Top Tier Ohio Battery Sales Reference

Internal Sales Team Resource — Q2 2026 Edition

Quick Orientation

This guide covers the six investor-owned utilities most likely to appear in your Ohio sales conversations: AEP Ohio, Duke Energy Ohio, AES Ohio (formerly Dayton Power & Light), Ohio Edison, The Illuminating Company, and Toledo Edison. The last three are FirstEnergy companies with shared rules but different territories.

Top Tier sells batteries and service plans to customers who already have solar. This guide assumes every customer in your conversation already has an existing solar system. If a prospect doesn't have solar, they're not our customer — refer them out and move on.

Ohio is a deregulated electric market. Customers buy distribution from their local utility but can choose their generation supplier separately. This creates a more complex bill structure than most other markets — and most Ohio reps need 15-30 minutes with a customer's bill to fully understand what they're paying.

The Ohio pitch centers on three things, since most Ohio solar customers have generation-rate-only net metering (worse than 1:1 retail but better than instantaneous netting):

1. Bill savings from self-consumption — Ohio customers earn ~4-5¢/kWh on exports vs. paying ~16-18¢/kWh on imports, creating a real but moderate spread that batteries can capture
2. Winter storm resilience — Ohio is #5 nationally for weather-related power outages; the December 2022 storm nearly caused rolling blackouts; AES Ohio customers lost power for 2.5 weeks after Hurricane Ike remnants in 2008
3. Future-proofing against documented regulatory intent — AEP Ohio's January 2026 net-metering reduction filing was denied by PUCO but demonstrated their intent for the next five-year review cycle; FirstEnergy just had 27-28% rate increases approved

Reps must understand each utility's specific rules to pitch effectively.

Default Configuration: BACKUP-CAPABLE

Ohio is primarily a backup-capable battery market. Ohio winters create real outage risk, and the bill savings alone (while real) aren't strong enough to justify the loan payment without the resilience value layered in. The pitch is winter resilience first, financial benefits second, regulatory hedging third.

Pricing reflects this: Ohio's standard quote is $18,500 cash / $23,942 financed (Service Finance, 7.95%, 15 yr) for the backup-capable configuration, with a monthly payment of approximately $228. Self-consumption-only quotes are available for the rare customer who explicitly doesn't want backup, but should not be the default offer.

How To Open: Lead With Inspection + Takeover

The customer booked the appointment because they're frustrated about their utility bill AND their installer is unreachable. Don't open with savings math. Don't open with charts. Don't open with the technical pitch. Open with:

1. The free system inspection. "I'm here to inspect your existing solar system at no cost. If it's running well, we'll confirm that. If anything's wrong, we'll surface it. Either way, you walk away with a clearer picture of what you own."
2. System takeover. "When your inverter fails — and inverters do fail, usually between year 8 and year 20 — you need someone to handle the warranty claim and the replacement. Top Tier becomes your single point of contact for the next 10 years on the entire system, not just on anything new we install."
3. Then bridge to the bill. "You're still seeing a utility bill after going solar. Let me walk you through why, given how Ohio's net billing works, and what changes when we add storage."

The battery is the upsell that makes the deal economic for Top Tier; takeover/inspection is the lead the customer agreed to. Reps get paid on battery sales. Don't lose the open by leading with the close.

Ohio-specific note on the LEAD: Winter resilience is the dominant emotional driver in OH (Hurricane Ike 2008 outages, December 2022 near-rolling-blackout). After the takeover lead, transition naturally: "And given Ohio winters — Ike 2008, December 2022 — the system rescue isn't just about inverter warranties. It's about whether your home has power when the next storm event hits." Then bridge to bill math.

Standing Rules (Do NOT Violate)

• ❌ NEVER coach reps to disqualify based on home tenure. If a customer plans to sell in 3 years, the right move is the resale story (system raises home value; closing equity pays off loan; warranties carry over per their actual transfer rules) — not "walk away."
• ❌ NEVER claim "all warranties transfer." Workmanship transfers WITH WRITTEN CONSENT. Manufacturer warranties transfer per their own terms. The 5-year Align Solar Protection service contract is NON-TRANSFERABLE. (See Objection Handling section for the verbatim corrected script.)
• ❌ NEVER fabricate inspection findings. The inspection is mostly about education + diagnosing the bill problem + future-failure prevention. Real findings at time of sale are rare. Document what you actually see; flag what you can't determine.
• ❌ NEVER claim AEP "actively attacking" net metering. The accurate framing is "AEP filed in late 2025 to weaken net metering; PUCO denied the filing January 7, 2026 in Docket 25-0349-EL-ORD. AEP could refile in the next five-year review cycle but would face the same staff/PUCO posture." Don't overstate.

The Six Utilities at a Glance

Note on EMC/Cooperative customers: This guide is for investor-owned utility (IOU) customers only. Ohio has 24 electric cooperatives (South Central Power, Buckeye Power, etc.) and several municipal utilities (Cleveland Public Power, etc.) — these are NOT covered by this guide and have different rules. Don't apply this guide to coop or muni customers without verification.

The Pitch Framework

The four Ohio customer archetypes

Reps should identify which archetype they're talking to within the first 5 minutes of conversation. The pitch differs significantly for each.

Archetype 1: The Resilience Buyer (Most Common)

• Has solar installed (any Ohio utility)
• Lived through December 2022 winter storm or remembers Hurricane Ike 2008
• Has elderly relatives, medical equipment, work-from-home setup, or heat-dependent home
• Bill economics are secondary — they want power when the grid fails
• Configuration: WITH backup capability
• Strongest fit. Lead with winter resilience and layer financial story underneath.

Archetype 2: The High-Bill Customer

• On AEP Ohio (highest residential rates in state at ~18.6¢/kWh in 2023, climbing)
• Or on FirstEnergy after the 27-28% supply rate increases
• Has solar but bill is still meaningful because of generation-rate-only net metering
• Strong fit for hybrid pitch. Bill savings + resilience + rate hedging.

Archetype 3: The Future-Proofer

• Aware that AEP filed to weaken net metering in 2025 (denied by PUCO Jan 2026) and could refile in the next five-year review cycle
• Watches the news, may have heard about FirstEnergy rate hikes
• Wants to lock in solar economics before further deterioration
• Configuration: depends on customer
• Strong sale for AEP customers especially — the regulatory threat is documented (AEP filed in 2025; PUCO denied Jan 2026) and the next review cycle creates ongoing risk.

Archetype 4: The Orphaned Solar Customer

• Original installer is out of business
• System is 5+ years old, approaching inverter failure window
• No service path, no warranty recourse
• Configuration: depends on customer
• Strong sale once identified. System rescue value is independent of utility.

The opening pitch

"You bought solar to save money on your electric bill, and Ohio's net metering only credits you at the generation rate — about 5 cents per kilowatt-hour — while you pay 16 to 18 cents per kilowatt-hour to buy electricity back. That's a 12-cent spread you're losing every time your solar exports to the grid.

Beyond that, Ohio winters knock out power. December 2022 nearly caused rolling blackouts statewide. Hurricane Ike's remnants in 2008 left half a million Dayton customers without power for 2.5 weeks. The grid is aging. Your solar shuts off automatically during outages — leaving you with no power even when the sun's shining.

A battery solves both problems. It captures the value your net metering is leaking, and it keeps your essential systems running when the grid fails. Plus, with AEP having just filed at PUCO to gut net metering further (denied January 2026, but they could refile) and FirstEnergy just getting 27-28% rate hikes approved, the value of locking in your solar economics now is bigger than it's been in years."

Why You Still Have a Bill — Cohort Bridge (edg_net_billing)

Use AFTER you've opened with takeover/inspection (see "How To Open" above). This is the cohort-aware bill anatomy explainer that bridges the customer from "why did I book this appointment about my bill" to "here's how the bill math works once we install the battery." All 6 OH utilities route to the SAME cohort: edg_net_billing — one template, applied with utility-specific rate substitution.

Verbatim from the proposal copy (lib/why-bill-own-rent.ts, edg_net_billing template) — reps see the exact same language the customer sees:

You went solar and still see a bill. Here's why.

[Customer's utility] doesn't pay you the same rate for the energy you export as the rate you pay when you import. They credit your exports at an export rate (their "EDG" or net-billing rate), but you buy electricity back at the full retail rate. The spread between the two is where your residual bill comes from. Every kWh your solar produces during the day that you don't use immediately gets credited at the lower export rate. Every kWh you import after sunset costs you retail. A battery stores your daytime production for nighttime use — closing the spread by self-consuming what you'd otherwise export.

Per-utility rate substitution (use customer's actual rates from their bill)

The canonical copy is identical across all 6 OH utilities. The rate numbers differ; pull them from the customer's bill before you quote. Typical ranges for OH (verified per lib/markets/oh.ts):

Important nuance for FirstEnergy utilities (Ohio Edison + CEI + Toledo Edison): Net metering structure differs subtly from AEP/Duke/AES. Each exported kWh offsets delivered energy 1:1 up to the amount delivered during the billing period. Only EXCESS exports beyond monthly usage are credited at the ~5¢/kWh generation component. For most customers sized for 100% offset, summer overproduction → excess → ~5¢/kWh credit; winter underproduction → 1:1 offset within the bill. Don't quote a flat "5¢/kWh export rate" to a FirstEnergy customer — explain the within-month 1:1 + excess-at-5¢ structure.

