NEEA XMP Pumps Market Actor User Profiles DRAFT

NEEA XMP Pumps Market Actor User Profiles DRAFT

Background These Market Actor User Profiles describe specific participants in the pump industry that participate in the distribution chain in some way. There a variety of Market Actors, including users, distributors, specifiers, and installers that interact in different ways depending on the scenario or “Use Case. ” The intent of these User Profiles is to provide a general description of the key participants and use cases in the pumps market and provide a common language for us to describe these scenarios. We intend to reference these User Profiles in future work developing market interventions or describing market barriers. The User Profiles are organized by sector: Cross Sector, Commercial, Industrial, Municipal, Agricultural, and Residential. Each User Profile describes the Scenario, the goal and process of the Market Actor, summarizes how the Market Actor participates in the pump procurement process, and identifies a few opportunities for XMP. 2

Cross Sector/New Construction These Market Actors or Use Cases may occur in several sectors, as indicated by the right-hand icons.

Design-Build Contractor New Construction Goal Build a new building on time and on budget that meets all of the owner’s project requirements, while maximizing profits for the company. DB Contracting Process • Scenario DB Contracting specifies and procures several new pumps to meet the design requirements of the owner for a new building or process. Primary Drivers Minimize costs Keep project on time Use reliable and known resources Pump is specified by DB Contracting as part of larger equipment design documents and Barriers schedules, which is agreed to by building owner. Pump purchaser does • DB Contracting either requests a quote for not pay operating costs spec’d pumps (or equivalent) directly from Pump is included in pump distributor or requests quote for pump large equipment procurement and installation (among other specification package things) from HVAC contractor. Complicated to spec Opportunities for XMP efficient pump systems • Influence spec’d pumps (through distributor or manufacturer rep) • Bring down capital cost of more efficient pumps to allow procurement without adversely Decision Maker affecting DB Contracting’s bottom line or project Design-build contractor cost. • PEI label will make it easier to identify and sp Building owner ecify efficient pump systems COMMERCIAL INDUSTRIAL MUNICIPAL AGRICULTURAL RESIDENTIAL 4

Mechanical Engineer Plan & Spec Mechanical Design New Construction Goal Specify pumps that meet the projects design requirements and will be reliable over time Pump performance Process Overall project cost Energy efficiency • • Scenario Plan & Spec Mechanical Design is hired by the owner (or architect) to design and specify the HVAC system (including several new pumps) for a new building or process. Primary Drivers • Plan & Spec Mechanical Design has Barriers relationships with manufacturer reps, who will recommend and help Plan & Spec determine Pump specifiers is not the appropriate pumps for the job primary decision. Plan & Spec will include the specified pumps maker (or equivalent) in the equipment list for the Pump is included in project that goes out for bid large equipment Plan & Spec will then also review the bids that specification package are received and sign off that the selected bid Pump specifier does meets the project specifications not pay operating costs Opportunities for XMP • • Influence the spec’d pumps (through manufacturer rep) PEI label will make it easier to identify and specify efficient pump systems Decision Maker COMMERCIAL INDUSTRIAL MUNICIPAL AGRICULTURAL RESIDENTIAL Mechanical contractor/plumber Building owner 5

Mechanical Contractor/Plumber Pump Installers LLC Scenario Pump Installers LLC will respond to new construction bids and provide quote for the job, including specified pumps (or equivalent). If successful, Pump Installers LLC will procure and install the pumps in the new facility. Goal Win bid to build new building/plant and construct new facility on time and budget for a reasonable profit. New Construction Primary Drivers Minimize cost Meet Basis of Design Criteria Process Procure pumps on time • Pump Installers LLC will obtain a quote for the and install quickly specified pumps (or equivalent) from the Barriers distributor or manufacturer representative. • Pump Installers LLC’s bid will be reviewed by Pump purchaser does the building owner and design engineer, not pay operating costs where the lowest bid meeting the specification is typically selected. Pump is included in • Once approved, Pump Installers LLC will large equipment procure and install pumps that meet the Basis specification package of Design specified by the design engineer as Lowest bid pressure part of constructing the larger facility. and value engineering COMMERCIAL INDUSTRIAL MUNICIPAL AGRICULTURAL Opportunities for XMP • • Bring down capital cost of more efficient pumps to allow procurement without adversely affecting Pump Installers LLC’s bottom line or project cost PEI label will make it easier to specify a minimum efficiency level in the Basis of Design Decision Maker RESIDENTIAL Mechanical contractor/plumber Building owner 6

