BE A SUPER-INSTALLER!

Guessing is Not an Option

Before detailed design can be done, many important planning steps have to be made:

• Collecting basic information  • Rough dimensioning • Cost estimate • Simulation • Design optimization

and only then...

• Detailed Planning

Collecting Basic Information

Let us start today by talking about the first step: Initial object data input - or Collecting Basic Information.

You see - because of varying energy supply from the sun, we need to know precisely the volume of hot water consumption, the consumption profile and desired water temperature. By having fewer variables in equation the result could be more accurate. To have that information is critical because all further dimensioning tasks are based on it.

The values for DHW consumption data given in different literature have been found too high in practice; and result of their use is over-sizing of the solar system with all other consequences. Often these references are old, and have been calculated to cover highest possible demand factor.

Imagine - you are just breaking-even finishing the job and the customer is demanding to fix the overheating issues on warranty... - nice prospect, isn't it?

Another very important sizing criterion is the consumption profile.

Similar buildings/institutions can have absolutely different load profiles. For example: 100 room student dorm of the Faculty of Music and 100 room dorm of the department of Physical Education. In the second one the students are taking showers after the gym, outside the dorm.

Once again - the consumption volume and profile are so crucial in getting your design done right that you don't need to even think of "guesstimating" it, but measure it!

For each and every one of your customers, Solar is a long term investment.

For that reason they are looking for an installer that they can rely on.

Solar Thermal or Solar PV is a major investment for each of your customers, and it has to be customized for every application and budget.

Whether  you sell small pre-packaged systems or custom-made complex all-in-one solutions, you need to discuss the benefits of your product  in detail with the customer.

Knowing What to Communicate

Make sure to communicate to your customer your superior  technical and overall knowledge of the rebate process, building codes, homeowner’s association restrictions and financing options. Solar is a long term investment and your customers are expecting a quality system that produces for at least 25 years; that's why they want to establish a solid relationship with you –the installer.

But unless you are an order taker, it is the way that you handle a prospective client that determines if you get the order.

Is Solar Heating your lost sale?

Interesting statistic: – 78 % of people involved in selling and installing solar heating systems are not from the heating or plumbing trades. Where are they coming from? Many of them are electricians, auto mechanics, millwrights, handymen, educated do-it-yourselfers, or even home owners without any technical background at all.

It is very possible these days to buy everything including collectors, storage tanks, controls, condensing boilers and furnaces without ever setting foot in a plumbing/heating retail store or wholesale outlet. And why bother if traditional heating and plumbing suppliers are not even considering stocking any “high risk” or slow moving merchandise?

The Internet has replaced the salesmen and showrooms.

All information is retrievable in a nanosecond. The Internet has made trade buyers and consumers smarter than ever, even smarter than some salespeople in wholesale outlets.

Is the Solar Thermal industry facing the same fortune as hydronic heating? It took almost 25 years and hundred of thousands of dollars in investment for Viessmann North America to educate the industry about condensing boilers and low-loss headers. If it wasn’t for that missionary work of the Viessmann Academy, hydronic heating would still be roaming around the “black forest” of primary-secondary piping and copper fin boilers.

In the beginning it was too “techy” to understand, too difficult to sell, too challenging to get it done right and too hard to compete with the existing “industry standard”. But now it seems to be a matter of good reputation for every boiler manufacturer, wholesaler and contractor to offer, sell and install MODCON (modulating/condensing) boilers and radiant heating. Hurray! We now have the knowledge. It just took us 20 years to get it…

Love it or leave it.

Are you a sales person who loves sales?
If you are selling Solar, then ask yourself: “If I could sell anything, what would I sell?

If your answer was not Solar then you have uncovered a problem. It is not that you should switch your job immediately, but maybe it is time to think about becoming the best salesperson you can be in every job to which you commit. It is not simply about loving what you do, but about possessing the skills to do what you love in the best way possible.

Solar energy is an attractive energy. It encompasses our shared goal of maintaining a natural, healthy relationship between people and the environment. By selling a solar panel you are selling the idea of a better future.

Believe in what you sell. Believe in the potential of Solar.

The strength of your belief determines your success.

You need to believe in solar technology, your product, in your company, and yourself – or you cannot make sales effectively.

Protect and Perfect Your Installations

From our series on best-practices with RESOL DeltaSol Controllers.

RESOL controllers include a built-in control process optimization algorithm.  This optimization is based custom setup options - so the installer should learn to recognize and use these features effectively.

One of the Special Functions for control optimization is OTC - Tube Collector Special Function.

Control Optimization

The heat produced in the tube will not freely rise to the sensor well if the collector is installed horizontally. The resulting delay in the temperature readings necessary to start the circulator could create a problem, especially for systems with large collector arrays.

But this will not happen with the RESOL controller , my friends! The use of OTC function for that application will do the trick.