Bill structure complexity (preserved): Ohio is a deregulated electric market. Generation, distribution, transmission, and riders are billed separately. Even when net metering offsets the energy charge, the distribution + transmission + rider charges remain. This is part of why customers' bills are higher than they expect — the export credit only zeroes out one component of the bill.

How to use it in conversation

After the takeover/inspection lead has landed, transition with: "You're on [utility name] — and the way Ohio's net billing works means you're still paying for everything you import at retail, but the credit you earn for exports is only the generation piece of the rate. Let me walk you through what that means on your bill." Then walk through the cohort copy above using the customer's own bill as the proof point.

What NOT to say:

• ❌ "Your solar is broken." (It's not — Ohio's net billing structure is the issue.)
• ❌ "Ohio has 1:1 net metering." (Not true — Ohio has net BILLING, not net METERING. Imports at retail, exports at generation rate only.)
• ❌ "Your bill will go to zero with a battery." (Net billing means the distribution/transmission/rider charges remain regardless of self-consumption.)
• ❌ "AEP is actively attacking net metering." (Standing-rule violation — accurate framing: AEP filed in late 2025, PUCO denied January 2026, could refile in next review cycle.)

Hidden Costs Avoided: The $11K System Takeover Bundle

Pillar 3 of the pitch (after Bridge and Takeover/Inspection lead). When Top Tier takes over the system, you bundle in services the customer would otherwise pay out of pocket over the 25-year horizon. These are estimates, not firm line-item quotes — but they total over $11K of value the customer doesn't see on the proposal's headline savings number. Applies to all 6 OH utilities equally.

Verbatim from the proposal copy (components/multistate/sections/HiddenCostsAvoided.tsx) — reps see the exact same 5-tile bundle the customer sees:

How to use it in conversation

The pitch: "On top of the bill math we walked through, you're picking up over $11K of bundled services that aren't sold separately. We don't quote them as line items because they're built into the takeover. But if your inverter fails in year 12, the manufacturer warranty handling alone is worth a few hundred dollars. The replacement coordination saves you another $3-5K. The 5-year Align contract on your existing system is $1,500 you'd otherwise pay if you went looking for it. It adds up."

Especially powerful for OH because of winter-storm service-call demand patterns. December 2022 nearly produced rolling blackouts; service-call wait times spike after major weather events. Having a service contract pre-paid into the takeover means the customer isn't on a 90-day waitlist for a $500 truck roll when they need post-storm diagnostics.

What NOT to say

• ❌ Don't promise the line items as standalone products. Top Tier does NOT sell Align Solar Protection or service call coverage as standalone purchases. The values above are estimated 25-yr cost avoidance, not a price sheet a customer could shop. Saying "you could pay $X for Align separately" creates an expectation that doesn't match reality.
• ❌ Don't pitch the headline as a guarantee. "Over $11K" is the estimated typical bundle value. Headline rounds DOWN from $11,800 specifically to read as an estimate, not a firm quote.
• ❌ Don't reduce the customer's existing 10-yr workmanship value to zero if they had one from an existing installer — note that workmanship transferred under the original installer is typically unenforceable when the installer is out of business (which is why Top Tier's 10-yr coverage is the meaningful protection).
• ❌ Don't confuse Align (which is non-transferable) with the manufacturer warranty (which is transferable per its own terms) in the resale story. See Objection Handling for the verbatim per-warranty rule.

What You Own vs What You Rent — Values Reframe

Pillar 4 of the pitch. All 6 OH utilities route to edg_net_billing, which routes to the DOLLAR-COMPARISON template (rent compounds materially at the ~12¢/kWh spread). The 25-year horizon isn't about which line is lower on a chart — it's about whether the customer walks out with an asset.

Verbatim from the proposal copy (components/multistate/sections/OwnVsRent.tsx, DOLLAR-COMPARISON branch) — reps see the same framing the customer sees:

Over 25 years: are you renting power or owning it?

The 25-year horizon isn't about which line is lower on the chart — it's about whether you walk out with an asset.

Two columns to walk through:

What You Rent (red column)

• 25-yr cumulative utility payments at the moderate-scenario rate of climb
• Typical OH: $60K-$120K depending on bill size and utility (FirstEnergy customers post-supply-hike sit at the higher end of the range; AEP customers with the highest residential rates of any major OH utility are similar)
• Money paid to the utility, escalating year after year. You own nothing at the end. If rates climb faster than the moderate scenario (PJM capacity-cost pressure already at 833% increase in the 2024 auction; FirstEnergy 27-28% supply-cost hike approved), this number grows.

What You Own (green column)

• Total loan payments over 15 years: ~$41K ($228/mo × 12 × 15) + the system itself
• Loan paid off at year 15. Years 16-25 you own the system outright with no payment.
• Incremental home value: $3K-$10K. Lawrence Berkeley Lab storage-premium research suggests battery adds this on top of solar's premium. Your customer's solar likely added ~$15K-$20K at original install — battery builds on that, NOT duplicates it. The $3K-$10K range is incremental to the existing solar premium, not a total system value.

How to use it in conversation

OH is a single-cohort dollar-comparison market. No qualitative template needed — every OH customer is on EDG net billing with retail/export spread compounding materially. Quote the dollar gap straight.

The strongest framing for high-bill OH customers (FirstEnergy customers post-supply-hike, AEP Ohio customers on the highest residential rates): the rent column is $80K-$120K cumulative; the own column is $41K loan total + paid-off system + $3-10K home value. The dollar gap is stark and grows with PJM capacity-cost pressure.

For lower-bill OH customers: the rent column is smaller today, but Ohio's documented rate trajectory (FirstEnergy 27-28% supply hike; AEP highest-of-OH residential rates climbing; PJM capacity costs spiked 833%) makes the rent number compound. The dollar reframe still works — layer it with the winter-storm resilience pitch.

What NOT to say

• ❌ Don't oversell the home-value range. $3K-$10K is the incremental battery premium per Berkeley Lab — NOT the total solar + battery premium. The customer's solar already captured ~$15K-$20K at original install; battery builds on that.
• ❌ Don't quote a fixed dollar saving instead of the cohort-routed framing. "You save $80K over 25 years" lands worse than "the asset path costs $41K + system; the rent path costs $80K+ and you own nothing." The reframe is the point.
• ❌ Don't apply this to OH co-op or muni customers — this guide is for IOU customers only. Co-op/muni rate structures differ; the framing still applies but the $ numbers don't.

AEP Ohio — Columbus and Central Ohio

The largest Ohio utility by service territory, covering 1.5 million customers across 61 counties including Columbus, Newark, and Lancaster. Has the highest residential rates of the major Ohio utilities. AEP filed to weaken residential net metering in late 2025; PUCO denied the filing on January 7, 2026 (Docket 25-0349-EL-ORD). AEP could refile in the next five-year review cycle but would face the same staff/PUCO posture.

Service Territory

AEP Ohio (American Electric Power's Ohio Power Company subsidiary) serves much of central and eastern Ohio. Headquartered in Columbus. As an investor-owned utility regulated by PUCO, AEP Ohio's rates and programs are determined through PUCO rate cases.

Net Metering: Net Energy Metering Service (NEMS)

Important distinction: AEP Ohio does NOT offer traditional net metering. They offer "Net Energy Metering Service" (NEMS), which is closer to net billing than true net metering.

How it works:

• Bidirectional meter measures imports and exports separately
• Imports billed at full retail rate (~10.7¢/kWh price-to-compare in 2026, plus distribution and other charges = ~16-18¢/kWh total bundled)
• When monthly billable usage is net-negative, customer receives a Generation Energy Supply monetary credit at approximately $0.05-0.11/kWh (Generation Energy Rider rate — varies seasonally)
• The credit does NOT include distribution charges, transmission charges, or other monthly riders
• Excess credit is monetary (not kWh banking) and carries forward to future bills
• Credits cannot be paid out as cash unless the customer terminates service

Practical impact: AEP Ohio customers are essentially exporting at ~5-11¢/kWh and importing at 16-18¢/kWh. The spread is real and meaningful — about 5-13¢/kWh — making self-consumption with battery genuinely valuable.

Battery Rebate

None. AEP Ohio does not offer any solar-specific or battery-specific rebates or incentives.

The Recent Net Metering Filing (Denied Jan 2026 — Critical Pitch Context)

AEP Ohio filed a formal proposal with PUCO in late 2025 to further reduce net metering compensation. Key elements of the proposal:

1. Add distribution charges to all electricity flowing into a solar-equipped household, even when that electricity is exported back to the grid
2. Limit net metering eligibility to customers who don't shop for competitive generation — meaning customers participating in community aggregation programs would lose net metering
3. Frame the change as moving from "net usage" to "net billing" — which would significantly reduce the value of every exported kWh

Status: PUCO issued an order on January 7, 2026 in Docket 25-0349-EL-ORD declining to implement any changes to Ohio's net metering rules. AEP's filing was denied. PUCO staff had recommended keeping the rules in place; the Commission agreed. AEP could refile but would face the same staff/PUCO posture in the next five-year review cycle.

Pushback: The proposal received massive opposition from environmental groups, business groups, the Citizens Utility Board of Ohio, Solar United Neighbors, and others. The Ohio Consumers' Counsel supported AEP's proposal. The Jan 7, 2026 PUCO order indicates these advocacy positions prevailed in the current review cycle.

