
!
Networking List?
Instructor Background
!
!
!
!
!
!
Decorum
!
Questions:
"
!
!
WIIFM
Importance of Listening
!
Overview of Marketing
"
"
Market Segments
Lead Generation
Selling
Sales Organizations
Sales Process
" Proposal & Presentation Options
" Sales Training
"
"
!
!
Diligence
Heights by great men reached and kept
were not obtained by sudden flight, but
they, while their companions slept, were
toiling upward in the night.
Marketing
Overview
What is Marketing?
!
What is Marketing?
!
- Encyclopedia Britannica
Marketing is Essential
"
What is Marketing?
!
Engineers Rejection
Protects - legal
" Promotes & sells
"
Marketing is Central
Customers
Legal
Other Centers:
Engineering: Quality over Profit
" Sales: Volume over Quality or Margin
" Legal: Caution over Opportunity
"
Marketing
Sales
Engineering
Marketing
Marketing is Essential
Without it, no one knows youre there
! You dont know where you are
!
"
Topics in Marketing
!
4 Ps of Marketing
!
Product
Placement
Price
Promotion
"
Product
Easy right?
! The Thingus being sold
!
"
Huh?
4+ Ways to look at PV
Financial
= 4 Products
Investment
Segmentation
4 groups each see a different product
! Each group needs its own approach
! Each is a Market Segment
!
Environment Saver
PV
System
"
Independence
& Freedom
Technology
Gadget
Sub-Segments
!
!
Target Markets
!
"
Promotion
!
Promotional By Group
Payback doesnt work on tree huggers
! Tech coolness doesnt work on
accountants
! Some crossover, but usually one focus
is dominant
!
One Message
Does Not Fit All Audiences
How about
!
A second segment:
!
How about
!
To the banker:
A PV system generates a positive cash
flow and will increase your home equity.
Call Andy for a customized financial
analysis...
4+ Segments
Financial
Investment
Environment Saver
PV
System
Independence
& Freedom
Technology
Gadget
#5: Status Symbol?
2009 OnGrid Solar, All Rights Reserved.
Independence Sub-Segments
Backup Power
! No foreign or out-of-state energy in CA
! No electric bill / No rate hikes BILL
! Save a lot on your bill
! No Utility
! U.S. Energy Independence
! No money to terrorist states for oil
!
Independence Sub-Segments
No reliance on finite fossil resources
! No dependence on big business for energy
! Cut living expenses
! Save $X over lifetime
! Kick the utility
! Keep the money in our state
! National Pride
!
Enviro Sub-Segments
Grow your own
! Reduce your carbon footprint
! No dirty power plants
! Save water
! Save polar ice
! Stop strip-mining
! Reduce coal digging, burning, and pollution
! Grandchildren & 7 generational thinking
!
Techno Sub-Segments
Get the latest technology
! Show how cool you are
! Monitor your PV on your iPhone
! Support new technology
! Support American innovation
!
Financial Sub-Segments
!
!
!
!
!
!
!
Promotional Messages
!
?
! Whats In It For Me
! Everyone thinks this way
! Keep in mind for presentations, promotional
material, conversations, etc
!
WIIFM
!
"
Methodical Demonstration
!
Benefits
"
Published Articles
Evidence
"
Published Articles
Graphs from independent sources
Published Articles
Graphs from independent sources
Figures & Calculations
16.00
Pre-Solar
Bill
$102
$209
$379
14.00
Residential
12.00
10.00
1982
8.00
Small Business
6.00
Large Business
System
Size
3.0 kW
6.0 kW
9.0 kW
4.00
Deck Addition
Bathroom Remodel
Window Replacement
Kitchen Remodel
2.00
1970 1971 1972 1973 1974 1975 1976 1977 1978 1979
1980 1981 1982 1983 1984 1985 1986 1987 1988 1989
1990 1991 1992 1993 1994 1995 1996 1997 1998 1999
2.23
2.31
2.46
2.63
3.37
3.64
3.82
4.23
4.48
4.47
5.86
6.51
7.67
7.12
7.07
7.78
7.94
8.04
8.54
9.45
9.98 10.79 11.08 11.30 11.43 11.61 11.32 11.32 11.32 11.32 11.32 14.40
1.81
1.92
2.09
2.74
2.98
3.28
4.11
4.47
4.46
6.14
6.59
7.43
7.31
7.52
8.06
8.25
8.01
8.24
8.64
8.98
9.59
9.92
9.78
9.78
9.78
9.78 14.37
1.03
1.13
1.28
1.96
2.29
2.60
3.23
3.67
3.74
5.47
6.18
7.25
6.77
6.68
7.51
7.38
6.95
6.88
7.13
7.28
7.58
7.59
7.33
6.93
6.93
6.93
6.93 11.42
Residential
7.09
7.37
6.93
2000 2001
Source: Prepared by the CPUC Energy Division. Dataset from Energy Information Administration (EIA), DOE/EIA-0376(95), State Energy Price and Expenditure Report,
1995, Tables 36-38. 1996 through 2000 reflects AB 1890 frozen rates. 2001 rates include 4 cent increase in SCE and PG&E Rates.
