Category: Connexus Magazine

According to the 2017 Member Needs Assessment, Best Practices are the number one resource our PRSM Members request from our Association. PRSM has more than 380 best practices from eight editions of the Best Practices Book published from 2010 to 2017 on 40 different trades such as fire protection, HVAC, janitorial and energy management.

Written by working FM professionals sharing their own experiences and lessons learned, these papers are designed to educate and inform you about what other industry professionals are doing, along with their successes and failures.

Here are some of our more recent Best Practices that can help with implementing an energy management system.

Selecting an Energy Management System

The 2016 Best Practice, “Selecting an Energy Management System” by Stan Schmidt, Director of Facilities, Stage Stores, Inc., shares seven steps for gathering the information needed such as the Return on Investment (ROI) and to make an informed decision on how to best implement an Energy Management System (EMS) for retailers.

How to Obtain Financial Approval for EMS Projects

The 2016 Best Practice, “How to Obtain Financial Approval for EMS Projects,” by Shawn Browning, RFMP, FMA, LEED-Green Associate, Facility Manager, Nike, Inc., provides a step-by-step process for EMS budget approval including how to calculate the ROI, how to partner with a supplier and a pilot program. The best practice also has additional items to be considered when calculating these numbers.

How to Uncover Hidden Problems When Implementing an Energy Management System

In the 2017 Best Practice, “How to Uncover Hidden Problems When Implementing an Energy Management System” by Samantha Foley, Chief Marketing Officer, ENTOUCH, explains why retailers should implement EMS to reduce energy consumption, mitigate risk, improve operational efficiencies and extend the useful equipment life of key capital assets.

Adjusting HVAC and Lighting Schedules 
to Save Money

Retailers can leverage existing infrastructure and data sources to realize immediate savings. In the 2017 Best Practice, “Adjusting HVAC and Lighting Schedules to Save Money,” Tonya Martin, Director of Business Development, Phoenix Energy Technologies, shares how an audit identified lighting and HVAC equipment that was running during times when buildings were unoccupied. Read the best practice to understand steps taken to slash energy usage.

All of these best practices, along with many others, can be found on PRSM.com. Enter the title under the search bar or find all Energy Management Best Practices under FM Topics.

Written by working FM professionals sharing their own experiences and lessons learned, these papers are designed to educate and inform you about what other industry professionals are doing along with their successes 
and failures.

 

By: Meg Buckley

Get ready to rock n’ roll at PRSM2018 National Conference April 9-11, 2018 in Nashville, Tennessee! Hundreds of PRSM retailers and suppliers will connect, collaborate and contribute to this three-day conference at the Gaylord Opryland Hotel, deep in the heart of Music City.

“We love Nashville and the vibe it will bring to our conference,” said LeeAnn Norton, VP of Global Events at PRSM. “Our attendees are great people, and putting them in a great location where they are all under one roof is vital!”

Beyond networking, PRSM2018 National Conference is a time for retailers and suppliers to have fun and give back. On Saturday, April 7, from 1:00 P.M. – 6:00 P.M., the PRSM Charity will conduct its annual work day to help restore a local charitable facility. Volunteers and local suppliers are needed to help complete the project.

PRSM will host the Annual PRSM Golf Classic on Sunday, April 8 at the Gaylord Springs Golf Links. Tee time is at 1:00 P.M. and an awards reception will follow.

Pre-conference sessions kick off Monday, April 9 with PRSM Board and Committee meetings, and the Retail Quick Connect – a rapid-fire, speed-dating type of one-on-one session where suppliers can meet with retailers to discuss their products and services – followed by the PRSM2018 Welcome Reception.

Gary Vaynerchuck, one of the most sought after public speakers alive today and a four-time New York Times bestselling author, will keynote the PRSM Annual Awards and Sponsor Luncheon, Tuesday, April 10. Suppliers and Retailers will enjoy separate networking breakfasts, and the Exhibition Hall will open immediately following the Awards Luncheon.

“Any way you look at it, retail is undergoing disruption of epic proportions,” said Bill Yanek, CEO of PRSM. “PRSM secured a keynote speaker who thrives in this type of business climate. When you add Gary to our marquee meeting location in Nashville, we have the ingredients for a very memorable conference.”

Day two is all about education and exhibits. National Conference is a learning experience for every attendee. More than a dozen educational sessions will be presented by seasoned FM professionals. Topics will include the value of building your FM network, lessons learned from women in leadership, maintenance information sessions, and so much more. In the exhibit hall, join hundreds of supplier companies at the industry’s premier and largest trade show for retail facilities professionals where you can see product showcases, demonstrations and services in action.

