An Interview with Daniel Moyer, Sales Support Trainer
In a conversation with Daniel Moyer, a seasoned Sales Support Trainer, we explore the world of energy storage systems and the hands-on training of the “Briggs & Stratton Battery Storage Roadshow.” It is a remarkable venture that has taken him and his team across various states, offering in-depth, practical training to installers on integrating battery storage with generators. This initiative enhances fuel efficiency and provides crucial backup during grid failures. Daniel discusses the nuances of this program, from the sophisticated equipment used in the team’s demonstrations to the broad spectrum of topics covered in their hands-on presentations. He reflects on the diverse experiences, the evolving energy storage and generator systems landscape, and the team's plans.
This enlightening interview also includes updates on the roadshow's evolution since our last conversation, offering a glimpse into the continuous learning and adaptation in this rapidly advancing field. Stay tuned for the latest developments at the end of this article, where Daniel shares new insights and upcoming destinations for the Briggs & Stratton Battery Storage Roadshow.
Question: What is the idea behind hitting the road with a demonstration trailer to offer in-person training for installers?
Response: We have been calling it the “Briggs & Stratton Battery Storage Roadshow.” It consists of a small group of Energy Solutions specialists traveling nationwide to train installers on how battery storage can be integrated with generators to optimize and reduce fuel consumption to create savings, efficiencies, and critical backup when the grid fails.
The purpose of the roadshow is to provide installers with hands-on training on energy storage system design, installation techniques, troubleshooting, commissioning, and strategies for successful sales. A core goal of the Roadshow is to ensure that installers, dealers, and distributors that have historically only sold generators understand the functional and economic benefits of generators + battery storage for their customers. The on-site training allows interaction with generators, battery storage, and inverter charge controller equipment in combination with the monitoring and control software platform, the Briggs & Stratton Battery Storage EnergyTrak. In this way, installers are empowered to articulate the economic benefits of integrating energy storage with generators for cost savings and true resilience during power outages, even adding additional generation sources, such as solar, for system redundancy in both grid-tied and off-grid systems.
What type of equipment does the Roadshow trailer utilize?
Response: We use a trailer with an operational demonstration unit consisting of one Sol-Ark Inverter, one Gateway, and a three stack of Briggs & Stratton SimpliPHI 6.6 Battery modules. This system is installed on a portable display attached to a trailer that supports easy access, travel, and setup on-site.
We also provide live PHI Battery Storage, generator, and solar energy system wire demonstrations that combine lecture-style and installation lab-style interactive workshops. In the PV Lab, we provide solar panel interfacing. In the Battery Storage Lab, we demonstrate how installers can design, size, and commission the fully integrated Battery Storage stack of hardware and software equipment to access programming and operate the overall system. We, of course, break for lunch in between labs!
What additional topics do you cover in the hands-on presentations?
Response: We cover everything from Tools and Techniques for Commissioning and Maintenance of PV Systems to Battery Safety and Maintenance, Industry Codes, Standards and Permits, and Meeting Installation Best Practices.
Where have you gone?
Response: We have provided in-person training in Oxnard, CA, Raleigh, NC, and Hartford, CT.
Who are you traveling with?
Response: My colleagues on the Briggs team in Raleigh were Matt Buff, Senior Trainer Standby Generators, and Eric Asp, Territory Sales Manager. My colleagues in CT were John Wadman, Account Manager; Andy Renner, Senior Trainer Standby Generators; and Nick Rattan. Between both groups, we enjoyed many good meals and shared our appreciation for motorcycles!
What were the highlights?
Response: I honestly have really enjoyed all of the stories and perspectives shared by the team of trainers and installers alike. It was fascinating to learn first-hand how people generally understand the different use cases for energy storage and the varying conditions, building requirements, and project objectives for designing and installing backup power systems on the East Coast. For example, we don’t have basements as a fundamental part of a house or primary use meter/main combined service entrance panels in California.