Net
Equity
%
Cost Increase Return
103%
$20K
$20K
145%
$39K
$57K
$58K $102K 176%
$6.3K
$10.1K
$9.6K
$44K
$6.7K
$9.1K
$8.2K
$33K
104%
89%
85%
75%
25.0
25.0
30.0
20.0
15.0
10.0
!
!
Published Articles
Graphs from independent sources
Figures & Calculations
35.0
20.0
15.0
10.0
5.0
5.0
0.0
Net Usage
Net Usage
Tier 5
Tier 5
Tier 4
Tier 3
Tier 2
Tier 1
0.0
Tier 1
35.0
Tier 4
Published Articles
Graphs from independent sources
Figures & Calculations
Tier 3
Tier 2
Production
Create a Logical
Progression
Leading to the Conclusion:
Published Articles
Graphs from independent sources
Figures & Calculations
Endorsements & Testimonials
Quotes from Satisfied Customers
Marketing Conclusion:
Marketing is an important function
! Identify the Products via the Segments
! Identify the messages for Promotion
! Chose the right medium for Promotion
! Build a compelling case
!
Agenda
!
Overview of Marketing
"
"
Market Segments
Lead Generation
Selling
Sales Organizations
Sales Process
" Proposal & Presentation Options
" Sales Training
"
"
!
2009 OnGrid Solar, All Rights Reserved.
Website
Services leads (rather than generate)
! Provides anonymous way of getting
more info
! Essential
!
Lead
Generation
Websites
!
"
Lead Generation
"
"
Events/Booths
! Mailings
! Data services
! Signs
! Referrals
! Word of Mouth
! Paid Ads
!
Events
!
"
via ASES
www.nationalsolartour.org
Smile!
! Offer a handshake & your name
"
Home Shows
! Art & Wine, Rotary, Chamber of
Commerce & civic/town events/festivals
! Solar Home & Green Building Tours
! Solar Conferences
! Green Festival
!
!
!
Contact info
Checkbox options:
"
"
Sign-up List
Booths - Venues
Booth Behavior
!
When Full?
Mailings
Build mailing list ASAP
! Use it
!
"
"
Mailing Example
Postcards
! 10K-15K direct mail per week
! Target: >1800sqf, good neighborhoods high value homes, >$150/mo bills, high
equity, high net worth
! BP & others also successful w/ Postcards
!
Data Services
!
Postcards
!
"
"
Installation Truck
! Sales car magnetic
! Lawns at installation
Signs
!
Headline is unavoidable
Must read to scan, even if they discard it
"
Effective
"
Single or multi-use*
"
"
"
A
exa
Professional Referrals
? Promotion Mediums
!
Paid Advertising
"
"
Similar to TV
Media Success
!
"
Level of screening?
Closing ratio?
!
!
Lowest cost
Hardest to get - most effort
"
Listings
Google and other listings
! Membership listings in ASES, SEIA
!
"
Classes - My Favorite!
!
Great for:
Classes - Venues
Rotary
! Elks, Lions
! Company lunches or
Earth Day events
! Libraries
! Green Festival
!
One-Time Sale
!
Viral Marketing?
Solar City & now others
! Reaching into neighborhoods
!
"
Test them
Customer Relationship
Management (CRM)
!
CRM Tools
Agenda
Overview of Marketing
"
"
Market Segments
Lead Generation
Selling
Sales Organizations
Sales Process
" Proposal & Presentation Options
" Sales Training
"
"
Disclaimer
Im not a lawyer:
Sales
Organizations
Audience Survey
!
Dealer/Installers (owners)
"
Solar Salespeople
"
Sales Staff
Do you want & need them?
!
"
"
"
Control
" Labor laws
" Costs
Employee
!
"
"
"
Employees
At will - can be terminated anytime, for
many legal reasons
! Employees get:
!
Independent Contractors
!
Independent Contractor
In theory, come with expertise, a body of
knowledge, and/or existing clients
! Contractors set own hours & have other
clients (not necessarily competing)
!
"
Asset Control
!
Who owns:
Contact info for leads, closed sales, etc
" Salespersons phone & cell number, email
address
"
"
More freedom
"
Asset Ownership
& Control
!
Agreements
Avoid problems - spell out as much as possible
! Whether employee or contractor
! How contact info will be owned
! Requirements for turning in data
"
!
!
!
Agreement
Covers before, during and after
! Be clear at outset what you want to retain
ownership of after termination
! Make it fair and reasonable for both parties
!
"
Agreements
!
