<html><head><style type="text/css"><!-- DIV {margin:0px;} --></style></head><body><div style="font-family:arial, helvetica, sans-serif;font-size:10pt"><div style="color: black; font-family: arial, helvetica, sans-serif; font-size: 10pt; ">Nick, et al</div><div style="color: black; font-family: arial, helvetica, sans-serif; font-size: 10pt; "><br></div><div style="color: black; font-family: arial, helvetica, sans-serif; font-size: 10pt; ">What if you could increase the value and trust of the relationship one step further and give them an upfront price vs a T&M for the extra work?</div><div style="color: black; font-family: arial, helvetica, sans-serif; font-size: 10pt; "><br></div><div style="color: black; font-family: arial, helvetica, sans-serif; font-size: 10pt; ">They would know, before we begin the work to remedy the idea of how much it will cost and how long it would take.</div><div style="color: black; font-family: arial, helvetica, sans-serif;
font-size: 10pt; ">Another feather in your cap, to manage the relationship with the client, or prospective client.</div><div style="color: black; font-family: arial, helvetica, sans-serif; font-size: 10pt; "><br></div><div style="color: black; font-family: arial, helvetica, sans-serif; font-size: 10pt; ">All of the 10 items listed below, can be quoted, out of your company price book, on the spot. (well, except for shopping for the refrigerator, but you could go online and look at sears.com !! with them)</div><div><font class="Apple-style-span" face="arial, helvetica, sans-serif" size="2">To me, this adds alot of common ground with your prospect and exemplifies that you're organized and been there, done that and anticipate things. Thoroughness helps get the next project and when they know</font></div><div><font class="Apple-style-span" face="arial, helvetica, sans-serif" size="2">what it is going to cost, before we do the work, even more
comforting to them. If found in 90% + situations we can help our prospective customers with knowledge, education and what it will cost to perform</font></div><div><font class="Apple-style-span" face="arial, helvetica, sans-serif" size="2">the tasks needed to fulfill their needs.</font></div><div><font class="Apple-style-span" face="arial, helvetica, sans-serif" size="2"><br></font></div><div><font class="Apple-style-span" face="arial, helvetica, sans-serif" size="2">This also helps your business in a few tangible ways. One, you assign time to tasks. You can plan out your labor on your calendar with a reasonable margin of error for scheduling your team. Two, by providing a price</font></div><div><font class="Apple-style-span" face="arial, helvetica, sans-serif" size="2">on the spot, you can also have terms, like pay when completed. I equate this to going to the supermarket. You can't leave without paying. Every item is priced, before you go to the
checkout counter. It should be the same</font></div><div><font class="Apple-style-span" face="arial, helvetica, sans-serif" size="2">with our services. T&M is necessary sometimes, but it gives wiggle room for delayed payments, and now we are the bank. How much money do we end up floating each week/month year? We've kinda trained the buying public that this is ok. It's expensive to do and by offering price before service and payment at the end of the service, we greatly address our working capital and cash flow constraints. Third, if you have team members going out to do the work, aka, your journeyman and apprentices, there will be time associated to tasks and you can setup reward systems to focus the team on being productive. I call it WIIFM- what's in it for me, they all want to know what it is, so now we are "upfront" with them. We reward excellence and include them in the successful outcome. They are more enrolled in working with you,
as this can sculpt their destiny and the choices they make. They might be less inclined to leave at 3:30 that afternoon, when if they just stay another 1.5 hours (example), they'd complete the job and be available to tackle the next job in the queue.</font></div><div style="color: black; font-family: arial, helvetica, sans-serif; font-size: 10pt; "><br></div><div style="color: black; font-family: arial, helvetica, sans-serif; font-size: 10pt; ">Not only do I believe this is possible, but it is something we've done since 2003. It is effective, it works and it reshapes the culture and rituals in your organization.</div><div style="color: black; font-family: arial, helvetica, sans-serif; font-size: 10pt; "><br></div><div style="color: black; font-family: arial, helvetica, sans-serif; font-size: 10pt; ">If you have any questions, you can contact me off list.</div><div style="color: black; font-family: arial, helvetica, sans-serif; font-size: 10pt;
