Solar Power World - AUGUST 2013 by WTWH Media LLC

Lessons Learned p.12

How To Grow Your Solar Business p.74

Choosing The Right Partner p. 82

September 2013 www.solarpowerworldonline.com

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25O Editorial Advisory Board Natalie Holtgrefe Solectria Renewables

THE

FI RS T

WO RD

Men And Women Of Unborrowed Vision Howard Roark, the brilliant architect and protagonist in Ayn Rand’s

Jose Gomez Ingeteam

masterwork The Fountainhead, spoke in the novel at his trial and discussed the people of great vision who built (and still build) the world. See if this sounds familiar:

Steve Hogan Spire

“Throughout the centuries there were men who took first steps down new

Devon Cichoski SolarWorld

they all had this in common: that the step was first, the road new, the vision

Marcelo Gomez Unirac

— the thinkers, the artists, the scientists, the inventors — stood alone against

Justin Barnes North Carolina (State University) Solar Center Scott Wiater Standard Solar

What do you think? Discuss this, and other solar issues at www.engineering exchange.com

roads armed with nothing but their own vision. Their goals differed, but

unborrowed, and the response they received — hatred. The great creators the men of their time. Every great new thought was opposed. Every great new invention was denounced …. [b]ut the men of unborrowed vision went ahead. They fought, they suffered and they paid. But they won.” When I recently re-read this quotation for the first time in 30 years, I realized these were the people the Solar Power World team had been writing about for the past few months. These are the companies that had the initiative to apply to be part of the elite Top 250 Solar Contractors. These companies have the vision to succeed in an industry dismissed by so many around the world. These companies — these visionaries — are poised to take full advantage of the near-term solar boom that none other than researcher Shayle Kann has predicted for the U.S. industry. It is these businesses that have fueled the three-year growth of this industry of 227%. The Solar Power World’s Top 250 employ 73,068 people and installed 3 GW in 2012 alone. They have installed 7.8 GW overall. They represent the best across all three segments — utility, commercial and residential — that make this industry so vibrant. In an industry now valued at $11.5 billion, these are the companies that have built it. We want their success to be your success. That’s why we asked Lou Moore, senior vice president of systems engineering and construction, at two-time No. 1 company First Solar to explain how they continue to succeed and innovate. That’s why we talked to leaders from companies around the country to discuss the hottest issues facing the industry today, including how to develop a succession plan and how to fix the biggest problem they (accidentally) created. We appreciated the candor of the industry leaders and their willingness to share their wisdom with the industry. It’s our collective and individual strength that will keep this industry moving forward, and it’s our honor to bring you a roadmap — from the experts — for success.

Frank Andorka

Editorial Director fandorka@solarpowerworldonline.com

www.solarpowerworldonline.com

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Solar Works Around The United States Companies installed more than 700MW of photovoltaic capacity in the first quarter of 2013, which represents a 33% increase over last year, according to the Solar Energy Industries Association (SEIA). That progress is partly the result of more solar leasing programs. The opportunity has emerged as a result of steep cost reductions for solar panels, federal financial incentives, state policies and business innovation. In California, most residential rooftop solar is leased, according to the Climate Policy Initiative. Here’s what else is happening:

Photosynthesis Forest Berkeley, Calif. The Berkeley National Laboratory has reported the first integrated nanosystem for artificial photosynthesis. Lab chemist Peidong Yang says artificial photosynthesis is regarded as one of the most promising solar technologies. With the use of silicon trunks and titanium oxide branches, resembling a forest, solar energy is converted into chemical fuels.

Contractor Goes To College Bel Air, Md.

Solar Cycles Chicago Divvy, the city’s first bikeshare program, is powered with 65 solar bike-docking stations. More stations are expected within a year, and the fleet of powder-blue bikes will grow to 700. Many stations will be near the lakefront, along transit lines. Time Magazine named the bike-share system the 19th best invention of 2008.

Vanadium Is The New Gold Eureka County, Nev. Decathlon Of Renewable Energy Irvine, Calif. The U.S. Department of Energy has challenged 20 collegiate teams to design and build a working home that relies solely on solar energy, all while maintaining attractive curb appeal. This October, homes will be judged on affordability, optimal energy production, design, and maximum efficiency, just to name a few criteria.

Forget the gold rush. A mining company believes vanadium, a metal extracted from shale rock, will soon be in high demand. The mineral can be used to make longlasting batteries and, more importantly, could expand the use of renewables, including solar. Vancouverbased American Vanadium may soon open the only vanadium mine in the United States.

Tecta Solar, a Solar Power World top contractor, recently completed a 934-kW installation at Harford Community College. More than 3,700 panels cover the rooftops of four buildings across campus. Tecta designed the system using Solectria inverters, Genmounts racking and REC photovoltaic modules.

Cells In Space Evanston, Ill. Northwestern University students tested the efficiency of solar cells in space. Using a weather balloon that climbed to 97,000 ft, the students found the cells did not perform well at high altitudes. The sweet spot for solar, they discovered, is between 50,000 and 60,000 ft above ground.

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A Better Resource Map Cambridge, Mass. Installing solar here is easier than ever thanks to MIT’s latest Mapdwell Project. With help from Google and solar energy potential maps, new software helps anyone estimate the costs and benefits of solar panels on any of the 17,000 buildings in Cambridge. While similar maps have been created before, MIT says its program is the most accurate.

Perfect Printing Gets Better Moorestown, N.J. EnterSolar, a Solar Power World top contractor, installed a 257kW system on the roof of Perfect Printing’s headquarters. Nearly 1,000 panels will provide about 44% of the company’s power needs. “EnterSolar is proud to support Perfect Printing’s commitment to sustainable energy practices,” says Paul Ahern, president.

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SOLAR power WORLD does not pass judgment on subjects of controversy nor enter into disputes with or between any individuals or organizations. SOLAR POWER WORLD is also an independent forum for the expression of opinions relevant to industry issues. Letters to the editor and by-lined articles express the views of the author and not necessarily of the publisher or publication. Every effort is made to provide accurate information. However, the publisher assumes no responsibility for accuracy of submitted advertising and editorial information. Non-commissioned articles and news releases cannot be acknowledged. Unsolicited materials cannot be returned nor will this organization assume responsibility for their care. SOLAR POWER WORLD does not endorse any products, programs, or services of advertisers or editorial contributors. Copyright© 2013 by WTWH Media, LLC. No part of this publication may be reproduced in any form or by any means, electronic or mechanical, or by recording, or by any information storage or retrieval systems, without written permission from the publisher. Subscription rates: Free and controlled circulation to qualified subscribers. Non-qualified persons may subscribe at the following rates: U.S. and possessions, 1 year: $125; 2 years: $200; 3 years $275; Canadian and foreign, 1 year: $195; only U.S. funds are accepted. Single copies $15. Subscriptions are prepaid by check or money orders only. Subscriber Services: To order a subscription or change your address, please visit our web site at www.solarpowerworldonline.com solar power world (ISSN 2164-7135) is published by WTWH Media, LLC, 2019 Center Street, Suite 300, Cleveland, OH 44113.

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w w w. s o l a r p o w e r w o r l d o n l i n e . c o m S eptem ber

contents

D e pa r t m e n t s 01 The First Word 03 Solar Works 06 Solar Snapshot 08 State Of The State 87 Products 90

4 Questions

2 0 1 3

n o

F e at u r e s

12 Lessons Learned

Solar business leaders share lessons they’ve learned on their way to the top.

16 The List: Meet The Solar Power World 250

We present the U.S. contractors who helped solar grow the most with their 2012 efforts.

30 The No. 1 Company

Lou Moore explains how First Solar’s success depends on everyone succeeding.

32 Passion Matters More Than Megawatts

These guys aren’t No. 1 but their commitment to solar is something we can all look up to.

35 Top Utility Solar Contractors

Ad Index

v o l

— Utility-Scale Solar Will Survive RPS Reductions p.36

•

Jeff Juger of Hanwha Q-Cells is convinced.

38 Top Commercial Solar Contractors

Solar Power World honors

— Getting Businesses To Go Solar p.40

About the Cover:

the Top 250 U.S. Solar

Trinity Solar shares tricks of the trade.

Contractors

42 Top Residential Solar Contractors

—The Sweetheart Of Residential Solar p.48

OneRoof Energy’s David Field tells why third-party ownership is so important.

50 Top Contractors In Top Solar States

Arizona (p.50), California (p.51), Colorado (p.53), Hawaii (p.54), Maryland (p.56), Massachusetts (p.57), Nevada (p.58), New Jersey (p.60), North Carolina (p.62) Texas (p.63)

64 Installer Work Around The United States

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North (p.64), Midwest (p.66), South (p.68), Mountain (p.70), Pacific (p.72)

74 How To Survive The Solar Frontier

Top Solar Contractors

Experts share advice on how to keep solar businesses on the trail.

82 Three Steps To Choosing The Right Partner Solid, practical advice on how to pick your manufacturing partners.

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Solar Jobs By State

Solar Worker Highlights

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“ “ “ “

Linda Cinque

Quality Systems Engineer, SMA America

“My commitment to a sustainable earth brought me into the world of solar. In the two years that I’ve been working in the solar industry, I’ve been amazed to watch its growth and the ever-changing, innovative products and solutions that companies like SMA have developed. This is truly energy that changes.”

Your Partner for the Solar and Flat Panel Industry

Susan Hollingshead Chief People and Corporate Services Officer, Sungevity

“When I left the brownfield redevelopment business, I had three key criteria for what I wanted to do next: to be part of creating a new market, to use my long corporate experience to help lead an emerging company’s success, and to go home at night knowing that what I was doing meant something. The solar industry and Sungevity met these criteria in a big way. I get to be a part of a market that’s really taking off, shape a leading company’s hiring decisions and employee culture, and know that clean energy works in ways that improve our lives now and in the future.”

Kelcy Pegler, Jr

Co-founder, Roof Diagnostics Solar

“Our explosive growth has provided some awesome opportunities, not the least of which is being able to provide so many meaningful careers to people who are so enthusiastic to be working a renewable energy field. Having such an engaged team makes our mission all the more rewarding.”

Angela Domagalski

Inside Sales, Helios Solar Works

“For me, solar not only exemplifies energy security and energy stability, it’s also an emblem of revitalization for America. A prime example of this revitalization is occuring in Milwaukee, Wis. Helios Solar Works, the Milwaukee-based PV manufacturing facility, is surrounded by other solar companies. As a native Milwaukeean, it’s inspiring to not only be part of this growing industry, but also to witness the transformation it’s having in my community.”

For more information: Call: 1-800-Go-Festo 1-800-463-3786

“Solar Snapshot” provide a glimpse of the solar industry in pictures. If you have an infographic you’d like to see on this page, email it to Editorial Director Frank Andorka at fandorka@solarpowerworldonline.com.

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Solar Continues To Rise In North Carolina By Lowell Sachs, Director of Communications, and Miriam Makhyoun, Manager of Market Intelligence, North Carolina Sustainable Energy Association

Despite low retail and avoided-cost rates, legislative threats and a regulated electricity market, North Carolina’s solarmarket growth accelerated in 2013. In fact, three quarters of the state’s overall photovoltaic (PV) capacity was registered online in just the past year, but growth has been ramping up for some time. PV systems of 1 MW saw a capacity growth of 849% between 2011 and 2012, adding up to 452 MW in 2012. Systems less than 10 kW grew by 41% at the same time, representing a total of 2.4 MW in 2012. Several financial factors have driven these developments and are fostering conditions where electricity generated by utility-scale solar can soon compete with conventional electricity on a levelized cost of energy (LCOE) basis. First, the installation cost of PV panels has substantially declined over the past few years, making solar PV8

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system construction more attractive and viable for a growing number of adopters. Second, the end of the commercial SunSense incentive program encouraged an increase of larger ground-mounted systems rather than smaller rooftop systems. Third, more local and regional banks are participating in the North Carolina solar market. From 2007 to 2012, direct investment in solar development reached a total of $779 million ($743 million for PV and $36 million for thermal), according to a report by RTI International and La Capra Associates. Finally, forecast modeling, using National Renewable Energy Laboratory’s System Advisor Model, predicts that, for many electric utilities, the LCOE of solar PV systems greater than 10 kW with federal and state tax credits are or will be cost competitive with commercial retail-

electricity prices in North Carolina before 2015. With the exception of PV systems of less than 5 kW and investor-owned utilities, solar PV systems with federal and state tax credits achieve grid parity with all North Carolina electric utilities before 2020. These findings assume the state tax credit will expire at the end of 2015 and the federal tax credit will drop to 10% at the end of 2016. Finally, for PV systems over 1 MW, our studies conclude that grid parity will be reached without tax credits by 2017 with all utilities. Reaching parity with the more important avoided-cost rates will take longer — but is foreseeable. By any standard, these developments make solar a rising star within the state’s energy constellation. But it has not come without its share of struggles. Clean energy generally — and solar in particular — found itself under siege during a tumultuous legislative session this year.

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25O Most notably, House Bill 298 and Senate Bill 365, which sought to repeal North Carolina’s Renewable Energy and Energy Efficiency Portfolio Standard (REPS) law, were only defeated after first passing out of two of the North Carolina General Assembly’s committees. In the end, legislators’ familiarity with the growth in local solar manufacturing and installation jobs, investments and tax base in their local districts, combined with public opinion polling data and solid economic and policy analysis showing a net savings to electricity customers, ultimately persuaded legislators that the REPS and the state renewable energy investment tax credit are good for North Carolina. The overwhelming majority of public comments during committee meetings on these bills were opposed to the legislation and in support of the REPS law. Many of the comments focused on the value of solar energy projects to landowners, farmers, clean-energy businesses and ratepayers. Governor Pat McCrory added to the forward march of solar’s progress when he proclaimed June as Solar Energy Month.

Much of North Carolina’s dynamic growth in solar development has been in rural areas, where jobs have been created and tax bases have grown, but there is limited education for the general public, land owners and local governments on how to facilitate solar development in a way that more fully addresses local needs. To address this challenge, the North Carolina Sustainable Energy Association and the North Carolina Solar Center initiated a project to engage the public in the creation of a template solar development and permitting ordinance intended for local governments to adapt to their particular needs. The template ordinance is expected to be available in October 2013. SPW The North Carolina Sustainable Energy Association conducts comprehensive monitoring and measurement of the solar industry in the state and is the primary source of solar market and policy analysis for it. More information on solar in North Carolina is available online at www.energync.org.

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Top Solar Contractors

Lessons Learned

The companies that made Solar Power Worldâ&#x20AC;&#x2122;s elite Top 250 Solar Contractors list have dedicated their hard work, energy and passion to bringing solar energy into the mainstream. We celebrate their accomplishments and ask them to share their secrets for success with you.

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Lessons Learned By Frank Andorka, Editorial Director

The Solar Power World Top 250 list represents the best companies in the industry. We asked some of their leaders to share lessons they’ve learned on their way to the top.

ver the past three years, the solar industry has grown at impressive rates, growing an average of 87% on its way to being the fastest-growing segment of the U.S. economy. In the first quarter of 2013, it grew 33% over the same period in 2012. The companies featured in Solar Power World’s Top 250 Solar Contractors list contributed mightily to this growth, and that’s why we are recognizing their hard work and dedication. A few of these leaders agreed to share their strategies with you. They come from all segments of the industry, and no two approaches are the same. If you take their advice, you could join their ranks next year.

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“

Success depends upon previous preparation, and without such preparation there is sure to be failure. Confucius

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Prepare To Succeed Success isn’t accidental. It comes from having clear plans and precise execution. “Our best decision was to focus on delivering energy directly to customers at a discount from their utility rates,” says Jonathan Bass, director of communications at San Mateo, Calif.’s SolarCity. “We decided it was important to break the mindset that sustainability is expensive.” Bass says SolarCity is focused entirely on creating a comprehensive suite of products and supports that make going solar easy for consumers. “We needed to make customers comfortable not only with SolarCity, but the idea of solar in general,” Bass says.

But businesses are made up of people. If you don’t hire the right people, even the best-laid plans will fail, says Rob Rabe, director of business development for Fort Washington, Pa.-based Tecta Solar. “It’s important — and often difficult — to maintain a disciplined hiring strategy,” Rabe says. “But you have to maintain the highest standards and only bring in top people. They’re your primary conduits to your customers. Bad customer experiences can ruin your reputation, so getting the right people on the team is essential.”

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L E SSO N S LEARNE D

To be successful be ahead of your time, but only a little. Mason Cooley, American aphorist

Photo Courtesy Of Martifer Solar

Policy Predictions And Protections Since the future of the solar industry is so tied to state and federal policy, it’s important to foresee what’s going to happen on those fronts — and lobby either for — or against — legislation. After all, the industry employs 119,000 people (the Top 250 in this issue employ 73,068 of those workers). With economic development in the forefront of every representative’s mind, the solar story will resonate. It’s time for the solar industry to push its advantage to ensure the extension of the investment tax credit (ITC) in 2016. Lance Kulick, president of Oakland, N.J.-based Amberjack Solar Energy, says it can’t stress enough how important the ITC has been — and will continue to be — for the industry. “Government incentives have been the best catalysts to the industry,” Kulick says. “The ITC is the single most important factor for industry growth.

A policy is a temporary creed liable to be changed, but while it holds good, it has got to be pursued with apostolic zeal. Mahatma Gandhi 14

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Eliminating the 30% ITC entirely would be devastating.” “The eight-year extension of the ITC in 2008 was the most significant policy development in the history of U.S. solar,” SolarCity’s Bass says. “It allowed companies like ours to invest in building a scale sufficient to absorb gradual incentive reductions over time. “A more gradual reduction would be preferable to the cliff in 2016, but our plan is to achieve annual cost reductions to be ready should the drop occur,” he adds. A national policy to ensure market stability would be ideal, but Tecta Solar’s Rabe is not expecting miracles. “It’s doubtful that will happen anytime soon,” Rabe says. “States with strong renewable portfolio standards (RPS) with solar carve-outs — or local utility programs — are ideal. In my state [Pennsylvania], there’s a poorly designed solar program that has created a boomand-bust cycle. It’s been mostly bust.”