!
!
!
Virtually illegal in CA
Must be reasonable in other states (time & distance)
" Stifles creativity
"
Agreements From
Off The Shelf
!
Termination
Pay for work done but not paid
! Ownership of assets
!
Termination - Employee
!
"
!
!
Confidentiality
" Property ownership
"
Considerations
!
Overview of Marketing
Market Segments
" Lead Generation
"
Selling
Sales Organizations
Sales Process
" Proposal & Presentation Options
" Sales Training
"
"
!
2009 OnGrid Solar, All Rights Reserved.
Agenda
Termination - Contractor
Termination - Employee
!
Employee costs:
Cost of Sales
Sales Expenses
!
Expenses
! Overhead
! Commissions and base pay
!
"
"
!
!
!
!
!
!
Mileage reimbursement
100% or less of Federal Rate: 55/mile in 2009
Fed rate is fair - includes all costs of driving, such
as insurance, wear & tear, maintenance, etc.
Training
Meals
Events
Office Supplies & Printing
Workers Comp & General Liability Insurance
Can total $500-$1000/month/person
Overhead
Payroll taxes
! Office space
! Equipment & tools - computer &
software, camera, ladder, pathfinder,
car
! Marketing to get enough new leads
! Referral bonuses
!
Compensation Plans
!
Type
Commission plus Base
" Commission only
" Salary only with bonuses
"
Payment Terms
! Territories
! Termination issues
!
"
Commission Only
SALE =
"
$2 million minimum
" $3 million goal for $110K per year
" Less than $2 million =
"
Quotas
Penalties for below the minimum
! Bonus for exceeding high target
!
Keep it simple
"
"
Commission Adjustments
Fair Compensation
From Start
Commission Adjustments
!
Territories
!
Agenda
!
Overview of Marketing
Market Segments
" Lead Generation
"
Sales
Process
Selling
Sales Organizations
Sales Process
" Proposal & Presentation Options
" Sales Training
"
"
>
!
Play Doctor
"
100
80
60
50
4-10
4-9
4-8
Lead Disposition
!
Call back?
Visit immediately?
! Do rigorous call screen before visit?
! Examples
!
Always Right
The Customer is Always Right
but not every customer is the right
customer for us
! Choose the right customers, and give them
the best
! Screening helps ID the right ones
!
Prospecting Steps
Respond - phone/email
! Pre-Qualify - phone
! Prepare
! Qualify - phone
! Site Visit - in person
! Prepare proposal
! Present - in person
! Close - in person
!
!
!
Qualify
!
"
"
"
"
!
!
!
!
!
Aerial Views
Qualifying Call
!
Street View
Confirm Location
!
!
!
Measure roof
dimensions
Guesstimate area
Guesstimate max
system size
!
2009 OnGrid Solar, All Rights Reserved.
"
"
!
!
An Example Call
!
Notice
What is asked for
" What is offered
" What gets recorded
" How connection & comfort are built
" Am I listening?
" Am I finding out their problem?
"
"
!
!
!
!
www.aceee.org
!
!
!
!
Complete Toolkit
Pathfinder/SunEye
Digital camera
Tape measure
Digital level
!
!
!
"
"
iPhone Clinometer
Damage to gutters & jamming
Site
Survey
Data
Sheet
Solar Pathfinder
Use Tools Effectively
To create confidence
! Build rapport
! Activate imagination
! Have them:
!
"
Much faster,
more detail, more
accurate
" Can be included
in proposals
www.pge.com/pec
Use beanbag or
non-ferrous camera
tripod (rather than
their crappy one)
PV SITE ASSESSMENT
9.10.07
Date: ______________
OWNER NAME
COMP
SHAKE
ROOF:
CLAY-TILE
TAR&GRAVEL
VINYL
STANDING-SEAM-METAL
BUILT-UP(MULTI PLY)
EICHLER
PITCH ANGLE:
Y N
METAL-TILE
OTHER-TILE_______________________
MEMBRANE/EPDM
GROUND
ORIENTATION:
COLOR:
AGE:
TORCHDOWN
GROUND-MULTI-ROW
TO BE REROOFED?
EASY
INSOLATION:
LATITUDE:
MAG VARIATION:
37 N _____
17 E
STRUCTURAL:
PURLINS
TRUSS BRACING
Y N
HARD
Y N
2x8x______ EICHLER____
UTILITY LOAD
CENTER:
HARD
MED
DECEMBER 21:
SOILING ISSUE?
Y N
2x6x______
EQUINOX:
_____
RAFTER: 2x4x______
AESTHETIC:
JUNE 21:
MED
EASY
Y N
Y N
SHEATHING:
____PLYWOOD
____ BOARD
Y N
CONDUIT DISCUSSED?