"><br></div><div style="color: black; font-family: arial, helvetica, sans-serif; font-size: 10pt; ">Aloha</div><div style="color: black; font-family: arial, helvetica, sans-serif; font-size: 10pt; "><br></div><div style="color: black; font-family: arial, helvetica, sans-serif; font-size: 10pt; ">Keith</div><div style="font-family: arial, helvetica, sans-serif; font-size: 10pt; color: black; "><br><div style="font-family:times new roman, new york, times, serif;font-size:12pt"><font size="2" face="Tahoma"><hr size="1"><b><span style="font-weight: bold;">From:</span></b> Nick Soleil <nicksoleilsolar@yahoo.com><br><b><span style="font-weight: bold;">To:</span></b> RE-wrenches <re-wrenches@lists.re-wrenches.org><br><b><span style="font-weight: bold;">Sent:</span></b> Sat, January 29, 2011 10:12:36 PM<br><b><span style="font-weight: bold;">Subject:</span></b> Re: [RE-wrenches] Roofers installing solar = creative, new installation
methods<br></font><br>
<div style="font-family:arial, helvetica, sans-serif;font-size:12pt;">Hi Keith:<br> That kind of thing really helps develop a trusting relationship with the customer. Most customers seem willing to accept those charges on a T&M basis.<br><div> </div>Nick Soleil<br>Project Manager<br>Advanced Alternative Energy Solutions, LLC<br>PO Box 657<br>Petaluma, CA 94953<br>Cell: 707-321-2937<br>Office: 707-789-9537<br>Fax: 707-769-9037<div><br></div><div style="font-family:arial, helvetica, sans-serif;font-size:12pt;"><br><div style="font-family:times new roman, new york, times, serif;font-size:12pt;"><font face="Tahoma" size="2"><hr size="1"><b><span style="font-weight:bold;">From:</span></b> Keith Cronin <electrichi01@yahoo.com><br><b><span style="font-weight:bold;">To:</span></b> RE-wrenches
<re-wrenches@lists.re-wrenches.org><br><b><span style="font-weight:bold;">Sent:</span></b> Sat, January 29, 2011 1:54:40 PM<br><b><span style="font-weight:bold;">Subject:</span></b> Re: [RE-wrenches] Roofers installing solar = creative, new installation methods<br></font><br>
<div style="font-family:arial, helvetica, sans-serif;font-size:10pt;"><div style="color:black;font-family:arial, helvetica, sans-serif;font-size:10pt;">Folks.....</div><div style="color:black;font-family:arial, helvetica, sans-serif;font-size:10pt;"><br></div><div style="color:black;font-family:arial, helvetica, sans-serif;font-size:10pt;">To support this idea further, this weekend we have our building trade show at our local convention center.</div><div style="color:black;font-family:arial, helvetica, sans-serif;font-size:10pt;">New names, new faces in the solar industry each time I go. Today was no different. Many are what I would describe as folks that only provide solar installations. Others are offshoots of their respective trades, like roofing.</div><div style="color:black;font-family:arial, helvetica, sans-serif;font-size:10pt;"><br></div><div style="color:black;font-family:arial, helvetica, sans-serif;font-size:10pt;">Its the low hanging
fruit, in their eyes, but my sense is they could be providing more value that the customers are looking for, but don't know its even available.</div><div><font class="Apple-style-span" face="arial, helvetica, sans-serif" size="2">If the margins are razor thin for PV, why not offer other wrench services that others desire not to touch, as it might not be as glamorous, but necessary.</font></div><div><font class="Apple-style-span" face="arial, helvetica, sans-serif" size="2"><br></font></div><div><font class="Apple-style-span" face="arial, helvetica, sans-serif" size="2">I'm always surprised that when I get invited out to an install, like I did this week, from one of my friendly competitors, how they seem to flagrantly overlook other value added services which could benefit the customer.</font></div><div><font class="Apple-style-span" face="arial, helvetica, sans-serif" size="2">Here was my short list (10) from a small residential project I was
