Matthew H. Brown Harcourt Brown Energy & Finance

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1 Matthew H. Brown Harcourt Brown Energy & Finance

2 Consulting firm with a specialty in clean energy financing & related energy policy. Published numerous papers on clean energy finance. Clean energy finance clients include states, utilities, lenders, federal agencies, national and regional associations and advocacy organizations. Working with these clients to set up new financing programs.

3 Cost effectiveness tests for utilities are getting more challenging. Ratepayers are getting more sensitive to higher rates. EE goals are getting more aggressive in some places. The trend away from CFLs may require more focus on attached fixtures w/larger investment upfront. Rebates and tax incentives may not be the most cost effective way to do the job. Leveraged, private capital may be much more effective. IF it is designed effectively.

4 Energy efficiency investments consist of: Market Measures Typical Per- Installation Cost Residential Commercial Industrial HVAC systems, insulation, duct sealing, appliances, water heaters, windows, doors Lighting, HVAC, Motors Motors, Customized Improvements $7,500 $10,000 and up $100,000 and up

5 Almost no one wants financing. But people want the stuff that financing lets them buy (granite countertops, furnaces, cars, homes ) So: sell energy efficiency. Make financing seamlessly easy to access. Financing programs need to be tightly integrated into every other element of marketing, rebates, etc.

6 Who Lends? State - energy office - HFA Utility Finance company Bank Credit Union CDFI Enhance Loss Reserve Debt Service Reserve Loan Insurance Sub Loans Sources: Federal Foundations Utilities Capital Sources Banks Credit Unions CDFIs Bonding Federal Other (Treasury) Utilities Lend Security Tax lien Fixture lien At the meter Unsecured Repay On Bill Property Tax Other Fee 3 rd Party

Everything starts with the source of capital. Flexible capital that can be put at risk can be used to: 1. make loans to below-typical credit quality borrowers. 2.

7 Everything starts with the source of capital. Flexible capital that can be put at risk can be used to: 1. make loans to below-typical credit quality borrowers. 2. make loans for extended periods (eg. 15+ years in residential programs) 3. provide financing where the obligation to pay stays with the meter Traditional capital sources will take on less risk than flexible capital sources.

8 Credit enhancements Money that a utility sets aside to cover potential losses that a lender might incur, up to some maximum amount. If losses are less than the amount of the credit enhancement then the utility gets its funds back or the funds can be used to support additional lending. If losses are greater than the size of the credit enhancement, the lender bears the loss. Ratepayers/shareholders funds are leveraged by a multiplier (5% reserve = 20x leverage) while capping the amount of ratepayer/shareholder exposure.

9 Assemble multiple sources of capital, each with different risk tolerances ARRA Grants Ratepayer PRI CRA Equity Bond Bank Then give a role to each of those capital sources appropriate to its risk tolerance and other characteristics eg. time horizon

10 Utility-based structures Tariff Based Loan-Based 3 rd Party, Loan Loss Reserve-based structures Commercial Programs

Enhanced) Move to the right and the utility role diminishes while

11 On Bill Finance (utility bill/utility capital) On Bill Invoice (utility bill) 3 rd Party Bill (Utility Capital) 3 rd Party Bill (Utility Credit Enhanced) Move to the right and the utility role diminishes while non-utility role increases. Utility could be shareholder or ratepayer funds.

12 Tariff-based; obligation passes with meter. 3% for most loans. 15 years for residential. 10 years for commercial. Capital source: utility, ARRA. Disconnection for failure to pay. Financing charges cannot exceed 90% of average annual energy savings. About 500 projects completed worth $2.5 million. 0 defaults as far as known.

13 Utility Invoicing Set up so that utility does not provide capital, but only bills on behalf of a 3rd party lender. Since the utility is not the creditor, it should avoid regulation under TILA. One variant is to have two EFT payments (one for lender and one for utility bill). Under consideration in Indianapolis (IPL). 3 rd Party Billing w/utility Capital Not aware of any such programs in operation.

14 Utility provides funds to cover loan defaults up to a certain level. Typical levels for residential lending are 5%-10%, depending on credit quality. In exchange, lender offers a reduced interest rate, longer loan term or broader access to capital (relaxed underwriting standards).

15 Recruit lenders to do loan origination and loan servicing. Use flexible capital to credit-enhance: Attract private lender capital by covering a portion of losses (risk). Convince lenders to reduce their interest rate Convince lenders to extend loan terms Convince lenders to loan to a broader spectrum of the population (riskier loans).

16 $60 million loan facility based on $3 million loan loss reserve. 7% rate to borrower. 10 year max loan term. 640 and a higher FICO score required (about 50% of MI population qualifies). Marketed through a contractor network. Launched a couple of weeks ago. 50% approval rate. About 25 loans made.

17 Legislation required utilities to develop efficiency financing programs -- $2.5 million each utility for a statewide total of $12.5 million. Utility ratepayers would cover 100% of defaults. A 3 rd party entity conducts all loan origination and servicing. Capital source is still uncertain. Loan terms TBD. Contract awarded but not public. Program size is limited to $12.5 million statewide.

18 Utilities cover defaults on loans (but do not originate or service loans). Participating banks offer a 5% loan with a minimum FICO score of 650. Loan terms up to 24 months for small loans (up to $2,000). Terms go to 7 years for loans up to $15,000. Loan products for large residential and large C&I under development. Negotiations conducted directly with the Mass Bankers Association.

19 Attractive because of larger project sizes and much better paybacks on energy efficiency investments. Federal capital more restricted than in residential. Credit is more difficult to evaluate than residential. Ownership structures are often complex. Loan sizes are often odd (too small for most lending).

and Equipment) Engineering Firm Provides Initial System Audit and Performance Guarantee on

20 Metrus Bank $ (Equity) $ (Service Charge) $ (Debt) Special Purpose Entity (Established by Metrus for customer) $ (Fee for Service) Customer /Host (Seeking Energy Efficient Solutions and Equipment) Engineering Firm Provides Initial System Audit and Performance Guarantee on system upgrades Customer takes on no additional debt and instead pays a monthly service charge.

21 Many sources of funds can be used to provide leverage to attract private capital. Capital sources and combinations of capital sources are the key to successful lending. Finance programs need to be designed to put different parties and different kinds of capital in their proper roles.

22 Loan programs can work, if they are streamlined and marketed not just as financing but as a means to better equipment, more energy savings. Financing is necessary but not sufficient to making an energy efficiency program successful.

Matthew H. Brown Harcourt Brown Energy & Finance

Matthew H. Brown Harcourt Brown Energy & Finance Matthew.Brown@HarcourtBrown.com 720 246 8847 Cost effectiveness tests are getting more challenging. Ratepayers are getting more sensitive to higher rates.