What this means for the pitch:

"AEP Ohio just filed at PUCO trying to make your net metering significantly worse. They wanted to add distribution charges to every kilowatt-hour your solar produces — even the kilowatt-hours that go back to the grid. They've tried this before, more than a decade ago at the Ohio Supreme Court, and they lost. They tried again last year. PUCO denied that filing in January 2026, but the next five-year review cycle is on the way, and AEP has now demonstrated their intent twice. The customers most insulated from regulatory changes are the ones who already capture most of their solar value behind their meter through batteries — because they're not depending on net metering rules in the first place."

Pitch Approach for AEP Ohio Customers

AEP Ohio is the strongest pitch in Ohio because of the combination of three factors:

1. Highest residential rates in Ohio (~18.6¢/kWh in 2023, higher now after subsequent increases)
2. Recent net-metering filing (denied Jan 2026) demonstrates AEP's regulatory intent and the ongoing risk of refiling
3. Generation-rate-only net metering means self-consumption with battery captures meaningful value

Pitch script for AEP Ohio customers:

"AEP Ohio has the highest residential rates of any major utility in the state, and they just tried to make your solar economics worse through PUCO. The Commission denied that filing in January 2026, but AEP has demonstrated their intent and could refile in the next review cycle. Your current net metering only pays you the generation rate — about 5 cents per kilowatt-hour — while you pay 16 to 18 cents to buy electricity back. A battery captures that 12-cent spread by storing your solar production for evening use instead of exporting it. Layered on top of that: winter resilience for your family, and protection against AEP's documented regulatory intent. Let me show you what this looks like specifically for your situation."

How To Identify AEP Ohio Net Billing From a Bill

Pull up the customer's AEP Ohio bill or aepohio.com account:

• Look for "Net Energy Metering Service" or "NEMS" line items
• Check for "Generation Energy Supply" credit lines (these show monetary credits from net-negative billing periods)
• The bill calculation pattern: imports billed at full retail, exports credited at Generation Energy Rider rate only
• Customer charge, distribution charges, and transmission charges still apply on full kWh imports
• Rate rider may show "AEP NEMS" or "Net Energy Metering"

If the customer has accumulated significant monetary credits without using them, they may have an oversized solar system that would benefit even more from a battery (since stored energy displaces full retail imports rather than being exported at low rates).

Duke Energy Ohio — Cincinnati and Southwest Ohio

Duke Energy Ohio serves the Cincinnati metro area and parts of southwest Ohio. Operates as a subsidiary of Duke Energy Corporation, but with rules and tariffs specific to Ohio.

Service Territory

Duke Energy Ohio serves approximately 750,000 electric customers concentrated in Hamilton, Butler, Clermont, and Warren counties. Cincinnati is the largest city in the territory.

Net Metering

Monthly net metering at the Generation Energy rate only — similar structure to AEP Ohio's NEMS but offered as a traditional monthly netting program.

How it works:

• Solar production offsets monthly usage on a 1:1 basis up to the customer's monthly consumption
• Excess production beyond monthly usage is credited at the Rider RE (Retail Energy) rate — approximately $0.05/kWh
• Credits roll forward continuously until used
• One-time annual cash payout option for accumulated credits
• Solar systems must be 25 kW or smaller for residential

Practical impact: Better than AEP's NEMS structure for moderate-export customers (the 1:1 offset within the month is favorable), but excess production is still credited at low generation rate.

Battery Rebate

None. Duke Energy Ohio does not offer solar or battery rebates in Ohio.

The North Carolina Story (Critical Pitch Point)

This is documented and traceable history that Ohio Duke customers should know.

The NC playbook:

2017: North Carolina passed HB 589 requiring an independent cost-benefit analysis BEFORE any net metering changes. Duke had full retail 1:1 net metering at the time.

March 2023: NC Utilities Commission approved Duke's changes WITHOUT performing the legally-required cost-benefit study.

October 1, 2023: Legacy net metering closed to new NC customers.

January 1, 2027: Even "grandfathered" legacy customers transition off legacy net metering to "Bridge Rate" (worse) for up to 15 years, then "Residential Solar Choice" (worst) — estimated 30% reduction in solar savings.

September 2024: NC Court of Appeals upheld Duke's changes despite the missing cost-benefit study.

The takeaway for Duke Ohio customers: Duke Energy customers in NC who were promised "grandfathered" 1:1 net metering are losing that protection in 2027. The legal precedent now exists for Duke to:

1. Get changes approved without legally-required studies
2. Have those changes upheld in court
3. Phase out grandfather protections

Pitch Approach for Duke Energy Ohio Customers

Lead with the resilience story (Ohio winters), then layer in the NC playbook.

Pitch script for Duke Ohio customers:

"Duke Energy in North Carolina had full retail 1:1 net metering for years. The state even passed a law in 2017 requiring an independent study before any changes could be made. By 2023, Duke had gotten changes approved anyway, without the legally-required study. Even customers who were 'grandfathered' until 2027 are transitioning to a worse rate next year — losing about 30% of their solar value. The courts upheld it in 2024. It's not speculation. Duke literally did this. Ohio customers have the same vulnerability — actually worse, because Ohio's net metering is already weaker than what NC customers had. Combine that with Ohio winter outage risk and the bill savings from capturing your solar value, and the case for a battery is strong."

How To Identify Duke Ohio Customers From a Bill

• Look for "Duke Energy Ohio" or "DEO" branding
• "Rider RE" or "Retail Energy" credit lines show net metering credits at generation rate
• Distribution and transmission charges shown separately
• Customer may also see Ohio rider charges (DSE Rider, etc.)
• Cincinnati zip codes (45xxx) are typically Duke Ohio territory

AES Ohio — Dayton and Western Ohio

Formerly known as Dayton Power & Light Company (DP&L), now operates as AES Ohio under parent company AES Corporation. Serves approximately 527,000 customers in southwest and western Ohio centered on the Dayton metro.

Service Territory

AES Ohio serves Dayton, Kettering, Beavercreek, Centerville, and surrounding areas across Montgomery, Greene, Miami, Clark, and other western Ohio counties.

Net Metering

Monthly net metering at the generation rate. Standard Ohio investor-owned utility structure:

• Solar production offsets monthly usage on a 1:1 basis within the month
• Excess production credited at the generation component of the customer's rate schedule
• Credits roll forward, with annual cash-out option for accumulated credits
• Solar systems must be 25 kW or smaller for residential
• One-time meter exchange fee of approximately $95-130 to enroll

AES Ohio rates: Approximately 16.4¢/kWh in 2023 (above Ohio state average and national average), reflecting Ohio's aging grid infrastructure.

Battery Rebate

None. AES Ohio does not offer solar or battery rebates.

The Hurricane Ike Memory (Critical Pitch Context)

This is the strongest resilience pitch point for AES Ohio customers specifically.

September 14, 2008: The remnants of Hurricane Ike hit Ohio with 75+ mph winds. AES Ohio (then DP&L) had over 500,000 customers without power. It took 2.5 weeks to restore power to all customers.

This is genuine, documented Ohio history. Many AES Ohio customers remember it personally — and even customers who weren't around for it have heard the stories from neighbors.

More recent context: AES Ohio has experienced multiple major storm-related outages. Their corporate communications director on the record stated they build with redundancy, but tree damage during storms is the leading cause of outages.

Pitch Approach for AES Ohio Customers

Lead with Hurricane Ike. It's the single strongest emotional anchor available in this market.

Pitch script for AES Ohio customers:

"I want to start with something AES Ohio customers remember vividly: the remnants of Hurricane Ike in September 2008. Half a million customers lost power. It took 2.5 weeks to fully restore. Now think about that happening in February instead of September — your heat goes out in 20-degree weather. Your pipes freeze. Your elderly parents can't stay in their home. Your refrigerator and freezer empty out.

A battery doesn't prevent the outage. But it keeps your essential systems running — your heat, your refrigerator, your phones, your medical equipment — for days at a time, recharging from your solar each day the sun comes up. Beyond that, it captures your solar value that's currently bleeding to AES Ohio at low generation rates. Let me show you the specifics."

How To Identify AES Ohio Customers From a Bill

• "AES Ohio" or "AES" branding (formerly "DP&L" — older bills may still reference Dayton Power & Light)
• Generation, distribution, and transmission charges shown separately
• Net metering credits at generation rate appear as separate line item
• Dayton-area zip codes (45xxx for some, but Cincinnati-area 45xxx is Duke)
• One-time meter fee may appear on first bill after solar interconnection

FirstEnergy Companies (Ohio Edison, The Illuminating Company, Toledo Edison)

These three utilities share the same parent company (FirstEnergy Corp.) and operate under shared rules, tariffs, and net metering programs. They serve approximately 2 million customers combined across northern, northeast, and central Ohio.

Service Territories

Ohio Edison: Akron, Youngstown, Canton, Warren, Mansfield. About 1 million customers across northeast and central Ohio.

The Illuminating Company (CEI): Greater Cleveland metro area. About 750,000 customers across Cuyahoga, Lake, Lorain, Ashtabula, and Geauga counties.

Toledo Edison: Toledo, Sandusky, Fremont, and Lucas/Wood/Ottawa/Erie counties. The smallest of the three at about 310,000 customers.

Customers don't choose which FirstEnergy company serves them — territory is determined by address.

Net Metering (Same Across All Three)

All three FirstEnergy companies offer the same net metering program:

• Each kWh of energy received from the customer offsets the energy delivered to the customer on a 1:1 basis, up to the amount of energy delivered during the billing period
• Excess energy beyond the customer's monthly usage is credited at the applicable generation component of the customer's rate schedule (~5¢/kWh)
• Credits roll forward continuously
• Solar systems must be 25 kW or smaller for residential

Practical impact: Within a billing period, the netting works at full retail (which is favorable). But excess production beyond monthly usage gets credited at the low generation rate only.