Peek Around The Corner In such a rapidly changing industry like solar, it’s difficult to adapt your business to meet the ever-evolving technology. By focusing on training, it’s not impossible to lead — not bleed — with the latest technology. “It’s important for people to understand the solar industry is just that — its own industry,” says John Caravette, vice president of Chicago-based Earth

Wind & Solar. “You can no longer just be an electrician who happens to install solar. Technology will continue to advance and further lower installed costs, but training — that’s where we need help.” While technology advances, it also disappears (see Solyndra). The solar technology of a decade ago — or even five years ago — looks antiquated compared to what the industry installs now. Microinverters, power optimizers, third-party monitoring systems — all these technologies are revolutionizing the industry. Therefore, up-to-date training about which Caravette speaks is crucial. As innovations shape the industry at warp speed, smart business owners must prepare for the possibility that some of the manufacturers they use now will fail. Though such consolidation may cause some sleepless nights, the industry’s Top 250 companies are not only barely fazed — they are quite pleased. “Consolidation is a natural and expected outcome of any market that goes from its early stages to maturity,” says James Marlow, CEO of Atlantabased Radiance Solar. “Solar will continue to be a dynamic market that feels a bit like rafting in permanent whitewater. “We as solar installers must be flexible and change as the technology and economics require,” he adds. “Our job is not going to get easier. But nothing worth doing is ever easy.” Tecta’s Rabe says there are too many companies in the market, artificially lowering prices and preventing manufacturers from making profits.

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LESSONS LEARNED

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Photo Courtesy Of Martifer Solar

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“Consolidation is necessary, as margins are often lean,” Rabe says. “There were too may fly-by-night companies having a negative impact on the market. As a large national EPC with a large balance sheet, consolidation has been working in our favor — and we expect more of it in the future.” In the end, these Top 250 companies have risen to the top through preparation, flexibility and a more complete understanding of the market than their competitors — and they see a bright future ahead. “I see a model where solar can work without incentives,” Radiance’s Marlow says. “But at least at our company, we’re more bullish on solar for utility, commercial and residential use than ever before.” SPW

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THE 2013 Top 250 Solar Contractors IN THE U.S.

Company RANK City State Founded Employees Total MW Installed Installed MW 2012

Website

First Solar

Phoenix AZ 1999 5,200 1,505 763 www.firstsolar.com

SolarCity

San Mateo

E Light Wind and Solar

Englewood CO 1998

Swinerton Renewable Energy

San Diego

CA 1888 1,200 237 135 www.swinerton.com

Quanta Power Generation

Greenwood Village

CO 2008

Strata Solar

Chapel Hill

Signal Energy

Chattanooga TN 2005

AMEC

Tucker GA 1982 29,000 97

CSI Electrical

Santa Fe Springs

CA 1990 700+ 284 74 www.csielectric.com CA 1999

CA 2006 3,000 333 157 www.solarcity.com

2009

360 309 146.5 www.ewindsolar.com

465 301.4 117 www.quantapower.net

52 + 450 contractors

140

www.stratasolar.com

171 227.9 77.9 www.signalenergy.com 75 www.amec.com

Hanwha Q CELLS USA

Santa Clara

Juwi Solar

Boulder CO 2008

60 106.5 40.3 www.juwisolar.com

Arraycon

Sacramento CA 2009

118 38.5 www.arraycon.com

Wilson Electric

Tempe AZ 1968

450

37 www.wilsonelectric.net

OneRoof Energy

San Diego

35 www.oneroofenergy.com

S&C Electric Co.

Chicago IL 1911 2,500 35 35 www.sandc.com

Your Energy Source

Rancho Cordova

CA 1989

50 34.03 www.solar-yes.com

DKD Electric

Albuquerque NM 1978

120

42 33.16 www.dkdelectric.com

Global Energy Services (GES)

Conshohocken PA 1982 4,000 260 30.48 www.services-ges.com

Gehrlicher Solar

Springfield NJ 2010

50 35.3 29.2 www.gehrlicher.com

Meridian Solar

Austin TX 1999

Rosendin Electric

La Palma

CA 1919 3,500 85

25 www.rosendin.com

Tecta Solar

Fort Washington

PA 2000 2,147 55

24 www.tectasolar.com

McCarthy Building Companies

Phoenix AZ 1864

Verengo

Torrance CA 2008

854

45 20.5 www.verengosolar.com

Infrastructure and Energy Alternatives (IEA)

Westchester IL 2011 350+ 175 20 www.iea.net

SOLAR POWER WORLD

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9 â&#x20AC;¢ 2013

CA 2011

117 43 www.q-cells.us

25 www.meridiansolar.com

22 www.mccarthy.com

www.solarpowerworldonline.com

8/27/13 2:54 PM

TrinaSolar 7-13.indd 17

8/27/13 2:08 PM

25O

“

THE 2013 Top 250 Solar ContractorS IN THE U.S.

Repeat business with satisfied clients account for approximately 60% of our annual revenue.

— Quanta Power Generation

Company RANK City State Founded Employees Total MW Installed Installed MW 2012

Website

Martifer Solar USA

Los Angeles

Trinity Solar

Wall NJ 1994 325

Vivint Solar

Provo UT 2011

615 24.77 18.21 www.vivintsolar.com

Inovateus Solar

South Bend

Sunetric

Kailua HI 2004 140

57 17 www.sunetric.com

Cantsink Manufacturing

Lilburn GA 1985

15 www.cantsink.com

Cenergy Power

Carlsbad CA 2008

15 www.cenergypower.com

GeoPeak Energy

Somerset NJ 2009

31 15 www.geopeakenergy.com

Innovative Concepts

Fairfield CA 2009

American Renewable Energy

Piscataway NJ 2009 125

60 12 www.amergysolar.com

Astrum Solar

Annapolis Junction

Roof Diagnostics Solar

Wall NJ 1994

304 19.62 11.89 roofdiagnostics.com

PsomasFMG

Huntington Beach

30 26.12 11.6 www.psomasfmg.com

Solar Design Tech

Ogden UT 1998

12.5 11.5 www.solardesigntech.com

Amberjack Solar Energy

Oakland NJ 2009

20 10 www.rethinkoverhead.com

Baker Renewable Energy

Raleigh NC 1915

900

FLS Energy

Asheville NC 2006

Ray Angelini Inc.

Sewell NJ 1974 200 100 10 www.raiservices.com

Solar Electrical Systems

Westlake Village

CA 1981

10 www.solarelectricalsystems.com

Resolute Performance Contracting

Tempe

AZ 2011

9.3 www.resolutepc.com

Blue Oak Energy

Davis

CA 2003

11.4

9 www.blueoakenergy.com

Haleakala Solar

Kahului

HI 1977

200

8.8 www.haleakalasolar.com

Solar Topps

Phoenix

AZ 2009

Advanced Green Technologies

Fort Lauderdale

FL 2007

Alternate Energy

Honolulu

HI 1993 100

SOLAR POWER WORLD

MAIN LIST 9-13_Vs7FINAL.indd 18

9 • 2013

CA 2001

IN 2008

MD 2007

CA 2009

200

20 www.martifersolarusa.com

73 18.5 www.trinity-solar.com

98 18 www.inovateus.com

12 www.astrumsolar.com

10 www.bakerrenewable.com

25.5 10 www.flsenergy.com

18.5 8.2 www.solartopps.com 58

8 www.agt.com

8 www.alternateenergyhawaii.com

www.solarpowerworldonline.com

8/27/13 2:54 PM

25O

THE 2013 Top 250 Solar ContractorS IN THE U.S. Company RANK City State Founded Employees Total MW Installed Installed MW 2012

Website

Standard Solar

Rockville

MD 2004

Hawaii Energy Connection

Aiea

HI 2007 100 15.4 7.27 www.hawaiienergyconnection.com

Helix Electric

San Diego

CA 1985 1,317 108.7 7.1 www.helixelectric.com

New York Light Energy

Latham

NY 2009

7 www.newyorklightenergy.com

PermaCity Solar

Los Angeles

CA 2003

7 www.permacity.com

Harmon Electric

Phoenix AZ 1975

American Electric

Honolulu HI 1946 175

10 6.5 www.americanelectrichomes.com

vis solis

Franklin TN 2010

9.9 6.3 www.vis-solis.us

Namasté Solar

Boulder CO 2005

6 www.namastesolar.com

Nexus Energy Solutions

Lawrenceville NJ 2010

6 www.nexusenergysolutions.net

Oak Leaf Energy Partners

Denver CO 2006

6 www.oakleafep.com

Regenesis Power

Estero

FL 2006

6 www.regensp.com

Solar Alliance of America

San Diego

CA 2009

6 www.solarallianceofamerica.com

Solar Energy World

Whippany NJ 2009

9.2

6 www.solareworld.com

Summerwind Solar

Phoenix AZ 2009

6 www.summerwindsolar.com

Broadway Renewable Strategies

Boston MA 1936

150 9.45 5.91 www.broadelec.com

National Renewable Energy Corp.

Charlotte NC 2009

Elite Electric

Riverside CA 1979

13.9 5.2 www.elite-electricInc.com

Solect

Hopkinton MA 2009

7.5

Aztec Solar

Rancho Cordova

CA 1980

5 www.aztecsolar.com

Bombard Renewable Energy

Las Vegas

NV 1982

5 www.bombardre.com

Solar United Network (Sunworks)

Roseville CA 2010

5 www.visitsunworks.com

Solular

Marlton NJ 2009

45 10.6 4.7 www.solularenergy.com

Sullivan Solar Power

San Diego

CA 2004

Island Wide Solar

Kailua-Kona

HI 2003 100+ 10 4.5 www.islandwidesolar.com

MAIN LIST 9-13_Vs7FINAL.indd 19

30 7.92 www.standardsolar.com

10.6 6.8 www.harmonsolar.com

5.5 www.narenco.com

5.2 www.solect.com

9.12 4.6 www.sullivansolarpower.com

9 • 2013

SOLAR POWER WORLD

8/27/13 2:55 PM

25O THE 2013 Top 250 Solar ContractorS IN THE U.S. Company RANK City State Founded Employees Total MW Installed Installed MW 2012 Radiance Solar

Website

Atlanta

GA 2007

Mercury Solar Systems 77

Port Chester

NY 2006

130 54.3 4.4 www.mercurysolarsystems.com

Solar Liberty

Buffalo NY 2003

American Capital Energy

Lowell MA 2005

4 www.americancapitalenergy.com

SKY Renewable Energy

Phoenix AZ 2001

4 www.skyrenewableenergy.com

American Solar Direct

Los Angeles

CA 2009

217 9.37 3.96 www.americansolardirect.com

The Solar Co.

Castro Valley

CA 2004

12.8 3.8 www.thesolarco.com

Hannah Solar

83 Atlanta

GA 2008

10.4 3.5 www.hannahsolar.com

KDH Solar

New Orleans

LA 2011

Monolith Solar

Rensselaer NY 2009

5.5 3.5 monolithsolar.com

PPC Solar/ Paradise Power Co.

Taos NM 1979

5+ 3.45 www.ppcsolar.com

Green Circuit

Hudson WI 2007

4 3.06 www.green-circuit.com

Baja Construction

Martinez CA 1981

140

3 www.bajacarports.com

Berkowatts Electric

Lakewood NJ 2009

3 www.berkowattselectric.com

Eco Friendly Energy Co.

San Francisco

3 www.ecofriendlyenergyco.com

Smart Energy USA

Corona CA 2005

3 www.smartenergyusa.com

Herca Solar

Oceanside CA 2004

56 12.89 2.89 www.hercasolar.com

Solis Partners

Manasquan NJ 1910

9 10.71 2.76 solispartners.com

Stealth Solar

Phoenix AZ 2010

Advanced Solar Products

Flemington NJ 1991

47 2.7 www.advancedsolarproducts.com

LightWave Solar

Antioch TN 2006

6.5 2.7 www.lightwavesolar.com

Technicians for Sustainability

Tucson AZ 2003

8.59 2.7 www.tfssolar.com

Paradise Energy Solutions

Gap PA 2009

5.72 2.61 www.paradisesolarenergy.com

Ross Solar Group

Brookfield CT 2007

11.6 2.6 www.rosssolargroup.com

Independent Energy Solutions

100

Vista CA 1998

SOLAR POWER WORLD

MAIN LIST 9-13_Vs7FINAL.indd 20

9 â&#x20AC;˘ 2013

CA 2008

5.6 4.5 www.radiancesolar.com

4.1 www.solarliberty.com

3.5 www.kdhsolar.com

3.75 2.75 www.stealthsolar.com

2.5 www.indenergysolutions.com

www.solarpowerworldonline.com

8/27/13 2:55 PM

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8/27/13 2:10 PM

25O

1 14 “

THE 2013 Top 250 Solar ContractorS IN THE U.S.

Our company is driven by the fundamental belief that renewable energy will lead to a more prosperous, healthy and civil world.

Company RANK City State Founded Employees Total MW Installed Installed MW 2012

— EmPower Solar

Website

Hamilton Solar

101

Reno NV 2009

Sun Solar Energy Solutions

102

Bakersfield CA 2005

5.6 2.4 www.SunSolarPros.com

Solar Source

103

Largo FL 1984

77.6 2.33 www.SolarSource.net

Axium Solar

104

Plano TX 2008

4.7 2.31 www.axiumsolar.com

Rudolph/Libbe

105

Walbridge OH 1955 1,000+ 10

Sun Valley Solar Solutions

106

Chandler AZ 2006

5.9 2.2 www.svssolutions.com

SunTrek Industries

107

Irvine CA 1991

2.2 www.suntreksolar.com

Syndicated Solar

108

Greenwood Village

CO 2009

2.2 www.syndicatedsolar.com

Bonterra Solar

109

Honolulu HI 2009

3.5 2.1 www.bonterrasolar.com

Dovetail Solar and Wind

110

Athens OH 1995

5.1

Sungate Energy Solutions

111

San Diego

CA 2001

150

5.7 2.1 thesungate.com

Baker Electric Solar

112

Escondido CA 2007

5.93 2.02 www.bakerelectricsolar.com

Douglass Colony Group

113

Commerce City

CO 1947

350

2 www.douglasscolony.com

EmPower Solar

114

Island Park

NY 2003

6.8

2 www.empower-solar.com

Freedom Power

115

Shreveport LA 2004

2 www.freedompowerllc.com

HelioTek USA

116

San Diego

CA 2007

2 www.heliotekusa.com

Native

117

Austin TX 2007

2 buildnative.com

NRG Energy

118

Carlsbad CA 1989 8,000

2 www.nrgsolar.com

South Coast Solar

119

Metairie LA 2008

2 southcoastsolar.com

Stellar Solar

120

San Diego

CA 1998

2 www.stellarsolar.net

Bella Energy

121

Louisville CO 2007

9.42 1.91 www.bellaenergy.com

Clean Energy Collective

122

Boulder CO 2009

3.3 1.84 easycleanenergy.com

SUNation Solar Systems

123

Oakdale NY 2003

7.24 1.78 www.sunationsolarsystems.com

Ontility

124

Houston TX 2009

5.21 1.62 www.ontility.com

Everyday Energy

125

Carlsbad CA 2009

3.9 1.5 www.everydayenergy.us

SOLAR POWER WORLD

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9 • 2013

2.4 www.hamiltonsolarusa.com

2.2 www.rudolphlibbe.com

2.1 www.dovetailsolar.com

www.solarpowerworldonline.com

8/27/13 2:55 PM

25O THE 2013 Top 250 Solar ContractorS IN THE U.S. Company RANK City State Founded Employees Total MW Installed Installed MW 2012

Website

PhotonWorks Engineering

126

Sunsense Solar

127 Carbondale

CO 1990

Sunspot Solar Energy Systems

128

Las Cruces

NM 2009

4.01 1.41 www.sunspotenergy.com

Arise Solar

129

Clovis CA 2007

3.16 1.4 www.arisesolar.com

Planet Solar

130

Santa Barabara

CA 1983

4.5 1.4 www.planetsolar.com

Carbon Vision

131

Shaker Heights

OH 2008

1.92 1.37 www.carbonvision.com

Border Solar

132

El Paso

TX 2008

1.9 1.3 www.bordersolar.com

Horizon Solar Power

133

Hemet CA 1998

4.66 1.3 www.horizonsolarpower.com

Solar Impact

134

Gainesville FL 2006

4.7 1.3 solarimpact.com

Arizona Energy Pros

135

Phoenix AZ 1981

3.5 1.2 www.aepros.com

Clark EcoEnergy

136

Smoketown PA 2010

3.1 1.2 www.clarkecoenergy.com

ESI

137

Jonestown PA 2008

10.2 1.2 www.esipowercorp.com

Independent Power Systems

138

Boulder CO 1996

1.2 www.solarips.com

McWire Electric

139

El Cajon

CA 1996

1.2 www.getsolarsandiego.com

Mercury Mo-Dyne

140

Honolulu HI 1979

170 1.2 www.mercury-solar.com

PEP Solar

141

Phoenix AZ 1978

Longhorn Solar

142

Austin TX 2009

1.85 1.14 www.longhornsolar.com

Carlson Solar Technologies

143 Phoenix

AZ 2008

2.4 1.1 www.carlsonsolartech.com

Nova West Solar

144

Fresno CA 2005

4.1 1.1 www.novawestsolar.com

SunGreen Systems

145

Irwindale CA 2008

1.61 1.1 www.sungreensystems.com

Newkirk Electric

146

Muskegon MI 1961 375 71.26 1.05 www.newkirk-electric.com

Alliance Energy and Mechanical

147

Murrieta CA 2006

1 www.aemenergy.com

Atlasta Solar Center

148

Grand Junction

CO 1979

1 atlastasolar.com

Creative Energies

149

Lander WY 2001

3.5

1 www.cesolar.com

Go Green Electric

150

Denver CO 2008

Honolulu HI 2009

40 3.61 1.5 www.photonworks.com

MAIN LIST 9-13_Vs7FINAL.indd 23

1.5 www.sunsensesolar.com

1.2 www.pepsolar.com

1 www.gogreenelectricinc.com

9 • 2013

SOLAR POWER WORLD

8/27/13 2:55 PM

25O

55 1 “

THE 2013 Top 250 Solar ContractorS IN THE U.S.