What better way to close out National Conference in Nashville than rocking out to country music legends whose roots run deep in Music City? Nashville-based country music group, Diamond Rio, will provide closing entertainment on Wednesday night. The band has sold more than 10 million albums, won a Grammy Award, a Dove Award, six Vocal Group of the Year wins (CMA and ACM), released two Greatest Hit albums, earned five multi-week no. 1 singles, 22 Top 10 singles, three certified Platinum and five Gold albums, released an autobiography – and with zero band member changes.

“We wanted to go with a good Nashville feel for our closing entertainment,” Norton said. “Diamond Rio has so many hits and is a great band to sing and dance to. It’s the final event of the conference. After networking, learning and selling, it will be fun for everyone to relax and have a great time.”

With so many things to see and do in Nashville, the possibilities for fun are endless. From touring Music Row to concerts to sporting events and festivals, the days before and after National Conference are full of exciting activities.

Registration for PRSM2018 National Conference is open! For more information or to register, please visit 
www.prsmnational.com.   

Photo: CrackerClips Stock Media/shutterstock.com

Gary Vaynerchuk is a serial entrepreneur and the CEO and co-founder of VaynerMedia, a full-service digital agency servicing Fortune 500 clients across the company’s four locations.

Gary is one of the most sought after public speakers alive today. He is a venture capitalist, four-time New York Times bestselling author, and an early investor in companies such as Twitter, Tumblr, Venmo and Uber. Gary has been named to both Crain’s and Fortune’s 40 Under 40 lists.

In addition to running VaynerMedia, Gary also serves as the CEO of holding company VaynerX, which houses VaynerMedia and new publishing company, The Gallery. Gary serves as a partner in the athlete representation agency VaynerSports and restaurant reservations app Resy.

Gary also runs DailyVee, an online documentary series, and hosts #AskGaryVee, a business and advice Q&A show online.

He recently launched his podcast, The Gary Vaynerchuk Audio Experience, and appears with Gwyneth Paltrow, Jessica Alba and Will.i.am on Apple’s first original series, Planet of the Apps.

Nashville Highlights:

1. Country Music Hall of Fame and Museum: Visit the world’s largest popular music museum and see the ever-changing exhibits featuring the legends of country music and today’s hottest country stars.

2. Music Row and historic RCA Studio B: Take a tour of Music Row and stop by RCA Studio B where Elvis, Dolly Parton, Chet Atkins and many others recorded classic hits.

3. The Parthenon: Visit the world’s only full-scale reproduction of the ancient Parthenon in Athens, Greece. The Parthenon houses an art gallery and museum as well as the world’s tallest indoor sculpture.

4. Grand Ole Opry House Tours: Take a backstage tour of the Opry House – a must-see for country music lovers.

5. Special Events:

• Nashville Fashion Week – Apr 3-7, 2018

• Nashville Predators vs. Columbus Blue Jackets hockey game – Apr 7, 2018

• Nashville Cherry Blossom Festival – Apr 14, 2018

• Steel Magnolias Play – Apr 6-7, 2018

• Wicked the Musical – Apr 10; 12; 14, 2018

By: Kendall Carlson

In late November, PRSM again participated in RetailGreen, the leading conference on design, construction, and maintenance of sustainable retail projects. PRSM co-sponsored the event with our friends at the International Council of Shopping Centers (ICSC).

During RetailGreen, Stephanie Moon, RFMP, PRSM’s VP of Strategic Resource Development, moderated a panel that discussed how to engage operations and maintenance personnel in an operating retail center/store. PRSM’s Immediate Past Chair, Leigh Pearson, RFMP, Director, Facility, Environmental and Procurement Services, Staples, Inc. (Canada) joined PRSM-member Chris Ladner, LEED Fellow, CEM, CxA, CEA, Principal, Entegrity Partners and Paul A. Mathew, PH.D., Staff Scientist, Department Head, Whole Building Systems, Building Technologies and Urban Systems Division, Lawrence Berkeley National Laboratory on the panel. The panel addressed the continued evolution of sustainability and energy management. The panel highlighted how the FM’s energy management responsibilities have increased in importance and complexity, and how energy management is moving beyond sustainability.

Beyond Sustainability

This issue of Retail Store Maintenance focuses on net zero energy buildings. A zero-energy building (ZEB) produces enough renewable energy to meet its own annual energy consumption requirements, and reduces the use of non-renewable energy in the building sector. ZEBs use multiple cost-effective measures to reduce energy usage and boost efficiency. They also use renewable energy systems to produce enough energy to meet remaining energy needs. (A Common Definition for Zero Energy Buildings, September 2015, Prepared for the U.S. Department of Energy by The National Institute of Building Sciences.)

Net Zero Rare, but Increasing

Way back in 2008, the U.S. Department of Energy launched its Net Zero Energy Commercial Building Initiative (CBI). Then DOE used an array of public and private partnerships to advance the development and adoption of high-performance buildings and, the initial goal was to achieve marketable net zero energy buildings by 2025. However, until recently achieving net zero energy consumption was rare. As renewable technologies and building energy efficiencies have continued to improve, more commercial buildings can now achieve the net zero designation.

