Solar Sales Spotlight: Exploring Utah, Las Vegas, and Colorado with Jay Kilgore
Welcome to the Sales Spotlight series.
Today, we’re spotlighting the sunny world of solar energy and some lesser-known yet thriving solar markets based on a conversation with Jay Kilgore from EPC One Solar at the door-to-door Convention Show.
Jay, who describes himself as a “stranger to easy and soft marketplaces,” has built a successful sales track record in three vital solar regions.
Jay shared valuable insights on his company’s remarkable success in three unique regions: Utah, Las Vegas, and Colorado.
He spilled the beans on his company’s success, the untapped potential these markets present, the opportunities flying under the radar, and what differentiates the three key regions where EPC operates.
Understanding each Market’s unique Dynamics
Utah: The Homegrown Market
Nine years ago, EPC One Solar decided to establish its roots in the beautiful state of Utah.
Jay believes in the power of having a local presence and takes it seriously. He moved to Utah two years ago.
From EPC’s employees to its trucks and installers, everything is native to Utah. They believe in being accountable and dedicated to their local customers, unlike companies that claim to serve Utah but outsource their installations.
Now, let’s talk about why Utah is such a promising marketplace for solar sales.
The demand for solar energy is rising, and Utah is no exception. Thanks to the commitment of organizations like EPC One Solar, the solar market is booming. Customers are becoming increasingly aware of solar energy’s benefits and are looking for reliable and trustworthy companies to meet their solar needs.
Las Vegas: A Fast-Paced Solar Market
While Utah is a softer market, Jay sees Vegas as the opposite while recognizing this vibrant city’s fast-paced nature.
But, in a place where competition is tight, time is of the essence. Deals can be snatched away or lost in the blink of an eye, making quick installations vital in Las Vegas.
EPC’s impressive average installation time of 20 days has positioned them well in this competitive market, according to Jay.
The speed and efficiency of their installations make Las Vegas an attractive marketplace for ambitious solar sales teams.
Colorado: A Complex Marketplace
Denver, Colorado, presents unique challenges for solar installers because of the complex regulatory landscape.
Each jurisdiction in Denver has specific licensing requirements and coding regulations.
Over 40 jurisdictions require midpoint inspections; some need a master electrician’s presence at the final inspection.
Safe to say, growing in the Colorado solar market is no child’s play. But adopting innovative solutions like the Xpand app for training and onboarding sales teams can help.
Jay thinks that the current challenges in Colorado have forced many big companies to leave. He calls it the biggest “two-call close market” he’s ever experienced.
Jay explains that licensing is needed for “reliable installs” and stresses the need to be strategic about it.
Adapting Sales strategies to the regions
Given the versatility of each solar market, EPC adopts tailored sales strategies for each.
The Utah market thrives on a distributed approach.
Multiple sales teams work together, each contributing a few deals every month. This model allows for a broader market share and ensures a steady flow of installations.
The focus is spreading efforts and casting a wide net to capture as many opportunities as possible.
Things are slightly different if we shift our focus to Las Vegas.
Las Vegas benefits from dedicated sales teams that have anchored themselves within the local community. These teams meet regularly, synergize their efforts, and approach knocking on doors strategically.
Las Vegas is ideal for individuals looking for full-time solar sales opportunities. It’s all about building those long-term relationships and becoming a trusted part of the community.
What sets Colorado apart is the intellectual nature of its marketplace.
Customers often need more than one visit or conversation when closing a sale in Denver. They like to take their time, research, and make informed decisions.
This trend presents an excellent opportunity for phone sales, where solar professionals can engage with customers and gain a more in-depth understanding of their needs and preferences. Customers in Denver appreciate rapport-building and personalized attention.
Understanding the dynamics of each market and adapting your sales strategy to it is crucial for success.
Discover, strategize, and conquer
As the solar industry expands, it will pay for sellers and installers to discover promising markets.
EPC’s success in Utah, Las Vegas, and Colorado shows the potential in these regions.
By taking cues from Jay’s experiences, leveraging local expertise, and adopting a customer-centric approach, solar professionals can thrive and play their part in the growth of sustainable energy.
Stay tuned for more inspiring stories and insights from the solar industry on the D2D blog. We’re excited to continue sharing the journeys of driven companies like EPC One Solar.
The whole conversation with Jay Kilgore is available on our YouTube channel.