how to sell pv justin canning uk country manager, upsolar 02/2011
TRANSCRIPT
Global Company:- 10 Offices in 3 continents
- Global sales of 248MW in 2011 - Sales in over 20 countries
- Manufacturing platforms in Asia & Europe
Upsolar at a GlanceSocial Responsibility:- Among First of Chinese PV Manufacturers to perform comprehensive LCA- Engaged in PV Recycling program- Member of different PV associations worldwide
Innovation: - Sophisticated in-house R&D laboratory- Cooperation with innovative partners (components, structures, project development etc.)- Broad portfolio of components and products to adapt to local markets
Quality: - Strict qualification process of partners and components- Certifications from all around the world- Top Quality class recognized by Ökotest Magazine- Quality assurance supported by international insurance
20072008
20092010
2011
3080
120
220
400
4093 109
260
500Annual Capacity (MW)Turnover (MUSD)
Upsolar Growth
Shipped 60 MW
Shipped 86 MW
Shipped 168 MW
+ 58%+ 79%
Shipped 15 MW
Environmental Lab
Electrical Lab
Physiochemical Lab
Flashing and Dark Lab
Fabricating Room
R&D Lab
Upsolar R&D / Testing Center – Shanghai, China
Control R&D, Design, Testing & Qualification
40,000 sq. foot R&D center
Testing and qualification of components, materials and technology
Testing and selection of best performing component combinations
Regular off-line QC testing of randomly sampled modules from manufacuring lines
Integrated Micro-inverter A/C J-box
- Energy harvest maximized
- Enlighten performance monitoring
Efficient Grounding Frames
- Eliminates the need for aluminum rail
- Eliminates the need for grounding wire
- Reduces installation time by 40%
Rooftop Integration Frames
- Perfect esthetic integration
- Perfect roof insulation from the panels
Product Development with Innovative Partners
6
Glass:
EVA:
TPT:
Cell:
Silicon gel:
J-Box / CablesConnectors:
Utilizing Top Tier Components
High quality application of processes & technologies
Cost efficiency
Supply reliability
Top equipment
Expansion plans
Production capacity
Financial stability
Upsolar: R&D, design, expertise
Vertically integrated
Selected components
International teams
Total quality system
Quality control at each step
Best Quality / Price Ratio
Business Model Recognition
Module Manufacturing Innovation award from Solar Industry Awards
• most votes in category out of more than 40,000 who participated
• Industry award that recognises innvovation and technological excellence
World Class PowerGuard Insurance Coverage
• Policy is non-cancellable / irrevocable and coverage begins immediately
• Backs Upsolar’s Enhanced Module Warranty for 25 years
• Covers serial defects, module delaminating and power output loss
• Insured by providers with AM Best: Rated “A” Excellent or Better FSR
• 20 years of experience providing renewable energy industry insurance solutions
World Class Warranty and Insurance Coverage
Project locations:Belgium
Total Power:4.7MW / 1.5MW / 1.2MW
Investor :Zonnecentrale Limburg NV
Turn-key contractor:Machiels NV
Engineering :Izen NV
Type of Modules:UP-M200P
Type of area:Reconverted waste soils
Project Examples (IV)
Know your customer
I. The Techie (“amateur Engineer”)
Needs the detail
Has very strong opinions
Led by performance and kWp
II. Semi-Retiree
Led by ROI
Needs reassurance about Installer
Focus on warranties/guarantee’s
III. Eco Head
Less price sensitive
Looking at whole house solutions
Customer Service
I. Pre-sale
Always visit through consultation process or when taking order
Respond to enquiries quickly
Leave brochures/datasheets
II. Post-sale
Get feedback
Good for referrals – offer incentives
Don’t underestimate the value of good communications
Tactics
I. No pressure
Sets the wrong tone
Use your case studies (phone/visit)
Respond quickly to quote request, install request
II. Transparency
Cover all aspects – always follow up questions
Use products you can trust – do your research!
System Design – keep it simple
III. Price Awareness
Pitch it right – Pitch it fair
Know your competitors
The Big Picture
I. Renewables can be seen as an investment – win/win
II. Energy is going to cost a lot more in the future
III. UK is far behind the rest of Europe in installing renewables
IV. Government impact:
Carbon reduction targets to meet
Building and planning legislation to force green building
Tax and feed-in tariffs incentives
V. Demand will grow as renewables become mainstream.
“The Tipping Point” is coming
Why Install PV?
I. Return on investment – from 8%...
II. Installing a PV system enables the generation of on site electricity
III PV systems work equally well in any environment (urban or rural)
Easily installed on the roof of just about any building
Easily connected to a buildings electricity supply via an inverter
IV. Very reliable as there are no moving parts
V. Lifetime of the system is longer than 30 years
Selling the numbers
I. 3.76 kWh system scenario = 16 x 235w panels
II. Produces 3209 kWh pa on average. 1749kg CO2 savings
III. SAVING & INCOME
21p per unit cash back for 25 years = £674 pa
Reduced bills – say £224 pa if you are paying14p for power
Plus 3p for every unit of power exported = £48
IV. ANNUAL CASH BACK & SAVINGS = around £1,123 pa
V. Return of investment around 11% (£10k investment)
Price of panel will impact on this ROI
VI. System lifetime earnings around £42k (25 years)
Know your facts
I. Higher Wattage panels are NOT better
II. Efficiency is NOT really important
III. The best tilt angle is NOT 30 degrees
IV. Using the Solar power first is NOT complicated
V. Perfectly south is NOT that critical
VI. The critical players are NOT the module/inverter manufacturers
Schmid, Oerlikon, 3S Modultec, PVA Tepla
VII. Mono is NOT better than poly
Truisms (or clichés)
I. Look after your customer……….
………and they will look after you
II. Keep your friends close & your enemies closer………..
………..(consider sharing referrals/ideas?)
III. Let the figures do the talking……………..
………..calculate yield/ROI (no hidden costs!)