CertainTeed showcases its solar modules, installer programs at Midwest Solar Expo

certainteed

Building materials manufacturer CertainTeed will make its Midwest Solar Expo debut in May of 2018 with an exhibit featuring its US Series solar modules, warranty offerings, and comprehensive solar installer contractor programs at booth No. 229.

The 5th annual Midwest Solar Expo and Smart Energy Symposium, being held May 1-2 in Minneapolis, Minn., is where solar professionals from across the Midwest meet to engage with industry peers as well as see and share the latest news and developments in the solar industry.

“From our founding in 1904 in St. Louis to present day manufacturing facilities in Missouri, Ohio and Minnesota, we maintain a deep connection to the Midwest and domestic manufacturing,” said Chris Fisher, solar product manager for CertainTeed’s roofing division. “Featuring our US Series solar modules at the Midwest Solar Expo is a natural fit for us in a region that is experiencing great solar growth.”

RELATED: Strength in numbers: How solar installers can build business through third-party programs

CertainTeed’s US Series modules are American-made with both domestic and foreign components, and are available in two monocrystalline configurations – a 60-cell module with a maximum power output of 300W, and a 72-cell module with a maximum output of 370W. Each version comes framed in black with white or black backsheet options.

— Solar Builder magazine

CertainTeed solar modules now available on Mosaic lending platform

certainteed

CertainTeed’s US Series solar modules will now be available on Mosaic, the nation’s leading residential solar lending platform. Featuring 60 cell power outputs of 300W+, CertainTeed’s US Series modules are American-made using domestic and foreign components, and continually ranked among the most efficient domestically-assembled products in the solar industry. US Series modules are also available in a 72 cell format with power output up to 365W.

In addition, homeowners who have CertainTeed solar modules installed as part of a Solstice system are afforded the confidence of CertainTeed’s comprehensive system warranty. This single-source warranty covers all major system components, as well as the workmanship on the installation of the system, for up to 25 years.

RELATED: How solar installers can build business through third-party programs

“Mosaic’s financing expertise and first-class loan products are a perfect complement to our high-performing solar modules and systems,” said CertainTeed Solar Director Mark Stancroff. “This partnership offers homeowners the ability to make a long-term investment in solar with attractive returns, strengthened by CertainTeed’s stability in the marketplace.”

“CertainTeed’s products are a great addition to our approved vendor repertoire,” remarked Ted Fawcett, EVP of Sales and Marketing at Mosaic. “We pride ourselves on being able to offer high-quality equipment options to our channel partners as they help homeowners across the US go solar.”

 

— Solar Builder magazine

CertainTeed solar modules now available on Mosaic lending platform

certainteed

CertainTeed’s US Series solar modules will now be available on Mosaic, the nation’s leading residential solar lending platform. Featuring 60 cell power outputs of 300W+, CertainTeed’s US Series modules are American-made using domestic and foreign components, and continually ranked among the most efficient domestically-assembled products in the solar industry. US Series modules are also available in a 72 cell format with power output up to 365W.

In addition, homeowners who have CertainTeed solar modules installed as part of a Solstice system are afforded the confidence of CertainTeed’s comprehensive system warranty. This single-source warranty covers all major system components, as well as the workmanship on the installation of the system, for up to 25 years.

RELATED: How solar installers can build business through third-party programs

“Mosaic’s financing expertise and first-class loan products are a perfect complement to our high-performing solar modules and systems,” said CertainTeed Solar Director Mark Stancroff. “This partnership offers homeowners the ability to make a long-term investment in solar with attractive returns, strengthened by CertainTeed’s stability in the marketplace.”

“CertainTeed’s products are a great addition to our approved vendor repertoire,” remarked Ted Fawcett, EVP of Sales and Marketing at Mosaic. “We pride ourselves on being able to offer high-quality equipment options to our channel partners as they help homeowners across the US go solar.”

 

— Solar Builder magazine

Strength in numbers: How solar installers can build business through third-party programs

Quick Mount PV QRail

Install of new Quick Mount PV QRail rooftop racking system.

As the story goes, solar system costs came down, which drove up demand. But this story is a bit too simplistic because the price drop and demand rise allowed the solar market to mature. In those years where module, mounting and inverter manufacturers drove down costs, quality increased, better sales and marketing concepts emerged and overall project economics and design strategy became better understood. As a result, there are more ways for savvy solar installers to build their brands based on quality, strength and value than ever before.

In this article we want to explore the value of these services — both intangible and tangible — from manufacturer-driven certification programs to third-party bidding sites to new financial vehicles that can empower regional solar installation companies to grow their own businesses and evolve the solar industry right along with them.