ZEBs Benefit FMs

For the FM, there are several long-term advantages of moving toward ZEBs, including lower environmental impacts, lower operating and maintenance costs, better resiliency to power outages and natural disasters, and improved energy security. Reduced energy consumption makes it simpler and less expensive to meet the building’s energy needs with renewable sources of energy. ZEBs have the potential to transform how buildings use energy, and there are an increasing number of building owners who want to achieve ZEB status.

PRSM Resources and Tools and a 2018 Unveiling

For our FMs, the PRSM Sustainability Council and the PRSM Energy Working Group provide a valuable forum to engage on ZEB and other energy-related topics. In 2018, the Energy Working Group will release a tool that illustrates the effectiveness of Energy Management Systems. The tool will also calculate a Return on Investment, ROI. This is the first step after implementing a pilot program to determine if a full-scale program is necessary.

REI opens a net zero energy building, and shares its design process on constructing a building that produces as much energy as it uses

Outdoor gear retailer REI has been building its retail stores and distribution centers to LEED-standards for two decades. But when the consumer cooperative was ready to open a third distribution center in the Southwest, it decided to take on an additional challenge: constructing a net zero energy building (NZEB) that would earn LEED platinum certification. 

It was a logical next step for a company that emphasizes both environmental and fiscal responsibility in its operations. “We want to be connecting people to the outdoors for generations to come, and with that perspective, we choose to take a long-term view on investments, especially the large capital investments we will be operating on behalf of our members for decades to come,” said Kirk Myers, senior manager of sustainability.

REI’s net zero energy distribution center, which opened in 2016, includes a 2.2-megawatt solar energy system that annually produces as much power as it consumes. It should pay for itself in about five years. Other energy-efficient features include LED lights that turn off when not in use. The design team also chose both the building orientation and the location of various activities inside the facility with an eye to minimize energy usage. The loading dock, for example, is positioned to limit heat coming in from outside.

Reducing design uncertainty

The initial step in the construction of REI’s net zero energy building was modeling the project’s feasibility from an engineering and economic perspective. Then, after choosing design and construction partners, REI held a three-day design charrette facilitated by the Rocky Mountain Institute, an organization focused on promoting sustainability and energy and resource efficiency. Myers said having this process in place was the most critical factor in achieving REI’s desired outcomes.

In most building projects, engineers will design systems that deliver more performance than the building will actually need, because they don’t have a good understanding of how other building elements might impact their system’s performance. “No one wants to be the failure point,” Myers said.

The REI design charrette, however, gave engineers and designers insight into how systems would work together as a whole, reducing their uncertainty about each individual system’s required performance.

“An energy modeling firm did a robust energy model that allowed us to understand exactly what the optimal amount of insulation would be in different walls of the building – east-facing versus west, north or south-facing,” Myers said. Through the discussions, HVAC engineers gained a good understanding of the envelope construction and its performance of other processes that could emit heat, and impact cooling requirements. Armed with that knowledge, they didn’t have to over-design the system to ensure it would perform effectively. “It allowed the uncertainty to be reduced significantly, which allowed us to use smaller HVAC tonnage,” Myers said.

However, this was not a simple process. “Since we were aiming for net zero energy, the energy model had to be very, very sophisticated. We had to understand how the production rate, the volume that is moving through the warehouse, works at different times of the day and also seasonally, with our big anniversary sale in May and of course the holidays. And how do those production periods line up with how hot it is in Phoenix at that time?” Myers said.

The integrated design process answered such questions, trading an investment of time up front for savings on first cost and on total costs of ownership, he added.

Choosing technology

Before the design charrette, REI had identified a number of technology innovations that might be used in its new distribution center. Part of the work of the design charrette was to determine whether or not such technologies would be viable. “In the end, what we put in the building was relatively established technologies; we just thought through how to integrate them into the building in a very considered way,” Myers said.

The design charrette participants also examined various alternatives for several building systems. They discussed and ultimately decided against precooling air going into the AC system by running it underground. They looked at installing a direct current microgrid, which could take the DC current from the solar panels and use it to directly power electric forklifts and similar loads that use DC. That would eliminate the energy loss that comes with converting power from DC to AC and then back to DC. “But back in 2015 that was just a little too cutting edge. We couldn’t get UL-listed fixtures, so we decided against it,” Myers explained.

Charrette discussions also guided the placement of the building’s skylights. REI and its partners designed and installed a robotic fulfillment system in the distribution center; it enables one person to process items eight times faster than they normally could. Since the robots don’t need light to operate, and, REI employees spend little time in the robotic area, the designers were able to cluster the skylights over areas of the building where humans would be working. This left plenty of roof room to install the large solar array.

