Reaching the Small Business Segment
Chris Valle – DNV GL
GL, Operations Manager
Small C&I Challenges
 Small C&I customers
- have limited bandwidth
- have limited capital
- risk averse
 Small
S ll C&I
C&I=smallll project
j t size
i
2
Progress at the Halfway Point
100%
90%
80%
70%
60%
50%
40%
30%
20%
10%
0%
2010
2011
PPL Small C&I Goal for Act 129, Phase 1 = 3% reduction
3
Enabling Trade Ally Success
• Targeted Marketing/ Outreach
• Blitz Campaigns
Customer
Marketing
• Limited Time Offers
Trade
T
d
Ally
Customer
• Direct Mail
Outreach
• Mass Media Advertising
• Implement Direct Install
Customer
Direct Install Program
 Implement Direct Install program
- Small C&I customers < 400,000 kWh/year
- Lighting Retrofit Rebates
- Refrigeration Rebates
 Direct Discount Service Trained Providers
-
Software Training
Dedicated Outreach Professional
Marketing Support
88 contractors in Phase 1
Top Producer Achieved $1MM in rebates
 Focus
F
on Trade
T d Ally
All St
Strategy
t
5
Campaigns Sparked Activity
Number of Sold Projectss
Small C&I Project Sales
7/1/2011
Blitz events
Bli
Application
Workshops
8/1/2011
9/1/2011
10/1/2011
11/1/2011
12/1/2011
1/1/2012
Results
 Closing Strong
- Last 6 months of Phase 1 averaged 14,000 MWh/month
- More than 6,000 MWh/month Direct Install
- Achieved goal 3 months ahead of schedule
4
025 businesses participated in Direct Discount program
4,025
 121,184 MWh Savings
Small C&I Progress Towards
May 2013 Goal
 $15,732,706 Rebates
120%
100%
80%
60%
40%
20%
0%
PY1
7
PY2
PY3
PY4
www.dnvkema.com
Chris Valle
DNV KEMA
Office: 484-538-2700 Ext 42623
[email protected]