Episode 495: How Generac became a clean energy company, with Keith Marett, Generac

We'd love if you'd leave us a 5 ⭐ rating & review and it's never been easier: www.ratethispodcast.com/suncast

Keith Marett describes the past three years as a whirlwind of fast-paced growth and "amazing product launches" that are taking the clean energy market by storm. And today, he's here to share the fast-paced journey he's been on since Generac Power Systems acquired his former company, Neurio Technology.

Founded in a Wisconsin barn more than 60 years ago, Generac is a global leader in designing and manufacturing residential, commercial and industrial power generation equipment. Generac practically created the market for home standby generators and still commands an impressive market share in that category. Now it's fueling its transition to the renewable energy reality through an acquisition spree in clean energy products and services.

Take Neurio, a Vancouver, British Columbia-based energy data company. Founded in 2005, Neurio focused on metering technology and analytics to optimize home or business energy use. Generac bought it in 2019 to accelerate its efforts around connectivity and remote monitoring — what it described as "critical parts of its 'Powering Our Future' strategy."

Keith Marett was CEO of Neurio at the time of the acquisition. He said combining Neurio's intelligent energy management technology with Generac's products, distribution, and market creation capabilities created tremendous energy use and management opportunities. And that was only the beginning. 

Keith is now the president of Generac's Clean Energy Services, its fastest-growing division. He expects homeowners to become increasingly aware they can track and control their energy use through various technologies that allow them to decide who they pay and how much they pay for electricity. 

"Generac is very focused on delivering resiliency and peace of mind to homeowners," Keith said. The company is also aware of the potential issues of a business built around generators using fossil-fuel-powered internal combustion engines.

"The climate is changing, and the regulations will be speeding up regarding how fast we have to deprecate internal engines. And so their plan is leveraging clean energy to continue their mission," Keith explained.

In addition to Neurio, Generac acquired numerous other clean tech companies over the past few years, including Chilicon Power, Apricity Code Corp., Pika Energy, Enbala Power Technologies and Toronto-based smart home thermostat startup Ecobee. 

Keith navigated a circuitous career path through advertising, marketing, telecom and a security business before veering into the clean energy space. "I felt my soul needed a little reprieve, and I needed to get into something that would benefit my kids going forward," he explained.

He talks about his own childhood as a source of business inspiration. "They say your family shapes who you are. In my particular case, it wasn't my immediate family, and it included my grandparents. I had an amazing, endearing grandma who was this quasi-local famous artist," he said. "She's the one that instilled the creative spirit within me. And I think that's driven me through where I am today. It's incredibly important in a market, especially today's solar market, to have that creative mindset to solve problems."

Keith said he tempered his grandmother's artistic legacy with his father's pragmatism. "I had to put down my paintbrush and go towards a business school," he recalled. But he never lost touch with his creativity or curiosity.

After university, he joined Grey Group, one of the top global advertising agencies. "It was a perfect meshing of my creative mind and my dad's business mandate," he said. After five years at Grey, Keith took a job at Bell Mobility. Six years later, he moved on to Avigilon, a provider of security cameras. He started at Neurio as VP of Marketing in 2014 and was promoted to CEO in 2017.

"I have never asked specifically for a job or job promotion. I've never been the one to try to climb the corporate ladder for the sake of climbing the corporate ladder. That's never been my play. My play has always been to do well, perform well, give 110% of what you have, and things will go well for you," he said.

In today's podcast, Keith talks about what he thinks helped him succeed — and what he looks for in others when hiring. He explains that he's "a perpetual entrepreneur" who's "got to try new things" and what it's like to be at the helm of nonstop strategic acquisitions.

"What we're seeing worldwide in the last six months is definitely a change in the capital structure. And it's driven a lot to do with how the supply chain has driven up inflation. And now there are talks of us moving into recession. 

"We're not going to slow down our acquisition path. But we'll probably be more on the hunt for key pieces to the equation than we were looking at doing," he said.

Want to hear more? I invite you to tune in for the full podcast. I think Keith did a phenomenal job. He provides insight and inspiration about the inevitable electrification of the home, the grid services and programs that are required, and the exciting ways that companies like Generac are looking at the long-term strategy and reality that we've got to deliver resilience and peace of mind to homeowners. 

And it's fascinating to see inside the structure of such a significant player building a collaborative ecosystem like Generac. So I hope you have a chance to listen.

TIMESTAMPS:

(04:44) What table conversation was for Keith growing up
(06:19) Why Keith's dad made him attend business school
(10:08) Skillsets Keith achieved at Grey and Bell
(12:28) How Keith attracted trust from leadership
(14:13) Elements Keith uses to discover great talents
(15:43) Keith's move from Bell to Avigilon
(18:09) Early days constraints for Avigilon
(19:20) Similarities Avigilon shares with Generac
(22:36) Why Keith's decision to step away from Bell
(24:25) How Keith met Energy Aware founders
(25:42) How Keith followed Cleantech trends back in 2013
(26:33) Energy Aware revenue source in the early days
(32:11) How Generac reached out to Keith
(33:59) Why Generac matters to the Energy Industry
(37:47) What to expect from strategics
(45:00) How Generac sells solution alongside products
(46:16) The exciting Ecobee acquisition
(47:34) Generac Competition
(49:40) Why Enphase did not acquired Ecobee
(51:12) What sets Generac apart
(54:56) Keith's perspective on the current M&A trend
(57:43) Book recommendation
(58:34) Keith's favorite bookmarks
(59:23) Where to find Keith
(1:00:23) Keith's bold prediction
(1:01:42) Wrap up

RESOURCES:

Find Keith on LinkedIn.

Connect with Generac. on LinkedIn, Twitter, Facebook and on its website.

NOTEWORTHY QUOTE:

“Try. Try whatever is handed your way. Do your best to succeed, and you might surprise yourself.”
— Keith Marett

Thanks again to this week's sponsors, helping keep the podcast FREE to you!

SUNGROW focuses on integrated energy storage system solutions, including PCS, lithium-ion batteries and energy management system. Pleae visit https://www.mysuncast.com/sungrow

 
 

Are infrequent field checks an oversight? Do you need proper insight? Our app is a snap. With 60Hertz in your pocket, you’ll bring solar to the socket. Visit https://www.mysuncast.com/60hertz

ABOUT THE HOST OF SUNCAST:

Nico Johnson is the creator and host of SunCast, consistently rated a top solar podcast in the clean energy sector. The content of the show is geared towards listeners looking for insights on where the markets are headed, how to position themselves or their companies, and what today's market leaders do to stay ahead of the pack.

Nico is an Investor, Executive Coach, and 16-year veteran of the solar industry, having led development in the US and Latin America for global companies like Trina Solar and Conergy.

You can connect with Nico Johnson on Twitter, LinkedIn or email.

If you’ve been second-guessing your work decisions or maybe trying to reconsider how you "fit" in the renewable energy industry -> grab 20 minutes on Nico's calendar and discuss whether having him as Your personal coach might be the right next step.

Episode 494: On risk, leadership and creating a positive culture, with George Hershman, SOLV Energy

We'd love if you'd leave us a 5 ⭐ rating & review and it's never been easier: www.ratethispodcast.com/suncast

What can we tell you about George Hershman that you haven't heard before? Actually, quite a lot. George is a solar industry icon and one of my heroes in the industry. His leadership & industry accomplishments have set the bar for so many who see him as a mentor, boss and colleague (others have also used the words “one of my heroes” about George).

George has unparalleled insights into the clean energy revolution from his vantage point as the CEO of SOLV Energy and board chair of the Solar Energy Association (SEIA). Today, we're bringing you a preview of the doubleheader mega interview we recently conducted with George, which you can listen to in its entirety in SunCast Episodes 478 and 479. 

It was a fun interview. But it was also a meaty, beefy — long — interview, and maybe you're short on time. So think of this as the SparkNotes or CliffsNotes version of those two back-to-back podcasts. 

It's an abbreviated way to learn about George's personal and professional accomplishments, from his extensive construction background through his solar career's inception to how he and his team have advanced solar over the past 13 years. It's a fascinating journey.

SOLV Energy is a solar engineering, procurement and construction (EPC) and services provider for the utility, high-voltage substation and storage markets across North America. It provides turnkey utility solar solutions across the entire project lifespan.

It was formed in November 2021 when private equity firm American Securities acquired Swinerton Renewable Energy (SRE) and SOLV Inc., two renewable energy units of Swinerton Inc. George, who joined Swinerton in 1997, was president of both companies.

SRE, the No. 1 solar contractor in the U.S., provided EPC services for Swinerton's commercial clients before refocusing on the utility market. SOLV was created in 2012 to provide operations and maintenance (O&M) services to in-house and third-party plants.

The acquisition combined Swinerton's EPC and O&M service groups under one company, SOLV Energy, with George at the helm. SOLVE Energy benefits from the solid foundations George established at SRE and SOLVE and is now widely regarded as the premium brand among EPC firms, both in perception and price. With nearly 1,000 employees, it's also notable for employee growth and retention.

Great leaders are natural risk-takers, and a fear of failure often prevents greatness. George shares some interesting thoughts about how his parents encouraged him to take challenges by giving him a soft landing spot. 

"It allowed me to understand that it was okay to take business risks and to try things and know that at the end of the day, you're going to have the two people that know you the most and care about you the most support you in that endeavor, whether you succeeded it or failed," he said.

Dabbling in construction from age 15, George said he learned to embrace failure as a lever for growth. He said mistakes helped him challenge boundaries, develop an entrepreneurial spirit and persevere in the face of headwinds he encountered along the way.

It was an essential skill for the guy Swinerton selected to build its presence in the growing solar sector in 2008. George was employee No. 1 at SRE. "Businesses were changing, and we saw that we could also change and support them. And it happened that the utilities sector was better for us. We had the size and scale, and we had people that understood how to build projects at those types of scale. We understood the logistics aspect of the business, and ultimately, we continued to focus on that," George said.

He said engagement in the upfront construction planning process and the after-construction asset management process provides a unique perspective. "We're not only trying to target the lowest build costs, right? It's not just about capital expenditures (CapEx); it's also about operational expenditures (OpEx)," he said.

George gives good advice on how he's managed to grow and retain talent — a feat in today's tight labor market, adding, "You have to make it very appealing for people to stay here. And you have to give opportunity here."

"Unless we're doing more business or more lines of business, or offering new services, where people can step up and be leaders within our organization, they will go be leaders in somebody else's organization. Growth to me is about giving opportunities and retaining talent. Because at some point, everybody wants to be a leader of something," he said.

George said he's proud of SOLVE Energy's track record. "We haven't retained everybody. But most people here see this as the place to grow in the industry because we will absolutely give people opportunities. I love when a team member says, 'George, I have this great idea for a service or an offering or something we can try. And I'd like to take the lead.' 

"I want entrepreneurship to be infectious in this company, and I want to support it. And you know what? I'm also not afraid to fail in certain areas. We have not been successful in everything that we've tried. But you've got to fail along the way and figure out what will be successful. And that's an important part of retention," he said.

Tune into today's podcast for a good overview of George and how he's emerged as an industry thought leader. And then, when you've got more time, take a deep dive with SunCast Episodes 478 and 479. I promise they're worth your attention. They offer much more detail, including insights into his work with SEIA, the national trade association for the U.S. solar industry.

TIMESTAMPS:

(02:28) How George saw success in failures
(06:48) George's failing forward culture
(12:59) What Swinerton looked like when George joined
(19:19) George's transition from commercial to utility scale solar
(23:20) How the upfront and asset management process looks like to owners
(26:13) How George sees talent development
(30:52) Wrap up

RESOURCES:

Find George on LinkedIn.

Connect with SOLV Energy  on LinkedIn, Twitter, Facebook, Instagram and on its website.

NOTEWORTHY QUOTES:

“I also used to tell people, we don’t build schools, we open schools, right? Building a school doesn’t mean anything. Opening a school means everything right, the door, you know, the lights come on. The kids come to school, the teachers are there. It’s about the facility, building it for the service that it needs to provide.”
— George Hershman

Thanks again to this week's sponsor, helping keep the podcast FREE to you!

