Top Tier PA Battery Sales Reference

Internal Sales Team Resource — Q2 2026 Edition

Sales Architecture (Read First)

This section establishes the pitch architecture every PA rep uses — takeover-led lead, cohort-aware bridge, hidden-costs bundle, ownership reframe. Read this FIRST. Utility-specific detail (rate cases, grandfather mechanics, archetypes) lives in the sections below and is referenced where it bears on the architecture.

Standing Rules (Do NOT Violate)

• ❌ Don't open with the cliff countdown. The cliff section serves the math; the LEAD serves the takeover. Reps who open with "you have X months before grandfathering closes" leave the rest of the pitch nowhere to go. Open with the inspection + takeover; route to cliff urgency when the cohort warrants it.
• ❌ 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 the warranty-transfer section near line 1117 for verbatim resale language — preserve it; don't paraphrase.)
• ❌ NEVER fabricate inspection findings. The inspection is mostly about education + diagnosing the bill problem + future-failure prevention.
• ❌ NEVER cross-contaminate PECO/Duquesne (stable 1:1 retail) with PPL/FirstEnergy (grandfather threat). The pitch math is different. Confirm utility before quoting any rate dynamics.
• ❌ NEVER pitch a guaranteed FirstEnergy grandfather window. FE filed for 3yr in DSP-VII (Feb 4, 2026); intervenors argue for 10yr; implementation June 1, 2027; outcome pending PUC ruling. The proposal's GrandfatherPicker defaults to "10yr" across all 5 grandfather utilities (PPL realized; FE PA intervenor position) — quote that as the working assumption, not a guarantee.
• ❌ NEVER pitch the Section 25D federal battery-with-solar 2026 residual credit without tax-counsel review. Federal solar ITC expired 12/31/2025. PA has no state-level extension.

The LEAD: Takeover-Led Opening (use for all 7 PA utilities)

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 rate-case statistics. Don't open with the grandfather countdown. 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 [PECO / PPL / Duquesne / Met-Ed / PENELEC / West Penn / Penn Power] bill after going solar — even with PA's 1:1 net metering. Let me walk you through why, 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.

Bridge — Cohort-Aware "Why You Still Have a Bill"

PA is a multi-cohort market. The bridge differs based on whether the customer is pre-cliff (still on 1:1 NM, with grandfather window applicable) or post-cliff (already on EDG / net billing). Reps must identify cohort before bridging — see the Cohort Identification Protocol below.

Template 1: ONE-TO-ONE NM (pre-cliff customers + PECO + Duquesne)

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

Your bill should be small. Here's what it covers.

Under 1:1 net metering, [utility] credits your exports at the same rate they charge for imports — so your annual kWh charges should mostly zero out. The bill you still see covers fixed monthly charges (basic service / customer charge, riders, taxes), any consumption above what your solar produces, and time-of-day or seasonal imbalances. A battery doesn't change your daily bill math much under 1:1 NM today — but it's how you lock in your position when net metering rules change. Every state is moving in that direction, and the customers who already have batteries installed are insulated when the change hits.

Use this template for:

• All PECO customers (STABLE — no grandfather threat; treat as one_to_one_nm permanently)
• All Duquesne Light customers (STABLE — no grandfather threat)
• PPL customers PRE-CLIFF (still grandfathered; battery installed before deadline locks in the 1:1 position for 10 years)
• All 4 FirstEnergy PA customers (Met-Ed, PENELEC, West Penn, Penn Power) PRE-CLIFF (still grandfathered; battery installed before DSP-VII implementation locks in the window)

Per-utility rate substitution:

• PECO: ~$0.21/kWh retail, annual cash-out at PTC rate
• PPL: ~$0.18-0.20/kWh retail (PA average climbing toward ~17.8¢ statewide)
• Duquesne: ~$0.17/kWh retail, annual cash-out at PTC (~8-10¢/kWh)
• Met-Ed / PENELEC / West Penn / Penn Power: ~$0.16-0.18/kWh retail (FE PA territory averages)

Template 2: EDG NET BILLING (post-cliff customers)

Verbatim from the proposal copy (lib/why-bill-own-rent.ts, edg_net_billing cohort):

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

[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.

Use this template for:

• PPL customers POST-CLIFF (after their 10-year grandfather window expires; or new customers who couldn't lock in)
• All 4 FirstEnergy PA customers POST-CLIFF (after DSP-VII implementation lands — June 1, 2027 if approved; or any FE PA customer who missed the grandfather application window)

Per-utility rate substitution (post-cliff):

• PPL post-cliff: hourly LMP-based credits (70-80% reduction vs retail — the headline number from the proposed R-2025-3057164 rate case)
• FE PA post-cliff: Hourly Pricing Default Service Rider credits (DSP-VII proposal; intervenors arguing different mechanisms)

Why the customer still sees a bill (the actual answer, per cohort)

Pre-cliff (1:1 NM) customers: Bill covers fixed charges (customer charge, riders, taxes), consumption above annual production, and seasonal/TOU timing imbalances. Battery doesn't reduce monthly bill in any meaningful way today — value is forward-looking (lock-in + resilience + takeover bundle).

Post-cliff (EDG) customers: Bill is driven by the export-vs-retail spread on every kWh. Battery captures the spread by shifting kWh from "exported" to "self-consumed." Spread economics work today AND get stronger as PA retail rates continue climbing (FE 27-28% supply hike in OH is the cross-state precedent — same parent companies, same playbook).

How to use it in conversation

Pre-cliff bridge (1:1 NM):

"You're on [PECO / PPL / etc.] and the good news is your net metering is genuinely 1:1 retail today. The battery isn't going to reduce your monthly bill in any meaningful way today, because your bill math already works in your favor. What the battery does is two things: it locks in your favorable position before the next regulatory cycle — and PA has filed regulatory changes at both PPL and FirstEnergy in the past 18 months — and it keeps your home running when the next severe weather event hits."

Post-cliff bridge (EDG):

"You're on [PPL / FE PA] post-cliff, which means your exports get credited at the [hourly LMP / Hourly Pricing Default Service Rider] rate, well below the retail rate you pay for imports. That spread is why your bill isn't zero. The battery captures the spread on every kWh it shifts from exported to self-consumed — and PA retail rates climbed nearly 30% since 2021. The spread widens as retail rates continue climbing."

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 7 PA IOUs equally.

Verbatim from the proposal copy (components/multistate/sections/HiddenCostsAvoided.tsx):

The pitch: "On top of the bill math we walked through — which is small in PA because your 1:1 net metering is still good [or: significant because you're on post-cliff EDG] — 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. 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."

PA-specific tie-ins (load-bearing):

• Winter resilience emphasis — December 2022 near-miss for statewide rolling blackouts on PJM grid; PA winter storms recurring; service-call wait times spike after major events. Pre-paid service contract = no 90-day waitlist for post-storm diagnostics.
• FirstEnergy 27-28% supply-cost hike framing (Met-Ed / PENELEC / West Penn / Penn Power customers) — Met-Ed, PENELEC, West Penn, and Penn Power are SISTER UTILITIES to Ohio Edison / The Illuminating Company / Toledo Edison in OH. FirstEnergy raised OH supply rates 27-28% in 2025 from PJM capacity-cost pass-through (PJM capacity costs spiked 833% in a single 2024 auction). Same parent + same pattern = same supply-pressure trajectory coming through PA FE residential bills. Anchor the rate-trajectory hedge in the documented OH precedent rather than utility-specific speculation.
• PJM capacity-cost pressure framing (applies to ALL 7 PA utilities — PECO, PPL, Duquesne, Met-Ed, PENELEC, West Penn, Penn Power all operate within PJM zones) — 833% spike in 2025/26 capacity auction flowing through retail rates over multi-year recovery cycles.