Battery Rebate

None. FirstEnergy does not offer solar or battery rebates in Ohio.

Time-of-Day Option (Available, Optional)

FirstEnergy installed approximately 700,000 smart meters across the three Ohio utilities. Customers with smart meters are eligible for the voluntary Time-of-Day Option — a time-varying rate (TVR) under FirstEnergy's Generation Service Rider (Rider GEN).

Battery customers can benefit from this rate by:

• Charging the battery during off-peak hours (cheaper grid rate)
• Discharging the battery during peak hours (avoiding higher peak rate)

Important: The Time-of-Day option is only available to customers taking generation from the utility, not those shopping with a competitive supplier. Most Ohio customers shop, so this rate has limited applicability.

The 2025-2026 Rate Hike Story (Critical Pitch Context)

FirstEnergy customers have been hit with multiple major rate increases recently:

2025: FirstEnergy supply rates increased approximately 27-28%. PJM capacity market costs spiked 833% in 2024 (the 2025/2026 base residual auction held July 2024 cleared at $269.92/MW-day vs $28.92/MW-day for the prior 2024/2025 auction), and that cost flows through to customers as a pass-through. The 2026/2027 BRA cleared at the FERC-approved cap of $329.17/MW-day, and the 2027/2028 BRA also cleared at the FERC-approved cap of $333.44/MW-day — sustained-high capacity costs flow through to supply rates for years to come.

2026 (FirstEnergy distribution rate case, PUCO Docket 24-0468-EL-AIR): PUCO issued the base rate case order on November 19, 2025; PUCO's February 2026 entry on rehearing then amortized $245M of storm-restoration deferral over 25 years (vs. the original 5-year proposal), reducing customer impact. Updated tariffs were filed by Feb 24, 2026 and took effect March 1, 2026. Per the Nov 2025 base rate case order:

• Cleveland Electric Illuminating (CEI) annual revenues INCREASE by ~$75.9 million (RoR 7.01%)
• Ohio Edison annual revenues DECREASE by ~$17.4 million (RoR 8.32%)
• Toledo Edison annual revenues DECREASE by ~$24.4 million (RoR 7.26%)

2026 FirstEnergy HB6 restitution settlement: PUCO approved a $275 million FirstEnergy settlement on January 7, 2026. $250M is being returned directly to customers via bill credits of approximately $65.61 over three months for an average 1,000 kWh/month residential customer; $25M is allocated to low-income / energy-efficiency programs. The settlement resolves the Corporate Separation Rider, Rider DMR, Rider DCR, and Political/Charitable Spending review proceedings. This is separate from the storm-restoration amortization noted above.

The takeaway: FirstEnergy bills are climbing fast. Customers are paying for grid maintenance through rate cases and PJM capacity costs through supply rate increases. The trend is clearly upward.

Pitch Approach for FirstEnergy Customers

Three things to lead with:

1. The recent rate hikes (FirstEnergy customers have felt this). "FirstEnergy just raised supply rates 27-28% in 2025. Distribution rates are climbing. Storm costs are being collected through 2050. The trend is documented and accelerating."

2. Winter resilience (Cleveland and Toledo especially). Cleveland and Toledo both face Lake Erie weather patterns that cause severe winter storms. The December 2022 storm came close to causing rolling blackouts. A battery isn't optional for many customers — it's essential.

3. Bill capture from the spread. Self-consumption captures the 12+ cent spread between import and export rates that net metering currently lets bleed away.

Pitch script for FirstEnergy customers (Ohio Edison / CEI / Toledo Edison):

"FirstEnergy just had their supply rates increased 27 to 28 percent in 2025. Distribution rates are increasing in 2026. Storm costs are being recovered through 2050. Your bill is going to keep climbing — that's documented through PUCO filings, not speculation. On top of that, Ohio winters cause major outages. December 2022 nearly caused rolling blackouts statewide. A battery captures the value your solar is currently bleeding through the generation-rate net metering, AND keeps your essential systems running when winter storms hit. Let me show you the specifics."

How To Identify FirstEnergy Customers From a Bill

• "FirstEnergy" branding plus the specific company name
• "Ohio Edison," "The Illuminating Company" (or "CEI"), or "Toledo Edison" in the header
• Smart meter section may indicate eligibility for Time-of-Day Option
• Net metering credits appear as separate line items
• Generation Service Rider (Rider GEN) line items show generation costs
• Akron addresses → Ohio Edison; Cleveland addresses → CEI; Toledo addresses → Toledo Edison

Battery Optimization: Rate Plans and Daily Operating Cycle

Ohio's battery optimization landscape is more limited than other markets because most Ohio utilities don't offer time-of-use rates that batteries can arbitrage effectively.

Time-of-Use Rate Availability by Utility

Important caveat for FirstEnergy customers: The Time-of-Day Option is only available to customers taking Standard Service Offer (SSO) generation from the utility — NOT customers who shop with a Competitive Retail Electric Service (CRES) provider. Since many Ohio customers shop with competitive suppliers, TOU rate arbitrage is often not available.

The Daily Operating Cycle (Self-Consumption Mode)

When the battery is configured for self-consumption (with or without backup capability):

Battery never exports under standard configuration. Configuration must be set to "Solar Only" exports. Battery energy stays behind the meter at all times.

Battery Behavior During Outages (Backup-Capable Configuration)

For Top Tier customers configured with backup capability:

• Battery automatically isolates from the grid (anti-islanding)
• Battery powers selected critical loads (lights, refrigerator, fans, medical equipment, sump pump for Ohio basements)
• Solar continues producing during daylight (recharges battery and powers loads)
• Cycle continues indefinitely as long as solar can recharge

Practical capacity for a 10 kWh battery in winter outage:

• Critical loads only (heat circulator, lights, refrigerator, fans, internet, phones): 24-36 hours without solar recharge
• With solar recharge during daylight: indefinite, IF cloud cover allows reasonable production
• Heat pump or whole-home heating: NOT covered by 10 kWh battery — discuss honestly

Important Configuration Note for Ohio

Ohio winters create unique demands on battery backup that customers should understand:

• Winter sun is weak. Many December/January days have minimal solar production. Battery needs to provide multi-day backup with limited recharge.
• Heating loads are massive. Resistance heat or heat pump cannot run on a 10 kWh battery for any meaningful duration.
• Critical winter loads are different. Furnace blower, sump pump, refrigerator, and lighting are the realistic backup loads.

The honest configuration conversation:

"Let me be straight about what this battery does and doesn't do during a winter outage. It's not going to keep your whole house running with the heat blasting. What it WILL do is keep your furnace blower running so the heat distribution works, your sump pump going so your basement doesn't flood, your refrigerator and freezer running so you don't lose food, your phones charged, and your lights on. For most homes, that's the difference between sheltering in place safely and evacuating to a hotel or relative's house."

Grid Charging Rules in Ohio

Ohio is a deregulated state with PJM-managed grid. Standard rules:

• Solar+battery customers: battery captures solar production for self-consumption only
• Battery generally does NOT export to grid under net metering configuration
• Standalone batteries (no solar) operate differently and don't qualify for net metering

For Ohio customers, the battery's primary value is:

• Self-consumption (avoiding retail import rates)
• Backup power during outages
• NOT California-style "buy low, sell high" arbitrage (deregulated supply rates make this unreliable, and most customers don't have access to TOU rates anyway)

Key Talking Points for Reps

1. "Self-consumption captures the 12-cent spread." Ohio net metering pays ~5¢/kWh on exports while imports cost 16-18¢/kWh. The battery captures that spread.
2. "Most Ohio customers don't have TOU rates available." Don't promise California-style arbitrage. The pitch is self-consumption + backup.
3. "Battery covers winter critical loads, not whole-house heating." Set realistic expectations.
4. "FirstEnergy customers shopping with competitive suppliers can't access TOU rates." Don't promise TOU benefits unless you've confirmed the customer is on Standard Service Offer.

Ohio Rate History and Future Outlook

This section gives reps documented rate history and projections. Reps must distinguish between what has happened (verifiable) and what is projected (uncertain). Use documented history when telling the rate trajectory story.

Historical Rate Increases Across Ohio

Ohio electricity rates have climbed substantially in recent years. These are documented through PUCO filings:

• 2021 to 2024: Ohio average residential rates rose ~26% (12.8¢/kWh in 2021 → 16.1¢/kWh in 2024)
• 2020 to 2024: Dayton (AES Ohio) rates climbed ~31%
• 2025 (FirstEnergy): Supply rates increased 27-28% due to PJM capacity cost pass-through (PJM capacity costs spiked 833% in 2024)
• 2026 (AEP Ohio): PUCO approved AEP Ohio's distribution rate case effective April 1, 2026. Residential customers at 1,000 kWh/month see approximately +$7.90/month. AEP Ohio's base distribution revenues increased ~$11M (vs $97M requested); overall annual revenues reduced ~$58.7M. Bill format also updated.
• 2026 (FirstEnergy distribution, PUCO Docket 24-0468-EL-AIR): Per the Nov 19, 2025 base rate case order (tariffs effective Mar 1, 2026), CEI annual revenues UP ~$75.9M, Ohio Edison annual revenues DOWN ~$17.4M, Toledo Edison annual revenues DOWN ~$24.4M.
• 2026 (FirstEnergy storm costs): $245M in storm repair costs being recovered over 25 years (~$9.8M/year), per PUCO's February 2026 entry on rehearing in 24-0468-EL-AIR (separate from the $275M HB6 restitution settlement approved Jan 7, 2026, which is returning ~$65.61 in bill credits per residential customer over three months).

