{"version":"1.0.0","segments":[{"speaker":"Joe Ross","startTime":51.980000000000004,"endTime":55.28,"body":"How should I put this?"},{"speaker":"Joe Ross","startTime":51.980000000000004,"endTime":55.28,"body":"It's not that that it not only"},{"speaker":"Joe Ross","startTime":55.28,"endTime":59.36,"body":"is good for the environment,"},{"speaker":"Joe Ross","startTime":55.28,"endTime":59.36,"body":"it's the right solution for for"},{"speaker":"Joe Ross","startTime":59.36,"endTime":64.88,"body":"the world, but it's also it has"},{"speaker":"Joe Ross","startTime":59.36,"endTime":64.88,"body":"a good financial impact for the"},{"speaker":"Joe Ross","startTime":64.88,"endTime":67.7,"body":"people that are embracing it and"},{"speaker":"Joe Ross","startTime":64.88,"endTime":67.7,"body":"using it. And you can see it the"},{"speaker":"Joe Ross","startTime":67.7,"endTime":70.82,"body":"folks look at New York City,"},{"speaker":"Joe Ross","startTime":67.7,"endTime":70.82,"body":"like rooftop solar in New York"},{"speaker":"Joe Ross","startTime":70.82,"endTime":73.96000000000001,"body":"City, it's ridiculous. It's it's"},{"speaker":"Joe Ross","startTime":70.82,"endTime":73.96000000000001,"body":"all shame, but, but still, it's"},{"speaker":"Joe Ross","startTime":73.96000000000001,"endTime":77.26,"body":"being done. It's seeing these"},{"speaker":"Joe Ross","startTime":73.96000000000001,"endTime":77.26,"body":"large utility scale projects"},{"speaker":"Joe Ross","startTime":77.26,"endTime":81.58,"body":"going into the old the old oil"},{"speaker":"Joe Ross","startTime":77.26,"endTime":81.58,"body":"fields. It's like it make it"},{"speaker":"Joe Ross","startTime":81.58,"endTime":85.42,"body":"just makes sense to do it, and"},{"speaker":"Joe Ross","startTime":81.58,"endTime":85.42,"body":"it makes financial sense, which"},{"speaker":"Joe Ross","startTime":85.53999999999999,"endTime":88.96000000000001,"body":"is really, I think, why you've"},{"speaker":"Joe Ross","startTime":85.53999999999999,"endTime":88.96000000000001,"body":"seen so much growth in our"},{"speaker":"Joe Ross","startTime":88.96000000000001,"endTime":90.46000000000001,"body":"industry over the last few"},{"speaker":"Joe Ross","startTime":88.96000000000001,"endTime":90.46000000000001,"body":"years."},{"speaker":"intro","startTime":90.939,"endTime":93.779,"body":"Are you speeding the"},{"speaker":"intro","startTime":90.939,"endTime":93.779,"body":"energy transition here at the"},{"speaker":"intro","startTime":93.779,"endTime":97.319,"body":"Clean Power Hour, our host, Tim"},{"speaker":"intro","startTime":93.779,"endTime":97.319,"body":"Montague, bring you the best in"},{"speaker":"intro","startTime":97.319,"endTime":101.15899999999999,"body":"solar, batteries and clean"},{"speaker":"intro","startTime":97.319,"endTime":101.15899999999999,"body":"technologies every week. Want to"},{"speaker":"intro","startTime":101.15899999999999,"endTime":105.299,"body":"go deeper into decarbonization."},{"speaker":"intro","startTime":101.15899999999999,"endTime":105.299,"body":"We do too. We're here to help"},{"speaker":"intro","startTime":105.299,"endTime":108.35900000000001,"body":"you understand and command the"},{"speaker":"intro","startTime":105.299,"endTime":108.35900000000001,"body":"commercial, residential and"},{"speaker":"intro","startTime":108.35900000000001,"endTime":112.57900000000001,"body":"utility, solar, wind and storage"},{"speaker":"intro","startTime":108.35900000000001,"endTime":112.57900000000001,"body":"industries. So let's get to it"},{"speaker":"intro","startTime":112.819,"endTime":115.459,"body":"together. We can speed the"},{"speaker":"intro","startTime":112.819,"endTime":115.459,"body":"energy transition"},{"speaker":"Tim Montague","startTime":117.08,"endTime":120.56,"body":"today on the Clean"},{"speaker":"Tim Montague","startTime":117.08,"endTime":120.56,"body":"Power Hour, power electronics,"},{"speaker":"Tim Montague","startTime":120.98,"endTime":124.16,"body":"like inverters, the things that"},{"speaker":"Tim Montague","startTime":120.98,"endTime":124.16,"body":"are doing the heavy lifting"},{"speaker":"Tim Montague","startTime":124.16,"endTime":129.2,"body":"converting DC to AC in a solar"},{"speaker":"Tim