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.
• ❌ 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.
• ❌ Don't confuse Align (non-transferable) with the manufacturer warranty (transferable per its own terms) in the resale story.

What You Own vs What You Rent — Cohort-Routed Reframe

Pillar 4 of the pitch. PA's cohort split routes to different OwnVsRent templates per cohort. The proposal calculator does this routing automatically; reps need to know which template they're framing live so they don't quote dollar-comparison numbers to 1:1-NM customers (where rent compounding is genuinely small) or qualitative framing to post-cliff EDG customers (where the dollar math is the load-bearing anchor).

QUALITATIVE template (pre-cliff 1:1 NM + PECO + Duquesne)

Verbatim from the proposal copy (components/multistate/sections/OwnVsRent.tsx, QUALITATIVE branch):

Your bill is small today — your solar's doing what it should.

That depends on net metering rules continuing as-is. The 25-year horizon for you isn't about a dollar gap on the chart — it's about what your monthly loan payment actually buys you that your current bill doesn't.

What ~$41K over 15 years (the loan total) buys the PA pre-cliff customer:

• Ownership of generation + storage. System is yours. Loan paid off at year 15; years 16-25 you own 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.
• PJM-zone outage resilience. Your solar shuts off during grid outages today (anti-islanding). A battery keeps critical loads running. PA pattern: December 2022 PJM near-miss for statewide rolling blackouts; winter storms recurring.
• Locked-in position before the next regulatory change. PA's PPL filed in 2025; FirstEnergy filed DSP-VII Feb 2026; the regulatory cycle continues even after each round resolves. Battery installed before the next change keeps the customer's position intact.
• 10-year Top Tier workmanship warranty + service path. When the original installer is unreachable, Top Tier is the single point of contact for the next 10+ years.

The pitch: "Your PA bill is small today because your net metering is doing what it should. We're not going to walk through a 25-year cumulative-utility-cost chart because in PA pre-cliff that chart doesn't tell the right story — your kWh charges already zero out. What ~$41K over 15 years buys you is ownership of the asset, $3-10K of home value Berkeley Lab attributes to battery, outage resilience for the next big storm, a locked-in position before the next regulatory change at PPL or FirstEnergy, and a single point of contact for service for the next 10+ years."

DOLLAR-COMPARISON template (post-cliff EDG)

Verbatim from the proposal copy (components/multistate/sections/OwnVsRent.tsx, DOLLAR-COMPARISON branch):

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.

For PA post-cliff EDG customers, the dollar math is meaningful — PA retail rates climbed nearly 30% since 2021 and FirstEnergy supply-cost trajectory (27-28% 2025 OH precedent) compounds the rent line aggressively. Use the dollar comparison; lead with bill-spread savings; layer resilience and home value as additional benefits.

The pitch: "Over 25 years, the question is whether you're renting power or owning it. Your PA rent number compounds — PA retail rates climbed nearly 30% since 2021, and FirstEnergy's documented pattern in Ohio (27-28% supply hike in 2025) is the cross-state precedent for what's coming. The battery captures the post-cliff spread on every kWh it shifts. What ~$41K over 15 years buys you is ownership of the asset, $3-10K of incremental home value, PJM-zone outage protection, and 10+ years of service-path coverage."

What NOT to say:

• ❌ Don't quote a dramatic $80K "rent" number at pre-cliff customers — 1:1 NM rent compounding is genuinely small under preserved 1:1.
• ❌ Don't apply qualitative VA-style framing to post-cliff PA customers — they're on EDG, the dollar math matters.
• ❌ Don't oversell the home-value range. $3K-$10K is the incremental battery premium per Berkeley Lab — NOT the total solar + battery premium.

Cohort Identification Protocol

Reps must identify cohort within the first 5 minutes. The cohort determines which Bridge template, which OwnVsRent template, and which urgency hook applies. Get this wrong and you'll quote the wrong proposal math to the customer.

Ask these questions (in order):

1. "Which utility serves your address?" (PECO / PPL / Duquesne / Met-Ed / PENELEC / West Penn / Penn Power)
2. "When did your solar system get interconnected?" (year + month; the cliff date depends on utility and exact dates)
3. "Do you have a copy of your interconnection paperwork?" (PTO certificate; this is the source of truth on grandfather window)

Cohort table (use for routing):

GrandfatherPicker default alignment

The proposal calculator's GrandfatherPicker component defaults to the "10yr" column for ALL 5 PA grandfather utilities (PPL + 4 FE PA). This is the PPL realized window (per March 2026 settlement) AND the FirstEnergy intervenor position (per DSP-VII commentary). Reps should quote "10yr" as the working assumption — but flag FE PA customers explicitly that FE's filing proposed 3yr; the outcome is pending PUC ruling expected before June 2027 implementation.

Rule: if the customer is FE PA and asks "but what if the PUC sides with FirstEnergy's 3-year proposal?", the honest answer is: "Then your window is 3 years from DSP-VII implementation (June 2027 if approved), so PTO before May 2030. Your battery captures the post-cliff spread on the back end either way — the 10yr assumption sized your incentive window, not your battery economics."

What NOT To Say · PA-specific Quick Reference

Quick Orientation

This guide covers the seven investor-owned utilities most likely to appear in your Pennsylvania sales conversations: PECO, PPL Electric Utilities, Duquesne Light Company, Met-Ed (Metropolitan Edison), PENELEC, West Penn Power, and Penn Power. The last four 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.

Pennsylvania is a deregulated electric market. Customers buy distribution from their local utility but can choose their generation supplier separately. Net metering is mandated by state law at 1:1 retail rate for all investor-owned utilities — currently the strongest net metering program of any market Top Tier serves.

The Pennsylvania pitch centers on three things, since most existing solar customers have favorable 1:1 retail-rate net metering today but face documented regulatory threats to that policy:

1. Grandfathering urgency (PPL and FirstEnergy customers) — both have filed to weaken net metering; commission your battery integration before deadlines to lock in current rates
2. Documented rate increases — Pennsylvania rates climbed nearly 30% since 2021, now averaging 17.8¢/kWh
3. Severe weather resilience — PJM grid strain, winter storms, and aging infrastructure create real outage risk

Reps must understand each customer's specific utility to know which pitch angle to lead with.

Default configuration: backup-capable

Pennsylvania is primarily a backup-capable battery market. With 1:1 net metering still in place statewide, the financial pitch alone is moderate — but PA winter outages, grid strain on PJM, and aging utility infrastructure create real resilience value. The dominant pitch combines grandfathering urgency (for PPL and FirstEnergy customers) with backup power for severe weather events.

Pricing reflects this: Pennsylvania'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 customers who explicitly don't want backup, but should not be the default offer.

The Seven Utilities at a Glance

Note on cooperative/municipal customers: This guide is for investor-owned utility (IOU) customers only. PA also has electric cooperatives (REA Energy, Tri-County REC, etc.) and municipal utilities. These are NOT covered by this guide. Don't apply this guide to coop or muni customers without verification.