Our business philosophy is based on integrity. Customers need to be 100% happy with their system and service. When there are issues that don’t have anything to do with the system, such as interconnection issues, we are still there to help.

– RMK Solar

Company RANK City State Founded Employees Total MW Installed Installed MW 2012

Website

Got Electric

151

Germantown MD 2006

1 gotelectric.net

Planet Earth Solar

152

San Clemente

1 www.planetearthsolarenergy.com

Pontchartrain Mechanical

153

Metairie LA 1972

155

1.3

RER Energy Group

154

Reading PA 2009

1 www.rerenergygroup.com

RMK Solar

155

Wyomissing PA 2010

1 www.rmksolar.com

Sundance Power Systems

156

Weaverville NC 1995

1 www.sundancepower.com

Energy Concepts Solar 157

Sapello NM 1991

0.9

Greenline Energy

158

Hempstead NY 2011

Sunline Energy

159

San Diego

CA 2011

0.3 0.86 www.sunlineenergy.com

VB Engineering

160

Boca Raton

FL 2008

2 0.83 www.vbengineering.com

Clean Solar

161

San Jose

CA 2007

SunVest Solar

162

Pewaukee WI 2009

Abbott Electric

163

Denton TX 2007

DCS Energy

164

Colchester CT 2006

0.76 www.dcsenergy.com

Entersolar

165

New York

NY 2006

0.71 www.entersolar.com

Cosmic Solar

166

Vista CA 2005

4.5 0.7 www.cosmicsolar.com

Second Generation Energy

167

Hopedale MA 2006

2.35 0.69 www.sgegroup.com

SunTalk Solar

168 Denver

CO 1996

1.66 0.66 www.suntalksolar.com

JBCSolar

169

Athens TN 2008

Sunquest Solar

170

Bullhead City

Earth Wind And Solar Energy

171

Chicago IL 2008

0.6 earthwindandsolarenergy.com

Harvest Energy Solutions

172

Jackson MI 2006

0.6 www.harvestenergysolutions.com

Innovative Power Systems

173

St. Paul

MN 1991

0.6 www.ips-solar.com

Peak Solar Designs

174

Salida CO 2004

0.6 0.6 www.peaksolardesigns.com

Positive Energy Solar

175

Santa Fe

2.25 0.6 www.positiveenergysolar.com

SOLAR POWER WORLD

MAIN LIST 9-13_Vs7FINAL.indd 24

9 • 2013

CA 2012

AZ 2007

NM 1997

1 pontmech.com

0.9 www.eccsolar.com 0.9 www.glsenergy.com

2.68 0.8 www.cleansolar.com 3

0.8 www.sunvest.com

0.76 0.76 solarenergydallas.com

0.65 jbcsolar.com

0.65 0.65 www.sqsolar.net

www.solarpowerworldonline.com

8/27/13 2:56 PM

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SeaWard Solar 7-13.indd 25

8/27/13 2:11 PM

25O THE 2013 Top 250 Solar ContractorS IN THE U.S. Company RANK City State Founded Employees Total MW Installed Installed MW 2012

Website

Energy Independent Solutions

176

McKees Rocks

PA 2008

1.88 0.51 www.eissolar.com

Brightside Solar

177

Woodbridge CT 2009

0.5 0.5 www.brightsidesolar.net

Cape Fear Solar Systems

178

Wilmington NC 2007

Enchanted Solar

179

Albuquerque NM 2010

0.5

Folium Energy Development

180

Addison TX 2010

0.5 www.foliumenergy.com

Luminalt

181

San Francisco

CA 2004

0.5 www.luminalt.com

M.I.T Electrical

182

Sherman Oaks

CA 1986

0.5 www.luminalt.com

Mr. Sun Solar

183

Portland OR 1980

0.5 www.mrsunsolar.com

Renewable Energy Alternatives

184

Arlington Heights

0.5 www.renewableenergyalt.com

Sachs Electric Company

185

St. Louis

Scudder Solar

186

Marina CA 2007

2.2

Solarponics

187

Atascadero CA 1975

Winter Sun Design

188

Edmonds WA 2005

2.5

0.5 www.sunergysystems.com

Yellowlite

189

Independence OH 2009

0.5

0.5 www.yellowlite.com

A1A Solar Contracting

190

Jacksonville FL 2010

0.78 0.49 www.a1asolar.com

American Solar 191 & Alternative Energies

Cumming GA 2009

0.7

0.4 www.americansolarenergies.com

DPI Solar

192

McMinnville OR 2006

1.2

0.4 www.dpisolar.com

Florida Power Services 193

Lakeland FL 2008

0.4 www.floridapowerservices.com

Onyx Solar

194

New York

NY 2005

0.4 www.onyxsolar.com

PowerLutions

195

Lakewood NJ 2008

0.4 www.powerlutions.com

Sierra Solar Systems

196

Carson City

NV 2005

0.4 www.sierrasolarsystems.com

US Solar Roof

197

Denison TX 2011

0.4 www.ussolarroof.com

Southern Solar Systems

198

Huntsville AL 2007

1.5 0.38 www.southernsolarsystems.com

Elemental Energy

199

Portland OR 2010

0.36 0.36 www.elementalenergy.net

Power Production Management

200

Gainesville FL 2009

1.9 0.35 www.sunppm.com

SOLAR POWER WORLD

MAIN LIST 9-13_Vs7FINAL.indd 26

9 â&#x20AC;˘ 2013

IL 1997 MO 1925

0.5 www.capefearsolarsystems.com 0.5 www.enchantedsolar.com

700 30.5 0.5 www.sachsco.com 0.5 www.scuddersolar.com 0.5 www.solarponics.com

www.solarpowerworldonline.com

8/27/13 2:56 PM

25O

221 “

THE 2013 Top 250 Solar ContractorS IN THE U.S.

We ensure that our clients have a positive experience throughout the entire process. They never have to lift a finger, look at the paperwork or worry about securing incentives. Our customers are our partners.

- ARiES Energy

Company RANK City State Founded Employees Total MW Installed Installed MW 2012

Website

BITHENERGY

201

Baltimore MD 2009

30 0.32 www.bithenergy.com

Hire Electric

202

The Dalles

OR 1935

Sol-Up USA

203

Las Vegas

NV 2009

0.27 0.27 www.solup.com

Altenergy

204

Charlottesville VA 2005

1.8 0.25 www.altenergyincorporated.com

Beehive Technical Services

205

Las Cruces

NM 1989

0.25 0.25 www.beehivetechnicalservices.com

Robco Electric

206

Las Vegas

NV 1997

Yes! Solar Solutions

207

Cary NC 2009

0.25 0.25 www.yessolarsolutionsnc.com

Southface Solar Electric

208

Phoenix AZ 2008

1.5 0.23 www.southfacesolar.com

Southard Solar & Construction

209

Longmont CO 1987

0.22 0.22 www.southardsolar.com

0.3 www.hire-solar.com

0.25 www.gsesolarlasvegas.com

Winona Renewable 210 Winona MN 2010 2 0.22 0.22 www.winonarenewableenergy.com Energy Harrimans Inc-Solar Energy Systems

211

Venice FL 1969

1.87 0.21 www.solarbyharrimans.com

Built Well Solar

212

Wantagh NY 2001

2.8 0.2 www.builtwellsolar.com

Greenbelt Solar

213

Austin TX 2009

0.3 0.2 www.greenbeltsolar.com

SolareAmerica

214

Malvern PA 2010

1.2 0.2 www.solareamerica.com

Stellar Roofing and Solar

215

Wheat Ridge

CO 2008

0.4 0.2 www.energy-contractors.com

Renova Solar

216

Palm Desert

CA 2006

1.5 0.18 www.renovasolar.com

San Diego 217 Solar Install

Winchester CA 2009

0.18 0.18 www.sandiegosolarinstall.com

Solar-Fit

218

Holly Hill

FL 1975

1.6 0.17 www.solar-fit.com

AmmEn Design

219

Grand Rapids

MI 2010

1 0.16 ammendesign.com

Synchro Solar

220

Portland OR 2009

0.55 0.16 www.synchrosolar.com

ARiES Energy

221

Lenoir City

TN 2011

0.2 0.15 www.ariesenergy.com

Texas Green Energy

222

College Station

TX 2007

0.6 0.15 www.txGreenEnergy.com

Electronic Telemetry & Power Conditioning

223

Rolling Hills Estates

CA 2002

0.14 0.14 www.etc-power.com

Texas Solar Outfitters 224

Houston TX 2011

0.5 0.14 www.texassolaroutfitters.com

Michigan Solar & Wind Powered Solutions

Commerce MI 2007

0.4 0.13 www.michigansolarsolutions.com

225

MAIN LIST 9-13_Vs7FINAL.indd 27

9 • 2013

SOLAR POWER WORLD

8/27/13 2:58 PM

25O

230 “

THE 2013 Top 250 Solar ContractorS IN THE U.S.

We are a small, family owned-and-operated company. We care for our customers and maintain contact long after their system is installed.

Company RANK City State Founded Employees Total MW Installed Installed MW 2012

– Earth Electric

Website

South Sound Solar

226

Olympia WA 2008

Affordable Solar Contracting

227

Wahiawa HI 1993

Coastal Solar

228

Ventura CA 1986

0.35 0.12 coastalsolarventura.com

Solar Greenergy

229

Warminster PA 1975

2.66 0.11 www.solargreenergy.net

Earth Electric

230

San Jose

CA 2009

0.1 0.1 www.earth-electric.com

Green State Power

231

Greensboro NC 2008

0.5 0.1 www.greenstatepower.com

Honeycomb Solar

232

Pittsburgh PA 2012

0.1 0.1 www.honeycombsolar.com

Patriot Roofing and Solar

233

Carlsbad CA 1995

0.25 0.1 www.wearepatriot.com

Run on Sun

234

Pasadena CA 2006

0.25 0.1 runonsun.com

Vanguard Energy

235

Wappingers Falls

NY 2011

0.25 0.1 www.vanguardsolarenergies.com

American Solar

236

Jacksonville FL 1986

0.1 0.09 www.americansolarenergy.com

Electric Distributon & Design Systems

237

Garland TX 1986

2.4 0.09 www.amazingsolarsolutions.com

ES Electrical Construction

238

Penryn CA 1998

0.5 0.09 www.eselectricalinc.com

Belmont Solar

239

Gordonville PA 2002

0.5 0.08 www.belmontsolar.com

Sustainable Solutions Partners

240

Pomona CA 2003

0.07 sustainablesolutionspartners.com

E.E. Solar

241

Farmingville NY 2001

0.06 www.fuelcellsolar.com

Cost Less Energy

242

Yakima WA 1979

0.04 www.costlessenergy.com

Current Electric

243

Brookfield WI 1983

0 0.04 www.currentelectricco.com

Sustainable Technologies

244

Alameda CA 1999

0.6 0.04 www.sustainabletech.cc

Stewartstown Electrical Service

245

Stewartstown PA 2004

0.51 0.02 www.ses-pa.com

Sunnyside Solar

246

Louisville CO 2005

0.1 0.02 www.sunnysidesolarcolorado.com

EcoVantage Energy

247

Weatherford TX 2001

0.03 0.004 www.ecovantageenergy.com

Valverde Energy

248

Taos NM 1997

0.05

0 www.valverde.com

310 Solar Energy

249

Albuquerque NM 2012

2.2

0 www.310solar.com

AMECO Solar

250

Paramount CA 1974

8.9

0 solarexpert.com

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0.3

0.125 www.southsoundsolar.com

2 0.12 www.affordablesolar.com

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Depends On Everyone Succeeding

RANK: #1

Our success By Lou Moore, Senior Vice President of Systems Engineering and Construction, First Solar

First Solar is pleased to be the top company in Solar Power Worldâ&#x20AC;&#x2122;s Top 250 Solar Contractors list. We believe our experience, vertical integration and bankability have contributed to this success. As a contractor, we have completed more than 25 utility-scale power plants all over the world and have more than 3 GW under contract. With our proven track record and range of energy solutions, we are the partner of choice for utilities and global power buyers. In addition to our research-anddevelopment, we manufacture thinfilm modules and perform all services required to build and maintain a PV power plant. This reduces the risk and complexity of delivering PV plants to our customers. We have a strong balance sheet and cash position. This is essential to obtaining low-cost financing, which enables us to deliver turnkey PV plants. Our integrated strategy allows us to maximize value and minimize risk for our power-plant partners over the long haul. Although utility-scale systems 30

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9 â&#x20AC;˘ 2013

encompass most of our business, we are not exclusively focused on this sector. First Solar recently acquired TetraSun, a solar photovoltaic technology startup that has developed a breakthrough cell technology that provides a new capability to meet customer needs with distributedgeneration applications. Coupled with our thin-film offering, this technology gives us an end-to-end suite of solutions to serve the full spectrum of commercial applications. We are fortunate to be located in Arizona with some of the most progressive solar policies in the country. As part of the renewable-energy standard, Arizona Public Service Co. (APS) created AZSun, a program that decreases system and ratepayer costs by allowing APS to select the site and point of interconnection of

larger-scale, lower-cost solar facilities. We believe residential customers should continue to have the right to connect their rooftop installations to the grid but should pay a fair share of grid and other costs. If we as a society hope to deal effectively with the threat of climate change, then we need, as a matter of public policy, to make certain that we are achieving the greatest impact in terms of carbon mitigation for every dollar spent. Our success is intimately tied with the success of the industry. Continued growth in global demand for energy is key. With relatively fixed pricing, extremely low operating costs and no fuel-price volatility, solar provides reliable and affordable energy. But Levelized Cost of Energy (LCOE) is also important. Obtaining low-cost financing and access to capital markets is critical to reducing the total cost of ownership and accelerating solar adoption worldwide. For every project completed and advance in technology there are lessons learned. With this culture, we apply what we learn to the next project or technology, driving down cost. SPW

www.solarpowerworldonline.com

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one

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9 • 2013

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Passionate

RANK: #145

people

Matter More Than Megawatts Along with camping, football and baseball, Rick Hsu says he’s always been passionate about the environment. After 14 years in real estate and construction, he brought that passion to the solar industry when he founded SunGreen Systems. He started the Irwindale, Calif., solar installation company with a handful of people with backgrounds in architecture, construction and realestate development. The company now has 15 employees, adding two or three each year. Nearly 65% of its business is commercial and 35% residential. The company has clearly grown, but Hsu says it’s grown cautiously. “In the solar industry, it takes time to find the right fit, whether it’s engineers or salespeople,” he says. Hsu says his company’s mission is promoting the advantages of renewable energy and delivering the best service and solar solutions to customers. “We think our success is because of our attention to detail, quality and service,” Hsu says. “We always put 32

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9 • 2013

customers first, and everything we do is tailored to meet their needs.” These days, it takes more than just a ladder and truck to run a solar business. Hsu prides his team on their mastery of finance, business strategy, public policy and governmental solar-rebate programs, which can be confusing for many businesses and homeowners to navigate. From the technical side, Hsu emphasizes paying attention to the design layout, equipment quality and that important but tricky waterproofing part of installation. From the business side, Hsu says his most important lesson has been patience. “Sometimes a sales cycle can last a long time,” Hsu says. “You really have to hang in there and be patient with your potential customers.”

The most frustrating part of being in the solar industry for Hsu is presenting a customer proposal. “It may make great sense economically, but customers often still have doubts about it,” Hsu says. “We think it comes down to the lack of education about solar.” Still, Hsu says the solar industry is rewarding. “The best part is hearing the satisfaction from our customers,” Hsu says. “Their feedback empowers us to keep doing what we’re doing.” SPW

www.solarpowerworldonline.com

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one hundred forty five

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9 • 2013

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See us in Booth 431 Oct. 22-24, 2013 McCormick Place, Chicago, IL

One size doesnâ&#x20AC;&#x2122;t fit all, but one company does. Built for the real world

MADE IN THE USA

Solectria 9-13.indd 34

www.solectria.com | inverters@solectria.com | 978-683-9700

8/27/13 2:14 PM

25O

21 “

Top 25 UTILITY Solar ContractorS

Solid customer service is so much more than just meeting our contractual delivery requirements. It is about building lasting relationships. It is about understanding, improving, changing and evolving.

— Rosendin Electric

RANK Company OVERALL City State Founded Employees Total MW RANK Installed Installed MW 2012

Website

First Solar

Phoenix AZ 1999 5,200 1,505 763 www.firstsolar.com

E Light Wind and Solar

Englewood CO 1998 360 309 146.5 www.ewindsolar.com

Swinerton Renewable Energy

San Diego

CA 1888 1,200 237 135 www.swinerton.com

Quanta Power Generation

Greenwood Village

CO 2008 465 301.4 117 www.quantapower.net

Strata Solar 6 Chapel Hill NC 2009

Signal Energy

Chattanooga TN 2005 171 227.9 77.9 www.signalenergy.com

AMEC

Tucker GA 1982 29,000 97

CSI Electrical

Santa Fe Springs

CA 1990 700+ 284 74 www.csielectric.com

Hanwha Q CELLS USA

Santa Clara

CA 1999 48 117 43 www.q-cells.us

Juwi Solar

Boulder CO 2008 60 106.5 40.3 www.juwisolar.com

Arraycon

Sacramento CA 2009 50 118 38.5 www.arraycon.com

Wilson Electric

Tempe AZ 1968 450 43 37 www.wilsonelectric.net

S&C Electric Co.

Chicago IL 1911 2,500 35 35 www.sandc.com

Your Energy Source

Rancho Cordova

DKD Electric

Albuquerque NM 1978 120 42 33.16 www.dkdelectric.com

Global Energy Services 18

Conshohocken PA 1982 4,000 260 30.48 www.services-ges.com

Gehrlicher Solar

Springfield NJ 2010 50 35.3 29.2 www.gehrlicher.com

Rosendin Electric

La Palma

CA 1919 3,500 85 25 www.rosendin.com

Tecta Solar

Fort Washington

PA 2000 2,147 55 24 www.tectasolar.com

McCarthy Building Cos.

