Close the Deal with Finance. Ben Peters AEE Solar Market Analyst

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1 Close the Deal with Finance Ben Peters AEE Solar Market Analyst Tuesday October 9, 2012

2 What is the Value of Solar? Sandia Labs PV Value A spreadsheet tool developed by Sandia National Laboratories It Helps determine the value of a photovoltaic system It is designed to be used by real estate appraisers, mortgage underwriters, credit analysts, real property assessors, insurance claims adjusters and PV industry sales staff. More accurate than the Appraisal Institute 20:1 ratio (800)

3 Free Quotation Tools: Residential The In My Backyard (IMBY) tool estimates the electricity you can produce with a solar photovoltaic (PV) array or wind turbine at your home or business. Commercial The System Advisor Model (SAM) is a performance and financial model designed to facilitate decision making for people involved in the renewable energy industry: https://sam.nrel.gov/

4 Financial Investment Metrics Residential Return On Investment (ROI) Payback Period Commercial Net Present Value (NPV) $4,000,000 $3,000,000 $2,000,000 $1,000,000 $0 -$1,000,000 -$2,000,000 -$3,000, Year Cumulative Cash Flow Internal Rate of Return (IRR)

5 Solar is an Investment 3 Key Terms: Liquidity - The ability to convert an asset to cash quickly Risk - The potential that a chosen action (including the choice of inaction) will lead to a loss. - This implies one s choice can actually influence the outcome Leverage Any technique to multiply gains and losses - An example is borrowing money to make an investment Thus solar can be a Leveraged Investment A risk free, liquid investment, with high returns does not exist For AEE Internal Use Only.

6 Definition of 'Asset Class A group of investments that exhibit similar characteristics, behave similarly in the marketplace, and are subject to the same laws and regulations. The main asset classes are: Equities (stocks) Fixed-income (bonds) Cash equivalents Real Estate Stocks Real Estate Bonds Cash For AEE Internal Use Only.

7 Debt vs. Equity: The difference between monthly payments and ownership Debt Borrowing money with interest Does not require cash Low risk and low upside Debt = Leverage Equity Ownership stake in an investment Rights to future profits Higher risk with significant upside Equity = investment Go Solar for $ per month Go Solar for a $$ investment

8 Types of Solar Financing Best Option Not many customers have cash Multiple Alternatives Cash 3 rd Party Finance PPA/Lease Prepaid agreement Not available Ownership & Contract issues Refinance Loan/Debt Good Anyways Can be complicated Lots of requirements Simple & Familiar Many cant qualify Have other options In 2009, customer ownership accounted for 87% of the residential and 49% of commercial markets, decreasing to 59% of residential and increasing to 58% of commercial in 2011 For AEE Internal Use Only.

9 Residential Lending: Questions to Ask Does your customer have equity in their home? Does your customer have decent credit? Does your customer already have a 2 nd mortgage or HELOC? (800)

10 Does your customer have equity in their home? Purchase value For AEE Internal Use Only.

11 For AEE Internal Use Only. FACT: Interest Rates Cannot Go Much Lower

12 + Home Equity Secured Loan Pyramid Home Equity Loan/HELOC Mortgage Refinance EEM & 203(k) FHA - Home Equity (800)

13 Traditional Equity Loans Home Equity Loan/HELOC 2 nd Position Lien Long term financing Low interest rates Positive equity required It s Quick & Easy Use their existing bank or A local Credit Union (800)

14 Traditional Equity Loans Refinance Cash out for solar Historically low rates Mortgage Refinance Positive equity Full appraisal Debt to income ratio DTI Combined loan to value CLTV Find local Banks and Partners to whom you can refer clients (800)

15 Government Refinance Programs Energy Efficient Mortgage Add estimated savings to income to decrease DTI DTI= Total Debt Income + Energy Savings FHA 203(k) Add solar to home value to decrease CLTV EEM & 203(k) CLTV= Combined Loans Home Value + Solar Option for those with equity who don t qualify for Refinance 203(k) & EEM Drawbacks: County specific loan caps, Additional fees & regulations, Energy audit required (800)

16 FHA Power Saver & Title I Loan Programs Potentially tax-deductible (as with all mortgages) 5 20 year terms No Home Equity Required! 1 st or 2 nd lien only (not available to 2 nd mortgage) FHA Small $7k unsecured loan option is available (800)

17 Admirals Bank: Solar One Plus One $25k Title 1 Loan + $15k Same As Cash Only for customers who Own their home or have a 1 st mortgage (no 2nd mortgage/heloc) For AEE Internal Use Only.

18 NEW PROGRAM! Step Down Financing Great Offer for owning solar Benefits over 3 rd party financing Re-amortize the loan at no cost May be able to use Federal Tax Credit to pay down loan Use rebates & incentives to pay down loan Use additional savings to pay down loan For AEE Internal Use Only.

19 Program Overview FHA Title 1 Home Improvement Loan No equity required to qualify Free to offer to your customers Loan Amounts Up to $25,000 secured with fixed rates from 6.95%-9.95% Up to $15,00 unsecured - no interest/payments if paid within 12 months Time Frame Customer gets pre-approved within minutes Customer receives the funds within days of original inquiry For AEE Internal Use Only.

20 Title 1: Interest Rate Matrix Loan Minimum $7,500 Loan Maximum$25,000 *The following Annual Percentage Rate (APR) example is for a typical transaction and is an example only. Fixed Rates and Terms are subject to change. Example assumes an origination fee of 5% plus $162 in additional fees, a Rate of 7.95% and a term of 240 months. Example Loan: Loan Principal $25,000 - APR % For AEE Internal Use Only.