invited to see this week: (full disclosure, the home was old, code wise)</font></div><div><font class="Apple-style-span" face="arial, helvetica, sans-serif" size="2"><br></font></div><div><font class="Apple-style-span" face="arial, helvetica, sans-serif" size="2">1. GFCI receptacles- bathrooms, kitchen counter, outside and near the clients pool.</font></div><div><font class="Apple-style-span" face="arial, helvetica, sans-serif" size="2">2. Smoke detectors- their were opportunities to install 5 at this home and interconnect them to notify everyone in the home, in the event of an emergency.</font></div><div><font class="Apple-style-span" face="arial, helvetica, sans-serif" size="2">3. Panel labeling- identifying the circuits in the breaker box for the client.</font></div><div><font class="Apple-style-span" face="arial, helvetica, sans-serif" size="2">4. Upon removal of the
panel cover- clean up wiring fiasco's waiting to happen- doubled up wires on breakers and a slew of other code issues.</font></div><div><font class="Apple-style-span" face="arial, helvetica, sans-serif" size="2">5. Open junction boxes with wires essentially incapable of being stuffed into the 4x4 j-box; over an extension cover and a blank plate.</font></div><div><font class="Apple-style-span" face="arial, helvetica, sans-serif" size="2">6. Broken receptacle in the hallway; I suspect this is the vacuum cleaner plug and it was probably damaged due to jerking out the cord instead of leaning over to pull it out.</font></div><div><font class="Apple-style-span" face="arial, helvetica, sans-serif" size="2">7. Fluorescent fixtures in the garage-workshop zone; upgrade to T-8's and save $ on the utility bill.</font></div><div><font class="Apple-style-span" face="arial,
helvetica, sans-serif" size="2">8. In our market, we have a penchant for having the second refrigerator outside. This one was in the sun, roasting at the end of the day. Checked the born on date and it was 1994. This is not energy efficient by any means. Brought my Brand meter and was surprised at the amount of juice it was consuming. Recommended taking the client to Sears and get an energy efficient one. Client has a sentimental attachment to the refrigerator, but at my calcs, this sentimental relationship was costing $22 a month.</font></div><div><font class="Apple-style-span" face="arial, helvetica, sans-serif" size="2">9. They had the ubiquitous extension cord wrapped around the living room for a mondo computer station. I recommended running a dedicated circuit to remedy the code/cord situation.</font></div><div><font class="Apple-style-span" face="arial, helvetica, sans-serif" size="2">10. In one section of the home, was the original part
of the house and there were still an old 6 circuit load center, filled to the gill with 12 circuits in it. Clearly this was not designed to handle this much load and capacity, so I recommended replacing it and or doing a calc to see if the feeder has reached its limits and offer to re-route some of the circuits to the main panel.</font></div><div><font class="Apple-style-span" face="arial, helvetica, sans-serif" size="2"><br></font></div><div><font class="Apple-style-span" face="arial, helvetica, sans-serif" size="2">I recommended to my friend, the competitor, to offer a free home inspection to identify the deficiencies in their electrical infrastructure and add value to the relationship. Seems simple, but often the PV is taking a front seat to other things. In a competitive environment, that we are all in now, if we are all doing apples to apples, then price seems to be the winner. When we add and offer something else to the relationship, we have more
than just a transaction. When we all take the steps to raise the bar, others will follow. Everyones name gets elevated, brand awareness wise and consumers will talk to each other about their experiences and the value/education they've received. Sure, some entities will do the minimum, as always. By providing a final package to your customers, upon completion of your work, they would have pictures, documents etc., to show the system in working condition (and attached to the roof!!).</font></div><div><font class="Apple-style-span" face="arial, helvetica, sans-serif" size="2"><br></font></div><div><font class="Apple-style-span" face="arial, helvetica, sans-serif" size="2">Over the years, I've always elected to go out and fix others challenges, as it has offered me perspective and a way to develop a relationship with someone who might have been a little ignorant in their purchasing decisions. People tend to remember you, when this happens and often you