Phoenix AZ 1864 95

Infrastructure and Energy Alternatives

Westchester IL 2011 350+ 175 20 www.iea.net

FLS Energy

Asheville NC 2006 50 25.5 10 www.flsenergy.com

Baker Renewable Energy

Raleigh NC 1915 900 20 10 www.bakerrenewable.com

Regenesis Power

Estero FL 2006 11

6 www.regensp.com

National Renewable Energy Corp.

Charlotte NC 2009 15

5.5 www.narenco.com

140

CA 1989 40

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52 + 450 contractors

www.stratasolar.com

75 www.amec.com

50 34.03 www.solar-yes.com

48 22 www.McCarthy.com

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UTILITY

Utility-Scale Solar Will Survive RPS Reductions By Jeff Juger, Hanwha Q-CELLS (Rank #10)

Renewable Portfolio Standards (RPS) have been key drivers of utility-scale solar across the United States. However, utilities have cut back on projects after reaching RPS thresholds — in many cases years before projected. In 2012, Massachusetts reached its 250-MW target five years early. Fortunately, Massachusetts expanded the program to 1.6GW by 2020. In some states, such as North Carolina, legislators opposed to solar have vowed to repeal the RPS in its entirety. These intense battles underscore the fact that these standards are vital cogs in the solar machine, but show they are vulnerable to attack. Still, these standards aren’t the only mechanism for stimulating solar. Proximity of demand to supply affects solar progress. The Southwest has land readily available, but there is limited transmission-line capacity to carry that power cost-effectively to end users. Consequently, concepts like net-energy metering and distributed generation

become more important. Distributed solar provides electricity on-site or near to demand, reducing transmission losses. It also mitigates peak demand, thereby reducing the need to hedge against fuel price swings. Many firms, like Hanwha Q CELLS, diversify their portfolios to include residential and commercial segments to aid in that development. Current solutions for solving lack of transmission line capacity are expensive, but drawing attention to this infrastructure issue and encouraging research into solutions ensure solar’s long-term viability. Five years ago, third-party financing was rare; now solar leasing companies account for 70% of all residential

Utility CEO feature 9-13_Vs6FINAL.indd 37

installations in California and Arizona. In 2013, a crowdfunding site funded four projects (150kW combined) worth $300,000 within 24 hours, with an average investment of $700. Encouraging more financing innovation will help solar companies beyond mere reliance on the RPS. Companies should engage lawmakers to encourage increased regional diffusion of ideas among states. The establishment of New York’s $1 billion Green Bank matches public and private funds for projects that might otherwise struggle to find investment. New York followed neighboring Connecticut’s lead, whose $30 million program has funded several projects in the state. Others are now considering similar programs. More concepts discovered and shared can reduce barriers to solar adoption. Installed system prices have dropped 60% over the past four years and the levelized cost of energy (LCOE), an economic assessment of the system cost, has reached or approached grid parity in some markets. This means solar can rely less on RPS. In Hawaii, solar electricity competitive with local electricity rates is flourishing. With that in mind, Hanwha Q CELLS is driving down the LCOE for its systems. 9 • 2013

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25O

26 “

Top 50 Commercial Solar Contractors

A company in the commercial space needs to be willing to take credit risk and learn to manage it well to endure. It takes a company and its leaders who can understand the market and be able to execute each step of its strategy well to come out on top.

— Martifer Solar USA

Company OVERALL City State Founded Employees Total MW RANK RANK Installed Installed MW 2012

Website

SolarCity

San Mateo

CA 2006 3,000 333 157 www.solarcity.com

Meridian Solar

Austin

TX 1999 30

Tecta Solar

Fort Washington

PA 2000 2,147 55 24 www.tectasolar.com

Martifer Solar USA

Los Angeles

CA 2001 50

Trinity Solar

Wall

NJ 1994 325 73 18.5 www.trinity-solar.com

Inovateus Solar

South Bend

IN 2008 27 98 18 www.inovateus.com

Sunetric

Kailua

HI 2004 140 57 17 www.sunetric.com

Cantsink Manufacturing

Lilburn

GA 1985 50

GeoPeak Energy

Somerset

NJ 2009 50 31 15 www.geopeakenergy.com

Cenergy Power

Carlsbad

CA 2008 42

38 15 www.cenergypower.com

Innovative Concepts

Fairfield

CA 2009 11

16 13

PsomasFMG

Huntington Beach

CA 2009 30 26.12 11.6 www.psomasfmg.com

Amberjack Solar

Oakland

NJ 2009 45 20 10 www.amberjacksolar.com

Ray Angelini Inc.

Sewell

NJ 1974 200 100 10 www.raiservices.com

Solar Electrical Systems

Westlake Village

CA 1981 23

Blue Oak Energy

Davis

CA 2003 42 11.4 9 www.blueoakenergy.com

Advanced Green Technologies

Fort Lauderdale

FL 2007 20

Standard Solar

Rockville

MD 2004 65

30 7.92 www.standardsolar.com

Helix Electric

San Diego

CA 1985 1,317

PermaCity Solar

Los Angeles

CA 2003 45

7 www.permacity.com

New York Light Energy

Latham

NY 2009 24

7 www.newyorklightenergy.com

Harmon Electric

Phoenix

AZ 1975 85 10.6 6.8 www.harmonsolar.com

Nexus Energy Solutions

Lawrenceville

NJ 2010 3

6 nexusenergysolutions.net

Oak Leaf Energy Partners

Denver

CO 2006 2

6 www.oakleafep.com

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39 25 www.meridiansolar.com

35 20 www.martifersolarusa.com

40 15 www.cantsink.com

30 10 www.solarelectricalsystems.com

8 www.agt.com

108.7 7.1 www.helixelectric.com

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25O

“

Top 50 Commercial Solar Contractors CONTINUED

In wake of Hurricane Sandy and the devastation it caused in our home state, we have rededicated ourselves to the company mission of building a sustainable future.

— Advanced Solar Products

Company OVERALL City State Founded Employees Total MW RANK Installed Installed RANK MW 2012

Website

Broadway Renewable Strategies

Boston

MA 1936 150 9.45 5.91 www.broadelec.com

National Renewable Energy Corporation

Charlotte

NC 2009 15

Solect

Hopkinton

MA 2009 20

7.5 5.2 www.solect.com

Aztec Solar

Rancho Cordova

CA 1980 70

5 www.aztecsolar.com

Solar United Network

Roseville

CA 2010 50

5 www.visitsunworks.com

Solular

Marlton

NJ 2009 45 10.6 4.7 www.solularenergy.com

Radiance Solar

Atlanta

GA 2007 20

Mercury Solar Systems

Port Chester

NY 2006 130 54.3 4.4 www.mercurysolarsystems.com

Solar Liberty

Buffalo

NY 2003 30

15 4.1 www.solarliberty.com

SKY Renewable Energy

Phoenix

AZ 2001 36

Monolith Solar

Rensselaer

NY 2009 39

5.5 3.5 monolithsolar.com

Hannah Solar

Atlanta

GA 2008 20 10.4 3.5 www.hannahsolar.com

Eco Friendly Energy Co.

San Francisco

CA 2008

3 ecofriendlyenergyco.com

Baja Construction

Martinez

CA 1981 140

3 www.bajacarports.com

Solis Partners

Manasquan

NJ 1910

Advanced Solar Products

Flemington

NJ 1991 38 47 2.7 advancedsolarproducts.com

LightWave Solar

Antioch

TN 2006 40

Paradise Energy Solutions

Gap

PA 2009 50 5.72 2.61 www.paradisesolarenergy.com

Hamilton Solar

101

Reno

NV 2009 25

12 2.4 www.hamiltonsolarusa.com

Axium Solar

104

Plano

TX 2008 35

4.7 2.31 www.axiumsolar.com

Rudolph/Libbe

105

Walbridge

OH 1955 1,000+ 10

Dovetail Solar and Wind

110

Athens

OH 1995 37

Douglass Colony Group

113

Commerce City

CO 1947 350 47

2 www.douglasscolony.com

Native

117

Austin

TX 2007 28

2 buildnative.com

Bella Energy

121

Louisville

CO 2007 16 9.42 1.91 www.bellaenergy.com

Ontility

124

Houston

TX 2009 30 5.21 1.62 www.ontility.com

5.5 www.narenco.com

5.6 4.5 www.radiancesolar.com

4 www.skyrenewableenergy.com

9 10.71 2.76 solispartners.com

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6.5 2.7 www.lightwavesolar.com

2.2 www.rudolphlibbe.com

5.1 2.1 www.dovetailsolar.com

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Commercial

Commercial-Scale Solar Why Pay For Electricity If You Don’t Have To? By Tom Pollock, President & CEO of Trinity Solar (Rank #27)

When my brother and I founded Trinity Heating & Air in 1994, we could have never foreseen how much our business would change from one little postcard. The New Jersey Clean Energy Program mailed us an invitation to participate and sell photovoltaic solar. We decided to accept the challenge. In 2004 we began our solar division, and by 2007 we were ready to fully rebrand as Trinity Solar. Since then, we’ve expanded our footprint from North Carolina up to Rhode Island, and grown our portfolio to include more than 5,000 installations and 72 MW of solar capacity. Such growth would not have been possible without an effective marketing strategy to communicate the benefits of going solar. When first interacting with a potential client, we work to establish trust. We want our customers to feel confident knowing that we have the experience and knowledge to customize solar solutions for any property and budget. We are a relationship-driven company, especially

considering a substantial part of our business has always been generated through customer referrals. When a client is evaluating solar for their business, they need to know their solar provider will be there for them in the long run. In business since 1994, and in the solar industry since 2004, Trinity has that proven tenure. It is crucial to educate business owners regarding their financing options. A business decisionmaker may have heard about Power Purchase Agreements (PPAs), but there could be other solar purchase methods that would prove more beneficial. Trinity also offers leases, which require zero capital outlays and provide predictable and positive cash flows and buy-out options. We also work

Commercial CEO feature 9-13_Vs4FINAL.indd 41

with our clients to secure business loans should they be able to take advantage of tax incentives for commercial solar. All these options have variations that we implement to maximize each business’s solar experience. We use only quality Tier 1 equipment suppliers with long-term warranties. We recognize it’s important to our clients that their system maximizes its potential and produces the highest possible returns, and that the manufacturers and solar integrator will be in business throughout the system’s decades-long lifetime to provide any support needed. We also provide ancillary services, such as incentive management, installation of back-up energy sources, energy-use studies and energy-efficiency upgrades. Helping our clients with these energy services also enhances the performance potential of their solar electric system. Nobody likes to pay an electric bill — they’re tough. We have an alternative to paying those high utility bills — and by marketing our solar programs, we are helping business owners see that there is a better way to get their electricity. SPW 9 • 2013

SOLAR power WORLD

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25O Top 100 RESIDENTIAL Solar ContractorS

8 1 “

Customer service isn’t just about being responsive to customers when they reach out to you. To truly be customerfocused, we provide proactive service that is performed by the entire company, not just the customer care department.

— American Solar Direct

State Founded Employees Total MW RANK Company OVERALL City RANK Installed Installed MW 2012

Website

OneRoof Energy

San Diego

Verengo

Torrance CA 2008 854 45 20.5 www.verengosolar.com

Vivint Solar

Provo UT 2011 615 24.76 18.21 www.vivintsolar.com

Astrum Solar

Annapolis Junction

Roof Diagnostics Solar

Wall NJ 1994 304 19.62 11.89 roofdiagnostics.com

Haleakala Solar

Kahului HI 1977 200 48 8.8 www.haleakalasolar.com

Solar Topps

Phoenix AZ 2009 52 18.5 8.2 www.solartopps.com

Hawaii Energy Connection

Aiea HI 2007 100 15.4 7.27 www.hawaiienergyconnection.com

American Electric

Honolulu HI 1946 175 10 6.5 americanelectrichomes.com

Namasté Solar

Boulder CO 2005 80

6 www.namastesolar.com

Solar Alliance of America

San Diego

CA 2009 68

6 solarallianceofamerica.com

Summerwind Solar

Phoenix AZ 2009 60

6 www.summerwindsolar.com

Solar Energy World

Whippany NJ 2009 75 9.2 6 www.solarEworld.com

Elite Electric

Riverside CA 1979 49 13.9 5.2 www.Elite-ElectricInc.com

Sullivan Solar Power

San Diego

Island Wide Solar

Kailua-Kona HI 2003 100+ 10 4.5 www.islandwidesolar.com

American Solar Direct

Los Angeles

CA 2009 217 9.37 3.96 www.americansolardirect.com

The Solar Co.

Castro Valley

CA 2004 1

12.8 3.8 www.thesolarco.com

KDH Solar

New Orleans

LA 2011 4

5 3.5 www.kdhsolar.com

Smart Energy USA

Corona CA 2005 80

Stealth Solar

Phoenix AZ 2010 48 3.75 2.75 www.stealthsolar.com

Technicians for Sustainability

Tucson AZ 2003 27 8.59 2.7 www.tfssolar.com

Ross Solar Group

Brookfield CT 2007 17 11.6 2.6 www.rosssolargroup.com

Sun Solar Energy Solutions

102

Bakersfield CA 2005 35

Solar Source

103

Largo FL 1984 45 77.6 2.33 www.solarsource.net

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CA 2011 90

35 35 www.OneRoofEnergy.com

MD 2007 200 25 12 www.astrumsolar.com

CA 2004 76 9.12 4.6 www.sullivansolarpower.com

3 www.smartenergyusa.com

5.6 2.4 www.sunsolarpros.com

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25O Top 100 RESIDENTIAL Solar ContractorS CONTINUED RANK Company OVERALL City State Founded Employees Total MW RANK Installed Installed MW 2012

Website

SunTrek Industries

107

Irvine CA 1991 40

75 2.2 www.suntreksolar.com

Sun Valley Solar Solutions

106

Chandler AZ 2006 50

5.9 2.2 www.svssolutions.com

Syndicated Solar

108

Greenwood Village

CO 2009 50

Sungate Energy Solutions

111

San Diego

CA 2001 150 5.7 2.1 thesungate.com

Bonterra Solar

109

Honolulu HI 2009 40 3.5 2.1 www.bonterrasolar.com

Baker Electric Solar

112

Escondido CA 2007 34 5.93 2.02 www.bakerelectricsolar.com

Stellar Solar

120

San Diego

CA 1998 40

2 www.stellarsolar.net

HelioTek USA

116

San Diego

CA 2007 35

2 www.HelioTekUSA.com

EmPower Solar

114

Island Park

NY 2003 40

6.8

South Coast Solar

119

Metairie LA 2008 40

2 southcoastsolar.com

Freedom Power

115

Shreveport LA 2004 32

2 www.freedompowerllc.com

Clean Energy Collective 122

Boulder CO 2009 30

SUNation Solar Systems

123

Oakdale NY 2003 40 7.24 1.78 sunationsolarsystems.com

Everyday Energy

125

Carlsbad CA 2009 18

Sunspot Solar Energy Systems

128

Las Cruces

NM 2009 17 4.01 1.41 www.sunspotsolarenergy.com

Planet Solar

130

Santa Barabara

CA 1983 21

Horizon Solar Power

133

Hemet CA 1998 95 4.66 1.3 www.horizonsolarpower.com

Mercury Mo-Dyne

140

Honolulu HI 1979 15 170 1.2 www.mercury-solar.com

McWire Electric

139

El Cajon

Independent Power Systems

138

Boulder CO 1996 40

Arizona Energy Pros

135

Phoenix AZ 1981 18

Longhorn Solar

142

Austin TX 2009 30 1.85 1.14 www.longhornsolar.com

Nova West Solar

144

Fresno CA 2005 10

4.1 1.1 www.novawestsolar.com

Carlson Solar Technologies

143

Phoenix AZ 2008 18

2.4 1.1 www.carlsonsolartech.com

Atlasta Solar Center

148

Grand Junction

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9 â&#x20AC;¢ 2013

CA 1996 32

CO 1979 12

4 2.2 www.syndicatedsolar.com

2 www.empower-solar.com

3.3 1.84 easycleanenergy.com

3.9 1.5 www.everydayenergy.us

4.5 1.4 www.planetsolar.com

30 1.2 www.mcwireelectric.net 8 1.2 www.solarips.com 3.5 1.2 www.aepros.com

1 atlastasolar.com

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25O Top 100 RESIDENTIAL Solar ContractorS CONTINUED

161 “

We immediately follow up with every client who contacts us throughout the entire solar query to purchase process, whether that be by phone, email or personal visit. We pride ourselves on being transparent and keeping all our clients informed.

