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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

q  Connect with Solar Power World

q  Discuss this on EngineeringExchange.com

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