get referrals as a result. It also means going into this type of relationship, delicately. I've not bashed the competitor for what we've discovered, but to offer a solution to their current situation and a step by step way to get there, together.</font></div><div><font class="Apple-style-span" face="arial, helvetica, sans-serif" size="2"><br></font></div><div><font class="Apple-style-span" face="arial, helvetica, sans-serif" size="2">Lastly, with technology today, you could get a video camera, some boiler plate questions and ask your customers about their experience with you and your company. Post them on your company website, FB, wherever you market your services. Referrals, by far, are the best conduit for the next project, or at least this has been my road to success. People want to do business with people they like and trust and price might not always be the final decision maker, as they really want a company that will follow the golden
rule and execute on their contracts words.</font></div><div><font class="Apple-style-span" face="arial, helvetica, sans-serif" size="2"><br></font></div><div><font class="Apple-style-span" face="arial, helvetica, sans-serif" size="2">If you know what your overhead is every day at your company, you can offer girl scout cookies, if you can't sell a complete package to your prospective customers. Uncover their desires by asking them what they want or what they've heard about solar, is a bridge to understanding their needs first. Then can we deliver on their needs.</font></div><div><font class="Apple-style-span" face="arial, helvetica, sans-serif" size="2"><br></font></div><div><font class="Apple-style-span" face="arial, helvetica, sans-serif" size="2">Keith</font></div><div><font class="Apple-style-span" face="arial, helvetica, sans-serif" size="2"> </font></div><div style="color:black;font-family:arial, helvetica, sans-serif;
font-size:10pt;"><br></div><div style="font-family:arial, helvetica, sans-serif;font-size:10pt;color:black;"><br><div style="font-family:times new roman, new york, times, serif;font-size:12pt;"><font face="Tahoma" size="2"><hr size="1"><b><span style="font-weight:bold;">From:</span></b> Nick Soleil <nicksoleilsolar@yahoo.com><br><b><span style="font-weight:bold;">To:</span></b> RE-wrenches <re-wrenches@lists.re-wrenches.org><br><b><span style="font-weight:bold;">Sent:</span></b> Sat, January 29, 2011 9:24:12 AM<br><b><span style="font-weight:bold;">Subject:</span></b> Re: [RE-wrenches] Roofers installing solar = creative, new installation methods<br></font><br>
<div style="font-family:arial, helvetica, sans-serif;font-size:12pt;">Hi Joel:<br> For many years, when Petersen Dean was Old Country Roofing, I would install the inverters and wiring for the Atlantis Sunslate roofs that they would sell. I liked that partnership. Also, I recognize that solar is less and less of a specialty anymore. Sooner than later, I would expect that solar installations will be installed largely by electricians, general contractors, and even roofing contractors (as long as they carry appropriate licensing.)<br> However, many of my old partners, such as roofers who I have often referred, are now entering the solar industry. So my partners are becoming my competitors. They have that right. <br> My hope is that whoever is installing solar, will at least
provide a quality installation. What worries me about the system I serviced this week, where the modules were left sitting on a sloped roof without attachments, is that the roofing attachments is the aspect of the project that the roofer should be able to do best, but they skipped that step. That gives me some concern for the safety of PV system owners and their neighbors.<br><div> </div>Nick Soleil<br>Project Manager<br>Advanced Alternative Energy Solutions, LLC<br>PO Box 657<br>Petaluma, CA 94953<br>Cell: 707-321-2937<br>Office: 707-789-9537<br>Fax: 707-769-9037<div><br></div><div style="font-family:arial, helvetica, sans-serif;font-size:12pt;"><br><div style="font-family:times new roman, new york, times, serif;font-size:12pt;"><font face="Tahoma" size="2"><hr size="1"><b><span style="font-weight:bold;">From:</span></b> Joel Davidson <joel.davidson@sbcglobal.net><br><b><span style="font-weight:bold;">To:</span></b>
RE-wrenches <re-wrenches@lists.re-wrenches.org><br><b><span style="font-weight:bold;">Sent:</span></b> Fri, January 28, 2011 6:55:21 PM<br><b><span style="font-weight:bold;">Subject:</span></b> Re: [RE-wrenches] Roofers installing solar = creative, new installation methods<br></font><br>
<div><font face="Arial" size="2">Andrew,</font></div>
<div><font face="Arial" size="2"></font> </div>
<div><font face="Arial" size="2">
<div><font face="Arial" size="2">Carter era contractors did not kneecap alternative
