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C-QM Advanced Sales Training

PG&E Commercial HVAC Quality Maintenance Program

Revised 7.24.2014

Presented by Honeywell Smart Grid Solutions

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• Sales Process Overview

• Sales Needs and Steps

• Quality Maintenance Value Proposition

• Key Customer Benefits

• ROI Wheel

• Customer Incentive Calculator

• Contractor Incentives

• Demand Controlled Ventilation

• Energy Efficiency Upgrades

• Manufacturer Support

• Q & A

Agenda

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Sales Process Overview

Closing the Agreement

Address Concerns, Risks, Questions Ask for the Business!

Presentation Meeting

Maintenance Value Proposition Return on Investment Descriptions

Initial Meeting

Introductions and determination of wants and needs..

Gathering needed data to determine program benefits and agreement offering.

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Sales Needs and Steps

Introductions

• Who are you?

• What is your history?

• Who are your customers?

• Who is your customer?

• What are their problems?

• What do they need?

Presentation

• Units and Conditions (General)

• Life Expectancies with and without Maintenance

• ROI Discussion

• Energy Efficiency – Facts and Figures as Detailed as Possible for Customer

• Indoor Air Quality – Impacts and Benefits

• Maintenance Offering – DO NOT CLOSE HERE

Close

• Review of Offering

• Identify & Address Customer Concerns

• Re-Iterate ROI, Program Benefits

• Ask for IOU Support

• Ask for the Business, Schedule Next Review (if more work needed)

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Quality Maintenance Value Proposition

Marketing:

• Leverage program websites – Provide Third Party Confirmation

• www.commercialhvacqm.com

• www.pge.com/Rethinkhvac

• Use Program Provided Materials with IOU Letterhead to promote

maintenance and upgrades

• Use contractor-created documents to highlight current customer base and

achievements – establish trust and credibility

Sales:

• Customer receives complete service

• Additional cost offset by PG&E-provided incentives

• Increase comfort, energy efficiency and air quality

• QM Program meets the ACCA 180 Standard for HVAC maintenance –

nationally recognized standard

• OBF – On Bill Finance Support for Energy Efficiency Upgrades

• Detailed Contractor Maintenance Service and Reporting-communication

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Key Customer Benefits

Customer Immediate Benefits Customer Long Term Benefits

Reduced cost of routine maintenance Increased life of customer’s HVAC units

Reduced cost for repairs Decreased energy consumption

Reduced cost for energy efficiency

upgrades

Decreased “urgent” repairs

All units operate at consistent level of

performance

Decreased “comfort calls” due to poorly

operating equipment

Detailed contractors service reports

provided to the customer

Ability to track actual energy savings on

customer site

Optimum energy efficiency state for the

equipment

Additional incentives added to increase

the value of the program to the customer

Third Party Q/C-to confirm adherence to

service standards

Better air quality – potential labor savings

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ROI WHEEL

• Quality Contractors

• Defined Customer Reporting

• Additional Technical Training

• Service Incentives

• Energy Efficiency

• Better Air Quality

• Better Thermal Comfort

• Repair Cost Reductions

• Equipment Life

• Full Review of Equipment Provided as Part of Program

• Lower Maintenance Startup Costs

• Lower Repair Costs

• Lower Upgrade Costs

• Reduced Cost of Maintenance

• Reduced Cost of Service

• Long Term Agreement

• Defined Service Objectives

• Q/C Checks for Standards

Program Benefits

Initial Investment

Contractor Benefits

Long Term Savings

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Customer Incentive Calculator

• Customer Incentive Calculator is a valuable sales tool used to convey specific dollars available.