SUNGROW focuses on integrated energy storage system solutions, including PCS, lithium-ion batteries and energy management system. Pleae visit https://www.mysuncast.com/sungrow

ABOUT THE HOST OF SUNCAST:

Nico Johnson is the creator and host of SunCast, consistently rated a top solar podcast in the clean energy sector. The content of the show is geared towards listeners looking for insights on where the markets are headed, how to position themselves or their companies, and what today's market leaders do to stay ahead of the pack.

Nico is an Investor, Executive Coach, and 15-year veteran of the solar industry, having led development in the US and Latin America for global companies like Trina Solar and Conergy.

You can connect with Nico Johnson on Twitter, LinkedIn or email.

If you’ve been second-guessing your work decisions or maybe trying to reconsider how you "fit" in the renewable energy industry -> grab 20 minutes on Nico's calendar and discuss whether having him as Your personal coach might be the right next step.

Episode 493: 7x growth for this beloved 30yr old training organization? Elizabeth Sanderson, Solar Energy International

We'd love if you'd leave us a 5 ⭐ rating & review and it's never been easier: www.ratethispodcast.com/suncast

Solar Energy International (SEI) holds a special place in the hearts and minds of many #SolarWarriors who tune in regularly to SunCast. And SEI is equally important to me because it's partnered with SunCast for the entirety of our existence in support of nearly all our in-person and virtual events through the years.

So I'm especially delighted to welcome SEI Executive Director Elizabeth Sanderson and learn how, in her first year, she’s growing into the leader role of expanding this beloved organization. 

In case you're new to the industry, SEI is a 30-year-old solar education and training organization that's changed how folks learn to install solar and energy storage. In simplest terms, SEI supports a diverse, inclusive, well-trained solar workforce to promote sustainable economic growth, mitigate climate change, and support energy independence. 

It aims to Educate, Engage and Empower — a mission it's meeting because it already has nearly 100,000 graduates. They attend programs online and at SEI's technical training facility in Paonia, Colorado.

"There's such an urgency here to ensure we're reaching the most people we can to ensure the industry is going as fast as possible. I feel the urgency every morning when I wake up. I always refer to climate change as the hell and high water because that's what it is. Right? And so every day that we're not training more people and getting them jobs, we're slowing it down," she explains.

In today's podcast, we'll explore everything from how Elizabeth positions an organization that generates an exceptional amount of love from people in the solar industry for its next 30 years. 

She has an excellent vantage point, poised at the bleeding edge of technology in a quest to deliver the future workforce. So we'll also get her perspective on some technologies that excite her.

With credentials including Chief Operating Officer and director of development of a nonprofit that aims to end world hunger, president of an advertising agency that built several worldwide brands, and Chief Marketing Officer of a solar start-up, Elizabeth is scaling SEI while staying true to the organization’s key differentiators of quality education and an authentic family culture.  

She’s fully committed to solar. "Someone said to me at a party, 'we're not going to have to worry about starvation because we're going to all burn up because we've got this energy situation and the climate crisis is looming,'" she recalls.

Elizabeth says she knew from age 12 that she wanted a career in communications. "My father was in advertising and public relations, and he would bring the most amazing people home to our dinner table. They could tell stories, and they were interesting. And I said, 'That's what I want to do,'" she recalls.

She obtained a bachelor's in communication from the University of Illinois Urbana-Champaign, a Master's in Business, Management, Marketing, and Related Support Services from the Kellogg School of Management at Northwestern University and executive education in diversity and inclusion from Stanford University.

Over her decades-long career, she's held various roles at both profit and non-profit companies — building on her interests in communication, collaboration and education. 

She was president and board member of a Chicago advertising agency early in her career. But she said she reached a point where she knew it was time to "give back." Building on her interest in food insecurity, she spent six years in leadership roles at The Hunger Project (THP), a global, non-profit, strategic organization committed to the sustainable end of world hunger.

She left THP in 2016 to address her growing interest in climate change through a position as Chief Marketing Officer at Sunflare. A solar start-up that developed a proprietary technology to spread the adoption of renewable energy, she worked at Sunflare until she was recruited to SEI in 2021.

Elizabeth credits core competencies she's developed throughout her career, notably strategic thinking, for her success thus far at SEI.

"I'm constantly reading, synthesizing, and thinking about 'how will this play out? How will this affect what I do and what the team does? That's first and foremost, that's number one. Number two focuses on the people and working to understand who I'm working with, how we work in concert as a team and who we're serving," she says.

Elizabeth offers some keen insights about personal growth, professional development and staying true to your passions in an ever-evolving world. For now, she's focused on accelerating partnerships and collaborative relationships at SEI to keep an older organization relevant and agile. "I'm tasked with expanding the organization but keeping its soul and culture,” she says.

"The magnitude of the people we need to train is huge. And so what we're looking at expanding our organization to make that happen. And who better than us, our partners, and those who have yet to become our partners? "We're tapping each other on the shoulder saying, 'Hey, I've got this. What do you have? We're zipping our talents together. It's not about competition anymore but cooperation. It's like, 'What do you do?' Well, okay. We've got this. Let's do it together."

Please join us for the full podcast. Elizabeth has a lot to say. And if you want to continue the conversation after listening, Elizabeth is more than happy to connect on LinkedIn.

TIMESTAMPS:

(03:58) When Elizabeth first heard of SEI
(05:16) When Elizabeth realized what she wanted to do
(6:52) How Elizabeth got into advertising
(07:37) How advertising prepared Elizabeth for her current role
(08:32) Elizabeth's core skills from advertising
(10:44) How Elizabeth transitioned to global hunger project
(15:54) Importance of Elizabeth's network
(18:41) Elizabeth's first exposure to solar industry
(22:57) Helpful transitioning resources
(25:04) What's missing in the industry
(26:23) Core organizational building skills
(29:24) How trade barriers can be navigated
(31:56) How Elizabeth managed her team during pandemic
(34:53) What SEI represents for the solar industry
(39:55) Why SEI is loved by many
(41:02) How to instill organizational culture
(43:13) How SEI partners with other organizations
(44:12) Book recommendation
(45:52) How Elizabeth maintains SEI's culture
(51:06) Elizabeth corporate culture experience
(55:13) What SEI will be known for in 30 years
( 57:36) How storage will challenge PV 101
(59:16) What surprised Elizabeth about SEI
(1:00:13) What inspires Elizabeth
(1:04:37) How to know your best fit in the solar industry
(1:05:53) Book Elizabeth gives out most
(1:08:488) What Elizabeth's daily routine is like
(1:10:41) What excites Elizabeth
(1:14:04) Best way to find Elizabeth
(1:15:06) Elizabeth's bold prediction
(1:17:11) Wrap up

RESOURCES:

Find Elizabeth on LinkedIn.

Connect with Solar Energy International. on LinkedIn, Twitter, Facebook, YouTube and on its website.

BOOKS MENTIONED AND RECOMMENDATIONS:

Thanks again to this week's sponsors, helping keep the podcast FREE to you!

SUNGROW focuses on integrated energy storage system solutions, including PCS, lithium-ion batteries and energy management system. Pleae visit https://www.mysuncast.com/sungrow

 
 

Are infrequent field checks an oversight? Do you need proper insight? Our app is a snap. With 60Hertz in your pocket, you’ll bring solar to the socket. Visit https://www.mysuncast.com/60hertz

ABOUT THE HOST OF SUNCAST:

Nico Johnson is the creator and host of SunCast, consistently rated a top solar podcast in the clean energy sector. The content of the show is geared towards listeners looking for insights on where the markets are headed, how to position themselves or their companies, and what today's market leaders do to stay ahead of the pack.

Nico is an Investor, Executive Coach, and 16-year veteran of the solar industry, having led development in the US and Latin America for global companies like Trina Solar and Conergy.

You can connect with Nico Johnson on Twitter, LinkedIn or email.

If you’ve been second-guessing your work decisions or maybe trying to reconsider how you "fit" in the renewable energy industry -> grab 20 minutes on Nico's calendar and discuss whether having him as Your personal coach might be the right next step.

Episode 492: TT: An instant feasibility tool for optimizing utility-scale solar? Ashton Vandemark, Terrasmart

We'd love if you'd leave us a 5 ⭐ rating & review and it's never been easier: www.ratethispodcast.com/suncast

The ability to make late–stage project decisions is commonplace but carries with it a myriad of issues, speculations, and resistance to change. Many of us have had to make a change [to a project] late-in-the-game due to module pricing fluctuations or engineering calculation revisions, but are uncertain whether the changes will create the desired impact or if we have the time and data to make the decision at all. Yet, we have to get these projects through the due diligence stage, build them and start generating kilowatt-hours.

Today's guest will tell us about a product he created to solve his pain as a project development engineer. And I think you'll find it could help you make better decisions as well.

Ashton Vandemark is the business unit manager for the Solar Instant Feasibility Tool (SIFT) at Terrasmart, a provider of screw-based, ground-mount solar racking technology, mainly used for solar projects. SIFT — a design, performance and financial modeling solution — is Ashton's baby.

He created it at Sunfig, a company he founded in 2017 and sold in January 2021 to Gibraltar, a provider of solar racking technologies, electrical balance-of-system products, and installation services. Gibraltar, which had already acquired RBI Solar back in 2015 to begin it’s expansion into solar, concurrently acquired TerraSmart [in 2021] in a significant expansion of its solar portfolio.

While Ashton's role has changed, he still proudly promotes the early-stage feasibility tool he developed "to help clients gain confidence in their decisions, maximize margins, and submit winning bids with a competitive edge." He says SIFT can Increase a project's internal rate of return (IRR) by 5% to 15% and speed up the development cycle.

SIFT offers three value propositions. It:

  • Enables clients to identify the best possible project with granularity, potentially boosting returns and margins

  • Takes the guesswork out of multiple scenarios

  • Improves confidence clients are building the most optimized, competitive asset

In today's podcast, Ashton shares his experiences from graduating with a mechanical engineering degree from The Ohio State University through relocation to China and ultimately founding the company where he developed SIFT.

He has been passionate about the renewable space since college, so he was excited to land a job at SunPower Corp. He served as a project manager for two new product introductions in China, a new single-axis tracking platform and a module and performance validation project.

My role was unique," he says.

Liaising between teams in the US and China, he shared knowledge about design, performance, modeling and financial modeling. SunPower was developing projects — "its bread and butter up to that point" — and was starting to build products.

"I had the experience of being on both sides of that transaction, selling a product to a developer and also being the developer myself and trying to implement these products on sites. Through that experience, I recognized a very concerning pattern within my business and with the customers with whom I communicated. And that is that the development cycle and decision cycle is extremely fast," he explains.

He says the big challenge he identified was during preconstruction, in the feasibility stage. "How do we put our best foot forward on a particular site with its unique topography, weather and so on?"

Ashton credits a broad and cross-functional background for his success in building SIFT. Never siloed in the design, finance, construction or product engineering team, he had a role that allowed him to touch all those groups.

"I knew what a design looked like, and I knew the products' capabilities. I knew what a performance model was and how to create one. And I knew what a financial model was and how to create a Power Purchase Agreement (PPA), identify an IRR, or calculate the Net Present Value (NPV).

"I wanted to connect the feasibility study problem to financial reality. I had the scope and understanding of that cycle and decent computer programming knowledge."

Ashton said it was a tough decision to leave SunPower. "But I was young and bold and jumped for it. I thought, 'Hey, if there's ever a time, if there's ever an opportunity where I might create something that could have a big impact on the industry and solve a real problem, this was it.'"

He and Sunfig co-founder Nick Sanderson went on to create SIFT. "Nick has deep computer science knowledge and is the cloud guru I needed to bring this to life," he recalls.

Ashton says SIFT differs from HelioScope, a web-based sales and design tool for solar professionals, in that it's ultimately not a design tool. "It's a decision-making tool, and it's a data generation tool. SIFT isn't sitting in a place where it will generate or be some CAD lite application for you to create a design. It's meant for you to ingest the early inputs from a project," he says.

Ashton shares many more details in the podcast, including evolving use cases. "A couple of years ago, the biggest thing we had to worry about is an underground pipeline popping up in the development cycle, but now it's module cost skyrocketing or a module just being unavailable and forcing an entire pivot," he says.

