Final report on Energy Transitition (2013)

The Energy transition
Driving greater adoption of energy
efficiency – the perceptions of
electricians/electrical contractors &
consumers -
April 2013

BJ9122 – Rexel – The Energy Transition – Electricians/Electrical contractors & Consumers – April 2013 page 3
 Based on a sample size of 403 electricians/ electrical contractors working in the residential sector for
companies offering energy efficiency products/ solutions. Only companies of 10 or fewer employees were
interviewed. This sample includes 4 roughly equal country-specific population samples:
 102 electricians/ electrical contractors in France
 101 electricians/ electrical contractors in the United Kingdom
 100 electricians/ electrical contractors in Germany
 100 electricians/ electrical contractors in the United States of America
 This sample was collected using the « quota method », based on the number of employees and region.
The uncertainty margin is between 2 and 5 points. for the full sample size.
For each country-specific population sample the uncertainty margin is between 5 and 10 points .
 Responses were collected via a telephone interview with the respondents at their workplace
using the CATI system (Computer Assistance for Telephone Interview) with the exception of the United
States of America where they were interviewed online with the CAWI system (Computer Assistance
for Web Interview)
 The fieldwork was conducted from 10 to 22 April 2013
 OpinionWay has conducted this survey in accordance with ISO 20252
Methodology – Electricians/Electrical contractors

Methodology – Consumers
 Based on a sample size of 8201 consumers, including roughly equal country specific
population samples:
 2133 consumers aged 18 years and over, representative of the population of France
 2027 individuals aged 18 years and over, representative of the population of the United Kingdom
 2020 individuals aged 18 years and over, representative of the population of Germany
 2021 individuals aged 18 years and over, representative of the population of the United States of
America
 The samples were collected using the « quota method » based on gender, age, region and social class.
Social class is measured on the basis of profession in France, using the ESOMAR definition in the United
Kingdom and Germany (based on the terminal education age and occupation of the main income earner)
and of household revenue in the United States of America.
The uncertainty margin is between 0,5 and 1 point for the full sample size.
For each country-specific population sample the uncertainty margin is between 1 and 2 points.
 Samples were interviewed online with the CAWI system (Computer Assistance for Web
Interview)
 The fieldwork was conducted from 10 to 23 April 2013
 OpinionWay has conducted this survey in accordance with ISO 20252

Main learnings
1The electrical profession today

Main learningsaCompany practices

Home automation as an energy efficiency solution offered
by electricians today
Q : Does your company offer home automation solutions/’smart’ control systems to manage technology/products for
improved energy efficiency ?
No
Yes
70%
30%
TOTAL

Q : Does your company offer home automation solutions/’smart’ control systems to manage technology/products for
improved energy efficiency ?
NoYes
58%
42%
70%
30%
88%
12%
63%
37%
Country breakdown
3 4 12
Ranking according to:
`Yes´
Home automation as an energy efficiency solution offered
by electricians today

Certification, accreditation and professional training
… professional training in energy
efficiency
… energy efficiency certification
… an energy efficiency accreditation
50%
30%
23%
50%
69%
76%
1%
Yes No DK
Q : Has/your company/(have your employees) received or been awarded…?
TOTAL

… professional
training in energy
efficiency
… energy efficiency
certification
… an energy
efficiency
accreditation
34%
13%
8%
66%
83%
91%
4%
1%
Yes No DK
Q : Has/your company/(have your employees) received or been awarded…?
55%
18%
45%
81%
98%
1%
2%
34%
16%
21%
66%
84%
79%
76%
75%
64%
24%
25%
36%
Country breakdown
3* 3* 12
`Training´

Free of charge, high-quality training offered by manufacturers…
“This is something positive that I would like to highlight. The industry offers training, the majority of which is offered free of
charge. To some some extent it is focused on the specific product but usually it is neutral advice because it is about understanding
the issue itself. In this [energy efficiency] context, the industry is becoming increasingly active and in terms of quality,
the training is quite good. There is a lot of good training which you can attend.” (Germany, advisor)
“I think we are already well supported by manufacturers. They offer very good free seminars.” (Germany, small contractor)
“ Travis Perkins put us on that to go down and have a look at these biomass boilers, spend a couple of days there, just learning
about these products, again free of charge.” (UK, advisor)

Q : What type(s) of training has your company/have your employees received or been awarded ?
Basis: Respondents who replied that they have received training in energy efficiency technology/installation

What type(s) of certification has your company/have your employees received or been awarded ?
Basis: Respondents who replied that they have received a certification in energy efficiency technology/installation

Q : What type(s) of accreditation has your company/have your employees received or been awarded ?
…
Basis: Respondents who replied that they have been awarded an accreditation in energy efficiency
technology/installation

Competitor analysis
Q : How are you set up/positioned for energy efficiency work in comparison to your competitors ?
TOTAL
22%
62%
12%
1% 1%
Very well
DK
Not very well
Quite well
Very badly
ST
Well
ST
Badly
13%
84%

Competitor analysis
Q : How are you set up/positioned for energy efficiency work in comparison to your competitors ?
10%
66%
12%
1%
11%
Very well DKNot very wellQuite well Very badly
17%
66%
15%
2%
24%
57%
15%
4%
37%
57%
6%
Country breakdown
4 3 12
Ranking according
to:
`Total Well´
ST Well: 94%ST Well: 81%ST Well: 83%ST Well: 76%

Reasons for feeling well positionned
Basis: Respondents who replied they were well positionned in comparison to their competitors
(84% of respondents)
Q : If you feel you are well setup/positioned, is it…TOTAL
… because your regular customers are starting to
develop an interest in energy efficiency solutions
... due to your training and expertise and the
accreditation of your energy efficiency credentials..
DK
50%
49%
1%

Reasons for feeling well positionned
Basis: Respondents who replied they were well positionned in comparison to their competitors
Q : If you feel you are well setup/positioned, is it…
… because your regular
customers are starting to
develop an interest in
energy efficiency solutions
... due to your training and
expertise and the
accreditation of your
energy efficiency
credentials.
DK
65%
32%
3%
39%
61%
0%
71%
29%
0%
29%
70%
1%
Country breakdown
2 1 34
`Customers starting
interest…´
Basis:
76%
Basis:
83%
Basis:
81%
Basis:
94%

Reasons for feeling badly positionned
Basis: Respondents who replied they were badly positionned in comparison to their competitors
Q : If you feel you are badly set up/ positioned, is it…TOTAL
Because it is a difficult market to penetrate, unless
you are very specialised
… because your competitors have more experience
DK
80%
18%
2%

Reasons for feeling badly positionned
Basis: Respondents who replied they were badly positionned in comparison to their competitors
Q : If you feel you are badly setup/positioned, is it…
Because it is a difficult
market to penetrate,
unless you are very
specialised
… because your
competitors have more
experience
DK
77%
15%
8%
87%
13%
0%
78%
22%
0%
79%
21%
0%
Country breakdown
4 3 21
`…it is a difficult market
to penetrate …´
Basis:
13%
Basis:
15%
Basis:
19%
Basis: 6%

Perception of expertise
Q : Would you say that your customers think of you as an expert in energy efficiency ?
Yes, they have confidence in your ability for
general electrical work, and would therefore put
trust in your energy efficiency expertise
Yes, they come to you specifically to benefit from
our expertise in energy efficiency
No, your energy efficiency expertise does not
interest them
68%
24%
8%
TOTAL

Perception of expertise
Q : Would you say that your customers think of you as an expert in energy efficiency ?
Yes, they have confidence in
your ability for general
electrical work, and would
therefore put trust in your
energy efficiency expertise
Yes, they come to you
specifically to benefit from
our expertise in energy
efficiency
No, your energy efficiency
expertise does not interest
them
63%
21%
16%
67%
28%
5%
79%
16%
5%
64%
31%
5%
Country breakdown
4 1 32
`…they have confidence
in your ability …´

Project management tools
Q : When you are carrying out an energy renovation project in a customer’s house, you…
… make drawings and calculations in the
traditional way
(paper, calculator, spreadsheet)
… use a dedicated computer program
(for savings calculations, audits, home automation)
DK
61%
37%
1%
TOTAL

