Using Financing To Grow Your Business: Enertech Program Overview Enertech Dealer Meeting

Transcription

1 Using Financing To Grow Your Business: Enertech Program Overview 2017 Enertech Dealer Meeting

2 Who is EGIA

3 Understanding Why Financing Is A Key To Growth Financing Is Necessary For You to Grow!

4 I Have Heard This At Least 1,000 Times. Is This You? Armed with simple facts you will find this is not the case.

5 Understanding the Importance of Finance Your current GHP customer base The customers you are missing

6 Understanding the Importance of Finance The current GHP customer base The customers our industry is missing The Titanic sank because it hit the iceberg, the GHP industry is sinking because it is missing the iceberg!

7 U.S. DOE Data % of home energy improvements were paid for with cash

8 Residential GHP Sales DOE Study Cash buyers The Great Recession Payment buyers This represents approximately 40,000 homes (Data courtesy of GEO)

9 Debt by Generation Silent Generation is ( ) Boomers are ( ) Not big savers Gen X will never have Cash! They currently hold an average $88,000 in debt and now face their own kids' college costs.

10

11

12 There Are Not Enough Cash Flush Folks To Grow The GHP Market! 62% of Americans have less than $1,000 in their savings account(s). Only 14% report savings balances over $10,000 No wonder GHPs only capture 1% of the HVAC market.

13 There Are Not Enough Cash Flush Customers! $10K or More What age group is more likely to buy into GHP environmental benefits?

14 2015!

15 Fortunately, Most Homeowners Have Great Credit

16 Homeowners Have Great Credit million new autos hit the U.S. streets in 2016, the highest number since the record of million in prerecession This was the seventh consecutive year of year-overyear sales gains. Average Transaction Prices Hit a Record $34,007 in Approximately 85% of car sales are financed (mostly at the car lot) More buyers are opting for longer loans.

17 PV residential tax incentive starts GHP residential tax incentive starts By grendel khan - Data from US Energy Information Administration's Monthly Energy Review, table 7.2a., CC BY-SA 3.0,

18 Solar Growth Driven by Financing In mid 2008, SolarCity entered the solar leasing market with a new solar lease option for homeowners.

19 In mid 2008, Solar City introduces their solar lease Residential Tax incentive starts Residential Tax incentive starts Between 2010 and 2015, residential solar had a 55% annual growth rate GHPs did not in the same economy, with the same (residential) tax credits

20 It must be the Tax Credits..??? PV System - 4kW Denver,CO 4kW at $3.50/watt = $14,000 After Tax Credit = $9,800 Annual Electric savings = $674 Simple Payback = 14.5 years! 4 ton GHP system Denver, CO $7,500/ton = $30,000 No Tax Credit Annual Propane Savings $2,100 Simple Payback = 14.3 years! Sunny San Diego with high electric rates has a 10 year simple payback What is your simple payback??

21 The Business Growth Cycle With Financing Offer Financing To Every Customer Advertising Drives More Leads Up Your Closing Rate Use Increased Margin To Advertise Increase You Margin Per Job

22

23 Financing Can Be Huge for a GEO Retrofit Dealer Sales Calls / Month: 3 Sales Closure Rate 33% Average Sale $30,000 Annual Revenue $360K 66% 5 17% 50% 0% $30,000 $900K

24 Offering Finance to Your Customers is Not a Leading Cause of Death.. *

25 Best Practices For Dealers Training Overcomes Objections

26 Why does every car dealership sales manager in every corner of the USA insist their sales people do it the exact same way? Because it works! Never Prejudge Your Customers or Put Your Own Preconceived Notions On Them!