Intrigued? I hope you listen to the podcast and take advantage of a meaningful offer Ashton shares with all our listeners: a free month's access to the SIFT software. "If you schedule a demo with us, just note you came from the SunCast interview, and I'll make sure that our team sets you up," he says.

TIMESTAMPS:

(03:33) Ashton's early days as solar project developer
(05:25) How to optimize the utility scale product development cycle
(7:31) Challenges Ashton identified at pre construction 
(08:53) Relevant skill set to Ashton's product development
(12:32) What Ashton built first
(13:34) What makes SIFT different from other market products
(15:20) What makes SIFT a data engine
(16:57) Early market validators in the design cycle
(17:58) How SIFT integrates with RPI's project development
(20:05) How SIFT is useful for product procurement
(25:31) Where to get the special offer for the SunCast community
(26:22) Wrap up

RESOURCES:

Find Ashton on LinkedIn.

Connect with Terrasmart on LinkedIn, Twitter, Facebook, Instagram and on its website.

NOTEWORTHY QUOTE:

“You put the best product in front of the customer for a project, that’s a higher probability of a win”
— Ashton Vandemark

Thanks again to this week's sponsor, helping keep the podcast FREE to you!

SUNGROW focuses on integrated energy storage system solutions, including PCS, lithium-ion batteries and energy management system. Pleae visit https://www.mysuncast.com/sungrow

ABOUT THE HOST OF SUNCAST:

Nico Johnson is the creator and host of SunCast, consistently rated a top solar podcast in the clean energy sector. The content of the show is geared towards listeners looking for insights on where the markets are headed, how to position themselves or their companies, and what today's market leaders do to stay ahead of the pack.

Nico is an Investor, Executive Coach, and 15-year veteran of the solar industry, having led development in the US and Latin America for global companies like Trina Solar and Conergy.

You can connect with Nico Johnson on Twitter, LinkedIn or email.

If you’ve been second-guessing your work decisions or maybe trying to reconsider how you "fit" in the renewable energy industry -> grab 20 minutes on Nico's calendar and discuss whether having him as Your personal coach might be the right next step.

Episode 491: What’s the value of energy resources on your property? Ask LandGate

We'd love if you'd leave us a 5 ⭐ rating & review and it's never been easier: www.ratethispodcast.com/suncast

Yoann Hispa has four science and math degrees, speaks four languages and cultivates a singular obsession with knowledge acquisition. He credits those multiple degrees from multiple places and his personal commitment to dig deep to solve challenges for a broad, flexible and exciting perspective on innovation, entrepreneurship and the energy industry.

Yoann is the CEO and co-founder of LandGate, a technology-driven data solutions platform and online marketplace that aims to revolutionize the ways US environmental resources for everything from solar and wind to oil and gas are bought and sold. "We call ourselves the Zillow for land resources," he said.

The six-year-old Denver-based company helps landowners, real estate agents, investors, developers and other stakeholders make more informed decisions through data and valuation benchmarks. 

Yoann has 17 years of experience in the energy and carbon industry in various technical and leadership roles and teaches energy land resources at the University of Texas-Austin and the Realtors Land Institute. Before starting LandGate, he was executive director of engineering at Ruspetro, an independent and innovative oil and gas company, and led the engineering and drilling operations for a private equity firm's mineral acquisitions.

In today's podcast, he discusses the catalyst for his career path, his philosophy on building a business and explains how land values for wind and solar compare to traditional oil and gas leases. "Renewables are growing the most now," he said. 

Describing himself as "a Hispanic guy with a mixed heritage," including Spanish, Italian and French, Yoann divided his childhood between Spain and France.

Though he was living in a small village of fewer than 80 people, he had a chance to meet the late US astronaut James Irwin when he was 10. Irwin was an aeronautical engineer, test pilot, US Air Force pilot and the eighth person to walk on the Moon. "I decided I was going to be either a pilot or a scientist," he recalled.

After joining the French Air Force Academy and earning a bachelor's degree equivalent in math and physics, he decided to take the science route in graduate school. He holds Master's degrees in Petroleum Engineering from UT Austin, Geomechanics from the University of Birmingham in the United Kingdom and Civil Engineering from ESTP Paris, the School for Major Projects. 

"Having multiple degrees from multiple places that each offer different ways to study and different way to look at things enlarges your vision," he said. It helps you look at things from multiple directions "and gives you a better view than just digging in the same direction."

Yoann explained how the oil and gas component of his career and how his interests ultimately broadened into renewables. He sees energy as a moving target, constantly morphing into new and different opportunities to meet the world's demands. And while renewables are hot now, he said he doubts the status quo will remain the same in two or three decades. "They'll probably find something even better," he said.

But the need for land will remain. It's a finite commodity but equally crucial whether the focus is fossil fuel or wind. "Land has a historically low dividend. But in terms of an inflation environment, like we are in today, land is a very safe investment," he added.

Yoann said multiple energy companies have tried to do what LandGate has done: to put a dollar value on every parcel in the US. "We've done that 170 million parcels, and we've done that for solar, wind, oil and gas, water," he continued. 

He said LandGate "did not get lost in processes" and benefits from very efficient people, working remotely, very efficiently."

I hope you listen to the full podcast with Yoann Hispa to get a sense of where he sees the world today and his predictions for the future. I'm fascinated by our conversation and feel confident you will be, too.

TIMESTAMPS:

(04:07) Yoann's non traditional background
(09:25) High school influence on Yoann's life 
(12:25) How Yoann became an entrepreneur
(12:58) Why four different degrees
(16:08) How Yoann compartmentalizes learning and career building
(22:24) How the oil & gas component factors into renewables
(25:32) Challenges Yoann faced as an entrepreneur
(30:29) Yoann's Delta Force team
(32:26) How Yoann customer base has changed over the years
(35:59) What's the dollar value look like yearly
(44:41) How Yoann became a series B entrepreneur
(46:21) How much more capital was needed beyond his initial expectation
(49:12) Instrumental resources to Yoann's life
(51:30) Consistent habit that gives Yoann leverage
(54:13) How to connect with Yoann
(55:10) Yoann's bold prediction
(59:45) Wrap up

RESOURCES:

Find Yoann on LinkedIn and Twitter.

Connect with LandGate Corp. on LinkedIn, Twitter, Facebook, Instagram and on their website.

Thanks again to this week's sponsors, helping keep the podcast FREE to you!

SUNGROW focuses on integrated energy storage system solutions, including PCS, lithium-ion batteries and energy management system. Pleae visit https://www.mysuncast.com/sungrow

 
 

Are infrequent field checks an oversight? Do you need proper insight? Our app is a snap. With 60Hertz in your pocket, you’ll bring solar to the socket. Visit https://www.mysuncast.com/60hertz

ABOUT THE HOST OF SUNCAST:

Nico Johnson is the creator and host of SunCast, consistently rated a top solar podcast in the clean energy sector. The content of the show is geared towards listeners looking for insights on where the markets are headed, how to position themselves or their companies, and what today's market leaders do to stay ahead of the pack.

Nico is an Investor, Executive Coach, and 16-year veteran of the solar industry, having led development in the US and Latin America for global companies like Trina Solar and Conergy.

You can connect with Nico Johnson on Twitter, LinkedIn or email.

If you’ve been second-guessing your work decisions or maybe trying to reconsider how you "fit" in the renewable energy industry -> grab 20 minutes on Nico's calendar and discuss whether having him as Your personal coach might be the right next step.

Episode 490: Career Profile: Solar PPA Sales, Miguel Gil Mast of Schneider Electric

We'd love if you'd leave us a 5 ⭐ rating & review and it's never been easier: www.ratethispodcast.com/suncast

Miguel Gil Mast is the Frankfurt, Germany-based sales manager in the sustainability business unit at Schneider Electric, a French multinational company specializing in digital automation and energy management. For the better part of two and a half years, he's been helping energy buyers and sustainability professionals to sort through the decision-making process around renewable energy.

 With a deep background in renewables and engineering, Miguel advises his clients about tailor-made power purchase agreements (PPAs) — in which clients procure clean energy directly from large-scale renewable energy projects — and carbon offset solutions. And in today's wide-ranging and fascinating podcast, he gives us a sense of how an engineer morphed into a customer-facing sales manager.

 Miguel's career path is at once typical and atypical, fueled by an advanced degree in renewable energy engineering and early career experience at the Deutsche Gesellschaft für Internationale Zusammenarbeit (GIZ). At GIZ, his work focused on the financial analysis of solar cooling for industry and commerce.

 "That was the beginning of a series of events that led me to focus my entire degree, which was very technical and engineering heavy, into a business case direction. And it started what I think to this day is still my philosophy," he said.

 He has a practical approach to the industry, noting, "Sustainability is fantastic, and renewable energy is great. There's great technology out there, and there are a lot of things going on. But if we want to make a difference, we need to convince the people who don't care about any of that stuff there's a business case."

 Miguel is fully committed to sustainability, calling it his heart and background. But he's well aware that industry growth depends on persuading people who are inherently skeptical of the whole thing of all the reasons beyond the obvious why they should invest in it.

 Through his education, internships and various jobs, Miguel honed his expertise in financial engineering. Now he's comfortable presenting sustainability numbers to people on the procurement side in such a way that they say, "okay, that makes sense to me, even if I don't care about renewables."

 Miguel shares some interesting observations about the core skills that bring value to his customers and his corporation in his current role. They include excellent internal and external stakeholder management, including coordinating efforts, understanding who your allies are, and how to marshal essential resources.

 And he shares a story I absolutely love about the teaching career he thought he might follow in high school. While he ultimately opted for a different path, he explains how he incorporated his passion for breaking down complicated topics into easy-to-understand ideas.

That ability still gets people excited about and clear around the sustainability topics he shares today through his work at the global, pancontinental, multicultural collective that is Schneider Electric — one of the largest corporations in the world.

 In 2021 Schneider received the top ranking in the Global 100 Most Sustainable Corporations list from research organization Corporate Knights for its dedication to sustainable practices, particularly regarding the digital transformation of energy.

It's worth noting Miguel is part of what was formally known as Renewable Choice Energy, a leader in helping commercial, industrial, and institutional clients navigate clean energy purchasing options. Schneider acquired the firm in 2017.

 I’m excited to share Miguel’s insights about what customers and aspiring clean energy sale professionals need to know. “Anyone who wants to hear more about how to get into this space, how to get into sales from a technical background, or more about PPAs, hit me up on LinkedIn. And I'll be happy to start a conversation,” Miguel said.

TIMESTAMPS:

(04:35) How Miguel became a sales manager as an engineer
(07:49) Miguel's value to customers and Schneider Electric
(11:11) What hard skills are consequential to Miguel's growth
(14:00) How Miguel applied ideas to his work at Green Genius
(17:35) How sales teams bifurcate into verticals
(23:25) Trade offs in engaging organizations as a sales manager
(26:23) Internal Signs that a corporate client is ready to engage clean energy procurement
(28:47) External signs a corporate client is ready to engage clean energy procurement
(30:40) How sales managers build educated market for suppliers
(32:57) Why demonstrate track record publicly
(34:46) How Miguel chose his sub category 
(38:08) Why educate yourself when selecting verticals
(42:00) Rough statistics of Schneider Electric
(42:46) Where to find Miguel
(43:34) Wrap up

RESOURCES:

Find Miguel on LinkedIn.

Connect with Schneider Electric on LinkedIn, Twitter, Facebook and on their website.

Thanks again to this week's sponsor, helping keep the podcast FREE to you!

 

SUNGROW focuses on integrated energy storage system solutions, including PCS, lithium-ion batteries and energy management system. Pleae visit https://www.mysuncast.com/sungrow

ABOUT THE HOST OF SUNCAST:

Nico Johnson is the creator and host of SunCast, consistently rated a top solar podcast in the clean energy sector. The content of the show is geared towards listeners looking for insights on where the markets are headed, how to position themselves or their companies, and what today's market leaders do to stay ahead of the pack.

Nico is an Investor, Executive Coach, and 15-year veteran of the solar industry, having led development in the US and Latin America for global companies like Trina Solar and Conergy.