Q : When you are carrying out an energy renovation project in a customer’s house, you…
… make drawings and
calculations in the
traditional way
(paper, calculator, spreadsheet)
… use a dedicated computer
program
(for savings calculations, audits,
home automation)
DK
75%
22%
3%
69%
29%
2%
72%
28%
0%
29%
71%
0%
Country breakdown
1 2 43
`…traditional way…´

Traditional tools
“I can’t tell you how to make a proper audit for a house... I haven’t used any [external] solutions apart from going by my personal
experience, which is based on my gut feeling. We understand where the limits are, and we have the knowledge base as well as good
and bad experiences. This allows us to mesaure things.” (France, small contractor)
“It is also a big investment because you cannot buy a thermal imaging camera for 50 euros. I would have to pay a lot of money
and the pay-back period of a thermal imaging camera is long. I would need to be able to guarantee a lot of jobs; otherwise
the investment would not pay off.” (Germany, large contractor)
Dedicated computer program
"I try to explain the economics [to my clients] because the equipment costs money, so I need to explain how it is paid back in
savings over the future… I have some software which a manufacturer gave me, which compares electricity, fueloil, natural gas and
propane use. So I can give my customer the facts and figures right there and then." (France, small contractor)

Presenting solutions to customers
Q : Do you use a tablet or a computer, when you present solutions to your customers?
TOTAL
50%
11%
39%
Yes
DK
No, but I intend
to do so this year
No, it’s not
necessary
ST No
50%

Presenting solutions to customers
Yes DK
No, but I intend to
do so this year
No, it’s not
necessary
57
%
10
%
33
%
29
%
10
%
61
%
Country breakdown
3 4 12
Ranking according
to:
`Yes´
ST No: 29%ST No: 71%ST No: 43%ST No: 58%
Q : Do you use a tablet or a computer, when you present solutions to your customers?
42
%
9%
49
%
71
%
14
%
15
%

ResultsbWhat is at stake, according to consumers?

The energy efficiency debate
Q : Do you agree or disagree with the following statements?
"If nothing is done to improve energy efficiency in the future…”
58%
46%
34%
39%
36%
42%
49%
43%
4%
9%
14%
14%
1%
2%
2%
3%
1%
1%
1%
1%
…the cost of energy will continue to rise
…more people will be unable to pay their bills
and fall into fuel poverty
…political tensions will rise as we become
more dependent on other countries to provide
our energy
…irreversible damage will be made to the
environment
Totally
agree
Totally
disagree
DKRather agree Rather disagree
ST Agree
94%
88%
83%
82%
TOTAL

The energy efficiency debate
Q : Do you agree or disagree with the following statements?
"If nothing is done to improve energy efficiency in the future…”
53%
46%
32%
41%
41%
44%
53%
44%
4%
8%
12%
12%
1%
1%
2%
2%
1%
1%
1%
1%
…the cost of energy
will continue to rise
…more people will be
unable to pay their
bills and fall into fuel
poverty
…political tensions
will rise as we
become more
dependent on other
countries to provide
our energy
…irreversible damage
will be made to the
environment
58%
50%
28%
40%
35%
38%
46%
42%
4%
10%
22%
14%
1%
2%
3%
3%
2%
1%
1%
55%
37%
37%
38%
37%
45%
46%
40%
5%
14%
13%
15%
2%
3%
3%
6%
1%
1%
1%
1%
ST
Agree
94%
90%
85%
85%
ST
Agree
93%
88%
74%
82%
ST
Agree
96%
92%
88%
83%
ST
Agree
92%
82%
83%
78%
Country breakdown
66%
52%
38%
39%
30%
40%
50%
44%
2%
6%
10%
13%
1%
1%
1%
3%
1%
1%
1%
1%
Totally
agree
Totally
disagree
DKRather agree Rather disagree

ResultscConsumer behaviour

Home improvements for greater energy efficiency
72%
28%
TOTAL
DK
No
Yes
Definition: Energy efficiency solutions include LED lighting, home automation systems (centralized control of lighting, heating,
ventilation and air conditioning, appliances, security locks and systems on gates and doors, automated blinds, occupancy sensors),
energy efficient heating system (heat pump, solar thermal, underfloor heating, micro CHP systems), smart meters, insulation of
windows/walls/roofs.
Q : In the last 5 years, have you made any improvements to your home or lifestyle to make it more energy efficient?

Home improvements for greater energy efficiency
70%
30%
3 1 4 2
Q : […] In the last 5 years, have you made any improvements to your home or lifestyle to make it more energy
efficient?
Yes No DK
76%
24%
68%
32%
75%
25%
Country breakdown
Ranking
according
to:
`Yes´

Energy efficiency measures taken
Basis: Respondents who replied that they have made energy efficiency improvements
to their homes (72% of respondents)
Q : Please specify which of the following improvements have you made to your home.
(Several answers possible - Please tick all that apply to you)
64%
20%
11%
7%
5%
13%
41%
12%
1%
I have installed LED lighting
I have installed an energy efficient heating
and/or air conditioning system (heat pump,…
I have installed a smart meter
I have installed occupancy sensors and other
‘smart’ controls/technology
I have installed a home automation system (a
comprehensive centralized solution for the…
I have done an energy audit of my house to
understand where I can make savings
I have upgraded my wall, roof or window
insulation (inc. replacing windows)
Other
DK
TOTAL
ST Active measures
78%
Passive measures
41%

Energy efficiency measures taken
Basis: Respondents who replied that they have made energy efficiency improvements
to their homes (72% of respondents)
Q : Please specify which of the following improvements have you made to your home.
65%
19%
4%
8%
3%
7%
49%
11%
1%
...LED lighting
...an energy efficient heating
and/or air conditioning system
…
...a smart meter
...occupancy sensors and other
...a home automation system…
I have done an energy audit …
I have upgraded my wall, roof or
window insulation…
Other
DK
82%
16%
9%
6%
5%
7%
28%
12%
1%
41%
17%
15%
3%
4%
20%
56%
14%
1%
67%
27%
17%
9%
9%
21%
31%
12%
1%
77%
Active
measures
`ST Active measures´ 3 1 4 2
90% 59% 84%
Country breakdown
Basis: 70% Basis: 76% Basis: 68% Basis: 75%

ResultsdMarket perceptions

Q: Compared to other countries, would you say that [country name] is advanced or late in adopting energy efficiency
at the moment?
Comparison with other countries
TOTAL
Very much advanced
Reasonably advanced
Neither advanced
nor late
A bit late
Very late
DK
14%
31%
20%
18%
14%
3%
ST Advanced
45%
ST Late
32%

Q: Compared to other countries, would you say that [country name] is advanced or late in adopting energy
efficiency at the moment?
Very much advanced
Reasonably advanced
Neither advanced
nor late
A bit late
Very late
DK
1%
6%
29%
35%
26%
4%
27%
52%
10%
2%
1%
8%
1%
19%
26%
27%
27%
0%
29%
50%
14%
8%
0%
0%
Country breakdown
3 2 1*1*
`ST advanced´
ST Advanced:
7%
ST Advanced:
79%
ST Advanced:
20%
ST Advanced:
79%

GERMANY - A country that considers itself as a relative pioneer…
“If you consider the whole of Germany, we are very active and do a lot to make [energy efficiency] more attractive.” (Germany,
advisor)
“Somehow, Germany has taken a dominant position. I have to admit that even if no major advances are taking place today, we are in
an advantageous position.” (Germany, large contractor)
FRANCE - A country somewhere in the middle…
" France sits between these northern pioneering countries and the more lax countries like Spain and Italy who are only just beginning
to think about these things." (France, advisor)
UK - A country playing follow the leader...
“Well, if you compare the UK to the Nordic countries, we’re behind. My former PA was from Finland. She said her energy bills in
Surrey were more than her energy bills in Finland, and that was because the house was efficient and well-built. So, I think we are well
behind.... We’re behind Germany, we’re behind, perhaps France, and certainly the Nordic countries” (UK, advisor).