Y N-RACK
Y N
/
EMPTYS:
# POSSIBLE TO TWIN:
INVERTER:
INDOOR OUTDOOR
LOCATION:
WALL SPACE? Y N
LOCATION:
INVERTER AREA ACCESSIBLE? Y N
CONDUCTOR DISTANCES:
INVERTER TO LOCKABLE DISCONNECT:
INVERTER TO NEW SUB PANEL:
EMPTYS:
SHADED? Y N
# POSSIBLE TO TWIN:
VENTED?
Y N
POLARIS NO-SPACE
LOCATION:
SUB PANEL REQUIRED?
INVERTER TO BATTERIES:
"
Presenting
Discussed in next section
! Assuming the sale is closed, lets complete
the sales process
!
Contract signed
" Incentive Application signed
" Interconnection Authorizations signed
" Copy of Homeowners Insurance*
" Utility bill*
" Deposit check
*Digital camera photo usually suffices
2009 OnGrid Solar, All Rights Reserved.
"
Get at close:
"
Construction Marketing
!
With permission:
"
"
Referral Contact
!
4-Month Follow Up
After 4 Net Metering Bills
! Sales Rep Calls Client to
!
PPA Vendors
Are Ideal Customers
!
Repeat purchasers
Agenda
Overview of Marketing
! Selling
!
Sales Organizations
" Sales Process
" Proposal & Presentation Options
" Sales Training
"
"
Proposal Process
!
Proposal &
Presentation Options
!
!
!
!
!
!
2009 OnGrid Solar, All Rights Reserved.
Present it
Follow up in 2 days
Quick Layout
Proposal Options
!
!
!
Minimal Proposal
Size & cost of proposed system
! Expected impact on their bill
! Contract documents
!
Sales Contracts
!
Handling rebates
Whos stuck if it doesnt come thru
" Who accepts rebate (and worse cash flow)
" No tax consequences either way
"
"
Refunds on cancellation
"
CAD Layout
Medium Proposal
Minimal +
! Layout (Quick, Drawn, or CAD)
! Financial Analysis Overview if appropriate
!
Layout on Plans
Financial: Payback
Analysis Cash Flow with a Loan
Total Lifecycle Payback
Detailed Layout
$12,000
Annual Savings
$10,000
$8,000
$6,000
Total Savings
$4,000
Initial Cost
$2,000
$-
10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25
Annual Savings Before Payback
Year
Payback Year (Occurs at 9.7 Years)
Annual Savings After Payback
$14,000
Resale Value
$200,000
$12,000
$10,000
$8,000
Annual Savings
$250,000
$150,000
$100,000
$6,000
$4,000
$(2,000)
$Years 1
3
5
7
9
11 13 15 17 19 21 23 25
Effective Resale Value (lesser of 20x annual or remaining 25yr savings)
20 times Annual Savings
Remaining savings within 25 years
25.0
25.0
Tier 5
Tier 4
Tier 2
Tier 3
0.0
Tier 1
5.0
15
17
19
21
23
25
$(4,000)
$(6,000)
Buy Power at
Night and Winter
Exchange at Retail
100% Efficient Battery
Annual Cycle
Google Sketchup
Net Usage
Production
13
Years
10.0
0.0
11
15.0
5.0
Net Usage
Tier 5
10.0
20.0
Tier 3
15.0
Tier 4
20.0
Tier 2
30.0
35.0
30.0
Tier 1
35.0
Net Metering
Net Annual
Savings
$2,000
$-
$50,000
Solar on Roof
Inverters on Wall
Target Proposal at
Market Segment
!
Independence Topics
!
!
!
!
!
!
!
Backup Power
No foreign or out-of-state energy in CA
No electric bill / No rate hikes
BILL
Save a lot on your bill
No Utility
U.S. Energy Independence
No money to terrorist states for oil
Enviro: Coal
(coming soon)
(coming soon)
Proposal Presentation
!
Proposal Presentation
!
"
Continues rapport
#
Agenda
!
!
Overview of Marketing
Selling
Sales Organizations
Sales Process
" Proposal & Presentation Options
" Sales Training
"
Sales Training
"
Minimum To Be Hired
Varies by companies willingness to train
! Employee or contractor?
! Mathematical concepts of inflation,
compound arithmetic, and similar level
! Computer skills: Excel, Word, ability to
learn CRM tools & PowerPoint
! Communication: written and verbal
!
"
2009 OnGrid Solar, All Rights Reserved.
How PV works
" Economics
" Calculations for sizing & performance
"
35.0
30.0
25.0
25.0
30.0
20.0
15.0
10.0
20.0
15.0
10.0
5.0
5.0
Tier 5
Tier 3
Tier 4
Tier 4
Tier 5
Tier 2
Tier 1
Tier 3
Net Usage
Tier 2
0.0
0.0
Tier 1
35.0
Net Usage
Production
California License
Requirements for Outside Sales
!