Montague","startTime":124.16,"endTime":129.2,"body":"array. My guest today is Joe"},{"speaker":"Tim Montague","startTime":129.2,"endTime":133.72,"body":"Ross. He is the Associate"},{"speaker":"Tim Montague","startTime":129.2,"endTime":133.72,"body":"Director of National Accounts"},{"speaker":"Tim Montague","startTime":133.72,"endTime":137.74,"body":"and Channel Sales at CPS"},{"speaker":"Tim Montague","startTime":133.72,"endTime":137.74,"body":"America, the number one three"},{"speaker":"Tim Montague","startTime":137.74,"endTime":141.4,"body":"phase string inverter"},{"speaker":"Tim Montague","startTime":137.74,"endTime":141.4,"body":"manufacturer in America. And Joe"},{"speaker":"Tim Montague","startTime":141.46,"endTime":145.84,"body":"and I have an amazing"},{"speaker":"Tim Montague","startTime":141.46,"endTime":145.84,"body":"conversation about the inverter"},{"speaker":"Tim Montague","startTime":145.84,"endTime":150.51999999999998,"body":"industry, the power electronics"},{"speaker":"Tim Montague","startTime":145.84,"endTime":150.51999999999998,"body":"industry. We follow the arc of"},{"speaker":"Tim Montague","startTime":150.57999999999998,"endTime":155.4,"body":"the evolution of technology from"},{"speaker":"Tim Montague","startTime":150.57999999999998,"endTime":155.4,"body":"central to string, but we also"},{"speaker":"Tim Montague","startTime":155.4,"endTime":160.74,"body":"talk about growth in the"},{"speaker":"Tim Montague","startTime":155.4,"endTime":160.74,"body":"industry, mentorship, what makes"},{"speaker":"Tim Montague","startTime":160.74,"endTime":165.84,"body":"a good leader, what makes a good"},{"speaker":"Tim Montague","startTime":160.74,"endTime":165.84,"body":"team, what makes a good product."},{"speaker":"Tim Montague","startTime":166.2,"endTime":171.98000000000002,"body":"And these are the elements that"},{"speaker":"Tim Montague","startTime":166.2,"endTime":171.98000000000002,"body":"CPS has put together, and it's"},{"speaker":"Tim Montague","startTime":171.98000000000002,"endTime":175.46,"body":"just a lovely conversation."},{"speaker":"Tim Montague","startTime":171.98000000000002,"endTime":175.46,"body":"Please stick around and check it"},{"speaker":"Tim Montague","startTime":175.46,"endTime":177.2,"body":"out. Welcome to the show, Joe."},{"speaker":"Joe Ross","startTime":177.86,"endTime":180.44,"body":"Yeah, because the"},{"speaker":"Joe Ross","startTime":177.86,"endTime":180.44,"body":"technology is really it really"},{"speaker":"Joe Ross","startTime":180.44,"endTime":184.22,"body":"is evolving, and we've seen it"},{"speaker":"Joe Ross","startTime":180.44,"endTime":184.22,"body":"and but first, it was really"},{"speaker":"Joe Ross","startTime":184.22,"endTime":189.44,"body":"difficult to to convince our"},{"speaker":"Joe Ross","startTime":184.22,"endTime":189.44,"body":"customers. You and I both know"},{"speaker":"Joe Ross","startTime":189.44,"endTime":192.94,"body":"that the really nice part about"},{"speaker":"Joe Ross","startTime":189.44,"endTime":192.94,"body":"this industry is it's repeat"},{"speaker":"Joe Ross","startTime":192.94,"endTime":197.44,"body":"business, so customers that"},{"speaker":"Joe Ross","startTime":192.94,"endTime":197.44,"body":"we've known and have sold to and"},{"speaker":"Joe Ross","startTime":197.44,"endTime":202.12,"body":"have had success with are still"},{"speaker":"Joe Ross","startTime":197.44,"endTime":202.12,"body":"with us, and they trust us. When"},{"speaker":"Joe Ross","startTime":202.12,"endTime":207.76,"body":"I transitioned over from from a"},{"speaker":"Joe Ross","startTime":202.12,"endTime":207.76,"body":"from Advanced Energy, I had a"},{"speaker":"Joe Ross","startTime":207.76,"endTime":211.14000000000001,"body":"startup in Santa Clara for a"},{"speaker":"Joe Ross","startTime":207.76,"endTime":211.14000000000001,"body":"little while called high Q solar"},{"speaker":"Joe Ross","startTime":211.2,"endTime":213.96,"body":"that was just a great fun"},{"speaker":"Joe Ross","startTime":211.2,"endTime":213.96,"body":"product, and it really addressed"},{"speaker":"Joe Ross","startTime":213.96,"endTime":217.26,"body":"all of concerns that these"},{"speaker":"Joe Ross","startTime":213.96,"endTime":217.26,"body":"customers had about central"},{"speaker":"Joe Ross","startTime":217.26,"endTime":220.44,"body":"inverters the breaking points."