1 PG&E Commercial HVAC Quality Maintenance Program C-QM Advanced Sales Training Presented by Honeywell Smart Grid Solutions Revised 7.24.2014
Agenda 2 Sales Process Overview Sales Needs and Steps Quality Maintenance Value Proposition Key Customer Benefits ROI Wheel Customer Incentive Calculator Contractor Incentives Demand Controlled Ventilation Energy Efficiency Upgrades Manufacturer Support Q & A
Sales Process Overview 3 Initial Meeting Introductions and determination of wants and needs.. Gathering needed data to determine program benefits and agreement offering. Presentation Meeting Maintenance Value Proposition Return on Investment Descriptions Closing the Agreement Address Concerns, Risks, Questions Ask for the Business!
Sales Needs and Steps 4 Introductions Who are you? What is your history? Who are your customers? Who is your customer? What are their problems? What do they need? Presentation Units and Conditions (General) Life Expectancies with and without Maintenance ROI Discussion Energy Efficiency Facts and Figures as Detailed as Possible for Customer Indoor Air Quality Impacts and Benefits Maintenance Offering DO NOT CLOSE HERE Close Review of Offering Identify & Address Customer Concerns Re-Iterate ROI, Program Benefits Ask for IOU Support Ask for the Business, Schedule Next Review (if more work needed)
Quality Maintenance Value Proposition 5 Marketing: Leverage program websites Provide Third Party Confirmation www.commercialhvacqm.com www.pge.com/rethinkhvac Use Program Provided Materials with IOU Letterhead to promote maintenance and upgrades Use contractor-created documents to highlight current customer base and achievements establish trust and credibility Sales: Customer receives complete service Additional cost offset by PG&E-provided incentives Increase comfort, energy efficiency and air quality QM Program meets the ACCA 180 Standard for HVAC maintenance nationally recognized standard OBF On Bill Finance Support for Energy Efficiency Upgrades Detailed Contractor Maintenance Service and Reporting-communication
Key Customer Benefits 6 Customer Immediate Benefits Reduced cost of routine maintenance Reduced cost for repairs Reduced cost for energy efficiency upgrades All units operate at consistent level of performance Customer Long Term Benefits Increased life of customer s HVAC units Decreased energy consumption Decreased urgent repairs Decreased comfort calls due to poorly operating equipment Detailed contractors service reports provided to the customer Optimum energy efficiency state for the equipment Third Party Q/C-to confirm adherence to service standards Ability to track actual energy savings on customer site Additional incentives added to increase the value of the program to the customer Better air quality potential labor savings
ROI WHEEL 7 Reduced Cost of Maintenance Reduced Cost of Service Long Term Agreement Defined Service Objectives Q/C Checks for Standards Full Review of Equipment Provided as Part of Program Lower Maintenance Startup Costs Lower Repair Costs Lower Upgrade Costs Program Benefits Initial Investment Energy Efficiency Better Air Quality Better Thermal Comfort Repair Cost Reductions Equipment Life Long Term Savings Contractor Benefits Quality Contractors Defined Customer Reporting Additional Technical Training Service Incentives
Customer Incentive Calculator 8 Customer Incentive Calculator is a valuable sales tool used to convey specific dollars available. This is not required to be submitted to Honeywell
Incentive Structure Contractor 9 Contractor Incentives: $50 per HVAC Unit for signing 3 year Service Agreement Contractor EE Task Incentives: Measure Description Tier 1 (3-5.9 Tier 2 (6-12.5 Tier 3 (12.5+ $/Qty Replace Damper Motor Test & Replace Economizer Components Integrate Economizer Wiring Replace OA Sensor Replace Damper Linkage $140 $200 $300 $/RTU Only (1) Replace Component Incentive Per Unit Test & Replace Economizer Controller with Advanced Digital Economizer Controller (ADEC) Replace existing economizer controller with program approved controller (Jade or Zip) Adjust the controller to meet program requirements $210 $300 $450 $/RTU Test & Adjust Economizer Controller Optimize economizer control by adjusting the set point enabling economizer operation with a higher efficiency changeover set point. $70 $100 $150 $/RTU
Incentive Structure Contractor.. 10 Measure Description Tier 1 (3-5.9 Tier 2 (6-12.5 Tier 3 (12.5+ $/Qty Adjust Programmable Thermostat Set appropriate thermostat schedule based on occupancy schedule, set points must be setback during unoccupied periods, and supply fan run must in auto mode during unoccupied periods. $18 $25 $38 $/RTU Replace & Adjust Programmable Thermostat Replace non-programmable thermostat with a new, Program approved programmable thermostat. Set appropriate thermostat schedule based on occupancy schedule, set points must be setback during unoccupied periods, and supply fan run must in auto mode during unoccupied periods. $140 $200 $300 $/RTU Test & Adjust Refrigerant Charge The test is a system check to determine if the unit is correctly charged. If the first check shows that refrigerant charge is incorrect, the problems are corrected and a second test is conducted to verify. Final test results must be within the required range. $105 $150 $225 $/RTU Incentive paid on Refrigerant test AND adjustment only
Incentive Structure Contractor 11 Measure Description Tier 1 (3-5.9 Tier 2 (6-12.5 Tier 3 (12.5+ $/Qty Install Notched V-Belt Replace smooth blower belt with Program approved Notched type belt. $14 $20 $30 $/Motor Install Enhanced Ventilation Control (EVC) technology, Economizer Control, and Variable Frequency Drive (VFD) on DX or Heat Pump unit. $155 $/Ton Install Enhanced Ventilation Control (EVC) Install Enhanced Ventilation Control (EVC) technology, Economizer Control, and Variable Frequency Drive (VFD) with Premium Efficiency Motor on DX or Heat Pump unit. $190 $/Ton Install Enhanced Ventilation Control (EVC) technology, Economizer Control, and Variable Frequency Drive (VFD) with Permanent Magnet Motor on DX or Heat Pump unit. $194 $/Ton
Demand Controlled Ventilation (DCV) 12 Description: DCV is a means of controlling both the position of the economizer dampers and the speed of the indoor blower motor using Variable Frequency Drive (VFD), energy efficient motor and a CO2 sensor. Benefits: Value proposition to customer for equipment improvement Up to 2x the energy savings vs. economized equipment alone Extended life of equipment Better control of equipment Honeywell JADE Belimo ZIP Catalyst
Support and Contact Information 13 HONEYWELL - JADE Technical Support 888-516-9347 Sales Support Demo Local Distributor https://customer.honeywell.com/en- US/support/commercial/demos/jed/Pages/default.aspx Demo Economizer Savings Estimator BELIMO - ZIP Customer Support and Tech Support 800-987-9042 https://customer.honeywell.com/en- US/support/commercial/se/ese/Pages/default.aspx Sales Support Local Distributor www.zipeconomizer.com No Online Demo, No Economizer Estimator CATALYST Customer Support and Tech Support 855-867-2333 Sales Support through Local Approved Contractor Training No Online Demo, No Economizer Estimator www.catalysteec.com PG&E Training Center http://www.pge.com/pec/
Q & A 14