Minimum Knowledge
For Outside Sales contd
Tools:
! Pathfinder
! SunEye
! Site analysis & data recording sheet
! Satellite photos & maps
! Analysis & Estimation Software Tools
Minimum For
Outside Sales contd
Electrical:
! Basic PV circuit flow
! Service Entrance panel
Willingness to open
Ability to find grounding conductor
" Read ampacity label, calculate if double pole
breaker will fit physically & electrically
"
http://rredc.nrel.gov/solar/codes_algs/PVWATTS/
!
"
Desirable Knowledge
Outside Sales
!
Desirable Knowledge
Outside Sales - contd
Stays up to date with industry
! Attends industry meetings
"
"
"
!
!
!
Solar Forum
Conferences
Sales Skills
!
#
2009 OnGrid Solar, All Rights Reserved.
Sales Training
!
Agenda
Overview of Marketing
! Selling
!
Sales Organizations
" Sales Process
" Proposal & Presentation Options
" Sales Training
"
Many options
Dale Carnegie
Brian Tracy
" Jeffrey Gitomer
" Earl Nightingale
"
"
Dave Bowden
www.sustainablemedia.net
800-256-5995 x56
!
QuickQuotes
CPF Tools
QuickQuotes
Home Grown/Proprietary
!
!
!
CPF Tools
!
http://www.cpftools.com
Sales Tool
Quickly Identify & Screen Leads
" Organizes Client Info
"
Design Tool
"
System Performance
"
"
$10,000
Simple Payback
Total Lifecycle Payback
! Rate of Return analysis
! Cash Flow when financing
! Increase in Appraisal Valuation
! Provides spreadsheet of numbers for
proof
Power Purchase Agreements
Grant Applications
Annual Savings
"
$12,000
$8,000
$6,000
$4,000
$2,000
$-
10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25
Annual Savings Before Payback
Year
Payback Year (Occurs at 9.7 Years)
Annual Savings After Payback
$14,000
$12,000
$10,000
$8,000
Annual Savings
$6,000
$4,000
$2,000
$$(2,000)
11
13
Years
15
17
19
21
23
25
$(4,000)
$(6,000)
$250,000
$200,000
Resale Value
$150,000
$100,000
$50,000
$Years 1
3
5
7
9
11
13
15
17
19
21
23
25
Effective Resale Value (lesser of 20x annual or remaining 25yr savings)
20 times Annual Savings
Remaining savings within 25 years
Demonstrates
Environmental Benefit Graphically
CO2 offset
! NOx, SOx, Particulates reduction
! Equivalent Miles not driven / Cars taken
off the road
! Effective Acres of Trees Planted
!
!
!
!
2009 OnGrid Solar, All Rights Reserved.
Trees
Coal
Ice
OnGrid Solar
4175 Renaissance Dr #4
San Jose, CA 95134
Contractor's License Number: Cont. Lic. #
Contractor's License Type: Cont Lic Type
! PG&E
! SoCalGas
!System
SCE Size (kW DC,
! SDG&E
STC) 12.272 kW
Customer-Generator
Installed Systemowner
Price including Sales Tax & Shipping (before Rebate)
Business
Customer Center
$
TITLE
(IF APPLICABLE
Estimated
Buy-Down
Program Rebate at $2.60/W**
$
to be paid to the installer
have the following mailing address$
Contract Price (Customer)
Net to Customer
NAME
of
3 SMA
America SB3800U
(240V) inverters.
10 KILOWATTS
OR LESS
117
So rating:
Mary 3800W
Ave, #30
Inverter
each
Sunnyvale
MAILING ADDRESS
CITY
REFERENCE
of
"
64,861
STATE
ZIP
1,000
July 17, 2006
Initial Deposit
(10% or $1,000) $
44,717
July 31, 2006
Upon ordering of materials (49%) $
Ninth
St. MS-45to the jobsite (40%) $ 36,573 October 23, 2006
Upon 1516
delivery
of materials
MAILING ADDRESS
$
$
CA
95814
Upon("Customer-Generator")
municipal building/electrical inspection*
(10%)
$
9,143 November 6, 2006
and Pacific
STATE
ZIPGas and
Total Sale Price**: $
91,433
Electric Company, also referred to as Utility, referred to collectively as "Parties" and individually as "Party,"
to act aswith,
my agent
consultant
(Agent) forthe
theprovisions
listed account(s)
and in the
categories
indicated
below:
consistent
and and
in order
to effectuate,
of Sections
2827
and 2827.7
of the
California Public Utilities
Time(E-NET),
for Completion:
Code and Pacific Gas and Electric Companys electric rate Schedule E-NET
enter into this Interconnection
ACCOUNTS INCLUDEDComponents:
IN THIS AUTHORIZATION:
The work to be performed by Contractor pursuant to this Agreement shall be commenced
Agreement forAdditional
Net Energy Metering For Residential and Small Commercial
Solar or Wind Electric Generating Facilities
within ________ days from this date or approximately on:
October 23, 2006
shall be substantially completed
within 14 days
or approximately on: November 6, 2006
of 10
or Less
(Agreement)1. This Agreement applies
to theand
Customer-Generators
generating
1. Kilowatts
117 So Mary
Ave, #30
Sunnyvale
Utilfacilities
Acct
#
identified
below
with the specified characteristics and generatingCITY
capacity,
and does not allow interconnection
or NUMBER
SERVICE
ADDRESS
SERVICE ACCOUNT
Monitoring:
Construction Commencement Schedule:
operation of facilities
different than
described. Accordingly, the Parties
agree asoffollows:
Commencement
work shall be defined as
Standard monitor/display
builtthose
into inverter
2.