The Pitch Framework

The four Pennsylvania 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 PPL Urgency Buyer (HIGHEST PRIORITY)

• Lives in PPL territory (Lehigh Valley, Harrisburg, Scranton, central PA)
• Has existing solar interconnected on or before September 30, 2025
• Time-sensitive: must have PTO or Certificate of Completion by Dec 31, 2026 to lock in 10-year grandfathering
• Urgency framing creates real fear of missing out. The deadline is documented, not invented.
• Configuration: backup-capable for resilience layer

Archetype 2: The FirstEnergy Urgency Buyer

• Lives in Met-Ed, PENELEC, West Penn Power, or Penn Power territory
• Has existing solar already interconnected
• DSP-VII filed Feb 4, 2026 — affects 2027-2031 service period
• Only 3-year grandfathering proposed (intervenors arguing for 10 years like PPL)
• Strong urgency pitch. Future is uncertain — install battery now while 1:1 retail rates are locked.

Archetype 3: The Stable-Economics Customer

• Lives in PECO or Duquesne Light territory
• No proposed regulatory changes today
• Pitch is resilience + bill savings + future-proofing against potential regulatory changes
• Solid sale. Lead with resilience and the rate increase trajectory.

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
• Strong sale once identified. System rescue value is independent of utility — pair with whatever urgency or stability narrative fits their utility.

The opening pitch — PPL territory

"You're in PPL Electric territory, which means we have a regulatory situation you need to know about. PPL filed a rate case in late 2025 to move solar customers from 1:1 retail-rate net metering — about 21 cents per kWh — to hourly wholesale pricing that would reduce your net metering value by 70 to 80 percent.

The settlement that's been reached includes grandfathering: customers who submitted interconnection applications by September 30, 2025, AND have their system commissioned by December 31, 2026, are protected at current rates for 10 years. After that deadline, you're moved to the new lower-value structure.

A battery layered into a solar system commissioned before that deadline gives you three things: 1:1 net metering protection for the next decade, winter storm resilience for your family, and a brand-new 10-year workmanship warranty on your existing system. The window is closing — let me walk you through what this looks like for your situation."

The opening pitch — FirstEnergy territory (Met-Ed, PENELEC, West Penn, Penn Power)

"You're in [utility name] territory, which is a FirstEnergy company. On February 4, 2026, FirstEnergy filed their Default Service Plan for 2027 through 2031 — and it does the same thing PPL did: moves solar customers off 1:1 retail-rate net metering and onto hourly wholesale pricing. That's a major reduction in your net metering value once it takes effect.

FirstEnergy has only proposed 3 years of grandfathering — much shorter than PPL's 10 years. Consumer advocates are arguing for the longer protection, but the outcome isn't certain. What is certain: every month you wait increases the chance you're caught in the transition without a battery to capture self-consumption value.

A battery installed now while 1:1 retail rates are still locked gives you long-term protection, winter storm backup, and a brand-new 10-year workmanship warranty on your existing system. Let me show you what this means for your specific situation."

The opening pitch — PECO and Duquesne Light territory

"You have something most PA solar customers don't right now: stable 1:1 retail net metering with no proposed changes from your utility. PECO and Duquesne are the only two major utilities not currently filing to weaken solar economics. That's the good news.

The less-good news: PA electricity rates have climbed nearly 30% since 2021. PJM grid strain caused near-blackouts in December 2022. The PA grid is aging. PECO/Duquesne customers are insulated from net metering attacks today, but not from rate increases or outages.

A battery captures more of your solar value behind the meter, provides winter resilience for your family, and gives you a brand-new 10-year workmanship warranty on your existing system. Let me walk through the specifics for your situation."

PECO — Philadelphia and Suburbs

PECO Energy serves the Philadelphia metro and surrounding suburbs (Bucks, Chester, Delaware, Montgomery, parts of York counties). Approximately 1.6 million customers. Subsidiary of Exelon Corporation.

Service Territory

PECO covers the Philadelphia 5-county region plus parts of York County. The territory does NOT include Lower Merion (which is served by Delchester Region/PECO sub-area). Bucks and Montgomery counties are PECO territory.

Net Metering: Stable 1:1 Retail Rate

PECO operates the most favorable solar economics environment in Pennsylvania:

• 1:1 retail rate net metering at approximately $0.21/kWh
• Solar production offsets monthly usage on a 1:1 basis
• Excess production carries forward as bill credits month to month
• Annual true-up: May 31 each year — accumulated credits compensated at the Price-to-Compare (PTC) rate (~$0.11/kWh in 2026), not the full retail rate. This is the same convention used by Duquesne and the FE PA utilities.
• No limit on excess generation purchase — PECO will buy back as much as you produce
• Residential systems up to 50 kW eligible
• No proposed changes to net metering policy as of Q2 2026

Practical impact: PECO customers benefit from PA's mandated 1:1 retail credit applied month-to-month combined with PECO's relatively high $0.21/kWh retail rate. Annual cash-out is at the PTC rate (~$0.11/kWh), so customers should be sized to avoid significant cumulative excess that gets settled at PTC rather than carried forward at retail.

Battery Rebate

None. PECO does not offer solar-specific or battery-specific rebates. They do offer general energy efficiency rebates (heating/cooling equipment, ENERGY STAR appliances, Smart Builder Rebates Program for new construction).

The PECO Pitch Approach

PECO is the stable-economics market in PA. The financial pitch is moderate (similar to FL — 1:1 retail means existing solar already captures significant value). The strong pitch is the integrated value:

1. Resilience — winter storms, PJM grid strain, aging infrastructure
2. System rescue — new 10-year workmanship warranty
3. Future-proofing — even though no changes are proposed today, the regulatory trend across PA is clearly weakening net metering. Locking in current value with a battery hedges against future changes.
4. Bill savings — capturing more solar value behind the meter rather than relying on net metering credits

Pitch script for PECO customers:

"You're in good shape with PECO — they're the only major PA utility not currently trying to weaken net metering. That said, two things to think about. First, PA rates have climbed almost 30% since 2021, and that trend isn't slowing. Second, PPL and FirstEnergy are both actively trying to weaken net metering across the state — PECO could follow eventually. A battery captures more of your solar value behind the meter, gives you winter outage protection, and provides a brand-new 10-year workmanship warranty. The financial case is moderate but the integrated value is strong. Let me show you the specifics."

How To Identify PECO Customers From a Bill

• "PECO Energy Company" or "PECO" branding
• Philadelphia metro zip codes (191xx, 190xx)
• Bucks, Chester, Delaware, Montgomery county addresses
• "Net Metering" line items showing 1:1 credit at retail rate
• May 31 annual true-up date noted in account terms

PPL Electric Utilities — Central and Eastern PA (URGENCY MARKET)

PPL Electric Utilities serves approximately 1.5 million customers across central and eastern Pennsylvania. Coverage includes the Lehigh Valley (Allentown, Bethlehem), Harrisburg metro fringe, Scranton/Wilkes-Barre, and central PA. Subsidiary of PPL Corporation.

This is the most time-sensitive market in PA. Reps must understand the regulatory situation thoroughly.

Service Territory

PPL covers a sprawling central/eastern PA territory including:

• Lehigh Valley: Allentown, Bethlehem, Easton
• Wilkes-Barre/Scranton metro
• Harrisburg metro fringe (parts not served by Met-Ed)
• Williamsport and central PA
• Pottsville and surrounding coal regions

Net Metering: Currently 1:1 Retail Rate, BUT CHANGING

PPL currently offers the same 1:1 retail rate net metering as PECO at approximately $0.21/kWh. However, this is changing.

