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04 October 2017 SAFER, SMARTER, GREENERDNV GL © 2017

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04 October 2017

ENERGY

How Well Do You Know Your Trade Allies?

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Today’s Panellists

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Marc Coburn

• Consultant, Sustainable Energy Use Services

• DNV GL

Erin Buchanan

• Energy Services Coordinator

• Cedar Falls Utilities

Scott Arnold

• Trade Account Manager

• Alliant Energy (IPL)

Stacey Christoffersen

• Energy Efficiency Product Manager – Trade Ally

• MidAmerican Energy Company

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Trade Alley Survey – Overview

Trade Allies can generate 75% or more

of rebate applications.

The productivity of these Trade Allies is

the result of an engaged network that

is motivated and well-informed.

However, as the energy efficiency

industry evolves, so do the needs and

interests of our Trade Allies.

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Trade Alley Survey – Demographics

The survey participants offer energy efficiency services to customers in 40 states

Primarily work with non-residential customers

17%—represent very small firms (1-3 employees)

15%—represent very large firms (100+ employees).

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Trade Alley Survey – Benefits

The data collected from the survey provides valuable insight into Trade Ally activity and motivators that can be considered when

designing programs.

End-use technologies

Selling points and marketing collateral

Trade Ally Benefits and support

Barriers to customer participation

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Project Types and Tools

1. Of those surveyed, what

percentage of TA’s have

performed more than 100 eligible

rebate/ incentive projects?

A. 12%

B. 15%

C. 21%

D. 30%

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Project Types and Tools

2. Of those surveyed, what

percentage of TA projects were

HVAC related?

A. 9%

B. 18%

C. 25%

D. 40%

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Technologies

End use technologies by sector

Within sectors, lighting was the

primary end-use technology

installed for over 75% of incentive-

eligible projects for Trade Allies

working with small and large

commercial customers.

Trade Allies reported that small

commercial customers had the

smallest share of primarily HVAC

projects (10%). As would be

expected, industrial facilities had a

larger share of non-lighting projects

when compared with commercial

customers.

HVAC and compressed air were the

top non-lighting technologies for

Trade Allies working with industrial

customers, each accounting for

14% of the most common end-use

technologies

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34%

3. Of those surveyed, what percentage of TA firms

indicated that they are currently working with

emerging energy-efficient technologies that they

would like to have considered for incentives?

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Marketing

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4. Of those surveyed, what was

considered the most beneficial

utility-branded marketing

collateral for sales efforts?

A. Case Studies

B. Program Brochure

C. Technology Fact Sheets

D. Rebate Chart

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Marketing

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5. Of those surveyed, what was

considered the most useful Trade Ally

benefits?

A. Updates on program news and

changes.

B. Access to an Outreach

Professional/service from program

group.

C. Training on utility program and

application process.

D. Program marketing collateral

E. Listing on utility program website

5. Trick Question: The following three were all seen as the

most useful Trade Ally benefits (with over 40%

respondents rating them each very useful).

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Working Across Territories

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6. Of those surveyed,

what percentage of

TA’s would switch most

of their activity to a

neighboring service

territory if they offer

better incentives?

A. 8%

B. 18%

C. 28%

D. 48%

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Outreach

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7. Of those TA’s surveyed, what

percentage currently meets with an

Outreach Professional?

A. 26%

B. 33%

C. 41%

D. 62%

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Barriers

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60% - TA’s rated customers not understanding the value of EE as moderate to high.

59% - TA’s rated customers having cash flow constraints and needing financing as

moderate to high.

54% - TA’s rated getting in front of the decision makers as moderate to high.

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Audience Q&A

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