Q: And in your opinion, what are the main reasons why it is falling behind other countries ?
(3 answers possible)
Reasons for falling behind other countries
Basis: Respondents who replied that [country name] is late in adopting energy efficiency
TOTAL
Because existing energy efficiency products/solutions are too
expensive
The lack of support from the government (financial, regulatory
etc.)
The general lack of consumer awareness of these solutions
The investment needed to upgrade existing building stock is too
great
Because of consumer reluctance to adopt these solutions
There are too many solutions/products, making it difficult to
choose the right ones for the job and understand their
compatibility with other products
Due to a lack of training in energy efficiency for
electricians/electrical contractors
There isn’t enough proof of the benefits of energy efficiency
Other
DK
52%
50%
38%
32%
29%
18%
17%
14%
9%
2%

Q: And in your opinion, what are the main reasons why it is falling behind other countries ?
Reasons for falling behind other countries
Basis: Respondents who replied that [country name] is late in adopting energy efficiency
Because existing energy efficiency
products/solutions are too expensive
The lack of support from the government
(financial, regulatory etc.)
The general lack of consumer awareness of
these solutions
The investment needed to upgrade existing
building stock is too great
Because of consumer reluctance to adopt
these solutions
There are too many solutions/products,
making it difficult to choose the right ones
for the job and understand their compatibility
with other products
Due to a lack of training in energy efficiency
for electricians/electrical contractors
There isn’t enough proof of the benefits of
energy efficiency
Other
DK
71%
40%
31%
39%
24%
23%
30%
21%
5%
3%
0%
33%
33%
67%
33%
0%
0%
0%
0%
0%
35%
65%
43%
23%
30%
14%
2%
9%
15%
0%
37%
30%
65%
21%
59%
20%
28%
0%
0%
0%
Country breakdown
1 3 24
`…solutions are too expensive´

Q: Generally speaking, would you say that energy efficiency products/solutions available on the [country name]
market are… ?
Views on energy efficiency products/ solutions
useful
effective
Meeting customer needs
easy to install
easy for customer to use
affordable
TOTAL
53%
48%
43%
40%
41%
19%
42%
45%
49%
48%
44%
44%
4%
5%
6%
10%
11%
29%
1%
1%
2%
3%
7%
1%
1%
1%
1%
Yes,
absolutely
No,
not at all
DK
Yes,
somewhat
No,
not really
ST Yes
95%
93%
92%
88%
85%
63%

Q: Generally speaking, would you say that energy efficiency products/solutions available on the [country name]
market are… ?
Views on energy efficiency products/ solutions
89%
84%
84%
86%
71%
38%
8%
13%
14%
14%
27%
61%
3%
3%
2%
2%
1%
93%
94%
91%
81%
80%
75%
6%
5%
8%
18%
17%
24%
1%
1%
1%
1%
3%
1%
97%
95%
93%
96%
92%
61%
3%
5%
7%
4%
8%
39%
99%
99%
99%
91%
97%
81%
1%
1%
1%
9%
3%
19%
ST Yes ST No DK
Country breakdown
useful
effective
Meeting customer
needs
easy to install
easy for customer to
use
affordable

Q : Over the last five years have you noticed an improvement among your customer base in terms of...?
Awareness and knowledge of energy efficiency
Increased awareness with regard to
wasting energy
Increased knowledge of energy efficiency
products/solutions
Increased awareness of the return on
investment associated with installing
Increased awareness of the depletion of
natural ‘energy’ resources
85%
79%
68%
62%
14%
21%
32%
38%
1%
TOTAL
Yes No DK

Q : Over the last five years have you noticed an improvement among your customer base in terms of...?
Awareness and knowledge of energy efficiency
Yes No DK
77%
71%
60%
61%
20%
28%
39%
38%
3%
1%
1%
1%
79%
79%
60%
56%
20%
21%
39%
43%
1%
1%
1%
87%
76%
63%
50%
13%
24%
37%
50%
97%
89%
87%
79%
3%
11%
13%
21%
Country breakdown
Increased awareness with regard to
wasting energy
Increased knowledge of energy
efficiency products/solutions
Increased awareness of the return on
investment associated with installing
Increased awareness of the depletion of
natural ‘energy’ resources

Main learnings
2Motivations and obstacles

38%
16%
16%
11%
9%
7%
2%
1%
32%
32%
32%
29%
26%
16%
Reasons for moving into the energy efficiency space
Q : Thinking about your company, what was the main reason for becoming involved in energy efficiency
products/solutions ? (3 answers possible)
To respond to requests from customers looking to
reduce their energy bills
The desire to win customer loyalty by providing an
added value solution
Interest in new technologies
Concern for the environment (increased awareness
of the depletion of natural ‘energy’ resources)
The need to differentiate yourself from your
competitors, in order to remain competitive
Legislation/regulatory restrictions, which have
forced customers to review their energy
consumption
Other
DK
TOTAL
Total
All 3 reasons
70%
48%
48%
40%
35%
23%
First
reason
2 other
reasons

Q : Thinking about your company, what was the main reason for becoming involved in energy efficiency
products/solutions ? (3 answers possible)
To respond to requests from
customers looking to reduce
their energy bills
The desire to win customer
loyalty by providing an added
value solution
Interest in new technologies
Concern for the environment
(increased awareness of the
depletion of natural ‘energy’
resources)
The need to differentiate
yourself from your competitors,
in order to remain competitive
Legislation/regulatory
restrictions, which have forced
customers to review their
energy consumption
Other
DK
45%
12%
18%
7%
8%
9%
1%
1%
36%
34%
29%
32%
17%
16%
42%
15%
12%
13%
10%
6%
0%
2%
26%
31%
31%
25%
26%
10%
34%
15%
17%
7%
9%
12%
5%
0%
30%
26%
35%
23%
26%
27%
32%
23%
18%
17%
9%
2%
0%
0%
37%
37%
32%
34%
36%
13%
Country breakdown
Total
All 3 reasons
81%
46%
47%
39%
25%
25%
Total
All 3 reasons
68%
46%
43%
38%
36%
16%
Total
All 3 reasons
64%
41%
52%
30%
35%
39%
Total
All 3 reasons
69%
60%
50%
51%
45%
15%
1 4 23
`Reduction of energy
bills´

Responding to requests from customers
"[…] they come to us expecting us to offer them energy efficiency solutions. We have focused on « expertise », now we focus on
« solution »... a solution that respects the environment…and allows us to build something which is more energy
efficient” (France, large contractor)
To win customer loyalty by provinding an added value solution
"[…] In the beginning we identified this [energy efficiency] as a niche market. It turned out to be a good idea to
give more importance to this area of the market, because it has become increasingly important and it will continue to
do so in the future...” (Germany, large contractor)
Interest in new technology
"Geothermal energy fascinates me… using an energy that is produced naturally to warm houses. That is a fantastic
technology." (Germany, small contractor)
“There are environmental reasons, which are close to my heart.” (Germany, advisor)
“Climate change and energy efficiency runs through my veins, or DNA, if you like." (UK, advisor)
"We're talking about resources that we used to think were infinite, we're at the end of the road, we need to find profitable
technologies that are simpler to install." (France, advisor)

Q : In your opinion, what are the main reasons your customers are adopting energy efficiency solutions ?
(3 answers possible - Please chose the most important to you)
Reasons customers are adopting energy efficiency
TOTAL
To reduce their energy bills
The return on investment
To take advantage of (national/federal) government
subsidies/ tax incentives
To improve their standard of living/ comfort
Because their neighbours/ friends/ family, have made
energy efficiency improvements to their homes
Because an energy audit has shown them the savings
they can make
To meet stricter standards and regulations imposed by
(national/federal ) government
An unmissable offer at their local DIY store/retailer
79%
35%
31%
29%
28%
24%
20%
10%
6%

Q : In your opinion, what are the main reasons your customers are adopting energy efficiency solutions ? (3 answers
possible - Please chose the most important to you)
To reduce their energy bills
To take advantage of (national/federal)
government subsidies/ tax incentives
To improve their standard of living/ comfort
Because their neighbours/ friends/ family,
have made energy efficiency improvements
to their homes
Because an energy audit has shown them the
savings they can make
To meet stricter standards and regulations
imposed by (national/federal ) government
An unmissable offer at their local DIY
store/retailer
Country breakdown
4 1 32
`…reducing of energy bills´
67%
45%
28%
42%
24%
33%
23%
14%
7%
86%
29%
32%
23%
29%
28%
7%
10%
4%
88%
39%
28%
9%
20%
13%
20%
9%
6%
77%
26%
36%
40%
41%
20%
30%
9%
8%