You can connect with Nico Johnson on Twitter, LinkedIn or email.

If you’ve been second-guessing your work decisions or maybe trying to reconsider how you "fit" in the renewable energy industry -> grab 20 minutes on Nico's calendar and discuss whether having him as Your personal coach might be the right next step.

Episode 489: Understanding the “Value Stack” for Community Solar with Sy Kim, Community Solar Support LLC

This is Episode 5 of 5 in our Community Solar Series

Learn more here.

We'd love if you'd leave us a 5 ⭐ rating & review and it's never been easier: www.ratethispodcast.com/suncast

“Community solar is very attractive, because the market has shifted towards offering fixed percentage discounts to the underlying bill credit, which is a long winded way of saying almost guaranteed savings. If you’re a potential subscriber, why wouldn’t you want to take guaranteed savings, right?”
— Sy Kim, Community Solar Support LLC

If you’ve been following along the touchstones that make up the community solar market…

“In this final episode of our 5-part series, we still have one more segment of this quilt of knowledge left to weave - the money - how does it work? You heard David Sandbank in Episode 1 refer to the Value Stack. The ways in which the market participants are incentivized to participate is an important element of any complete understanding of an industry sufficient that you could actually begin to participate in it. So, today I’m sitting down with Sy Kim, an industry veteran who has become a go-to resource for those who wish to develop market entry and business development plans for community solar. I first met Sy back when he was a project developer at SunPower before he went on to take senior leadership roles in NRG Energy and what would become Clearway. Sy’s market understanding surpasses most others I’ve met when it comes to explaining the one piece left to unravel in this tapestry - just how does the revenue in these projects stack up? 

We discuss RECs, Tax Equity, market constraints & More. 

From types of offtakers to credit risk, incentives and customer mix, this final discussion will hopefully help fill any remaining gaps in your understanding of just exactly what community solar is and how you can participate in this high-growth opportunity.

You can learn more about today’s guest and our expert lineup along with what else is to come in the series at www.mysuncast.com/communitysolar 

Did you miss the series so far?CONSIDER THIS YOUR “COMMUNITY SOLAR 101”

In this 5-part series, we answer:

  • How does Community Solar work, and what are the Policy frameworks that support it’s expansion?

  • Is the development of Community Solar that much different from other solar verticals (C&I, Utility)?

  • How does this segment of the industry enable a more just & equitable solar offering?

  • Who are the customers and how are they acquired for Community Solar as compared with other verticals?

  • And, How does the money flow into, through and out of these projects for the various stakeholders?

 

The Community Solar series presented in partnership with EDP Renewables N. America, Distributed Generation.

You can learn more about all the sponsors who help make SunCast free for you, here: www.mysuncast.com/sponsors

And you can always find the resources and learn more about today’s guest, recommendations, book links, and more than 485 other founder stories and startup advice at www.mysuncast.com.

You can connect with me, Nico Johnson, on Twitter, LinkedIn or email.

Here’s a peak at the Community Solar Series:

Episode 1: The Role of Policy in Community Solar with Jeff Cramer, CCSA & David Sandbank, NYSERDA

Episode 2: The Project Developer Perspective: Is it really that different?

Episode 3: Federal support for equitable access to solar

Episode 4: Customer acquisition for Community Solar

Episode 5: Understanding the “Value Stack” for Community Solar

TIMESTAMPS:

(04:25) Sai's expectation of community solar in 2014
(05:42) How Sai help partners in community solar marketplace
(08:22) What is unique about community solar revenue streams
(10:17) Areas of revenue for community solar
(11:52) What offtake agreement is all about
(15:50) How PPA impacts project viability
(16:55) How community solar redefines the nature of offtakers
(21:33) Financiers' comfortability with contracted revenue
(23:54) Impact of customer fungibility on asset flexibility
(26:39) How Renewable Energy Credits work
(30:50) Importance of incentive program to community solar
(33:29) How incentives contribute to cash flow
(35:49) Constraints of going into community solar from developers perspective
(38:10) Community solar attractiveness to equity providers
(40:42) Best way to reach Sai Kim
(41:17) Wrap up

ABOUT SY KIM:

Sy has more than 13 years of renewable energy origination and development experience. This expertise is utilized by the commercial clients he advises on behind-the-meter (BTM) and community solar opportunities nationwide. Prior to starting his own renewable energy consulting practice, Sy managed origination and development at NRG Renew/Clearway and SunPower. He received a B.S. degree in Management Science from UC San Diego, and an MBA from UCLA.

Energy leader committed to driving results throughout the value chain, from Market Development and Strategy to Project Development and Originations. Thrives while spearheading multi-stakeholder BTM, Community and Utility transactions.

RESOURCES:

Find SY on LinkedIn.

CHECK OUT THE ENTIRE COMMUNITY SOLAR SERIES:

ABOUT THE HOST OF SUNCAST:

Nico Johnson is the creator and host of SunCast, consistently rated a top solar podcast in the clean energy sector. The content of the show is geared towards listeners looking for insights on where the markets are headed, how to position themselves or their companies, and what today's market leaders do to stay ahead of the pack.

Nico is an Investor, Executive Coach, and 15-year veteran of the solar industry, having led development in the US and Latin America for global companies like Trina Solar and Conergy.

You can connect with Nico Johnson on Twitter, LinkedIn or email.

If you’ve been second-guessing your work decisions or maybe trying to reconsider how you "fit" in the renewable energy industry -> grab 20 minutes on Nico's calendar and discuss whether having him as Your personal coach might be the right next step.

Episode 488: Customer Acquisition for Community Solar with Kate Henningsen, Arcadia Power

This is Episode 4 of 5 in our Community Solar Series

Learn more here.

We'd love if you'd leave us a 5 ⭐ rating & review and it's never been easier: www.ratethispodcast.com/suncast

“...through technology, we can track movers, we can move with them much more easily. And so we’ve opened up a whole new class of customers, with no FICO score[requirement], renters I mean, and then we can move with them. ”
— Kate Henningsen, Arcadia Power

Customers are the heartbeat of Community Solar, and they’re acquired more like Internet or Telecom customers than traditional solar or energy companies are accustomed to.

➡️ The key to Community Solar growth is in understanding the customer acquisition model and making it EASY for more customers to say “YES”. 

How are Community Solar subscribers:

☀️Found?

☀️Enrolled?

☀️& Serviced?

How does customer acquisition for Community Solar actually work? 

In Episode 4 of this series, we’ll hear from Kate Henningsen, Co-founder and COO at Arcadia Power. Prior to joining Arcadia Power as its sixth employee, Kate spent several years as a litigator at an international law firm, providing counsel to businesses on a wide variety of high-stakes issues. She has helped grow Arcadia to perhaps the most well-known among a category of service providers known as “aggregators” in Community Solar. We often hear community solar buyers referred to as subscribers. 

But, who actually finds, enrolls and services these subscribers? How does customer acquisition for community solar actually work? And how do you get beyond the general notion that it is just Too Good to be True? To answer these questions and more, I reached out to Kate Henningsen. Kate and the Arcadia team have onboarded more than 200K solar customers, and have eliminated the need for a FICO score as a pre-requisite for subscription. Aggregators serve a critical function in the marketplace to lower customer acquisition costs & address the scalability of the sector.

The more you learn about Community Solar, the more you realize that it’s not too good to be true. It’s an incredibly powerful, growing vertical in the Solar sector.

Kate and the Arcadia team have on-boarded more than 200k solar customers while eliminating the need for a FICO score. 

How? Tune-in today to learn & then head of to Linkedin and contribute your thoughts!

You can learn more about today’s guest and our expert lineup along with what else is to come in the series at www.mysuncast.com/communitysolar 

In this 5-part series, we answer:

  • How does Community Solar work, and what are the Policy frameworks that support it’s expansion?

  • Is the development of Community Solar that much different from other solar verticals (C&I, Utility)?

  • How does this segment of the industry enable a more just & equitable solar offering?

  • Who are the customers and how are they acquired for Community Solar as compared with other verticals?

  • And, How does the money flow into, through and out of these projects for the various stakeholders?

 The Community Solar series presented in partnership with EDP Renewables N. America, Distributed Generation.

You can learn more about all the sponsors who help make SunCast free for you, here: www.mysuncast.com/sponsors

And you can always find the resources and learn more about today’s guest, recommendations, book links, and more than 485 other founder stories and startup advice at www.mysuncast.com.

You can connect with me, Nico Johnson, on Twitter, LinkedIn or email.

Here’s a peak at the Community Solar Series:

Episode 1: The Role of Policy in Community Solar with Jeff Cramer, CCSA & David Sandbank, NYSERDA

Episode 2: The Project Developer Perspective: Is it really that different?

Episode 3: Federal support for equitable access to solar

Episode 4: Customer acquisition for Community Solar

Episode 5: Understanding the “Value Stack” for Community Solar

TIMESTAMPS:

(04:13) How community solar impacts customer acquisition
(05:18) Kate's pre energy background
(09:06) Early weaknesses in product delivery
(11:31) Why aggregators exist in community solar
(14:09) Kate's thoughts on customer acquisition without FICO check
(16:02) How Kate gets underwriters comfortable with no FICO score
(17:45) How Kate uses diversity channel to precede the market
(19:55) How community solar creates opportunity for other people
(20:59) How regulators see community solar products
(24:52) States with market traction
(26:17) Obstacles that stand in the way of community solar being pervasive
(28:54) Kate's thoughts on incentivizing community solar
(31:10) At what stage is community solar at now
(33:00) Wrap up

ABOUT KATE HENNINGSEN:

Kate Henningsen is Co-Founder & COO at Arcadia. Prior to joining Arcadia Power as its sixth employee, Kate spent several years as a litigator at an international law firm, providing counsel to businesses on a wide variety of high-stakes issues. She is an honors graduate of Georgetown University and Georgetown University Law Center, and holds a Master’s degree from Oxford University. A sixth-generation Wisconsinite, she lives on Capitol Hill in Washington D.C. with her husband and two daughters.

RESOURCES:

Find Kate on LinkedIn.

Follow Arcadia on LinkedIn, Facebook, Twitter, Instagram and check out their website.

CHECK OUT THE ENTIRE COMMUNITY SOLAR SERIES:

ABOUT THE HOST OF SUNCAST:

Nico Johnson is the creator and host of SunCast, consistently rated a top solar podcast in the clean energy sector. The content of the show is geared towards listeners looking for insights on where the markets are headed, how to position themselves or their companies, and what today's market leaders do to stay ahead of the pack.

Nico is an Investor, Executive Coach, and 15-year veteran of the solar industry, having led development in the US and Latin America for global companies like Trina Solar and Conergy.

You can connect with Nico Johnson on Twitter, LinkedIn or email.

If you’ve been second-guessing your work decisions or maybe trying to reconsider how you "fit" in the renewable energy industry -> grab 20 minutes on Nico's calendar and discuss whether having him as Your personal coach might be the right next step.

Episode 487: $1B in energy savings by 2025!...how the DOE supports Community Solar, with Nicole Steele, DOE

This is Episode 3 of 5 in our Community Solar Series

Learn more here.

We'd love if you'd leave us a 5 ⭐ rating & review and it's never been easier: www.ratethispodcast.com/suncast

“The US Department of Energy considers community solar an indispensable source in our future energy mix.”
— Nicole Steele, US DOE

In Episode 3 of our Community Solar Series, we’ll hear from Nicole Steele, Senior advisor for Energy Justice & workforce at the Department of Energy’s Solar Energy Technologies Office.

Nicole runs the National Community Solar Partnership, which as you heard in Episode 1 has set an ambitious goal of achieving $1B in energy savings across 5M households by 2025. 

This would represent an increase from 3 to 20GW of community solar capacity in the US, and reflects an average bill reduction of 20%.

How does the DOE plan to support this program? Why did it need to exist at all? And how can you benefit from it in your company or community? That’s what we intend to understand and illuminate in this discussion with Nicole Steele.