},{"speaker":"Joe Ross","startTime":217.26,"endTime":220.44,"body":"So it was a solid state unit"},{"speaker":"Joe Ross","startTime":220.44,"endTime":225.18,"body":"that was NEMA 4s it at the it"},{"speaker":"Joe Ross","startTime":220.44,"endTime":225.18,"body":"looked like a heat sink, and at"},{"speaker":"Joe Ross","startTime":225.18,"endTime":228.96,"body":"the end of the manufacturing, we"},{"speaker":"Joe Ross","startTime":225.18,"endTime":228.96,"body":"actually pulled all of the air"},{"speaker":"Joe Ross","startTime":228.96,"endTime":232.7,"body":"out of the internal inverter and"},{"speaker":"Joe Ross","startTime":228.96,"endTime":232.7,"body":"back, filled it with nitrogen,"},{"speaker":"Joe Ross","startTime":232.82,"endTime":237.14000000000001,"body":"just to mitigate against any"},{"speaker":"Joe Ross","startTime":232.82,"endTime":237.14000000000001,"body":"potential oxidation. So we did"},{"speaker":"Joe Ross","startTime":237.14000000000001,"endTime":240.92,"body":"really well with that product."},{"speaker":"Joe Ross","startTime":237.14000000000001,"endTime":240.92,"body":"We just ran into a bad situation"},{"speaker":"Joe Ross","startTime":240.92,"endTime":244.28,"body":"when we had to go to contract"},{"speaker":"Joe Ross","startTime":240.92,"endTime":244.28,"body":"manufacturing. We're a victim of"},{"speaker":"Joe Ross","startTime":244.28,"endTime":248.6,"body":"our own success. We scaled it."},{"speaker":"Joe Ross","startTime":244.28,"endTime":248.6,"body":"It just we had problems, and it"},{"speaker":"Joe Ross","startTime":248.6,"endTime":252.04,"body":"was at a very delicate point"},{"speaker":"Joe Ross","startTime":248.6,"endTime":252.04,"body":"with our business when we were,"},{"speaker":"Joe Ross","startTime":252.04,"endTime":254.8,"body":"you know, going through another"},{"speaker":"Joe Ross","startTime":252.04,"endTime":254.8,"body":"round of funding, trying to get"},{"speaker":"Joe Ross","startTime":254.86,"endTime":257.8,"body":"spin it up to a point where we"},{"speaker":"Joe Ross","startTime":254.86,"endTime":257.8,"body":"could possibly take it public."},{"speaker":"Joe Ross","startTime":257.8,"endTime":262.06,"body":"But never got there, when that"},{"speaker":"Joe Ross","startTime":257.8,"endTime":262.06,"body":"kind of imploded, and there was"},{"speaker":"Joe Ross","startTime":262.06,"endTime":265.84000000000003,"body":"a evolution of that product out"},{"speaker":"Joe Ross","startTime":262.06,"endTime":265.84000000000003,"body":"back, and they rebranded their"},{"speaker":"Joe Ross","startTime":265.84000000000003,"endTime":269.14,"body":"pro harvest inverter three phase"},{"speaker":"Joe Ross","startTime":265.84000000000003,"endTime":269.14,"body":"for a commercial. It was a"},{"speaker":"Joe Ross","startTime":269.14,"endTime":272.58000000000004,"body":"perfect CNI product, but again,"},{"speaker":"Joe Ross","startTime":269.14,"endTime":272.58000000000004,"body":"they just didn't have the"},{"speaker":"Joe Ross","startTime":272.58000000000004,"endTime":276.84000000000003,"body":"stomach for the the field issues"},{"speaker":"Joe Ross","startTime":272.58000000000004,"endTime":276.84000000000003,"body":"that it was experiencing, or"},{"speaker":"Joe Ross","startTime":276.84000000000003,"endTime":280.74,"body":"really the desire to to finance"},{"speaker":"Joe Ross","startTime":276.84000000000003,"endTime":280.74,"body":"the the repair event. When I"},{"speaker":"Joe Ross","startTime":280.74,"endTime":284.1,"body":"left there, I had been seeing"},{"speaker":"Joe Ross","startTime":280.74,"endTime":284.1,"body":"Wagner for a long time, Brian"},{"speaker":"Joe Ross","startTime":284.1,"endTime":287.52,"body":"Wagner at these trade shows, and"},{"speaker":"Joe Ross","startTime":284.1,"endTime":287.52,"body":"he had gone to CPS right after"},{"speaker":"Joe Ross","startTime":287.52,"endTime":290.76,"body":"he left advanced energy with Ed"},{"speaker":"Joe Ross","startTime":287.52,"endTime":290.76,"body":"and Casey, and they were"},{"speaker":"Joe Ross","startTime":290.76,"endTime":293.18,"body":"knocking around. And I know they"},{"speaker":"Joe Ross","startTime":290.76,"endTime":293.18,"body":"were winning projects because I"},{"speaker":"Joe Ross","startTime":293.18,"endTime":298.15999999999997,"body":"was losing them to CPS, but I"},{"speaker":"Joe Ross","startTime":293.18,"endTime":298.15999999999997,"body":"see Brian at the trade show, and"},{"speaker":"Joe Ross","startTime":298.15999999999997,"endTime":303.08000000000004,"body":"we always had the same setup."