At times the charrette participants determined that the most energy efficient solution for the building wasn’t the best choice. “We installed the highest efficiency HVAC system we could get, but it’s still using more electricity than we would have if we had gone with an evaporative cooling system,” Myers said. “But, we saved millions of gallons of water a year in a desert environment by making this choice. That was part of our approach, obviously thinking about energy but also thinking about the total impact this building would have on the local ecosystem.”

Despite water-saving features like no-flush urinals and other high-efficiency fixtures, REI could not reach its goal of zero additional water usage for the facility. So it funded a project that made irrigation improvements for ranchers in the headwater areas of the Verde River. “We are now ensuring that there is, by a huge factor, more water going into that river and into that watershed than we are taking out for consumption by our building,”  Myers said.

Offering best practices information

During this multi-year design and construction process, REI learned a great deal about net zero energy building. Now it is making that information available to other companies considering similar projects.

“That’s part of our theory of change,” Myers said. “REI is here to help protect the outdoors for generations to come, so we want to share that information broadly. Part of our collaboration with the Rocky Mountain Institute and the U.S. Department of Energy is to put together a showcase portfolio on this building and to share the best practices – the things that we were successful at, the things that we weren’t able to do. We want other folks to take that and learn.”

Myers said distribution center projects are typically more focused on fast execution than on sustainability. To change that, more companies should integrate a charrette-type conversation into their design process. “Companies today are recognizing that there is a lot of opportunity to reduce operating costs by taking this sustainable approach,” Myers said. The upfront time required for this process can be offset by both financial and environmental benefits over the long term.   

 

“REI is here to help protect the outdoors for generations to come, so we want to share that information broadly.”

Kirk Myers, REI

REI Distribution Center – the numbers behind zero energy

• The facility’s 2.2 megawatt solar system produces renewable energy on-site, enough to power the entire facility annually. The system is expected to provide REI with 20 years of free energy and pay for itself in five years.

• REI and its partners have designed the industry’s first omni-channel one-touch fulfillment system, enabling one person to process items eight times faster than the typical distribution center, meaning outdoor enthusiasts will get their gear faster.

• Despite being in the middle of a desert, the distribution center will help restore the nearby Verde River by enhancing water flows and recreation access. 

• The distribution center features a non-evaporative cooling system to keep employees cool in the desert heat. The system is fully powered by renewable energy and saves millions of gallons of water every year.

By: Mary Lou Jay

Achieve net zero energy with a building management system (BMS)

Zero, zilch, zip. In most aspects of business and life, zero is not an exciting number – but it is an extremely desirable digit in the modern facilities management world. In fact, for most facility owners and managers, a net zero energy building is a dream come true. These buildings produce as much energy as they use each year, resulting in major cost savings.

How can FMs accomplish such a daunting feat? It all starts with slashing your facility’s energy waste and that’s exactly where a building management system (BMS) can help.

“One of the first steps in achieving the goal of Zero Energy Management is to eliminate waste,” explained James Walton, vice president of ENTOUCH. Based in Richardson, Texas, ENTOUCH provides building solutions and managed services to multi-site companies across North America. “BMS platforms not only allow for proper control and optimization of equipment, but when paired with energy monitoring devices, the system can identify areas of waste.”

Let’s face it: practically every building is wasting energy in some way, shape or form. The challenge is pinpointing where energy is being squandered. Once you find and eliminate energy waste, you can reinvest those dollars into solar panels, fuel cells and other technologies that will place you on the path to net zero energy.

BMS 101

There are countless building management systems on the market, and not all are created equal. When  selecting the right BMS, Walton said there are key factors retail facility managers should consider.

“The first step is to define the overall goal your company or department wants to achieve,” he said. Once you have defined these objectives, you will have a better idea about which BMS or EMS (energy management system) is right for your facility. “When selecting a system, a facility manager should consider adding energy monitoring for critical sub-loads,” Walton added. “It is one thing to be able to control equipment, but without feedback loops it is difficult to continue to optimize.”

Of course, FMs might encounter a few stumbling blocks when installing a new BMS. “Depending on the age of the building and how previous systems were installed, new wiring may be required,” Walton explained. “One of the areas that can be problematic during EMS installations is properly configuring lighting controls. This is due to how lights may have been wired in the building that do not allow for control optimization.” If you want to achieve Zero Energy Management, it’s often critical to rewire the lighting for optimal energy control, he said.

Then, there’s the building management systems integration issue. If your building has multiple existing systems, you may or may not be able to integrate them into one platform.

“Many systems have the capability to integrate either through cloud platforms or by the installation of gateways,” Walton said. “A facility manager should consider if current EMS platforms can help achieve the previously defined goals. If they want to achieve a Zero Energy Management program, does the EMS system include the required components, or does the system need to be augmented?”