Nicole (originally featured on SunCast episode 177) is a nationally recognized leader and expert in clean energy with a focus on frontline communities and workforce development. She has 20 years of experience working with government officials, policymakers, advocates, and entrepreneurs to develop and implement inclusive clean energy policies and programs. And as she says, “the business model of community solar is democratizing energy because it's a business model that allows for everyone to see the benefits of solar, even if you can't host solar on your rooftop.”

Key Questions we cover in this interview:

  • Why is the DOE supporting Community Solar, specifically?

  • Who are the stakeholders DOE is engaging, and how?

  • What is the “5 pathways to success” model that Nicole & DOE offer?

  • And, what are the desired outcomes for this program, beyond the headlines of $1B in energy savings?

According to Nicole, the DOE is focused on one thing w/this program: How do we get more community solar on more rooftops as quickly as possible?

Tune in to learn more and see how this program might be useful for your community.

Resources mentioned that are worth checking out right from your mobile: 

NCSP Getting to 5 Million: Slides and Recording (53 min version)

NCSP Annual Summit: Recording (A FOUR HOUR event if you’re looking to do a truly deep dive!) 

You can learn more about today’s guest and our expert lineup along with what else is to come in the series at www.mysuncast.com/communitysolar 

The Community Solar series presented in partnership with EDP Renewables N. America, Distributed Generation.

You can learn more about all the sponsors who help make SunCast free for you, here: www.mysuncast.com/sponsors

And you can always find the resources and learn more about today’s guest, recommendations, book links, and more than 485 other founder stories and startup advice at www.mysuncast.com.

You can connect with me, Nico Johnson, on Twitter, LinkedIn or email.

Here’s a peak at what’s coming this week on the Community Solar Series

Episode 1: The Role of Policy in Community Solar with Jeff Cramer, CCSA & David Sandbank, NYSERDA

Episode 2: The Project Developer Perspective: Is it really that different?

Episode 3: Federal support for equitable access to solar

Episode 4: Customer acquisition for Community Solar

Episode 5: Understanding the “Value Stack” for Community Solar

TIMESTAMPS:

(02:40)  How DOE defines community solar
(03:25) Why Energy Department supports community solar
(04:47) Nicole's role in the National Community Solar Partnership
(07:44) How community driven growth fuels the business model
(10:33) Why incentivize stakeholders, solar sales companies for communities
(15:36) What engaging stakeholders looks like for NCSP 
(17:52) What the five pathways to success are
(31:15) Impact of framing community solar conversation
(37:14) How NCSP plans to ensure further 10% improvement
(39:54) What Nicole's community solar success parameter would be 
(41:49) Where to learn more
(44:19) Wrap up

ABOUT NICOLE STEELE:

Nicole Steele joined the U.S. Department of Energy Solar Energy Technologies Office in January 2021 as a senior advisor for equity and workforce issues and leads the National Community Solar Partnership. She is a nationally recognized leader and expert in clean energy with a focus on frontline communities and workforce development. She has 20 years of experience working with government officials, policymakers, advocates, and entrepreneurs to develop and implement inclusive clean energy policies and programs. Nicole was the founding executive director of GRID Alternatives Mid-Atlantic, policy director at the Alliance to Save Energy, and ran the Energy Efficiency and Conservation Block Grant (EECBG) program for Loudoun County, Virginia. She started her career in affordable housing, community planning, and politics. She is an AmeriCorps alumni and passionate supporter of community service.

RESOURCES:

Find Nicole on LinkedIn.

Follow U.S. Department of Energy on LinkedIn, Facebook, Twitter, Instagram, YouTube and check out their website.

CHECK OUT THE ENTIRE COMMUNITY SOLAR SERIES:

ABOUT THE HOST OF SUNCAST:

Nico Johnson is the creator and host of SunCast, consistently rated a top solar podcast in the clean energy sector. The content of the show is geared towards listeners looking for insights on where the markets are headed, how to position themselves or their companies, and what today's market leaders do to stay ahead of the pack.

Nico is an Investor, Executive Coach, and 15-year veteran of the solar industry, having led development in the US and Latin America for global companies like Trina Solar and Conergy.

You can connect with Nico Johnson on Twitter, LinkedIn or email.

If you’ve been second-guessing your work decisions or maybe trying to reconsider how you "fit" in the renewable energy industry -> grab 20 minutes on Nico's calendar and discuss whether having him as Your personal coach might be the right next step.

Episode 486: The Project Developer Perspective: Is it really that different? with David Kane, EDP Renewables

This is Episode 2 of 5 in our Community Solar Series

Learn more here.

We'd love if you'd leave us a 5 ⭐ rating & review and it's never been easier: www.ratethispodcast.com/suncast

“Many states have made the mistake of making these [community solar] programs very rich, and it encourages this gold-rush mentality, but there are only so many ‘parking spaces’ to put the projects on, from a real estate perspective.”
— Dave Kane, EDPR

You have to secure that coveted interconnection position. That’s the lesson learned from countless developers who’ve tried to participate in the booming community solar market as each state rolls out their version of a program to attract developers and investors to their market. 

So, how do you see ahead of the curve to get these early “parking spaces” that Dave’s referring to? What are some of the critical elements of developing the project, at a basic level? That’s what this Episode 2 of the Community Solar series aims to help unpack. 

In  today’s conversation, our Community Solar expert, David Kane, gives us the view from the developer angle. 

  • What exactly is entailed in his role as project developer? How does the organization rely on he and his team for progress?

  • How does a developer think about policy as an enabler or driver for how to structure his/her time & team?

  • What does the ecosystem of stakeholders look like? What are the kinds of people that one looks for in “local” partners?

Dave also gives us a glimpse into what is required from a skillset mix of community solar developers, like:

  • Interconnection & Land are the basic skills

  • Working with partners to identify sites

  • Identifying Grid constraints

  • Understanding environmental constraints 

And, I ask the question that seems to really be on many people’s minds: “Are these skills & needs all that different from Utility scale development?  And Dave graciously goes into the details that enunciate just how different (and, yes, similar) this vertical is from it’s brethren in the solar development market.

If you’ve been wondering

  • How do you decide where (market, team requirements, partner development) to focus the effort?

  • Where do people most often fail or mess up in the development process for community solar?

  • What sets successful projects apart from the rest - what do you look for in a development partner or project?

Then this next episode of the Community Solar series is for you!

Tune-in, and also if you missed it go queue up Episode 1 from the series with Jeff Cramer of CCSA.

You can learn more about today’s guest and our expert lineup along with what else is to come in the series at www.mysuncast.com/communitysolar 

The Community Solar series presented in partnership with EDP Renewables N. America, Distributed Generation.

You can learn more about all the sponsors who help make SunCast free for you, here: www.mysuncast.com/sponsors

And you can always find the resources and learn more about today’s guest, recommendations, book links, and more than 485 other founder stories and startup advice at www.mysuncast.com.

You can connect with me, Nico Johnson, on Twitter, LinkedIn or email.

Here’s a peak at what’s coming this week on the Community Solar Series

Episode 1: The Role of Policy in Community Solar with Jeff Cramer, CCSA & David Sandbank, NYSERDA

Episode 2: The Project Developer Perspective: Is it really that different?

Episode 3: Federal support for equitable access to solar

Episode 4: Customer acquisition for Community Solar

Episode 5: Understanding the “Value Stack” for Community Solar

TIMESTAMPS:

(03:02) When Dave saw potential in community solar
(04:59) What makes an enabling legislation a key driver
(06:20) Dave's role in EDPR
(08:29) Basic skill sets for community solar developers
(09:48) What makes community solar different from roof top solar for a team of developers
(12:28) How EDPR channels it's development dollars
(16:34) What kind of partners is EDPR looking for
(20:09) Wrap up

ABOUT DAVID KANE:

A renewable energy developer skilled in originating, developing and financing distributed generation projects in the Northeastern US, David’s expertise extends to all of the major solar markets including MA, NY, and NJ. David brings a swiss-army-knife of skills to the development process which includes lead generation, fatal flaw analyses, financial modeling, managing interconnection and permitting, project finance, securing offtake agreements, running a competitive disposition process, and asset management. His insights into the development needs specific to community solar are timely and helpful in setting the stage for how community solar is differentiated from other verticals. David helps us frame the development requirements and hurdles that are specific to this segment of the market.

RESOURCES:

Find David on LinkedIn.

Follow EDP Renewables on LinkedIn, Twitter, YouTube and check out their website.

CHECK OUT THE ENTIRE COMMUNITY SOLAR SERIES:

ABOUT THE HOST OF SUNCAST:

Nico Johnson is the creator and host of SunCast, consistently rated a top solar podcast in the clean energy sector. The content of the show is geared towards listeners looking for insights on where the markets are headed, how to position themselves or their companies, and what today's market leaders do to stay ahead of the pack.

Nico is an Investor, Executive Coach, and 15-year veteran of the solar industry, having led development in the US and Latin America for global companies like Trina Solar and Conergy.

You can connect with Nico Johnson on Twitter, LinkedIn or email.

If you’ve been second-guessing your work decisions or maybe trying to reconsider how you "fit" in the renewable energy industry -> grab 20 minutes on Nico's calendar and discuss whether having him as Your personal coach might be the right next step.

Episode 485: Community Solar Series Ep 1: The Role of Policy in Community Solar with Jeff Cramer, CCSA & David Sandbank, NYSERDA

This is Episode 1 of 5 in our Community Solar Series

Learn more here.

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Over the years, a segment of the industry has emerged as what has been referred to as the fourth vertical for solar. It’s not just a phenomenon in the United States, but worldwide, and it’s called Community Solar.  Community solar is the model where community members can collectively purchase clean electricity from a central offsite solar array, and this model has been gaining massive attention and momentum of late, offering an option for equitable access to clean energy while helping to reduce carbon emissions and promising to keep energy prices low for consumers. But is it really different from any other type of solar energy project? Perhaps more importantly, what does it mean for you as we embrace this clean energy revolution?

We’ve dedicated this series to those of you who are trying to figure out “is this right for me, is this right for my company,” and “what decisions do I need to think through before I can actually throw my hat in the ring for community solar?” In this new mini-series, we’ll navigate the inner workings of what has been hailed as the fourth vertical in the solar industry.

Consider this your Community Solar 101.

This five part series presents unique perspectives from industry experts on how each of us might consider the role of community solar in our business, career or even neighborhood. Does it really provide equitable access to solar energy? Will it live up to the hype and hope? Or is it too good to be true?

In this Episode One, we’ll hear from Jeff Cramer, Executive Director of the Coalition for Community Solar access, also known as CCSA, which Jeff co-founded in 2015. Jeff and I go deep into the history of how community solar came about as well as the policies, both at a federal and state level, that have supported this sector’s growth. We’ll also hear from David Sandbank, Vice President of distributed energy resources at NYSERDA. David has been instrumental over the last few years in ushering in a slew of policies at NYSERDA, and has been a huge proponent of community solar. David gives us some insight into the latest legislation that was introduced to get New York to 10 gigawatts of community solar.

This Community Solar series is a production of SunCast Media and is brought to you in partnership with EDP renewables, North America. 

Here’s a peak at what’s coming this week on the Community Solar Series

Episode 1: The Role of Policy in Community Solar with Jeff Cramer, CCSA & David Sandbank, NYSERDA

Episode 2: The Project Developer Perspective: Is it really that different?

Episode 3: Federal support for equitable access to solar

Episode 4: Customer acquisition for Community Solar

Episode 5: Understanding the “Value Stack” for Community Solar

TIMESTAMPS:

(04:16) How community solar started in Colorado
(12:22) What the success factor for CCSA is
(14:21) Divergence between roof top solar and community solar 
(17:10) Does community solar serve as a pseudo utility scale
(23:53) What other States should learn from New York
(29:49) Roadmap to New York City community solar expansion
(32:20) Hallmarks of good community solar policy programs 
(38:22) Policies that could help other states market evolve like New York
(44:26) What the potential for community solar is to Jeff
(50:00) What Jeff is excited about
(53:17) Important trends in  the community solar sector
(58:06) Jeff's advice to developers and policy makers
(59:40) Wrap up

ABOUT JEFF CRAMER:

Jeff Cramer serves as Executive Director for the Coalition for Community Solar Access (CCSA), a national trade association representing innovative businesses and non-profits working to expand customer choice and access to solar for all American households and businesses through community solar. Prior to co-founding CCSA in 2015, Jeff was a co-founder and partner at 38 North Solutions, a Washington DC-based consultancy specializing in clean-energy public policy, business strategy, and campaign development and management.