energy industry in the 1970s, but that's not a wrenches
subject.</font></div>
<div><font face="Arial" size="2"></font> </div>
<div><font face="Arial" size="2">Sure, everyone has stories about bad customers,
GCs, subs, equipment, etc. Some of us are honest enough to admit
that we have made a mistake or two. You don't have to work for or with
people you don't like or buy equipment you don't like. But I don't know
anyone in the building or energy industry who does not work with
others.</font></div>
<div><font face="Arial" size="2"></font> </div>Few contractors nowadays do all
the trades in-house. Do you sub out structural engineering, surveying,
roofing, arborist, concrete cutting, crane, etc.? Then what's wrong with
you being a sub if you like the other guy's work and can control
design and electrical installation or whatever you need to control? There are
plenty of decent contractors in your service area who would like to have a good
go-to PV company just as you like to have good go-to roofer. You know your
design and electrical costs and what margin you need for that portion of your
work. So what's the hassle?</font></div>
<div><font face="Arial" size="2"></font> </div>
<div><font face="Arial" size="2">Joel Davidson</font></div>
<blockquote style="border-left:2px solid rgb(0, 0, 0);padding-left:5px;padding-right:0px;margin-left:5px;margin-right:0px;">
<div style="font:10pt arial;">----- Original Message ----- </div>
<div style="font:10pt arial;background:none repeat scroll 0% 0% rgb(228, 228, 228);"><b>From:</b>
<a rel="nofollow" title="solarenergysolutions@yahoo.com" ymailto="mailto:solarenergysolutions@yahoo.com" target="_blank" href="mailto:solarenergysolutions@yahoo.com">Solar Energy Solutions</a> </div>
<div style="font:10pt arial;"><b>To:</b> <a rel="nofollow" title="re-wrenches@lists.re-wrenches.org" ymailto="mailto:re-wrenches@lists.re-wrenches.org" target="_blank" href="mailto:re-wrenches@lists.re-wrenches.org">RE-wrenches</a> </div>
<div style="font:10pt arial;"><b>Sent:</b> Friday, January 28, 2011 8:41
AM</div>
<div style="font:10pt arial;"><b>Subject:</b> Re: [RE-wrenches] Roofers
installing solar = creative,new installation methods</div>
<div><br></div>
<table border="0" cellpadding="0" cellspacing="0">
<tbody>
<tr>
<td valign="top">
<div>Joel,</div>
<div> </div>
<div>Our company cannot survive without selling an entire system.
When we help the unqualified and untrained we legitimize unsubstantiated
pv businesses. We get a dozen phone calls a month from folks
wanting us to install their systems. It is a rat hole and we
have learned that not only are such ventures unprofitable, they are
fraught with poor designs and a plethora of other hassles. This
whole thing reminds me of the Carter solar Gold Rush where, sure, a
bunch of systems were installed, but look at the damage it did to the
industry.</div>
<div> </div>
<div>Respectfully, <br><br><br></div>
<div><strong><font face="arial">Andrew Koyaanisqatsi</font></strong></div>
<div><font face="arial">President</font></div>
<div><strong><font face="arial">Solar Energy Solutions,
Inc.</font></strong></div>
<div><font face="arial">Since 1987,</font></div>
<div><font face="arial">Moving Portland and Beyond </font></div>
<div><font face="arial">to an Environmentally Sustainable
Future.</font></div>
<div><font face="arial"></font></div>
<div><font face="arial"><strong>503-238-4502</strong></font></div>
<div><strong><font face="System"><a rel="nofollow" target="_blank" href="http://www.solarenergyoregon.com/">www.solarenergyoregon.com</a> </font></strong></div>
<div><font face="comic sans ms"><strong></strong></font> </div>
<div><font face="comic sans ms"><strong>"Better one's House too little
one day</strong></font></div>
<div><font face="comic sans ms"><strong>than too big all the Year
after."</strong></font></div><br><br>--- On <b>Fri, 1/28/11, Joel
Davidson <i><joel.davidson@sbcglobal.net></i></b> wrote:<br>
<blockquote style="border-left:2px solid rgb(16, 16, 255);padding-left:5px;margin-left:5px;"><br>From:
Joel Davidson <joel.davidson@sbcglobal.net><br>Subject: Re:
[RE-wrenches] Roofers installing solar = creative, new installation
methods<br>To: "RE-wrenches"
<re-wrenches@lists.re-wrenches.org><br>Date: Friday, January 28,
2011, 7:06 AM<br><br>
<div id="yiv337427572">
<style type="text/css">#yiv337427572 DIV {
MARGIN:0px;}
</style>
<div><font face="Arial" size="2">Guys,</font></div>
<div><font face="Arial" size="2">You're missing a business opportunity.