21 Let s Compare Fees Estimated Payment Matrix Interest Rate Monthly Payment 9.95% $ % $ PV watts EIA 7.95% $ % $ Assuming: $25k financed amount 20 year loan term 9,577 x $.115 = $1,101 $229 x 12 = $2,748 For AEE Internal Use Only.

22 $3,000 $2,500 $2,000 $1,500 What are we missing? Loan Payment vs. Energy Savings Payment Savings $2,069 $2,355 $1,000 $1,230 $500 $ $229 per month will catch up with energy savings in year For AEE Internal Use Only.

23 $3,000 Don t Forget: Re-amortize the Rebate & Tax Credit! Loan Payments Step Down Financing Solar Savings/Revenue $2,500 $2,000 $1,500 $1,000 $500 $ $25,000 Loan - $6,945 ITC - $2353 Rebate = New Monthly Payment of $171 *Deal Sweetener Payments are Tax Deductible For AEE Internal Use Only.

24 Finally: Lets add SRECs $3,000 Loan Payments Solar Savings/Revenue Savings + SREC $2,500 $2,000 $1,500 $1,000 $500 $ Current MA SREC Offer: $180 for 10 years For AEE Internal Use Only.

25 Financing Process Offer the homeowner the financing option Apply over the phone or online while you re at the customer s house Complete an application and fax or it to your Account Executive Homeowner approval Customer is pre-qualified within minutes Borrower(s) provide proof of employment and income for an official approval Homeowner receives the Funds Customer can receive the funds in business days Customer chooses (2) checks, (1) check or wire transfer For AEE Internal Use Only.

26 Commercial Finance Cloud Solar Investors compete with each other to finance projects The concept is somewhat similar to lending exchanges, in which an intermediary provides an interface to match large lenders with small borrowers Investors can specify project criteria (eg, minimum host credit score, geography) Intermediary is an independent third party and will not negotiate down tax equity investor's yield (whereas a project sponsor or third-party financier might) For AEE Internal Use Only.

27 Comparing Different Financing Options Client Considerations Loan PACE Capital Lease Operating Lease PPA Down payment required x Balance sheet impact x x x Tax appetite required x x x Performance risk x x x x Operating cost x x x x Good credit x x x x Buyout provision NA NA Fixed FMV FMV (800)

28 3 rd Party Ownership: Leasing & PPA Overview Solar Lease Fixed monthly payment Utility savings guarantee Annual payment escalator Power Purchase Agreement Pay per kwh produced System performance guarantee Annual price escalator

29 Comparing different financing options: PPA What is a Power Purchase Agreement? PPA Provider (Tioga) finances and owns a project, and sells the power to the Host Solar Installer is the Channel Partner and signs an EPC contract with Tioga

30 Benefits of Leasing & PPAs Little or No upfront cost Lock in utility rate Guaranteed performance Peace of mind No ownership worry No ongoing maintenance No equipment selection and warranty issues Not available to all dealers or in all markets

31 Drawbacks of Leasing & PPAs Limited initial savings Don t let a financing company take your return on investment! Finance companies are getting into leasing solar because that s where the money is! Unknown future utility inflation rate Guaranteed to go up! Rate escalators can be 4%+

32 Drawbacks of Leasing & PPAs Long term contract 15+Years After 20 years you now have to renegotiate Contract termination issues Contract buyout clause What is the Fair Market Value Difficulty selling house with lease agreement The devil is always in the details Read the fine print with them, it will surprise you, and your customer. (800)

33 Traditional Equipment Leasing Capital Lease Lower payments Operating Lease Higher payments Requires tax appetite No tax appetite needed Impacts balance sheet No balance sheet Impact End of Life: Fixed buyout End of Life: Fair Market Value buyout (can offer do not exceed )

34 Solar is an Investment In a risky economy, smart investors are looking for low risk ways to make safe investments There is a risk to doing nothing Use the concept of Anyway Money For AEE Internal Use Only.

35 Make it Happen! Sell More Solar Save Customers Money Everyone Benefits For AEE Internal Use Only.

36 Thank you! Ben Peters

37 SRECs: Solar Renewable Energy Credits This is an Energy Year 2011 NJ SREC It is a number in a database whose value is established in a online market The market is set up by regulators based on rules created by policymakers

38 SREC Brokers Product Brokerage Annuity 3 Annuity 5 Upfront 10 Upfront 20 Brokerage Annuity 3 Annuity 5 Upfront 10 Upfront 20 Brokerage Annuity 3 Annuity 5 Annuity 10 Upfront 10 Brokerage Brokerage Annuity 3 Annuity 5 Upfront 10 Brokerage SREC Pricing October 2012 Delaware (PV) DC (PV/ST) Maryland (PV/ST) Massachusetts (PV) Michigan (PV) New Jersey (PV) Last Sale $41/SREC $285/SREC $235/SREC $950/kW $1000/kW $299/SREC 30% ACP 25% ACP $400/kW $425/kW $202/SREC $150/SREC $175/SREC $180/SREC $700/kW $202/SREC $28/SREC $45/SREC $30/SREC $120/kW $96/SREC For AEE Internal Use Only.

39 Understanding SRECs:

40 Understanding SRECs: (800)

41 Tax Equity Structure: Sale Leaseback (800)

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