Post on 22-Jan-2017
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q This webinar will be available afterwards at solarpowerworldonline.com & email
q Q&A at the end of the presentation q Join the conversation at #SolarWebinar
Before We Start
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Kelly Pickerel Editor – Moderator Solar Power World
Jami Krynski VP Sales & Operations Johnson-Melloh Solutions
Hans Wittich President Solargaines
John Bereckis VP of Finance & New Markets Boviet Solar
Meet your Speakers MODERATOR
FEATURED SPEAKER
FEATURED SPEAKER
FEATURED SPEAKER
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Agenda Positioning For Success In The Next Era Of Solar
1. Quality-driven Boviet Solar USA
2. Residential Northeast Perspective: Solargaines Pain Points, Cost Reduction & Supply Strategies, and Lessons Learned
3. Competitive Cost, Quality And Support: Boviet Solar USA
4. Commercial EPC Southeast Perspective: Johnson-Melloh Solutions Challenges, Revenue Enhancement, and Supply Strategies
5. Key Takeaways
6. Boviet Exclusive Program Trial Opportunity
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• Diversified, billion dollar parent, Powerway Group has a tradition of investing in research and development
• Portion of client base are Fortune 500 companies
• Successful OEM business serving the U.S. market for several years with high-quality solar products
• Delivers solely to the U.S., providing a reliable supply line
Boviet Solar USA Delivering Value Through Partnerships
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Boviet Solar USA Quality-Driven
• Operates the largest module manufacturing facility in tariff-free Vietnam • Fully integrated manufacturing facilities • Manufactures with some of the most advanced technology in solar module production line equipment
Bringing You One Of The Highest Ratios Of
Quality To Value In The Industry
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Hans Wittich President
Residential Northeast Perspective:
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• Roots in construction with parent Hencken & Gaines
• Headquartered in Baltimore and serving Maryland, Virginia and Washington DC
• Serves commercial (60%) & residential (40%)
• Focused on quality; NABCEP certified team
• Services include: site audit; system design; installation; monitoring & maintenance
Solargaines: Mid-Atlantic Premier Installer
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Challenges In Residential & Commercial
Top Pain Points 1. Cost of Acquisition
− Defining most effective marketing tactics − New industry requires customer education − Explaining how PV works erodes margins − Targeting and qualifying potential customers
2. Cost of Installation
− Moving project through design and permitting in multiple and varying jurisdictions
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Actionable Solutions: Customer Acquisition
Refine Customer Acquisition Tactics − Shorten prospect education through your website − Gain efficiencies with in-person seminars − Invest in organic search through SEO − Qualify leads upfront − Focus on customers’ readiness − Get clear right about homeowner goals − Manage customer referral programs effectively
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Tangible Strategies: Installation
1. Standardize Design, BOS Components & Installation
2. Train crews to be prepared and efficient
3. Make Cost Accounting Your Holy Grail
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Tangible Strategies: Installation (Con’t) How We Stopped Being Chuck In The Truck
.
3. Define Work Flow & Establish Process
− Define stages from design, to procurement, to installation − Assign tasks to each stage
4. Invest In Project / Document Management System − How information is managed from sale to final interconnection is
important − Web-based repository provides staff access to drawings, expense
tracking, and time logs while on the job − Savings in labor costs strengthen your competitive position
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Module Supply Strategies For Growth
Problems with initial strategy to push one brand exclusively • Availability can be an issue • Industry shift to customers buying electricity / not panels, regardless of
country of origin
Criteria used when selecting a new module partner 1. Financial stability 2. Quality Control 3. Warrantees: How are they backed 4. Price 5. Availability and location of warehouses
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Key Takeaways
• Nurture referrals and reputation • Standardize wherever possible • Cost account for everything • Define Work Flow & Establish Process
• Invest In back-end systems • Select a module partner that is bankable, focuses on
quality and backs its warranties • Continue to be introspective about ways to cut costs –
with more competition comes price competition
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Competitive Cost, Quality And Support
Boviet Solar USA
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Premium, High Efficiency Solar Products
Commitment To Quality:
Boviet monocrystalline and polycrystalline modules are internationally certified
• Tier one ~1000V DC • Max. efficiency 16.5% • All black or silver frames • 4 Busbars cells • Range of wattages: 260-310W • 0 / +5 W guaranteed positive tolerance
• 3x EL inspections on cell & module • Type 1 fire rated, UL 1703 edition 3 • High salt ~ammonia resistance certified
(TUV Rheinland) • 12-year product warranty • 25-year linear power output warranty • Backstop warranty insurance
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• >300MW capacity and set to ramp to almost 1 GW in 2017
• Fully integrated 550,000 sq. ft. manufacturing module and cell facility
• Attention to quality visible through factory certifications and ISOs
• Highly accessible logistics location near ocean ports and capital city, Hanoi
• Independently reviewed by Black & Veatch