What's Coming Next

FirstEnergy:

• Continued storm cost recovery through 2050
• Potential additional rate cases as infrastructure ages
• PJM capacity costs continue flowing through to bills

AEP Ohio:

• Rate increases tied to grid investment and load growth
• Recent net-metering proposal denied by PUCO Jan 7, 2026 (Docket 25-0349-EL-ORD); could refile in next five-year review cycle
• Standard 3-year rate case cycle continues

Duke Energy Ohio:

• Standard rate case cycle
• Cincinnati grid investment pressure

AES Ohio:

• Aging infrastructure investment continuing
• Standard rate case cycle

Statewide pressures:

• PJM capacity market continues to drive supply rate volatility
• Coal plant retirements force more natural gas generation (more fuel cost volatility)
• Data center load growth across the region

The Rate Story for Reps to Tell

Use this framework when telling the rate increase story to customers:

For all Ohio customers:

"Ohio electricity rates have risen 26% since 2021 — that's documented through PUCO filings. Rates aren't going to stop climbing. PJM capacity costs spiked 833% in a single year. FirstEnergy supply rates went up 27% in 2025 alone. Storm costs are being recovered over 25 years. The trend isn't customer-friendly, and there's no reason to expect it to reverse."

For FirstEnergy customers specifically:

"FirstEnergy just had supply rates approved for 27-28% increases. Distribution rate changes took effect March 1, 2026. Storm costs are being collected through 2050. That's documented and approved — not speculation."

For AEP Ohio customers specifically:

"AEP has the highest residential rates of any major Ohio utility, and they just filed at PUCO trying to weaken your net metering further (denied January 2026, but they could refile in the next review cycle). They've been raising rates regularly through their rate cases. The cost trajectory is clearly upward."

Critical Disclosure for All Customers

When discussing rate trajectories, reps must be careful about projection language:

• ✅ "Ohio rates have gone up 26% since 2021" (documented fact)
• ✅ "FirstEnergy supply rates increased 27-28% in 2025" (documented fact)
• ✅ "AEP filed to reduce net metering at PUCO; PUCO denied that filing in January 2026 (Docket 25-0349-EL-ORD)" (documented fact)
• ❌ "Your bill will be $X by 2030" (speculation)
• ❌ "Rates will definitely double in 10 years" (overstated projection)

Stick to documented history. Let customers draw their own conclusions about future trajectory based on the pattern.

Virtual Power Plants in Ohio

VPPs are an emerging value driver that Ohio reps should mention with appropriate framing — but with low expectations.

What Is a VPP?

A Virtual Power Plant is a network of distributed batteries that a utility can call on during peak demand events to provide grid services. Customers receive payments for making their stored energy available.

VPPs are increasingly common in states with high solar/battery adoption — California, Texas, Massachusetts, North Carolina, Connecticut, and several southeastern markets where utilities have launched BYOB pilots.

Current VPP Programs in Ohio (as of 2026)

As of early 2026, none of the six Ohio utilities offer a residential VPP program. This is documented and current.

Reasons Ohio has been slower to adopt VPPs than other markets:

• Ohio's deregulated structure complicates utility-direct customer programs
• PJM's capacity market structure already provides flexibility through wholesale markets
• Ohio utilities focus on traditional generation procurement
• Battery adoption rates are lower than mature solar markets

Future Outlook

The economic and political pressures driving VPP adoption in other states are also present in Ohio:

• Aging grid infrastructure needs flexible capacity
• Data center growth driving load increases (especially in central Ohio for AEP)
• PJM capacity costs spiking creates utility incentive to defer expensive peaker plant construction
• Federal Inflation Reduction Act explicitly supports utility distributed resource programs

Honest projection for the pitch:

"Ohio doesn't currently have residential VPP programs from any of the six major utilities. But the trajectory is clear — multiple states have programs paying customers $200-1,000+ per year. Ohio will likely follow eventually. Customers with batteries already installed will be first in line when programs launch. Customers without batteries can't participate at all."

How to Use VPPs in the Pitch

What reps SHOULD say:

• "Ohio doesn't have a residential VPP program today, but other states do, and the trend is moving in that direction"
• "Customers with batteries already installed are positioned to participate when programs launch"
• "VPP earnings would be additional value on top of your bill savings, resilience, and warranty benefits"

What reps should NEVER say:

• "AEP/Duke/AES/FirstEnergy will have a VPP program by year X" (no announced timeline)
• "You'll earn $500/year from VPP" (no Ohio program exists to guarantee this)
• "VPP payments will pay for your battery" (vastly overstating)

Honest framing for the pitch:

"VPPs are an emerging benefit. Ohio doesn't have a program yet for residential customers, and we don't know when one will launch. What we can tell you is that having the battery installed makes you eligible to participate when programs do launch — and customers without batteries can't participate at all."

Winter Storm Resilience: The Foundation of the Ohio Pitch

For Ohio customers, winter storm resilience is the dominant emotional value driver. Reps must understand this isn't just a sales tactic — it's the genuine reason most Ohio customers buy backup-capable batteries.

Recent Major Outages (Pitch Context)

December 2022 winter storm: Arctic conditions across Ohio and the eastern US. PJM issued an Energy Emergency Alert Level 1 on December 23. Carolinas and Tennessee experienced rolling blackouts. Ohio narrowly avoided rolling blackouts. Federal Energy Regulatory Commission found 13% of expected generation didn't materialize during the storm — 63% of those failures came from natural gas plants.

Hurricane Ike remnants — September 14, 2008: 75+ mph winds across Ohio. AES Ohio (then DP&L) lost over 500,000 customers. Restoration took 2.5 weeks. Many Dayton-area customers still talk about this storm.

Ongoing: Ohio is #5 in the US for weather-related power outages from 2000-2023 (88 documented events). Falling trees during storms are the leading cause of outages, per PUCO.

Why Ohio is Especially Vulnerable

Several factors make Ohio's grid particularly outage-prone:

1. Aging infrastructure. Ohio's grid is among the oldest in the country. Tree damage during storms is constant.
2. Severe weather diversity. Ohio gets winter storms (ice, snow, arctic), summer storms (derechos, tornadoes), and hurricane remnants from the Gulf.
3. PJM capacity strain. Coal plant retirements and slow new generation builds have created capacity shortfalls during extreme weather.
4. Natural gas dependence. Approximately 60% of Ohio's electricity is generated from natural gas (2024), up from 17% in 2012, with risk concentrated in pipeline supply during cold snaps.

What Battery Backup Actually Provides

For Top Tier customers configured with backup capability:

During grid outage:

• Battery automatically isolates from the grid (anti-islanding)
• Battery powers selected critical loads
• Solar continues producing during daylight (recharges battery and powers loads)
• Cycle continues as long as solar can recharge

Practical capacity for a 10 kWh battery during winter outage:

• Critical loads only (furnace blower, refrigerator, fans, sump pump, lights, internet, phones, medical equipment): 18-30 hours without solar recharge
• With solar recharge during daylight: indefinite IF cloud cover allows reasonable production (winter sun is weaker)
• Heat pump operation: typically not feasible on a 10 kWh battery
• Resistance heating: not feasible

The Honest Resilience Conversation

"Let me be straight with you about what this battery does and doesn't do during a winter outage. It's not a generator. It's not going to keep your whole house running with electric heat blasting. What it WILL do is keep your furnace blower running so heat distribution works, your sump pump going so your basement doesn't flood, your refrigerator and freezer running so you don't lose food, your phones charged, your medical equipment working, your lights on, and your Wi-Fi up — for days at a time, as long as the sun comes up.

When Hurricane Ike's remnants hit Dayton in 2008, AES Ohio customers lost power for 2.5 weeks. December 2022, we narrowly avoided rolling blackouts statewide. Customers without batteries during those events were sheltering in place in cold, dark homes — or evacuating to relatives or hotels. Customers with batteries kept their families safe."

Configuration Options

Top Tier offers two configurations depending on customer priorities:

Backup-capable (default for Ohio):

• Battery powers critical loads during outage
• Higher install cost (transfer switch, critical loads panel, additional integration)
• Most compelling pitch for Ohio winter resilience
• Best for: families with children, medical needs, home-based businesses, sump pump dependent homes

Self-consumption only (exception):

• Battery never operates during grid outage
• Lower install cost (no transfer switch, simpler integration)
• Best for: customers who explicitly don't value backup, or customers in extremely reliable service areas (rare in Ohio)

The default in Ohio should be backup-capable. Self-consumption only is the exception, not the rule.

Does Self-Consumption Only Make Sense Without Backup?

A common question reps will face: "If I'm not getting backup power, is the battery still worth it?" In Ohio, the honest answer is usually not, and reps need to be candid about this.

For Ohio self-consumption only:

• Bill savings of ~$300-600/year ongoing
• No TOU arbitrage available for most customers
• Modest regulatory hedging value
• No utility rebate value
• Total ongoing value: ~$300-700/year

That's not enough to justify a $228/month loan payment without the resilience layer.

Recommendation: In Ohio, if a customer doesn't want backup, consider whether the battery is the right product at all. The financial pitch alone is usually too weak. Reps should be honest:

"If you don't value the backup function, I'd rather be straight with you — the bill savings alone don't justify the monthly loan payment in Ohio. The battery makes the most sense for customers who value the winter outage protection AND want to capture the bill savings. If backup isn't important to you, we should talk about whether this is the right time for you, or whether you'd be better off waiting until your circumstances change."

