Geothermal Alliance of Illinois Sales and Marketing for Technicians

Transcription

1 Geothermal Alliance of Illinois Sales and Marketing for Technicians Paul Habighorst Territory Sales Manager Southern IL WaterFurnace 1

2 Interesting Facts According to the Environmental Protection Agency (EPA), GeoExchange technology is the most energy-efficient, environmentally-clean and cost-effective space conditioning system available.

3 Geothermal Sales and Marketing for Technicians Understanding the thermodynamic of Geothermal Heating and Cooling Where does the Energy come from Loop configurations Sales 101 giving the homeowner what they want Lead generation

4 Thermodynamics The Second Law of Thermodynamics Energy (heat) flows spontaneously from an area of high concentration (hot body) to an area of low concentration (cold body). Always hot to cold, never cold to hot Cooling is actually the removal of heat

5 Geothermal systems move heat The heat moves through a liquid medium inside a loop system (Closed Loop) or through well-water (Open Loop).

6 100% 17% reflected by clouds. 6% reflected by surface. Space 19% absorbed by water vapor, dust U.S. Dept. of Energy 4% absorbed by clouds. 46% absorbed by ground Atmosphere Earth The earth is like a solar battery absorbing nearly half of the sun s energy. The ground stays a relatively constant temperature through the seasons, providing a warm source in winter & a cool heat sink in summer. Geothermal Systems ~ Introduction & Overview 6

7 Applications Forced air heating and cooling Supplemental water heating Dedicated water heating (radiant floor, snow melt, domestic purposes, pools) Add-on splits to fossil fuel furnaces

8 Geothermal Heating & Cooling Geothermal -- Heat from the earth Normal earth temperatures in IL Earth absorbs 46% of the sun s energy Available everywhere Not associated with geysers

9 US Deep Ground Temperatures Earth Temperature is a direct reflection of the average annual weather pattern for that region

10 How is Energy Used? Electricity is used to power compressor & pump & fan 10

11 Heat exchangers Air to Refrigerant (Air Source Systems) Condensers Evaporators Water to Refrigerant (Geothermal System) Coax (Cond. in cooling and Evap. in Heating Modes) Air Coils ( Evap in Cooling and Cond.in Heating)

12 Heating Operation

13 Geothermal System Air Loop Domestic Hot Water Loop Refrigerant Loop Ground Loop 13

14 Earth Temperatures A few feet below the surface, earth temperatures remain relatively constant and moderate. Ground temperatures are much milder than average monthly air temperatures. Illinois ground temperatures are about 55-57

15 Loop Configurations Vertical Horizontal Pond or Lake Well water Water quality

16 Water Quality

17 Geothermal System Benefits Energy Savings 50% to 75% Quiet Operation No short, hot blasts of air - more even heat No noisy outdoor unit Less maintenance Long equipment life No flame, fumes, or combustion no carbon monoxide No unsightly outdoor tanks (propane) Environmentally friendly Clean

18 Geothermal Systems 30% Federal Tax Incentives until Dec Incorporate Green Technology High Efficiency Equipment Simple to Service & Maintain Lower Cost of Maintenance Longer Equipment Life

19 Opportunity GSHP household participation is 2-5% nationally 102,802,521 Occupied Housing (census) 74% Ducted 25.2% Non Ducted (Growing)

20 Your energy bill... If you are a typical homeowner, about 60-70% of your total energy bill is for heating, cooling, and hot water. The rest is for lighting, appliances, and other usage. Therefore, the biggest opportunity to save large amounts of money on your energy bill is to increase the efficiency of your heating, cooling, and hot water system.

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24 Equipment Performance Ratings AHRI has designated the efficiency ratings for water-to-air heat pumps as: Energy Efficiency Ratio (EER) EER = BTU output divided by power watt input For cooling operation under steady state test conditions Coefficient of Performance (COP) COP = BTU output divided by BTU input For heating operation under steady state test conditions

25 SEER EER Formula > SEER EQUALS EER DIVIDED BY Results <Enter # Here add EER SEER EER Enter #> add SEER Results EER EQUALS BTU's DIVIDED BY Watts GEO 18 40, Cost/ KW X.11= 0.27 Cost Definition COP = Thermal Output (Btu/hr) / ((Power Input (kw) * 3413 Btu/kWh) Btu output Amps xvolts = Kilowatts * btu/kwh = BTU input COP Heat Pump COP = 40,600 divided by , , Electric , Kilowatts Amps Volts Kwatts BTU input COP 50 40

26 Efficiency Comparison (Heating) Geothermal COP Air Source Heat Pump COP Fossil Fuel Furnace COP Electric Furnace/Baseboard/Ceiling Cable 1.00 COP

27 Marketing to increase leads What can a Service technician do (Ask) Peace of mind servicing Mention higher energy saving plus HW Service guide lines Company decisions to replace or repair

28 Questions Service Technician should ask before leaving a customer While I m here do you have any concerns about poor comfort in your home? (rooms that are too hot or too cold) Do you have any indoor air quality problems that may be causing health problems, odors or excessive dust? Any concerns about noise from your HVAC system inside or outside your home? Any concerns about high utility bills?