Strengthen your brand

Manufacturer installer programs can be a win-win for both sides — a symbiotic relationship — in which solar installers deliver quality systems and strengthen their place in their markets, and manufacturers ensure their products and brand names are installed far and wide and synonymous with the best installers in the business. Since its start in 2008, Sunrise Solar Solutions, a moderately sized solar integrator in upstate New York, has built its brand over the years by only installing quality systems and not making decisions to chase price. Its current point of differentiation is being a SunPower dealer.

“In a competitive market, price can be a differentiator, but if that’s your only differentiator, then you will start to see your competitive advantage fall apart, either through a lower service level or price erosion,” says Rand Manasse, COO with Sunrise Solar.

Along with a proven product, SunPower provides comprehensive training workshops and courses that cover all aspects of the solar business, from sales and installation to design and marketing. Manasse has found the SunPower sales training to be most valuable, which is split up into two different courses for residential and C&I.

“It allows me to establish a template on how the sales process should occur, and then they allow me to make changes to meet my my own process,” he says. “It allows for my way of doing business but within the framework of what they do. To me, that’s more important than the technical training.”

RevoluSun, a solar company based in Massachusetts, is both a SunPower dealer and a certified Panasonic Premium installer for similar reasons, and president Doug Pierce is a big fan of the services built into the Panasonic certification program.

“The marketing is a big tool for us,” Pierce says. “We have a co-op fund with Panasonic, and for every dollar we spend we get a percentage back from them. That goes into a marketing fund, and then we use that money to purchase leads to do co-branded marketing, events or whatever promotes both of our brands. It generates revenue for both of us. They’ve really saddled up next to us at the table and done a good job collaborating with us on ideas to help generate revenue for both of us, like co-branded videos and co-branded leave-behinds for customers that substantiates both of our brands.”

Manasse says this type of support is factored into any of its product decisions: “When people are pitching their products to us, I ask if they have something to help us position their product. If they don’t, we don’t take that product on. Or, if we do, we factor that into the cost of selling their product because we will have to develop our own sales and training program around it one way or another.”

The intangible marketing benefits can be just as powerful. A certification from a brand like Panasonic can be its own sales tool — a stamp from a well known outside source that vouches for your work and also stands behind the system that’s been installed. Usually, that stamp of approval comes with additional quality assurances for the customer as well, such as a better warranty, which is a huge win for the installer and its customers.

For example, roofing manufacturer CertainTeed recently expanded its solar installer program by creating a second, higher tier — the Master Solar Installer. In addition to upping lead generation, marketing support and other benefits of the program, Master Installers are covered by a 25-year workmanship warranty on the installation of the system.

“Our program requirements allow Master Installers to offer a longer warranty, while our Credentialed Installers can continue to offer our 15-year workmanship warranty. Both tiers benefit because they can differentiate themselves in the market which reduces the pressure to compete on price. We’ve seen our installers winning more jobs at greater profit margins,” says Chris Fisher, product manager at CertainTeed Solar. “The benefit to the homeowner is that they get all system components and the installation workmanship warranted directly by CertainTeed. We still honor the warranty even if the original installer is no longer in business.”

All of the manufacturer programs featured in this article carry robust warranty coverages on their products. If there’s a product defect, that truck roll and labor cost is often covered. What makes this possible is the criteria of these certification programs. Every program is different, but certified installers need to show a track record in the business, have up-to-date insurances and often must maintain a high standard to keep their status.

“They do surveys every time we install a system, then they check how happy our clients are,” Manasse says of SunPower. “It’s kind of like a dealer satisfaction survey. We have to maintain a score of a certain level to stay in the program.”

Manufacturer programs usually include leads as a value proposition too — those that come in through their website or sales channels and are funneled through their partners — but any leads that do come in this way are usually seen as a bonus and not a real driver of growth.

“We don’t rely on anyone to support us on leads and marketing. Leads are hard to come by, period,” Manasse says. So, don’t make leads a top reason to join a manufacturer installer program, but this should be a top reason to join an online sales network or third-party bidding platform.

This feature originally appeared in our March/April magazine. Subscribe for free here.

Strengthen your sales

Despite falling system costs overall, customer acquisition costs have actually risen over the past several years, increasing from $0.41/watt in 2013 to $0.52/watt in 2016, according to GTM Research, which is due in part to previously winning sales strategies like lead purchasing and canvassing becoming less efficient. But GTM Research expects customer acquisition costs to decline back to $0.40/watt by 2022 by means of further market maturity, proliferation of the long tail of installers and changes in lead generation strategies. Key to this are more sales converted online.