This honest framing protects Top Tier from chargebacks and builds trust.

Bill Math: The Spread Capture Story

Ohio's bill math creates a meaningful but moderate spread. Customers have generation-rate-only net metering, which produces a real ~12-cent spread between import rates (16-18¢/kWh) and export credits (~5¢/kWh) — but the savings opportunity is more modest than markets with different net metering structures.

Without Battery (Current State)

For a typical Ohio customer with 8 kW solar designed for 100% offset:

Note that this assumes a moderate-export customer. AEP Ohio customers typically have higher net costs because of NEMS structure.

Why Their 100% Offset System Doesn't Solve This

For Ohio customers, even with solar designed to match annual consumption:

• Solar produces during daylight when usage is moderate
• Customer imports during evening and overnight at full retail (~$0.17/kWh)
• Solar exports to grid during midday at generation rate only (~$0.05/kWh)
• The 12-cent spread on roughly half the customer's annual usage creates real bill leak

With Battery (Self-Consumption)

Honest assessment: The savings number is real but moderate. Ohio's bill math alone doesn't justify the loan payment — that's why the resilience pitch matters.

The Year 1 Cost Conversation

Critical to set expectations correctly:

"Here's the year 1 math. Your electric bill drops from about $1,250/year to about $640/year — a $610 reduction. Your loan payment is $2,737/year ($228/month × 12). So your total annual outflow goes from $1,250 to $3,377 — that's about $2,100 more per year, or roughly $175/month, in early years.

The bill savings alone don't justify the loan payment. But the bill savings are part of a bigger picture: winter outage protection for your family, regulatory hedging against AEP's documented intent to refile its denied net-metering proposal, and a brand-new 10-year workmanship warranty on your existing solar system.

Around year 7-10 depending on how fast Ohio rates keep climbing, your monthly costs equalize. Long-term, you save $30,000-60,000 over 25 years on bill costs alone, plus the resilience and warranty value you can't easily put a dollar figure on."

The Honest Bill Pitch

Ohio is the market where reps must be most careful NOT to oversell bill savings. The math is real but moderate. The strong pitch is the combined value:

1. Bill savings (~$300-600/year ongoing)
2. Winter outage resilience (priceless during the wrong storm)
3. Regulatory hedging (against AEP's documented intent to refile its denied net-metering proposal, plus ongoing rate increases)
4. System rescue with new 10-year workmanship warranty
5. Long-term protection against documented 26% rate climb pattern

Reps who try to make Ohio a "your bill drops dramatically" pitch are setting themselves up for chargebacks. Reps who tell the integrated story honestly close more deals and keep customers happy.

Top Tier System Rescue Value (Beyond Utility Programs)

Independent of any utility-specific consideration, Top Tier delivers concrete value by taking over the customer's existing solar system when we install the battery. This is one of Top Tier's strongest value drivers.

The Orphaned Solar Customer Problem

Many Ohio solar customers fall into a pattern Top Tier is uniquely positioned to solve:

• They installed solar between 2017 and 2024 during Ohio's solar growth period
• Their original installer has gone out of business, been acquired, or stopped servicing residential customers (especially common after the federal solar tax credit expired Dec 2025)
• Their original 10-year workmanship warranty is unenforceable (installer is gone)
• Their inverter is approaching or already past typical failure windows (8-15 years for SolarEdge string inverters)
• They have no service relationship for ongoing maintenance or roof penetration issues
• Most other solar companies refuse to service systems they didn't install (liability concerns)

These customers are walking around with a 25-year solar asset and no functional service or workmanship coverage. When something goes wrong, they're stuck.

The Inverter Failure Reality

Inverters are the weakest link in any solar system. The panels themselves typically last 25-30 years with minimal degradation. The inverter typically fails much sooner.

Typical inverter failure windows:

• SolarEdge string inverters: 8-15 years (manufacturer warranty 12 years standard, 25 years with extended)
• Enphase microinverters: 10-20 years (manufacturer warranty 25 years)
• Industry-wide: 70-90% of solar systems will experience inverter failure within the panel lifespan

When an inverter fails on an orphaned system:

1. Solar production stops completely
2. Customer's bills jump as they pay full retail for everything
3. Customer needs to find a service provider (most won't quote orphaned systems)
4. Out-of-pocket replacement cost: $3,000-5,000
5. Time without solar: typically 4-8 weeks while waiting for service, parts, scheduling

What Top Tier System Takeover Provides

When Top Tier installs a battery, the integration work creates the legal and technical basis for us to take over service responsibility for the entire system. This is formalized through a Service Warranty Agreement that includes a brand-new 10-year Limited Workmanship and Roof Penetration Warranty issued by Top Tier — separate from any manufacturer warranty on the equipment itself.

The takeover provides:

• A new 10-year Top Tier workmanship warranty — Covers workmanship and roof penetrations on the existing system from the date of acceptance, regardless of how old the system is. This is fresh coverage, not advocacy within an expired warranty.
• Manufacturer warranty claim handling — When equipment defects occur within manufacturer warranty terms (SolarEdge, Enphase, etc.), Top Tier handles the claim and the labor; customer doesn't have to chase the manufacturer or find a service provider
• Inverter replacement coverage when applicable — If the inverter fails within the manufacturer's warranty, Top Tier handles the replacement; customer pays nothing for the work
• Single point of contact — Customer no longer has to track down their original installer
• Monitoring setup help — Top Tier helps customers access SolarEdge or Enphase monitoring apps
• Performance verification — Top Tier identifies and addresses underperforming panels, dirty array, shading issues, and similar issues during the takeover inspection

Align Solar Protection service contract — 5-year added coverage on the existing system

Every Top Tier installation includes — at no extra cost, built into the price — the Align Solar Protection service contract. This is a standard inclusion, not an upsell. Customers don't choose it, opt in, or pay separately for it.

Terms:

• 5-year term from system acceptance
• $0 deductible on covered claims
• Insurance-backed: Align's obligations are insured by a third-party policy issued by American Bankers Insurance Company of Florida, so the coverage holds even if Align itself couldn't perform

What it covers:

• Mechanical breakdown of the customer's EXISTING solar PV equipment — panels, microinverters/optimizers, string/central inverters, and racking
• Parts, labor, and service calls are all paid by the contract

What it does NOT cover:

• The new battery — that has its own 10-year manufacturer warranty; the Align contract is for the customer's pre-existing equipment, not the battery we install
• Normal wear-and-tear, weather/storm/hail damage, pre-existing conditions, or roof issues (those last two are why the inspection exists)

Honest limits — reps must not oversell:

Coverage is contingent on a system inspection and Align's approval. Eligibility depends on equipment age and remaining manufacturer-warranty time:

• Panels and microinverters/optimizers: under 15 years old
• String/central inverters: under 7 years old

Not every existing system fully qualifies. If a customer's inverter is 9 years old or their panels are 16, parts of the system may be excluded — Top Tier discloses what's covered and what isn't at inspection. Never pitch this as "everything is covered" or as the customer's only coverage. It covers mechanical breakdown (defects in materials/workmanship); it does not cover wear, weather, or roof problems.

How it fits the broader coverage picture:

The 5-year Align contract is one added layer in a coordinated three-part coverage stack. It is NOT the customer's only or total coverage — describing it that way is overselling. The layers are:

1. The equipment's own manufacturer warranties — typically longer than 5 years (panels 25 yr, microinverters 25 yr, string inverters 12+ yr) — Top Tier handles the claims
2. Top Tier's 10-year workmanship and roof penetration warranty — covers installation work + roof seal integrity
3. The added 5-year Align service contract — covers mechanical breakdown of the existing PV equipment

These layers stack and overlap. Together they answer the orphaned-customer worry without overpromising.

Manufacturer warranty coordination — separate from the Align contract:

In addition to the Align contract, Top Tier coordinates manufacturer warranty claims at no cost — on both the new battery and the customer's pre-existing solar equipment. This directly answers the hardest worry the existing-inverter pitch surfaces: that no installer will service someone else's system. Top Tier does.

Pitch language for reps:

"Between the manufacturer warranties on your existing equipment — which we handle the claims for — Top Tier's new 10-year workmanship warranty, and an added 5-year Align service contract that covers mechanical breakdown on your existing solar equipment, your system is looked after. The Align contract is included standard — there's no upsell. Coverage on your specific equipment is confirmed at the inspection; if anything doesn't qualify (panels over 15 years, inverter over 7), we'll be straight with you about what's covered and what isn't."

Things reps must NEVER say:

• "Everything on your solar is covered" — wrong; mechanical breakdown only, not wear or weather
• "You don't need to worry about anything ever again" — wrong; age limits + inspection contingency apply
• "The Align contract is your full coverage" — wrong; it's one of three layers
• "You can extend this beyond 5 years" — the term is 5 years, full stop

How the Takeover Works

The system takeover is contingent on Top Tier completing a full site survey and inspection. The inspection confirms the system is:

• In good working order
• Compliant with applicable building and electrical codes
• Installed in a manner consistent with Top Tier's workmanship standards

Top Tier reserves the right to decline takeover if the system is found to be non-compliant, hazardous, or otherwise deficient. If declined, the customer receives written notice within 7 calendar days along with a summary of findings.

