Sales Training Manual
Week 1
Table of Content
• Renewable vs Non-Renewable Energy Sources
• Renewable Energy Types
• Benefits of Solar Energy
• Types of Solar Solutions
• Hybrid vs Grid tied Solar Solutions
• Advantages of Storage
• Conventional Hybrid vs SE
• SE Differentiators
• SE Product
• Hybrid – Residential and Commercial Cases
01
Non- Renewable vs Renewable Energy Sources
Non-Renewable Energy Sources
• Non-renewable energy sources include all the energy sources with a zero rate of replacement, as compared to
their depletion by human beings.
• Most of the energy sources are converted to usable energy by thermal or nuclear reactions. It includes fossil
fuels, crude oil, natural gas, coal, nuclear fuel and Uranium.
• These energy sources are of great economic value as they can’t be replaced by natural processes.
• At the same time, they also subsidize global warming and climate change.
Renewable Energy Sources
• Renewable energy sources are all-natural energy sources that are inexhaustible and can be replenished
naturally.
• They are present in an infinite expanse, yet only a limited amount can be utilized per unit of time. Renewable
energy sources include solar radiation, hydropower, wind, geothermal, wave and tidal energy and biomass.
• They help in reducing national dependence on imported fuels and contribute to the economic development.
02
Renewable Energy Types
Renewable energy sources are also known as alternative energy as they are constantly being renewed by natural
means, and provides an alternative to traditional fossil fuel energy sources.
• Solar radiation
Sun and solar radiations are a renewable energy source, which is captured and converted into electricity by PV
(Photovoltaic) systems. It is the most widely used renewable energy source. Several solar solutions are designed to
meet the requirements of residential, commercial and industrial units.
• Hydropower
Hydropower is considered to be one of the largest renewable energy sources for electricity. It relies on water and
the speed of its flow. The generators’ turbines convert the force of rushing water into electricity. It is sometimes
considered to be a non-renewable energy source as it decreases the natural water flow.
• Wind
Wind flow is also a renewable energy source, which is captured by wind turbines and then converted into
electricity. Commercial grade wind power plants can generate electricity to run small scale organizations.
03
Renewable Energy Types (cont.)
• Geothermal
Geothermal energy is the power derived from the heat of the earth. Direct use of geothermal energy may include
heating office buildings or manufacturing plants; helping to grow greenhouse plants; heating water at fish farms;
and aiding various industrial processes (e.g., pasteurizing milk).
• Wave and Tidal energy
Like the sun, oceans also produces energy in the form of tidal and wave energy. Tidal and wave energy harnessing
is still under process, but it is an attractive option to consider. At the same time, it is destructive towards wildlife.
• Biomass
Biomass is the organic material that comes from animals and plants inclusive of the crops and wood waste. When
biomass is burnt, chemical energy is released in the form of heat, which can generate electricity with a steam
turbine. It is not conventional as it produces higher carbon emissions than fossil fuels.
04
Benefits of Solar Energy
Solar Energy is by far the best and the most sustainable Renewable Energy source to the current energy and
economic crisis. It is also easily accessible as it directly comes to our roofs, and we only have to capture it and
convert it into usable energy.
Benefits of solar include:
• Environment-friendly
• Never-ending supply
• Zero energy production cost
• Copes up with the energy demands
• Less energy lost during transport
• Reduces electricity bills
• Supports diverse applications
• Low maintenance costs
• Intensive technology development and better solutions.
05
Types of Solar Solutions
Various solar system solutions are present in the market by different product vendors and suppliers. The solar
system solutions varies with the cutomers’ load requirements.
• Industrial Solar Solutions
Industrial sectors have heavy load requirements to be met. The load requirement may vary between 30 kW to
3+ MW. They require no backup storage as they are not geared up in the evening. They also offer a large roof
surface area where solar systems can be mounted.
• Commercial Solar Solutions
Commercial sectors include restaurants, cafes, small scale factories, army cantonments and rural electrification
centers. Some of them require backup storage as they run 24/7, and some are only open in the morning shifts;
thus needs no backup or storage. The commercial solar system varies between 30 kW to 100+ kW.
06
Types of Solar Solutions
• Agricultural Solar Solutions
The agricultural load requirements are very different as they need energy to run their tube wells, water pumps,
grain drying and heating system for the greenhouses. They do not require any backup system as all the agricultural
activities are done in the day time.
• Residential Solar Solutions
Residential solar solutions differ in load requirements between 3kW and 30+ kW, depending on the appliances in
use and the size of the house. They also need backup for the energy to be used in the night time.
SkyElectric provide different residential, commercial and industrial solar solutions. They not only reduce the
electricity bills by 90% but also meet the energy requirements, even in the case of chronic power shortages and
unreliable electric grids.
07
Hybrid vs Grid tied Solar Solutions
SkyElectric Hybrid and Grid-Tied Solar systems are similar in many aspects.