SERVICE ADDRESS
1.
CITY
DESCRIPTION
OF CUSTOMER-GENERATORS SOLAR OR WIND ELECTRIC GENERATING
Standard Labor:
3. FACILITY
Design(Facility)
system and secure basic building or electrical permit
Contractor's failure to substantially commence work without lawful excuse, within twenty
(Architectural, planning commission or other reviews are extra) CITY
(20) days from the date specified above
is ACCOUNT
a violation
of the Contractors License Law.
SERVICE ADDRESS
SERVICE
NUMBER
Install specified system in good workman like manner
Complete and submit utility interconnection documents
Additional Contract Provisions:
(For more than three accounts, please list additional accounts on a separate sheet and attaceh it to this form)
building, electrical and utility inspections
1. All payments are due Net 10 days. 1% interest per month carrying charge.
Project Coordinate
Identification
Number: __________________________ 2.
*System Completion occurs upon building or electrical inspectors permit signoff. Utility
(Utility Log Number)
inspection authority
typically occurs
4 to
14 days
after
permitmust
signoff.
INFORMATION,
ACTS AND
authorization provides
to the
Agent.
The
Agent
thereafter
Additional
Work:FUNCTIONS AUTHORIZED-This
3. **Installeraccount(s)
will refund rebate
customer
within 3 days
of receiptorfrom the State
provide specific written instructions/requests (e-mail is acceptable) about the particular
beforetoany
information
is released
4. Quoted price includes electric utility fees, but not permit fees
Interconnected
Equipment:
action
is taken. In certain
instances, the requested act or function may result in5. cost
to you,
the
customer.
Requests
forrequired
information
may Energy Commission.
This PV
system
includes
a\the 5-year
warranty
by the California
be limited to the most recent 12 month period.
Table 1.ALLOWANCES:
- List of generating equipment interconnecting with Pacific Gas and Electric Companys Distribution
following
items
or specific
prices
as behalf
indicated
included
in the
contract
price as acts
allowances.
SystemThe
with,
or without,
an
inverter.
(For those
generators
interconnecting
without
an inverter,
in N/A
I (Customer)
authorize
my
Agent
to act
on my
toare
perform
the
following
specific
and functions
(initial allwrite
applicable
boxes):
The contract price shall be adjusted based upon actual amounts rather than estimated amounts herein:
>
in the right
three
If an inverter is shared by more than one generator, write shared on the same line
_X_ none
or columns.
(1) _____________________________________________
and receive billing records, billing history and all meter usage data used for bill caclulation fo all of my account(s), as specified herein,
(2)Request
________________________________________________________
as that1. generator
under the manufacturer column and do not enter the inverter rating. Attach list of additional
(3)regarding
________________________________________________________
utiltiy services furnished by the Utility1.
equipment
if applicable.)
quotation
is valid
forof14
days from the above
date, quoted
schedule
is valid
for 3 days.
2. This
Request
and price
receive
copies
correspondence
in connection
with my
account(s)
concerning
(initial all that apply):
>
Salesperson Signature:
Date:
Type of Generator
Generator
Manufacturer for Inverter
Inverter Rating
>
a. Verification of rate, date of rate change, and related information;
the customer
to purchase the goods and services
outlinedused
above,
this document
for Supply
2 and Installation
(Solar / IfWind
/ b.decides
Rating
Inverter
with
Model shall become part of the Agreement(watts)
>of a Renewable
Contracts
and Service
Energy Power
System Agreements;
which specifies additional terms and boilerplate consumer rights as part of a Home Improvement
Contract.
Hybrid)
(watts)
Generator or
Number
c. Previous
or proposed issuance of adjustments/credits;
1
Solar
d.
