American Solar was just a little Virginia start up, supplying companies with solar thermal energy though new roofing facilities. The business's owners, John Archibald and Kathryn McGeehan, wanted to sell their solar thermal roofing as affordable systems, not dependent on tax credits to make them efficient as was the case with solar photovoltaic electrical (PV electric) generation. Kathryn and John competed in an already niche market for a small niche and were working to show that their system could stand alone as an energy efficient, cost effective heating system.
They were fighting with the high upfront expense of a solar roof and working to sell the long term energy efficiency that solar thermal ceilings provided. John and Kathryn understood that a hotel chain-Hannover Inns-was going out asking for bids from roofing companies to replace their roofs. It would be their greatest commercial contract to date, if they could acquire this contract. They needed to prepare a quote for replacing the roofs together with a presentation, predicated on cost savings, that may help take their firm to a higher sales amount.
This is just an excerpt. This case is about FINANCE & ACCOUNTING
PUBLICATION DATE: May 01, 2015 PRODUCT #: NA0345-HCB-ENG
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