When selecting a BMS, cost will be a key consideration. Sometimes a more expensive system could be worth the hefty price tag. “We often focus first on the cost of a system and do not consider the total cost of ownership,” Walton emphasized. While the initial cost is important, Walton said a slightly more expensive system that provides a better user experience and greater value may help you reach your ultimate goal of Zero Energy Management.

Looking to the Future

Although it’s impossible to predict precisely what future building management systems will look like, Walton said one thing is certain. “EMS systems will continue to push into the realm of advanced equipment diagnostics,” he said. “We are already seeing LED lighting companies build sensors into individual light fixtures and electrical panel manufactures are adding energy monitors into electrical sub-panels. I believe this trend will continue to trickle down into other facility components.” As these systems provide more data and companies allow for multiple integrated databases, Walton predicts FMs will achieve continued optimization.

In future building management systems, the IoT (Internet of Things) will also come into play. The IoT refers to the connection of machines and devices, other than typical computers and smartphones, to the Internet. (Think cars, kitchen appliances, heart rate monitors  and yes, energy management systems.)

“The IoT has been impacting the BMS industry for a significant time,” Walton said. “The newer EMS companies have built their platforms on the IoT concept.” However, he points out that IoT is being approached as series of parts. “Most facility managers do not need more projects or more parts,” Walton explained. “They need a solution, which will be the critical path for the EMS companies.”

Not sure where to begin in your quest for net zero energy? Fortunately, there are plenty of resources available. “The Internet is a good start, but it can be difficult to shift through the data,” Walton said. “I would recommend PRSM resources as they have a wealth of knowledge including training courses on EMS. You could also reach out to other FMs and learn from what they have done.”   λ

James Walton

Let’s face it: practically every building is wasting energy in some way, shape or form. The challenge is pinpointing where that energy is being squandered.

By: Amy Bell

Target Energizes its Stores with Solar

The United States reached a new renewable energy milestone in March 2017 when wind and solar accounted for 10 percent of all electricity generated for the month – with wind accounting for eight percent and solar representing two percent.1

One retailer doing its part to increase the adoption of renewable energy sources is Target.

“Target has always had a strong commitment to our communities, which includes a focus on sustainability and creating a healthier environment for our team and our guests,” said John Leisen, Vice President, Target Properties. This commitment includes several energy management goals such as: achieving the Energy Star designation for 80 percent of all stores by 2020; installing rooftop solar on 500 stores by 2020 and making significant investments in the purchase or generation of clean, renewable energy – including solar and wind; and reducing greenhouse gas emissions from Target’s operations 25 percent by 2025.

Over 1,500 Target stores have achieved Energy Star certification, which is an important first step in any energy management program, Leisen said. “Our goal was to reach 80 percent by 2020 but we will achieve this goal in 2017.”

Target is also using wind farm-generated energy in its stores with one farm in Texas online now and one wind farm in Kansas coming online in 2019. “These wind installations will produce enough clean energy to supply 200 stores,” Leisen said. “As of today, we have over 350 stores with rooftop solar installations in 20 states,” he said. “These solar systems generate enough electricity to power 26,000 homes for a year.”

“Technology has evolved since we installed our first solar project in 2003,” Leisen said. “The systems are more efficient and easier to install, and they provide tangible proof of our commitment to renewable energy.”

Store rooftops provide the ideal location for a solar panel installation – open, expansive spaces that are “free” to use, pointed out Leisen. In addition to the rooftop panels, Target has six stores that also use large scale batteries for energy storage.

“Innovations in battery technology have made combining energy storage systems with solar more compelling,” Leisen explained. “For example, the 910-kilowatt solar system and 250-kilowatt battery at the store in Kona, Hawaii provides over 40 percent of the store’s energy and captures energy during the day to power lights and refrigeration later in the day.”

There is also a strong business case for solar, Leisen said. Rooftop solar reduces electricity costs and allows customers to fix a portion of energy expenses, which provides financial certainty. “The reduced energy costs, combined with tax credits and utility solar programs, deliver strong financial results for Target,” he explained. “In states that allow rooftop solar power purchase agreements, retailers may be able to achieve these financial results without expending capital.” 

These projects also help Target meet corporate sustainability goals that the retailer publicly reports on to stakeholders. In addition, solar projects contribute to job growth and reduce pollution in local communities, reinforcing Target’s commitment to the communities in which it operates, Leisen added. 

Although solar systems are a critical piece of Target’s energy management program, not all buildings for all retailers are appropriate for solar installations. “The roof must be structurally sound and have enough space to handle an installation that can provide approximately 30 percent of the store’s energy,” Leisen said. It is also important that the roof be new because it does not make sense to install a solar panel system on a roof that will be replaced in the near future – making removal and re-installation of the solar panels necessary.

Once installed, solar panels are easy to maintain. Other than inspecting panels for cracks, making sure they are clean and ensuring that wires and connections are in good condition, there is little else that a vendor must do.