11,400 W
SMA America
SB3800U (240V)
Date:
10,773 W
4. Request special metering, and the right to access interval usage and other metering data onmy account(s).
The 2Utility will provide standard customer information without charge up to two times in a 12 month period per service account. After two requests in a year, I undertstand I may be
The inverter
rating
equals:
(the
CECthis
efficiency
for each installed inverter) TIMES (the nameplate rating,
responsible
for charges
that may
be incurred
to process
request.
in kW, of each inverter). The CEC efficiency is obtained on the CEC website at
http://www.consumerenergycenter.org/erprebate/eligible_inverters.html as listed on the date the
application is reviewed. Enter the total of all inverter ratings for multiple inverter installations in the Table
Revised
1/11/00
above.
Page 1 of 2
Page 1 of 9
Form 79-854
Tariffs and Compliance
Revised November 6, 2003
Effective January 1, 2003
Advice 2373-E-B
91,433
(26,572)
Schedule:
Current Payment
Acct No. ______________________
CA
94087
, and do
appoint Approximate Date
Event
(%)hereby Amount
DECLARATIONS
California
Energy
Commission
Standard
Components:
10.220 kW
Major
System Components:
INTERCONNECTION
AGREEMENT FOR
Mr. Sunny
Customer
59 NET
Sharp
Corporation
ND-208U1
modules.
ENERGY
METERING
FOR
I,
A 10.2 kW PV System, with turn-key installation at customer's site address stated above.
System Size (kW AC, CEC)
THIS IS A LEGALLY BINDING CONTRACT
_ READ IT CAREFULLY
Pacifictype:
GasComposite
and Electric
DISTRIBUTION
Mounting
roof. Company
(Please Print or
Type)
Billing
"
July 4, 2006
Scenario Options
!
!
!
!
!
!
!
!
!
!
!
OnGrid:
"
"
"
Agenda
Overview of Marketing
! Selling
! Selling Tools available
! Conclusion
! Interactive Examples (if time)
!
Conclusion
Overview of Marketing
! Selling
! Selling Tools available
!
Concern:
With Customers
" With the Media
" With Regulators & Utilities
" With Policy Makers (Incentive Providers)
Closing Survey
!
Dealer/Installers (owners)
Solar Salespeople
"
"
"
"
No Need To Oversell
The case for solar is excellent for many
! Lots of interested customers
! Important to maintain our credibility
"
Thank You
!
Andy Black
Solar Financial Analysis
& Sales Software
!
!
!
!
(408) 428-0808
andy@ongrid.net
www.ongrid.net - Demos, Tools, Articles, & Classes
2009 OnGrid Solar, All Rights Reserved.
Andy Black
Solar Financial Analysis
& Sales Software
(408) 428-0808
andy@ongrid.net
www.ongrid.net - Demos, Tools, Articles, & Classes
2009 OnGrid Solar, All Rights Reserved.
11/7/08 12:04 AM
HOME
OnGrid SOLAR SALES TOOL
SERVICES
CLASSES
DREAM JOB RESOURCES
PAPERS & PUBLICATIONS
CONTACT
www.ongrid.net/dreamjobresources.html
Article on "Find Your Dream Job in Solar" (823KB PDF), published in "Solar Today", Sept/Oct 2005 issue
www.ongrid.net/papers/SolarTodayDreamJob2005.pdf
Slides from "Find Your Solar Dream Job" (980KB PDF), presentation at Solar Power International 2008
www.ongrid.net/papers/DreamJobInSolarSPI.pdf
Books:
Photon www.photon-magazine.com
Solar Today www.solartoday.org
SolarPro Magazine - www.solarprofessional.com
Home Power - www.homepower.com
PV News www.pvenergy.com/news.html
Renewable World www.renewable-energy-world.com
REFocus- www.ises.org
RenewableEnergyAccess.com RE news
www.SolarBuzz.com solar news
www.nrel.gov/pv/news_hotline.html - PV news
Sandia www.sandia.gov/pv/ - publications
http://www.ongrid.net/dreamjobresources.html
Page 1 of 2
11/7/08 12:04 AM
Organizations:
ASES Solar 2009, May 12-17, 2009, Buffalo, NY, www.ases.org, www.solar2009.org
SEIA PV America, June 6-13, 2009, Philadelphia, PA, events.jspargo.com/seia09
34rd IEEE PV Specialists Conference, June 7-12, 2009, Philadelphia, PA, www.34pvsc.org
Intersolar 2009, July 2009, San Francisco, CA, www.intersolar.us,
SolFest, mid-late August 2009, Hopland, CA, www.solfest.org, (707) 744 2017
Solar Energy Week, San Diego, CA, late September, www.sdreo.org
ASES National Solar Home Tour, nationwide, early Oct, www.ases.org, www.norcalsolar.org
Solar Power 2009, Oct 13-17, 2009, San Jose, CA, www.SolarPowerConference.com
Solar Forums, California Solar Center & PV Alliance - www.californiasolarcenter.org
Current Event Listings: RenewableEnergyAccess.com/rea/events/home
NREL/NCPV list of Solar/PV meetings: http://www.nrel.gov/news/events/
Fairs & Events around the US: www.homepower.com/resources/events
www.greenjobs.com
www.solarjobs.us
www.homepower.com/resources/jobs.cfm
RenewableEnergyAccess.com/rea/jobs/home
www.sustainablebusiness.com/jobs
www.ecojobs.com
www.eco.org
www.greenengineeringjobs.com
EnvironmentalCareer.com http://www.environmentalcareer.com/
DOE list of jobs, courses, etc.: http://www1.eere.energy.gov/education/
ADPSR www.adpsr.org & www.adpsr-norcal.org occasionally has job announcements
Contact the membership & installer lists of CalSEIA, SEIA, NABCEP, SEPA, NorCal Solar, FindSolar.com, ASES
& CEC installer list: www.consumerenergycenter.org/cgi-bin/search.cgi
Articles:
Find Your Dream Job in Solar (823KB PDF), published in "Solar Today", Sept/Oct 2005: www.ongrid.net/papers/
SolarTodayDreamJob2005.pdf
How to Land a Job in the Solar Industry: Upstream vs. Downstream, RenewableEnergyAccess.com, Dec 2007: http://
www.renewableenergyaccess.com/rea/news/businessre/story?id=50949
Career Counseling:
Volunteer Experience: Grid Alternatives - www.gridalternatives.org & Habitat for Humanity Solar Projects
Tools:
www.ongrid.net
. OnGrid Solar .
