Going Solar Pathways trains renewable energy salespersons and
homeowners how to prepare for permanent solar installations prior to
making any commitments. A brief summary of the steps needed are Site
Survey, Consider Regulations, Costs and Payback, Rebates
and Incentives. Home improvement challenges differ according to
locale. Apply the following teaching tools as a guideline to aid
decisions involving solar.
Going Solar Pathways
Eco-friendly citizens are
willing to consider solar renewable energy alternatives. Two
primary solar applications that come to mind immediately are solar
thermal and solar photovoltaic (pv). Solar thermal covers a
range of topics, including water heating, space heating and the
latest innovation, air conditioning. Light is another property
our sun provides daily. Photovoltaic cells assembled into
panels capture and transform sunlight into electricity.
Manufactured pv panels are available in a variety of sizes and
electrical specifications. Installers use special building
techniques for each unique site to construct multiple panels into
arrays.
One sales appointment can address solar thermal water heating and pv
electric simultaneously. Both solar energies associate similar
collection methods. Although they are two entirely different
systems, certain common denominators apply when considering
site-specific limitations. A site survey is a fundamental
evaluation to determine suitability. Well before potential
owners, contractors or sales people sit down to discuss the finer
points of equipment and finances, someone involved will perform the
site survey.
Site Survey
A preliminary site survey simply suggests walking the
property. Optimum system results depend upon correct
orientation toward the sun and minimal shading. Look for two
necessary things: a south facing view and unobstructed, full
sunlight over the entire day. Consider the present time of day
and day of the year. The next step gets easier with a little
practice. Find a shadow cast by a vertical pole or tree.
Observe east and west and envision the sun’s overheard arc
throughout the whole day. Estimate if any tall trees or buildings
will interfere with your desired solar footprint. Take referral
pictures at different times during the day when convenient.
For solar hot water collectors, imagine one or perhaps two 4 ft. x 8
ft. sheets of plywood. There are a gazillion styles and sizes
of hot water collectors available. Plan to tilt the solar hot
water collector toward the south sun, slightly up about 30 degrees
to the horizon for good results. Visualize the piping route to
and from the solar collector. Best practices will strive for
the shortest pipe runs and include an outside drain. Roof
mounting above or near a load-bearing wall is best for the weight.
Final appearances and heat loss prevention should influence the pipe
route plan. Think about wall and roof penetrations, access
points and the critical need to avoid rain leaks. Modern
collectors come with a pop off valve and employ freeze protection.
Solar hot water heating systems generally require a new hot water
tank. High efficiency and larger size provide greater storage
capacity and the key to success. A good preliminary site
survey takes into account finding a place for the new tank.
Include some extra space for disconnects, valves and related
equipment. Nobody wants to work on anything in too cramped
quarters.
Garner an idea about the end objectives. Providing hot water for
cooking, clothes washing and showers in a typical household with
four people means significant demand. Our example house requires a
new 60-gallon or 80-gallon tank to be able to supply enough hot
water. Up to three days of storage are generally adequate even
during cloudy periods and colder weather. A smaller two-bedroom
residence, like an apartment, may accommodate a single person or
couple. However, less demand in this case does not preclude future
expansion. Reducing the tank size to 40-gallons or less does not
justify enough initial cost savings. Although most new tanks have
electric backup, the goal of any solar hot water system is to offset
power cost.
Consider Regulations
The site survey becomes a comprehensive and somewhat intimidating
term in the broader scope. In Florida, we have to worry about
hurricane wind loading. Contractors and their installers must
emphasize solar collector mounting techniques. In recent years,
state regulators have drawn a line between the do-it-yourself (DIY)
crowd and professionals. Solar hot water and pv installations are
projects deemed official home improvements by cities, counties or
other pertinent jurisdictions. They are subject to all the requisite
laws and rules that govern additions and significant modifications.
Rules include building permits, engineered drawings and equipment
cut sheets, site plans, zoning codes and acquiring licensed
contractors with appropriate credentials. Well beyond the scope of
this short article, suffice the subject to say the designated
contractor begins the project by doing a formal version site survey.
Sales staff and customers alike should realize that all residences
and commercial buildings fit under this statewide umbrella
procedure.
Education regarding a possible solar installation has many facets.
Rather than just throwing the project over the fence to the
contractor, it behooves one to supply proper information to
interested parties. Rentals and lease agreements might be a waste of
time unless you directly involve the owner. A house shaded by
complete tree canopy is probably not a good candidate for solar.
Mobile and manufactured homes are usually out of the question for
rooftop mounts. Ground mount systems are a viable option given
reasonable amount of nearby yard space. Energy consultants should
avoid proverbial one-legger appointments. Remember, a solar purchase
is a significant investment and the prospect will undoubtedly want
to check with their spouse.
Site surveys allow you to gauge two other intangibles. Find the
prospect’s interest level. Activists are openly wild about going
solar and enabling a greener environment. Compare this attitude to
one where the person is already very informed and asking for an
estimate. Buying questions exhibit confidence in you and eagerness
to listen. Inform them to the best of your ability and agree to find
answers you do not immediately know. Apathy and indifference
are the worst rivals of solar marketers. You have to first get their
attention, create demand, sell an idea and then close the sale with
physical product.
The other intangible determines whether the person is a qualified
buyer. The prospect wants to see bottom line numbers. Look for their
“hot button” as soon as possible and home in. The popular hot button
is nearly always the size of the electric bill. Most solar deals
conclude based on financial reasons as opposed to any personal green
initiatives. You need to have tools, i.e. knowledge of state and
utility rebates, tax incentives and so forth readily
available. Be able to explain what, how and why they will be
able to save money in the end.