},{"speaker":"Joe Ross","startTime":298.15999999999997,"endTime":303.08000000000004,"body":"He'd have a black box, their"},{"speaker":"Joe Ross","startTime":303.08000000000004,"endTime":306.44,"body":"wire box, and a bunch of"},{"speaker":"Joe Ross","startTime":303.08000000000004,"endTime":306.44,"body":"literature and his cards, and"},{"speaker":"Joe Ross","startTime":306.44,"endTime":309.86,"body":"that was it. And at one point,"},{"speaker":"Joe Ross","startTime":306.44,"endTime":309.86,"body":"I'm like, Brian, I go, how fun"},{"speaker":"Joe Ross","startTime":309.86,"endTime":312.88,"body":"can this be for you? You just"},{"speaker":"Joe Ross","startTime":309.86,"endTime":312.88,"body":"have the same it's a wire box."},{"speaker":"Joe Ross","startTime":312.88,"endTime":315.94000000000005,"body":"There's not even any power"},{"speaker":"Joe Ross","startTime":312.88,"endTime":315.94000000000005,"body":"electronics. There's not nothing"},{"speaker":"Joe Ross","startTime":315.94000000000005,"endTime":319.6,"body":"to it. He goes, he goes, there's"},{"speaker":"Joe Ross","startTime":315.94000000000005,"endTime":319.6,"body":"a reason for it. I can't really"},{"speaker":"Joe Ross","startTime":319.6,"endTime":322.36,"body":"tell you about it, but there's a"},{"speaker":"Joe Ross","startTime":319.6,"endTime":322.36,"body":"reason for it. Flash forward a"},{"speaker":"Joe Ross","startTime":322.36,"endTime":325.05999999999995,"body":"couple years. Ryan becomes"},{"speaker":"Joe Ross","startTime":322.36,"endTime":325.05999999999995,"body":"general manager. He hires me. I"},{"speaker":"Joe Ross","startTime":325.05999999999995,"endTime":329.02,"body":"come on board in 2021 Yeah. And"},{"speaker":"Joe Ross","startTime":325.05999999999995,"endTime":329.02,"body":"the first trade show I do, we're"},{"speaker":"Joe Ross","startTime":329.02,"endTime":332.4,"body":"we're sitting there, and I'm at"},{"speaker":"Joe Ross","startTime":329.02,"endTime":332.4,"body":"the now, I'm at the table, and"},{"speaker":"Joe Ross","startTime":332.4,"endTime":336.78,"body":"I'm with the CPS logo behind me,"},{"speaker":"Joe Ross","startTime":332.4,"endTime":336.78,"body":"some collateral in the black box"},{"speaker":"Joe Ross","startTime":336.78,"endTime":340.08000000000004,"body":"is there. And I'm like, okay,"},{"speaker":"Joe Ross","startTime":336.78,"endTime":340.08000000000004,"body":"great. Now here I am, and the"},{"speaker":"Joe Ross","startTime":340.08000000000004,"endTime":343.08000000000004,"body":"first guy that walks in, Tim,"},{"speaker":"Joe Ross","startTime":340.08000000000004,"endTime":343.08000000000004,"body":"I'm not no exaggeration, doors"},{"speaker":"Joe Ross","startTime":343.08000000000004,"endTime":346.38,"body":"open. First guy that walks in,"},{"speaker":"Joe Ross","startTime":343.08000000000004,"endTime":346.38,"body":"this installer, he comes running"},{"speaker":"Joe Ross","startTime":346.38,"endTime":349.79999999999995,"body":"over the table, grabs wire box,"},{"speaker":"Joe Ross","startTime":346.38,"endTime":349.79999999999995,"body":"holds it up to his friend. He"},{"speaker":"Joe Ross","startTime":349.79999999999995,"endTime":352.28,"body":"can't really pick it up. He's"},{"speaker":"Joe Ross","startTime":349.79999999999995,"endTime":352.28,"body":"holding it up. He's, come here."},{"speaker":"Joe Ross","startTime":352.28,"endTime":354.67999999999995,"body":"You gotta see this thing. He"},{"speaker":"Joe Ross","startTime":352.28,"endTime":354.67999999999995,"body":"goes, this is the easiest unit"},{"speaker":"Joe Ross","startTime":354.67999999999995,"endTime":357.67999999999995,"body":"to install. He goes, Look at and"},{"speaker":"Joe Ross","startTime":354.67999999999995,"endTime":357.67999999999995,"body":"he's, like, sticking his hands."},{"speaker":"Joe Ross","startTime":357.67999999999995,"endTime":359.9,"body":"He's got these big, meaty hands."