— Clean Solar

RANK Company OVERALL City State Founded Employees Total MW RANK Installed Installed MW 2012

Website

Sundance Power Systems

156

Weaverville NC 1995 26

Creative Energies

149

Lander WY 2001 13

3.5

Pontchartrain Mechanical

153

Metairie LA 1972 155 1.3 1 pontmech.com

Sunline Energy

159

San Diego

CA 2011 5

Clean Solar

161

San Jose

CA 2007 30 2.68 0.8 www.cleansolar.com

Abbott Electric

163

Denton TX 2007 4

0.76 0.76 www.solarenergydallas.com

Cosmic Solar

166

Vista CA 2005 10

4.5 0.7 www.cosmicsolar.com

Second Generation Energy

167

Hopedale MA 2006 13 2.35 0.7 www.sgegroup.com

SunTalk Solar

168

Denver CO 1996 45 1.66 0.66 www.suntalksolar.com

JBC Solar

169

Athens TN 2008 14

Peak Solar Designs

174

Salida CO 2004 3

Energy Independent Solutions

176

McKees Rocks

Winter Sun Design

188

Edmonds WA 2005 18

2.5 0.5 www.sunergysystems.com

Scudder Solar

186

Marina CA 2007 14

2.2 0.5 www.scuddersolar.com

Mr. Sun Solar

183

Portland OR 1980 7

0.5 www.mrsunsolar.com

Luminalt

181

San Francisco

CA 2004 21

0.5 www.luminalt.com

Cape Fear Solar Systems

178

Wilmington NC 2007 10

0.5 capefearsolarsystems.com

Yellowlite

189

Independence OH 2009 10

A1A Solar Contracting 190

Jacksonville FL 2010 11 0.8 0.49 www.a1asolar.com

Florida Power Services 193

Lakeland FL 2008 4

3 0.4 www.floridapowerservices.com

PowerLutions

195

Lakewood NJ 2008 10

2 0.4 www.powerlutions.com

DPI Solar

192

McMinnville OR 2006 6

Hire Electric

202

The Dalles

Altenergy

204

Charlottesville VA 2005 14

Robco Electric

206

Las Vegas

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9 • 2013

1 www.cesolar.com

www.sunlineenergy.com 0.3 0.86

2 0.65 jbcsolar.com 0.6 0.6 www.peaksolardesigns.com

PA 2008 11 1.88 0.51 www.eissolar.com

0.5 0.5 www.yellowlite.com

1.2 0.4 www.dpisolar.com

OR 1935 18

0.3 www.hire-solar.com

1.8 0.25 www.altenergyincorporated.com

NV 1997 50

1 www.sundancepower.com

1 0.25 gsesolarlasvegas.com

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25O Top 100 RESIDENTIAL Solar ContractorS CONTINUED RANK

Company OVERALL City State Founded Employees Total MW RANK Installed Installed MW 2012

Website

Southface Solar Electric

208

Phoenix AZ 2008 12

Harrimans Inc-Solar Energy Systems

211

Venice FL 1969 17 1.87 0.21 www.solarbyharrimans.com

Built Well Solar

212

Wantagh NY 2001 15

2.8 0.2 www.builtwellsolar.com

Stellar Roofing and Solar

215

Wheat Ridge

0.4 0.2 www.energy-contractors.com

Greenbelt Solar

213

Austin TX 2009 20

0.3 0.2 www.greenbeltsolar.com

Renova Solar

216

Palm Desert

CA 2006 42

1.5 0.18 www.renovasolar.com

Solar-Fit

218

Holly Hill

FL 1975 24 1.6 0.17 www.solar-fit.com

AmmEn Design

219

Grand Rapids

MI 2010 1

Texas Green Energy

222

College Station

TX 2007 4

Texas Solar Outfitters

224

Houston TX 2011 11

0.5 0.14 texassolaroutfitters.com

South Sound Solar

226

Olympia WA 2008 10

0.3 0.13 www.southsoundsolar.com

Affordable Solar Contracting

227

Wahiawa HI 1993 2

2 0.12 www.affordablesolar.com

Coastal Solar

228

Ventura CA 1986 9

Patriot Roofing and Solar

233

Carlsbad CA 1995 15 0.25 0.1 www.wearepatriot.com

Vanguard Energy

235

Wappingers Falls

ES Electrical Construction

238

Penryn CA 1998 5

0.5 0.09 www.eselectricalinc.com

Electric Distributon & Design Systems

237

Garland TX 1986 4

2.4 0.09 www.amazingsolarsolutions.com

American Solar

236

Jacksonville FL 1986 6

0.1 0.09 americansolarenergy.com

Belmont Solar

239

Gordonville PA 2002 5

0.5 0.08 www.belmontsolar.com

Sustainable Solutions Partners

240

Pomona CA 2003 15

2 0.07 sustasp.com

E.E. Solar

241

Farmingville NY 2001 5

5 0.06 www.fuelcellsolar.com

Stewartstown Electrical Service

245

Stewartstown PA 2004 10 0.51 0.02 www.ses-pa.com

Sunnyside Solar

246

Louisville CO 2005 5

0.1 0.02 sunnysidesolarcolorado.com

Southard Solar & Construction

209

Longmont CO 1987 4

0.22 0.02 www.southardsolar.com

100

Winona Renewable Energy

210

Winona

0.22

CO 2008 9

1 0.16 ammendesign.com 0.6 0.15 www.txGreenEnergy.com

0.35 0.12 coastalsolarventura.com

NY 2011 15 0.25 0.1 www.vanguardsolarenergies.com

2010

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Residential LIST 9-13_Vs7FA.indd 47

1.5 0.23 www.southfacesolar.com

0.02

9 • 2013

winonarenewableenergy.com

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4 8 SOLAR POWER WORLD

Residential CEO Piece 9-13_Vs6FINAL.indd 48

9 â&#x20AC;¢ 2013

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RESIDENTIAL

Third-Party Ownership: The Sweet Spot Of Residential Solar By David Field, CEO, OneRoof Energy (Rank #14)

When third-party ownership and financing models hit the scene in 2008, they were quickly heralded as one of the most significant innovations in the solar industry. The models came as the U.S. economy worsened and consumers struggled to keep their mortgages afloat. A number of factors have contributed to year-overyear residential solar market growth. But in 2013, it’s clear that third-party ownership (TPO) remains the industry darling as it steamrolls into new markets and continues to make solar accessible to average American families. In February, GTM Research released a study predicting TPO could be a $5.5 billion market by 2016. TPO has brought about tremendous demographic access to increase the size of residential solar markets, but as the economy rebounds and purchasing power grows, rooftop solar becomes a different kind of investment strategy, with a number of financial drivers influencing that decision.

But beyond immediate savings, two demographics in particular — families with young children and seniors preparing for retirement — are shifting perception of TPO as a financing option that will yield a better rate of return. For both groups, more disposable income isn’t slowing down solar leases in favor of customer-owned systems, but the reasons why are fairly different. While there is a widely accepted correlation between age and household income, the fact is that an immediate 5 to 30% reduction in the average utility bill is extremely compelling for all homeowners, particularly those experiencing sticker-shock when they open their bill for the first time in a new home. OneRoof Energy is finding that older,

Residential CEO Piece 9-13_Vs6FINAL.indd 49

retired customers are typically more focused on short-term, conservative fiscal strategies, and a 10-year breakeven is not attractive to them. A lease, on the other hand, allows them to not only immediately reduce their utility bill but fix it for two decades with no out-of-pocket investment. No matter how you break down the economics, TPO shows no signs of slowing in its mass-market appeal. When one considers the cost and commitment of system maintenance and monitoring, the inevitable cost of inverter replacement, a 4 to 6% average retail electricity escalation and lost-opportunity costs from capital outlay, financing a residential system through a solar lease results in the most attractive, levelized electricity price and positive cash flow over 20 years. As the economy stabilizes, we may see significant changes to zero-down lease models as third-party financing companies race to build multiple offerings that will resonate within the marketplace and give customers the stability in a longterm investment. SPW 9 • 2013

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25O AR

[ TO P C O N T R A C TO R S B Y S TAT E ]

Arizona Key Facts: • 9,800 solar power jobs; 290 solar companies • The 1,097 MW of solar energy currently

Arizona Contractor Prof ile:

installed in Arizona ranks the state 2nd in

Wilson Electric (Tempe)

the country in installed solar capacity. • Offers corporate solar and wind tax credit at 10% of installed cost

ilson Electric has been one of Arizona’s electrical contractors since 1968, adding solar power to its list of services in 2009. The company offers solar electric design-build services for both retrofit and new construction in

• With 138,731 homes powered by solar energy, Arizona ranks second in the nation for number of solar-powered homes. • In 2012, $590 million was invested in Arizona to install solar on homes and businesses.

State Rank

Top Arizona Solar Contractors

First Solar

Overall Total 2012 Emp. Rank MW MW 1

1,505

Wilson Electric

450

McCarthy Building Companies

Resolute Performance Contracting

9.3

Solar Topps

18.5

8.2

763 5,200

Harmon Electric

10.6

6.8

Summerwind Solar

SKY Renewable Energy

Stealth Solar

3.75

2.75

Technicians for Sustainability

8.59

2.7

SOLAR POWER WORLD

US States 9-13_Vs9FINAL.indd 50

9 • 2013

What is the thing you enjoy most about working in the solar industry?

“The thought of being a part of an alternative answer to the world’s power needs is a great feeling. Also, after 38 years in the electrical business, it is always exciting to learn something new and be part of the solution.” — Wes McClure, President of Wilson Electric Services Corp

the commercial and industrial markets. Wilson Electric has grown successful through its experience, quality of work and customer satisfaction. Past projects have included both fixed module installations, as well as tracking units that increase production by following the sun’s movement. Mark Holohan, Wilson Electric’s solar division manager, is a 33year veteran of engineering and construction and has spent 10 years in the solar industry. He’s worked on more than 150 solar electric installations spanning nine states. He developed several notable commercial projects in the expanding Arizona market, including: Phoenix Convention Center (the largest system in downtown Phoenix), Buckeye Hills Shooting Park (the largest off-grid system in Arizona) and Prudential Insurance (a 1-MW system with the largest solar canopy installation on a commercial office building in Arizona). SPW

www.solarpowerworldonline.com

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25O CA

[ T O P C O N T R A C T O R S B Y S TAT E ]

State Rank

Top California Solar Contractors Overall Total 2012 Emp. Rank MW MW

SolarCity

333

157 3,000

Swinerton Renewable Energy

237

135 1,200

CSI Electrical

284

700+

Hanwha Q CELLS USA

117

Arraycon

118

38.5

OneRoof Energy

Your Energy Source

34.03

Rosendin Electric

3,500

Verengo

20.5

854

Martifer Solar USA, Inc.

Cenergy Power

Innovative Concepts

PsomasFMG

Solar Electrical Systems

Blue Oak Energy

11.4

Helix Electric

108.7

7.1

1,317

PermaCity Solar

Solar Alliance of America

Elite Electric

13.9

5.2

Aztec Solar

Solar United Network (Sunworks)

Sullivan Solar Power

9.12

4.6

American Solar Direct

9.37

3.96

217

The Solar Company

12.8

3.8

Baja Construction

140

Eco Friendly Energy Company

Smart Energy USA

Herca Solar

26.12 11.6

California Contractor Prof ile:

Swinerton Renewable Energy (San Diego)

winerton Renewable Energy offers turn-key solar power solutions for utility-scale and distributed generation projects, as well as experience building and operating more than 12 solar utility plants. It provides single-point project responsibility from start to finish. Its team is focused exclusively on building best-in-class solar systems that are cost-effective and will provide reliable, clean power for many years to come. SPW

12.89 2.89

2.5

102

5.6

2.4

SunTrek Industries

107

2.2

Sungate Energy Solutions

111

5.7

2.1

150

Baker Electric Solar

112

5.93

2.02

HelioTek USA

116

NRG Energy

118

8,000

Alliance Energy and Mechanical

147

Stellar Solar

120

Planet Earth Solar

152

Everyday Energy

125

3.9

1.5

Sunline Energy

159

Arise Solar

129

3.16

1.4

Clean Solar

161

Planet Solar

130

4.5

1.4

Cosmic Solar

166

Horizon Solar Power

133

4.66

1.3

Luminalt

McWire Electric

139

1.2

M.I.T Electrical

Nova West Solar

144

4.1

1.1

SunGreen Systems

145

1.61

1.1

Independent Energy Solutions

100

Sun Solar Energy Solutions

State Rank

Top California Solar Contractors Overall Total 2012 Emp. (continued) Rank MW MW 1

0.3

0.86

2.68

0.8

4.5

0.7

181

0.5

182

0.5

Scudder Solar

186

2.2

0.5

Solarponics

187

0.5

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US States 9-13_Vs9FINAL.indd 51

9 • 2013

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25O CA

California Key Facts: • Jobs: 43,700 • Ratio of solar workers to general employed people: 1 to 419 • Total solar companies: 1,703 • Number of homes powered by solar: 547,084 • Renewable Portfolio Standard (RPS) target: 33% by 2020

As California continues its solar growth, what’s the most important tip for working with utilities in the state? “Working with utilities is a complex part of our process. Each utility has specific needs and requirements, so companies must open dialogues to understand their particular situations. Do it early and often. Whether it is behind the meter or utility generation, each project has its own requirements that need to be negotiated. Our team has worked closely with a number of utilities to ensure our plants will work seamlessly on their grid. We believe that this will continue to get more difficult as solar becomes a growing generation source.” — George Hershman, V.P., Division Manager, Swinerton Renewable Energy

US States 9-13_Vs9FINAL.indd 52

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9 • 2013

8/23/13 6:23 PM

25O AD R O L CO

[ TO P C O N T R A C TO R S B Y S TAT E ]

What do you like most about working in the solar industry?

Colorado Contractor Prof ile:

“I am proud and excited to be part of the evolutionary movement in renewable energy as E Light helps preserve our environment for generations to come. Our growth and expansion into solar energy has helped families remain employed while opening up new employment opportunities for others.”

E Light Wind and Solar

— Perry Hermann, CEO of E Light Wind and Solar

State Rank

Top Colorado Solar Contractors Overall Total 2012 Emp. Rank MW MW

E Light Wind and Solar

Quanta Power Generation

301.4 117

465

juwi solar

106.5 40.3

Namaste Solar

Oak Leaf Energy Partners

Syndicated Solar

108

2.2

Douglass Colony Group

113

350

Bella Energy

121

9.42

1.91

Clean Energy Collective

122

3.3

1.84

Sunsense Solar

127

1.5

309 146.5 360

ounded in October 1998, E Light Electric Services is inching closer to its 15-year anniversary. Colorado Springs was its first home in 2006, but now the company has expanded to four branches throughout Colorado. In 2009, E Light Electric dedicated one of those branches to renewable energy, under the direction of President and CEO Perry Hermann. With 30 years of electrical experience, Hermann’s leadership and guidance in the renewable sector doubled E Light’s revenue in just two years. With expertise in large-scale solar installations, E Light Wind and Solar has installed close to 147MW in the last year alone. The company works in the government, commercial, utility and residential sectors. The U.S. Air Force Academy and Cogentrix Solar Farm are just two of 21 solar projects that have contributed to the 309 MW total E Light Wind and Solar has installed since its beginnings. With over 18,000 photovoltaic solar

panels on 30 acres, the U.S. Air Force Academy is able to produce 6MW of renewable energy and save 9,400 tons of carbon dioxide each year. Furthermore, as one of the largest concentrated photovoltaic energy facility in the world, the Cogentrix Solar Farm produces up to 30MW of energy. E Light Wind and Solar values efficiency, integrity, and customer service, ensuring efficiency and satisfaction with every project. SPW

Colorado Key Facts: • Created the nation’s first statewide Renewables Portfolio Standard. • 3,600 jobs are available in the solar industry in Colorado. • Colorado has enough solar energy to power 49,000 homes. • Has a goal of producing 30% renewable energy by 2020. • Ranked fifth in the country for cumulative installed solar capacity: 270MW

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9 • 2013

SOLAR power WORLD

8/23/13 6:12 PM

25O [ TO P C O N T R A C TO R S B Y S TAT E ]

AII

Hawaii Contractor Prof ile:

Sunetric (Kailua) Hawaii Key Facts:

unetric is a locally-owned, locally-operated solar integrator in Hawaii. As a fullservice renewable energy firm, it handles every stage of the design, development and installation of

• Total solar jobs: 1,600 • Solar jobs rank (most jobs): 17 • Ratio of solar workers to general employed people: 1 to 399

photovoltaic systems on Oahu, Maui, Kauai, Molokai, Lanai and the Big Island. The company handles solar financing and tax-incentive consultation to utility integration, and from monitoring to maintenance. SPW

• Total solar companies: 79 • Electricity price rank (most expensive): 1st

State Rank

Top Hawaii Solar Contractors

Sunetric

140

Haleakala Solar

8.8

200

Hawaii Energy Connection

100

Alternate Energy

15.4

7.27

100

American Electric

6.5

175

Island Wide Solar

4.5

100+

Bonterra Solar

109

3.5

2.1

PhotonWorks Engineering

126

3.61

1.5

Mercury Mo-Dyne

140

170

1.2

Affordable Solar Contracting

227

0.12

5 4 SOLAR POWER WORLD

US States 9-13_Vs9FINAL.indd 54

Overall Total 2012 Emp. Rank MW MW

9 • 2013

What role will the Memorandum of Understanding (MoU) with the U.S. Department of Energy (DOE) for the Hawaii Clean Energy Initiative play in advancing the industry in your state? The MOU between the State of Hawaii and the DOE is an important first step in advancing the state’s renewable energy industry and the Hawaii Clean Energy Initiative’s goal of 70% clean energy by 2030. Yet we in the industry understand that achieving significant renewable energy goals, whether in Hawaii or on the mainland, is a challenge that requires innovative solutions. This partnership can yield meaningful results, but only through true commitment, creativity and collaboration among all stakeholders. — Tyson Grul, Vice President of Project Development at Sunetric

www.solarpowerworldonline.com

8/27/13 12:24 PM

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Outback Power 9-13.indd 55

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8/27/13 2:43 PM

25O [ TO P C O N T R A C TO R S B Y S TAT E ]

RYL

AND

Maryland Key Facts:

Mar yland Contractor Prof ile:

Astrum Solar (Annapolis)

• 1,900 solar power jobs; 120 solar companies • Requiring the state’s electricity suppliers to procure at least 2% from solar resources by the year 2022 through its Renewable Portfolio Standard (RPS), Maryland is expected to deploy approximately 1,250 MW of solar PV capacity by 2022.

residential Solar Renewable Energy Certificates (SRECs) aggregators. Vadim Polikov is one of the founders of Astrum Solar and serves as president. Prior to Astrum Solar, Polikov was the co-founder and CEO of American Journal Experts, helped start Ultrasound Ventures, a medical device company, and has consulted for several other start-ups in the incubation stage. Astrum is partnering with the Comprehensive Sustainable Energy Committee in the Concord Solar Challenge, a program designed to help homeowners, businesses and nonprofits in Concord, Mass., go solar. If the program manages to achieve 100 solar installations, Astrum Overall Total 2012 Emp. Top Maryland Solar Contractors Rank MW MW will donate $10,000 to a community 25 36 12 200 Astrum Solar installation chosen by 30 51 7.92 65 Standard Solar the CSEC. SPW 7 151 1 10 Got Electric

BITHENERGY

ecently ranked No. 2 on Inc. magazine’s fastest growing private U.S. companies 2012 list, Astrum Solar is a fullservice residential solar provider headquartered in Annapolis, Md. Founded in 2007, the company serves homeowners and small businesses in Connecticut, Delaware, Maryland, Massachusetts, Michigan, New Jersey, New York, Ohio, Pennsylvania, Virginia, Washington D.C. and West Virginia. According to the company, they were the first in the region to use enphase microinverters and are also one of the nation’s largest and most established

• Beginning in 2012, Maryland will require that systems must be connected with the distribution grid serving the state to satisfy compliance with the state’s solar objectives. • Offers a corporate clean-energy production tax credit for wind and solar-thermal electric systems: $0.0085/kWh ($0.005/kWh for co-fired electricity). • With 10,859 homes powered by solar energy, Maryland ranks 14th in the nation for number of solar-powered homes.

