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Creating Solutions Business

Creating Solutions Business. Creating Business Solutions are where we need to be. We separate ourselves from the market by adding value. We add value through our knowledge and synergy. Our synergy is in having equipment, controls, parts and service all “under one roof”.

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Creating Solutions Business

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  1. Creating Solutions Business

  2. Creating BusinessSolutions are where we need to be • We separate ourselves from the market by adding value. • We add value through our knowledge and synergy. • Our synergy is in having equipment, controls, parts and service all “under one roof”. • Our knowledge is in how the entire system works together from both an equipment and control perspective. EarthWise Systems a prime example of our knowledge in action.

  3. +$ –$ air handlers +$ ductwork controls +$ –$ +$ piping, pumps chillers EarthWise™ System Summary • EWS is a design and “pain” • solving process: • Waterside & Airside • Low flow • Low temperature • High efficiency • Optimized Controls • Taking advantage of technology! Operating Cost First Cost

  4. Existing BuildingsSolutionOpportunities • Waterside: aging chiller plants • Hydraulic and energy opportunities • Controls…or lack there of! • Airside: problems and expansion • Acoustical problems? • Short of capacity? • Use existing infrastructure

  5. Existing BuildingsFinancial Opportunities Annual Average Return 40% 30% 20% 10% 0% Small Company Stocks Common Stocks Long-term Corp Bonds U.S. T-Bills 0% 10% 20% 30% 40% 50% Risk Index(year-to-year volatility) Source: EPA/The Vanguard Group

  6. Creating BusinessExisting Office Building • Existing Situation: • Can not maintain comfort if OSA is over 90 degrees! • Owner knows one chiller has to go • Previous Proposals: • Short of airflow so... • Replace AHU’s, ductworks, chillers, tower, etc. • Is there a better solution? What would you do?

  7. Creating BusinessExisting Office Building • Existing Situation: • Can not maintain comfort if OSA is over 90 degrees! • Low Flow Low Temp Solution: • Use existing AHU’s, ductwork, tower, etc. • Series Variable Flow with new chiller downstream and old chiller upstream! • Old chiller efficiency goes up (48 LWT versus 44 LWT) • Converting an inspection contract into a turnkey project!

  8. Creating BusinessWhat about smaller projects? pump • Old 40 ton chiller • High maintenance costs! • Problem: 7-10 year payback! • EFLH are not in our favor! • No opportunity here! three-way valve or bypass with control valve three-way valve or bypass with control valve

  9. Creating BusinessA System’s Approach • Include pumping energy! • Run hours @ F.L. not EFLH • Use Variable Primary Flow! • Convert valves to 2 way. • Keep some existing 3 way. • Now 3-5 year payback! Variable Speed Pump two-way valve three-way valve or bypass with control valve

  10. Creating BusinessFinancial Selling • Why do customers say no? • No Money, No Budget, No Capital • Payback, Hurdle Rate

  11. Creating BusinessFinancial Selling • How can we overcome this? • Lease Purchase & Pro Forma on all proposals • Show them the cost of saying no! • New Equipment paid for by future savings! • OR Capital expense in the future! • Replacement cost included in the future! • Leasing is the norm!

  12. Existing Buildings & Financial SellingFinancial Selling • Leasing & Pro forma are critical! • Any additional ideas to share? • We need to create some business • We need tools!

  13. Discovery U F C U F C Rapport/ Relating Proposal Support Support Decision Pain Money Solutions Sales Process Overview • Only those in the top 25% should be in this process. • Action Items: • Solutions account qualifier • Set goals for account development • No smoke. Be very clear of your intentions and get buy-in from customer on the process. • Action Items: • Do Earthwise Opportunities checklist • Do annual customer audit form • Use intro preso • Get consent to process through Letter of Intent. • To provide a world class solution. We need to know their business as well as they do. • Action Items: • Detailed survey • HVAC equipment assessment • Meeting with Solutions Team to develop plan • Commitment is critical at this point. Know the pain and associated solutions. Will the customer commit? • Action Items: • Develop summary preso and deliver • Sign Letter of Commitment • Develop full proposal from all info. Answer all pain, decision and money questions. • Action Items: • Develop proposal • Close deal

  14. Existing BuildingRelationship Stage - First You Must Qualify,EarthWise Tools Assessment & Annual Audit

  15. Existing BuildingUp Front Contract #1 - Preliminary Presentation/Letter to proceed

  16. Existing BuildingDiscovery - Find the Pain, Decision makers and Money.

  17. Existing BuildingUp Front Contract #2 - Summary Presentation/Letter of commitment

  18. Existing Building -ProposalAdvocate - Proposal

  19. Discovery U F C U F C Rapport/ Relating Proposal Support Support Decision Pain Money Solutions Sales Process Overview • Only those in the top 25% should be in this process. • Action Items: • Solutions account qualifier • Set goals for account development • No smoke. Be very clear of your intentions and get buy-in from customer on the process. • Action Items: • Do Earthwise Opportunities checklist • Do annual customer audit form • Use intro preso • Get consent to process through Letter of Intent. • To provide a world class solution. We need to know their business as well as they do. • Action Items: • Detailed survey • HVAC equipment assessment • Meeting with Solutions Team to develop plan • Commitment is critical at this point. Know the pain and associated solutions. Will the customer commit? • Action Items: • Develop summary preso and deliver • Sign Letter of Commitment • Develop full proposal from all info. Answer all pain, decision and money questions. • Action Items: • Develop proposal • Close deal

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