},{"speaker":"Joe Ross","startTime":357.67999999999995,"endTime":359.9,"body":"He's sticking them in there."},{"speaker":"Joe Ross","startTime":359.9,"endTime":362.17999999999995,"body":"He's, I can catch this. I can"},{"speaker":"Joe Ross","startTime":359.9,"endTime":362.17999999999995,"body":"catch that. I'm not shocking"},{"speaker":"Joe Ross","startTime":362.17999999999995,"endTime":365.12,"body":"myself on that. They go"},{"speaker":"Joe Ross","startTime":362.17999999999995,"endTime":365.12,"body":"together. Super easy. Goes, I"},{"speaker":"Joe Ross","startTime":365.12,"endTime":367.94000000000005,"body":"love this. And you know what,"},{"speaker":"Joe Ross","startTime":365.12,"endTime":367.94000000000005,"body":"they haven't changed. I'm like,"},{"speaker":"Joe Ross","startTime":368.65999999999997,"endTime":372.76,"body":"that's the reason, right there."},{"speaker":"Joe Ross","startTime":368.65999999999997,"endTime":372.76,"body":"It's the same solution. It's the"},{"speaker":"Joe Ross","startTime":373.0,"endTime":376.05999999999995,"body":"same wire box that he's been"},{"speaker":"Joe Ross","startTime":373.0,"endTime":376.05999999999995,"body":"installing. He's not having to"},{"speaker":"Joe Ross","startTime":376.05999999999995,"endTime":380.67999999999995,"body":"relearn how to put it together."},{"speaker":"Joe Ross","startTime":376.05999999999995,"endTime":380.67999999999995,"body":"Yeah, he loves it. It's and he's"},{"speaker":"Joe Ross","startTime":380.67999999999995,"endTime":383.74,"body":"selling it to his counterparts."},{"speaker":"Joe Ross","startTime":380.67999999999995,"endTime":383.74,"body":"That was a real eye opener for"},{"speaker":"Joe Ross","startTime":383.74,"endTime":387.58000000000004,"body":"me, once I fully appreciated"},{"speaker":"Joe Ross","startTime":383.74,"endTime":387.58000000000004,"body":"that you realized the power of"},{"speaker":"Joe Ross","startTime":387.58000000000004,"endTime":390.96000000000004,"body":"what we have, and it's really in"},{"speaker":"Joe Ross","startTime":387.58000000000004,"endTime":390.96000000000004,"body":"terms of, as we said, it's"},{"speaker":"Joe Ross","startTime":390.96000000000004,"endTime":394.79999999999995,"body":"customers that trust us having"},{"speaker":"Joe Ross","startTime":390.96000000000004,"endTime":394.79999999999995,"body":"to go back in. I've worked for,"},{"speaker":"Joe Ross","startTime":395.03999999999996,"endTime":398.58000000000004,"body":"I think, five inverter"},{"speaker":"Joe Ross","startTime":395.03999999999996,"endTime":398.58000000000004,"body":"manufacturers now never been"},{"speaker":"Joe Ross","startTime":398.58000000000004,"endTime":401.88,"body":"fired, just they've gone by the"},{"speaker":"Joe Ross","startTime":398.58000000000004,"endTime":401.88,"body":"wayside. When I have to re"},{"speaker":"Joe Ross","startTime":401.88,"endTime":405.48,"body":"engage with customers, and I was"},{"speaker":"Joe Ross","startTime":401.88,"endTime":405.48,"body":"traditionally in the northeast,"},{"speaker":"Joe Ross","startTime":405.65999999999997,"endTime":408.96000000000004,"body":"I would go back in. It was"},{"speaker":"Joe Ross","startTime":405.65999999999997,"endTime":408.96000000000004,"body":"always like, Hi Joe, what do we"},{"speaker":"Joe Ross","startTime":408.96000000000004,"endTime":412.76,"body":"what are you selling this this"},{"speaker":"Joe Ross","startTime":408.96000000000004,"endTime":412.76,"body":"week, kind of thing. And I"},{"speaker":"Joe Ross","startTime":413.24,"endTime":416.65999999999997,"body":"always believed in my product,"},{"speaker":"Joe Ross","startTime":413.24,"endTime":416.65999999999997,"body":"and I sold in good faith, and"},{"speaker":"Joe Ross","startTime":416.9,"endTime":419.72,"body":"they did have successful"},{"speaker":"Joe Ross","startTime":416.9,"endTime":419.72,"body":"installations. It's just that"},{"speaker":"Joe Ross","startTime":419.84000000000003,"endTime":422.24,"body":"now that they're they were"},{"speaker":"Joe Ross","startTime":419.84000000000003,"endTime":422.24,"body":"installed, they were having"},{"speaker":"Joe Ross","startTime":422.24,"endTime":424.76,"body":"trouble getting parts and"},{"speaker":"Joe