27

28 Financing Can Capture the Value of Utility Savings It is not Hard to Sell Positive Cash Flow! Or Minimize the Cost of GHP Ownership Net savings Utility cost Payments Utility cost Old System New System

29 The Use Of Financing Can Be Huge for a GEO Retrofit Dealer Other Financing Dealer Benefits Collection Problems are eliminated 48 hour payment by the Bank! You can collect partial payments to start projects You Can Sell More Products and Services

30 Addition Electric Work Plumbing Attic Enclosures Radiant Barrier You can sell your other products on these platforms Basement Bath Remodeling Boat Dock Boiler Brick & Stone Work Cabinets & Refacing Carpet & Flooring Carports Ceilings Energy Management System Energy Recovery Ventilator Evaporative Coolers Excavation Exterior Ceramic Coating Fencing Filters, Air Cleaners, Humidifier Fireplaces Foundation Radiant Slab or Ceiling Radon Mitigation Repair Work HVAC/Appliance Retaining Wall Roofing & Siding Security System Sewer Lines Solar Pool Heater Solar Thermal Central Air Conditioning Furnace Spa Central Vacuum Garage Sprinkler System Chimney/Chimney Liner Gas Work General Standby Generators Closets Geothermal Heating & Cooling Stoves Corn Burning Stove Gutters/Gutter Covers Structural Improvement Countertop Heat Pump Sun Room Crawl Space Encapsulation Kitchen Remodeling Water Heating/Solar Water Heating Deck Landscaping Waterproofing Dehumidifier Doors & Windows Driveway & Paving Drywall Lighting General Masonry Outbuildings- Permanently Affixed Painting Interior/Exterior Window Treatments (tinting, shading, awnings, solar screens) Wind Power System Wood Burning Furnaces Ductwork, Insulation & Piping Patio/Porch

31 Best Practices Have a financing discussion with your sales team! Talking Points Or Let me! Do you want to grow your GHP sales? Are you ready if tax credits end Do you know how to show that Geothermal does not cost, it pays.. How much does our competitors system cost to own.. Do you think fossil fuel prices will stay low much longer.. Other GHP features & benefits.

32 The Power of Finance Teach your sales team how to show customers the value of fixed payments vs. Increasing utility costs! Is 20 years too long? Customer Savings Calculator

33

34 Up Sell Using Installment Payments $251-$ = $71/month Or $850/Year Before energy savings!

35 I Can Show You How to Calculate Good Better- Best in 5 Minutes!

36 3d party tools are available to make this G-B-B sales technique easy to use in the field Top choice will always be Geo 1 click to a deeper look Actual monthly payments based on the contractors financing preference Your geothermal product (s) featured here - with equipment photo or graphic GHP SYSTEM Results pop up instantly. Live app for ipads and tablets $158 $12,605

37 XYZ XYZ Financing Is Used By Your Competition!

38 Use Financing As A Soft Close

39 Training Is So Important! Meetings with owner/sales manager/sales staff and training to ensure there is a clear plan and buy in to offer financing to every customer. EGIA highly recommends a management & sales staff training and a sales team training to ensure the sales staff is 100% comfortable with integrating financing into their sales process. Training Is Key!

40 Getting Enrolled Only For Experienced GHP Dealers

41 Enrollment Criteria For Each Program Time In GHP Business Good Credit Business / Personal Financials Required Quick books C+ Or Better BBB Credit References Reasonable Liens Copy of Bid Contract & Warranties Service Finance Flex loan 1 Reasonable Exceptions EnerBank Express loan 5 Reasonable Exceptions Reasonable Exceptions EGIA Underwrites The Express Loan Program & Has The Ability To Make Reasonable Exceptions

42 Step 1 Get Enrolled on a Loan Platform! Everything a dealer needs is at

43

44 Commercial Financing Through the Flex Loan Provider - Service Finance And Also Through Balboa Capital Custom Financing for Big Projects

45

46 Commercial Finance Program Highlights Service Finance Loans

47 Commercial Finance Program Highlights Balboa Leases Funding amounts from $5,000 to $5,000,0000 (Sweet spot up to 500k) Lease Terms up to 60 months Aggressive rates Financing for your commercial customers or your own business Simple credit application & fast credit turnaround No financial statements required for projects under $150,000 Pre-funding & progress payment options available Approved Projects HVAC, Solar, Geothermal, Generators, Wind, Lighting, Refrigeration, Energy Efficient Office Equipment and more

48 Contact Information Call Me Let s Get You Started! Paul Bony Contractor Development EGIA Phone: (970) pbony@egia.org