They both have the Intelligent energy management software and able to export excess energy to the grid with net
metering.
SkyElectric Hybrid systems are equipped with the Lithium ion-batteries cell with a battery management system
which has 10+year battery life with 4 years warranty, 97% round trip efficiency, fast charging with 90% DOD.
In case of grid outages, SkyElectric Grid-Tied systems need to be integrated with generator or UPS backup, which
can lead to high electricity/ fuels bills.
08
Advantages of Storage
The traditional energy backups are more problematic and costly than being beneficial. UPS backups are lead-
acid/dry-gel batteries, which are under-powered and unreliable in case of extended power outages. They have a
short life span of only 1-2 years, 60% roundtrip efficiency and a poor performance. In addition to generators being
costly; as the fuel prices keep getting higher, they are accompanied by noise, pollution, frequent breakdowns and
unreliable maintenance.
• Power Backup
SkyElectric Smart Energy Storage comes with an advanced Lithium-ion battery pack which is reliable and has a life
span of 10+ year, with no battery maintenance in that time. It is highly compact and efficient with 97% DC
roundtrip. It does not require any UPS or generator as a backup.
• Savings Based ToU Billing
SkyElectric Smart Solar System with an exceptional artificial intelligence-based energy management software
incorporates predictions about solar energy, grid outage schedules, and tariff structures, along with the home load
predictions.
Based on projected grid and load status, it controls the intelligent charge and discharge of the batteries to reduce
high tariff usage; enables intelligent net metering and delayed charging; thus adding onto the savings on electricity
bills.
For instance, if solar energy production is low, your battery will be charged from the lower tariff grid and
09 discharged during the peak tariff hours to reduce your electricity bills.
Conventional Hybrid vs SE
10
SE Differentiators
SkyElectric is the world’s smartest solar system due to several reasons and differentiators in its product and
services from the rest of the solar companies. The SE differentiators are:
• The Smart Energy Inverter is a unique cloud programmed inverter with an artificial intelligence-based energy
management software that incorporates predictions about solar energy, grid outage schedules, and tariff
structures, along with the home load predictions using machine learning.
• Based on this predictive knowledge and situational awareness of all sources of energy, the SkyElectric system
can predictively optimize the energy mix so as to minimize grid bills and maximize power availability.
• SkyElectric’s uniquely advanced Lithium-ion battery pack technology serves reliably to a longer life span of 10+
year and requires no battery maintenance in that time. It is slightly more expensive initially as compared to
traditional lead-acid batteries, but quickly recovers its cost, as battery replacements are not required every one-
two years.
• The system also enables full visibility and control through its Smart Energy Console along with the smartphone
app.
• The whole system is monitored and maintained by professional NOC services available 24/7.
11
www.skyelectric.com | | info@skyelectric.com
www.skyelectric.com | | info@skyelectric.com
SMART ENERGY CONSOLE
• Home screen or the dashboard of the Smart Energy
Console gives you the current Grid, Solar and the battery
status of your system.
• The icon at the top right, represents various intelligent
decisions SmartFlow is making in light of the AI based
predictions and cloud informed knowledge of tariff
structures.
• SmartFlow has up-to-date knowledge of predicted solar
production, grid tariffs and outage schedules, and cloud
machine learning based prediction of local load levels.
Based on this information, it controls the intelligent
charge and discharge of battery energy, and intelligent
use of grid tariff structures, such as available net-
metering policies, time of use tariffs, etc.
GRID DIAL
• The Smart Energy Console will tell you how much energy
you are consuming and selling back to the Grid.
• Grid tariff structure knowledge is added through cloud to
the system. As SmartFlow will have an up to date
knowledge in real time, it will learn the grid pattern with
the passage of time and based on that history it will tell
the next 18 hours projected grid status. Understanding the
grid patterns helps the software to optimally run the
power management plan.
SOLAR DIAL
• Solar dial gives an overview of the solar energy
production, how much you are consuming and the
predicted values. It gives a detailed insight of the past
and current solar energy production, with the next 9
hours solar energy predictions as % of total solar capacity
installed on your roof top.
BATTERY DIAL
• Dial of the battery shows the current state of charge of
the battery, amount of energy stored and estimated
Battery Backup Time based on current load and at 90%
max load.
• Our SmartFlow algorithm can figure out when to utilize
batteries to maximize savings from the grid and solar
energy production.
• The battery sub screen depicts a timeline of battery
charge status.
• It shows past, present and predicted SmartFlow actions
that are intelligently managing the batteries levels
throughout the day.
• Smart decisions include high tariff usage reduction,
intelligent net metering and delayed charging.
SmartFlow Energy Intelligence
Extracting Multiple Economic Value Streams
www.skyelectric.com | | info@skyelectric.com
Hybrid – Residential and Commercial Cases
Why Solar Energy
• Environmental concerns/reduces carbon emissions
• Save money on electric bills
• Backup during load shedding
• General interest in new technologies
• Increase in home value
B2C Sales Definition
Business to Consumer
B2C sales, is related to the selling of products to one individual consumer. An example of B2C includes retail
sales, as the items sold are directly targeted and consumed by one individual person. B2C selling does not
usually include more than one individual in the decision making process.
