lowering solar supply chain costs through an ecommerce ... · gtm webinar january 24, ... about us...

Lowering Solar Supply Chain Costs through an eCommerce Marketplace

GTM Webinar January 24, 2017 2:00pm EST

A Member of the Broker Exchange Network

Who This Webinar Is For? This webinar is for all members of the supply chain that want to reduce costs and increase profits this year:

Jan 24, 2017 Copyright ©2017 EnergyBin, LLC. All Rights Reserved. 2

Distributors

Installers

EPCs

Project Developers

O&M Asset Managers

Why This Topic is Important?

While hardware costs continue to drop, soft costs still represent nearly two-thirds of solar costs today in commercial, residential, and utility sector



Today’s Supply Chain Operates in Independent Silos Little to no visibility of inventory, availability and costs

Panel Manufacturer

Inverter Manufacturer

BOS Manufacturer

Distributor

Developer EPC/Installer

Panel Manufacturer

Inverter Manufacturer

BOS Manufacturer


This Inflates Soft Costs

This inflates soft costs including indirect costs, transaction costs, supply-chain costs, installation costs, and customer acquisition costs


Centralized eCommerce Solar Marketplaces Emerge

This Brings:

Distributors

Developers

EPC/Installers

Panel Manufacturers

Centralized Marketplace

BOS Manufacturers

Inverter Manufacturers

New market opportunities

Market visibility in inventory availability and pricing

New efficiencies

Cost reductions

What You’ll Learn

What areas of your operation to focus on to receive the largest benefits and soft cost reductions


In this webinar you’ll learn:

How solar eCommerce marketplaces operate and how to take advantage of them to increase the efficiency and value of your supply-chain operations

How inclusion of refurbished, decommissioned, excess, and legacy inventory into the supply value chain will affect the solar market and your business in the coming year

INTRODUCTION


Who We Are: Your Hosts


Mr. Bluford has more than 30 years of professional marketing and business development experience and more than five years experience in the solar industry. He has successfully guided several firms from start-up to acquisition. Mr. Bluford is responsible for the strategic vision and development of EnergyBin LLC’s solar ecommerce platform and its membership. Prior to EnergyBin.com, he served as founder and Sr. Vice President of Marketing & Sales of Sunora Energy Solutions, a solar EPC firm responsible for the implementation of more than 76 MW of solar projects from small distributed generation to large-scale utility projects. In addition to business development for Sunora’s EPC services, Mr. Bluford was responsible for creation and development of a new business unit and introduction of a new residential solar product. Mr. Bluford has spearheaded and managed startup operations for several technology firms with vertical solutions spanning the energy, manufacturing, financial, medical and other industries. He has expertise in strategic business planning, partnership-relationship development and product positioning. He has also guided companies through the process of pre-acquisition and business development to successful acquisition. In addition, Mr. Bluford is experienced in post-acquisition operations. He has functional expertise in mobile marketing, social media, business intelligence, business process optimization and workflow, and financial, credit union and transaction-intensive industries. He holds a B.S. in Marketing from Oklahoma State University and is a seasoned speaker. He has received several major industry awards for his outstanding efforts in business.

Webinar Details/Housekeeping Webinar is 60 minutes total


Stick around to the end and we will give you access to the handouts and other materials

We will be covering the three topics mentioned earlier: 1.  How solar eCommerce marketplaces operate and how to take advantage of them to

increase the efficiency and value of your supply-chain operations 2.  What areas of your operation to focus on to receive the largest benefits and soft cost

reductions 3.  How inclusion of refurbished, decommissioned, excess, and legacy inventory into the

supply value chain will affect the solar market and your business in the coming year

There will be a Q&A session at the end. We’ll be answering all questions at the end. You can enter them in the chat window.

Copyright ©2017 EnergyBin, LLC. All Rights Reserved. 11

EnergyBin is an online B2B platform specifically designed for the U.S. solar marketplace that facilitates the brokering, movement, and commerce of

PV system components

Refurbished components

Vintage replacement parts

New and excess inventory DOE SunShot Grant Awardee 2016

Jan 24, 2017

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About Us Broker Exchange Network is the leader in the IT and IC marketplaces

Broker Exchange Network, LLC (BEN) provides closed, members' only marketplaces for buying and selling IT and IC parts; complete e-commerce solutions for technology firms; and an open discussion forum for computer parts resellers Sister sites include BrokerBin.com, which is typically searched 160,000 times a day, ICBin and ITtrader.com

1 Financially Secure BEN, founded in Rochester, MN in 2001, is a financially secure, privately-held global network of technology companies

3 Reliable Infrastructure Consistent up time, on-site generators, an off-site Disaster Recovery center and a global data center network.

2 Proven Model Currently maintains a global network of 3,415 active companies with 13,973 total users who represent 20,148,851 computer & component parts EnergyBin, LLC is an

independent start up affiliated with the Broker Exchange Network, LLC

Copyright ©2017 EnergyBin, LLC. All Rights Reserved. Jan 24, 2017

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DECISION TO EXPAND INTO THE PV SOLAR MARKET

Why PV Solar, Why Now

RESEARCH INDICATED THE SOLAR INDUSTRY WAS READY Our research indicated that there was a significant need for centralized, supply-chain communication and that an after market was emerging in the industry.