Additionally, gaining insight into the varying energy markets across different states and local jurisdictions and the challenges installers face when selling solar and/or energy storage systems in those regions has been illuminating.
It is also really impactful to witness the reaction to the Briggs & Stratton Battery Storage, especially when it is the first battery system an installer becomes acquainted with. Many installers spoke of concerns about the very real upfront energy costs their customers continue to face with increasing utility rates, the rise in power outages, and climate-driven disasters. With financial incentives secured through the IRA, the extension of the ITC, as well as local and state rebates for renewable energy + storage, we can offer robust Battery Storage systems that leverage a range of financial offsets that significantly lower the upfront cost for customers looking to create resilience and critical backup power, whether they have generators or not.
Some installers also expressed concern about safety and battery recycling. Still, Briggs & Stratton batteries only utilize the LFP chemistry, cylindrical cell form factor, and state-of-the-art manufacturing processes, which have been tested and verified through the stringent UL 9540A Fire Safety Testing and the UL 9540 Certification, which are also responsibly recycled!
Overall, the Roadshow has been a positive experience, and working with Briggs & Stratton energy storage solutions —being able to offer the versatility, scalability, and safety certifications, combined with the proprietary manufacturing processes and materials across the portfolio of energy storage products —makes me a total advocate!
One last point —installers love that Briggs & Stratton Energy Solutions offers a warranty for off-grid use!
I’m looking forward to bringing more in-person training opportunities to US installers in the near future!
Update from the RoadShow
Since our last insightful interview with Daniel Moyer, the Briggs & Stratton Battery Storage Roadshow has expanded its journey across the United States and added some new teaching topics to the roster. Here are some updates from Daniel.
How has the Briggs & Stratton Roadshow evolved since this article?
Response: We have begun a deeper dive into how leveraging tax credits, utility rebates, and state incentives can give as much value as possible to the end users. Not only the new Inflation Reduction Act (IRA) but many other rebate/incentive opportunities often overlooked by not-in-the-know installers. We spend time on where to locate these opportunities and how to position them during the sales process.
We now explore how an installer can not only be a provider of energy generation sources (solar, generators) and home energy storage (batteries) but also as a complete electrification home solution-focused business (EV chargers, Heat Pumps, electrical service upgrades).
We’ve started to focus on how stand-alone energy storage systems are being leveraged in markets that no longer (or never did) have favorable solar interconnection policies. We explore how to provide the most value to customers using energy storage systems when feeding excess solar production back to the grid no longer makes financial sense. In light of the less favorable solar interconnection policies being imposed on the market, like NEM 3.0 in California, we now not only discuss how to program but also size an energy storage system to provide the best return on money while also providing the benefits of energy resilience with or without photovoltaics.
We help installers look at how residential energy storage systems (like the Briggs & Stratton SimpliPHI 6.6 Battery Storage System) can be leveraged by utilities in distributed energy resources programs to create neighborhood micro-grids.
We are also diving deeper into how generators and energy storage systems can complement each other — rather than compete.
What other locations has the roadshow visited since your initial interview?
Response: We’ve been to Biloxi, MS, where Mississippi Gulf Coast Community College hosted our training session. Waterbury, CT, is where Porter and Chester Institute hosted our training session. Columbus, OH where The Ohio State University hosted our training session. Auburn, AL, where we leveraged the training facility at the Briggs & Stratton factory. Glendale, AZ, where Gen-Tech was gracious enough to let us use their training lab.
What are some highlights since your last interview?
Response: Cajun food! The commitment to learning from installers, who've historically only quoted standby generators, is now showing up for energy storage solutions. It's been inspiring to learn from the class participants how they have successfully been a complete home energy solution provider — both generator and energy storage. Having coworkers be like family while being away from home for long periods.
Where are you headed next?
Response: OnSite Power Academy (Spofford, NH) and Lincoln College of Technology (Nashville, TN)
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