ABOUT DAVID SANDBANK:

Renewable energy expert with proven success in launching companies from the ground up, building and managing teams, and bringing products to market in the private and public sectors. Well versed in all facets of the renewable industry lifecycle and experienced at navigating through regulatory & political complexities. Able to both conceptualize, as well as implement a strategic vision. Effective at gaining trust from decision makers and executing a vision with significant results.

RESOURCES:

Find Jeff on LinkedIn.

Find David on LinkedIn.

CHECK OUT THE ENTIRE COMMUNITY SOLAR SERIES:

ABOUT THE HOST OF SUNCAST:

Nico Johnson is the creator and host of SunCast, consistently rated a top solar podcast in the clean energy sector. The content of the show is geared towards listeners looking for insights on where the markets are headed, how to position themselves or their companies, and what today's market leaders do to stay ahead of the pack.

Nico is an Investor, Executive Coach, and 15-year veteran of the solar industry, having led development in the US and Latin America for global companies like Trina Solar and Conergy.

You can connect with Nico Johnson on Twitter, LinkedIn or email.

If you’ve been second-guessing your work decisions or maybe trying to reconsider how you "fit" in the renewable energy industry -> grab 20 minutes on Nico's calendar and discuss whether having him as Your personal coach might be the right next step.

Episode 484: "They" said she should resign! Catherine Von Burg on scaling SimpliPhi against all odds

We'd love if you'd leave us a 5 ⭐ rating & review and it's never been easier: www.ratethispodcast.com/suncast

Many entrepreneurs are chasing the idea of "microwave" success, looking to "go viral" or "make it big" instantly. The end goal most entrepreneurs chase is that ever-elusive "exit". While our ancestors aimed to leave legacies and build generational family businesses to pass on, modern-day culture suggests we can get rich quick and should live for today, often borrowing from future generations to enjoy the riches we believe we deserve.  The good news is that not all entrepreneurial leadership seeks this ephemeral ego-high. Some, like Catherine Von Burg, are intentionally taking the road less traveled to help smooth out its bumps, create with passion and value, and leave a lasting impact on the world they interact with daily. 

While this story has a happy ending, it was by no means easy or even joyful all along the way and wasn't created in an easy-bake oven. Catherine's story begins in the shadows, but if you stick around long enough, you'll see how she emerged into the light. 

Rather listen than read? We dig into Catherine's story in the SunCast Podcast  (episodes #148 and most recently #484). Listen to them wherever you get your podcasts (or right here on this page if you’re in your browser!) 

TIMESTAMPS

(04:49) Catherine's introduction to the corporate world
(07:07) What's not on Catherine's LinkedIn profile
(13:10) Catherine's past formative story
(17:23) Importance of a nurturing environment
(23:16) Book recommendation
(28:43) How Catherine grew her $800k start-up
(35:41) Catherine's back story with VCs
(40:57) What would limit SimpliPhi's company scale
(51:37) Why SimpliPhi partnered with Briggs & Stratton
(55:05) Catherine's learning points for similar CEOs 
(1:02:29) How to connect with Catherine
(1:04:07) Wrap up

RESOURCES:

Find Catherine on LinkedIn.

Connect with SimpliPhi Power, Inc. on LinkedIn, Twitter, Facebook, Instagram, YouTube and on their website.

BOOKS MENTIONED AND RECOMMENDATIONS:

Ideal Team Player
by Patrick M. Lencioni

SUNGROW focuses on integrated energy storage system solutions, including PCS, lithium-ion batteries and energy management system. Pleae visit https://www.mysuncast.com/sungrow

 

Are infrequent field checks an oversight? Do you need proper insight? Our app is a snap. With 60Hertz in your pocket, you’ll bring solar to the socket. Visit https://www.mysuncast.com/60hertz

ABOUT THE HOST OF SUNCAST:

Nico Johnson is the creator and host of SunCast, consistently rated a top solar podcast in the clean energy sector. The content of the show is geared towards listeners looking for insights on where the markets are headed, how to position themselves or their companies, and what today's market leaders do to stay ahead of the pack.

Nico is an Investor, Executive Coach, and 16-year veteran of the solar industry, having led development in the US and Latin America for global companies like Trina Solar and Conergy.

You can connect with Nico Johnson on Twitter, LinkedIn or email.

If you’ve been second-guessing your work decisions or maybe trying to reconsider how you "fit" in the renewable energy industry -> grab 20 minutes on Nico's calendar and discuss whether having him as Your personal coach might be the right next step.

Episode 483: Listen to your customer! James Worden on product development & the evolution of EVs

We'd love if you'd leave us a 5 ⭐ rating & review and it's never been easier: www.ratethispodcast.com/suncast

Today we’re sharing 2 snippets from the >2hr juggernaut of an interview we had with one of the early EV & solar power electronics pioneers, James Worden. Many of you in the Solar industry might recall James from his Inverter business, Solectria Renewables. But, did you know that technology was birthed from a 2-decades love-affair with electric vehicles? We get into ALL the backstory in the 2-part interview which debuted in late May. But for those of you who didn’t have the stomach to commit to the longer interview I’m pulling out 2 snippets from the 2nd part of that fascinating storyline. 

The first segment gets into James’ perspective on how the Electric Vehicle industry has evolved over the last 2.5 decades since he first debuted his Solectria Force electric car.

The second is a brilliant look at how James and his team think about product development, in particular through the lens of some of the product iterations they took at Solectria Renewables.

Hope you enjoy these snippets, then I’d suggest you queue up the longer interview as it’s well-worth the listen!

You can find that in Episodes 475 & 476!

TIMESTAMPS

(03:29) Evolution of electric vehicle
(08:06) Solectria's first investor exit
(11:07) What Solectria's exit was about
(18:59) Why implement customer's ideas
(23:24) Why too much complexity held Solectria back
(28:40) Impact of American Reinvestment Recovery Act on Solectria
(31:27) Why Chint partnership with Solectria made sense
(36:26) Wrap up

RESOURCES:

Find James on LinkedIn.

Connect with Solectria Solar on LinkedIn, Twitter, Facebook, YouTube and on their website.

Thanks again to this week's sponsor, helping keep the podcast FREE to you!

 

SUNGROW focuses on integrated energy storage system solutions, including PCS, lithium-ion batteries and energy management system. Pleae visit https://www.mysuncast.com/sungrow

ABOUT THE HOST OF SUNCAST:

Nico Johnson is the creator and host of SunCast, consistently rated a top solar podcast in the clean energy sector. The content of the show is geared towards listeners looking for insights on where the markets are headed, how to position themselves or their companies, and what today's market leaders do to stay ahead of the pack.

Nico is an Investor, Executive Coach, and 15-year veteran of the solar industry, having led development in the US and Latin America for global companies like Trina Solar and Conergy.

You can connect with Nico Johnson on Twitter, LinkedIn or email.

If you’ve been second-guessing your work decisions or maybe trying to reconsider how you "fit" in the renewable energy industry -> grab 20 minutes on Nico's calendar and discuss whether having him as Your personal coach might be the right next step.

Episode 481: Culture Shock, Circular Economy, & Navigating Acquisitions with Dean Vukovic of Terrasmart

We'd love if you'd leave us a 5 ⭐ rating & review and it's never been easier: www.ratethispodcast.com/suncast

Dean Vukovic moved to the US with visions of revolutionizing the way we manufacture and ultimately reuse/repurpose consumer goods. Embracing the circular economy philosophy, he crossed the pond from Oz to help pioneer that movement here in the USA for his prior employer. Now, he’s GM at Terrasmart (the entity formed by Gibraltar’s roll-up of RBI Solar, Terrasmart, Sunfig and SolarBOS) and leads their fixed tilt division (formerly RBI Solar). Dean has such a great story to tell and it’s one that incorporates many lessons learned from both the culture shock of moving halfway round the world as well as being first among the 4 companies herein mentioned that were integrated under one roof with Terrasmart. I spent time with Dean discussing how he thinks about circular economy, the specifics of his management approach to the integration of the various businesses that are now Terrasmart, and what he believes is still holding the industry back from fully realizing the potential we all believe is possible.

This conversation was quite inspiring for me. In the fervor that has been the M&A cycle of the last 2+ Years, I think that only a handful of companies have really gotten it “right” from an integration and branding perspective, and Terrasmart is one such example. Thanks to Dean and his team at Terrasmart for being willing to discuss the details, and I look forward to bringing more insights from the Terrasmart group of products to the SunCast tribe!

Timestamps

(4:17) Dean's conversations with his parents growing up
(10:15) Dean's first job out of high school
(12:47) A career path Dean thought he would take
(15:20) How to take large projects and break them down
(16:33) Moving to the USA
(19:08) First exposure to the solar industry
(20:20) A portable skill set
(22:39) How long does it take someone to get up to speed in the solar industry
(25:36) What Terrasmart does
(28:45) What the solar company does right
(30:41) Solving the landfill problem in solar
(33:18) Experience being with a company with rapid growth
(35:40) The process of integrating people from different places
(37:37) The culture at Terrasmart
(40:28) Developing client relationships
(42:35) The new brand for Terrasmart
(46:30) Key lessons from mentors
(48:06) How Dean sees the solar industry evolving
(52:00) Recommended books
(52:40) Dean's morning routine
(54:07) How to connect with Dean
(54:24) Dean's bold prediction
(55:59) Wrap up

RESOURCES:

Find Dean on LinkedIn.

Connect with Terrasmart on LinkedIn, Twitter, Facebook, Instagram and on their website.

Email: dvukovic@terrasmart.com

VIDEOS MENTIONED:

BOOKS MENTIONED AND RECOMMENDATIONS:

NOTEWORTHY QUOTES:

“We actually are doing something that hasn’t hasn’t been done before...definitely in the US, maybe in the world.”
— Dean Vukovic
“Something that I take to heart and I try to emulate is DO NOT GIVE UP.
It does not matter how big that mountain is or how complex that problem is, do not give up.”
— Dean Vukovic

Thanks again to this week's sponsor, helping keep the podcast FREE to you!

SUNGROW focuses on integrated energy storage system solutions, including PCS, lithium-ion batteries and energy management system. Pleae visit https://www.mysuncast.com/sungrow

 

Are infrequent field checks an oversight? Do you need proper insight? Our app is a snap. With 60Hertz in your pocket, you’ll bring solar to the socket. Visit https://www.mysuncast.com/60hertz

ABOUT THE HOST OF SUNCAST:

Nico Johnson is the creator and host of SunCast, consistently rated a top solar podcast in the clean energy sector. The content of the show is geared towards listeners looking for insights on where the markets are headed, how to position themselves or their companies, and what today's market leaders do to stay ahead of the pack.

Nico is an Investor, Executive Coach, and 16-year veteran of the solar industry, having led development in the US and Latin America for global companies like Trina Solar and Conergy.

You can connect with Nico Johnson on Twitter, LinkedIn or email.

If you’ve been second-guessing your work decisions or maybe trying to reconsider how you "fit" in the renewable energy industry -> grab 20 minutes on Nico's calendar and discuss whether having him as Your personal coach might be the right next step.

Episode 480: A simple idea to mount solar modules faster, Robert Sewell of Vespr Solar [Live from RE+NE]

We'd love if you'd leave us a 5 ⭐ rating & review and it's never been easier: www.ratethispodcast.com/suncast

Today's guest, Robert Sewell, is the founder & CEO of Vespr Solar. I’ve been intrigued with Robert for awhile now, mostly because every time he named one of his advisors it was someone I deeply admire and respect in the solar industry (and I kept asking myself “how the heck is this young guy with zero solar experience got so many of my mentors to back his idea!?”). Like the others in this RE+ NE series, we dig into what trends he’s seeing as he sells across the Utility-scale solar sector, where the opportunities lie, and what obstacles he’s overcoming to get there. But Vespr really is a different kind of application, and I’m curious to hear if You think this is an application you’d adopt for your own solar plants! Tune-in & tune up your skills, #SolarWarrior!