Ross","startTime":422.24,"endTime":424.76,"body":"technicians and people to work"},{"speaker":"Joe Ross","startTime":424.76,"endTime":428.29999999999995,"body":"on them, so I always helped them"},{"speaker":"Joe Ross","startTime":424.76,"endTime":428.29999999999995,"body":"there. But with the CPS product,"},{"speaker":"Joe Ross","startTime":428.41999999999996,"endTime":432.58000000000004,"body":"the really, the great piece of"},{"speaker":"Joe Ross","startTime":428.41999999999996,"endTime":432.58000000000004,"body":"it is it's so easy to maintain"},{"speaker":"Joe Ross","startTime":432.82000000000005,"endTime":436.96000000000004,"body":"you have a power head and you"},{"speaker":"Joe Ross","startTime":432.82000000000005,"endTime":436.96000000000004,"body":"have a wire box. If you have a"},{"speaker":"Joe Ross","startTime":436.96000000000004,"endTime":440.91999999999996,"body":"problem with the inverter, 99.9%"},{"speaker":"Joe Ross","startTime":436.96000000000004,"endTime":440.91999999999996,"body":"of time it's going to be in the"},{"speaker":"Joe Ross","startTime":440.91999999999996,"endTime":444.15999999999997,"body":"power head, if it's in the wire"},{"speaker":"Joe Ross","startTime":440.91999999999996,"endTime":444.15999999999997,"body":"box, something was wrong. They"},{"speaker":"Joe Ross","startTime":444.15999999999997,"endTime":447.70000000000005,"body":"cross wired. You did something"},{"speaker":"Joe Ross","startTime":444.15999999999997,"endTime":447.70000000000005,"body":"funky when you're installing it."},{"speaker":"Joe Ross","startTime":448.0,"endTime":452.15999999999997,"body":"And we also have the ability to,"},{"speaker":"Joe Ross","startTime":448.0,"endTime":452.15999999999997,"body":"before you commission, go in and"},{"speaker":"Joe Ross","startTime":452.15999999999997,"endTime":455.22,"body":"just check that polarity on the"},{"speaker":"Joe Ross","startTime":452.15999999999997,"endTime":455.22,"body":"wiring. Remotely, you call the"},{"speaker":"Joe Ross","startTime":455.22,"endTime":457.91999999999996,"body":"800 number, you get the"},{"speaker":"Joe Ross","startTime":455.22,"endTime":457.91999999999996,"body":"technician on, pulls the unit"},{"speaker":"Joe Ross","startTime":457.91999999999996,"endTime":463.55999999999995,"body":"up, looks make sure everything"},{"speaker":"Joe Ross","startTime":457.91999999999996,"endTime":463.55999999999995,"body":"is set up correctly. So if you"},{"speaker":"Joe Ross","startTime":463.55999999999995,"endTime":466.44000000000005,"body":"do have a problem post"},{"speaker":"Joe Ross","startTime":463.55999999999995,"endTime":466.44000000000005,"body":"commissioning, once it's been"},{"speaker":"Joe Ross","startTime":466.44000000000005,"endTime":469.08000000000004,"body":"generating power for months,"},{"speaker":"Joe Ross","startTime":466.44000000000005,"endTime":469.08000000000004,"body":"it's going to be the it's going"},{"speaker":"Joe Ross","startTime":469.08000000000004,"endTime":472.46000000000004,"body":"to be the power head, so it's"},{"speaker":"Joe Ross","startTime":469.08000000000004,"endTime":472.46000000000004,"body":"four screws. You pop it off. We"},{"speaker":"Joe Ross","startTime":472.46000000000004,"endTime":475.46000000000004,"body":"ship you a new one. Put the new"},{"speaker":"Joe Ross","startTime":472.46000000000004,"endTime":475.46000000000004,"body":"one on. It's a five minute"},{"speaker":"Joe Ross","startTime":475.46000000000004,"endTime":479.29999999999995,"body":"change over the old box. Ship it"},{"speaker":"Joe Ross","startTime":475.46000000000004,"endTime":479.29999999999995,"body":"back to us. We try and get this"},{"speaker":"Joe Ross","startTime":479.29999999999995,"endTime":483.86,"body":"done within 48 hours. So it's a"},{"speaker":"Joe Ross","startTime":479.29999999999995,"endTime":483.86,"body":"really powerful approach, and"},{"speaker":"Joe Ross","startTime":483.86,"endTime":488.72,"body":"now it's it's a concern for me"},{"speaker":"Joe Ross","startTime":483.86,"endTime":488.72,"body":"that is no longer valid, that is"},{"speaker":"Joe Ross","startTime":488.72,"endTime":493.0,"body":"this technology going to change?"},{"speaker":"Joe Ross","startTime":488.72,"endTime":493.0,"body":"Are we going to be changing over"},{"speaker":"Joe Ross","startTime":493.0,"endTime":497.67999999999995,"body":"our footprint in the CNI space?"