State Rank

• In 2012, $205 million was invested in Maryland to install solar on homes and businesses. This represents a 74% increase over the previous year, and is expected to grow again this year.

1 2

201

0.32

SOLAR POWER WORLD

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9 • 2013

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8/27/13 12:27 PM

25O [ TO P C O N T R A C TO R S B Y S TAT E ]

MASSA

S CHU

S T T

Massachusetts Key Facts: • Massachusetts is among a small number of states where customers have the option of leasing solar panels for a residential system. • In June, Governor Deval Patrick announced a new program for 1.6GW of solar PV deployment statewide by 2020. • In 2012, the net-metering cap was raised from 3% to 6% of utilities’ peak load. • About 4,500 people are employed in the solar industry in this state, the eighth

Massachusetts Contractor Prof ile:

roadway Electrical Co., along with its green energy division, Broadway Renewable Services, is a full-service electrical construction company headquartered in Boston. State Top Massachusetts Solar Contractors Overall Total 2012 Emp. Founded in 1936, Broadway is one Rank Rank MW MW of the Northeast’s largest electrical contractors, with projects spaning Broadway Renewable 1 66 9.45 5.91 150 the commercial, educational, health Strategies care, biotechnology, industrial, power 2 69 7.5 5.2 20 Solect and government sectors. With over American Capital Energy 3 79 60 4 48 55 MW of solar installation projects Second Generation Energy 4 167 2.35 0.69 13 in operation or under construction, Broadway is also one of the largest solar developers in the New England. Broadway provides complete turnkey renewable-energy “Our clients are so proud of their solar systems - especially the towns solutions, including that put them on the roofs of their schools and police stations an around-the-clock and town halls. I love talking to the science classes at schools and solar operations and showing them what their town is doing to make clean energy.” maintenance division. Last year, Broadway — Carter Wall, Director, Performance Solar Division, Broadway Electrical and Cape Electricall Co. & Vineyard Electric highest per capita in the U.S.

What do you like most about working in the solar industry?

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US States 9-13_Vs9FINAL.indd 57

Broadway Electrical Co. (Boston) Cooperative announced that the contractor had been awarded a 48MW to design and install 44 PV systems throughout Cape Cod and Martha’s Vineyard. The partnership showcases a successful Massachusetts renewableenergy project, providing economic, environmental and educational benefits to a town and state. “Not only will the projects protect the town’s budget from energy prices, it will also open doors for other energy projects within the overall community,” Broadway Electrical President Jonathan Wienslaw said. More recently, the company was selected by the Metropolitan Area Planning Council to be the regional solar developer for 17 cities and towns in Greater Boston. These municipalities are now eligible to enter into solar “energy management services” agreements with Broadway, guaranteeing them low-cost solar energy for up to 20 years without the risks of owning and maintaining solar photovoltaic systems of their own. SPW

9 • 2013

SOLAR power WORLD

8/27/13 12:28 PM

25O [ TO P C O N T R A C TO R S B Y S TAT E ]

NEVADA

Nevada Contractor Profile:

101 14

Hamilton Solar, Inc. (Reno)

Where do you see the solar industry in five years? “In five years, solar energy solutions will be available that will have an impact on every utility and utility customer in the United States, regardless of rate structure or net metering policies. While residential leasing will still be popular, system cost will have reached a point where purchasing a system can become a reality for most customers. The “solar coaster” will continue for many, but market stability will begin to be the norm throughout the United States.” — Chad Dickason, partner of Hamilton Solar

SOLAR POWER WORLD

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9 • 2013

ith specialties in the residential, commercial and government sectors, installation is just one segment of Hamilton Solar’s business. Based in Reno, Nev., the company also offers consulting, designing and engineering services. After beginning its journey in 2009, Hamilton has grown to nearly 60 employees and has installed12MW since beginning operation. Partners Steve Hamilton, Reid Hamilton and Chad Dickason all began with a vision to deliver excellence to residential customers in Nevada. Since then, Hamilton Solar has expanded and now installs in California as well. The company’s notable projects

include two high schools and one health center. In 2012, Carson High School unveiled one of Nevada’s largest solar farms that includes five acres of photovoltaic panels. Also, Reno-Sparks Indian Colony Tribal Health Center uses 416 panels in a 97.6-kW system in Reno, Nev. With the help of Hamilton, Reno-Sparks met their goals to save 341.04 pounds of carbon dioxide per year Reed High School in Sparks, Nev., also hosts five acres of PV panels on a large carport in the school’s parking lot. As Nevada’s top solar contractor, Hamilton strives to maintain honesty and integrity for both the environment and their customers. SPW

www.solarpowerworldonline.com

8/27/13 12:29 PM

25O NEVADA

[ TO P C O N T R A C TO R S B Y S TAT E ]

Nevada Key Facts: • Nevada has the most solar energy installed per capita in the country.

State Rank

Top Nevada Solar Contractors

Bombard Renewable Energy

Overall Total 2012 Emp. Rank MW MW

• 2,400 solar jobs are available in Nevada. • Implemented a 25% renewable energy

Hamilton Solar

101

2.4

• 82 companies in Nevada are solely solar.

Sierra Solar Systems

196

0.4

Sol-Up USA

• Installation is the top subsector for solar

203

0.27

Robco Electric

206

0.25

goal by 2025

employment in Nevada.

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Sun Bandit® is a revolutionary new hybrid energy system that makes choosing, installing and enjoying a solar water heating system more practical and affordable than ever before. This innovative new patent pending technology creates a cleaner, quieter, more comfortable living environment that is a great choice for homeowners and an even better choice for your business. Visit sunbandit.us to learn more. SunBandit® is a registered trademark of Next Generation Energy® © 2013 Next Generation Energy® All rights reserved

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US States 9-13_Vs9FINAL.indd 59

Solar Hybrid Energy Systems • Patent(s) Pending

9 • 2013

SOLAR power WORLD

8/27/13 12:29 PM

25O [ TO P C O N T R A C TO R S B Y S TAT E ]

RSEY

New Jersey Key Facts: New Jersey Contractor Prof ile:

• New Jersey employs 5,700 people in the solar industry, the ninth highest per capita in the U.S.

Gehrlicher Solar America Corp.

• The state is 36th in the nation for maximum solar resources, achieving 4.63 kWh/m2/day.

ehrlicher Solar America Corp. (GSAC) is an independent and privately held photovoltaic system integrator, serving customers in the United States, Latin America and the Caribbean. GSAC leverages

• New Jersey strengthened its RPS in July 2012, requiring 22.5% renewable energy by May 2021. • Residential systems smaller than 10 kW can apply for interconnection with fees.

company specializes in engineering, procurement, construction and value-added services, as well as operations and maintenance services of commercial and utility-scale solar projects for its customers. Gehrlicher

What do you like most about the solar industry? State Rank

Top New Jersey Solar Contractors Overall Total 2012 Emp.

Gehrlicher Solar

35.3

29.2

Trinity Solar

18.5

325

GeoPeak Energy

American Renewable Energy

125

Roof Diagnostics Solar

Amberjack Solar Energy

Ray Angelini

100

200

Nexus Energy Solutions

Solar Energy World

9.2

Solular

10.6

4.7

Rank MW

SOLAR POWER WORLD

US States 9-13_Vs10FINAL.indd 60

19.62 11.89 304

9 • 2013

“The idea of improving the environment for today’s world and for tomorrow’s. How cool is it to help save the planet?” — Jeff Krauss, Project Manager, Gehrlicher Solar America Corp.

the heritage and experience of its parent company that has developed, financed, constructed and operated nearly 400 MWp of projects in almost 20 countries globally since 1994. With its headquarters in Springfield, N.J., and offices in Boston, Tempe, Ariz., and Mexico City, the

has successfully installed more than 42 MW in the United States by providing an exclusive engineered solution and employing an optimized design process that results in a high performing, secure and cost-effective solar energy system for any client location. SPW

www.solarpowerworldonline.com

8/27/13 12:35 PM

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Know better. Know Wheatland. Call 312.275.1562 to discuss your next solar project.

12/13/12 8:29 PM AM 8/27/13 2:03

25O [ TO P C O N T R A C TO R S B Y S TAT E ]

NOR

TH CAR OLINA

North Carolina Contractor Prof ile:

FLS Energy (Asheville) North Carolina Key Facts: If you could change one thing in the solar industry, what would it be?

• North Carolina has 1,400 solar jobs, most in the installation and manufacturing sectors. • North Carolina’s Renewable Energy Portfolio includes a small carve-out for solar power of

“I’d like a national energy policy that is consistent from state to state so solar could truly be a mainstream source of energy.”

0.2% by 2018. • North Carolina’s major energy suppliers have met, or are close to meeting, their

— Dale Freudenberger, president of FLS Energy

Renewables Portfolio Standard goals.

State Rank

Top N. Carolina Solar Contractors Overall Total 2012 Emp. Rank MW MW

Strata Solar

140

502*

Baker Renewable Energy

900

FLS Energy

25.5

National Renewable Energy Corporation

5.5

Sundance Power Systems

156

* = 52 + 450 contractors

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ince beginning operations in 2006. FLS Energy has worked to bring solar into the mainstream by developing, engineering, financing, constructing and owning projects. The company has more than 100 projects under its belt ranging from commercial, industrial and utility installations to military, governmental and nonprofit projects.

For instance, FLS Energy is working on Camp Lejeune in North Carolina, one of the biggest military installations as well as one of the largest solar-thermal neighborhoods in the United States. FLS Energy partnered with Atlantic Marine Corps Communities in 2009 to begin work on 3,000 homes. Nearly 2,300 solar panels now generate enough thermal energy to meet 75% of the hot water needs for each home. The solar power also creates an annual savings of more than $100,000 a year. On another project, FLS Energy helped a 100-year-old textile manufacturer get ahead of the curve with renewable energy. The installer used its design and engineering capabilities to develop a hot water system for Acme McCrary’s plant. The contractor created a closed-loop, pressurized system of 200 panels that produces the 9,600 gallons of hot water needed each day for Acme McCrary’s dying process. SPW

www.solarpowerworldonline.com

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25O T

A EX

[ TO P C O N T R A C TO R S B Y S TAT E ]

Texas Key Facts: • Texas has more solar energy potential than any other U.S. state. • One year’s worth of solar energy on one acre of land in West Texas equals the energy of 800 barrels of oil.

Texas Contractor Prof ile:

• New Jersey is second in U.S. solar capacity after California. Colorado is third. Texas is not in the Top 10.

State Rank

Top Texas Solar Contractors

Meridian Solar

Meridian Solar (Austin)

Overall Total 2012 Emp. Rank MW MW 20

Axium Solar

104

4.7

2.31

Native

117

Ontility

124

5.21

1.62

Border Solar

132

1.9

1.3

Longhorn Solar

142

1.85

1.14

Abbott Electric

163

0.76

Folium Energy Development

180

0.5

U.S. Solar Roof

197

0.4

Greenbelt Solar

213

0.3

0.2

eridian Solar says it’s passionate about solarenergy, and there’s no better way to help the industry grow than to create smart, reliable solar energy systems across the country. The Austin-based company has been working to further solar through its engineering, procurement and construction services since 1999. Meridian also has a living mantra, “Quality without Compromise,” which it says is the heart and soul of all its projects. The company has

more than a decade of experience on hundreds of installations, but understands that its future success is measured by how the company meets today’s challenges for each of its clients. To Meridian, sustainable, clean energy is about more than just a bottom line. Solar energy is good for communities, the economy and the environment. Meridian, therefore says it’s committed to doing the right thing — combining clean energy and sound business principles. SPW

Does the Texas state government support the solar industry? “Yes and no. Yes, in that the state government largely deregulated the electricity market in Texas beginning in 2002 and ushered in consumer choice to the market. This “choice” establishes the grounds for retail electric providers to compete for customers that may want to own or pay for solar generation and also allows for third-party ownership, which encourages innovative solar financing such as power-purchase agreements. No, in that the state government has not established any solar-specific incentives such as a solar RPS, SRECs, FIT or other cash or tax incentive, nor has the Texas state government meaningfully considered a statewide net-metering policy to provide a market-based incentive for distributed generation. There is grass on the field, but there is no ball.” — Mark Begert, EVP, Director, Meridian Solar

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Selling More Than Solar Jonestown, Pa. — Energy Systems & Installation (No. 137) built a 248-kW

Energy Systems and Installation installed a 248-kW system at Hershey’s Chocolate World that included an electric vehicle charging station.

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system in the parking lot of Hershey’s Chocolate World in 2011. The system is seen by millions of visitors to the park every year, including some who arrive by electric car. They charge up at the system’s EV station. The popular system probably wouldn’t exist, however, had ESI not pitched the idea to Hershey. “This is a great family facility. They had a huge parking lot, but no place covered from the sun or inclement weather. There was no place for people to get their ducks in a row before entering or leaving,” says Mike Drei, director of marketing at ESI. “We said, ‘Why don’t you put up a canopy for your guests and cover it with panels?’” While the company sees the Hershey installation as one of its signature accomplishments, staying in business is a success story, too. How did a central-Pennsylvania solar company stay afloat through a recession, while many of its peers closed? “Innovation at every step,” Drei says. In addition to commercial solar, the company also offers highefficiency energy solutions, and has developed its own proprietary process for evaluating their clients’ potential energy savings. And it’s certainly helped the contractor weather turbulent economic times. “If we thought we’d be purely solar in central Pennsylvania, we’d either not be in business, like so many of our peers, or struggling,” Drei says. The company also developed a program for remodelers and roofers, letting them offer their clients solar along with new cabinets and countertops. Through the program, known as Solar Freedom, ESI aims to be the back office, EPC, training and marketing arm of its construction partners, supporting their solar sales efforts. “Remodelers want to offer solar and they typically have a large client base in which to market, but it’s complicated,” Drei says. “Now, they just need to sell it, and we’ll do just about everything else.” SPW

“If we thought we’d be purely solar in central Pennsylvania, we’d either not be in business, like so many of our peers, or struggling.”

www.solarpowerworldonline.com

8/27/13 2:39 PM

25O Tenacity Tested By Forgotten Train Station

[CONTRACTORS BY REGION]

Sewell, N.J. — Just across the river from Ellis Island, immigrants going west used to board trains at the ErieLackawanna Rail Station. Many decades later, workers remediated the site and built an interactive museum, the Liberty Science Center, above the rail yard and the remains of a locomotive maintenance shop. More recently, the museum hired solar contractor Ray Angelini Inc. (No. 43) to install a 574-kW solar system above the parking lot. Despite old schematics inferring ground conditions, no one could know the real complexity of the project until holes were dug for 47 canopy foundations. “We design, build and maintain challenging commercial installations,” says Joe Joyce, senior vice president for sales and marketing. “This one wasn’t that big, but it was fraught with all kinds of challenges.” Under the asphalt, the remains of the maintenance shop made for tough conditions. Test pits showed the company’s original foundation design (caissons) wouldn’t work, because of obstructions and environmental conditions. The engineering team rushed a redesign and used driven pipe piles with pile caps. As if that weren’t enough, Superstorm Sandy hit just as the company began construction. Power was lost to Liberty State Park, the location of the museum, and the project site was shut down and used by authorities for the recovery effort. The site was returned to RAI two weeks later, when the company increased manpower to speed installation, recovering lost time. Despite the many challenges, RAI completed the project on time and within budget. “We have some very good people – not just the construction guys, we also have some top-flight engineers,” Joyce says. “Coordination and project management was a key part to bringing that project to fruition. That could have easily gotten out of hand.” SPW

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A Decade In, Ten Lessons Learned Buffalo, N.Y. – Solar Liberty (No. 78) is 10 years old, and with age comes wisdom. Founded in 2003 by brothers Adam and Nathan Rizzo (right), the company has installed and distributed more than 50 MW worth of solar panels. As the company looks back on the past decade, we asked Adam and Nathan to share 10 lessons they have learned at Solar Liberty. This is what they said: 1. Be a good corporate citizen and give back to the community. We have donated more than 100 solar-electric installations to non-profit agencies, schools and churches. 2. Understand customers and their needs, since you work for them. 3. Keep current on industry trends by studying real-time information. 4. Deliver a quality product that outperforms the competition. 5. Hire — and keep — talented people who share the same vision. 6. Be nimble, creative and quickly adjust to market changes. 7. When you see an opportunity, go for it aggressively. 8. Don’t just sell to your customers, educate them. 9. Show respect to everyone you deal with, including customers, vendors and competitors. 10. Be humble and help those in need, because it will come back 1,000-fold. 9 • 2013

Exemplifying the last point, the company works with the Solar Liberty Foundation, a non-profit organization focused on improving the quality of life in less-developed nations through renewableenergy resources. The foundation assists those in need with solar electrification, solar-water filtration and solar cookers. SPW

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25O [CONTRACTORS BY REGION]

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Certification Is Key To Today’s Successful Solar Businesses 1

1 A 369-kW canopy system shelters cars at Burke headquarters in Cincinnati, Ohio.

2 1,505 American-made SolarWorld 245-W modules make up five curved canopies. 3 Alan Frasz, president of Dovetail Solar and Wind