29 Geothermal Clean and Check Change Filter (clean) Check CFM of blower cfm/ton Pressure drop across Coax (to find GPM) Adjust fluid flow if needed (3gpm/ton) Closed loop, (1.5gpm/ton) Open loop Temperature drop or Rise across Coax (to find HE/HR) Temperature drop or rise across Air Coil Amp draw of compressor Amp draw of pumps closed loop and open loop Amp draw of Blower Amp draw of Electric heater or function of Aux. Heat (Splits) Voltage across Contactor Check contactor points for pitting and condition Voltage across Transformer (19-30 volts) Calculate Heat of Extraction (GPM X deltat X 485(open loop use 500)) Calculate Heat of Rejection (GPM X deltat X 485(open loop use 500)) Burp Flow center screw (fresh fluid around bearings) Check Antifreeze % in Geo Loop (Type of antifreeze) Check Loop pressure 50-60psi (must be more than 5psi) Clean Air Coil if needed (mild soap and water) Check Superheat if needed (Split systems) Check Subcool if needed (split Systems) If installed - Check and Clean Humidifier (replace pad if needed) Check Thermostat performance and accuracy If Installed - Check Zoning System performance (all zones working properly)

30 Keys to increasing your geothermal sales! Open houses utilize a current or past project to have a Saturday open house. Advertise in local paper or other media s to draw prospects. Work with builders and coop s as well. Advertising work with manufactures for ad slicks for any media desired Project binder start a project binder with past geothermal projects, include a picture of the home (and maybe installation) and monthly/yearly utility costs Web site get a company website running with geothermal, or update and add manufacture page to the website, also link it to all other industry websites. Reference list add reference list to proposal s with at least three good geothermal systems - include tonnage, type of loop, cost of system, features of system Signs Manufacture building sign, truck decals, show room posters/banners, and yard signs to place at project sites under construction Home shows get separate 10 booth at local home show for manufacture display and information. Have a sign up lead sheet rather than giving out literature. Utilities develop good relationships with local utility people and know there programs/incentives for your customers Consumer sales presentation PowerPoint flip chart presentation that educates the homeowners on the benefits of geothermal-learn to use during sales presentations

31 Reasons to choose Geothermal systems 1. Lower operating costs: A geothermal hybrid system can cut utility bills by 40 to 70 percent compared to conventional heating and cooling systems. 2. Environmental impact: Geothermal energy is naturally renewable and environmentally friendly. 3. Reduce repair costs: By removing the higher temperature differential, equipment is subject to significantly less stress and lower operating pressures, making repairs less likely. 4. Life span: A geothermal system can have a life expectancy of up to 30 years. 5. Single system: Geothermal equipment provides both heating and cooling in one system. 6. Indoor comfort: Geothermal systems can be zoned for maximum comfort. 7. Design flexibility: Geothermal systems can be easily and inexpensively retrofitted or expanded to fit building remodeling, additions, new construction or replacement. 8. Safety: No dangers of gas leaks or carbon monoxide poisoning. 9. Quiet: Equipment operates at approximately the same noise level as a domestic refrigerator

32 Electric Cost per Million BTUs at Various Costs per KWH Type Efficiency Geothermal 4 $3.66 $4.39 $5.13 $5.86 $6.59 $7.32 $8.06 $ $3.26 $3.91 $4.56 $5.21 $5.86 $6.51 $7.16 $ $2.93 $3.52 $4.10 $4.69 $5.27 $5.86 $6.45 $7.03 Heat Pump 2.5 $5.86 $7.03 $8.20 $9.38 $10.55 $11.72 $12.89 $ $8.14 $9.77 $11.39 $13.02 $14.65 $16.28 $17.91 $19.53 Elec. Res. 1 $14.65 $17.58 $20.51 $23.44 $26.37 $29.30 $32.23 $35.16 Fossil Fuels Cost per Million BTUs at Various Costs per Unit of Fuel (therms & gallons) Type Efficiency $0.95 $1.25 $1.50 $2.00 $2.50 $3.00 $3.50 $3.80 Natural Gas 70% $13.57 $17.86 $21.43 $28.57 $35.71 $42.86 $50.00 $ ,000 80% $11.88 $15.63 $18.75 $25.00 $31.25 $37.50 $43.75 $ % $10.56 $13.89 $16.67 $22.22 $27.78 $33.33 $38.89 $42.22 Propane 70% $14.75 $15.10 $23.29 $31.06 $38.82 $46.58 $54.35 $ ,000 80% $12.91 $16.98 $20.38 $27.17 $33.97 $40.76 $47.55 $ % $11.47 $15.10 $18.12 $24.15 $30.19 $36.23 $42.27 $45.89 Fuel Oil 70% $9.42 $12.40 $14.88 $19.84 $24.80 $29.76 $34.72 $ ,000 80% $8.25 $10.85 $13.02 $17.36 $21.70 $26.04 $30.38 $ % $7.33 $9.65 $11.57 $15.43 $19.29 $23.15 $27.01 $29.32

33 Demographics of Geo. Customers Age Married Has children Household income over $100,000 Home worth between $ K How often do you meet these people looking to buy one for there home? Our average geothermal homeowner spent two months researching geothermal. Do you want to be the one to tell them it is too expensive and send them on their way?

34 Federal Tax Credit Homeowners: 30% of the qualifying project. System must be placed in service between January 1, 2009 and December 31, The home does not need to be the taxpayer s principal residence. Equipment must be Energy Star Rated. Commercial: 10% of total cost Installed between 10/3/2008 and 12/31/2016 Building located in the U.S.

35 Summary Geothermal systems use less energy than any other home heating and cooling system. Geothermal is the most comfortable system for your home. Geothermal reduces more CO2 emissions compared to other systems.

36 Summary Geothermal Heat Pumps exchange heat with water and not air Geothermal Heat Pump systems last nearly twice a long as conventional heat pumps Energy savings offer homeowners a compelling reason to invest in geothermal

37 Geothermal Websites AHRI: tory/pages/home.aspx

38 Questions?