To reduce energy bills
“From the customer’s point of view the most important consideration is cost efficiency.” (Germany, large contractor)
“Unless you can really push the savings, it’s not there. So we really push the savings. When we’re presenting these projects, if I go
to someone at a corporate level and tell them, “This is a great product, it has all the bells and whistles,” they don’t want to hear that.
What they want to hear is, “Bottom line: What is it going to cost, and what is it going to save me?” ( US, large contractor)
 Heightened sensitivity…
…in regions where the climate is harsher for extended periods of time…
“Those people who inquired last year, have come back this year and told me: Now, we definitely want to implement it. Following the
campaign: Winter comes back every year, awareness has risen.” (Germany, advisor)
“The longer the winter , the greater the consumer demand ” (Germany, advisor)
…when governments are challenged by high energy-depedency…
“ We need to move away from central energy supply to decentralized energy supply.” (Germany, advisor)
“ Being qble to produce your own electricity… This is very interesting for us. " (Germany, large contractor)
“It is about the image, the notion of eco-citizens, a responsible corporation..." (France, large contractor)
" People are aware of global warming. It is increasingly talked about in the media that oil is a finite resource " (Germany,
advisor)
Desire to be seen as innovators
““Some people [consumers] need to have the newest of the new technologies." (Germany, large contractor)
To meet stricter industry standards and government regulations
“There are regulatory constraints that customers are concerned about." (France, large contractor)
“When we look at things like ASHRAE and Title 24 in California,[…] there are certain energy efficiency measures that we are doing in
this industry now because they are considered best practice […] and that we weren’t doing 20 or 30 years ago” ( US, advisor)

Consumer motivations for energy efficiency improvements
Basis: Respondents who replied that they have made improvements to their home
Q : What motivated you to make energy efficiency improvements?
76%
36%
33%
24%
12%
8%
8%
6%
6%
0%
I wanted to reduce my energy bills
I wanted to improve my standard of living
The return on investment made sense
I wanted to take advantage of
Government (state) subsidies/tax…
Because my neighbors/friends/family
have made energy efficiency…
I carried out an energy audit and saw the
savings I could make
My DIY/retail store had an unmisssable
offer
To meet stricter standards and
regulations imposed by the Government
DK
TOTAL

Consumer motivations for energy efficiency improvements
Basis: Respondents who replied that they have made improvements to their home
Q : What motivated you to make energy efficiency improvements?
Country breakdown
3 4 1 2
`reduce energy
bills´
75%
39%
42%
14%
14%
6%
3%
4%
7%
1%
… reduce Energy bills
…The environment
…Standard of living
...Government (state)
subsidies/tax incentives
…experience of
neighbors/friends/family
...an energy audit…
...DIY/retail store's offer...
...stricter standards and
regulations…
DK
74%
42%
22%
44%
5%
13%
5%
8%
5%
0%
79%
27%
36%
14%
17%
6%
12%
7%
5%
1%
76%
35%
33%
24%
11%
8%
13%
5%
5%
0%

Q : In your opinion, what are the reasons stopping your customers from adopting energy efficiency solutions ?
Reasons preventing customers from making energy
efficiency improvements
TOTAL
The cost and other financial considerations
Lack of knowledge/awareness of what energy efficiency is all about
The feeling that, as tenants renting a property, the investment is not
worthwhile
The complexity of the technology/products and a fear of not
understanding how to use them
The feeling of being overwhelmed by the number of different
technologies/products
The lack people they know who have made energy efficiency
improvements to their homes
A simple lack of interest
The difficulty in identifying the right person to advise them
The cost of energy is still not high enough to compel to act
The loss of time and the disruption caused by the work involved
DK
68%
37%
26%
26%
24%
20%
20%
17%
12%
11%
0%

Q : In your opinion, what are the reasons stopping your customers from adopting energy efficiency solutions ?
The cost and other financial considerations
Lack of knowledge/awareness of what energy
efficiency is all about
The feeling that, as tenants renting a property, the
investment is not worthwhile
The complexity of the technology/products and a
fear of not understanding how to use them
The feeling of being overwhelmed by the number of
different technologies/products
The lack people they know who have made energy
efficiency improvements to their homes
A simple lack of interest
The difficulty in identifying the right person to
advise them
The cost of energy is still not high enough to
compel to act
The loss of time and the disruption caused by the
work involved
DK
Country breakdown
1 3 42Ranking according to:
`…cost…´
75%
31%
30%
32%
25%
7%
17%
14%
10%
6%
0%
49%
46%
19%
33%
20%
25%
31%
25%
22%
19%
0%
64%
47%
23%
17%
18%
18%
19%
10%
10%
8%
2%
84%
23%
34%
20%
34%
30%
13%
19%
8%
11%
0%

Complexity of the technology
“If consumers were to go on the internet and have a look at all the different solutions and what they promise, well only 10%
would understand them, but the remaining 90% wouldn’t understand them at all.” (Germany, advisor)
"Over the past 5 years, we've provided claarity on a lot of issues and our customers' comprehension […] of energy related topics is
improving little by little but it's still not there. Even today, many don't people don’t understand what we're talking about,
they don't understand the challenges and ask what they are but that's how it all begins" (France, large contractor)
Lack of interest
“Many of us hold onto promises made that it will get better, that the price of energy will come back down and we will also pay less
for oil. That God will come and give us everything we need.” (Germany, advisor)
“Starbucks doesn’t want to go to Jonathan Controls or Siemens and have them install a $50,000 or $35,000 energy management
system in a 2,500-square-foot footprint. ….if that guy leaves the lights on overnight, who cares?” ( US, large contractor)
Resistance to change…
“ For people tt is more simple to do as they have always done, I mean change has a cost. " (France, grand installateur)
The cost of energy still not high enough
“ Maybe energy isn’t expensive enough yet, if it were the situation would be more clear-cut." (France, advisor)
“ Even though you get energy savings and it counts towards something, energy doesn’t cost [enough]. (UK, contractor)
Little awareness of savings they could do
"They're [consumers] not aware of the cost-reduction opportunities." (France, advisor)
“They cannot visualize the savings they will make in two or three years. That is the problem.” (Germany, advisor)

Obstacles to energy efficiency improvements in the home
Q : Which of the following obstacles is most likely to prevent you from making efficiency improvements to your home?
(3 answers possible - Please choose the 3 most important to you)
59%
27%
17%
12%
10%
8%
7%
7%
7%
4%
1%
The cost and other financial
considerations
I rent my property so the investment is
not worth my while
I am overwhelmed by the number of
different products/technology available
I don’t know who to turn to for advice/
help
The technology/products are too
complex, I'm afraid I won't understand…
I’m simply not interested
I'm not interested because it's too
disruptive and time consuming
I don’t know anyone who has made
energy efficiency improvements to their…
The cost of energy is low so it’s not a
concern
I haven’t heard of energy efficiency or
what it entails
DK
TOTAL

Obstacles to energy efficiency improvements in the home
2 1
Country breakdown
Q : Which of the following obstacles is most likely to prevent you from making efficiency improvements to your home?
(3 answers possible - Please choose the 3 most important to you)
52%
37%
16%
9%
9%
4%
6%
6%
9%
3%
1%
60%
24%
11%
9%
7%
11%
7%
7%
3%
4%
3%
The cost and other financial
considerations
I rent my property so the
investment is not worth my…
I am overwhelmed by the
number of different…
I don’t know who to turn to for
advice/ help
The technology/products are
too complex, I'm afraid I…
I’m simply not interested
I'm not interested because it's
too disruptive and time…
I don’t know anyone who has
made energy efficiency…
The cost of energy is low so it’s
not a concern
I haven’t heard of energy
efficiency or what it entails
DK
63%
24%
21%
16%
12%
8%
9%
9%
5%
4%
1%
59%
22%
18%
14%
11%
8%
7%
7%
9%
4%
1%
34
`The cost…´