Commercial The majority of commercial pumps are: 1 -50 hp end-suction and in-line pumps, as well as fractional horsepower circulators.

Building Operator Hands-On Building Engineer Goal Manage one or several properties effectively and profitably for the building owner (with in house facilities management and engineering staff) Process • • • Scenario The Hands-On Building Engineer determines that a pump needs to be replaced on a routine maintenance review. Hands-On Building Engineer will request a quote (typically with distributor) for like-for-like replacement of existing pump Distributors typically only spec one pump option based on size and functionality of the pump being replaced Hands-On Building Engineer will acquire through a PO and replace it themselves with on-site maintenance staff (or contracted installer) Opportunities for XMP • • • Educate Building Operator about other options through pump distributor (multiple quotes and promotional materials/case studies) Potential to decrease wait time through stocking incentives Encourage Building Engineer to pursue additional system improvements through custom utility programs Retrofit Primary Drivers COMMERCIAL Downtime Reliability First cost Minimize invasive changes to the facility Energy costs INDUSTRIAL MUNICIPAL Barriers Risk, unfamiliarity with new technology Availability of more efficient equipment Decision Maker AGRICULTURAL RESIDENTIAL Building Operator Purchasing Agent/Department 8

Commercial Building Generi. Corp HQ Scenario The Facilities Management Team at Generi. Corp’s HQ has a pump replacement planned for their chilled -water recirculation loop. Planned Replacement Goal Primary Drivers To preform the preventative maintenance required Meet Basis of Design by operating procedures and replace pumps Criteria before they fail. Minimize cost Process Procure pumps on time • The Facilities Manager will contact their and install quickly Mechanical Contractor to schedule the Barriers replacement of the pump. • Mechanical Contractor will work with pump Purchasing department vendors to quote a replacement pump. only see’s initial price • Facilities Manager will work with Generi. Corp’s Less perceived risk in purchasing department to get the project “like-for-like” approved. replacement • Once approved, the Mechanical Contractor will schedule the installation of the pump. Lowest bid pressure and value engineering Opportunities for XMP • • Make it easier for Facility Management Team to Decision Maker incorporate PEI into their requirements for pump replacements. Facilities Manager PEI label will make it easier for Facility Manager to justify the more expensive pump to purchasing Purchasing Department department by highlighting the efficiency. COMMERCIAL INDUSTRIAL MUNICIPAL AGRICULTURAL RESIDENTIAL 9

Building Operator Retrofit Goal Rolodex Engineer Manage one or several properties effectively and profitably for the building owner Process • • • Scenario Rolodex Engineer determines that a pump on one of his properties needs to be replaced. • • Bring down capital cost of more efficient pumps to allow for comparable first cost in lowest bid situation Educate Building Operator about other options through pump distributor/mechanical contractor (multiple bids) Potential to decrease wait time through stocking incentives COMMERCIAL Downtime Reliability First cost Building operator calls a service contractor to replace a pump on a one-time basis Energy costs Contractor will reach out to a distributor for a Barriers quote, then provide quote back to the building operator to accept it Risk, unfamiliarity with If accepted, contractor will procure and install new technology selected pump Availability of more efficient equipment Opportunities for XMP • Primary Drivers Pump purchaser does not pay operating costs INDUSTRIAL MUNICIPAL AGRICULTURAL Lowest bid RESIDENTIAL Decision Maker Rolodex Engineer Mechanical Contractor 10