Timestamps

(3:38) Importance of in person meetings
(5:27) The VesprSolar Advisory Board
(7:03) What the DOE thought was groundbreaking about a new clamp
(10:34) VesprSolar's escalator pitch
(14:32) What would make VesprSolar's product obsolete
(17:33) The upside of VesprSolar
(20:20) Wrap up

RESOURCES:

Find Robert on LinkedIn.

Connect with VesprSolar on LinkedIn and on their website.

NOTEWORTHY QUOTE:

“People look past it because they think yeah, to really provide vibration resistance, to really be a wind resilient solution, it had to be a much more complex product.”
— Robert Sewell

Thanks again to this week's sponsor, helping keep the podcast FREE to you!

 

SUNGROW focuses on integrated energy storage system solutions, including PCS, lithium-ion batteries and energy management system. Pleae visit https://www.mysuncast.com/sungrow

ABOUT THE HOST OF SUNCAST:

Nico Johnson is the creator and host of SunCast, consistently rated a top solar podcast in the clean energy sector. The content of the show is geared towards listeners looking for insights on where the markets are headed, how to position themselves or their companies, and what today's market leaders do to stay ahead of the pack.

Nico is an Investor, Executive Coach, and 15-year veteran of the solar industry, having led development in the US and Latin America for global companies like Trina Solar and Conergy.

You can connect with Nico Johnson on Twitter, LinkedIn or email.

If you’ve been second-guessing your work decisions or maybe trying to reconsider how you "fit" in the renewable energy industry -> grab 20 minutes on Nico's calendar and discuss whether having him as Your personal coach might be the right next step.

Episode 478 & 479: Becoming the #1 Solar contractor in America, George Hershman - SOLV Energy

We'd love if you'd leave us a 5 ⭐ rating & review and it's never been easier: www.ratethispodcast.com/suncast

George Hershman is the CEO of SOLV Energy (formerly known as Swinerton Renewable Energy), a company that, in my tenure in the industry, has grown to become the largest utility-scale solar Engineering, Procurement & Construction (EPC) company in the US.  I’ve been impressed at every turn how George, and his all-star team at SOLV, has consistently delivered the highest quality on almost every standard, excels at employee retention & growth, and is generally considered the premium brand when it comes to EPC firms (both in perception & price!). So, naturally I’ve long-wanted to get George in the SunCast booth to hear the story of how it all came together, and where it’s going from here. In this 2-part interview with George, we cover his extensive background in construction, inception point of his solar career (and Swinerton Rewewables), and how he and the SOLV Team have ridden the wave of the solar revolution these last 13+ years. 

George began working for general contractor, Swinerton Builders, in 1997. In 2008, he was tapped to build the company's presence in the growing solar sector. George was employee number-one at Swinerton Renewable Energy, a company which quickly  grew into the country’s largest grid-level solar installer and the #1 Solar Contractor in America. George has spent his career in general construction management. His wide expertise in energy issues, trade policy, construction projects, and the technical hurdles that the solar industry currently faces gave plenty of headroom for a wide-ranging discussion, so we navigate topics from across the spectrum of startup culture and corporate growth and we get into the challenges inherent in growing anything as big as what his company has become. 

In 2021, Swinerton Renewable Energy and its wholly owned subsidiary SOLV, Inc. merged into a single company, SOLV Energy. George and I get into the details of the decision to pursue the merger and spinout from Swinerton. As CEO of SOLV Energy, he continues to position the company at the forefront of the renewable energy economy.  And, In recognition of his broad expertise as a renewable energy business leader, George was voted to serve as Chair of the Solar Energy Industry Association’s (SEIA) Board of Directors for a second term in 2022.

Fun Fact, George is also an avid sailor, recently participating in San Diego's Hot Rum Series with the boat he co-owns. The boat’s called “GoodEnergy”, in case you get the chance to meet him in a happy someday and want a good starter conversation! In the second half of the interview we delve into his work at the Solar Energy Industries Association (where he’s now serving a second term as Chairman of the Board) and the opportunities that we have as an industry to create hundreds of thousands of new jobs in the coming years. George also shares his candid views on leadership & team building, the legacy of mentors in his own career, and how he thinks about building talent among his own team.

“I want entrepreneurship to be infectious in this business, and I want to support it.”
— George Hershman

SOLV is a success story on so many fronts, and It was an honor to get a chance to hear it from George himself. As Jim Rohn says, “Success leaves clues”, and in the case of Swinerton & SOLV Energy the fingerprint & evidence of their impact on our industry is evident and will endure for decades to come.

Timestamps

Part 1

(6:57) The entrepreneurial bug early on
(9:21) Willingness to take risks
(13:41) A culture of failing forward
(20:03) Companies that inspires George
(26:49) Swinerton back in 1997
(31:52) A renewables opportunity at Swinerton
(35:56) Going all in on utility scale solar
(40:27) Swinerton in the Mexico market
(42:53) Building vs owning & operating
(47:49) Long term strategy for solar installation
(52:07) A single service EPC through O & M
(55:50) The importance of being involved with CEA
(59:15) Wrap up

Part 2

(3:54) The evolution of a brand
(7:42) Covering both aspects, building it and maintaining it
(10:06) Driving costs down for the end client
(13:19) Critical elements that CEA will play in the coming years according to George
(15:47) A culture of excellence
(22:09) Success in our industry
(25:29) Lessons from George's mentors
(28:46) George's habits that has impacted his life
(32:35) Engaging with SOLV
(34:45) George's bold prediction
(38:30) Wrap up

RESOURCES:

Find George on LinkedIn.

Connect with SOLV Energy on LinkedIn, Twitter, Facebook, Instagram and on their website.

NOTEWORTHY QUOTES:

“Turn the lights on, and turn the lights off, and you’ll be successful.”
— George Hershman's Dad

Thanks again to this week's sponsor, helping keep the podcast FREE to you!

SUNGROW focuses on integrated energy storage system solutions, including PCS, lithium-ion batteries and energy management system. Pleae visit https://www.mysuncast.com/sungrow

Are infrequent field checks an oversight? Do you need proper insight? Our app is a snap. With 60Hertz in your pocket, you’ll bring solar to the socket. Visit https://www.mysuncast.com/60hertz

ABOUT THE HOST OF SUNCAST:

Nico Johnson is the creator and host of SunCast, consistently rated a top solar podcast in the clean energy sector. The content of the show is geared towards listeners looking for insights on where the markets are headed, how to position themselves or their companies, and what today's market leaders do to stay ahead of the pack.

Nico is an Investor, Executive Coach, and 15-year veteran of the solar industry, having led development in the US and Latin America for global companies like Trina Solar and Conergy.

You can connect with Nico Johnson on Twitter, LinkedIn or email.

If you’ve been second-guessing your work decisions or maybe trying to reconsider how you "fit" in the renewable energy industry -> grab 20 minutes on Nico's calendar and discuss whether having him as Your personal coach might be the right next step.

Episode 477: RALLY: How CA’s NEM Fight is Everybody’s Net Energy Metering Future with Carter Lavin of CalSSA

We'd love if you'd leave us a 5 ⭐ rating & review and it's never been easier: www.ratethispodcast.com/suncast

It’s time to rally together once again, #SolarWarrior! As you’ll hear in today’s #TacticalTuesday (TT), Carter Lavin and the folks at the California Solar & Storage Association need our help to not only get the word out, but to GET out and be present to be heard in this Thursday’s upcoming Rally in California.

 Carter is one of the folks I find most knowledgeable and compelling in his ability to explain what’s at stake for the industry. So, in today’s TT, we go into what is the premise of NEM, why it’s so important, and how, exactly, it’s under fire in the CA market.

 In January, we put out the call-to-arms for our solar community to get to the rallies in LA and SF, and thousands of you show up. We hope that you’ll rally once more, as the fate of the CA solar industry still hangs very much in the balance. 

January’s solar rally was the largest solar rally in history, and it led to Commissioners getting fired & updates to the commission's directive. But the legislative win that followed was only the beginning.  This week, the CA Public Utilities Commission (PUC) meets again, and we intend to make a public display that the Solar industry is united and strong.

What are these rallies? Why are they important or happening at all, and when/where are they? That’s covered in today’s discussion w/Carter.

As Carter says, “These discussions at the PUC are deciding the fate of the solar industry…If we want to win, we have to fight.” 

Here are a handful of facts from Carter’s discussion:

  • CA is largest market in the US - >70K employed just in CA

  • CalSSA has 9 full time employees supporting the industry

  • The PUC and Regulated Utilities are running million-dollar attack ads focused on [defeating/diminishing] the solar industry

  • CA is where we have the strongest defense - so if the utilities can steamroll the industry in CA, then it will only embolden other states’ lobbyists and utilities AND those supporting PG&E (and other IOUs) within the state! 

“Show up, rally, donate, be loud”, as Carter says.

You see, Solar Warrior, you can be right all day long and still be made illegal or impotent by those who wish to see the Solar industry choked out. Don’t let it happen in CA; soon “they” will be coming for your state.

 For over a decade, Carter Lavin has helped renewable energy nonprofits and companies develop, design and execute marketing plans and sales drives, plan networking and educational events, track policy, and connect with media, government officials and community members. Listen in today as he brings the heat on why we need to stand together against this CPUC movement.

 If you’re totally unfamiliar with Net Energy Metering, , we’ve covered the California policy market and in particular what’s at stake in this NEM battle extensively in these previous episodes (in particular in the final 3):

Timestamps

(3:08) What is CALSSA
(5:52) What is net metering regulation
(9:05) Rally locations on June 2, 2022
(12:39) What's at stake and how much money is against the solar industry
(17:34) How is this different than the one defeated last year
(21:22) A common assumption
(22:56) Energy is inherently political
(24:3) How to help if your not in California
(26:48) Wrap up

RESOURCES:

Find Carter on LinkedIn.

Connect with CALSSA on LinkedIn, Twitter, Facebook and on their website.

Phone: (916) 228-4567

Email: carter@calssa.org

NOTEWORTHY QUOTES:

“What happens in California is going to very much reverberate across the country.”
— Carter Lavin

Thanks again to this week's sponsor, helping keep the podcast FREE to you!

 

SUNGROW focuses on integrated energy storage system solutions, including PCS, lithium-ion batteries and energy management system. Pleae visit https://www.mysuncast.com/sungrow

ABOUT THE HOST OF SUNCAST:

Nico Johnson is the creator and host of SunCast, consistently rated a top solar podcast in the clean energy sector. The content of the show is geared towards listeners looking for insights on where the markets are headed, how to position themselves or their companies, and what today's market leaders do to stay ahead of the pack.

Nico is an Investor, Executive Coach, and 15-year veteran of the solar industry, having led development in the US and Latin America for global companies like Trina Solar and Conergy.

You can connect with Nico Johnson on Twitter, LinkedIn or email.

If you’ve been second-guessing your work decisions or maybe trying to reconsider how you "fit" in the renewable energy industry -> grab 20 minutes on Nico's calendar and discuss whether having him as Your personal coach might be the right next step.

Episode 475 & 476: James Worden, The “Bill Gates of EV” & Solectria Corporation & the making of Solectria Renewables

We'd love if you'd leave us a 5 ⭐ rating & review and it's never been easier: www.ratethispodcast.com/suncast

Part 1 - The Beginning  

In 1996, after years of “can’t be done” grumbling from the major automakers, Solectria announced the development of the sporty Sunrise electric car under the leadership of CEO James Worden, calculating that the price could be as low as $20,000 if they got 20,000 orders.  Ahead of his time in every way, James inspired an EV revolution, laying the foundation for innovation in not one but two industries, and we get to his contribution to the solar industry in Part 2 of the conversation.  

For years, I’ve admired James and Solectria from afar, installing their solar inverters on some of my favorite projects over a decade ago.  Today, you’ll get to hear a two-part conversation from our in-person interview in Boston earlier this year.  We get a rare glimpse into Worden’s early life, the proving ground of his engineering mettle at MIT, his entrepreneurial story and what ultimately became his life’s obsession, Solectria Corporation.  There’s so much we unpack today, so settle in for a deep dive with the one and only James Warden. 