Target Market
Under Construction Houses Constructed Houses Farm Houses Housing Societies
Sales Cycle
SUCCESS STORY: MR. MUBIN SAULAT
INTRODUCTION
• Educational Background: Chartered Institute of Management
Accountant UK(FCMA,CGMA)
• Designation/ Business: Managing Director at Interstate Gas
Company Ltd, Petroleum House Islamabad
• System Size: 10.4kw PV, 10 kW Invt, 10 kWh Storage, Shed
Type Structure
• Project Value: 1,900,000
• Location: G-6/4, Islamabad
SALES APPROACH
• AM/SM: Usman Pervez
• TSE: Usama Ahsan
• Door Opener: Road runner did initial meeting and shared marketing material.
• He was already installed solar geysers at his house and he was not satisfied by output so it took time
to address the difference between both technologies.
• We first calculated his units and asked him to give us chance to share the feasibility report with you
that how he can save amount.
ISSUES
• He was not satisfied by performance equipment
used in local market ,some of his friends installed
from local market and there was negative feedback
that this is useless thing so he has more trust issues
why should I spent when none of person gave me
the positive feedback.
• The main problems were;
• Generator Cost
• After sale services
• Delivery Timelines
• Non professional/technical staff
• UPS Batteries Replacement
SOLUTION
• We had follow up meetings to convince him;
• 1st Meeting: He asked TSE to drop material I will read it and will let you know
• 2nd Meeting: After multiple follow-ups he agreed for a meeting .We explained him why we are different from
other. Presented him our mobile application online updates of existing customer and shared IESCO bill with him
of Azam Khan.
• 3rd Meeting: Shared the calculation and system solution based on the calculated units in result of which he said
you can conduct survey and share the design of panels
• 4th Meeting: He was convinced about the product but wants to meet Regional Sales Manager
• 5th Meeting: We had arranged another meeting and finally he appreciated our way of working and was
convinced for the solution we suggested.
KEY BENEFITS
• Sale Team’s commitments and strong follow up even after
customer’s initial response.
• Good team work.
• Proof of concept (Design as per need, saving in bill, customer
testimonials, company setup visits and competitors
comparisons).
• Well equipped, technically sound and professional approach.
• Commitments (project delivery timelines, professionalism,
safety and NOC services)
SKYELECTRIC SYSTEM
PERFORMANCE
6000
5000
4000
3000
2000
1000
0
January Feburary March April May June July August
Bill Units Export(KWh) Solar Production (KWh)
CUSTOMER BENEFIT
• Net Metering Enabled and customer can export excess units
• Saved more than 40000 a month after Net metering
• Dream come true of Negative Billing Sept Bill -24,264
B2B Success Story
B2B SUCCESS STORY: PUNJAB OIL MILLS GUEST HOUSE
PROBLEM STATEMENT
• High Energy Bills
• High Surge inductive Loads + Light load
• Outage Resilience required for Critical Equipment
• IT Equipment + Lighting Load
• Experience of Unreliable UPSs & Tesla Solar System
• High Generator Cost
LOAD DETAILS
POML-Load Profile-30kw
• Total Load: 30 KW
12%
• Inductive Load: 45KW
• Water Sprinkler (Motorized) 9%
• 3 Phase High torque Motors 5% 48%
• 1 Phase High torque Motors
12%
• Light Load
• ACs, Lights & Fans 6%
8%
• IT Equipment
Acs Lights Street Lights
• CCTV Cameras
Fans Printers Fridge/Freezw=er
Motors
SOLUTION OFFERED
• 30kw Hybrid Solution Offered for Critical Load
• Savings in the form of Net Metering during off timings
• Street & Security Lights all night backup
• Genset Offset for critical load by connecting
energizing through Hybrid Solution
• System Simulation shared with the customer along
with 1st year production of Energy
PROJECTIONS
Metric Value
Annual energy (year 1) 44,895 kWh
Capacity factor (year 1) 17.6%
Energy yield (year 1) 1,496 kWh/kW
Performance ratio (year 1) 0.71
Battery efficiency (incl. 79.16%
converter + ancillary)
SKYELECTRIC SYSTEM
PERFORMANCE
6000
5000
4000
3000
2000
1000
0
January Feburary March April May June July August
Bill Units Export(KWh) Solar Production (KWh)
CUSTOMER BENEFIT
• Net Metering Enabled and customer can export excess units
02. INSERT HEADING TEXT HERE
• Insert body text here insert body text here.
• Insert body text here insert body text here.
• Insert body text here insert body text here. Insert body text here
insert body text here.
• Insert body text here insert body text here.
• Insert body text here insert body text here.