After 13 years and successful implementations in multiple verticals, BEN decided on Solar

Copyright ©2017 EnergyBin, LLC. All Rights Reserved. Jan 24, 2017

Commoditization Paves the Path to Mainstream Adoption

Manufacturers Controlled IT Component Pricing

and Market Forces

BrokerBin is Launched

Despite growing demand for access to components in varying lot sizes, competition was limited, as was access to and availability of a wide range of components in small and large lots.

A Thriving After Market Emerged

•  A Brokerage Community Formed

•  Refurbish Companies Emerged

•  3rd Party Warrantee & Repair Companies Emerged

•  Component cost reduction of 20% began to occur immediately

IT brokerage firms were starting to emerge and the need for refurbished and vintage products was surfacing but there wasn’t a tool, platform, or community to support this need

Access Barriers Are Removed and Costs

Reduced by 20% - 70%

Today, the same IT components industry has a large community of vetted IT brokers, distributors, resellers, and wholesalers who are able to sell into markets that demand new, refurbished, and used goods and buyers who also have a market through which they can sell excess inventory

The development of this marketplace has increased competition which has:

Driven Down Costs Encouraged and facilitated the creation of diversified products that better meet the demands of the IT market.

After market plays an important part in the product lifecycle for reducing costs, adoption, and support

Prior 2001 2001

2016

WHAT ARE ECOMMERCE MARKET PLACES & HOW TO TAKE

ADVANTAGE OF THEM



Today’s Solar Supply-Chain

Other Possible Buyers

Manufacturer

Manufacturer

What are eCommerce Marketplaces


Distributor

Manufacturer

Manufacturer

Distributor EPC/Installer

Developer

O&M Asset Manager

eCommerce Marketplace

18

SUPPLY CHAIN EFFICIENCES

REDUCE COSTS AND INCREASE

VALUE

Market Intelligence Data warehouse provides market intelligence not available in the past

Centralized Access Centralized access to components levelizes access and adds new procurement efficiencies such as requesting items through a broadcast

Component Accessibility Everyone in the supply chain has access to components

Supply-Chain Visibility Supply-chain inefficiencies are eliminated by providing pricing and availability information to all

Centralized ecommerce marketplaces eliminate inefficiencies and barriers in the supply-chain

Community

Centralized Community Eliminates Barriers

Jan 24, 2017 Copyright ©2017 EnergyBin, LLC. All Rights Reserved.

WHAT AREAS TO FOCUS ON TO RECEIVE THE LARGEST

BENEFITS & COST REDUCTIONS


New Opportunities from eCommerce Marketplaces eCommerce marketplaces bring several opportunities:


Cost Reductions

Increased Supply-Chain Efficiencies

Greater Customer

Service and Satisfaction

New Solar Markets

Reducing Cost with eCommerce Marketplaces

•  Supply Chain Cost •  Indirect Corporate Costs •  Transaction Costs •  Customer Acquisition •  PII Labor •  Installation Labor •  Profit •  Sales Tax •  Equipment





Inventory can be located and purchased by

location reducing shipping cost



Reduces sourcing manpower

Ability to recoup cost

of excess and stranded inventory




Inventory will now have residual value


Asset recovery costs are reduced

because warehousing of inventory is not

needed

Risk premiums should be reduced



Cuts time out of the buy cycle with

micro-visibility


Reduced costs provide for pricing flexibility which reduces customer acquisition costs



Future enhancements may include

standard permitting and interconnection

design repository and access to local experts

and inspectors




Sourcing equipment by location

reduces time in truck and

sourcing costs




Since sales tax is a ratio of

price, reduced costs allow for reduced sales taxes for the

customer




Competition caused by price transparency

Reduced risk of volume purchase with

a market for excess inventory


Other Opportunities

In addition to cost reductions eCommerce marketplaces provide other opportunities such as:

–  Increased customer service and satisfaction:

•  Speed of service •  Price reduction

–  Access to market intelligence •  A centralized repository is now

available


HOW AFTER MARKET INVENTORY WILL AFFECT YOUR BUSINESS


How After Market Will Change the Industry

The emergence of solar ecommerce marketplaces will change the industry


As with other industries this will bring about: –  Brokerage firms –  3rd party warrantee companies –  Equipment refurbishment firms

Refurbished, decommissioned, excess, and legacy inventory will now be introduced into the supply-chain

How After Market Will Change Your Business

You can take advantage of either buying or selling this equipment


You can partner with other firms or branch out into the emerging off-shoot markets

SUMMARY


Summary

eCommerce marketplaces are already here and are building in momentum

They provide lots of opportunity for all the players in the PV solar industry to reduce costs and increase

Where do you fit it?

How are you going to get involved?


Q&A SESSION

To receive a copy of today’s handouts or for more information on eCommerce marketplaces or a demo of EnergyBin.com, contact:

Keith Bluford at [email protected] or Call 866.241.0639



Contact Us EnergyBin headquarters and team contact information

[email protected]

866.241.0639

Our Office 32 7th Ave NE Rochester, Minnesota 55906-4632

[email protected]

lowering solar supply chain costs through an ecommerce ... · gtm webinar january 24, ... about us...

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