Q : With regards to cost and other financial considerations, what do you think are the greatest obstacles for
customers ?
The biggest financial obstacles for customers
The high price of energy efficiency products/new technology
A limited disposable income/budget
The time it takes to make a return on investment is too long
versus the costs of the solution
They don’t understand the concept of return on investment
and the benefits over the long term
Poor understanding/awareness of the subsidies/ tax
incentives that are available to them
Reluctance to borrow money/take out a loan
Lack of financial subsidies/tax incentives
DK
40%
39%
34%
21%
21%
16%
16%
1%
TOTAL

Q : With regards to cost and other financial considerations, what do you think are the greatest obstacles for
customers ?
The high price of energy efficiency
products/new technology
A limited disposable income/budget
The time it takes to make a return
on investment is too long versus the
costs of the solution
They don’t understand the concept
of return on investment and the
benefits over the long term
Poor understanding/awareness of
the subsidies/ tax incentives that
are available to them
Reluctance to borrow money/take
out a loan
Lack of financial subsidies/tax
incentives
DK
Country breakdown
2 1* 1*3
`The high price of E.E.
products…´
45%
53%
39%
19%
16%
11%
11%
0%
35%
32%
43%
14%
23%
24%
10%
1%
40%
34%
22%
28%
28%
15%
22%
0%
40%
36%
34%
23%
17%
14%
19%
3%

The time it takes to make a return on investment is too long versus the costs of the solution
“To get people engaged, you’ve got to get the payback period down to below four years.” (UK, advisor)
“I have to invest a lot of money and the plant pays it off after 20 years.” (Germany, large contractor)
“ We don’t even look at things like upgrading HVAC equipment, per se, like the actual rooftop units or anything of the sort,
because we know that the payback is going to be 7, 10 years out, maybe 15 or 20, even.” (US, large contractor)
Trouble understanding the concept of ROI
"I remain convinced that people want something that works and doe not cost and right from the start they don't consider the
impact…, they don't consider the future… They get an equipement because it works well right now but they don't look how
much it will cost over 5 years compared to a different technology such as heat pumps." (France, small contractor)
Poor awareness of the subsides / tax incentives or their complexity
“ To be frank with you, at that level, when new laws are passed, we get no information, we don't know what's going on.
I myself get information from the French Building Federation because I'm a member but there is generally a lack of information
for installers as well as among end users. ” (France, small contractor)
“ I would say about three percent do [know and understand financial appeal]. ” (Germany, adviser)
“ And not too many people really know where to get or how to get an energy efficiency mortgage or refinancing or something like
this” ( US, small contractor)
Lack of financial subsides / tax incentives
“ They've [financial subsides] been reduced so much that they're no longer a selling point …” (France, small contractor)
“ In Germany, there is a strong motivation on the part of the Government on this topic but this is not the case in France. We had
some[subsidies], but there are none anymore…” (France, large contractor)

Consumer views on financial obstacles
Q : Thinking about cost and other financial considerations, which of the following present the biggest barrier for you ?
32%
21%
17%
9%
9%
6%
5%
1%
I don’t have the disposable income to
invest in energy efficiency upgrades to my
home
I don’t like to borrow money/ be in debt
The products/technology are too
expensive
The return on investment is too far in the
future
There aren’t enough tax
incentives/government subsidies to help
with the cost
I don’t understand how the initial
investment will payoff in future cost
savings
The tax incentives/ government subsidies
are too complicated and I don’t know
what’s available to me
DK
TOTAL

Consumer views on financial obstacles
4 1
Country breakdown
2*2*
Q : Thinking about cost and other financial considerations, which of the following present the biggest barrier for you ?
30%
16%
17%
12%
14%
5%
5%
1%
I don’t have the disposable income
to invest in energy efficiency
upgrades to my home
I don’t like to borrow money/ be in
debt
The products/technology are too
expensive
The return on investment is too far
in the future
There aren’t enough tax
incentives/government subsidies to
help with the cost
I don’t understand how the initial
investment will payoff in future cost
savings
The tax incentives/ government
subsidies are too complicated and I
don’t know what’s available to me
DK
32%
23%
16%
8%
8%
7%
5%
1%
35%
23%
15%
9%
7%
6%
4%
1%
32%
22%
19%
9%
7%
5%
5%
1%
`…disposable income…´

Potential future motivations for energy efficiency improvements
Basis: Respondents who replied that they had not made energy efficiency improvements to their home
Q : What would motivate you to make energy efficiency improvements?
61%
29%
27%
21%
21%
15%
10%
9%
5%
15%
1%
Reduction of my energy bills
Government subsidies/tax incentives
Improvement in my standard of
living/comfort
An energy audit which would show the
savings I could make
An unmissable offer at my DIY/retail
store
My neighbors/friends/family making
energy efficiency improvements to their…
Meeting stricter standards and
regulations imposed by the Government
Nothing would motivate me
DK
TOTAL

Potential future motivations for energy efficiency improvements
Basis: Respondents who replied that they had not made energy efficiency improvements to their home
Q : What would motivate you to make energy efficiency improvements?
4 3 1 2
Country breakdown
`…Reduction of my
energy bills´
51%
31%
23%
24%
22%
15%
9%
13%
7%
15%
2%
Reduction of my energy bills
Government subsidies/tax
incentives
Improvement in my standard of
living/comfort
…The environment
An energy audit …
...offer at my DIY/retail store
...neighbors/friends/family's
experience…
…Stricter standards and
regulations…
Nothing would motivate me
DK
59%
27%
23%
23%
17%
11%
14%
15%
6%
16%
0%
69%
31%
32%
20%
21%
17%
9%
5%
4%
14%
1%
63%
23%
30%
18%
22%
18%
8%
5%
4%
16%
0%

How to encourage greater energy efficiency?
Q : What needs to be done on a local, national and international level to encourage people to make greater energy
efficiency improvements to their homes? (3 answers possible)
58%
41%
32%
24%
23%
15%
13%
12%
1%
The price of technology/products would
need to come down
Better financial incentives/subsidies from
the Government
Access to attractive financial
packages/plans to help manage the cost
Better public information to raise
awareness of the problems and solutions
Easier to use products/technology
Better advice from electricians/electrical
contractors and other specialists to help
me understand the energy efficient…
Greater emphasis on the environment and
energy efficiency at school
Greater regulation from the Government
DK
TOTAL

How to encourage greater energy efficiency?
1 3
Country breakdown
24
Q : What needs to be done on a local, national and international level to encourage people to make greater energy
efficiency improvements to their homes? (3 answers possible)
62%
44%
31%
17%
24%
14%
13%
8%
1%
The price of technology/products
would need to come down
Better financial
incentives/subsidies from the
Government
Access to attractive financial
packages/plans to help manage
the cost
Better public information to raise
awareness of the problems and
solutions
Easier to use products/technology
Better advice from
electricians/electrical contractors
and other specialists to help me…
Greater emphasis on the
environment and energy efficiency
at school
Greater regulation from the
Government
DK
53%
40%
36%
25%
17%
17%
14%
17%
0%
57%
46%
31%
28%
23%
15%
11%
14%
1%
59%
35%
30%
27%
27%
15%
13%
9%
1%
`…the price of
technology…´

Convincing the customer
Q : What are the sales pitches that work best for you/your business to convince customers of the benefits of installing
energy efficiency solutions ? (Several answers possible – Please tick all that apply)
A guarantee that we can reduce their energy
consumption
A quick return on investment
Increased comfort
The ability to interconnect and run existing
products with new products/solutions
Feedback/testimonials from other customers
The subsidies/ tax incentives available to
them
A more sustainable/environmentally friendly
solution
Providing energy monitoring after the
installation is completed
Carrying out an energy audit which convinces
the consumer of the energy savings
Assurance that the building work won’t take
long
DK
69%
65%
59%
58%
58%
57%
57%
52%
49%
44%
1%
TOTAL