The Current Situation:

• 1:1 retail rate credits at ~$0.21/kWh
• Monthly netting with credits carrying forward
• Residential systems up to 50 kW eligible
• Annual true-up at Price-to-Compare (PTC) rate

The Pending Change (Critical):

PPL filed rate case docket R-2025-3057164 to move customer-generators from current GSC-1 (fixed-price default service) to GSC-2 (hourly LMP-based credits).

Under GSC-2, net metering credits would be based primarily on the PJM hourly Locational Marginal Price (LMP) at the PPL aggregate node — wholesale pricing rather than retail.

Estimated impact: 70-80% reduction in net metering value compared to current 1:1 retail rates.

The Settlement and Grandfathering Deadline (CRITICAL FOR REPS)

A settlement was reached on March 13, 2026 — the first PPL distribution rate increase since 2016. Key elements:

Distribution rate increase:

• $275 million annual base distribution revenue increase
• Residential customers using 1,000 kWh/month see ~$7.42 monthly bill increase
• Effective June 2026
• Base rate freeze through 2028 if approved by PUC

Grandfathering provisions for solar customers:

Customer-generators are grandfathered into fixed-price default service (GSC-1) IF:

1. Customer submitted an interconnection application on or before September 30, 2025 (the rate case filing date), AND
2. Generating facility either:
   • Receives Permission to Operate (PTO), OR
   • Provides PPL Electric a completed Certificate of Completion on or before December 31, 2026 (15 months from rate case application date)

Once grandfathered, the protection lasts for 10 years.

⚠ TIME-SENSITIVE: PPL GRANDFATHERING DEADLINES

Customers must meet BOTH deadlines to lock in 1:1 retail-rate net metering for 10 years. Missing either deadline moves the customer to GSC-2 hourly LMP-based credits — estimated 70-80% reduction in net metering value.

The Two Critical Dates for PPL Customers

⚠ Aggregate cap caveat: The 10-year grandfathering protection is also capped at 140 MW of total program capacity. If the program oversubscribes, customers who meet both deadlines above could still be denied grandfathering. Reps need to know this — it is not a guaranteed slot.

For Top Tier customers (existing solar):

• If their interconnection application was submitted on or before Sept 30, 2025 → still time to add the battery and ensure their PTO or Certificate of Completion is in by Dec 31, 2026 to lock in 10-year grandfathering
• If their interconnection application was submitted after Sept 30, 2025 → NOT eligible for grandfathering. Their solar is on the new GSC-2 hourly tariff. The pitch shifts: self-consumption with a battery becomes more valuable because their net metering is already on the lower-value structure
• Verify interconnection date from the customer's bill or PTO documentation before pitching urgency. Don't assume.

Battery Rebate

None. PPL Electric does not offer solar or battery rebates.

The PPL Pitch Approach

PPL is the highest-urgency market in PA. The pitch is unambiguous:

Pitch script for PPL customers:

"You're sitting on a 10-year grandfathering opportunity that closes December 31, 2026. PPL filed to move solar customers off 1:1 retail-rate net metering and onto hourly wholesale pricing — that's a 70 to 80 percent reduction in net metering value. The settlement protects customers who submitted their interconnection application by September 30, 2025 — which you did, since your solar is already operating — IF their system has Permission to Operate or a Certificate of Completion by December 31, 2026.

Adding a Top Tier battery doesn't disrupt your interconnection or PTO status. What it does is layer in winter storm resilience, capture more of your solar value behind the meter, and give you a brand-new 10-year workmanship warranty. Let me show you what this looks like."

Important rep note: If you encounter a customer whose interconnection application was submitted AFTER September 30, 2025, they are NOT eligible for grandfathering. Their solar is on the new GSC-2 hourly pricing tariff. The pitch shifts to: self-consumption with a battery becomes more valuable for them because their net metering is already on the lower-value structure. Verify interconnection date from their bill or PTO documentation before pitching urgency.

How To Identify PPL Customers From a Bill

• "PPL Electric Utilities" branding (formerly PP&L, Pennsylvania Power & Light)
• Lehigh Valley, Harrisburg, Scranton, Wilkes-Barre area zip codes
• "GSC-1" or "GSC-2" rider line items (the GSC-1 vs GSC-2 distinction is the core of the regulatory change)
• "Generation Supply Charge" line items
• "Distribution Charge" line items showing PPL distribution rates

Duquesne Light Company — Pittsburgh and Allegheny County

Duquesne Light serves the Pittsburgh metro and Allegheny County. Approximately 600,000 electric customers. Independent utility (not part of FirstEnergy or PPL).

Service Territory

Duquesne Light's footprint is concentrated:

• Pittsburgh proper
• Most of Allegheny County
• Some Beaver County areas

Western Pennsylvania areas OUTSIDE Allegheny County are served by West Penn Power (FirstEnergy).

Net Metering: Stable 1:1 Retail Rate

Duquesne Light offers the same state-mandated 1:1 retail rate net metering:

• 1:1 retail rate net metering at approximately $0.18-0.20/kWh (Pittsburgh-area rates slightly lower than eastern PA)
• Solar production offsets monthly usage on a 1:1 basis
• Excess production carries forward as bill credits month to month
• Annual true-up in June — accumulated surplus credits settled at approximately 8-10¢/kWh (Price-to-Compare rate)
• Note on annual settlement: Like PECO and the other PA utilities, Duquesne pays Price-to-Compare (PTC) rate at annual settlement, not retail. Both utilities behave the same way at true-up.
• Residential systems up to 50 kW eligible
• No proposed changes to net metering policy as of Q2 2026

Practical impact: Duquesne is stable. Customers should be sized to avoid significant excess generation that gets cashed out at PTC rate at annual true-up rather than carried forward at retail. Same convention as PECO and other PA utilities.

Battery Rebate

None. Duquesne Light does not offer solar or battery rebates.

The Western PA Production Reality

Critical context for sizing and pitch math: western PA has lower solar production than eastern PA.

This is a ~16% reduction in annual production for the same system size. Pittsburgh-area customers should expect:

• Smaller absolute bill savings than equivalent eastern PA customers
• Longer payback periods overall
• Higher value from each stored kWh (since production is more constrained)

The Duquesne Pitch Approach

Duquesne is a stable-economics market with moderate financial returns. The strong pitch is integrated value:

1. Stability — no regulatory threats today
2. Winter resilience — Pittsburgh winters and lake-effect weather create real outage risk
3. System rescue — new 10-year workmanship warranty
4. Rate hedging — PA rates climbing ~30% since 2021

Pitch script for Duquesne customers:

"Duquesne Light is one of two PA utilities not currently trying to weaken net metering — that's good news for you. The challenge is western PA has lower solar production than eastern PA, so your absolute savings are more modest than someone in PPL territory. The strongest pitch for you is the integrated value: winter storm resilience, capturing more of your solar behind the meter, a brand-new 10-year workmanship warranty, and protection against the rate increases that have been hitting Pennsylvania across the board. Let me walk you through the specifics."

How To Identify Duquesne Customers From a Bill

• "Duquesne Light Company" or "DLC" branding
• Pittsburgh-area zip codes (152xx, 151xx)
• Allegheny County addresses
• "Distribution Charge" line items showing Duquesne distribution rates
• Net metering credits at retail rate appear as separate line items

FirstEnergy Companies (Met-Ed, PENELEC, West Penn Power, Penn Power)

These four utilities share the same parent company (FirstEnergy Corp.) and operate under shared rules, tariffs, and net metering programs. They serve Pennsylvania customers across south-central, northern, western, and northwestern PA.