Boviet Solar Manufacturing Largest State-Of-The-Art Module Manufacturing Plant In Vietnam
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Dedicated To Service Global Corporation. Local Service And Support. ü Offices in the United States, China, and Vietnam
ü Global sales network and local customer service teams available to support your needs both before and after sales
ü Unparalleled logistics with 6 warehouses and offices across the country:
− Fremont, California − Long Beach, California − Atlanta, Georgia − Newark, New Jersey − Phoenix, Arizona − Dallas, Texas
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Jami Krynski VP Sales & Operations, Renewables
Commercial Southeast Perspective:
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EPC For Renewable Energies PV, Thermal, Biomass, Wind • Services include:
− Energy efficient mechanical system upgrades − Building automation systems − Water conservation projects − Energy analysis − LEED accredited engineering
About Johnson-Melloh Solutions Innovative Energy Solutions
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Challenges & Revenue Enhancement Strategies
Top Pain Points
Low Penetration of Solar − Indiana is a coal supporting state − Very affordable conventional electricity − Little understanding of economic viability of solar − Newness of technology and apprehension of performance
Cost Challenge Turned Into Advantage: − Partnerships with Boviet and others helps bring cost profile
into rival position with conventional utility supply − Offers cost competitive solutions even with customers that
don’t benefit from ITC
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Tangible, Actionable Solutions 1. Address Technology Cost:
− Downward pressure of cost of modules, inverters and BOS costs
2. Be Creative - Question Conventional Design − What is the logical path of delivery? − Don’t be afraid to write new code to dispatch and push the product − Can you get more out of your modules? − Move away from cost / Wp and shift to a solution − All about bankability and insurability
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Cost Cutting Never Ends…
How To Reduce Operating Costs? Challenge Conventions
1. Example 1: Central Inverters vs. String • Megawatt projects on string inverters are decreasing project costs by 20%
2. Example 2: Racking System Design • How racking is built is a huge contributor to cost reduction. • Small or large racks? • Landscape with racks as large as you can get or horizontal • Big leap – balancing efficiency and how to wire racking
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Real-World Examples: Utility Scale Rural areas and load flow can’t support high penetration of solar • Listen to utility customer: Determine voltage drop within this allowable limit • Mitigate voltage disruptions with battery storage • Peak shaving; PV smoothing; simple Solar/Battery combination when Net Meter
is not available • Work with net metering laws
Example: 2MW project • Identify worst case scenario for utility customer • Understand what the utility can take without upsetting grid • Use batteries to store excess energy and extend the benefit of solar (beyond
10am to 3pm) • Take excess generation and smooth it back to the grid
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Module Supply Strategies For Growth
Criteria Used When Selecting A New Module Partner: Identify partners that parallel your own company’s values • Focus on quality and customer satisfaction • Cost competitive • Values performance attributes • Nimble and easy to do business with • Speed of delivery
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Key Takeaways
• Listen attentively to clients and to the market • Pay attention to details • Spend time upfront to properly plan for a project
that will enable positive performance
• It’s a numbers game: 1.6 factor in Indiana when we know its really a 1.2 factor
• Start with cost competitive products • Find suppliers that offer flexibility in their offering
• Schedule conformity; module tracking; delivery at certain times since every project is different
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Exclusive Offer
Boviet Solar USA
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ü Designed for the needs of the residential installer ü Mitigates risks and increases cash flow ü Provides a complete package with a one-stop, automated solution at your fingertips
Online Portal - Premium Choice Boviet Performance Kits - Low-Cost Financing - Transportation & Logistics Handled
Boviet Exclusive Trial Opportunity:
Complete Services Program The First, End-To-End Solar Solution To Help You Grow Your Business
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Online Services − CRM tool − System design − Engineering support Competitive Financing − One of the lowest rates − Simplified, fast approval process − No money down − Unsecured loan
− No dealer fees
On-Time Delivery and Logistics Support − Online order tracking − Inventory reports − Post sales reports
Boviet Performance Kits − Priority selection of premium products − Ability to customize kits to project − Top quality kit components from racking to
inverters to modules
Boviet Solar Complete Services Program Comprehensive Solution For Your Success
More Info at: www.bovietsolarusa.com/partner-program/
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Questions? Kelly Pickerel Editor – Moderator Solar Power World kpickerel@wtwhmedia.com @SolarKellyP
Jami Krynski VP Sales & Operations Johnson-Melloh Solutions Jkrynski@johnsonmelloh.com @johnsonmelloh
Hans Wittich President Solargaines Hwittich@solargaines.com @solargaines
John Bereckis VP of Finance & New Markets Boviet Solar John.Bereckis@bovietsolarusa.com @Boviet_Solar
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q This webinar will be available at solarpowerworldonline.com & email
q Join the conversation at #SolarWebinar
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