1. Main Headquarters: 120 Water Street, Suite 350, North Andover, MA 01845 With offices in: NY, ME, TX, CA, OR www.ers-inc.com
INCREASE SUCCESS WITH INDUSTRIAL CUSTOMERS
BY PARTNERING WITH TRADE ALLIES
Bruce K. Harrington
Energy & Resource Solutions (ERS)

2. EFFICIENCY MAINE OVERVIEW
 Overseen by Efficiency Maine Trust (EMT)
 Funded by:
 System Benefit Charge (SBC)
 Regional Greenhouse Gas Initiative (RGGI)
 Promotes Efficient Use of Electricity
 Operated Through Contractor Delivery Team
 Delivered Through Trade Allies, Customer
Contact & Limited Direct Marketing

3. EFFICIENCY MAINE OVERVIEW
 Introduced in 2003 as Residential Program
 Business Program Added in 2004
 Assists ME Residents, Commercial & Industrial
Customers, Municipalities, Schools & Non-Profit
Organizations
 First Program in the Region to Mandate Premium
Super T8 (HPT8) Technologies for Commercial
Lighting Incentives

4. STATE OF MAINE OVERVIEW
 Population of 1.3
Million Persons With
Land Area Over 35,000
Square Miles
 Population Density is
41 Persons per Square
Mile
 Population Density of
Largest County is Only 11
Persons per Square Mile
 8-Hour Drive From
South to North

5. CUSTOMER/MARKET NEEDS
Maine’s Diverse Business Community
Papermaking Logging Healthcare Recreation
Hospitality Agriculture Shipbuilding Fishing

6. PROGRAM ALLY OVERVIEW
 More Than 500 Program Allies Enlisted by Efficiency
Maine Between 2004 and 2007 Including:
 Electrical, Refrigeration, HVAC & Compressed Air Contractors
 Consultants
 A&E Firms
 Equipment Suppliers
 20% Participating with 10% Producing 85% of
Savings
 Most Projects Involved Lighting Upgrades
 Increasing Annual MWh Savings Goals Necessitated
Changes to Program Ally Network

7. NEW DIRECTIONS
 Advisory Committees Formed Using
Program Allies Heavily Involved With
Efficiency Maine
 Multiple Meetings Held in 3 Locations
Throughout Maine to Ensure Cross-Sectional
Representation
 Attendees Agreed to Revise Current
Program to Include Some Sort of
“Certification”

8. QP PROGRAM TRAINING
 Qualified Partner Program Began With 8
Training Sessions Throughout Maine
 Each 4-Hour Training Period Discussed the
Following:
 Program Overview & Requirements
 Application Processing
 Associated Technologies
 Benefits of Program Participation

9. QP REQUIREMENTS
To Receive a Qualified Partner Certificate, QP’s
Must Meet the Following Requirements:
 Attend 4-Hour Training Session
 Complete Qualified Partner Application
 Provide Proof of Minimum Liability
Insurance
 Complete at Least 3 Projects per Year &
Receive High Marks on Quality Assurance
Surveys

10. QP PROGRAM BENEFITS
10
1
Energy Efficiency &
Process Training
QP Website
Direct Access to
Technical Staff
Newsletter
Annual Performance
Awards
Increased Business
Opportunities
QPAdvisory
Committee

11. QP PROGRAM RESULTS
 Sense of Ownership
 Better Defined & Documented Projects
 Valuable Program Design Feedback
 Better Program Representation
 Increased Interest in Participation
from non-QP’s.

12. AFFECT ON PROJECT TYPES
New Qualified Partner Program Has Resulted in
More Non-Lighting Projects Including the
Following:
 Compressed Air Projects at Industrial Facilities
 Large Chiller Replacements
 Thermo Cooling Technology at a Semiconductor
Facility
 Refrigeration Upgrade at a Blueberry Processing
Operation

13. QP PROGRAM RESULTS
0 20 40 60 80
Custom Comp. Air
Custom HVAC
Custom Lighting
Custom Misc
Custom VFD
23
12
19
22
15
38
8
73
32
28
Table 2: Number of Projects
2010
2009

14. QP PROGRAM RESULTS
$- $1,000,000 $2,000,000
Custom Comp. Air
Custom HVAC
Custom Lighting
Custom Misc
Custom VFD
400,237
494,782
180,333
275,461
211,059
1,078,299
264,480
406,394
1,712,476
267,964
Table 3: Total Incentives Paid
2010
2009

15. QP PROGRAM RESULTS

16. QP PROGRAM RESULTS
SUMMARY OF PROCESSED INCENTIVES BY PROJECT TYPE
# of Projects Total Incentives Paid kWh Savings
Project Type 2009 2010 2009 2010 2009 2010
Custom Comp. Air 23 38 $400,236 $1,078,298 1,960,241 7,176,756
Custom HVAC 12 8 $494,782 $264,479 1,904,031 1,076,246
Custom Lighting 19 73 $180,332 $406,393 1,115,814 2,585,435
Custom Misc 22 32 $275,460 $1,712,475 1,828,625 5,603,869
Custom VFD 15 28 $211,059 $267,964 1,727,041 3,234,721
Totals: 91 179 $1,561,871 $3,729,613 8,535,752 19,677,027

17. QP RECOGNITION
 First Annual Qualified Partner Awards Banquet
Held in the Fall of 2010
 Banquet Included Entertainment, Dinner & Awards
Given in the Following Categories:
 Best Process Improvement
 Most Comprehensive
Project
 Contractor of the Year
 Supplier of the Year
 Most Completed Projects by
Contractor
 Most Completed Projects by
Supplier
 Largest Lighting Project
 Largest Mechanical Project

18. QP AWARDS BANQUET

19. ADDITIONAL BENEFITS
 Portions of Business Program Have Moved
Toward Market-Based Approach
 Quality of Incentive Applications Has Greatly
Improved
 Advisory Committees Under New QP Program
Have Been Reinstated With Positive Results
 Effective Program Modifications/Improvements
Based upon QP Feedback

20. MOVING FORWARD
 More In-Depth Training Opportunities to
Help Develop Market Sector Experts
 Designed to Move Project Identification &
Development to QP’s and Reach Further Into C&I
Segment
 Possibility of Additional Tier of Qualified
Partners Promoting Those Who Have
Completed Multiple Projects and Excellent
Quality Assurance Results