Costs and Payback
Costs and payback are the predominant reason for adding a solar hot
water system to buildings. System costs include the total initial
purchase: installation, service contracts, equipment and materials.
Payback defined here means the total amount required to offset total
dollars charged by the electric company for the same energy over the
same time duration. The residential example above that includes a
household with four people is a good place to start. Completing our
preliminary site survey allows filling out some additional
parameters. Expand the example now to include an all-electric
three-bedroom house. Mr. and Mrs. Smith are homeowners that
reluctantly pay an average $250 monthly electric bill. They operate
central air conditioning, have a pool and pay about 12.5-cents per
kilowatt-hour (kwh). We walked around the house and I took notes
during the preliminary site survey. I was able to explain the
general appearance of the installed system without being too
technical or precise. I made sure they understood that until Mr.
Contractor visits, everything I said was contingent upon his
agreement. Now seated at the kitchen table, Mr. and Mrs. Smith
and I look over their past electric bills while two children play
outside. The reported average monthly consumption is 2000 kwh.
I tell the couple a solar water heating
system should reduce their monthly electric bill by 25%. After
number crunching, I estimate future bills will compare some $62.50
less. “Your bill should average $187.50 monthly next
year.” I pause for reaction and continue, “so long as the
electric rate remains the same.” Mr. Smith falls from his
chair, laughing aloud. Mrs. Smith lowers her head and
sobs. I discovered their “hot button!” We extend the
numbers to get the annualized $750.00 electric savings. I
arrange for the Smiths to meet with Mr. Contractor, my direct
employer. I also inform Mr. Contractor of everything I found during
the preliminary site survey and show him pictures to support my
observations.
Everyone met together at the preset appointment time. Mr.
Contractor introduced himself by showing licensed contractor
credentials (plumbing or solar). After spending awhile walking
around, taking measurements and inspecting normally hidden areas,
Mr. Contractor claimed the formal site survey was complete. He
went on to explain exactly how he plans to do the install. Mr.
Smith wanted a cheaper retrofit installation that uses the existing
10+ year old hot water tank. Mr. Contractor offered a $6,000
package deal that includes a new high efficiency 60-gallon water
tank. Mr. Contractor’s incumbent responsibility consists of
pulling the local building permit, arranging inspections and issuing
documentation to satisfy state, utility and federal rebates and/or
tax credits. He likewise must satisfy the statewide hurricane
wind loading requirements, which range upward to 150 mph winds near
Florida’s coastline. The county (or city) may request the
contractor provide additional engineered drawings, signed off by a
licensed architect or professional engineer (PE). Extra
roofing or electrical work may also need subcontracted out.
Since Mr. Smith owned an older home, the architect personally
visited to ensure the roof could properly support a solar collector
under all conditions.
Rebates and Incentives
The Smith’s decision to use a licensed contractor for a bona fide
home improvement allows them to notify their insurance
carrier. The homeowner’s property insurance should cover the
new home improvement when complete and the permit closed.
Coverage also extends to leaks and hurricane wind damage as
before. If Mr. Smith should ever decide to sell the home, a
qualified home inspection will not cause the improvement to show up
as a title defect. The next future homebuyer is able to get an
ordinary mortgage. The Smiths might be eligible to receive a
state rebate, a utility rebate and up to 30% Federal income tax
credit.
Yes, Mr. Smith is a handyman fellow and could have done the work
himself (DIY). To be legal, Mr. Smith would still have to
follow the very same permitting process. He most likely is
still required to hire engineered drawings and buy necessary
permits. These two items together might cost $1,500 or more, plus
time and trouble. Local jurisdiction can furthermore request
“demonstrated competency” proof from DIY homeowners. Mr. Smith
would be subject to retail purchase for material and perform labor
to accomplish the task. His arbitrary estimate for materials
is $2,500 and possibly three days work. He risks losing energy
rebates and tax credits in some places. Mr. Contractor has the
advantage to procure materials at a wholesale $2,000 level and sign
permits, etc.
A well-executed preliminary site survey leads to final closure
stages of the sale. Professional RE sales consultants
establish positive rapport with clients from the meet and greet
point. Small talk with the customer eases tension.
Continue the favorable relationship throughout the entire sales
process. I physically did nothing more than examine the
property. I verified South with a compass. I took a few
glances upward to determine shading concerns, the type of roof and
roof line orientation. Seek the opportunity to identify their
hot button. Pulling that particular string puts them in
control and gains mutual trust. Some form of question and
answer conversation naturally occurs. Prove yourself by giving
authoritative, informed answers. Assume the sale and be
prepared to counter objections. We do not want to waste the
contractor’s time by calling him (your boss) out on a bogus
lead. Once the path is clear, get in touch with the contractor
and provide necessary details.
The contractor offers all or partial financing at 14% for the entire
$6,000 installed project quote. After some probing, you and
the contractor discover Mr. Smith is willing to pay cash. Mr.
Smith’s annualized $750 recovery demonstrates an 8-year full
payback. These example numbers do not include future electric
rate increases, nor do they account for 6,000 lbs. of saved CO2
emissions per year.
Going solar is a realistic path where some product moves from
factory inventory to location. Sales begin proven channels
that exist to support such green business. Regardless of the
type solar system, source or destination, shared patterns
develop. Surely, there are people willing to argue the example
and numbers used. Be advised they are fictitious and only
meant to illustrate a representative teaching aid. Players in
the supply chain form a green collar network that serves multiple
industries. Somebody, somewhere, is also pocketing some green.
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Articles are freely available at http://www.timeemits.com/FREM/FREM.htm
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