Service Territories

Metropolitan Edison (Met-Ed):

• South-central PA
• Reading, York fringe, Harrisburg metro fringe (areas not served by PPL)
• Approximately 565,000 customers

Pennsylvania Electric Company (PENELEC):

• Northern and central PA
• Erie, north-central PA
• Approximately 590,000 customers

West Penn Power:

• Western and southwestern PA
• Outside Duquesne Light's footprint (so western PA areas outside Allegheny County)
• Greensburg, Washington, Uniontown, Ligonier, etc.
• Approximately 720,000 customers

Penn Power:

• Northwestern PA
• New Castle, Sharon, Beaver County areas
• Smallest of the four FirstEnergy PA utilities
• Approximately 165,000 customers

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

Net Metering: Currently 1:1 Retail Rate, BUT CHANGING (URGENCY MARKET)

All four FirstEnergy PA utilities currently offer the state-mandated 1:1 retail rate net metering. However, this is also changing.

The Current Situation:

• 1:1 retail rate credits
• Monthly netting with credits carrying forward
• Residential systems up to 50 kW eligible
• Annual true-up at Price-to-Compare rate
• Same structure across all four PA FirstEnergy utilities

The Pending Change (Critical):

On February 4, 2026, FirstEnergy filed its Default Service Plan VII (DSP-VII) for the period June 1, 2027 through May 31, 2031. Key provisions:

1. Hourly Pricing Default Service Rider (HP Rider) — moves customer-generators to hourly pricing based on Maximum Registered Peak Load (MRPL)
2. Similar to PPL's GSC-2 structure — wholesale pricing rather than retail
3. Estimated impact: Significant reduction in net metering value (similar to PPL's 70-80% reduction)
4. Only 3-year grandfathering proposed — much shorter than PPL's 10-year grandfathering

The Grandfathering Battle (Active Regulatory Process)

FirstEnergy proposed only 3 years of grandfathering for existing solar customers. Multiple intervenors are arguing for 10 years (matching PPL's grandfathering period). The outcome is pending.

For reps: This means current FirstEnergy customers face uncertainty. The grandfathering period could be:

• 3 years (FirstEnergy's proposal)
• 10 years (intervenor argument, with precedent from PPL)
• Something in between

Either way, the message is clear: install before the new tariff takes effect (June 1, 2027), and you'll get whatever grandfathering period the PUC ultimately approves. Wait until after, and you're locked into the new lower-value structure with no grandfathering at all.

Battery Rebate

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

The FirstEnergy Pitch Approach

FirstEnergy customers are second only to PPL customers in urgency. The DSP-VII filing is documented and active. The 3-year grandfathering proposal creates real risk.

Pitch script for FirstEnergy customers (Met-Ed, PENELEC, West Penn Power, Penn Power):

"FirstEnergy filed their Default Service Plan for 2027 through 2031 on February 4, 2026. That filing moves solar customers off 1:1 retail-rate net metering and onto hourly wholesale pricing — similar to what PPL did. The big difference: FirstEnergy proposed only 3 years of grandfathering for existing customers, while PPL got 10 years. Consumer advocates are arguing for the longer protection, but the outcome isn't decided.

What's decided: if you don't have your battery integrated and your system commissioned before June 1, 2027, you don't get any grandfathering protection at all. You're on the new lower-value structure permanently. A battery installed now while 1:1 retail rates are still locked gives you long-term protection regardless of how the grandfathering battle ends. Plus winter storm resilience for your family, and a brand-new 10-year workmanship warranty on your existing system. Let me show you what this means for your situation."

How To Identify FirstEnergy PA Customers From a Bill

• "FirstEnergy" branding plus the specific company name
• "Met-Ed," "PENELEC," "West Penn Power," or "Penn Power" in the header
• "Generation Service Rider" (Rider GEN) line items
• "Default Service Provider" indicating Standard Service Offer
• Reading area → Met-Ed; Erie area → PENELEC; Greensburg/Washington area → West Penn; New Castle/Sharon area → Penn Power

Battery Optimization: Rate Plans and Daily Operating Cycle

Pennsylvania's battery optimization is straightforward in 2026 because most customers are still on flat-rate service with 1:1 net metering. The pitch becomes more sophisticated for customers transitioning to hourly pricing structures (PPL post-tariff and FirstEnergy post-DSP-VII implementation).

Time-of-Use Rate Availability by Utility

Important note: Pennsylvania is a deregulated state where customers can shop for generation from competitive retail electric service (CRES) suppliers. Customers shopping with competitive suppliers typically have a fixed kWh rate from their supplier. Net metering credits still apply through the distribution utility regardless of who supplies generation.

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 PA 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 PA winter outage:

• Critical loads only (heat circulator, refrigerator, fans, lights, internet, phones, sump pump): 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 Pennsylvania

Pennsylvania has weaker winter solar than southern markets:

• Eastern PA: ~1,250 kWh/kW/year (similar to mid-Atlantic average)
• Western PA: ~1,050 kWh/kW/year (lower production due to weather and latitude)

Winter sun is genuinely weak in PA. Battery customers should understand:

• December/January production may be 25-40% of summer production
• Multi-day cloudy stretches in winter limit battery recharge
• Sizing for primary backup means realistic critical-loads-only expectations

The Honest Configuration Conversation

"Let me be straight with you about what this battery does and doesn't do during a PA winter outage. 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 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."

Self-Consumption vs. Net Metering Math (Critical for PA)

For PA customers with 1:1 retail-rate net metering still in place, the financial case for batteries is more nuanced than other markets:

Without battery (current PA solar customer):

• Solar exports earn $0.21/kWh credit
• Solar imports cost $0.21/kWh
• Net metering effectively makes solar "1:1" — every kWh produced offsets a kWh consumed at the same price
• Battery's marginal financial benefit is minimal under stable 1:1 net metering

With battery (PA customer):

• Solar charges battery instead of exporting
• Battery discharges to home in evening, displacing grid imports at retail rate
• Net financial impact under 1:1 net metering is essentially neutral
• The financial case for PA batteries depends on:
  1. Resilience value (significant in PA — winter outages)
  2. System rescue / 10-year workmanship warranty
  3. Future-proofing against documented regulatory changes (PPL and FirstEnergy)
  4. Hedging against rate increases (~30% since 2021)

Honest assessment: Without the regulatory change risk and the resilience value, the financial case for batteries under 1:1 net metering is modest. With 1:1 net metering already capturing most of the solar value through the grid as a "free battery," a physical battery's incremental financial benefit is limited until the regulatory landscape shifts.

This is why the PA pitch is necessarily integrated rather than purely financial.

Key Talking Points for Reps

1. "1:1 net metering is the strongest in any market we serve — for now." PA's mandate is real but under regulatory pressure.
2. "Battery's main financial benefit kicks in AFTER the regulatory changes hit." Once PPL and FirstEnergy customers move to hourly wholesale pricing, the battery's value increases significantly because self-consumption becomes much more important.
3. "For customers grandfathered into 1:1, the financial case is moderate; the integrated case is strong." Resilience + system rescue + grandfathering protection are the value drivers, not bill arbitrage alone.
4. "Winter resilience is real in PA." Don't overstate, but don't undersell. PA grid is aging.