Small Service Contractor Retrofit Goal Sole Proprietor Services and Contracting Provide pumps to building operator quickly, install a pump that operates reliably, and get the best price possible from distributor to have decent profit margin Process • • • Scenario Sole Proprietor will respond to request from Rolodex Engineer to replace failed pump. Building operator (Rolodex engineer) contacts Sole Proprietor to request a quote replace a failed pump Sole Proprietor gets quote from pump distributor, which he will provide to the building operator for acceptance More likely to replace pumps like-for-like or use equipment they are familiar with installing/equipment they have access to based on distributor relationship Primary Drivers COMMERCIAL Reliability Availability Performance INDUSTRIAL First cost Ease of installation Barriers MUNICIPAL Risk, unfamiliarity with new technology Availability of more efficient equipment Pump purchaser does Bring down capital cost of more efficient pumps not pay operating costs to allow procurement without adversely affecting Lowest bid Sole Proprietor’s bottom line. Decision Maker Encourage distributor to quote more efficient pumps Building Operator Potential to decrease wait time through stocking Service Contractor incentives AGRICULTURAL Opportunities for XMP • • • RESIDENTIAL 11

Large Service Contractor – One Time Goal In&Out Contracting Provide pumps to building operator quickly, install a pump that operates reliably, and get the best price possible from distributor to have decent profit margin Process Retrofit Primary Drivers COMMERCIAL Reliability Availability Performance INDUSTRIAL • Scenario In&Out Contracting will respond to request from Rolodex Engineer to replace failed pump. Building operator (Rolodex engineer) contacts First cost In&Out Contracting to request a quote replace Barriers a failed pump • In&Out gets quote from pump distributor, Risk, unfamiliarity with which he will provide to the building operator new technology for acceptance Availability of more • Have a larger set of distributor relationships efficient equipment and possibly more expertise with different kinds of pumps could be able to recommend Pump purchaser does pumps within the building operators spec not pay operating costs Opportunities for XMP Lowest bid • Bring down capital cost of more efficient pumps to allow procurement without adversely affecting In&Out’s bottom line. Decision Maker • Educate contractor about other options Building Operator through pump distributor • Potential to decrease wait time through Service Contractor stocking incentives MUNICIPAL AGRICULTURAL RESIDENTIAL 12

Large Service Contractor – Ongoing Goal On-Going Maintenance Contracting Manage one or several properties effectively and profitably for the building operator/owner and maintain relationship with building management Process • • • Scenario On-Going Maintenance Contracting would like to replace a failed pump discovered during a routine maintenance inspection. Retrofit Primary Drivers COMMERCIAL Downtime Reliability Performance On-Going Maintenance Contracting will obtain a Energy costs quote for replacement pump (typically like-forlike) from distributor and distributor will provide Barriers quote for spec’d pump Contractor will procure and install selected Risk, unfamiliarity with pump, after building owner/operator approval new technology Depending on the terms of the service contract, Availability of more service contractor may also be responsible for efficient equipment building operation and energy use, which may influence value proposition of more efficient Pump purchaser does equipment not pay operating costs INDUSTRIAL MUNICIPAL AGRICULTURAL Opportunities for XMP • • • Bring down capital cost of more efficient pumps to allow procurement without adversely affecting bottom line Educate contractor about other options through pump distributor Potential to decrease wait time through stocking incentives Decision Maker Building operator RESIDENTIAL Service contractor 13

Industrial market behaves similar to commercial except that plant/facility engineers are much more engaged in pump selection process

Large Industrial Retrofit Goal Manufacturers R Us Replace a failed pump within one of their manufacturing plants as quickly as possible to minimize downtime. Ensure pump will operate efficiently and reliably in the future. Process • • Scenario Manufacturers R Us Facilities Engineer needs to replace a broken pump that can no longer be rebuilt. Similar to Hands-On Building Engineer • In-house engineer will contact manufacturer representative or distributor for replacement pump Will typically procure and install like-for-like to ensure reliable performance Most concerned about performance, energy efficiency is a tangential concern Primary Drivers Downtime Reliability First cost • • • INDUSTRIAL Energy costs Barriers Risk, unfamiliarity with new technology MUNICIPAL Availability of more efficient equipment Opportunities for XMP • COMMERCIAL Educate in house engineer about other options Decision Maker through pump distributor Potential to decrease wait time through stocking In House Engineer incentives Encourage Building Engineer to pursue additional system improvements through custom utility programs Help large Companies drive sustainability initiatives AGRICULTURAL RESIDENTIAL 15

