Solar installation companies are increasingly adopting a holistic approach to home energy efficiency, combining solar energy systems with other solutions to enhance energy savings. This strategy is not only helping these companies close more sales but also expand their project scope and boost profitability, according to Benji Watters, Chief Operating Officer at EarthRight Mid-Atlantic, a solar installation company based in Lynchburg, Virginia.
Expanding Services Beyond Solar
Founded five years ago as an energy efficiency company, EarthRight expanded into solar installations to offer a broader range of residential solutions. Watters notes that while solar installations represent just 15% of the company’s activities, they account for a significant portion of its revenue. However, around 40% of the company’s income comes from non-solar elements of its whole-home energy efficiency projects.
Watters believes that offering whole-home energy savings services can increase a company’s revenue by 40%. He added that two years ago at a solar trade show, industry experts began discussing the growing importance of energy efficiency in solar projects. “It’s clear that energy efficiency is the next big thing for solar installers,” Watters said, predicting a shift where more solar companies will adopt a holistic approach and train solar representatives to become energy auditors or energy solutions experts.
A Broad Range of Energy Solutions
EarthRight offers a variety of products and services aimed at improving energy efficiency in homes. These include insulation, attic fans, battery storage, appliance monitors, and system analytics. These solutions often lead to a reduction in utility bills of up to 20%.
The company is also strategically expanding its offerings either by developing them internally or partnering with other firms. “We’re cautious about expansion but recognize the value of networking with other companies that offer complementary solutions,” Watters explained.
Last year, EarthRight set up a showroom displaying various energy-efficient products, including battery storage technologies from brands like Enphase, Generac, SolarEdge, and Tesla. This showroom serves as an educational tool for potential customers, helping them understand what energy efficiency entails. Watters pointed out that the showroom has even attracted visits from local community colleges, where students are learning about energy efficiency and solar power. Some of these students have even interned at EarthRight.
Free Energy Efficiency Audits
As part of its commitment to educating homeowners, EarthRight offers free energy efficiency audits. These audits include recommendations for improving energy use. Additional services, such as blower door tests and air seal tests, are available for a fee.
Watters emphasized that providing these audits helps build trust with customers by demonstrating the company’s genuine interest in finding the best solutions for their homes. “Once homeowners see that you’re genuinely trying to help them reduce energy usage, they trust you more,” he said, adding that transparency is key to overcoming skepticism in the solar industry.
All of EarthRight’s installers are certified by the North American Board of Certified Energy Practitioners (NABCEP), and the company encourages its staff to pursue additional certifications from the Building Performance Institute.
Leveraging Software for Efficiency
To streamline the process of creating custom energy solutions for customers, EarthRight uses advanced enterprise software. This software helps the company quickly gather utility data, configure system components, and generate cost estimates in real time. Watters pointed out that the speed of this process is essential to maintaining customer interest.
EarthRight uses Aurora Solar software, which provides 3D modeling for solar system designs. This tool allows the company to create customized proposals that consider future energy needs, such as electric vehicle adoption and heat pump installations. With this software, EarthRight has been able to reduce the time it takes to generate a schedule from several days to under 15 minutes.
Aurora’s software uses artificial intelligence and algorithms to model different energy solutions, providing a range of options for customers. According to the company’s website, over 7,000 solar industry professionals have used Aurora for more than 10 million solar projects.
Broad Proposal Flexibility
The ability to offer multiple design options in a single proposal is one of the key advantages of using Aurora. Prior to adopting the software, EarthRight had to rely on different proposal tools for solar and energy efficiency projects. Watters praised Aurora for its versatility and how it integrated energy efficiency features into the software. “Aurora listened to our feedback and made adjustments to include energy efficiency audits, which was exactly what we needed,” he said.
Financing Energy Efficiency Projects
Financing is another crucial component of executing comprehensive energy efficiency projects. Watters noted that many government programs, including federal, state, and local incentives, now offer rebates, tax credits, or direct financing for energy efficiency improvements. Additionally, large financial institutions, including those specializing in solar loans, are beginning to offer financing for energy efficiency projects as well.
EarthRight has successfully leveraged these financing options to offer customers flexible payment plans for energy-saving upgrades. Watters sees this growing trend as an opportunity for both solar and energy efficiency companies to increase their customer base and expand their services.
In conclusion, EarthRight Mid-Atlantic’s approach of integrating solar with a wide range of energy efficiency solutions is proving to be an effective strategy for growing the business while providing real value to homeowners. As more companies adopt similar models, the future of energy efficiency in the solar industry looks promising.