According to GTM’s U.S. Residential Solar PV Customer Acquisition 2017 report, third-party bidding platforms are expected to grow in popularity as consumers become more comfortable shopping for solar online. EnergySage, for example, is the most heavily trafficked website in the solar industry, attracting a wide variety of in-market, motivated customers who are more likely to convert because they’re already in the midst of researching and shopping for solar. EnergySage reports that the average close time through its site is only two to three months, compared to the industry average of eight to nine months.

“Based on our research, we’ve found that installers can increase sales while reducing customer acquisition costs by 50 percent or more on our platform,” says Vikram Aggarawal, CEO of EnergySage.

There is a measure of quality control on the EnergySage site as well, with listed installers needing to show at least three years of experience, licensure and insurance, NABCEP certification and a high level of customer service. But this strategy isn’t for every business because of its emphasis on immediate quotes and price, so you will have to weigh the pros and cons of casting that wider net for sales and how you will internally approach those leads.

Strengthening your online presence, whether you join a third-party network or not, is a powerful tool. A nice value-add in CertainTeed’s Master Installer program, for example, is a search engine optimization consultation for your website to help make sure as many potential online customers as possible can find and navigate your website.

Strengthen your offering

The residential solar market has shifted as homeowners now see the value of owning their PV system versus turning to third-party owned leases (down to about 37 percent of the market in 2017, from 53 percent in 2016, according to GTM Research). This is likely a trend here to stay.

Continue to page two for a rundown of new financing options and streamlined sales processes.

— Solar Builder magazine

The Ultimate SPI Showcase: Here’s what to see at Solar Power International 2017

Big leap for microinverters

APsystems SPI

APsystems will unveil the YC600, a dual-module, smart grid and Rule 21 compliant microinverter at SPI in Las Vegas. A groundbreaking design in microinverter technology, the YC600 will offer the highest peak output power, faster transmission speed and more modules allowed per string than comparable microinverters. A wider MPPT voltage range will result in a greater energy harvest for homeowners.

You’ll want to get the full scoop at booth 1745.

Streamlined Shutdown

Fronius

Fronius is launching a new generation of its Rapid Shutdown Box, which the company says will be the most convenient solution for NEC 2014 (690.12) and NEC 2017 compliance, while enhancing overall rooftop and firefighter safety. The new generation includes two versions: the Fronius Rapid Shutdown Box Duo and Quattro.
“Based on customer feedback, we implemented many improvements into this new generation of our Rapid Shutdown Box,” says Michael Mendik, head of solution management at Fronius USA.

Directly connected to the inverter through the same conduit as the DC homeruns and powered by the array, the Fronius solution minimizes the number of components and eliminates the need for an external power supply. The low-profile design and the multiple mounting options allow for installation underneath the modules, ensuring a clean system look. In addition, the NEMA 4X rating ensures the box is built for severe outdoor conditions. MC4 connectors, spring-loaded terminals and generous wiring space make the wiring a breeze. The Rapid Shutdown Box also acts as a combiner box, removing the need for additional hardware. Booth 3943.

Lightweight, flexible power conversion

Ideal Power

Ideal Power invented a new kind of power conversion architecture that delivers on flexibility, allowing you to enable or disable any features depending on project needs. At SPI, check out its 30-kW Stabiliti Series power converters. These multiport, compact converters are smaller, lighter and dramatically reduce installation costs while increasing return on investment. Ideal Power recently partnered with NEXTracker to implement it in various PV sites throughout North America. Booth 1433.

A top rail clip to rule them all

Heyco solar rail clips

Heyco has been busy this summer, introducing several new clips and wire management accessories for the solar market. Newest to the lineup are the SunRunner 4-2 and SunRunner 4-2U, which are top rail clips for various racking manufacturers such as Unirac, Ironridge, Everest, SnapNRack, Solar Mount and other similar racking profiles. The SunRunner 4-2 and SunRunner 4-2U are suitable for the new Enphase Q Cable. At the booth, you can also enter for a chance to win a Google Home. Booth 4762.

Drive down carport costs

Baja Carports InterSolar 2017 Booth Models

Baja Construction always has a standout booth, and this year its in-house construction team will be installing its signature Baja Solar Support System design, the “Braced Single Post Support,” built with high-tensile light gauge steel to support 24 solar modules (7.8 kW). Included in the structure is an EV Station for the hot red Tesla parked underneath. Meet Baja’s in-house designers, engineers and project managers and also make certain to visit Baja’s sponsored lobby lounge for food and beverages. I’m sure you’re already there. Booth 4155.