Q : What are the sales pitches that work best for you/your business to convince customers of the benefits of installing
energy efficiency solutions ? (Several answers possible – Please tick all that apply)
A guarantee that we can reduce
their energy consumption
A quick return on investment
Increased comfort
The ability to interconnect and run
existing products with new
products/solutions
Feedback/testimonials from other
customers
The subsidies/ tax incentives
available to them
A more
sustainable/environmentally
friendly solution
Providing energy monitoring after
the installation is completed
Carrying out an energy audit which
convinces the consumer of the
energy savings
Assurance that the building work
won’t take long
DK
91%
75%
81%
82%
78%
68%
62%
74%
60%
62%
0%
62%
70%
65%
61%
59%
58%
65%
59%
43%
43%
1%
83%
77%
57%
73%
67%
68%
66%
60%
68%
63%
3%
38%
36%
34%
15%
28%
35%
33%
14%
25%
8%
0%
Country breakdown
1 2 43
`Guarantee to reduce their
energy consumption´

Carrying out an energy audit which convinces the consumer of the energy savings that can be made to their home
" I show them how they can measure the energy they use at home. It is a measuring device, which we rent out for a week to
make people see what they use.” (Germany, advisor)
" I can't force people to work energy efficiently, I have to make them see the benefit of it by doing it myself. ” (Germany,
small contractor)

Main learnings
3Key players in energy efficiency

Whose responsibility is it?
Q : In your opinion, whose responsibility is it to promote energy efficiency?
49%
24%
24%
23%
20%
14%
10%
8%
8%
3%
2%
National (Federal ) government
Utilities/ energy companies (…)
Electricians/ electrical contractors
(State) Local/regional
governments/public authorities
Product manufacturers
International governing bodies such
as the United Nations or the…
Other professionals: architects,
plumbers, builders/building…
DIY stores, retailers, distributors of
electrical products
Consumers/general public
NGOs and other associations
DK
TOTAL

National (Federal ) government
Utilities/ energy companies (…)
Electricians/ electrical contractors
(State) Local/regional governments/public authorities
International governing bodies such as the United
Nations or the European Union
Other professionals: architects, plumbers,
builders/building developers etc.
DIY stores, retailers, distributors of electrical products
DK
58%
9%
30%
25%
20%
19%
9%
10%
3%
2%
4%
43%
20%
19%
19%
22%
22%
9%
4%
15%
2%
2%
52%
31%
26%
24%
16%
9%
11%
6%
5%
6%
1%
42%
38%
21%
25%
23%
8%
10%
12%
7%
3%
0%
Country breakdown
Q : In your opinion, whose responsibility is it to promote energy efficiency?
1 2 43
`National/ Federal government´

Q : Who do you think should be responsible for improving energy efficiency in homes? (2 answers possible)
34%
33%
30%
24%
13%
8%
7%
5%
5%
3%
Utilities/energy companies (...)
National (Federal) government
(State ) Local/ regional governments /
public authorities
International governing bodies such as
the United nations and the European…
Other professionals: Architects, plumbers,
builders/building developers
DIY stores/retailers/ distributers of
electrical products
Electricians/electrical contractors
TOTAL

Country breakdown
Q : Who do you think should be responsible for improving energy efficiency in homes? (2 answers possible)
32%
35%
26%
28%
12%
11%
8%
4%
3%
3%
Utilities/energy companies (...)
National (Federal) government
5State)/ Local/ regional
governments/ public authorities
International governing bodies such
as the United Nations and the…
Other professionals: Architects,
DIY stores/retailers/ distributers of
electrical products
Electricians/electrical contractors
34%
27%
32%
23%
18%
7%
4%
4%
4%
4%
30%
40%
42%
22%
7%
10%
7%
4%
3%
2%
42%
29%
20%
22%
16%
4%
9%
7%
8%
2%

Who would you turn to for energy efficiency advice?
Q : Who do you think consumers like yourself would listen to, to change behaviors and make improvements to their
home to make it more energy efficient ? (2 answers possible)
38%
31%
25%
18%
18%
11%
11%
7%
4%
3%
1%
Utilities/energy companies (…)
Researchers specialized in energy
(efficiency, savings)
Neighbors, family, friends
Other professionals: Architects, plumbers,
builders/building developers
The media
DIY stores/retailers of products
Their local electrician/electrical
contractor
Politicians
Celebrities such as TV stars, movie stars
and sports figures
School teachers
DK
TOTAL

Who would you turn to for energy efficiency advice?
1 2
Country breakdown
3
Q : Who do you think consumers like yourself would listen to, to change behaviors and make improvements to their
home to make it more energy efficient ? (2 answers possible)
45%
28%
13%
20%
18%
14%
9%
8%
3%
5%
3%
Utilities/energy companies (…)
Researchers specialized in
energy (efficiency, savings)
Neighbors, family, friends
Other professionals: Architects,
The media
DIY stores/retailers of products
Their local electrician/electrical
contractor
Politicians
Celebrities such as TV stars,
movie stars and sports figures
School teachers
DK
27%
33%
35%
15%
18%
7%
15%
7%
3%
3%
1%
40%
34%
22%
19%
20%
10%
8%
7%
6%
2%
1%
39%
30%
29%
19%
15%
13%
11%
6%
5%
3%
1%
4
`Utilities/energy companies´

The role of Government
according to electricians/electrical contractors
Q : What should the government’s role be in the energy efficiency sector ?
To raise awareness of the benefits of energy
efficiency products/solutions
To educate the public on optimal energy usage and
how changing their habits can save energy
To subsidise energy efficiency solutions
To provide greater support to product
manufacturers and electricians/electrical
contractors themselves
To regulate the market in energy efficiency
products/solutions
To set targets for the energy efficiency upgrade of
existing building stock
Other
DK
44%
38%
36%
34%
17%
13%
1%
2%
TOTAL

The role of Government
according to electricians/electrical contractors
Q : What should the government’s role be in the energy efficiency sector ?
To raise awareness of the
benefits…
To educate the public on
optimal energy usage …
To subsidise energy efficiency
solutions
To provide greater support to
product manufacturers and
electricians…
To regulate the market in
energy efficiency
products/solutions
To set targets for the energy
efficiency upgrade…
Other
DK
27%
37%
44%
46%
26%
8%
1%
2%
43%
37%
30%
30%
11%
20%
0%
5%
50%
40%
32%
33%
6%
16%
4%
0%
55%
39%
39%
27%
24%
6%
1%
0%
Country breakdown
4 2 13
`…awareness of benefits…´

Opinio
Q : If the government could help you reduce your energy bills would you…?
Would you vote for a more energy efficient government?
17%
41%
3%
1%
38%
0%
Definitely vote for them
Be more likely to vote for them
Be less likely to vote for them
Definitely not vote for them
It would make no difference to
who I would vote for
DK
58%
4%
ST
Vote for them
ST
Not vote for them
TOTAL

Opinio
Q : If the government could help you reduce your energy bills would you…?
Would you vote for a more energy efficient government?
9%
28%
3%
1%
58%
1%
Definitely vote for them
Be more likely to vote for
them
Be less likely to vote for them
Definitely not vote for them
It would make no difference
to who I would vote for
DK
37%
4%
ST
Vote
ST
Not
vote
Country breakdown
18%
46%
3%
1%
32%
0%
16%
48%
2%
1%
33%
0%
25%
43%
3%
2%
27%
0%
64%
4%
64%
3%
67%
5%
4 3 12
`ST Vote´

Main learnings
4Responding to the needs of the profession

Support for electricians/electrical contractors
More affordable products/solutions
Knowing how to explain the use and benefits of the
products/technology…
Better performance indicators to easily compare products
Better and more detailed information …
Better after-sales service and support
Specialised training to conduct audits and set up the
equipment
Access to software to demonstrate the return on investment
A more easy-to-install and coherent product offering
Independent, expert advice in choosing the right
products/solutions
Recognised certification/accreditations
Access to software to conduct energy audits
Access to consumer case studies/testimonials
Other
DK
70%
64%
55%
51%
51%
49%
46%
45%
41%
41%
40%
40%
4%
2%
TOTAL
Q : What does your business/do your employees need today, for them to be able to better advise/promote/sell energy
efficiency in the future (Several answers possible – Please tick all that apply)

