ERS Engineering firm with 20-year history in clean energy, energy - - PowerPoint PPT Presentation

Headquarters: 120 Water Street, Suite 350, North Andover, MA 01845 With offices in: CA, CT, ME, NY, OR, TX, VT www.ers-inc.com

PROACTIVE EFFICIENCY

Engaging Large Customers for Untapped Energy Savings

Max Twogood, ERS Gita Subramony, ERS

AESP Online Conference | July 19, 2016

INTRODUCTIONS

7/19/2016 2

Max Twogood Project Engineer II ERS

Outreach Contractor for NYSERDA

Industrial Process Efficiency (IPE) Program

 Engineering firm with 20-year history in

clean energy, energy efficiency, and sustainability

• Utility efficiency program design and

implementation

• Efficiency program evaluation, measurement

and verification

• Energy engineering, sustainable design, and

clean energy services

 90+ Engineers, Analysts, and Support Staff

• Offices: MA, NY, CT, ME, VT, CA, OR, TX

ERS

3 7/19/2016

 What is outreach?  How outreach helps engage customers  Strategies and hurdles customer engagement  Overcoming barriers to energy efficiency  CHP outreach strategies and hurdles  New programs targeting market

transformation

AGENDA

4 7/19/2016

 Outreach = learning / teaching / sales

• It goes beyond cold calls:
• Relationships
• Needs assessment
• Technical assistance
• Administrative assistance
• We are selling efficiency
• Understand the unique needs of each customer
• Educate how those needs can be optimized

WHAT IS OUTREACH

5 Image credit: DOE 7/19/2016

 Industrial energy efficiency is a deep well of

• pportunity

 Energy implications of the process lines are

• vershadowed by production.
• Energy use is embedded in every part.
• Every piece of scrap has an energy component.
• Lean/6 Sigma/Productivity Projects all have an energy

component.

 Industrial companies rarely have dedicated

personnel to investigate energy efficiency.

• Outreach keeps end users engaged in the efficiency

conversation.

ENGAGING THROUGH OUTREACH

6 7/19/2016

HURDLES

7

Fires to fight (sometimes literally…)

• Be a timesaver

Keeping up with the floods (of paperwork, emails, meetings)

• Persistence

Upper management doesn’t care

• Understand and educate

the audience.

• ROI, NPV, payback
• Maintenance, O&M
• Productivity

7/19/2016

Implement Project Analyze Impact Identify Project

Warm Market Assess Needs Industry Events Market Partners Cold Calls

IPE OUTREACH STRATEGY

8

 Goal: 1,000,000 MWh, 36 million therms

• Engage: monthly or bi-monthly
• Take notes: Salesforce
• Plan: capital cycles
• Consider: capital

constraints/requirements

• Relate: technology/industry updates

 Goal met as of 2012

7/19/2016