Part 2 - The Pivot!  

If you listened to Part 1, you’ve got a solid appreciation for James & Solectria Corp’s roots in solar car racing.  In this second half of our conversation, we look at how James and his team pivoted their core business to leverage their pioneering energy conversion technology into the soon-to-be-booming solar power industry.  James Warden and his wife, Anita, created a “made in America” brand that many installers in the US have relied on, including me! We talk about the quick rise of this new company, his philosophy on rapid prototyping and time to market, and ultimately how and why he and Anita decided to sell the company...Again.  By the time we’re done, I’m certain you, like me, will be eager to learn what they are focused on today (and follow James on Medium, as I have!).  If you’ve ever been a tinkerer, an inventor, a wisher, a thinker, a doer, a dreamer or even a magic-bean-buyer, come in!   This is one flax-golden tale* you don’t want to miss!

Find James on LinkedIn and follow his writing on Medium.

The article on EV vs Hydrogen was what sparked the conversation between Nico & James that led to this Episode!

Below we list a Lot of other resources that we unearthed in the research for the recording.

*Because, #poetry, if your a read-to-the-bottom-er, I hope this makes you smile: Invitation, by Shel Silverstein

“Invitation
If you are a dreamer, come in,
If you are a dreamer, a wisher, a liar,
A hope-er, a pray-er, a magic bean buyer…
If you’re a pretender, come sit by my fire
For we have some flax-golden tales to spin.
Come in!
Come in!”
— Shel Silverstein

SunCast is presented by Sungrow, the world’s most bankable inverter brand.

(yes, not lost on us that we are sponsored by an inverter company and telling the story of another inverter company - but that’s why we love Sungrow, they’re very secure in their position and love seeing others win too!)

Timestamps - Part 1

(2:38) Intro
(6:33) James Worden the early days
(8:32) Fascination with mechanics & electronics
(15:20) First attempt at electrifying vehicles
(22:11) Why James went to MIT
(24:04) Where the name Solectria come from
(27:56) How the solar car team at MIT came about
(40:56) James' first Tour De Sol
(44:29) Funding the Tour de Sol
(50:18) Being a visionary & building a team
(1:07:33) The magic incubator
(1:09:03) How the solar car team end up being a corporation
(1:11:22) How the solar car team get publicity
(1:15:31) Wrap up of Part 1

Timestamps - Part 2

(03:19) Selectria's early vision
(07:14) Meeting Selectria's first investor
(15:34) Selectria's super mechanic- Trembley
(20:16) James' thought on the evolution of electric vehicles
(24:49) The exit of Selectria's original investor
(27:58) What's Selectria's exit was about
(30:03) Would there have been the revolution of electronic vehicle without Toyota Prius
(33:45) How Solectria exited to Azure Dynamics in 2005
(44:55) Example of products rushed into by Selectria
(51:27) How much complexities held Solectria back in listening to customer
(57:42) Impact of Obama's America investment recovery on Selectria
(1:00:38) Why Solectria partnered with Chint rather than continue to manufacture
(1:06:08) Why Yaskawa bought Selectria
(1:16:12) Wrap-up

RESOURCES:

Find James on LinkedIn.

Connect with Solectria Solar on LinkedIn, Twitter, Facebook, YouTube and on their website.

NOTEWORTHY QUOTES:

“In all the races that I was the captain we never had time to think about strategy at all. We were just racing to get the car built. Our next car, next car, next car. We had so many new things in it, so many advances, working on getting those built and get it to the bloody race on time, get the team over there, get people fed. I mean, it’s an operation.”
— James Worden

Thanks again to this week's sponsor, helping keep the podcast FREE to you!

SUNGROW focuses on integrated energy storage system solutions, including PCS, lithium-ion batteries and energy management system. Pleae visit https://www.mysuncast.com/sungrow

Are infrequent field checks an oversight? Do you need proper insight? Our app is a snap. With 60Hertz in your pocket, you’ll bring solar to the socket. Visit https://www.mysuncast.com/60hertz

ABOUT THE HOST OF SUNCAST:

Nico Johnson is the creator and host of SunCast, consistently rated a top solar podcast in the clean energy sector. The content of the show is geared towards listeners looking for insights on where the markets are headed, how to position themselves or their companies, and what today's market leaders do to stay ahead of the pack.

Nico is an Investor, Executive Coach, and 15-year veteran of the solar industry, having led development in the US and Latin America for global companies like Trina Solar and Conergy.

You can connect with Nico Johnson on Twitter, LinkedIn or email.

If you’ve been second-guessing your work decisions or maybe trying to reconsider how you "fit" in the renewable energy industry -> grab 20 minutes on Nico's calendar and discuss whether having him as Your personal coach might be the right next step.

Episode 474: Resi & Commercial finance is evolving w/Doug Pierce of Sungage Financial [Live from RE+NE]

We'd love if you'd leave us a 5 ⭐ rating & review and it's never been easier: www.ratethispodcast.com/suncast

Today's guest, Doug Pierce, is Director of Sales for Sungage Financial, a platform I know many of you use to offer financing to your resi & commercial customers. We get insight from Doug on what’s trending for 2022 and where he sees opportunity for growth, as well as the lightbulb moment for him in his sales journey with most customers. 

If you haven’t heard Doug’s take on financing before, I’d recommend you queue up our Great Debate from last year, (episode 375 of SunCast) or, even better, go over and watch it on our Youtube channel where you can watch Doug duke it out with 2 other powerhouse speakers on the topic of “What is the best residential finance solution.” 

I hope you enjoy these “live from” series of Tactical Tuesdays. We have more coming from BNEF and other live events on Nico’s travel schedule from the year.

Timestamps

(3:20) First asset backed solar loan
(4:21) The importance of the in person element of business
(5:30) What surprises people most about the Sungage product & business
(6:45) Why didn't zero interest leans exist before?
(7:02) Where's the money being made?
(7:29) Does the dealer fees get increased?
(8:13) What happens when the Feds start to raise rates?
(10:26) What fundamentals has stayed the same during the pandemic?
(11:39) Keeping communication tight
(12:31) The most impact on residential solar the rest of 2022
(13:48) A battery only loan
(14:52) Wrap up

RESOURCES:

Find Doug on LinkedIn.

Connect with Sungage Financial on LinkedIn, Twitter, Facebook, Instagram and on their website.

THE GREAT SOLAR DEBATE VIDEO:

NOTEWORTHY QUOTES:

“I think the supply chain issues are here to stay for a while from what you can see. So I think ultimately, it means we need to be as a sales industry, upfront with our consumers to let them know timelines are going to shift and set that expectation early. ”
— Doug Pierce
“That might be the most obvious and understated ah-ha moment for me in the last six months. That the idea that we are needlessly hampering the sales process by locking two pieces of the sales cycle together as a financial transaction. And it can be separated.”
— Nico Johnson

Thanks again to this week's sponsor, helping keep the podcast FREE to you!

 

SUNGROW focuses on integrated energy storage system solutions, including PCS, lithium-ion batteries and energy management system. Pleae visit https://www.mysuncast.com/sungrow

ABOUT THE HOST OF SUNCAST:

Nico Johnson is the creator and host of SunCast, consistently rated a top solar podcast in the clean energy sector. The content of the show is geared towards listeners looking for insights on where the markets are headed, how to position themselves or their companies, and what today's market leaders do to stay ahead of the pack.

Nico is an Investor, Executive Coach, and 15-year veteran of the solar industry, having led development in the US and Latin America for global companies like Trina Solar and Conergy.

You can connect with Nico Johnson on Twitter, LinkedIn or email.

If you’ve been second-guessing your work decisions or maybe trying to reconsider how you "fit" in the renewable energy industry -> grab 20 minutes on Nico's calendar and discuss whether having him as Your personal coach might be the right next step.

Episode 473: Can we make C&I solar more “bankable”? Jeff McAulay & Jim Bowen of Energetic Insurance

We'd love if you'd leave us a 5 ⭐ rating & review and it's never been easier: www.ratethispodcast.com/suncast

Want to do more solar in the C&I sector? Good luck finding a credit rating for most of your would-be offtakers. The finance sector uses a Moody’s rating to assess credit risk for commercial entities; this is the corporate equivalent to a FICO score, and it’s something that is not so common to find for smaller companies. Yet, if we can achieve this level of “bankability” broadly in the C&I sector, it would unlock massive potential for developers who could target a wider range of potential solar clients. 

Why does bankability matter for financing these systems? Simply put, the banks want to know who will cover the revenue stream if that local business (Offtaker) defaults on payments. Kind of like a landlord still wanting to get paid even if the tenant can no longer pay - today’s guests have innovated around the downside risk of the solar offtaker revenue stream. 

Jeff McAulay and Jim Bowen are back on SunCast to discuss how we can reach more Commercial & Industrial (C&I) customers and accelerate the adoption curve for this critical segment of the industry. I’ve had Jeff on the show before talking about how, through their company Energetic Insurance, they have helped developers improve the credit rating of their solar clients such that they are able to do more projects more quickly. Today Jeff & Jim talk about how the solar market is evolving to address our collective ability to reach more clients faster within the C&I sector. Among the questions we touch on in today’s discussion are:

How do you evaluate the risk of unrated solar projects?
How do you move at the pace of startup in an otherwise glacial industry?
How do you innovate on an existing product (credit insurance)? \
What shifts are they seeing in the industry, and are they achieving commercial traction?
How does Tax Equity play a role?
How has the rise of ESG increased capital available to build projects?
And what Trends are they watching unfold?

This is a fun discussion that I hope will equip you to better understand & execute on solar projects for the C&I sector. I’d love your feedback on whether we hit the mark, or what other aspects of this subject you’d like to see us cover here.

Timestamps

(4:45) The product of insurance
(7:30) How the Energetic Insurance team come togethe
(9:36) Jeff's background
(11:34) Jim's background
(12:59) How property ownership can affect a business going solar
(17:26) What makes Energetic Insurance different
(20:05) Is project size a critical element?
(22:03) Clarifying what is covered under Energetic's insurance product
(24:11) What Energetic Insurance is focusing on
(25:51) How market volatility affects the developer
(29:18) The biggest ah ha moment
(30:01) Leveraging financial products to increase cash flow
(32:19) Wrap up

RESOURCES:

Find Jim on LinkedIn and Twitter.

Find Jeff on LinkedIn and Twitter.

Connect with Energetic Insurance on LinkedIn, Twitter and on their website.

NOTEWORTHY QUOTES:

“The really interesting thing about insurance, if you think about it, is we shouldn’t have a sweet spot. We need diversity. We need different industries, different geographies, different sizes. All of those are different types of risks. We want small, medium and large projects. And collectively, we build a diverse portfolio of insurance assets. ”
— Jim Bowen
“Coming from that customer focused project development perspective, we invented the insurance policy that we wanted to buy. So imagine that, an insurance policy that you actually want to buy, because it helps enable something that is essential for your business.”
— Jeff McAulay

Thanks again to this week's sponsor, helping keep the podcast FREE to you!

SUNGROW focuses on integrated energy storage system solutions, including PCS, lithium-ion batteries and energy management system. Pleae visit https://www.mysuncast.com/sungrow

Are infrequent field checks an oversight? Do you need proper insight? Our app is a snap. With 60Hertz in your pocket, you’ll bring solar to the socket. Visit https://www.mysuncast.com/60hertz

ABOUT THE HOST OF SUNCAST:

Nico Johnson is the creator and host of SunCast, consistently rated a top solar podcast in the clean energy sector. The content of the show is geared towards listeners looking for insights on where the markets are headed, how to position themselves or their companies, and what today's market leaders do to stay ahead of the pack.

Nico is an Investor, Executive Coach, and 15-year veteran of the solar industry, having led development in the US and Latin America for global companies like Trina Solar and Conergy.

You can connect with Nico Johnson on Twitter, LinkedIn or email.

If you’ve been second-guessing your work decisions or maybe trying to reconsider how you "fit" in the renewable energy industry -> grab 20 minutes on Nico's calendar and discuss whether having him as Your personal coach might be the right next step.