Improve your grip strength

Ace Clamp solar mount
AceClamps are factory-assembled clamps with patented design features that allow strong connections to standing-seam roof panels without the use of set screws or any other loose parts that could damage the surface of the roof panel. AceClamp designs have been vibration tested during the development stage and incorporate special locking features to ensure that the bolts do not back out when subjected to vibratory loads from wind flutter and light seismic activity. Booth 809.

OMG Roofing solar mount

OMG Roofing Products has introduced PowerGrip Universal for mounting solar racking systems on commercial roofs. PowerGrip Universal is designed to reduce or eliminate ballast in solar racking systems, so there’s less weight, material handling and labor on the roof. Made of heavy-duty cast aluminum, PowerGrip Universal offers 3,300 lbf of tensile strength, 2,500 lbf of shear strength and 2,000 lbf of compressive strength. It’s one of the strongest anchors on the market. Booth 629.

Solar Connections

The Standing Seam Power Clamp from Solar Connections can attach to virtually any standing seam profile and draws its strength from patent-pending WaveLock Technology with optional two, three and five points of attachment. The top can be custom drilled and tapped to fit any bolt configuration. Offering ease of installation, the Silver Bullet set screws include a rounded bullet tip to maximize strength while also keeping the paint finish and seam free from harm. Additionally, the Standing Seam Power Clamp is available in standard mill finish aluminum material, making it an item you can easily keep in stock when the need arises. Booth 1569.

Reinventing the ground mount

Nuance Energy

Nuance Energy’s patent-pending Osprey PowerPlatform could revolutionize ground-mounted solar projects. This earth anchor foundation system satisfies permitting requirements for virtually any site and soil type without the need for geotechnical reports or special inspections. It eliminates the need for heavy equipment or cement by enabling small, unskilled crews to install the entire platform quickly and easily using only handheld tools. Booth 2108.

Meet the 4G platform

Ginlong Solis inverter

Ginlong Technologies is now shipping its Solis 4G Platform. What you can see at SPI this year in booth 2427 is the Solis-1P(2.5-10K)-4G-US single phase string inverters, with high switching frequency; 2, 3 and 4 MPPTs designs; 97.8 percent peak efficiency (97.5 percent CEC); fan-less NEMA 4X / IP65 design, integrated AFCI; web-based and smartphone app monitoring, all under 44 lbs. The Solis 25K-66K-US three phase inverters are designed for all commercial and utility-scale installations with four MPPT designs and ultra-low start up volume that maximizes energy harvest. Booth 2427.

Five trackers to, um, track

SunLink TTD

SunLink’s TechTrack enables efficient load redistribution and allows the system to handle extreme wind with less steel, fewer foundations and lower cost. Now, TechTrack’s intelligent control system also delivers equally responsive control modes for snow, flood and O&M. The result is system level benefits, visible in SunLink’s Vertex data monitoring system. Rigorous testing to UL3703 further reduces permitting risk. Booth 3319.

Soltec

SF7 is the next-generation horizontal single-axis solar PV tracker from Soltec. Soltec says the SF7 enables up to 5 percent greater MW per acre than other trackers and does that with 54 percent fewer piles-per-MW, 15 percent less parts count and 58 percent fewer screw type connections than leading competitors. SF7 standard features include short tracker site-filling options, unique steep-slope tolerance of 17 percent NS, efficient self-powering and innovative cable management solutions for combining, fusing and protecting PV source circuits more economically. Booth 3640.

Solar FlexRack TDP 2 Turnkey Solar Tracker_2017

Solar FlexRack is launching its TDP Tracker with a new BalanceTrac design to increase energy yield and reduce balance of system costs. This TDP 2.0 Solar Tracker with BalanceTrac, optimized for 1,000- and 1,500-V modules, has greater rotational range of up to 120° and enables more modules per row (up to 90). The robust design delivers autonomous tables that increase site flexibility to maximize land use. Booth 2538.

AllEarth Renewable

AllEarth Renewables is showing off its new Gen 4 tracker which will be self-powered, to guard against the grid going down and will have expanded communication options, such as Wi-Fi, cellular and SD card enabled. It will come as a complete, pre-engineered system for easy, efficient shipping. Booth 626.

Array Technologies

Array Technologies is revealing the results of a recent TÜV Rheinland-backed independent report focused on solar tracker reliability. Array’s latest single-axis tracker, the DuraTrack HZ v3, is often touted for its reliability and lower cost of ownership. Array says DuraTrack HZ v3 is proven to be 300x less likely to experience catastrophic failure during wind events than more stow-reliant, single-row competitors. Booth 2919.

Page two has new on big-time collaborations, products for boosting performance, installing on shingles and more.

— Solar Builder magazine