Pennsylvania 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 Pennsylvania

Pennsylvania electricity rates have climbed substantially in recent years. These are documented through PUC filings:

• 2021 to 2024: Pennsylvania average residential rates rose ~29% (13.8¢/kWh in 2021 → 17.8¢/kWh in 2024)
• PJM capacity costs: Spiked 833% in 2024, flowing through to all PA utilities as supply rate increases
• PPL rate case (March 2026): First distribution rate increase since 2016 — $275M annual increase, residential customers see ~$7.42/month bill increase effective June 2026
• FirstEnergy DSP-VII (Feb 2026): Filed for 2027-2031 service period
• Duquesne and PECO: Standard rate case cycles continue

What's Coming Next

PPL:

• $275M distribution increase effective June 2026
• Base rate freeze through 2028 (if approved)
• New net metering tariff (GSC-2) for non-grandfathered customers
• Continued PJM capacity cost pass-through

FirstEnergy (Met-Ed, PENELEC, West Penn, Penn Power):

• DSP-VII implementation June 1, 2027
• Hourly pricing for new customer-generators
• Grandfathering period to be determined (3 vs 10 years debate)
• Continued PJM capacity cost pass-through

PECO:

• Standard rate case cycle
• Philadelphia metro grid investment continuing
• No proposed net metering changes (as of Q2 2026)

Duquesne Light:

• Standard rate case cycle
• Pittsburgh metro infrastructure investment
• No proposed net metering changes (as of Q2 2026)

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 PJM territory (especially eastern PA)

The Rate Story for Reps to Tell

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

For all PA customers:

"Pennsylvania electricity rates have risen 29% since 2021 — that's documented through PUC filings. PJM capacity costs spiked 833% in a single year. Rates aren't going to stop climbing. The trend isn't customer-friendly, and there's no reason to expect it to reverse."

For PPL customers specifically:

"PPL just got their first distribution rate increase since 2016 approved — about $7.42/month for typical residential customers, effective June 2026. AND they're moving solar customers off retail-rate net metering. The grandfathering window closes December 31, 2026. After that, you're on the new lower-value tariff."

For FirstEnergy customers specifically:

"FirstEnergy filed their Default Service Plan for 2027-2031 in February 2026. That moves new solar customers to hourly wholesale pricing and proposes only 3 years of grandfathering. Consumer advocates are pushing for 10 years like PPL got. The outcome is pending — but waiting is the riskiest play."

For PECO and Duquesne customers specifically:

"PECO/Duquesne haven't filed to change net metering — yet. But the trend across PA is clearly weakening solar economics. Locking in current value with a battery hedges against future regulatory changes. Plus, PA rates have climbed almost 30% since 2021 — that trend isn't slowing."

Critical Disclosure for All Customers

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

• ✅ "PA rates have gone up 29% since 2021" (documented fact)
• ✅ "PPL filed rate case docket R-2025-3057164 to change net metering" (documented fact)
• ✅ "FirstEnergy filed DSP-VII on February 4, 2026" (documented fact)
• ❌ "Your bill will be $X by 2030" (speculation)
• ❌ "Net metering will definitely be eliminated nationwide" (overstated)
• ❌ "PECO will change their net metering by year X" (no announced timeline)

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

Bill Math: The Integrated Value Story

Pennsylvania's 1:1 retail net metering means batteries don't deliver dramatic year-1 bill savings the way they do in markets with weaker net metering. The financial pitch must be integrated — combining moderate ongoing savings with regulatory hedging, resilience, and warranty value.

Without Battery (Current PA Customer State)

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

Eastern PA (PECO, PPL — at $0.21/kWh retail):

• Annual production: ~10,000 kWh
• Annual consumption: ~10,000 kWh
• Net annual electric cost: typically $200-500/year (customer charges, fees, slight imbalance)
• Existing solar already captures maximum value under 1:1 net metering

Western PA (Duquesne, FirstEnergy companies):

• Annual production: ~8,400 kWh (lower irradiance)
• Annual consumption: ~10,000 kWh (similar usage)
• Net annual electric cost: typically $300-600/year (slight underproduction plus customer charges)

With Battery (Self-Consumption + Regulatory Hedge)

The battery delivers value in three layers:

Layer 1: Modest ongoing bill capture (~$100-300/year)

• Self-consumption captures slight value when battery offsets evening imports during high-rate periods
• Most of the value is already captured by 1:1 net metering, so battery's incremental contribution is small under current rules

Layer 2: Regulatory hedge value (PPL/FirstEnergy customers)

• After regulatory changes hit, customers without batteries lose 70-80% of their export value
• Customers with batteries continue capturing self-consumption value
• Estimated post-change benefit: $1,500-3,000/year for PPL customers; similar for FirstEnergy customers post-DSP-VII

Layer 3: Resilience and system rescue (priceless during outages)

• Winter storm protection
• New 10-year workmanship warranty
• Inverter replacement coverage

The Year 1 Cost Conversation

Critical to set expectations correctly:

"Here's the year 1 math under current rules. Your electric bill stays roughly the same — your existing solar already captures most of the value through 1:1 net metering. Your loan payment is $2,737/year ($228/month × 12). So your total annual outflow goes UP by about $2,500-2,700 in early years.

The financial picture changes after the regulatory changes hit — for PPL customers, that's after the December 31, 2026 grandfathering deadline; for FirstEnergy customers, that's after June 1, 2027. At that point, customers without batteries lose most of their net metering value. Customers with batteries continue capturing self-consumption value at $1,500-3,000 per year.

Plus you get winter storm resilience for your family — when grid goes out for a week, your essentials stay running. Plus a brand-new 10-year workmanship warranty on your existing solar system. Plus rate hedging against the documented 29% rate climb pattern.

The honest pitch isn't 'this saves you money tomorrow' — it's 'this protects you against a regulatory change that's already filed, while giving you backup power and warranty coverage you can't get any other way.'"

The Honest Bill Pitch

Pennsylvania is a market where reps must be most careful NOT to oversell year-1 bill savings. The math is moderate today and improves significantly only after regulatory changes hit. The strong pitch is the combined value:

1. Bill savings (~$100-300/year ongoing under current rules)
2. Major bill protection after regulatory changes hit — $1,500-3,000/year for PPL/FirstEnergy customers
3. Winter outage resilience (priceless during the wrong storm)
4. Regulatory hedging (against documented PUC filings)
5. System rescue with new 10-year workmanship warranty

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

Virtual Power Plants in Pennsylvania

VPPs are an emerging value driver that PA 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.

Current VPP Programs in Pennsylvania (as of 2026)

As of early 2026, none of the seven PA IOUs offer a residential VPP program. This is documented and current.

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

• PA's deregulated structure complicates utility-direct customer programs
• PJM's capacity market structure already provides flexibility through wholesale markets
• PA 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 PA:

• Aging grid infrastructure needs flexible capacity
• Data center growth driving load increases (especially in PJM territory)
• PJM capacity costs spiking creates utility incentive to defer expensive peaker plant construction
• Multiple states have launched residential VPP programs

Honest projection for the pitch:

"Pennsylvania doesn't currently have residential VPP programs from any of the seven major utilities. But the trajectory is clear — multiple states have programs paying customers $200-1,000+ per year. PA will likely follow eventually, especially as PJM grid strain continues. 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:

• "PA 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:

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

Honest framing for the pitch:

"VPPs are an emerging benefit. PA 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."

Severe Weather Resilience: A Key Pitch Element

For Pennsylvania customers, severe weather resilience is a meaningful value driver — especially in winter months. PA grid infrastructure faces real strain.