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Athens, Ohio — The solar industry has evolved rapidly over the past 10 years. During that time, Alan Frasz, president of Dovetail Solar and Wind (No. 110), has seen a change in what is required to start a solar installation company and become successful. Frasz explains that a decade ago, solar technology as we know it today was still relatively new and sparsely deployed. The only large players in the industry were some of the module manufacturers and few construction/ integration firms doing business in Europe, Japan and on the West Coast. “Just about anyone who had some experience in construction, home wiring or was good at do-it-yourself projects could hang out their sign and put up a website and claim to be an expert installer,” Frasz says. “There were few standards for determining who was qualified and who was just winging it.” The National Electrical Code and other regulatory publications didn’t provide much guidance to electrical permitting and inspection officials. Consequently, it placed a large burden on the buyer to investigate the experience and credentials of their prospective installer, or — as too often happened — hire a second firm to correct the mistakes of the first. Today, Frasz notes there are well-established industry certifications and available training courses for those looking to get into the business. Solar energy certifications such as NABCEP accomplish three important goals: • Protect the public by establishing a credential for judging the competency of solar energy professionals • Provide solar-energy professionals a way to distinguish themselves from competitors by adhering to industry-recognized best practices • Improve the quality and public perception of the solar industry In today’s environment, Frasz says every respectable solar installation firm would be remiss if they didn’t employ one or more certified solar professionals on their design and installation teams. “Our firm has a number of NABCEP-certified solar PV and solar thermal installers,” he says. “We have also pushed our sales team to obtain NABCEP technical-sales certification.” Frasz explains that NABCEP-accredited residential PV installation businesses provide consumers with a way to find companies that are committed to high-quality installation standards, hiring fully-trained and qualified staff, safe work practices and accountability. SPW www.solarpowerworldonline.com

8/27/13 1:53 PM

25O Customers Lured By Wind Leave With Solar

[CONTRACTORS BY REGION]

Arlington Heights, Ill. — Engaged in both wind and solar power, Renewable Energy Alternatives (No. 184) has installed more than 200 renewable power stations across Illinois. Despite a common misconception that the state is poorly suited for solar power, REA’s business is mainly driven by the sun. “What’s a little difficult in the Midwest is that everyone thinks we have great wind production,” says Kacie Peters, director of sales and marketing. “And people are hesitant about solar because they don’t think we get sun here.” In fact, the company scaled back on wind power as solar power grew to 95% of its business. Wind installations require more time and manpower to install and more upkeep than solar. REA’s wind customers tend to be larger business who posses the land necessary for an effective wind installation and who are looking to market themselves as a green company. Where solar panels may be hidden from view on a business’s roof, a wind turbine provides something that is more likely to catch the eye of potential customers. “A lot of people have seen the big wind turbines out in the middle of cornfields, and then, what’s nice, is it warms them up to talking about why they want renewable energy,” Peters says. Even though wind makes up a small portion of its sales, it’s this increasing openness to renewable energy that allows REA to better understand the needs of its customers, allowing for better service. SPW

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Company Has High Hopes For Electric Vehicles St. Paul, Minn. — Nearly 70,000 electric vehicles are on U.S. roadways today. To help keep them on the go, Innovative Power Systems (No. 173) installed a couple dozen electric vehicle-charging stations throughout Minnesota. Six of them run entirely on solar energy. Installations of solar electric systems make up roughly 90% of IPS’s business, with the remaining 10% consisting of solar thermal, wind and electric vehicle charging systems. Jamie Borell, sales manager for IPS, thinks the market for EV systems will grow as gas prices rise, which will lead people to electric vehicles, whether they be plug-ins, hybrids or all electric vehicles. Most of the EV systems IPS has installed have been residential, but there have been high-profile installations within communities. One such installation was a 1.96-kW solar charging station at Lake Como in St. Paul, Minn., in

9 • 2013

2012. The two 240-V charging stations are capable of fully recharging a Nissan Leaf or Chevy Volt in four to six hours. IPS has not installed any 480V level-three chargers, which are reportedly able to fully charge a vehicle in 20 to 30 minutes, as these plugs were only standardized in late 2011. “I think the marriage of solar with electric vehicles is a natural fit,” Borell says. “Especially as level 3 chargers become more prevalent.” SPW

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Education Goes A Long Way Largo, Fla. — A few years back, as the solar industry started to bloom, Solar Source (No. 103) was getting a lot of calls. “We were getting inquiries from electricians, plumbers, residential contractors and others,” says Rick Gilbert, Solar Source’s vice president. “We decided we should just put everyone into one classroom.” The response to the company’s one-day classes was so overwhelming, Solar Source started its own institute in 2007. Since then, it has stayed true to its mission to educate and train architects, engineers, builders-developers, electrical and solar contractors — and ultimately all contractors that touch the solar industry. In the classroom, online and with hands-on labs, the Solar Source Institute’s training course covers everything from solar photovoltaic and solar-installer training to renewable-energy education, salesand-marketing and grid-tied installation with battery back-up. Solar Source Institute is licensed by the department of education and is fully accredited. In addition to its Tampa Bay training facility, the institute partners with over a dozen colleges in the state. It’s also a NABCEP-authorized testing and training center, and focuses on preparing students for the entry-level NABCEP exam. But the Solar Source Institute even extends its reach to those who are too small to install a solar panel — for now. The institute participates in educational programs for school children from kindergarten through high school. Furthermore, it recognizes the importance of public education by offering free seminars on solar power for local residents. The company also says these seminars are great for municipal and county government installations because it helps make the locals a direct part of the projects in their community. “The relationships formed through the institute have been invaluable to us,” Gilbert says. “It’s all really about developing the industry, growing it as rapidly as possible and getting distributed generation everywhere.” SPW 68

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www.solarpowerworldonline.com

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THE FOLLOWING PREVIEW HAS BEEN APPROVED FOR

RENEWABLE ENERGY AUDIENCES BY SOLAR POWER WORLD AND WINDPOWER ENGINEERING & DEVELOPMENT

2014

COMING THIS DECEMBER

RENEWABLE Energy Handbook

Brought to you by Windpower Engineering & Development and Solar Power World magazines, the annually published Renewable Energy Handbook focuses on wind and solar and provides users with a comprehensive educational and business planning resource. Some features include: • U.S. wind and solar installation maps and detailed charts on project information • Specification comparisons of wind turbines, solar modules, solar racking & mounting and solar inverters • Detailed entries on components and crucial topics from industry experts • Renewable portfolio standards by state

REH 2014 Ad_Vs2 FINAL.indd 69

9/11/13 2:31 PM

25O Tennessee Installer Shares Lessons Learned Steve Johnson President/Founder of LightWave Solar, Antioch, Tenn.

It is hard to say what the most important lesson I’ve learned is. I can say that being passionate about the solar industry is what has carried me through the rough spots. Also important is having faith that it’s the right thing to do and that it will work out if we don’t give up. But at the same time, you must be willing to accept the outcome after you’ve given it everything you have.

There’s an old Persian proverb, ‘Pray to God, but don’t stop hoeing.’ Having other team members that are motivated by our mission to build out as much solar as possible makes for a unified workplace; we’re all in it together. We’re earning a living and paying the bills, but having fun too. Develop a team approach and trust each other to make the right decisions. And even when they turn out not to be right, learn from it, be forgiving and plow ahead. I’ve had to learn to let others do the things I used to do. Turns out, they are really good at it. Education and training is also something we believe in, even when it takes time and money. Having a knowledgeable crew makes us all stronger. Lastly, we value efficiency. We don’t want to waste resources, materials or time. Building an efficient solar project requires optimizing the site and design for jobspecific conditions to get maximum energy production. We’re turning light into electricity — it’s what we do. SPW

LightWave Solar (No. 96) installed panels on the Music City Center in Nashville.

www.solarpowerworldonline.com

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How Hannah Solar Drives Customers To Its Door Atlanta — Next time you’re stuck in traffic in Georgia’s capital city (and if you’re there, it’s inevitable), look for Hannah Solar’s cars. Believe us, you can’t miss them. Brightly wrapped in orange and blue, with Hannah Solar (No. 83) and the company’s phone number emblazoned in clean white lettering on the sides, they’re sure to catch your eye — and that’s just what owner Pete Marte wants. When we reached Marte, he was at a gas station in Baxley, Ga., where a man came up and told Hannah’s president that he wanted to put a solar array on his farm. Could Hannah do the work? Marte readily said yes. The wraps cost $2,300 for Hannah’s two cars because the company had already created the logos and artwork for another vehicle. But what inspired Marte to purchase the electric vehicles in the first place was a $700 expense check he wrote to one of his employees. “He was driving this nasty old Cadillac with a big engine, and it needed repairs,” Marte says. “As soon as I signed that check, I thought: ‘This is ridiculous.’ We’re in the renewable energy business — we should have electric cars.” So Marte invested in two Nissan Leafs, following a growing 9 • 2013

trend among Atlantans who have jumped on the electricvehicle bandwagon. It just made sense, as a renewable energy company, to join the revolution. “The economics made so much so much sense,” Marte says. “Between the state and federal rebates, the cars were practically free.” Marte says it was one of the best investments he’s ever made. “We only have three vehicles with this wrap, but people are always telling me they’re seeing my vehicles,” says Marte, laughing. “Our cars can’t be everywhere, so they must be making an impact.” SPW

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Six Benefits Of Community Solar Carbondale, Colo. — Eight years ago, when Clean Energy Collective (No. 122) president and founder Paul Spencer sought to construct a net-zero neighborhood, he envisioned solar panels on every rooftop. There was just one problem: Several homes were completely in the shade. But that didn’t stop Spencer, who sought out a way to make solar possible for everyone, even in the shadiest of places. “It dawned on me — if we wanted to make the neighborhood net zero, we had to use community solar,” Spencer says. After some research and conversations with utility companies, Spencer’s idea became a reality in 2009. Now, with seven operational facilities and several more to come, Spencer has made solar energy available for everyone. Here’s why Spencer says community solar can benefit you:

• Worth Your Dime: Clean Energy Collective partners with utilities to provide community solar. The utilities are supporting the solution and even putting their name on it, while providing a great value to their ratepayers. With the community structure, the savings are even better.

• 1 Workers install panels on Hangar2, a retail development, in Lowry, Colo.

2 A solar array in Paradox Valley, Calif.

• Mutually Beneficial: It is based

3 Paul Spencer, founder and president of Clean Energy Collective

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Common Goals: It’s an opportunity for solar to grow tremendously, as it put both utilities and ratepayers on the same team. It drives clean-energy adoption through long-term solar solutions that make sense for everyone.

• Small Responsibility: It’s

possible even with the busiest of lifestyles. Clean Energy Collective builds new facilities where customers can purchase as much or as little power as needed. The facilities are completely maintained by the company.

• Variety Of Systems: Whether solar electric (PV), geothermal, micro-hydro, wind or biomass, the choice is yours.

• Open To Everyone: While

nearly 85% of ratepayers in the country are unable to use onsite solar, community solar opens participation to 100%. SPW

on a power-purchase rate between the utility and its customers, providing a fair agreement.

9 • 2013

www.solarpowerworldonline.com

8/27/13 1:54 PM

25O Smart Home of The Future

[CONTRACTORS BY REGION]

Provo, Utah — Suddenly, smart homes aren’t so far out of reach. In August, Vivint Solar (No. 28) partnered with Garbett Homes to build a net-zero house and showcase the company’s successful beginnings in solar. The Utah-based company first started in home security and moved to residential solar contracting at the end of 2012. In the first quarter of 2013, Vivint installed 4 MW of solar. From automated house locks to wireless Internet, the smart home is the first net-zero home with a single installation source. Vivint supplied and installed each feature of the house. “Who wouldn’t want to live in a home where everything is automated, with locks, comfort and energy efficiency,” says COO Brendon Merkley. This smart home is the first to achieve a Home Energy Rating System (HERS) rating of zero, meaning the home is completely self-sufficient. In the past, energy-efficient homes in temperate climates such as Utah have only reached a HERS rating of five. Merkley has hopes of using this home to demonstrate the advantages of solar to homeowners and legislators across the country, keeping Vivint’s core value of benefiting customers in mind. “Homeowners don’t see solar as an easy thing,” Merkley says. “We want to show them what’s possible.” Vivint hopes to broaden the development of net-zero homes by continuing their partnership with Garbett. “We ask ourselves how the project benefits the customer,” says Merkley, “and that’s how we see solar.” SPW

Growth By Giving Denver — It all started with a vision to give back and ultimately became an identity for Denver-based Namastè Solar (No. 59). After building the company in 2004 with the grounding principle of co-ownership, founders Blake Jones, Wes Kennedy and Ray Tuomey made the executive decision to give back 1% of revenue to the community. All it took was this common goal to grow beyond their expectations, now giving nearly 20% of after-tax revenue to eligible non-profits. Through the end of 2012, Namastè has donated $750,000 worth of solar systems, totaling in 200 kW. To better distribute funds, they developed the Solar Grant Program, which allows non-profits to apply for a solar award each spring. Not only did the company’s clientele base expand, but they experienced 2,000% employee growth in the first few years. Now, nearly 85 people work

1 for the company. According to co-founder Blake Jones, the Solar Grant Program benefits more than just the recipients. “Our philosophy is that we value success holistically,” Jones says. “Our employees feel more fulfilled and happier when they believe in our mission.” Some of the company’s most notable recipients include Colorado Coalition for the Homeless, Boulder Shelter for the Homeless, Nature Conservancy in Boulder and Pioneer Elementary School. Eight years later, Namastè is still driven by its original vision, emphasizing its values “We want to include the basic cornerstones of community giving and have a positive impact on the environment,” Jones says. SPW

2 1 At the Nature Conservancy in Boulder, Colo., a PV awning creates partial shade and electricity. 2 Boulder Shelter for the Homeless www.solarpowerworldonline.com

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Tell Your Customers Why They Must Install Solar Ed Murray, president of Aztec Solar (No. 70) in Rancho Cordova, Calif., posted on his blog the following five reasons your customers should go solar (Solar Power World has lightly edited it for space). Clip it and give it to all your salespeople — this is a great sales pitch.

Top 5 Reasons to Add Solar Panels to Your Home

Aztec Solar installed solar-thermal projects at the University of California-San Diego campus as part of its ongoing sustainability initiative.

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1. It’s not as expensive as you might think. [The] upfront costs can be offset in a major way through state rebates, Federal Investment Tax Credit and additional incentives. 2. It’s great for your wallet. [A] comprehensive study conducted by National Renewable Energy Laboratory calculated that California residents who switch from an electric water heater to a solar alternative would save on average more than $250 dollars annually. 3. It’s even better for the environment. The U.S. Department of Energy estimates that, depending on the type of conventional fuel used, switching to a solar heater from an electric water heater can offset the equivalent of anywhere from 40% to 100% of the carbon dioxide emissions of a typical commuter car. 4. It’s a surefire way to increase your home’s value. According to a recent article published in Living Green Magazine, homes in California that feature solar panels appreciate at a rate of 55%, whereas those without appreciate at 45%. 5. It’s a long-term energy solution. With proper care and maintenance, solar panels can last up to 40 years. That’s at the far end of the range, yes, but even the average of 25 years of service is impressive. Solar panels are built to last and require little maintenance, making them an ideal long-term energy solution. SPW www.solarpowerworldonline.com

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25O Business: Teach Your Children Well To Ensure Smooth Succession Kahului, Hawaii — James Whitcomb founded Haleakalā Solar (No. 47) in 1977 as a self-described “long-haired hippie surfer.” But he built up his company in the ensuing 35 years and now has 11,000 customers. Whitcomb wants his business to survive him. To help that dream, he’s brought his two children, daughter Lynn and son Matt, into the business. Lynn has worked in the business for four years, and Matt has worked there for eight years. “My children grew up going to job sites with me,” Whitcomb says. “After they graduated they took jobs where they didn’t have to work for Dad. But the solar bug was in their DNA, so they soon came to work for me.” When they decided they wanted to work for Haleakalā (Haleakalā means “house of the sun”), Whitcomb set a few ground rules. “I started both of them at the bottom,” Whitcomb says. “Whenever they complained that they wanted a management job, I told them they were in “wax on, wax off” training. Now my son is an operations manager, and my daughter is an administrator. They both know that it is 100% up to their performance as to whether they take over the business one day.” So what’s the most important tip Whitcomb can give his fellow installers who want to bring their kids into their businesses and ensure a smooth succession? “Make your kids earn their positions,” Whitcomb says. “I have given both of my children suspensions of work with no pay, and I even fired my son. Make your kids comply with all the same rules as the other employees. If you just give the business to your children, they will not value it as much as you do.” SPW

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Find A Business Mentor Before You Start Carlsbad, Calif. — Dave Mann, owner of Patriot Roofing and Solar (No. 233), launched his business 19 years ago, and it really took off. He sold a lot of solar, and his top-line revenues rolled in like the tide. Then 2008 happened. “I didn’t fully understand my costs,” Mann says. “Not understanding finances are either a matter of timing or genetics. In my case, they’re genetic.” When the economy collapsed, Mann says he — and his company — got a frighteningly harsh dose of reality. “We had a big company, with great top-line revenues and lots of expenses,” Mann says. “When the economy stopped cooperating, I realized we had to do things differently.” So Mann joined two groups: Vistage and Entrepreneur’s Organization, two groups where chief executive officers from different industries get together to learn business lessons from each other. “The best decision I ever made was to join these two organizations,” Mann says. “I had a chance to talk to people outside of my industry that were also business owners. They were all going through — or had already found solutions to — the challenges I was facing. “It taught me that I had to know my costs inside and out,” he adds. Prior to the economic collapse, Patriot Roofing and Solar did not 9 • 2013

take any money up front — it would not receive a single penny until the system was installed. Mann learned to manage his cash flow by taking deposits, tightening credit-card policies and creating a system to ensure the business wasn’t liable if a customer’s check didn’t clear. “I learned cash isn’t king. Cash flow is king,” Mann says. “We have tried to insulate ourselves from the inevitable ups and downs of the economy, thereby stabilizing our business. We are not all the way there yet, but we are getting there.” SPW

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H W TO

SURVIVE THE

SOLAR FRONTIER

The solar industry is growing quickly, but it’s a bit like the Wild West. Here’s how to make sure your convoy stays on the trail

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By Kathie Zipp, Managing Editor

here’s no doubt that the U.S. solar industry is blazing a trail. Companies installed more than 700 MW of photovoltaic capacity in the first quarter of 2013. According to SEIA/GTM’s latest U.S. Solar Market Insight report, that’s a 33% increase over the first quarter of 2012. But the trail is laden with changing incentives and nose-diving prices. Thousands of service providers are ready to duel for their place in the industry, making it a bit like the Wild West. If you don’t pack your wagon with the right supplies, your convoy might not make it to the end. Thankfully, whether you’re building utility, commercial or residential projects, we asked experts to share some advice before you lose your way.