While the retailer has set ambitious goals for the renewable energy program, Target doesn’t state its goals in terms of a net zero energy plan. “Our commitments to 100 percent renewable energy, and efficient sustainable operations are achieved using many of the same strategies that a net zero energy plan has,” Leisen said. “Powerful strategies to reduce energy include LED lighting and efficient HVAC systems, while renewable energy strategies include rooftop solar, offsite wind and utility partnerships. Together these exciting programs are making a long-term, positive impact on our business and the communities we serve.”

Growing the program includes solar installations on new stores and participation in initiatives such as Puget Sound Energy’s Green Direct Tariff – which is a large-scale wind energy project that serves multiple customers in the Northwest U.S.

“We also recognize that our guests are choosing to use clean energy in their lives, and we are adding electric vehicle charging stations at select stores in California and Hawaii,” Leisen said. “As clean innovations emerge, we’ll continue to evaluate and implement them as part of our commitment to maintain a sustainable, healthy community at all of our store locations.”   

 

Reference:

1. U.S. Energy Information Administration. Today in Energy, June 14, 2017. https://www.eia.gov/todayinenergy/detail.php?id=31632

John Leisen

“The reduced energy costs, combined with tax credits and utility solar programs, deliver strong financial results for Target.”

John Leisen

Solar Tips from an Expert

With solar installations on more than 350 stores, John Leisen, Vice President, Target Properties, has a lot of experience with selection of sites, suppliers and products. Here are a few tips he recommends for retailers who are considering solar energy for their stores:

• Start with a strong partner who has a proven track record for assembly, maintenance and operation of solar energy systems in the geographic area of the store. The partner should have great relationships with local utilities to be able to advise the retailer on energy buy-back programs, cost savings and incentive programs.

• Understand the rates and incentives available for a store, and evaluate owning the equipment versus operating under a Power Purchase Agreement. The solar partner’s expertise is invaluable when comparing options because every utility’s program is different for savings, incentives and qualifications.

• Choose a partner who is an industry leader in solar and project management, suggested Leisen. “The partner should also understand batteries – new technology and capabilities.”

By: Sheryl S. Jackson

If you work in outside sales or company leadership you likely need to give presentations as part of your job. Whether presenting to company leadership about project funding or standing in front of a team of buyers in a prospect’s office, your presentation, to be effective, will have to be persuasive. Your ability to deliver persuasive presentations will be based on you mastering three skills:

1) Effective message design –  The most persuasive and successful presentations can be summarized in less than 60 seconds. What is your presentation goal and desired outcomes? And what is the overall message you want to communicate? Your ability to answer these questions (in as few words as possible) will help simplify your presentation and points you plan to cover. Can you keep your message pure? The more  points you try to make, the less impact you are likely to have.

2) Support materials that enhance and validate your message –  There are three goals for effective and persuasive support materials.

1st Goal – Clearly organize your message and presentation flow to help support your presentation. It’s a lot easier to follow you if I know where we’re going.

2nd Goal – Confirm, validate or support your message and position.

3rd Goal – Provide a “leave-behind” document to help extend their retention of your message (and hopefully support your calls for action).

3) Persuasive presentation delivery skills –  Don’t shout or be overly dramatic. The most persuasive speeches are delivered in a normal speaking voice. Your goal is to have a persuasive conversation, not deliver a Sunday morning “Fire and Brimstone” sermon. Show appropriate energy for the room and the space you have. You can’t be waving your arms around in a conference room that seats 10 people.

Stay focused on your message goals. Too many side points, excessive details, humorous stories, cartoons, funny photos or antidotes will sabotage your message and impact. The most persuasive messages are always simple, tightly organized and clearly delivered.

Show your confidence. Don’t stand behind a lectern. Eliminate “um’s” “ah’s” and “you know’s.” These words show your discomfort and nervousness. No one will believe what you say if you look weak, uncomfortable or nervous. Remember the deodorant commercial years ago with the tag line “Never let them see you sweat?”

Stay on time. The most persuasive presentations always end on time. Staying on time and not wasting their time shows a respect for your audience/buyer.

Don’t memorize your talk. That is guaranteed to cause you to forget where you are half way through. Memorize your outline and the major points you want to cover.

And one final suggestion…become active in your local Toastmasters Club. You will be most effective and successful as a persuasive speaker when you identify what works best for you and your presentation style. You will only learn through feedback and awareness. Toastmasters offers “stage time” experience and solid coaching feedback.

After all, we know you’re already a persuasive presenter. Now the only question is…are you ready to get even better?  

Jim Pancero, Dallas, TX, has successfully delivered over 3,000 speeches or programs on sales and sales leadership in 35 years as a professional speaker and trainer. He has earned the National Speakers Association “CSP” designation (Certified Speaking Professional) and has been inducted into their “CPAE Speaker’s Hall of Fame.” These combined honors have been earned by less than 130 of the almost 4,000 members of the National Speakers Association. Learn more about Jim at www.pancero.com or www.YouTube.com/2SellMore.

