2. TheEnergyChallenge.org/Week
A Project of
Brought to you by

3. Workshop brought to you by:

4. brought to you by:

5. brought to you by:

7. TheEnergyChallenge.org/Tour
Saturday, Sept. 30th | 10:00 – 5:00
TheEnergyChallenge.org/Tour

8. Heat Pump Water Heaters
How do they work?
Is my house a good fit?
Point of slide: Engage participants in visualizing meeting an ideal HPWH customer and run through what they would say as an exercise to prompt them for the point of the course which is to get a customer to consider and ultimately purchase a HPWH.
Narrative: Before we get started with the content, let’s take a moment to visualize a potential professional scenario. To do this, everyone will need to participate.
Note to instructor: The goal of this mini-exercise is to get everyone to visualize a situation in which a customer can be guided to become a HPWH customer.
Imagine you received a call from a customer who’s water heater just failed
If you’re comfortable with it, close your eyes and visualize what the ideal HPWH customer would look like.
[Pause for a minute.]
When you engage them with questions what would let you know they are ideal? How do you differentiate an HPWH home from an average home? How do you express the value of an HPWH?
By the time we are finished with this course you should be able to easily answer each one of these questions.
Install tips/ next steps

9. A Standard Tank vs. HPWH Benefits
Point of Slide: Begin to understand the differences between standard and HPWH product
Presenter asks them to list out the differences:
What’s the benefit of a standard tank?
- It’s reliable
It’s inexpensive
Quiet and low maintenance
What’s the benefit of a HPWH?
HPWH costs significantly less to operate
HPWH has upfront incentives and rebates
HPWH has good warrantees- at least 10 yr.; standard electric typically has a 6 year warranty
HPWH has few other features to be aware of such as condensate, filter, cold air
HPWH has high tech features such as leak detection and can be a Wi-Fi connected
Ask folks to consider for later…will customers remember benefits or features of these devices?

10. Standard Technology Heat Pump Technology
Product Comparisons
Standard Technology
Heat Pump Technology
Point of Slide: Further understanding of how HPWHs work; ways to help customers understand

11. Explaining the Technology Features
Heat pump technology:
Heat is moved from the surrounding air to the water in the tank
Borrowing heat allows for a 60% less energy use
Point of Slide: Now that we know the differences in technology benefits, how would you explain the features to a customer?
The technology is not new, is the same technology in your refrigerator or car air conditioner or home AC.
Like all heat pumps they don’t create energy; they move energy
10 yr. warranty minimum
Cutting edge technology - Leak detection, Wi fi enabled apps
Most have leak protection
10 year warranty

12. Explaining the benefits
60% reduction in electric water heating costs
Immediate $ savings with incentives
Peace of mind through 10 yr. warranty
Point of slide: These are the benefits a customer can experience base on a HPWH’s features.
Same reliable hot water delivery
Avoids water damage through leak detection

13. Do you have existing electric water heat?
Does it work for you
Are you a homeowner?
Do you have existing electric water heat?
Point of slide: Reinforce how to identify a HPWH customer
Narrative: These three questions will give you a good idea as to whether a customer is an ideal fit.
Other possible questions include: Do you have interest in financing? (Note this question is ideally placed later in the sale process to avoid bringing up money issues up front. Some Homeowners may be leary of sales people and asking about financing might put people off.)
Where is your water heater located?

14. Easy vs Hard Installs

15. Incentives State Tax Credit Energy Trust of Oregon
50% up to $600
Tax Credit not a deduction
RETC devices must be purchased by 12/31/17
State Tax Credit
$300 rebate applied before checkout
Energy Trust of Oregon
Point of Slide: Encourage associates to talk with customers about which path they will take and make the appropriate connections
$500 rebate when replacing an existing electric water heater
Must be installed to manufacture specs
Central Electric Coop

16. Pricing through The Energy Challenge
Get an additional $100 off the prices below by getting it shipped to The Environmental Center
Solid investment with 60% savings on operating costs and upgrade incentives
Point of Slide: Summary takeaway - you can feel good about recommending RHEEM HWPH to your customers
Offering solid investments is a part of Customer Service pledge
Can save over $4,000 it its lifetime
Rheem is a solid product with great warranties
Leak detection-speak to the safety focused!
Interactivity out of the box-Speak to the tech focused!
Excellent option for Pro-Install or DIY
Home Depot offers all the extras you need for a successful install
Rheem History Brothers Richard and Donald Rheem founded Rheem Manufacturing Company in Emeryville, Calif., in While the company has produced a number of products in its nearly 100 years of operation — including steel shipping containers, household appliances like gas ranges, semi-conductors, musical instruments and more — Rheem today is the only manufacturer in the world that produces heating, cooling, water heating, pool/spa heating and commercial refrigeration products, and it is the largest manufacturer of water heating products in North America.
Great for professional install or DIY

17. DIY Support Possible supplies: Basement Above grade/garage Small room
PVC pipe, primer, glue elbows
If flex connect 24 inch flex connect
Condensate pump
If flex water connect: 24 inch flex connect
PVC pipe and elbows, primer, glue
Louvered doors
Venting
Point of Slide: If DIY, help the customer decide what they need for the space they are installing in and locate additional supplies