Build A Good Reputation Working to grow as a utility-scale contractor differs from working in the commercial and residential markets. Utility work, for instance, has a limited customer base relative to other markets. Working in such an arena means your company’s reputation is paramount. Dan Girard is director of renewable energy and energy storage business development at S&C Electric in Chicago. He says building a good reputation can start with speaking to your customers, understanding their needs and meeting them. Plant developers and operators have specific requirements. Girard and his team found that they could reduce costs and lead times of building interconnection substations. “We saw an opportunity to reduce costs by eliminating the control house and circuit breakers with our switchgear, and reduce lead times with a standard design,” he says.

Photo Courtesy Of Martifer Solar

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Utility projects also have tighter margins, which create a lower threshold for error. “Therefore, quality and consistency are of the upmost importance,” says Stephen Gleason, who works on project development for CSI Electric in Santa Fe Springs, Calif. “A company’s reputation can be the difference between being awarded a project or not.”

Photo Courtesy Of CSI Electric

The SOLAR industry is a bit like the WILD WEST Have A Smart Team A strong, knowledgeable team is also crucial in the utility-solar space because of the scale of projects.

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“Mobilizing and supporting hundreds of electricians requires an incredibly strong core group of employees,” Gleason says. “Design expertise, engineering and product knowledge are prerequisites. While some information can be learned on the job, a winning team brings all of these skills to the table.” Girard also says it’s important to have a dedicated group focused exclusively on solar energy. “This allows you to tailor solutions specifically to meet the requirements of solar projects and offer the best value to customers,” he says. A strong team can also help projects stay on schedule. Utility customers must meet procurement, utility approval and source connection, often on a tight schedule. Girard explains that problems in any of those processes can mean postponing project deadlines. “We lean equally on our team’s expertise in renewable integration and sound project management methods to foresee, prevent and adapt to challenges that could affect deadlines,” he says. In many regions, Girard notes, there are fewer incentives for large-scale solar compared with those for commercial or residential solar. “Being profitable can be challenging,” he says. “You need to get creative to reduce construction costs.” Photo ©2012 Session Solar & Creotecc

Take Risks The commercial and residential solar segments have their own challenges. Roland Kiser, CEO of Martifer Solar in Los Angeles, says companies need to take credit risks and learn to manage them. Kiser also suggests building strong relationships with Fortune 1000 companies. “It takes a company and leaders who can understand the market and execute each step of its strategy well to come out on top,” he says. Kiser also finds most businesses’ solar decisions are predominantly economic. Companies, therefore, may find it most effective to focus on solar’s ability to lower the levelized cost of energy (LCOE), which is the price at which electricity must be generated to break even over the lifetime of the project. Brendon Merkley, COO of Vivint Solar in Provo, Utah, says direct communication with the customer is a key difference with residential solar. “Our live 24hour customer service enables prompt responses to homeowners directly, providing assurance that the system is running correctly,” he says. 9 • 2013

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Business Lessons From Solar Installers “Be creative and flexible. This is not an easy business to be in, and you have to think out-of-the-box to address the challenges that can keep projects on the ground. Be open to new ways of doing things, even when something has been you can’t always control, be flexible and adapt.” — Dan Girard, S&C Electric Company “We have clients, not customers. A customer is a transactional interaction. They provide you with money, and you provide them with a good or service. Our business is about the

Photo Courtesy Of CSI Electric

done a certain way dozens of times before. For situations that

relationship — we advise our clients as much as we sell to them. We are in this with them for the long haul, and everything that we do should be focused on developing that long-term relationship.” — Jim Jenal, Run on Sun “Given that the solar industry is constantly changing, companies need to move quickly and adapt. The most important driving factor to ensure flexibility is to hire experienced and dedicated industry professionals. A company can and will remain successful with a team that is willing to learn and adapt to the fluctuations in the industry.” — Roland Kiser, Martifer Solar USA “Sometimes it’s best to pass on a project.” — Stephen Gleason, CSI Electric “Selling a disruptive, innovative technology such as residential solar is better achieved through direct, two-way consultative sales.” — Brendon Merkley, Vivint Solar

Jim Jenal, founder of Run on Sun in Pasadena, Calif., says it’s also important to reach out to customers through education. “Utilities have guaranteed customers and a guaranteed return,” he says. “We have neither. Attracting customers requires a strategy to reach out to your audience.” Run On Sun has chosen to do this through a blog, which has proven to be a priceless asset. “Our blog is our biggest tool,” Jenal says. “Pretty much all of our commercial clients have come to us at least in part because of the blog. It’s greatly expanded our presence and given us visibility.” Jenal says his company is also about to publish a book to educate potential clients. Also, blogging has proven to be an effective way to educate the public. “The industry as a whole continues to face a public that is often skeptical of what we offer,” Jenal says. To overcome that, Jenal says his company puts out honest, straight-forward information about going solar. His team also spends time talking to people on the phone or in-person to answer their questions. “We do so even when they do not represent a potential sale for us,” Jenal says. “We believe that ultimately the entire industry benefits from a better educated public.” Some advice can help installers across all market segments grow, particularly certification, quality and choosing the right partners.

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G RO W I N G S O L A R B U S I N E S S • Certification Gives You Credibility Certify your skills so potential clients can be assured of them, rather than just taking your word for it. Jenal says he believed Run On Sun’s skills set it apart from other players. “But to give that claim greater credibility, we sought and

CERTIFICATION, quality and choosing the RIGHT PARTNERS is important for SOLAR businesses across ALL market segments achieved North American Board of Certified Energy Practitioners (NABCEP) certification for all three of our owners,” he says.

Photo Courtesy Of CSI Electric

• Emphasize Your Quality And Efficiency Downward pressure on price has created a

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ŽŵĞ ƚŽ ďĞĂƵƟĨƵů WĂůŵ ^ƉƌŝŶŐƐ͕ ŐŽůĨ Žƌ ƌĞůĂǆ ŝŶ ƚŚĞ ŵŽƌŶŝŶŐ͕ ĂŶĚ ĂƩĞŶĚ ĐůĂƐƐ ŝŶ ƚŚĞ ůĂƚĞ ĂŌĞƌŶŽŽŶ͊ /Ŷ-ĚĞƉƚŚ ŬŶŽǁůĞĚŐĞ ŽĨ ĚĞͲ ƐŝŐŶ͕ ƐŝƚĞ ƐƵƌǀĞǇƐ͕ ƐĂůĞƐ ƚĞĐŚŶŝƋƵĞƐ͕ ĐŽƐƚ ĂŶĂůǇƐŝƐ͕ ŝŶĐĞŶƟǀĞƐ͕ ĂŶĚ ĞīĞĐƟǀĞ ĐƵƐƚŽŵĞƌ ĐŽŵŵƵŶŝĐĂƟŽŶ͘ dŚĞ ƉƵƌƉŽƐĞ͗ /ŶĐƌĞĂƐĞ ƐĂůĞƐ ĂŶĚ ĞŶƐƵƌĞ ĐƵƐƚŽŵĞƌ ƐĂƟƐĨĂĐƟŽŶ͘ dŚŝƐ ŝƐ ƚŚĞ ƉĞƌĨĞĐƚ ŽƉƉŽƌƚƵŶŝƚǇ ĨŽƌ ƐŽůĂƌ ĐŽŵƉĂŶŝĞƐ ƚŽ ƌĞǁĂƌĚ ĚĞĚŝͲ ĐĂƚĞĚ ƐĂůĞƐ ƐƚĂī ǁŚŝůĞ ŝŶĐƌĞĂƐŝŶŐ ƚŚĞŝƌ ŬŶŽǁůĞĚŐĞ ĂŶĚ ƐĂůĞƐ ƐƵĐĐĞƐƐ͘

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G RO WIN G SOLAR BUS INE S S constant struggle to be competitive while maintaining quality. “Some contractors and developers are chasing a falling price point and, unfortunately, no one wins in the race to the bottom,” CSI’s Gleason says. Gleason also says quality, safety and efficiency are important cornerstones for a company, as well as for aligning with customers and partners that value high-quality, professional work. “With over 80% of our business being with repeat or referred customers, this strategy seems to be working,” he says.

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• Think About The Future Looking to grow as a solar contractor requires a constant look to the future. Jenal of Run on Sun sees the development of intelligent energy storage at a competitive price as key to the growth of the overall industry. “Some of the companies that will provide those systems are coming online now, and many more will follow,”

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G RO W I N G S O L A R B U S I N E S S Jenal says. “In five years, I fully expect to be installing storage technology as standard components of our systems.” Lastly, Martifer’s Kiser says the industry must work together to bring solar into the mainstream. “Besides the fundamentals of technology, the solar industry must drive down costs far enough to make solar competitive against other energy sources,” he says. SPW

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Request

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S E L E CT I NG A PART NE R

Easy Steps to Choosing the Right Solar Partner

Solid, practical advice on how to pick your manufacturing partners, from your fellow contractors.

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9 â&#x20AC;¢ 2013

By Frank Andorka, Editorial Director

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8/23/13 6:42 PM

here are literally millions of websites to help people find the perfect partner. But the majority of those sites are useless to solar contractors looking to find manufacturing companies they can count on to help during installations. While Solar Power World isn’t able to direct you to a solar-specific site, we did canvass some of our Top 250

contractors — your peers — to find out how these successful companies choose their manufacturing partners. Using their criteria, this often-arduous task may become a little easier for you.

Price Matters For Ken Long, president of Solular Energy in Marlton, N.J., price is the most important part of picking an effective product partner.

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“We use a few criteria to make our decisions,” Long says. “We look at the warranty, age of the company and its reputation. But most of all, we’re focused on the price at which they can deliver their products.” When determining which manufacturer has the overall lowest cost, it’s not only about the components themselves. Installers should factor the cost of labor into their decisions.

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S E LECTIN G A PARTNE R

“Once we’ve vetted a supplier, we begin to look for products that will provide us with the lowest installed cost,” says Dave Wood, director of the Renewable Energy Group at Helix Electric in San Diego. “Typically, we can’t determine how much it will actually cost until we’ve performed a time-motion study on the product,” he says. “We’re thorough because we want to deliver what we say we’re going to deliver to the customer.” Mike Craig, operations manager for Stealth Solar in Phoenix, says it’s not the upfront price he worries about — the overall value a partner can bring to a project may be worth paying more initially. “We search for the best value we can find for every component,” Craig says. “Sometimes we go with a more expensive product if it’s easier to install because the labor savings outweigh the additional expense.”

Long suggests installers have multiple suppliers to ensure they can get the specific products when they need them. This is particularly true for commercial projects, given their complexity, he adds.

Talking About A Reputation In a rapidly changing industry like solar, a company’s reputation is crucial. The longer a company has been in business, the more attractive it becomes as a partner. “Each manufacturer is vetted to determine the company’s financial stability, manufacturing processes and delivery capacity,” says Helix’s Wood. “We like to use the highest-quality and best-performing products on the market, so the final step of our selection process is researching efficiency ratings and performance characteristics of the equipment.”

“We want to do business with people we enjoy, so we can do business with them over a long period. The warrantees all sound the same, but the quality of support and service varies greatly between average vendors to true, quality professional partners.”

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S E L E C T I N G A PA R T N E R

The stability of a company is paramount to Helix’s vetting process. After all, solar arrays are designed to stand the test of time, so the companies that produce the components also should, Woods adds. But just because a company has a good reputation doesn’t mean it’s perfect for every project. Installers need to build relationships with a variety of manufacturers and distributors to customize their product selection. “We work with a range of suppliers and partners to find the optimal solution for each project,” says James Marlow, CEO and Founder of Radiance Solar. “No one can do it all in this fast-paced environment.” With so many different products in the market, no single manufacturer can offer the best value on everything, Stealth’s Craig says. “We haven’t found a one-size-fits-all supplier,” he adds. “Solar equipment performs differently in different environments,” Woods says. “We choose our equipment partners on a project-by-project basis.”

Build A Support System Once installers finish projects, they want to know: Will this company back me up if there’s a problem? Or will we find

ourselves with angry customers and no recourses to make it right? Those questions are essential to examine before you choose a supplier partner. “We work with people, not companies, and doing what you say you will isn’t as common as we would like,” Marlow says. “We want to work with smart, creative problem solvers who will help us achieve the fast turnarounds that our dynamic, hyperactive industry requires. “We want to do business with people we enjoy, so we can do business with them over a long period,” he adds. “The warrantees all sound the same, but the quality of support and service varies greatly between average vendors to true, quality professional partners.” Long says customer service isn’t as important to him as technical assistance once the solar installation is complete. “We don’t want to feel abandoned,” Long says. “Technical assistance is crucial once the products are in the field.” If a manufacturer won’t tell you how their products performed under test conditions, walk away — and don’t look back. “Not all companies are as transparent as you think,” Stealth’s Craig says. “We

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generally stick to companies that are dedicated to supplying and assisting in our scope of work. If we need spec sheets, we go to suppliers who will provide them. If we need product recommendations, we’ll find suppliers who work with the manufacturers to get the answers. “It really takes the heat off of our company if the product is the wrong one for a project,” Craig adds. In the end, installers should choose suppliers who make their lives easier. “We have hung our hat on being a ‘no change-order’ company,” Craig says. “We expect our suppliers to help us keep it that way.” SPW

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MIX Technology Maximizes System Uptime Fronius’ MIX Technology maximizes photovoltaic system uptime and energy yield by using control software to allocate internal-power-stack usage evenly within the manufacturer’s high-frequency inverters.

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Parasite Converter Saves Money The use of parasitic DC power supplies to power DC string-level monitoring can save $0.10 per watt and result in significant reduction of labor for commercial photovoltaic systems. Tamura’s TCDC-7001 Smarty “parasitic” industrial DC:DC converter features a wide DC input range, isolation control and an efficiency about 80% (typically). Its certifications include UL 1741 , CSA No.107.1 and UL 1012.

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4Q 25O

[FOUR QUESTIONS]

4 QUESTIONS: It’s All In The Execution Randy Zechman CEO, Clean Solar San Diego

As the industry grows, more business people are looking at the solar industry, trying to decide if it’s a good place to invest their money. Randy Zechman, CEO of Clean Solar in San Diego, owns three businesses and is what he calls a “serial entrepreneur.” We asked him what advice he’d give people who are considering joining it. Here are his responses:

SPW

Do you think the solar industry is a good place for an entrepreneur to invest his money? RZ

Different facets of the solar industry are better than others. There is a lot of competition in most sectors. If someone is going to start a business or invest in a business, they must understand their niche. They must stay focused on what they will do different to attract customers. The industry as a whole is growing, but it needs businesses that can bring something specific the table. SPW What do you see as the biggest mistake most small solar installers make when they start their businesses? RZ

They are not focused on the customer. Every decision that is made needs to be with the customer in mind. The most beautiful solar installation needs to be accompanied by a customer expectation and execution. Without it, it means little. SPW

What is the most important piece of business advice you’d give someone just starting out? RZ Think through the whole process. What are all competitors doing? Can the business make money? Are you in it for the long haul? There are so many businesses that come and go. Without a sound business plan and thinking through the whole process, the end is nearer than you think.

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SPW

What changes have you seen in the way installers run their businesses during your career? RZ

When Clean Solar first started, there were a lot of good installers that didn’t really understand what the customer wanted. They didn’t market well. Websites were ugly and didn’t explain anything. Today, there are so many companies with a few different models. Lots of sales companies. Lots of sub-contractors. A few companies have deep pockets and deep connections. Those have really driven the growth of the industry. There are a handful of installers in every major city that could see some real growth and can really focus on the necessary details to keep customers referring more business to them. It’s been pretty predictable over the past five years or so. It’s getting tougher to pick winners and losers. SPW

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Ad index_Sept 2013_Vs1.indd 92

SolarBridge.................................................................................29 Solectria......................................................................................34 SPI International ‘13..................................................................86 Spire.............................................................................................52 SunBandit....................................................................................59 Trim Lok.......................................................................................81 Trina Solar...................................................................................17 Ultrasolar.....................................................................................15 Zilla...............................................................................................88 Lessons Learned p.12

How To Grow Your Solar Business p.74

Choosing The Right Partner p. 82

September 2013 www.solarpowerworldonline.com

25O 2013

Top Solar Contractors

p. 16-2

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8/26/13 4:14 PM

Unfortunately, Mother Nature can be Hot Headed. Fortunately, you have Sika. When angry, Mother Nature is unbearable. She can wreak havoc on solar panels with damaging high heat and intense UV rays. Burning away at sealants and weakening the adhesives used to manufacture and install concentrated solar and photovoltaic modules. That’s why Sika creates state-of-the-art technologically advanced solutions that have been optimized to provide improved performance, quicker curing times and increased process capabilities. Plus, Sika products enable simplified automation of the bonding process. You can’t sweet talk Mother Nature, but fortunately you have Sika to tame the effects of her temper. For more information, visit www.sikausa.com or call 248.577.0020.

Sika Corporation 30800 Stephenson Highway, Madison Heights, MI 48071

SIKA 7-13.indd 1

Phone: 248.577.0020

www.sikausa.com

Sika Mother Nature Solar Power Ad_Full Pg_Solar Power World Magazine_Trim: 9”w x 10.875”h_w/Bleed: 9.25”w x 11.125”h_CMYK

8/27/13 2:19 PM

Patriot Solar 9-13.indd 1

8/27/13 2:26 PM