Industrial Planned Replacement Goal Replace the pumps that feed water to one of the facility’s cooling tower to avoid pump failure. Ensure pump will operate efficiently and reliably in the future. Plastics Professionals Process • • Scenario The production facility for Plastics Professionals is replacing the pumps on their cooling towers. • Facility engineer/manager will contact mechanical contractor to schedule the downtime needed for replacement. The mechanical contractor will work with manufacturer rep or distributor to scope a pump that meets all requirements for the system. Most concerned about performance but energy efficiency can be a focus of the management team. Opportunities for XMP • • • Incentivize manufacturer reps to recommend efficient pumps. Educate Facility engineer/managers on the possibility of including PEI as a requirement for pump purchasing. Help large Companies drive sustainability initiatives. Primary Drivers COMMERCIAL Performance & Reliability Energy costs First cost INDUSTRIAL Barriers Risk, unfamiliarity with new technology Availability of more efficient equipment MUNICIPAL AGRICULTURAL Decision Maker Mechanical Contractor RESIDENTIAL In House Engineer 16

Municipal Majority of municipal pumps are 10 -100 hp submersible turbine (~90%), line shaft turbine (~5%), and end-suction close coupled (~5%)

Small Municipal Pump Operator – Pump Replacement Goal Muni Water District • • • Muni Water District operates a system of pumps to distribute water throughout the county and need to replace a pump Primary Drivers Quickly buy a replacement pump that will operate Energy/operating costs reliably and minimize operational costs for a Performance & reliability system that’s currently under repair Process Scenario Retrofit • • Water district engineer will call pump vendor to First cost request a quote to repair or replace failed pump Barriers Work with a contractor to diagnose the problem and provide quote to install new pump Risk, unfamiliarity with If <$20 K, engineer will place PO for new technology (less) replacement and contractor will install it If >$20 K, must go bid & spec (see cross-sector) Availability of more efficient equipment Typically more open to EE options because engineer is involved and closely tracking First cost operating costs Decision Maker Opportunities for XMP • • Downtime Educate water district engineer/contractor about Water district engineer options available through pump distributor Installation contractor Potential to decrease wait time through stocking incentives COMMERCIAL INDUSTRIAL MUNICIPAL AGRICULTURAL RESIDENTIAL 18

Small Municipal Pump Operator Goal Muni Water District • • • Muni Water District operates a system of pumps to distribute water throughout the county and is building a new water treatment or dewatering project. Primary Drivers Perform preventative maintenance and replace a Energy/operating costs pump in the system. Performance & reliability Process Scenario Planned Replacement • Equipment cost Water district engineer will work with Installation Contractor to schedule pump replacement. Barriers Water district engineer will specify the pump needed for the project. Risk, unfamiliarity with Installation contractor will get quote from pump new technology (less) distributor, which he will work with to ensure the Increased pump cost pump meets design requirements. decreases contractor Confirm with Water district engineer and profit engineering firm pump selection is acceptable COMMERCIAL INDUSTRIAL MUNICIPAL AGRICULTURAL Opportunities for XMP • • Decision Maker Educate water district engineer/ contractor about more efficient options through pump Water district engineer distributor. Installation contractor Make it easier for the engineering firm/water district engineer to specify a minimum efficiency in the requirements to meet facility energy efficiency goals. RESIDENTIAL 19

Agricultural Majority of Agricultural pumps are 10 -100 hp submersible turbine (~70%), line shaft turbine (~15%), and end-suction close coupled (~15%)