• This is not required to be submitted to Honeywell

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Contractor Incentives:

• $50 per HVAC Unit for signing 3 year Service Agreement

Incentive Structure – Contractor

Measure Description

Tier 1

(3-5.9

tons)

Tier 2

(6-12.5

tons)

Tier 3

(12.5+

tons)

$/Qty

Test & Replace

Economizer Components

Replace Damper Motor

Integrate Economizer Wiring

Replace OA Sensor

Replace Damper Linkage

Only (1) Replace Component Incentive Per Unit

$140 $200 $300 $/RTU

Test & Replace

Economizer Controller

with Advanced Digital

Economizer Controller

(ADEC)

Replace existing economizer controller with

program approved controller (Jade or Zip)

Adjust the controller to meet program requirements

$210 $300 $450 $/RTU

Test & Adjust Economizer

Controller

Optimize economizer control by adjusting the set

point enabling economizer operation with a higher

efficiency changeover set point.

$70 $100 $150 $/RTU

Contractor EE Task Incentives:

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Measure Description

Tier 1

(3-5.9

tons)

Tier 2

(6-12.5

tons)

Tier 3

(12.5+

tons)

$/Qty

Adjust Programmable

Thermostat

Set appropriate thermostat schedule based on

occupancy schedule, set points must be setback

during unoccupied periods, and supply fan run

must in auto mode during unoccupied periods.

$18 $25 $38 $/RTU

Replace & Adjust

Programmable

Thermostat

Replace non-programmable thermostat with a

new, Program approved programmable

thermostat.

Set appropriate thermostat schedule based on

occupancy schedule, set points must be setback

during unoccupied periods, and supply fan run

must in auto mode during unoccupied periods.

$140 $200 $300 $/RTU

Test & Adjust Refrigerant

Charge

The test is a system check to determine if the

unit is correctly charged. If the first check shows

that refrigerant charge is incorrect, the problems

are corrected and a second test is conducted to

verify.

Final test results must be within the required

range.

Incentive paid on Refrigerant test AND

adjustment only

$105 $150 $225 $/RTU

Incentive Structure – Contractor..

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Measure Description

Tier 1

(3-5.9

tons)

Tier 2

(6-12.5

tons)

Tier 3

(12.5+

tons)

$/Qty

Install Notched V-Belt Replace smooth blower belt with Program

approved Notched type belt.$14 $20 $30 $/Motor

Install Enhanced

Ventilation Control (EVC)

Install Enhanced Ventilation Control (EVC)

technology, Economizer Control, and Variable

Frequency Drive (VFD) on DX or Heat Pump

unit.

$155 $/Ton

Install Enhanced Ventilation Control (EVC)

technology, Economizer Control, and Variable

Frequency Drive (VFD) with Premium Efficiency

Motor on DX or Heat Pump unit.

$190 $/Ton

Install Enhanced Ventilation Control (EVC)

technology, Economizer Control, and Variable

Frequency Drive (VFD) with Permanent Magnet

Motor on DX or Heat Pump unit.

$194 $/Ton

Incentive Structure – Contractor…

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Demand Controlled Ventilation (DCV)

Honeywell JADE

Belimo ZIP

Catalyst

Description:DCV is a means of controlling both the

position of the economizer dampers and the

speed of the indoor blower motor using

Variable Frequency Drive (VFD), energy

efficient motor and a CO2 sensor.

Benefits:

Value proposition to customer for equipment

improvement

Up to 2x the energy savings vs.

economized equipment alone

Extended life of equipment

Better control of equipment

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Support and Contact Information

HONEYWELL - JADE

Technical Support 888-516-9347

Sales Support Local Distributor

Demo https://customer.honeywell.com/en-

US/support/commercial/demos/jed/Pages/default.aspx

Demo Economizer Savings Estimator https://customer.honeywell.com/en-

US/support/commercial/se/ese/Pages/default.aspx

BELIMO - ZIP

Customer Support and Tech Support 800-987-9042

Sales Support Local Distributor www.zipeconomizer.com

No Online Demo, No Economizer Estimator

CATALYST

Customer Support and Tech Support 855-867-2333

Sales Support through Local Approved

Contractor Training

www.catalysteec.com

No Online Demo, No Economizer Estimator

PG&E Training Center http://www.pge.com/pec/

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Q & A