engaging the cre waypoint multi-tenant market: one...
TRANSCRIPT
WAYPOINT
AESP CUSTOMER ENGAGEMENT ONLINE CONFERENCE
JULY 19, 2016
ENGAGING THE CRE
MULTI-TENANT MARKET:
ONE PORTFOLIO AT A TIME
INTRODUCTION TO WAYPOINT BUILDING GROUP
WAYPOINT IS A TECHNOLOGY
ENABLED ENERGY
EFFICIENCY SERVICES FIRM
WHICH DELIVERS UTILITY
AND PUBLIC PROGRAMS FOR
THE CRE SECTOR
WAYPOINTBUILDING.COM
EMILY PEARCE
STATE OF THE CRE MARKET & BARRIERS TO ENGAGEMENT
THE COMMERCIAL REAL ESTATE MARKET IS A HIGHLY COMPLEX
ENVIRONMENT MARKED BY MULTIPLE STAKEHOLDERS WITH
CONFLICTING INCENTIVES, COMPLEX INVESTMENT CYCLES AND
PRIORITIES, AND MULTIPLE DECISION MAKERS
LANDLORD/
TENANT SPLIT
INCENTIVE
TIMING OF
INVESTMENT
CYCLES
MULTIPLE
DECISION
MAKERS
BARRIERS TO UTILITY CUSTOMER ENGAGEMENT
CRE CAPITAL
PLANNING
BUDGET
CYCLES
JANUARY
JULY
MARCH
UTILITY
PROGRAM
ENDS
UTILITY
PROGRAM
BEGINS
CRE BUDGETING
& PROJECT
PLANNING
BEGINS
CRE BUDGET
SPENDING
BASED ON PLAN
MADE SUMMER
PRIOR
UTILITY
FUNDING
BEGINS TO
DWINDLE
UTILITY
PLANS FOR
NEXT YEAR’S
PROGRAMS
CRE BUDGET &
CAPITAL PROJECTS
FINALIZED FOR
NEXT YEAR
IDEAL TIME FOR
UTILITIES TO
PROMOTE INCENTIVE
PROGRAMS AND
CAPITAL PROJECTS
TO CRE MARKET
OCTOBER
UTILITY CONNECT PROGRAM
ENGAGES THE RIGHT CRE DECISION MAKERS, WITH THE RIGHT
UTILITY PROGRAMS, AT THE RIGHT TIME
• MORE EFFECTIVE CRE
OUTREACH CHANNELS
• DEEPER CUSTOMER
RELATIONSHIPS
• INCREASED MARKET
PENETRATION
• INCREASED ENERGY SAVINGS
• BENCHMARKING,
AUDITING, CUSTOMER
SUPPORT
• UTILITY NAVIGATION
• ONGOING EFFICIENCY
SUPPORT
• RELEVANT & TIMELY
INFORMATION
UTILITY CONNECT PROGRAM PROCESS
IDENTIFY CRE
PARTNER
PORTFOLIOS
BENCHMARK
PORTFOLIO
AUDIT
TARGET
BUILDINGS
CRAFT & BRIEF
BUSINESS CASE
PROCESS
INCENTIVE
APPLICATIONS
A PORTFOLIO APPROACH WITH A LONG-TERM TIMELINE TO
ESTABLISH CRE AND UTILITY RELATIONSHIPS AND RESULT
IN WIN-WIN SITUATIONS FOR CRE AND UTILITY
STAKEHOLDERS
1 2 3 4 5
ENGAGING ALL STAKEHOLDERS WITH THE BUSINESS CASE
THE BUSINESS CASE IS DIGESTIBLE TO HELP ENGAGE ALL
BUILDING STAKEHOLDERS
ENGINEERPROPERTY
MANAGER
PORTFOLIO
MANAGEROWNER
AUDIT & IDEAS GENERATED
RELAY IDEAS IN FINANCIAL BUSINESS CASE
TOGETHER PRESENT THE CASE
APPROVE PROJECT
CONNECT
PROGRAM
RESULTS
2014 TO TODAY,
PG&E’S WAYPOINT
CONNECT PROGRAM
HAD DELIVERED:
• BENCHMARKED: 51 BUILDINGS & >33 MILLION
SQFT ACROSS 3 CRE PROPERTY MANAGEMENT
FIRMS
• AUDITED: 50 BUILDINGS & 8.8 MILLION SQ FT
• IDENTIFIED:
• 262 ENERGY EFFICIENCY MEASURES
• 21.5 MILLION TOTAL ANNUAL KWH
• 41,000 THERMS SAVINGS
• $1,800,000 INCENTIVE DOLLARS
• SUBMITTED, SAVED AND PAID:
• 22 INCENTIVE APPLICATIONS SUBMITTED
• 4.9 MILLION TOTAL ANNUAL KWH
• 8,600 THERMS
• $133,000 INCENTIVE DOLLARS
CUSTOMER SATISFACTION SURVEY RESULTS
OVER 75% OF SURVEY RESPONDENTS PLAN ON IMPLEMENTING
ENERGY EFFICIENCY PROJECTS RECOMMENDED BY THE
CONNECT PROGRAM
“THIS IS AN EXCELLENT WAY FOR OUR PROPERTY
TEAMS TO GET QUALIFIED ASSISTANCE WITH NOT ONLY
IDENTIFYING ENERGY SAVING OPPORTUNITIES BUT
WITH THE IMPLEMENTATION PROCESS AS WELL. KEEP
UP THE EXCELLENT WORK.”
PG&E CONNECT PROGRAM
PARTICIPANT
LONG-TERM
BENEFITS OF
THE CONNECT
PROGRAM
• STRONG, LASTING RELATIONSHIPS BETWEEN
CRE STAKEHOLDERS AND UTILITY ACCOUNT
EXECUTIVES FOR LONG-TERM PARTNERSHIPS
FOR COLLABORATING ON AND INCENTIVIZING
EFFICIENCY PROJECTS
• LONG-TERM PIPELINE OF EE OPPORTUNITIES
ACROSS THE PORTFOLIO FOR PROPERTIES TO
IMPLEMENT OVER MULTIPLE YEARS COVERING
A RANGE OF BUILDING SYSTEMS AND A RANGE
OF PAYBACK PERIODS
ERIC KISSELEMILY PEARCE
CONTACT INFORMATION
PROGRAM MANAGER
PACIFIC GAS & ELECTRIC
DIRECTOR,
PROFESSIONAL SERVICES
WAYPOINT BUILDING [email protected]@WAYPOINTBUILDING.COM
waypointbuilding.com