Originally posted by @Bill F.:
@Steve K. and @Andrew Smith thanks for adding industry insight to the discussion.
I'd be curious to hear your thoughts on how this mandate will impact the TPO vs direct purchase ? Which model do you see getting the bulk of the new business come 2020?
Also, Andrew, you mentioned:
in an an earlier post. Where does that number come from? I read this Bloomberg article yesterday that says:
I'd also be curious to get your feedback on the story, which wasn't super pro TPO.
Thanks
Holy Cow Bill there's a lot packed into that article. The TPO model is such a lightning rod issue in the industry. On one hand it introduced the "$0 down, switch to solar, save money day one" option which allowed solar to scale quickly at a critical time period, bringing equipment prices down and bringing us to where we are today. On the other hand, the sales tactics employed by leasing companies, the "fixture filing" (lien) involved complicating transfer of ownership, and also (not mentioned in the article but visible in the photo to the trained eye) the install quality of leasing companies may not always conform with industry best practices. Fortunately the TPO model is rapidly being replaced with 10/15/20yr. amortized loans that weren't available when the TPO model was introduced. Even Sunrun, the company mentioned in the article, is transitioning to financing. 3rd parties are here to stay for the time being however unfortunately when it comes to solar on investment property. This is because the tax credit does not apply to investment property but the leasing company can claim it and pass the savings on. I'm not sure why investment property was excluded from the investment tax credit back in 2006, but it was, leaving us with leasing as the best option for our rentals, which is why not many investors put solar on their rentals.
The article makes some valid points regarding the possibility of TPO solar complicating an RE transaction, as well as the solar company not really designing the system properly (not surprising as the big leasing companies are more in line with Walmart than Audi in terms of quality, you get what you pay for in any industry). Also the salesperson in that case may have been a little silver-tongued (shocker, a salesperson using sales techniques to close a deal). One thing that stood out to me however was that the example used is an oddball case; not the norm. The selling agent dropped the ball on this one. If he/she had framed expectations properly going in, uncovered and disclosed the lien like they should have, and understood all the options available such as the prepaid lease buyout option for $15k (which the writer admits she would have readily agreed to), it would have been a non issue. The buyer/author was also being a bit unreasonable; letting the sale drift and threatening a lawsuit over $30/month which she arrived at using bad math. The whole issue was that she didn't plan to use enough electricity to make the system cost effective, because the previous owner had oversized the system to run a Ham radio operation that was no longer in use. So the surplus electricity made the lease payment higher than the electricity bill would have been without solar, because they would be paying for extra capacity. Generally lease payments are less than the electricity would cost without solar so the buyer sees solar as a value ad because their operating costs will be lower. In this case they would be $30 higher (estimated by the writer, although she reached that number by comparing to her previous home of an entirely different design with different appliances, which no energy expert would recommend, and couldn't possibly be accurate). Anyway, earlier in the article she mentioned that the new home didn't have AC. Why not just add AC and use the extra capacity? Problem solved, everybody wins. Wouldn't she want AC in Santa Barbara anyway? A savvy agent could have finessed that deal easily. I would have offered to buy them an AC unit personally. Turn up the AC, turn down the bickering over $30, and let's close this deal! Instead, the author ends the article with imagery of herself pregnant in a house in SoCal with no AC and no solar (and probably a leaky roof). It didn't have to end that way. Another option would have been for buyer and seller to split the $15k prepaid lease option. That would have been an amazing deal for the buyer, and $7.5k probably wouldn't have been a deal breaker for a willing seller, which was an estate that inherited a house in Santa Barbara free and clear, that eventually agreed to pay $27,500 to have the system removed anyway. This deal could have been massaged a number of ways, it's a shame it worked out the way it did but it's just as much the fault of the agents and principles involved as it is the structure of the solar contract.