Key points reps need to understand and disclose:

• The takeover is NOT automatic — it depends on the system passing inspection
• The 10-year workmanship warranty applies only to the system as identified at acceptance — not to anything added or altered by other parties afterward
• Top Tier is not liable for defects, malfunctions, or damages from work performed by the original installer before the takeover date
• Manufacturer warranties on equipment (panels, inverters, batteries) remain governed by their original terms — Top Tier doesn't extend those, but handles the claims process

Quantifying the Value

The system rescue value is real money, even though it's not always realized:

This is independent of bill savings or rate hedging. The system rescue alone could be worth $4,000-7,500 in avoided out-of-pocket costs and new warranty coverage.

Why Ohio Customers Especially Benefit

Several factors make system rescue particularly valuable in Ohio:

1. Severe weather damage to roof penetrations. Ohio winters with ice and freeze-thaw cycles stress roof seals around solar mounts. The new 10-year roof penetration coverage is genuinely valuable, especially for older systems.
2. Federal ITC is gone. Customers can't replace their solar system at 30% off anymore. Keeping the existing system working matters more than ever.
3. Many Ohio solar installers have gone out of business. The post-ITC market consolidation hit Ohio hard. Several mid-sized Ohio installers have closed or merged since 2024.
4. Aging systems hitting failure window. Systems installed 2017-2020 are now 6-9 years old — approaching the inverter failure danger zone, often past most original installer workmanship warranties.

Pitch Language for Reps

For an orphaned customer (their installer is gone):

"Most companies won't even quote you on servicing your existing solar because they didn't install it and don't want the liability. Top Tier solves that. Once we integrate the battery and complete our inspection, we issue you a new 10-year workmanship and roof penetration warranty on your existing system. If your inverter fails in year 10, we handle the manufacturer warranty claim. If you have a roof leak around a panel mount in year 5 — common in Ohio winters — that's our 10-year workmanship coverage. Without us, you're paying $3,000-5,000 out of pocket and scrambling to find a service provider."

For a customer with a working system but skeptical about the financial pitch:

"Beyond the bill savings and the resilience benefits, there's another value most customers don't think about. Your original 10-year workmanship warranty from your installer has either expired or doesn't matter because your installer is no longer in business. When we take over the system, we issue you a new 10-year workmanship and roof penetration warranty. That alone is typically worth $1,500-3,000 in avoided repair costs over 10 years."

When to Lead With System Rescue vs. Layer It In

Lead with system rescue when:

• Customer mentions their original installer is out of business
• Customer asks who will service their system
• Customer has had recent system performance issues
• Customer mentions concerns about roof leaks or aging system
• Customer is older and concerned about being "left high and dry"
• Customer's bill savings math is weak (small system, lower-rate utility)

Layer it in as supporting value when:

• Customer is primarily motivated by winter outage protection
• Customer is primarily motivated by AEP regulatory threat
• Customer is a "show me the math" type who wants to add up every value driver

Honest Caveats Reps Must Disclose

1. Takeover requires passing the site inspection. Top Tier reserves the right to decline systems that are non-compliant, hazardous, or below workmanship standards. Customer gets written notice within 7 days if declined.
2. The 10-year Top Tier workmanship warranty is fresh coverage — but it only applies to the existing system as identified at acceptance. Anything added or altered by other parties afterward isn't covered.
3. Pre-existing damage isn't Top Tier's responsibility. If the customer's system has issues that pre-date the takeover and weren't disclosed during inspection, Top Tier isn't liable for them.
4. Manufacturer warranties on equipment have their own terms. Top Tier doesn't extend or replace SolarEdge, Enphase, or panel manufacturer warranties — but handles the claim process when equipment fails within those warranty terms.
5. Out-of-warranty replacements still cost money. If an inverter fails after its manufacturer warranty has expired (e.g., year 13 on a 12-year warranty), the customer still pays for the replacement equipment — Top Tier handles the work but isn't covering the cost of the new inverter.
6. System rescue requires the battery install. This isn't a service Top Tier sells separately. The battery integration is what creates the basis for taking over the system.

Federal Tax Credit Status (Important for All Customers)

The federal residential ITC for direct-purchase solar/battery EXPIRED December 31, 2025.

This is critical for reps to understand because customers may have heard about the 30% tax credit and expect it. It's gone for direct purchases as of January 1, 2026.

What still exists:

• Commercial ITC for third-party-owned systems (lease/PPA models)
• Ohio property tax exemption for solar systems up to 250 kW
• Ohio sales tax exemption on solar equipment
• SREC market (~$3-5/MWh, ~$60/year for typical residential system)

What's gone:

• 30% federal tax credit for purchased systems
• This represents ~$5,500-7,500 of lost incentive value on a typical $18,500 install

How to handle the conversation:

"You may have heard about the 30% federal tax credit. Unfortunately, that expired at the end of 2025 for direct purchases. Some lease and PPA models still qualify because the leasing company can claim a commercial credit. But for cash or financed purchases like ours, the federal credit is no longer available. The trade-off: you own the asset directly, no monthly lease payment, and Ohio's property and sales tax exemptions still apply."

This is honest and disarms customers who might be expecting a credit that doesn't exist.

Loan Economics

Service Finance loan structure for the backup-capable configuration (Ohio default):

Important: Service Finance does NOT allow re-amortization. Lump sum payments shorten the loan term but do not lower the monthly payment.

Note on pricing: Ohio's $18,500 base price reflects the backup-capable configuration which includes additional hardware (transfer switch, critical loads panel, integration work) needed for outage backup. Self-consumption-only configurations are priced lower — verify with operations for those specific quotes when applicable.

Battery Products

Top Tier offers five batteries across two configurations. In Ohio the default configuration is backup-capable — driven by winter-storm resilience as the dominant pitch.

Standard batteries — pair with the customer's existing inverter:

• SolarEdge Home Battery (10 kWh / 5 kW continuous, 10-year manufacturer warranty) — pairs with SolarEdge inverters; DC-coupled; cheapest entry; 5 kW continuous limits backup loads to essentials.
• 2× Enphase IQ Battery 5P (10 kWh total / 10 kW continuous, 15-year manufacturer warranty) — pairs with Enphase microinverters; AC-coupled; 10 kW continuous output supports more backup loads simultaneously than SolarEdge.
• SolarEdge Nexis Battery (10 kWh / 7 kW continuous, 10-year manufacturer warranty) — pairs with SolarEdge inverters; DC-coupled; modular — expand block by block as the customer's needs grow. Backup configuration pending crew training; currently self-consumption only.

Specialty backup-capable options — for customers who want maximum capacity or whole-home backup:

• Tesla Powerwall 3 (13.5 kWh / 11.5 kW continuous, 10-year manufacturer warranty) — AC-couples onto an existing solar system regardless of inverter brand; built-in inverter, no separate gateway; highest continuous output; whole-home backup viable. Sizing nuance: each PW3 supports roughly 7.68 kW of existing AC inverter output — larger arrays need a second unit or solar production gets throttled.
• Franklin aPower 2 (15 kWh / 10 kW continuous, 15-year manufacturer warranty) — AC-coupled, works with any inverter brand; largest capacity in the lineup; strong warranty story; no per-unit sizing ratio.

All five batteries meet typical battery program requirements:

• 10+ year defect warranty
• DERMS-ready / OpenADR compatible (utility dispatch capable when programs launch)

Customer Qualification Questions

Adapt these for Ohio customers:

1. "What utility serves your home?" Critical first question. Different utilities = different pitches.
2. "How long have you had solar?" Determines orphaned status and inverter age.
3. "What size solar system do you have?" Affects bill savings math.
4. "Did you lose power during the December 2022 winter storm? What about Hurricane Ike in 2008?" Surfaces resilience priority for AES Ohio customers especially.
5. "Do you have anyone in your home with medical needs, young children, or work-from-home requirements?" Confirms backup priority.
6. "How much is your average monthly electric bill?" Establishes baseline.
7. "Do you shop for your electricity supplier or do you take Standard Service Offer from your utility?" Determines TOU rate availability for FirstEnergy customers.
8. "Are you familiar with the changes happening to net metering rules in Ohio?" Tests whether they're a Future-Proofer archetype, especially for AEP customers.
9. "Do you have access to your solar monitoring? Is your system producing what it should be?" Diagnostic.
10. "Are you the original installer's customer or has the company changed hands?" Identifies system rescue opportunity.
11. "How important is keeping your sump pump and furnace running during a winter outage?" Confirms backup priority specifically for Ohio.