By: Jim Pancero

As retailers work to reduce energy usage and actively pursue a goal of net zero energy buildings or implement different components of a net zero energy management plan, lighting is often the first step that can be tackled by most.

“For the past several decades, a facility’s lighting system represented about 40 percent of the monthly utility bill, but with the cost of LED lighting systems becoming very affordable, energy use has been reduced by 50 percent or more,” said Anthony J. Denami, Director of Lighting Design and Project Estimating for Stones River Electric. Not only does the lower wattage of LED lighting require less energy, but LEDs emit less heat, which results in less demand on air conditioning units, he added.

“Moving forward into 2018, ascena retail group is initiating a comprehensive energy program to enhance the lighting in our stores across all brands,” explained Amy Ochoa, Facilities Manager for ascena. “While individual brands in the retail group embarked on a series of LED lighting programs and energy management systems prior to the creation of our center of excellence, we are looking to build off the success of those initial efforts.”

For example, ANN, INC. reported installation of LED bulbs in over 600 stores in 2015, but additional energy management systems were added to ANN in 2016, said Ochoa. “We work with eight unique store design segment groups and must ensure that the right bulbs are available for the right brands,” explained Tara Thompson, Director of Corporate Procurement, Energy and Sustainability for ascena. “We work with Visual and Brand teams to meet their design needs and balance the cost and efficiencies needed to meet the goals of the center of excellence.”

Major considerations for retailers evaluating lighting changes are the number of states that have adopted energy codes such as ANSI/ASHRAE/IES Standard 90.1, the International Energy Conservation Code or state-specific codes such as California, which has the Energy Efficiency Standards for Residential and Nonresidential Buildings, also referred to as Title 24, Denami explained. “Some cities and municipalities, such as those in Colorado, have written their own lighting ordinance, codes and standards, which address exterior lighting.”

Of course, retailers are actively seeking new ways to conserve energy for a variety of reasons. One of the more interesting projects that Denami has handled is a national restaurant company that wanted to upgrade the lighting system at the corporate campus, reduce energy use and obtain the maximum utility incentive available. “We saved the owner over $97,000 annually in utility costs and obtained a utility rebate of over $91,000,” he said. A year later Denami’s company was implementing an interior LED upgrade in all of the company’s restaurants, and two years after the initial project, the restaurant company upgraded the exterior lighting at all locations to energy saving LED sources.

Lighting system energy savings are not just the result of LED lights, Denami pointed out. “Lighting controls can and do reduce energy consumption and energy demand,” he said. “Look at the utility bill and take the time to analyze the various charges and fees associated with your invoice.”

“Many of these charges are under the users’ control. Investing in technologies which will save money on your monthly utility bill and the systems will pay for themselves in a very short period of time,” Denami said. “After reaching the controls investment break-even point, those dollars saved in energy cost add to the bottom line, month after month after month.” 

Left to right: Tara Thompson, Corporate Procurement – Energy and Sustainability; Amy Ochoa, Facility Manager; Jamie Hubbard, AVP Procurement

BY: Sheryl S. Jackson

What’s hot, what’s not, and what the future holds

In today’s energy-fixated retail climate, the pressure is on for HVAC manufacturers. As building owners strive to achieve lofty energy goals, the HVAC industry must continually adapt and evolve. This, combined with looming Department of Energy regulations, is driving cutting-edge innovations in heating and air.

A Holistic Approach

One of the most prevalent HVAC trends is manufacturers and owners shifting to a holistic approach for building systems. “It’s about looking at all the building systems, including HVAC, as a system, not as individual components,” said Greg DuChane, Retail & Restaurant Vertical Sales Market Leader with Trane®, a leading global provider of indoor comfort solutions and services and a brand of Ingersoll Rand. “Owners have to ask, what does the building look like holistically, and how does air conditioning fit?”

DuChane said owners should consider the whole operation when planning new construction,  as well as retrofit and renovation projects. “Many retailers and restauranteurs today are retrofitting just as many, if not more, facilities than they’re building,” he said. “As they retrofit lighting, they also need to bring their portfolio up to speed with the latest HVAC innovations.”

In today’s energy-focused retail environment, DuChane said an increasing number of FMs are tapping into building energy management strategies. “Building energy management is catching on, and it’s becoming more of the norm instead of the exception today,” he pointed out. This process, he explained, involves close monitoring and management of building energy, including lights, HVAC and other energy outputs.

“For example, many owners are doing LED upgrades in their stores,” DuChane said. “Their lighting costs go down most of the time by half or more. The neat thing is that LED impacts the air conditioning load in a good way – it lowers it.”