},{"speaker":"Joe Ross","startTime":493.0,"endTime":497.67999999999995,"body":"That will not happen, and we're"},{"speaker":"Joe Ross","startTime":497.67999999999995,"endTime":501.64,"body":"carrying that same strategy into"},{"speaker":"Joe Ross","startTime":497.67999999999995,"endTime":501.64,"body":"utility. So now that we're doing"},{"speaker":"Joe Ross","startTime":501.64,"endTime":505.0,"body":"like larger scale, 1500 volt,"},{"speaker":"Joe Ross","startTime":501.64,"endTime":505.0,"body":"we're still selling against"},{"speaker":"Joe Ross","startTime":505.0,"endTime":507.70000000000005,"body":"those central inverters. People"},{"speaker":"Joe Ross","startTime":505.0,"endTime":507.70000000000005,"body":"get comfortable. Guys that"},{"speaker":"Joe Ross","startTime":507.70000000000005,"endTime":511.14,"body":"design these large plants, they"},{"speaker":"Joe Ross","startTime":507.70000000000005,"endTime":511.14,"body":"know that they have all these"},{"speaker":"Joe Ross","startTime":511.14,"endTime":514.2,"body":"panels, and it's they can put a"},{"speaker":"Joe Ross","startTime":511.14,"endTime":514.2,"body":"big central inverter in the"},{"speaker":"Joe Ross","startTime":514.2,"endTime":517.32,"body":"middle of it, and, you know, run"},{"speaker":"Joe Ross","startTime":514.2,"endTime":517.32,"body":"their home runs to it and be"},{"speaker":"Joe Ross","startTime":517.32,"endTime":521.4,"body":"able to done deal. But they're"},{"speaker":"Joe Ross","startTime":517.32,"endTime":521.4,"body":"not thinking five years, 10"},{"speaker":"Joe Ross","startTime":521.4,"endTime":524.52,"body":"years down the road, are these"},{"speaker":"Joe Ross","startTime":521.4,"endTime":524.52,"body":"companies going to be around? We"},{"speaker":"Joe Ross","startTime":524.52,"endTime":527.7,"body":"went through a list earlier, of"},{"speaker":"Joe Ross","startTime":524.52,"endTime":527.7,"body":"really good companies with smart"},{"speaker":"Joe Ross","startTime":527.7,"endTime":530.76,"body":"people and great products. Then"},{"speaker":"Joe Ross","startTime":527.7,"endTime":530.76,"body":"they aren't there anymore for"},{"speaker":"Joe Ross","startTime":530.76,"endTime":534.02,"body":"one reason or another, and a lot"},{"speaker":"Joe Ross","startTime":530.76,"endTime":534.02,"body":"of it is just code changes. With"},{"speaker":"Joe Ross","startTime":534.02,"endTime":537.38,"body":"the string inverter, they look"},{"speaker":"Joe Ross","startTime":534.02,"endTime":537.38,"body":"at it like there's just so many"},{"speaker":"Joe Ross","startTime":537.38,"endTime":541.88,"body":"possible failure points on in"},{"speaker":"Joe Ross","startTime":537.38,"endTime":541.88,"body":"the array. But the reality is,"},{"speaker":"Joe Ross","startTime":542.3,"endTime":545.48,"body":"those failure points will only"},{"speaker":"Joe Ross","startTime":542.3,"endTime":545.48,"body":"affect a limited number of"},{"speaker":"Joe Ross","startTime":545.48,"endTime":549.68,"body":"strings if they happen at all,"},{"speaker":"Joe Ross","startTime":545.48,"endTime":549.68,"body":"and if they do within 48 hours,"},{"speaker":"Joe Ross","startTime":549.68,"endTime":552.28,"body":"likely you're going to have that"},{"speaker":"Joe Ross","startTime":549.68,"endTime":552.28,"body":"up and ran again, and you don't"},{"speaker":"Joe Ross","startTime":552.28,"endTime":554.68,"body":"need to dispatch one of our"},{"speaker":"Joe Ross","startTime":552.28,"endTime":554.68,"body":"technicians to do it."},{"speaker":"Tim Montague","startTime":555.88,"endTime":559.06,"body":"We have a classic"},{"speaker":"Tim Montague","startTime":555.88,"endTime":559.06,"body":"example of this. Joe here in"},{"speaker":"Tim Montague","startTime":559.06,"endTime":563.74,"body":"Champaign, the University of"},{"speaker":"Tim Montague","startTime":559.06,"endTime":563.74,"body":"Illinois, has a two megawatt, I"},{"speaker":"Tim Montague","startTime":563.74,"endTime":567.52,"body":"think, no five megawatt solar"},{"speaker":"Tim Montague","startTime":563.74,"endTime":567.52,"body":"farm. It was called solar farm"},{"speaker":"Tim