Sales Process 1 - Generate Agreement

Sales Process 1 - Generate Agreement

HDM Sales - Generate an Agreement

View the video or read the article below




Use the HDM Portal to quickly submit a deal and generate an agreement for signature.


Access the HDM Portal

Portal Access

As a sales rep with an official HDM partner you should have access to the portal. 

If you don’t yet have a login, request one from your sales manager or HDM Account Manager.



Request New PPA

Start by tapping: Request New PPA in the upper right corner in your portal view.



----------

The Quotes Form: 

The Quotes form will open one section at a time to ensure you enter the info correctly.


Start entering the customer's address, and then make a selection form the auto-completed choices below. 


Review the address you select.

The tool will verify if the address is located inside an energy community.

If your correct address doesn't come up in the auto-completed options, you can slide the Override button and enter the address manually.

Once your address is correct, tap Confirm Address and Next.

-----------------------------------------

You'll land on the Project Type page. 



Select from the three choices in Project Type field:
  1. Residential Solar
  2. Residential Solar with Storage
  3. Residential Storage
If your job is an Add-On, Expansion, or Replacement, slide the Add-On slider.
HDM needs to know this information early, because some add-on and replacement systems cannot be funded by HDM.

Check the Confirm Project Type box and hit Next

---------------------------------
You'll land on the Customer Details page



You'll enter info into six fields:
  1. First Name
  2. Last Name
  3. Email
  4. Phone
  5. Customer's Utility Bill  (Later when a utility bill and NEM paperwork is collected, the name of the utility must match what you enter here. An incorrect selection from the drop-down menu will require a new PPA to be generated and signed later)
  6. Annual Usage (From utility data)
If you will not be present when the customer signs, you'll need to check the box labeled Send confirmation survey directly to customer. This will send the call link to their email so they can do the call without you. If you plan to be present then don't check this box because you will be facilitating the call on your phone app. 
  1. Check the Confirm Customer Details checkbox and click Next


--------------------------------------------

You'll land in Solar Economics





In the Solar section enter:
  1. System Size (in kW's ex: '6.8')
  2. Pricing Method. Choose between Solar System Price, Solar Prepaid Price, Solar Price per W. Whichever you choose, you can then edit in the fields below. The tool will solve for the values in the other two unchosen pricing fields. 


  1. Inverter:  Select an inverter from AVL
  2. Module:  Select an module from AVL
  3. Racking:  Just select Installer's Choice
  4. System Location: Select roof , ground, or carport
  5. Year 1 Production (in kWh's ex: '8,800' : This should be a conservative value based on the production from your proposal. This value will be used for the production guarantee. The HDM underwriting team will independently calculate a production value. If their value is lower than what is entered here, a new PPA will need to be generated and signed by the customer. 
  1. Hit Next

For Domestic Content Jobs - Solar
  1. Slide the Domestic Content Slider at the top of the Solar Economics page
  2. Adjust pricing
  3. Select a DC-Compliant Module manufacturer
  4. Select a DC-Compliant Inverter manufacturer
  5. Select a DC-Compliant Racking manufacturer


--------------------------------

You'll land on the Battery Storage page

Ignore Domestic Content if you see the button displayed. 



Just like the solar page there are three pricing fields and you can choose which one you want to edit. The other two will auto-solve based on your entry. 
For batteries instead of Price per Watt it's Price per kWh.

Set the price where it needs to be.

Select a Battery manufacturer from the AVL dropdown. 


For Domestic Content Jobs - Storage
  1. Slide the Domestic Content Slider at the top of the Solar Economics page
  2. Adjust pricing
  3. Select a DC-Compliant Battery manufacturer




Then click Submit.

and you're done!




Find your Customer in Quotes


After saving your submission
  1. Go to: Deals/Sales Dashboard to see your new quote listed
  2. Your deal should be at the top of the list
  3. If it was entered correctly it should have: 'Send Agreement' listed in the Send Agreement column.




FEOC and the AVL


Equipment used in your system design must be listed on theHDM AVL.

HDM can only fund FEOC approved installations.
The materials used must have a matching Model #/SKU listed on the HDM AVL.

The AVL includes information for both FEOC and Domestic Content Requirements




FEOC & Domestic Content

FEOC: is a strict set of restictions that limits which installations qualify for the Base Incentive.
To understand all of the details of the FEOC guidelines in the HDM AVL, you need to review the FEOC - AVL, Details and Examples guide on the knowledge base.


Domestic Content: This is a set of restictions that limits which installations qualify for the Bonus Incentive.

Both DC and FEOC require materials to have model#'s matching the HDM AVL.


Accuracy and Rejections

All of the information you enter in the ‘Request New PPA’ form will appear in the PPA agreement exactly as it’s entered there by you.


Unfortunately, many deals are rejected after signing because of inaccuracies when creating docs.



Title Rejections
Is the Name on the Title?
Be certain your signer’s name is listed on the title. If the HDM title check doesn’t match, you’ll need to:
  1. Provide title documentation
  2. Re-sign with a name on title
Is the Address Correct?
If the HDM title check doesn’t match, you’ll need to:

  1. Re-sign with the correct address listed


System-Related Rejections
Will your System Size Match the Plans Later?

Before signing make sure you’re in agreement with your designer on:
  1. Panel Size/Panel Model

  1. Usable roof space

When HDM reviews the 2D plans, the watts there must match the watts in the agreement. A mismatch will require a re-sign. 

Is the Production Estimate in Range?

If your estimate is higher than HDM’s estimate you’ll need to re-sign the customer.

Avoid this by entering a conservative, but still realistic value for annual production. The value should be based on the annual production from your design/quoting tool with a slight adjustment to be safe.









    • Related Articles

    • Sales 7 - Common Agreement Questions

      HDM Capital PPA – Questions and Responses (Ordered by Section) Section 2(b)(vi) – Use of Solar System Objection: It says the solar system cannot be used to heat a swimming pool. We have a swimming pool with a heater—does that disqualify us? Response: ...

    • Sales Process 4 - Underwriting Overview for Sales

      HDM Sales 4 - Underwriting Overview View the video or read the article below Beyond Signing What happens on an HDM job after a customer is signed? These are the steps from signing through the end of the HDM underwriting process Signing After signing ...

    • Sales Process 2a - Expiring Docs

      HDM Sales Process 2a - Expiring Docs See the video or article below to learn about expiring and resending docs A Quote is Good for 14 Days When you create a quote on the portal… It’s good for 14 days after it’s been created. That means after 14 days, ...

    • Sales Process 3 - Confirmation Call

      HDM Sales - Confirmation Call View the video or read the article below What is the Call? The confirmation call is an audio/video survey used to confirm the customer’s understanding of the HDM agreement. It is eight screens and six questions long and ...

    • Sales 7a - Know the Agreement

      Sales 7a - Know the PPA Agreement Know the PPA Agreement View the video or read the article below Here is where you can find important information in the PPA agreement Summary Page This page summarizes very clearly… The numbers that matter listed ...