After a store undergoes an LED lighting upgrade, DuChane said the facilities manager should have an engineer or a partner manufacturer take a look at the HVAC load. “Maybe a 15-ton HVAC unit that was on the store could be switched to a 12.5-ton unit,” DuChane suggested.

In other words, FMs cannot look at building systems as separate silos. “You can’t just think, I’m going to change my lights or I’m going to change my air conditioning,” he explained. “You have to look at how it works together. These days, there are ways to look at the return on investment holistically. If you change the lights and the air conditioning, what does the joint return on investment look like? It’s usually much more favorable than when you put them into independent silos. And, lighting and HVAC are just a natural marriage.”

On the other hand, in restaurants HVAC is closely connected to ventilation. “It’s important to take a look at the hoods and make sure the outside air exhaust is optimized,” he said. “For every 200 or 300 CFM of outside air you reduce, you reduce a ton of air conditioning. It’s incredible. So, it’s very important to look at how these systems work together holistically. They’re not independent; they’re connected.”

Choosing the Right Efficiency

In another interesting HVAC trend, some restaurant owners are considering new HVAC efficiency options. “It’s very important to select the right efficiency for your operation.”

This is particularly true for Quick-Service Restaurant (QSRs), which are some of the most energy-intensive buildings in the U.S. “QSRs are second only to hospitals for energy use per square foot,” DuChane pointed out. “Air conditioning can be 30, 40 or 50 percent of that load, so it is a big factor when you’re looking at energy. This market typically uses standard rooftop units – it’s a good fit and it’s a good product from a maintenance and ease perspective. Over the last few years, many advancements have been made and new options introduced, which offer a lot of great choices for customers.”

Better Buildings Initiative

Although DuChane said most of his clients are not attempting to achieve net zero energy, they definitely have specific energy and sustainability related goals. For instance, many restaurants and retail stores are taking on the Better Buildings Challenge. This U.S. Department of Energy (DOE) initiative was established to drive leadership in energy innovation in the nation’s homes, commercial and public buildings.

According to the DOE Better Buildings website, the initiative “aims to make commercial, public, industrial, and residential buildings 20 percent more energy efficient over the next decade.”  This could result in billions of dollars saved on energy bills, reduce greenhouse gas emissions and create thousands of new jobs. “Many of our customers are signing up for the Challenge and reaching and exceeding their goals,” DuChane said.

On the Horizon

What lies ahead for HVAC? DuChane said retailers can expect to see quite a few developments in the next five to 10 years from major HVAC manufacturers.

“DOE regulations effective January 1, 2018 and then again on January 1, 2023 will drive manufacturers to part load efficiency of our units,” DuChane predicted. “The industry is working on upgrading the part load performance of rooftop units, and that’s a good thing, because that’s where most buildings operate, so they would benefit from it.”

Additionally, data and connected technologies will become more and more prevalent in the HVAC arena.

“Connected buildings and using data to make decisions, will become much easier to manage,” DuChane explained. Although many FMs have access to building systems data, DuChane said what really counts is how that data is used.

“Buildings today are full of hidden potential. It comes down to how you understand it and make changes, how you adapt, how you see how your building is operating based on that data,” he said. “In the next five to 10 years it’s going to be incredible how actionable data and insights will help guide the way building owners operate their buildings.”   

Greg DuChane

By: Amy Bell 

More than $10,000 donated to Children’s Miracle Network

It started in Milan, Italy and ended in Seattle, Washington, spanning 15 cities, and continued for 16 hours. PRSM Local Connect Coast2Coast, the premier PRSM networking event of the year, provided members the opportunity to reconnect, build new relationships and support Children’s Miracle Network hospitals.

More than 320 PRSM retailers and suppliers attended and donated $10,814. Donations directly benefited local Children’s Miracle Network hospitals in each city. “We wanted to ensure donations by local PRSM members benefited a local charity and Children’s Miracle Network of hospitals provided us the perfect opportunity,” said Bill Ackerman, National Sales Director, Vixxo Sign & Lighting, and Chair of the PRSM Charity Committee.

Donations were fueled by friendly competition between cities. Columbus, OH jumped out to an early lead – even before the event began. However, when the final minutes ticked down, Chicago edged out L.A by just $48, topping the list with $2,052. Five cities surpassed $1,000 – Chicago with $2,052, L.A. -$2,004, Columbus-$1,400, New York City-$1,025 and Boston-$1,000. 

Attendees shared their networking and giving experiences through Facebook, Twitter, LinkedIn and other social media throughout the evening.

PRSM Local Connect is the single largest networking event PRSM conducts each year. However, there are numerous PRSM networking events held throughout the year to provide suppliers and retailers the opportunity to collaborate and connect. Make plans now to attend the next networking event in your area. A complete list of events can be found on prsm.com.

By: Bruce Condit