Small Business Direct Install Programs

Transcription

1 Small Business Direct Install Programs New York and New Jersey Program Success Adam Procell, Group President Lime Energy ACEEE Energy Efficiency as a Resource September 27 th 2011 Denver, CO

2 Your Successful SBDI Program Agenda Program Success Stories National Grid Small Business Solutions Program New Jersey Direct Install Program SBDI Program Implementation Challenges & Solutions Marketing & Lead Generation Auditing & Sales Project Implementation Economic Development and SBDI Programs What makes these Programs So Successful?

3 National Grid Small Business Solutions Program Geographic Exclusivity Unit pricing only Integrated services contractor Qualifying customers < 100 kw On bill financing Lighting, lighting controls, refrigeration $0.23/kWh incentive capped at 70%

4 National Grid Small Business Solutions Program Lime Energy Direct Install Team Services Marketing and Customer Acquisition Energy Survey / Proposal / Sales Warehousing Subcontractor Management Project Implementation Closeout / Warranty

5 National Grid Small Business Solutions Program 2010 Goal 46,324 MWh 2010 Actual 55,000 MWh (119%) 2011 Goal 55,731 MWh 2011 Actual 67,000 MWh (120%) Goal Increase

6 Lime Energy Annual Impact SBDI Program Scale and Potential Over 67,000 MWh. Energy Efficiency. Delivered Offsetting the need for more than 13 MW of power generation Offsetting more than 44,000 metric tons of CO2, equivalent to eliminating over 9,000 cars from the road Program 3 year Potential Over 320,000 MWh. Energy Efficiency. Delivered Offsetting the need for more than 64 MW of power generation Offsetting more than 216,000 metric tons of CO2, equivalent to eliminating over 44,000 cars from the road

7 New Jersey Direct Install Program Designed similar to National Grid Multiple SBDI contractors with geographic exclusivity Multiple measures Qualifying customers < 100 kw

8 New Jersey Direct Install Program Lime Energy Direct Install Team Services Marketing and Customer Acquisition Energy Survey / Proposal / Sales Warehousing Subcontractor Management Project Implementation Closeout / Warranty

9 Lead Generation with Small Businesses SBDI Challenges and Solutions Program start up and early Lead Generation the kitchen sink? Street sweeps when and how Referrals getting from here to there Subcontractors and Lead Generation avoid trying to turn electricians into auditors and salesmen The three most important characteristics of an SBDI Implementation Contractor local, local, local

10 Marketing Collateral

11 SBDI Challenges & Solutions Marketing Too good to be true Getting to the decision maker Penetration across diverse customer profiles Targeting load pockets Being local to everyone

12 SBDI Challenges & Solutions Auditing and Sales Lead to Audit conversion Auditor Efficiency Audit Accuracy Closing Rate

13 Program Technology and Tools

14 SBDI Challenges & Solutions Project Implementation Total of Project Costs by Peak kw Range Participants by Peak kw Range $9,000,000 $4, kw $8,000,000 $7,000,000 $13, kw kw kw $6,000,000 $5,000,000 $4,000,000 $3,000,000 $2,000,000 $1,000,000 $30,039 n = 1,989 n = 427 n = 178 n = 59 $68,353 Total of Project Costs by Peak kw Range Average Project Cost $ kw kw kw kw

15 SBDI Challenges & Solutions Project Implementation $16,000,000 $14,000,000 $12,000,000 $10,000,000 Total of Project Costs by Peak kw Range $22,286 Participants by Peak kw Range ,300 W 1,300 W 12.8 kw kw kw $8,000,000 Total of Project Costs by Peak kw Range $6,000,000 $4,000,000 $2,000,000 $0 $1,758 n = 664 $3,666 n = 658 $7,048 n = 667 n = ,300 W 1,300 W 12.8 kw kw kw Average Project Cost

16 SBDI Challenges & Solutions Project Implementation Turning audits into construction projects Warehousing and logistics Subcontractor management Geographic concentration Project closeout customer satisfaction

17 Economic Development and SBDI Programs Economic rejuvenation and local business growth Employment in the Buffalo Niagara Falls area increased by 2,600 over the 12 months ending in January 2011 Over 200 new Green jobs thru Lime Energy, distributors and sub contractors

18 What makes these Programs So Successful? Core Competency focus of all program participants Committed Program Implementation Contractor Get Local Program Technology and Tools People

19 Your Successful SBDI Program. Keys to Success Geographic Exclusivity Compelling Incentive Integrated Services Provider Lime Energy s SBDI approach can put your Trade Ally network to work today in your small business customer facilities. The alternative is ignoring this market segment to the detriment of all small businesses including the Trade Allies themselves.

20 Questions Adam Procell, Group President Lime Energy Alexander Castro, Director of Business Development Lime Energy