1 confidential cslb#: 969975 the right stuff things every sunrun customer needs to know july 2012

1CONFIDENTIALCSLB#: 969975

The Right Stuff

Things every Sunrun customer needs to know

July 2012

22

Setting the Stage – Sunrun Accreditation

#1 priority is customer experience

Saying The Right Stuff in

the home

= great customer experience = more referrals and fewer cancellations

Everyone selling Sunrun must be accredited

More referralsCustomer

Mis-understanding

33

Sunrun Accreditation Basics

1. Watch this webinar

2. Take an online test

o Link to test will be sent (via email) after this webinar

o 14-day window to pass test

o Directions are in email you should have received

o You can take test as many times as you like within 14 days

3. Sign each deal you sell (beginning 8/1/12)

o You acknowledge that you sold the deal according to the Right Stuff and the Sunrun Code of Conduct

4. Include your Sunrun ID# on the agreement

o You should have received this via email

o Email sunrunhelp@sunrunhome.com if you need assistance

5. All deals must be marked as sold with the name of the sales rep who sold the deal (beginning 8/1/12)

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Look for this email

Image of Sunrun ID email here

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Housekeeping Items

Changes to the Agreement

Roof warranty

Renewal terms for leases

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The Right Stuff Game Show

Your Host: Grayson Morris

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Sunrun Solar Superstar

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Sunrun Solar Superstar

The Right Stuff Game Show Rules

Present contestant with homeowner misunderstanding

Contestant picks a panelist Determine if the panelist is right or wrong Contestant with the most number of

points wins!

99

1010

The Right Stuff Game Show

1111

Ken goes first.

1212

Homeowner misunderstanding: The purchase price will be $0 at the end of the agreement.

The Right Stuff:

• Buyout cost is its fair market value.

• Other options:

• You can renew your agreement in one-year increments, or

• Sunrun will remove the system at no cost

1313

0 1

Sunrun Solar Superstar Scoreboard

1414

Emily, you’re up.

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The Right Stuff:

• Your agreement would be maintained and upheld by one of Sunrun's investment partners

• All the terms and conditions will remain the same.

• Alternatively, you may purchase the system.

Homeowner misunderstanding: If Sunrun goes out of business, then you get a free system.

1616

1 1

Sunrun Solar Superstar Scoreboard

1717

Ken, let’s see what we have for you.

1818

Homeowner misunderstanding: Sunrun has a bumper-to-bumper warranty/coverage for the next 20 years, including any roof leaks having to do with the solar facility.

The Right Stuff:

• [PLACE HOLDER UNTIL 2nd WEEK OF JULY

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1 1

Sunrun Solar Superstar Scoreboard

2020

Em, let’s check out the next one.

2121

The Right Stuff:

• You have the option to buy the solar system at:

• The 5th anniversary

• When moving

• At the end of the agreement.

Note: At any other time you can call the Sunrun customer care team and discuss buying the solar system (no guarantee).

Homeowner misunderstanding: You can buy the system at any time during the agreement.

2222

2 1

Sunrun Solar Superstar Scoreboard

2323

Ken batter’s up.

2424

The Right Stuff:

• You can switch payment options 21 days after signature or before installation begins, whichever comes first.

Note: this is new as of July 13th, 2012

Homeowner misunderstanding: You can switch from monthly to the Prepaid agreement at any time.

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2 2

Sunrun Solar Superstar Scoreboard

2626

Em, let’s get you the next one.

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The Right Stuff:

• Sunrun does not guarantee savings because savings are based on assumptions about future electricity usage and utility rate increases

• Sunrun does guarantee the amount of power your solar system will generate

• Sunrun will provide you that power at the rate specified in your agreement.

Homeowner misunderstanding: Sunrun guarantees savings.

2828

3 2

Sunrun Solar Superstar Scoreboard

2929

Homeowner misunderstanding: If you move and the new buyer doesn’t want the system, the contract is cancelled, and Sunrun will take the panels back.

The Right Stuff:

When moving, you have three options with Sunrun:

• Assign the agreement to the new homeowner (most common)

• Pay off the rest of the monthly payments

• Purchase the solar system from Sunrun

3030

3 3

Sunrun Solar Superstar Scoreboard

3131

Homeowner misunderstanding: You’ll never get another bill from your utility.

The Right Stuff:

• After when you move forward with Sunrun, you are still connected to the grid

• You are still charged by your local utility for the additional energy you need for your home

• Assuming your usage stays the same, your utility bill will decrease once the Sunrun system is turned on

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3 3

Sunrun Solar Superstar Scoreboard

3333

Homeowner misunderstanding: Your utility bill will always be “X” dollars a month.

The Right Stuff:

• Assuming your electricity usage stays constant, the solar system will offset “X” amount of your total usage  

• Sunrun can’t guarantee how much you’ll pay to your utility

3434

3 4

Sunrun Solar Superstar Scoreboard

3535

Homeowner misunderstanding: If better technology becomes available then Sunrun will replace the panels with new ones.

The Right Stuff:

• You’re getting great technology that is available today

• Sunrun does not do technology upgrades

• Sunrun does guarantee the amount of power your solar system will generate

• The true asset of solar is the electricity, not the panels

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3 4

Sunrun Solar Superstar Scoreboard

3737

Homeowner misunderstanding: Sunrun’s maintenance includes panel washing.

The Right Stuff:

• Maintenance provided by Sunrun does not include panel washing

• There is no scheduled panel washing

• If the system underperforms, Sunrun will do it’s best to bring it back to the guaranteed production level

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3 5

Sunrun Solar Superstar Scoreboard

3939

Homeowner misunderstanding: You can cancel the agreement at any time without any consequences.

The Right Stuff:

• Before installation – You could be forfeiting your deposit

• After the installation – You will owe a "make whole" payment to Sunrun.

4040

4 5

Sunrun Solar Superstar Scoreboard

4141

Homeowner misunderstanding: Sunrun shows a very conservative production number, and you can expect at least 10% more production each year.

The Right Stuff:

• We do our best to accurately estimate the system production

• Sunrun's customer Agreement shows estimated annual production

• Sunrun guarantees that amount of production

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5 5

Sunrun Solar Superstar Scoreboard

4343

Bonus Round

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Sunrun owns the system.

What every Sunrun customer needs to know

You are signing a 20 year agreement.

The initial payment is $X. If your agreement includes a deposit, $500 is due now, and the remainder, if any, is due at time of installation.

You're purchasing the electricity the system produces.

Your monthly payment will increase by Z% each year.

You'll likely be installed in about X months.

In the first year, the monthly payment is $Y. There is no monthly payment for prepaid customers.

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6 5

Sunrun Solar Superstar Scoreboard

4646

Sunrun Solar Superstar

4747

To Recap… All sales reps selling Sunrun must be accredited

Take the Sunrun accreditation test

Test directions are in the email you received

You have 14 days to pass this test

You can take it as many times as you’d like in 14 days

Beginning August 1st you must sign each agreement you sell and include your Sunrun ID#

Beginning August 1st all deals must be marked as sold in the proposal tool and name of sales rep must be selected in dropdown