Q : What does your business/do your employees need today, for them to be able to better advise/promote/sell energy
efficiency in the future (Several answers possible – Please tick all that apply)
77%
50%
52%
61%
61%
45%
47%
50%
47%
43%
41%
52%
3%
4%
More affordable products/solutions
Knowing how to explain the use
and benefits of the…
Better performance indicators to
easily compare products
...information from manufacturers
on the technical aspects…
Better after-sales service and
support
Specialised training to conduct
audits…
Access to software to demonstrate
the return on investment
A more easy-to-install and coherent
product offering
Independent, expert advice in
choosing the right…
Recognised
certification/accreditations
Access to software to conduct
energy audits
Access to consumer case
studies/testimonials
Other
DK
66%
62%
48%
49%
50%
52%
47%
41%
35%
18%
37%
29%
0%
4%
89%
82%
71%
55%
58%
61%
62%
63%
70%
73%
57%
52%
10%
0%
48%
64%
47%
39%
34%
38%
28%
25%
12%
28%
25%
26%
1%
0%
Country breakdown
2 1 43Ranking according to:
`More affordable products´

Knowing how to explain the use and benefits of the products/technology and demonstrate the value and savings to
be made
"Sometimes it's hard to explain the benefits to the customer, we aren't able to explain the difference between a
heater core made of aluminum and a cast heater core , we know that aluminum heats faster but for not as long... I think
that the manufacturers don't give us enough data and information to understand the products we install." (France, small
contractor)
“The customers appreciate it if you can explain something realistically and if you are able to explain connections.”
(Germany, large contractor)
Better performance indicators to easily compare products
“ There may be a multitude of ranges, solutions and you have to be able to accurately explain the choice of one
solution over another. It's important to be able to offer advice on that." (France, Large contractor)
“ We should all have a list of different products, and know the cost they will have 3 years later, know when the equipment would be
amortize . " (France, small contractor)
Information on new products
“ So we’re always looking for that new thing that is out there, whatever it may be” (US, Large Contractor)
“ ...sourcing the latest products. You can’t stagnate, if that’s the right word. There’s always the latest technology out there. So,
we’re always keeping on top of that” ( UK, advisor)
“ The problem is filtering, what is outdated and what is really interesting. ” (Germany, advisor)
Product compatibility
“ Today, building materials aren’t compatible... We work to fixed protocols (…). Every professional has his protocol and if you mix
brands, you can no longer use the equipment together." (France, advisor)
“ I had a client that had an old 10,000-square foot home and an old lighting control system he wanted to update….. he was having
some issues with the lighting control system being compatible with the LED product. So it’s something we actually had to get one
of the reps on and look at how we could integrate it or what we could do to make it compatible." ( US, small contractor)

Access to software to demonstrate ROI and conduct and energy audit
“ I mean as a homeowner and a home analyst I would like to see more, and maybe something that could be on a tablet in
terms of energy auditing software.” (US, large contractor)
“And honestly, there are not that many good software packages that have a simple and interactive tablet interface that somebody, a
salesperson or a home analyst, could be showing in real time to a homeowner ( ..) I’ve not seen any very good marketing tools
that would allow a contractor to do a self-presentation and graphically, down to the dollar signs, explain the cost
benefits to the homeowner ” (US, small contractor)
“We need to be able to show our customers what they will gain.” (Germany, large contractor)
Easy to install products
“Some of the control systems are over-complicated. They actually have too many features in some instances. Do we care that I can
have 100 users interface on it? No, I only want one. " ( US, large contractor)
Independent, expert advice
“ In terms of information, I have no access to reference publications that can give me the technical details I need to help me
understand the product and without being partisan to one particular manufacturer." (France, large contractor)
Access to consumer case studies/testimonials
“ […] having access to information that's been tested by others works… You need to have case studies that can prove to you that
you can get something out of it… In France, there are no publications that help you to understand the products, which are not solely
trom the manufacturer's viewpoint. We need experienced feedback." (France, large contractor)

Main learnings
5The future of the sector

Potential savings from investment in energy efficiency
Q : How much do you think you could save per year on your energy bill by investing in energy efficiency
solutions /products?
1%
10%
14%
28%
27%
12%
4%
4%
47%
ST
20% or more
50 % or more
Up to 40 %
Up to 30 %
Up to 20 %
Up to 10 %
Up to 5 %
Nothing or almost nothing
DK
TOTAL
89%
ST
Economies

Potential savings from investment in energy efficiency
Q : How much do you think you could save per year on your energy bill by investing in energy efficiency
solutions /products?
33%
ST
20%
or more
50 % or more
Up to 40 %
Up to 30 %
Up to 20 %
Up to 10 %
Up to 5 %
Nothing or
almost nothing
DK
Country breakdown
0%
6%
10%
27%
29%
17%
6%
5%
57%
1%
10%
17%
31%
25%
10%
3%
3%
41%
0%
7%
11%
26%
30%
14%
5%
7%
56%
2%
18%
19%
28%
22%
7%
2%
2%
4 3 21
`ST 20 % or more

Where to make the greatest savings?
By investing in energy
efficient
technology/products
By changing your everyday
habits/behaviour
46%
53%
1%
TOTAL
DK
Q : Where do you think you could make the greatest savings?

Where to make the greatest savings?
35%
64%
1%
4 1 3 2
56%
44% 44%
55%
1%
50%50%
Country breakdown
Q : Where do you think you could make the greatest savings?
By investing in energy
efficient
technology/products
By changing your everyday
habits/behaviour DK
investing in energy efficient
technology/products´

Q: Would you recommend specialising in energy efficiency to today’s young electricians/electrical contractors ?
The next generation of electricians/electrical contractors
DK
No
Yes
85%
14%
1%
TOTAL

Q: Would you recommend specialising in energy efficiency to today’s young electricians/electrical contractors ?
DKNoYes
84%
14%
2%
72%
26%
2%
87%
13%
98%
2%
Country breakdown
2 3 14
`Yes´

Substantial development potential due to…
…inevitable increase in energy costs
" If climate scientists are right, this will be the market segment of the future…We have no other choice than to reduce
consumption or find alternative energies to oil." (France, large contractor)
“From my point of view, even though some people might call me crazy, it will happen overnight. You will turn up at the
petrol station and it will be sold out. Then you will drive to the next and the petrol will be sold out thereas well. And at the
third station, you will start to seriously think about the reasons ” (Germany, advisor)
… growth in legislation and standards
“Utilities are driven to save energy, as well through legislature. Strong laws or incentives are going to really drive this market.” .
( US, large contractor)
“You already have those requirements, for instance old heating systems that don’t meet the standards anymore… such
as night-storage heaters etc. – these have already been regulated: From date X, you will no longer be able to use those
systems….In this context, there will be more inspections in the future. I guess this needs to happen but you can’t
force a homeowner to insulate his house.” (Germany, advisor)
…and a strong dynamic of innovation...
“Apart from that, hydrogen storage, condensing boiler technology etc.; well, there is so much potential for energy
efficiency. I expect more innovations in the future.” (Germany, advisor)

Opinions on the energy efficiency sector
Q : Do you agree/ not agree with the following statements about the energy efficiency sector ?
TOTAL
51%
44%
33%
16%
39%
40%
41%
38%
6%
10%
18%
23%
4%
5%
7%
22%
1%
1%
Agree
strongly
Disagree
strongly
DK
Agree
somewhat
Disagree
somewhat
For the energy efficiency sector to grow, we
need better financing solutions
For the energy efficiency sector to grow, the
range of energy efficiency products needs to
be simplified and made easier to install and
simpler to use
If the government does not intervene by
imposing stricter regulations, consumers will
not do a great deal to adopt energy efficiency
solutions and the energy efficiency sector will not
take off
The energy efficiency sector has not taken off
because the cost of energy is still relatively
low and consumers are not compelled to reduce
waste and save energy
90%
84%
74%
54%
Total
Agree

Q : Do you agree/ not agree with the following statements about the energy efficiency sector ?
88%
90%
71%
56%
12%
9%
29%
44%
1%
ST Agree
…we need better
financing solutions
…the range of energy
efficiency products
needs to be simplified
…
…the [need of for ]
the government [to]
intervene …
…the cost of energy
is still relatively low [to
motivate]…
84%
85%
71%
43%
13%
14%
25%
55%
3%
1%
4%
2%
90%
68%
76%
38%
10%
32%
24%
62%
95%
95%
78%
78%
5%
5%
22%
22%
ST Disagree DK
Country breakdown