Recent Major Outages (Pitch Context)

December 2022 winter storm: Arctic conditions across PA and the eastern US. PJM issued an Energy Emergency Alert Level 1 on December 23. Carolinas and Tennessee experienced rolling blackouts. PA narrowly avoided rolling blackouts but came uncomfortably close. Federal Energy Regulatory Commission found 13% of expected generation didn't materialize during the storm — approximately 70% of forced outages came from natural gas plants (per PJM).

Hurricane Sandy (October 2012): Major outages across PA, especially in eastern PA and the Lehigh Valley. PPL territory was heavily affected. Some customers lost power for over a week.

Winter storms (annual): PA winter storms regularly cause significant outages. Ice storms, heavy snow, and high winds combine with aging infrastructure to create reliability issues.

Ongoing: Pennsylvania's grid is aging, and PJM capacity strain continues. Tree damage during storms is the leading cause of PA outages.

Why Pennsylvania is Especially Vulnerable

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

1. Aging infrastructure. PA's grid is among the oldest in the country. FirstEnergy's grid in particular has documented age issues.
2. Severe weather diversity. PA gets winter storms (ice, snow, arctic), summer storms (derechos, tornadoes), and hurricane remnants from the Gulf and Atlantic.
3. PJM capacity strain. Coal plant retirements and slow new generation builds have created capacity shortfalls during extreme weather.
4. Natural gas dependence. PA generation is increasingly dependent on natural gas. Pipeline freezing in extreme cold creates supply problems exactly when demand peaks.
5. Tree-heavy state. Pennsylvania's forested geography means tree-related outages are common.

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 PA 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 in PA than southern markets)
• 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 PA 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 Sandy hit in 2012, parts of PA were without power for a week or more. December 2022 we narrowly avoided rolling blackouts. PA's grid is aging. Customers without batteries during those events were sheltering in cold, dark homes. Customers with batteries kept their families safe."

Configuration Options

Top Tier offers two configurations depending on customer priorities:

Backup-capable (default for PA):

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

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 (rare in PA)

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

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

• They installed solar between 2017 and 2024 during PA'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:

1. 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.
2. 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
3. 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
4. Single point of contact — Customer no longer has to track down their original installer
5. Monitoring setup help — Top Tier helps customers access SolarEdge or Enphase monitoring apps
6. 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 Pennsylvania Customers Especially Benefit

Several factors make system rescue particularly valuable in PA:

1. Severe weather damage to roof penetrations. PA 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 PA solar installers have gone out of business. The post-ITC market consolidation hit PA hard. Several mid-sized PA installers have closed 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 PA 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."

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) — Section 48E construction-start deadline is July 4, 2026
• Pennsylvania property tax exemption (limited — varies by county)
• Pennsylvania 6% sales tax applies to solar equipment (no state sales tax exemption)
• SREC market (~$22-35 per SREC, ~$200-350/year for typical residential 10 kW 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 under Section 48E. 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. PA's SREC market still pays you $200-350/year for the energy your system produces, which helps offset the loan over time."

PA SRECs (Brief Note for Reps)

PA Solar Renewable Energy Credits trade at $22-35 per SREC on PJM-GATS:

• 1 SREC = 1,000 kWh of solar production

• Typical 10 kW PA system earns ~12.5 SRECs/year

• Annual SREC income: $275-440/year for typical residential system

• SRECs expire 3 years after vintage year

• Customer must register on PJM-GATS (or use SRECTrade or Flett Exchange to manage)

• Important: PA SRECs are the lowest in the northeastern region (NJ pays $85.90/MWh by comparison)

This is honest supplemental income but not large enough to dominate the pitch.

Loan Economics

Service Finance loan structure for the backup-capable configuration (Pennsylvania 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: Pennsylvania'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 Pennsylvania the default configuration is backup-capable — driven by winter-storm resilience and the regulatory hedge as the dominant pitches.

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 Pennsylvania customers:

1. "What utility serves your home?" Critical first question. Different utilities = very different pitches.
2. "How long have you had solar?" Determines orphaned status and inverter age.
3. "For PPL customers: when did you submit your interconnection application?" Determines grandfathering eligibility (must be on or before Sept 30, 2025).
4. "Do you have your Permission to Operate (PTO) document?" PPL grandfathering requires PTO or Certificate of Completion by Dec 31, 2026.
5. "What size solar system do you have?" Affects bill savings math.
6. "Did you lose power during Hurricane Sandy in 2012, or December 2022 winter storm?" Surfaces resilience priority.
7. "Do you have anyone in your home with medical needs, young children, or work-from-home requirements?" Confirms backup priority.
8. "How much is your average monthly electric bill?" Establishes baseline.
9. "Do you shop for your electricity supplier or do you take Standard Service Offer from your utility?" Affects net metering credit calculation in PA.
10. "Are you familiar with the changes happening to net metering in PA?" Tests customer awareness of urgency for PPL/FirstEnergy customers.
11. "Do you have access to your solar monitoring? Is your system producing what it should be?" Diagnostic.
12. "Are you the original installer's customer or has the company changed hands?" Identifies system rescue opportunity.
13. "How important is keeping your sump pump and furnace running during a winter outage?" Confirms backup priority specifically for PA.

Walk-Away Profile

When NOT to push the sale:

• Customer's bill is already very low ($75/month or less) AND they're a PECO/Duquesne customer with stable net metering
• Customer rejects backup configuration AND is on PECO/Duquesne (no urgency story to drive the deal)
• 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 PA under current 1:1 net metering)
• 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) and is in PECO/Duquesne territory — bill savings math too weak without urgency story
• Customer is in PPL territory and submitted interconnection application AFTER September 30, 2025 — NOT eligible for grandfathering, pitch math changes significantly

Required Customer Disclosures

Every quote in PA 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 under current 1:1 net metering)
3. ☐ Service Finance loan is unsecured and includes dealer fees (~$5,442 above $18,500 cash price)
4. ☐ Service Finance does not allow re-amortization — lump sum payments shorten term, not monthly payment
5. ☐ Federal ITC expired December 31, 2025 for direct purchases
6. ☐ Pennsylvania 6% sales tax applies (no exemption); property tax treatment varies by county
7. ☐ 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)
8. ☐ Takeover contingent on passing site inspection — Top Tier reserves right to decline non-compliant systems
9. ☐ Inverter failure timing is statistical, not guaranteed — replacement costs of $3,000-5,000 are estimates based on typical equipment
10. ☐ Battery does NOT power whole-home heating during outages — only critical loads (furnace blower, sump pump, refrigerator, lights, internet)

For PPL customers specifically (additional disclosures):

1. ☐ PPL filed rate case docket R-2025-3057164 to move customer-generators to GSC-2 hourly LMP-based net metering — disclose to customer
2. ☐ Grandfathering requires interconnection application submitted on or before September 30, 2025
3. ☐ Grandfathering also requires PTO or Certificate of Completion on or before December 31, 2026
4. ☐ Once grandfathered, protection lasts 10 years
5. ☐ Customer-generators NOT meeting both deadlines move to GSC-2 hourly pricing — estimated 70-80% reduction in net metering value

For FirstEnergy customers specifically (Met-Ed, PENELEC, West Penn Power, Penn Power):

1. ☐ FirstEnergy filed Default Service Plan VII (DSP-VII) on February 4, 2026 for service period June 1, 2027 - May 31, 2031
2. ☐ DSP-VII moves customer-generators to Hourly Pricing Default Service Rider based on Maximum Registered Peak Load (MRPL)
3. ☐ FirstEnergy proposed only 3 years of grandfathering; intervenors arguing for 10 years; outcome pending
4. ☐ Customer should commission system before June 1, 2027 to be eligible for whatever grandfathering period is approved

For PPL distribution rate increase (additional):

1. ☐ PPL distribution rate settlement of $275M annual increase effective June 2026
2. ☐ Typical residential customer sees ~$7.42/month bill increase
3. ☐ Base rate freeze through 2028 if approved by PUC

Objection Handling

"Why would I add a battery if my net metering is already 1:1?"