Instead of complaining about roofers' bad work and
competition, show the company owners photos of their screw-ups
and your quality work. Tell him that he is a risk. Then offer to do
their design and electrical installation (let them do the sales,
roofing, and grunt work).</font></div>
<div><font face="Arial" size="2">Joel Davidson</font></div>
<blockquote style="border-left:2px solid rgb(0, 0, 0);padding-left:5px;padding-right:0px;margin-left:5px;margin-right:0px;">
<div style="font:10pt arial;">----- Original Message ----- </div>
<div style="font:10pt arial;background:none repeat scroll 0% 0% rgb(228, 228, 228);"><b>From:</b> <a rel="nofollow" title="warren@wind-sun.com" target="_blank" href="http://us.mc318.mail.yahoo.com/mc/compose?to=warren@wind-sun.com">Warren Lauzon</a> </div>
<div style="font:10pt arial;"><b>To:</b> <a rel="nofollow" title="re-wrenches@lists.re-wrenches.org" target="_blank" href="http://us.mc318.mail.yahoo.com/mc/compose?to=re-wrenches@lists.re-wrenches.org">RE-wrenches</a>
</div>
<div style="font:10pt arial;"><b>Sent:</b> Friday, January 28, 2011
3:35 AM</div>
<div style="font:10pt arial;"><b>Subject:</b> Re: [RE-wrenches]
Roofers installing solar = creative,new installation methods</div>
<div><br></div>
<div dir="ltr">
<div style="font-family:'Calibri';color:rgb(0, 0, 0);font-size:12pt;">
<div>We have seen a lot of the roofing companies nibbling around the
edges of solar installs lately. I have only seen a couple of
installs personally, and they were far from what I would call
professional or reliable. Not quite as bad as your example, but in
one case they had used Romex to run the wiring down to the inverter,
and not in conduit.</div>
<div> </div>
<div style="font-style:normal;display:inline;font-family:'Calibri';color:rgb(0, 0, 0);font-size:small;font-weight:normal;text-decoration:none;">
<div style="font:10pt tahoma;">
<div> </div>
<div style="background:none repeat scroll 0% 0% rgb(245, 245, 245);">
<div><b>From:</b> <a rel="nofollow" title="nicksoleilsolar@yahoo.com" target="_blank" href="http://us.mc318.mail.yahoo.com/mc/compose?to=nicksoleilsolar@yahoo.com">Nick Soleil</a> </div>
<div><b>Sent:</b> Thursday, January 27, 2011 8:11 PM</div>
<div><b>To:</b> <a rel="nofollow" title="re-wrenches@lists.re-wrenches.org" target="_blank" href="http://us.mc318.mail.yahoo.com/mc/compose?to=re-wrenches@lists.re-wrenches.org">re-wrenches@lists.re-wrenches.org</a>
</div>
<div><b>Subject:</b> [RE-wrenches] Roofers installing solar =
creative,new installation methods</div></div></div>
<div> </div></div>
<div style="font-style:normal;display:inline;font-family:'Calibri';color:rgb(0, 0, 0);font-size:small;font-weight:normal;text-decoration:none;">
<div style="font-family:arial, helvetica, sans-serif;font-size:12pt;">Hi
wrenches:<br> Have you noticed that roofing companies
have recently been trying to sell solar? One company thought
of something that I had never considered. Listen to this neat
story.<br> I was servicing a job today, where a roofing
company recently removed and re-installed a PV array on a 12 degree
sloped roof. The funny thing is that the roofer didn't want to
penetrate his new roof, so he and the customer decided to leave the
panels sitting on the composition roof without any attachments to
the structure. They didn't think it was necessary!
<br> Shortly afterward, the array slid down the
roof, and a MultiContact connector came unplugged. The
customer noticed that his system was not operating, and called us to
the site. <br>
<div> </div>Nick Soleil<br>Project Manager<br>Advanced
Alternative Energy Solutions, LLC<br>PO Box 657<br>Petaluma, CA
94953<br>Cell: 707-321-2937<br>Office: 707-789-9537<br>Fax:
707-769-9037
<div> </div></div><br>
<div>
<hr>
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