Rick Peters from Solar Energy Services, LLC shares his extensive knowledge on how to use the sun to heat your water, known as solar thermal power. This presentation was given December 4, 2009 at the Solar Energy Focus Conference: Fall 2009 hosted by the Maryland, DC, Virginia Solar Energy Industries Association (MDV-SEIA) in Gaithersburg, MD. To learn more please visit: www.mdvseia.camp7.org

1. Solar Energy Services, Inc.
Lessons Learned
in Residential Solar
Rick Peters
www.solarsaves.net

2. Solar Energy Services, Inc.
• Located in Millersville MD
• Installer: Residential & Small Commercial
– Solar Thermal
• Water heating
• Space heating
• Pool Heating
– Solar PV
• Distributor: Solar Thermal Products
www.solarsaves.net

3. Marketing to Residential
• Market Local
• Targeted
– Neighborhoods
– Demographics
• Leverage Referrals
• Get photos
www.solarsaves.net

4. Sales Process
• Proper Qualification
• Understanding Motivations
• Educating
• Price Conditioning
• Setting Expectations
www.solarsaves.net

5. Installation
• Site Assessment
• Product Choices
• 3rd Party Involvement
• Installer Communication
• Collecting Payments
www.solarsaves.net