http://www.ongrid.net/dreamjobresources.html
Page 2 of 2
kWh
System
per
AC Size
Month
665
1150
1700
3.0 kW
6.0 kW
9.0 kW
System
Gross
Cost
$28K
$55K
$81K
Final Net
Pre-Tax
Cost w/ Tax
Annual
Benefits &
Return
Rebate
$20K
11.4%
$39K
15.3%
$58K
18.1%
Appraisal
Equity
Increase
Lifecycle
Payback
Ratio
$20K
$57K
$102K
221%
314%
383%
www.ongrid.net/classes.html
Payback, Economics & Financing of Solar Systems: Understand the variables and ways to
maximize the economics, then learn 5 ways to prove the financial results for Residential,
Commercial & Non-Profit customers. The Commercial class includes Lease & PPA financing.
Sales & Marketing for PV Systems: Learn OnGrids secrets to success in building a
powerful and effective sales organization & marketing strategies for residential customers.
www.ongrid.net/papers
Use OnGrid published and peer-reviewed articles to enhance your credibility with customers,
and help them understand for themselves why solar is attractive (Please use articles unedited and
including attribution. Contact OnGrid at 408 428 0808 if youd like to use excerpts).
Tools:
www.ongrid.net/payback
The OnGrid Solar Financial Analysis & Sales Tool is a powerful design, quoting,
proposal, and forms tool that will save you tremendous time and improve your closing ratio,
helping you make more sales and money with less time and effort.
1.6.08
Cash Flow:
Cash Flow:
Annual Savings
Net Annual
Savings
Lifecycle Payback:
Resale:
(866) 966-5577
www.ongrid.net
Payback
*See website for detailed description and comprehensive list of customizable outputs and displays.
9:00 a.m.
9:30 a.m.
11:00 a.m.
12:00 p.m.
12:30 p.m.
1:00 p.m.
1:30 p.m.
Receive
Incoming
Sales Call
Qualify,
Gather Data,
Email
Estimate
Site
Visit
Update
Estimate
Print All Docs
(on site)
Present Bid,
Contract &
Docs
Close
the
Sale
Turn in
Closed
Sale
(866) 966-5577
www.ongrid.net
The OnGrid Solar Sales Tool Helps Commercial & Residential Salespeople:
(See www.ongrid.net for comprehensive lists of all details and options)
Solar Pathfinder
SunEye
Demonstrate the financial benefits of a solar electric system to your customer with customized calculations.
Tailor and brand your printouts. Use them for direct presentations as your sales materials.
The OnGrid Tool is offered on a subscription basis and is updated frequently with current Rate Schedules,
Incentive, Tax and Product information, and periodically with new tool features and benefits. Download the
free demo. Then, contact Andy Black at andy@ongrid.net or (866) 966-5577 to start closing more sales.
(866) 966-5577
FREE Demo / Examples: www.ongrid.net/payback
2008 OnGrid Solar
Net Annual
Savings
Workshop Evaluation
Workshop Title: Solar Sales, Marketing & Economics
Instructors: Andy Black
Dates: March 2-3 Location: Ontario, CA
Very Good
Good
Fair
Poor
12. Was the course content complete? What, if anything, was missing or irrelevant?
13. Do you feel as if you received your moneys worth? Why or why not?
Andy Black
OnGrid Solar
Solar Financial Analyst
(408) 428 0808
andy@ongrid.net