In the previous installment, we took a look at two very different types of firms that someone working in the solar industry might represent.
Some work for a company fully engaged in the industry that does engineering, procurement, and construction, otherwise known as an EPC.
While other solar sales reps are employed by outfits called "solar sales organizations" (SSO), which focus exclusively on marketing and sales.
SSOs lack accountability
SSOs have no real interest in solar energy. As far as they're concerned, it's just the latest hot opportunity to make a quick buck. That's why SSOs focus exclusively on just two aspects of the industry: sales and marketing.
SSOs often do everything possible to make it seem like they’ll be the ones doing the actual work. But, if you deal with an SSO, the reality is that your installation will be subcontracted out at the cheapest possible price to people you've had no prior dealings with whatsoever.
Lack of accountability is never a good thing, and in Part 1 we took a look at some of the ways homeowners who deal with an SSO can wind up regretting it.
Today will take a look at some of the advantages of choosing an EPC.
EPCs provide end-to-end service
Unlike SSOs, a firm that engages in engineering, procurement, and construction isn’t narrowly focused on making a quick buck through sales and marketing and then palming the work off to other people at the cheapest possible price.
EPCs provide end-to-end service—from marketing and sales, through the design and equipment procurement phases, and on to project management and installation.
Know-how
Because the sales and marketing staff at an EPC work with the designers and installers as part of a team, they’re knowledgeable about the technical aspects of solar power.
Sales reps employed by an EPC are also subject to feedback from the people doing the actual work and vice versa.
No overpromising
Unlike a salesperson at an SSO, if a consultant working for an EPC over-promises, the person getting an earful of grief from dissatisfied customers will be his or her boss. This makes anyone who engages in misrepresentation a serious liability for the rest of the company and, hence, someone who'll be out of a job very quickly.
Customer satisfaction as a business model
When you work with an EPC, you’re dealing with a group of individuals who, in order to succeed, have to come together as a coherent team.
So, not only is there more incentive for everyone to make sure that each part of the process goes as smoothly as possible. If it doesn’t, you won’t have to chase around in a hopeless effort to find someone willing to take responsibility.
When you work with an EPC, the consultant who presented you with the contract won’t vanish from sight to be immediately replaced by unknown parties that neither one of you has any previous connection to.
On the contrary, the person who was the initial face of the firm will want to hear about any difficulties you have and to make sure they’re resolved to your satisfaction.
In short, customer satisfaction is just part of the EPC business model.