"Two reasons. First, your 1:1 net metering may not last. PPL has filed to move customers to hourly wholesale pricing, and FirstEnergy filed a similar move on February 4, 2026. The grandfathering deadlines are documented. Customers who don't have systems commissioned in time lose 70-80% of their net metering value. The battery captures self-consumption value regardless of how the regulatory situation plays out. Second, winter storm resilience. PA winters cause real outages, and a battery keeps your essential systems running when grid goes down."

"I'm in PECO territory. Why would the regulatory urgency matter to me?"

"Today, it doesn't directly affect you. PECO hasn't filed to change net metering. But the regulatory trend across PA is clear — PPL filed in 2025, FirstEnergy filed in 2026. PECO could follow eventually, especially as PJM grid strain continues. Locking in current value with a battery hedges against future changes. Plus you get winter resilience and a brand-new 10-year workmanship warranty regardless of what PECO does."

"What if the PA PUC rejects PPL's net metering change?"

"It's a settlement, so the change is essentially locked in for non-grandfathered customers — the question is who gets grandfathered, not whether the change happens. The grandfathering deadline is December 31, 2026 for PPL. After that, you're on the new lower-value tariff. The settlement was reached March 13, 2026 — this isn't speculative."

"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 under Section 48E, but for cash or financed purchases, the credit is gone. PA's SREC market still pays you $200-350/year for the energy your system produces, which helps offset the loan over time."

"Why is FirstEnergy trying to weaken net metering?"

"FirstEnergy says it's about cost-shifting and aligning compensation with wholesale market prices. Critics say it's about protecting their generation business. The filing is documented — Default Service Plan VII, filed February 4, 2026, for the 2027-2031 service period. We can't predict the outcome of the grandfathering battle, but we can tell you the change itself isn't speculative. Filings have been made."

"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 rates keep climbing in PA?"

"Honestly, possibly. PA rates have climbed 29% since 2021. PJM capacity costs spiked 833% in 2024. PPL just got a $275M distribution rate increase approved. We can't guarantee what regulators will approve in the future. What we can do is reduce your dependence on grid-supplied electricity by capturing more of your solar production for self-consumption."

"What about the PRESS Act or other PA legislation that could change SREC values?"

"There have been multiple proposals to expand PA's Alternative Energy Portfolio Standard, which would increase SREC demand and likely SREC prices. None of those have passed. Current PA SRECs trade at $22-35 — much lower than NJ at $85.90. If legislation passes, SREC values could rise significantly. We can't promise that will happen, but if it does, customers with systems already producing benefit immediately."

"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 (Pennsylvania Edition)

Reading a Pennsylvania Utility Bill

Pennsylvania bills are complex 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 PA IOUs)

• Distribution charges — always from the local utility (PECO/PPL/Duquesne/FirstEnergy)
• Generation charges — from utility's Standard Service Offer (Price-to-Compare or PTC) OR from a competitive retail electric service (CRES) provider
• Transmission charges — typically from the local utility
• Riders — various PUC-approved riders for grid investment, energy efficiency programs, etc.
• Customer charge — fixed monthly fee
• Net metering credits — appear as separate line items

PECO Bill

• "PECO Energy Company" or "PECO" branding
• Philadelphia metro zip codes (191xx, 190xx)
• "Net Metering" line items showing 1:1 credit at retail rate
• May 31 annual true-up date noted

PPL Bill

• "PPL Electric Utilities" branding
• Lehigh Valley, Harrisburg, Scranton, Wilkes-Barre area zip codes
• "GSC-1" rider line items (current grandfathered customers) or "GSC-2" (new tariff for non-grandfathered)
• "Generation Supply Charge" line items
• "Distribution Charge" line items

Duquesne Light Bill

• "Duquesne Light Company" or "DLC" branding
• Pittsburgh-area zip codes (152xx, 151xx)
• "Distribution Charge" line items showing Duquesne distribution rates
• Net metering credits at retail rate appear as separate line items
• Annual true-up in June at PTC rate

FirstEnergy Bills (Met-Ed, PENELEC, West Penn Power, Penn Power)

• "FirstEnergy" branding plus the specific company name
• "Generation Service Rider" (Rider GEN) line items
• Standard Service Offer (SSO) vs. Competitive Retail Electric Service (CRES) supply indicated
• Reading area → Met-Ed; Erie area → PENELEC; Greensburg/Washington area → West Penn; New Castle/Sharon area → Penn Power

Identifying Whether Customer Is Shopping (Critical for PA)

If the customer's generation supply line shows:

• "Standard Service Offer" or "SSO" or "Price-to-Compare" → utility supply
• A competitive supplier name (Constellation, Direct Energy, IGS, etc.) → shopping with CRES

This matters because net metering value depends on the customer's total retail rate. Customers who shop with a low competitive supply rate have lower net metering credits than customers on Standard Service Offer.

Honest pitch context: "If you're shopping with a competitive supplier at a lower rate than utility default, your net metering credits are lower. Switching back to Standard Service Offer can actually increase your solar value — though it depends on your specific situation. We can look at your bill together to see what makes sense."

Final Thoughts for Reps

Three things to internalize about the Pennsylvania market:

1. PA has the strongest net metering of any market — and it's actively under attack. The state-mandated 1:1 retail rate is a real benefit today, but PPL has filed to weaken it (grandfathering deadline Dec 31, 2026) and FirstEnergy has filed to do the same (DSP-VII implementation June 1, 2027). The urgency pitch for PPL and FirstEnergy customers is documented and time-sensitive — not invented for sales pressure.
2. Identify the customer's utility within the first 5 minutes. PA has seven different IOUs, and the pitch differs significantly:
   • PECO and Duquesne: stable economics, lead with resilience
   • PPL: documented urgency, lead with grandfathering deadline
   • Met-Ed/PENELEC/West Penn/Penn Power: documented urgency with shorter grandfathering, lead with DSP-VII filing
3. Bill savings under current 1:1 net metering are minimal. Don't oversell. The strong pitch is integrated — combining bill protection AFTER regulatory changes hit, winter storm resilience, system rescue with new 10-year workmanship warranty, and rate hedging against documented 29% rate climb. Reps who try to make PA a "your bill drops dramatically next month" pitch are setting themselves up for chargebacks.

The strongest PA rep is one who:

• Identifies the customer's utility correctly within the first 5 minutes
• Knows the difference between PPL grandfathering (10 years) and FirstEnergy grandfathering (3 years proposed)
• Can explain the GSC-1 vs GSC-2 distinction for PPL customers
• Discloses the year 1 cost honestly without overselling
• Identifies orphaned customers and pitches system rescue effectively
• Walks away from bad-fit customers
• Knows whether customers are on SSO or shopping with competitive suppliers

This document is for internal Top Tier sales use only. Update annually as utility programs, rates, and regulations change. The Pennsylvania regulatory landscape is evolving rapidly — verify specific program details and grandfathering deadlines before quoting customers, especially for PPL and FirstEnergy territories.