Need for better financing solutions
“We need to rationalize costs with open systems and, secondly, have mature support policies... We need to make long-term
industry decisions on the political front and impose legislation with uniform standards." (France, Large contractor)
“The electric automobile industry will become interesting for people the minute electric cars become affordable. " (Germany, large
contractor)
Need for simplified products
“Some of the control systems are over-complicated. They actually have too many features in some instances. Do we care that I
can have 100 users interface on it? No, I only want one. " ( US, Large contractor)
Need for government intervention
“ As the government doesn't say it's compulsory, and it won't undertake this initiative on its own, the business owner only does
what he's required to do before... I think this is especially true in France." (France, Large contractor)
“ It provides an incentive for the government. […] Government needs to do more promotion and advertisement. " (Germany,
advisor)
“In terms of marketing, politics could indeed become more active in order to reach [a greater number of ] people and
raise their awareness.” (Germany, advisor)
Need for an even greater increase in the cost of energy
“ The State today dictates the path we take, we've tried everything in France, there's only one thing left, and that's to
increase the cost of energy . The only way to make progress is to hit peoples' wallets and to put purchasing power in the
crosshairs. Increasing the cost of energy to encourage energy saving is as solution." (France, advisor)

Regulation of the energy efficiency sector
Q : In your opinion, should regulation of the energy efficiency sector be done…
... jointly at a local, national (Federal )
and international level
… first and foremost at a national
(Federal ) level
… first and foremost at a European
level/ at an international level
... first and foremost at a local level
Regulating the sector is not necessary
DK
35%
30%
16%
13%
5%
0%
TOTAL

Regulation of the energy efficiency sector
Q : In your opinion, should regulation of the energy efficiency sector be done…
... jointly at a local, national
(Federal ) and international level
… first and foremost at a national
(Federal ) level
… first and foremost at a
European level/ at an
international level
... first and foremost at a local
level
Regulating the sector is not
necessary
DK
Country breakdown
1 3 42
`…jointly at a local, national,
internetional level´
42%
24%
16%
10%
8%
0%
38%
31%
20%
6%
4%
1%
34%
41%
8%
11%
5%
1%
28%
25%
18%
24%
5%
0%

The energy efficiency solutions of the future
Q : In your opinion, what will be the most popular energy efficiency solutions in the future ?
(Several answers possible – Please tick all that apply)
A mixture of all these solutions
Energy efficient heating and air conditioning
systems
Energy efficient lighting
‘Passive’ solutions such as window, wall and roof
insulation, which are not associated with electricity
Home automation, intelligent management of
energy in a home
Smart meters
Other ‘Smart’ controls/technology
Other
DK
50%
33%
31%
29%
23%
20%
19%
6%
1%
TOTAL

Q : In your opinion, what will be the most popular energy efficiency solutions in the future ?
(Several answers possible – Please tick all that apply)
A mixture of all these solutions
Energy efficient heating and air
conditioning systems
Energy efficient lighting
‘Passive’ solutions such as window,
wall and roof insulation, which are
not associated with electricity
Home automation, intelligent
management of energy in a home
Smart meters
Other ‘Smart’ controls/technology
Other
DK
34%
58%
46%
58%
45%
27%
36%
1%
0%
58%
29%
28%
23%
18%
14%
15%
0%
3%
73%
18%
25%
15%
6%
14%
12%
24%
0%
35%
26%
26%
18%
24%
24%
12%
0%
0%
Country breakdown
4 1 32
`Mixture of all…´

Energy efficient heating and air conditioning systems
"Today, for me, the key to success in hot water production is the thermal balloon, and …the air source heat pump... Today, it is no
longer worth advising on electric boilers, electric radiators, solar thermal, and photovoltaic panels." (France, Small contractor)
LED
“ I think LED will become more prominent in the residential sector.” (Germany, small contractor)
Smart meters
“They will have to be installed much more widely.” Germany, Large contractor)
« Smart meters will be increasingly used… and also fuel cells, efficient energy storage systems but also CO2
conversion and things like that. I think there will be a lot of change and innovation.” (Germany, advisor)
Home automation
“It is evolving quickly, and I would say, not as a professional but as a homeowner, that would probably be really helpful, because I
don’t honestly know a lot about commercial-level building automation systems, and they're totally different to home automation.
And I know I will come home, and my husband will have seen something on the Internet about some home system, and I’m like,
“Oh, cool, I have no idea.” I don’t know. It doesn’t cross over. And it’s totally different because the scale is different, the target
audience is different, the costs are different. I mean, everything in residential is different. “ (US, advisor)
“ What I see for the future, is that everything will be based on home automation, remote management of radiators,
thermal balloons, what's known as the smart home" (France, Small contractor)
“I assume that a lot of things will be automated. The management of many things will be simplified.” (Germany, Large
contractor)
Solar
“The technology and the innovations we are seeing in the installation of solar, is increasing by the minute.” (US, advisor)

Improvements planned in the next 5 years
Basis: Respondents who replied that they have made improvements to their home or plan to do so
Q : What improvements are you planning to make in the next 5 years to make it more energy efficient?
23%
13%
12%
7%
7%
12%
19%
4%
41%
1%
I plan to install LED lighting
I plan to install an energy efficient heating
and/or air conditioning system (heat pump,…
I plan to install a smart meter
I plan to install a home automation system (a
comprehensive centralized solution for the…
I plan to install occupancy sensors and other
I plan to do an energy audit of my house to
understand where I can make savings
I plan to upgrade my wall, roof or window
insulation (inc. replacing the windows)
Other
I’m not planning any energy efficiency
improvements
DK
ST Active
measures
44%
Passive
measures
19%
TOTAL
ST
Is planning
58%

Improvements planned in the next 5 years
Basis: Respondents who replied that they have made improvements to their home or plan to do so
2 3 1
52% 40% 53%
Country breakdown Q : What improvements are you planning to make in the next 5 years to make it more energy
efficient?
`Active efficiency´
26%
21%
14%
12%
11%
19%
23%
4%
30%
0%
14%
12%
19%
6%
6%
16%
16%
3%
44%
0%
35%
12%
9%
7%
6%
9%
18%
4%
36%
0%
16%
9%
5%
4%
6%
5%
20%
4%
51%
1%
...LED lighting
...An energy efficient heating
and/or air conditioning system
...A smart meter
...A home automation system
...Occupancy sensors/ ‘smart’
controls…
...To do an energy audit…
...To upgrade my wall, roof or
window insulation…
Other
I’m not planning any energy
DK
31%
ST Active
measures
4

Electricians versus specialist contractors
Q : Would you go to your electrician/electrical contractor versus a specialist contractor for advice on…
68%
48%
40%
34%
34%
32%
27%
47%
54%
61%
62%
63%
Electrician/
electrical
contractor
Specialist
contractor
DK
TOTAL
5%
5%
6%
5%
4%
5%
LED lighting
Smart meters
Occupancy sensors and other smart
controls/technology
An energy audit
Energy efficient heating and/or air-conditioning
systems
(heat pumps, solar thermal, underfloor heating, micro CHP
systems)
Home automation
(a comprehensive centralized solution for the control and
management of the heating, lighting, ventilation, air
conditioning, security locks and systems on gates, doors
and windows, automated blinds and shutters)

73%
58%
49%
50%
53%
43%
21%
36%
45%
44%
43%
52%
76%
55%
45%
25%
28%
32%
18%
39%
49%
69%
67%
62%
Electricians versus specialist contractors
Q : Would you go to your electrician/electrical contractor versus a specialist contractor for advice on…
Specialist
contractor
LED lighting
Smart meters
Occupancy sensors and
other smart
controls/technology
An energy audit
Energy efficient heating
and/or air-conditioning
systems
Home automation
Country breakdown
72%
46%
41%
33%
33%
31%
21%
48%
53%
61%
62%
64%
50%
34%
27%
28%
20%
21%
47%
63%
69%
68%
77%
76%
Electrician/
electrical
contractor

Final report on Energy Transitition (2013)

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