Pricing & Contracts

​​How does the pricing process work?

​After collecting a client’s bill(s), with no outstanding balance, an LOA (letter of authorization) and the client’s contract start date complete the Price Request form found in Powerdocs & submit to [email protected]. There are also instant pricing options for accounts under 1 million annual kWh know as Matrix pricing.

​​How long does pricing last?

Pricing changes daily.

Can I add usage from different meters to use for pricing? ​

Yes, meters can be combined on a single contract for pricing if the meters are in the same utility service area.

Can I have different start dates in one contract?

Yes, different start dates normally mean that the client’s account is custom. This is called a staggered start and should be requested as such when asking for custom pricing.

How much margin should I add to this deal?

Margin depends on current market conditions and the utility. If you are unsure, please connect with your Channel Manager to discuss.

Will I get a contract immediately after requested? ​

Receiving a custom contract can take a few hours but rack or matrix contracts are instant.

How do I know if this client is under contract? How can I find out end date?

This should come up in conversation with your client when discussing their energy needs. Asking a client for a copy of their current contract will supply this information or if you know their current supplier you can reach out to them for the correct dates.

How far out can we start a client?

We can provide competitive future pricing up to two years out.

Commissions & Suppliers

How does Navigate Power’s commission structure work?

Commissions are paid out on the 10th of each month for deals done 2 months prior. (Example: If you close a deal in April, we are paid by the supplier by the end of May, we then pay you commissions in June).

What suppliers pay upfront?

Most. For further details please reach out to your Channel Manager.

How does Verde Solutions’ commission structure work?

It’s the same as it is for Navigate Power’s except you will be paid commissions when Verde Solutions is paid in full for the entire project (including rebate payments).

My commission statement doesn’t show all my sales – why?

Our commission statement is a true cash flow statement, showing only what was paid. This may not include every sale.

What is the best supplier for each market?

That depends, our innovative platform, NEX, can help sort that information for you. Your Channel Manager or the Navigate pricing desk can also guide you through pricing and headroom.

Why doesn’t every supplier provide a confirm?

Residually paying suppliers cannot confirm usage until the deal is flowing and they can get an accurate reading from the utility.

Sales Best Practices

How do I cultivate leads?

​Start by tapping into your network. Anyone you know that makes commercial energy decisions or that can connect you with the proper decision maker is a great place to start. A warm introduction will make it easier to practice your presentation on an engaged, interested audience. When you close deals with those clients, turn them into referral partners to tap into their network. Once you have exhausted your personal network, you will need to form a plan of action to cold approach new potential clients. Remember, everyone pays a gas & electric bill, and everyone wishes they paid less. That’s where you come in!  Begin by mapping your ideal target area then thoroughly visit every business. Don’t forget the side streets (often, the mantra is hard to find = easy to sign!). Keep a tracking sheet of every interaction. Utilize the national pitch and get to as many decision makers and utility bills as you can. Target 50 new businesses per day, 15 decision makers, and 10 bills pulled.

With the added services we offer through Verde Solutions, is it best to lead with Navigate Power and procurement opportunities first, or evaluate the client on the renewable/efficiency aspect?

​Discussing gas and electric procurement with your clients is the best place to start. Every client is familiar with this purchasing process and the sales cycle is shortest. Energy efficiency and renewable energy options are unique to each facility and client’s needs. Developing a strong relationship with a client through procurement then introducing other technologies like LED lighting, solar and cogeneration via Verde Solutions will position you as a true energy partner.  Learn more about Verde Solutions and how to qualify a client from your Channel Manager.

Who is an ideal client for both Navigate Power and Verde Solutions? What industries are best to work in? Is there a size of company that is best?

​What’s best is what you are comfortable/familiar with. Approaching your network first, regardless of size, is the smartest first step in building a client base. If you are now reaching outside your network and cold calling, every company has a need for Navigate Power's services if they pay their utilities. Every company will have its own unique challenges, decision making process, and sales cycle. While larger users equate to more commission potential, they often take more time and a higher level of expertise to close. It is important to hit both 'singles' such as small retail shops, 'doubles and triples' like restaurants and 'home runs' such as large manufacturers and property management companies. Just like in baseball, you will hit more singles than any other type of hit. This is how you build a comprehensive book of business.

What makes it worth it for a client to cancel their contract and come with us?

It is almost never worth it for a client to cancel mid contract. Switching during a contract results in termination fees because the supplier bought all the energy for the contract ahead of time and must sell it back into the market at a loss. Instead, look at forward pricing (up to 2 years out from today) to do a future start to take advantage of market buying opportunities.

​What is the most common objection from the client?

I am already with a supplier and am fine.
I’m too busy to deal with this.
I’m not interested.
I’ve already spoken with someone else about this.
I'm not the decision maker. Note: Closing objections related to energy come once we have the energy bill and start pricing.