Walk-Away Profile

When NOT to push the sale:

• Customer's bill is already very low ($75/month or less)
• Customer rejects backup configuration AND is on a low-rate utility (Toledo Edison, certain South Central Power overlap areas)
• Customer is 75+ with no dependents and no medical needs (resilience pitch loses force)
• Customer wants their bill to drop dramatically in year 1 (will not happen in Ohio)
• Customer is on cooperative or municipal utility (not covered by this guide)
• Customer's existing solar isn't producing close to design (system is broken — needs different conversation)
• Customer has very small solar system (<5 kW) — bill savings math too weak

Required Customer Disclosures

Every quote in Ohio must include:

1. ☐ Battery configuration explicitly stated (backup-capable OR self-consumption only)
2. ☐ Year 1 monthly cost increase disclosed (loan payment exceeds bill savings)
3. ☐ Net metering rules and AEP's denied 2025 net-metering filing (PUCO Docket 25-0349-EL-ORD, denied Jan 7, 2026) plus future refile risk explained for AEP Ohio customers specifically
4. ☐ Service Finance loan is unsecured and includes dealer fees (~$5,442 above $18,500 cash price)
5. ☐ Service Finance does not allow re-amortization — lump sum payments shorten term, not monthly payment
6. ☐ Federal ITC expired December 31, 2025 for direct purchases
7. ☐ Ohio property tax exemption applies (systems up to 250 kW); Ohio sales tax exemption applies
8. ☐ System takeover terms explained — Top Tier issues a new 10-year Limited Workmanship and Roof Penetration Warranty on accepted systems (does not extend OEM equipment warranties)
9. ☐ Takeover contingent on passing site inspection — Top Tier reserves right to decline non-compliant systems
10. ☐ Inverter failure timing is statistical, not guaranteed — replacement costs of $3,000-5,000 are estimates based on typical equipment
11. ☐ Battery does NOT power whole-home heating during outages — only critical loads (furnace blower, sump pump, refrigerator, lights, internet)

For FirstEnergy customers specifically (additional disclosures):

1. ☐ Time-of-Day Option only available if customer takes Standard Service Offer (not shopping with competitive supplier)
2. ☐ Recent supply rate increases of 27-28% explained
3. ☐ Storm cost recovery through 2050 explained

For AEP Ohio customers specifically (additional disclosures):

1. ☐ AEP's 2025 PUCO proposal to weaken net metering (denied Jan 7, 2026 in Docket 25-0349-EL-ORD) and the possibility of a refile in the next five-year review cycle disclosed
2. ☐ Outcome of AEP proposal not guaranteed in either direction

Objection Handling

"Why would I add a battery if my bill isn't that bad?"

"Two reasons specific to Ohio. First, winter outages. Your bill being okay today doesn't help when the grid goes down for a week — Hurricane Ike's remnants left Dayton without power for 2.5 weeks in 2008. December 2022 nearly caused statewide rolling blackouts. The battery is genuine insurance. Second, your current bill isn't your future bill. Ohio rates have climbed 26% since 2021, FirstEnergy supply rates went up 27% in 2025 alone, and AEP just tried to weaken net metering further at PUCO (the Commission denied that filing in January 2026, but AEP has demonstrated their intent and could refile). Your battery captures value before further rate increases hit."

"What if Ohio winters never get severe?"

"Ohio is #5 in the country for weather-related power outages. Falling trees during storms are the leading cause of outages, per PUCO. The December 2022 storm came close to causing rolling blackouts statewide. If you're confident severe winter weather is no risk to you, the resilience case is weaker — but Ohio history doesn't support that bet."

"I heard the federal tax credit is 30%"

"It was. It expired December 31, 2025. The 30% credit is no longer available for direct purchases starting January 1, 2026. Some lease/PPA companies can still claim a commercial version, but for cash or financed purchases, the credit is gone. Ohio's property tax exemption (for systems up to 250 kW) and sales tax exemption on solar equipment still apply."

"Why did AEP try to weaken net metering, and could they try again?"

"AEP says it's about cost-shifting from solar customers to non-solar customers. Critics say it's about protecting their generation business and revenue from grid investment. They tried something similar more than a decade ago and lost at the Ohio Supreme Court. They tried again last year. PUCO denied that filing in January 2026, but the next five-year review cycle is on the way and AEP has now demonstrated their intent twice. We can't predict whether they'll refile or what PUCO would decide if they do, but we can tell you that customers who already capture most of their solar value through batteries are insulated from whatever the regulators decide — because they're not depending on net metering rules."

"What happens to my solar warranty if you take over service?"

"Your existing manufacturer warranty stays in place — those terms are between you and SolarEdge or Enphase. What we add is service coverage and a new 10-year workmanship warranty on the install itself. Most installers won't service someone else's system because they don't want the liability. Top Tier can because the battery integration creates a legitimate basis for us to take over the full system, conditional on our inspection passing."

"Service Finance loan rate is high — why don't I just use a HELOC?"

"If you have HELOC capacity, that's almost always cheaper. We're happy to build a quote for HELOC or cash payment instead of the Service Finance loan. The Service Finance loan is for customers who don't have HELOC capacity or prefer not to use their home equity. The total cost of the system is $18,500 cash; the loan adds about $5,400 in dealer fees over the term."

"What if my inverter fails after you install the battery?"

"If your inverter fails within its manufacturer warranty, we handle the warranty claim — you don't pay for the replacement work. If it fails after warranty expires, you'd pay for new equipment, but we still handle the labor through our 10-year workmanship coverage on the install. Either way, you're not scrambling to find a service provider."

"Can't I just get someone else to service my old system?"

"Try it. Most won't quote you. The ones who will, charge premium rates because they're inheriting liability for work they didn't do. Top Tier will only do it because we're already integrating the battery, and we issue you a new 10-year workmanship warranty after our inspection confirms the system is in good shape. That's coverage you literally cannot get from anyone else."

"Will FirstEnergy/AEP keep raising rates?"

"Honestly, possibly. FirstEnergy supply rates went up 27% in 2025. Distribution rate cases are ongoing. Storm costs are being recovered through 2050. PJM capacity costs spiked 833% in a single year. We can't guarantee what regulators will approve. What we can do is reduce your dependence on grid-supplied electricity by capturing more of your solar production for self-consumption."

"What if I sell the house before the loan is paid off?"

"Solar plus battery raises your home's value at sale. Your closing equity pays off whatever's left on the loan, so the new owner inherits a fully-owned system with no payment to take over. Most warranties carry over: Top Tier's 10-year workmanship and roof penetration warranty transfers to the new owner with written consent (we coordinate this at closing), and the manufacturer warranties on your inverter and battery transfer per the manufacturers' own terms. The 5-year Align Solar Protection service contract is non-transferable — the seller benefits from the inspection and 5-year coverage. The next owner gets a turnkey, manufacturer-warrantied home with winter-storm backup built in; you get a higher sale price."

What To Say · What NOT To Say (Ohio Edition)

Reading an Ohio Utility Bill

Ohio bills are more complex than other markets because of deregulation. Customers see separate charges for distribution (always from the utility) and generation (from utility OR from a chosen competitive supplier).

Common Bill Structure (All Ohio IOUs)

• Distribution charges — always from the local utility (AEP/Duke/AES/FirstEnergy)
• Generation charges — from utility's Standard Service Offer OR from a competitive retail electric service (CRES) provider
• Transmission charges — typically from the local utility
• Riders — various PUCO-approved riders for grid investment, energy efficiency programs, etc.
• Customer charge — fixed monthly fee
• Net metering credits — appear as separate line items showing the generation rate credit

AEP Ohio Bill

• "AEP Ohio" or "Ohio Power Company" branding
• "Net Energy Metering Service" or "NEMS" line items
• "Generation Energy Supply" credit lines for net-negative billing periods
• Bidirectional meter readings shown separately

Duke Energy Ohio Bill

• "Duke Energy Ohio" or "DEO" branding
• "Rider RE" or "Retail Energy" credit lines
• Distribution and transmission charges shown separately
• Cincinnati area zip codes (45xxx)

AES Ohio Bill

• "AES Ohio" or "AES" branding (older bills may show "DP&L")
• Net metering credits as separate line items
• Generation, distribution, and transmission charges shown separately
• Dayton area zip codes

FirstEnergy Bills (Ohio Edison / CEI / Toledo Edison)

• "FirstEnergy" branding plus the specific company name
• Smart meter section may indicate eligibility for Time-of-Day Option
• Net metering credits as separate line items
• Generation Service Rider (Rider GEN) shows generation costs
• Standard Service Offer (SSO) vs. Competitive Retail Electric Service (CRES) supply indicated

Identifying Whether Customer Is Shopping (Critical for FirstEnergy)

If the customer's generation supply line shows:

• "Standard Service Offer" or "SSO" → utility supply (TOU rate available for FirstEnergy)
• A competitive supplier name (Constellation, Direct Energy, IGS, etc.) → shopping (TOU rate NOT available for FirstEnergy)

This matters for the pitch — only SSO customers can access FirstEnergy's Time-of-Day Option.

Final Thoughts for Reps

Three things to internalize about the Ohio market:

1. Ohio is a deregulated, complex bill structure market. Reps need to spend time with customer bills to fully understand what they're paying. Generation, distribution, transmission, and rider charges are all separate. Don't oversimplify.

2. Winter resilience is the dominant emotional driver. Ohio winters cause real outages. December 2022 was a near-miss for rolling blackouts. Hurricane Ike in 2008 caused 2.5 weeks of outages. Reps who lead with resilience close more deals than reps who lead with bill savings — because Ohio bill savings math alone is moderate.

3. Bill savings exist but are moderate. Ohio's generation-rate-only net metering creates a real but moderate spread (~12 cents). Don't oversell. The integrated value (savings + resilience + warranty + regulatory hedging) is what closes deals, not bill savings alone.

The strongest Ohio rep is one who:

• Identifies the customer's utility correctly within the first 5 minutes
• Can explain the difference between net metering and net billing for AEP Ohio customers
• Tells the resilience story with specific Ohio storm history (Hurricane Ike, December 2022)
• Discloses the moderate bill savings honestly without overselling
• Identifies orphaned customers and pitches system rescue effectively
• Walks away from bad-fit customers
• Knows whether FirstEnergy customers are on SSO or shopping (TOU availability depends on this)

This document is for internal Top Tier sales use only. Update annually as utility programs, rates, and regulations change. The Ohio regulatory landscape is evolving rapidly — verify specific program details before quoting customers, especially regarding any AEP refile of its net metering proposal (the 2025 filing was denied by PUCO Jan 7 2026 in Docket 25-0349-EL-ORD).