Irrigation Contractor Happy Fields Irrigation New Construction Goal Buy and install irrigation pumps to go in an Upfront cost expansion field that a current commercial farming client is starting Current Available Stock Process • • Scenario Happy Fields Irrigation in hired by Big. Ag Farming to install a new irrigation system on a newly acquired 100 acre plot where they plan to grow quinoa. Primary Drivers Commercial farmer will call Happy Fields Irrigation to get quote for new irrigation system, including new pumps Happy Fields Irrigation will contact their local distributor to get a quote for the new pumps and install them on behalf of the farmer Energy/Operating cost • Build on success of existing incentives/programs to continue to build awareness, particularly around smart pump equipment (beyond pump efficiency) Bring down capital cost of more efficient pumps make it more affordable for farmer INDUSTRIAL Barriers First cost MUNICIPAL Unfamiliarity with new equipment Opportunities for XMP • COMMERCIAL AGRICULTURAL Decision Maker Irrigation contractor RESIDENTIAL Commercial farmer 21

Small farmer Local Farm, LLC Retrofit Goal Primary Drivers Replace the broken pump in my strawberry field Upfront cost as soon as possible, so they can survive until the next rain Current Available Stock Process • • Scenario Local Farm, LLC needs to replace a failed pump on his strawberry farm as soon as possible • Local Farm, LLC will contact the local irrigation contractor to procure and install a replacement pump The irrigation contractor will provide a quote, typically based on what is in stock at the local distributor and he can install that day Irrigation contractor will install pump for Local Farm, LLC Opportunities for XMP • • • Bring down capital cost of more efficient pumps make it more affordable for Local Farm, LLC Potential to decrease wait time through stocking incentives Educate Local Farm, LLC surrounding the long-term decrease in operating costs COMMERCIAL INDUSTRIAL Barriers Availability MUNICIPAL First cost AGRICULTURAL Decision Maker Farmer RESIDENTIAL Irrigation Contractor 22

Residential market is only fractional <1/2 hp circulator pumps (typical sizes are 1/25 and 1/12)

Home Builder New Construction Goal Bob the Builder Build a home that is affordable, comfortable, and will sell. Process • Scenario • Opportunities for XMP • • Bring down capital cost of more efficient pumps make it more affordable for builder/mechanical contractor/plumber Educate builder about other options through pump distributor COMMERCIAL Upfront cost Customer expectations Works with general contractor on mechanical system design, who will specify necessary pumps and have a plumber purchase and install selected pumps (for hydronic and/or Barriers recirculation loop). First cost Goal of builder/mechanical contractor/plumber is to minimize up front costs to maximize profit Unfamiliarity with new margins; also concerned with reliability and equipment comfort/performance. Pump purchaser does Custom homes may have architect and not pay operating costs property owner involved as well. • Bob the Builder is designing and building 10 new homes in a new development outside Seattle. Primary Drivers INDUSTRIAL MUNICIPAL AGRICULTURAL Decision Maker Contractor RESIDENTIAL Home Owner 24

Plumber/contractor Retrofit Goal Joe the Plumber Quickly diagnose and replace failed pump with replacement unit. Provide homeowner with timely, cost-effective, and reliable service. Process • • Scenario Homeowner calls Joe the Plumber to fixed failed boiler system. • • • Bring down capital cost of more efficient pumps make it more affordable for plumber to stock and install (and for homeowner) Educate plumber about other options through pump distributor Potential to decrease wait time through stocking incentives COMMERCIAL Upfront cost Current Available Stock Reliability Homeowner calls Joe the Plumber when encountering an emergency failure Barriers Joe the Plumber will diagnose the situation and replace the failed pump with a pump that First cost he has stocked in his truck of a similar size and functionality Unfamiliarity with new Joe will stock several “one-size-fits-all” pumps equipment that he is familiar and comfortable with and he Unfamiliarity with new knows work well equipment Opportunities for XMP • Primary Drivers INDUSTRIAL MUNICIPAL AGRICULTURAL Decision Maker Plumber RESIDENTIAL Home Owner 25