Montague","startTime":567.52,"endTime":574.0799999999999,"body":"one, and it has central"},{"speaker":"Tim Montague","startTime":567.52,"endTime":574.0799999999999,"body":"inverters and the inverter"},{"speaker":"Tim Montague","startTime":574.0799999999999,"endTime":578.04,"body":"broke. And this was public"},{"speaker":"Tim Montague","startTime":574.0799999999999,"endTime":578.04,"body":"knowledge that the inverter was"},{"speaker":"Tim Montague","startTime":578.04,"endTime":581.4599999999999,"body":"broken, and it was broken for"},{"speaker":"Tim Montague","startTime":578.04,"endTime":581.4599999999999,"body":"months. They could not get a"},{"speaker":"Tim Montague","startTime":581.4599999999999,"endTime":586.02,"body":"replacement part. And so this a"},{"speaker":"Tim Montague","startTime":581.4599999999999,"endTime":586.02,"body":"big chunk of the solar farm was"},{"speaker":"Tim Montague","startTime":586.02,"endTime":590.4,"body":"down, which means they're not"},{"speaker":"Tim Montague","startTime":586.02,"endTime":590.4,"body":"generating savings, and the"},{"speaker":"Tim Montague","startTime":590.4,"endTime":593.42,"body":"asset owner, which was the third"},{"speaker":"Tim Montague","startTime":590.4,"endTime":593.42,"body":"party, was not generating"},{"speaker":"Tim Montague","startTime":593.42,"endTime":597.92,"body":"revenue. It was a lose, lose."},{"speaker":"Tim Montague","startTime":593.42,"endTime":597.92,"body":"And this was just, it went on"},{"speaker":"Tim Montague","startTime":597.92,"endTime":602.9599999999999,"body":"for four or five months. Yeah,"},{"speaker":"Tim Montague","startTime":597.92,"endTime":602.9599999999999,"body":"and that's costly. And you think"},{"speaker":"Tim Montague","startTime":602.9599999999999,"endTime":605.9599999999999,"body":"about an asset owner, they've"},{"speaker":"Tim Montague","startTime":602.9599999999999,"endTime":605.9599999999999,"body":"got dozens and dozens or"},{"speaker":"Tim Montague","startTime":605.9599999999999,"endTime":609.68,"body":"hundreds and hundreds of these"},{"speaker":"Tim Montague","startTime":605.9599999999999,"endTime":609.68,"body":"central inverters that's going"},{"speaker":"Tim Montague","startTime":609.68,"endTime":613.36,"body":"to add up, and ultimately that's"},{"speaker":"Tim Montague","startTime":609.68,"endTime":613.36,"body":"going to sink your ship. And"},{"speaker":"Tim Montague","startTime":613.36,"endTime":616.54,"body":"that's why people are jumping"},{"speaker":"Tim Montague","startTime":613.36,"endTime":616.54,"body":"that ship and going to string."},{"speaker":"Tim Montague","startTime":616.72,"endTime":620.92,"body":"And if you like the central"},{"speaker":"Tim Montague","startTime":616.72,"endTime":620.92,"body":"design, great skid your string"},{"speaker":"Tim Montague","startTime":620.92,"endTime":627.4599999999999,"body":"inverters, boom, yeah. You still"},{"speaker":"Tim Montague","startTime":620.92,"endTime":627.4599999999999,"body":"have the access and the benefits"},{"speaker":"Tim Montague","startTime":627.4599999999999,"endTime":630.4,"body":"of the string. You still have"},{"speaker":"Tim Montague","startTime":627.4599999999999,"endTime":630.4,"body":"the design features of the"},{"speaker":"Tim Montague","startTime":630.4,"endTime":636.6,"body":"central it's a win. And what is"},{"speaker":"Tim Montague","startTime":630.4,"endTime":636.6,"body":"so curious, though? I don't"},{"speaker":"Tim Montague","startTime":636.6,"endTime":643.62,"body":"know. I think it's curious"},{"speaker":"Tim Montague","startTime":636.6,"endTime":643.62,"body":"people are so focused on capex,"},{"speaker":"Tim Montague","startTime":644.5799999999999,"endTime":649.02,"body":"right, not on OPEX, and there"},{"speaker":"Tim Montague","startTime":644.5799999999999,"endTime":649.02,"body":"are incentives for some"},{"speaker":"Tim Montague","startTime":649.02,"endTime":651.68,"body":"developers because they're"},{"speaker":"Tim Montague","startTime":649.02,"endTime":651.68,"body":"building flip. Developers,"},{"speaker":"Tim Montague","startTime":651.68,"endTime":655.64,"body":"right? They're not going to be"},{"speaker":"Tim Montague","startTime":651.68,"endTime":655.64,"body":"the long term asset owner. Yeah,"},{"speaker":"Tim Montague","startTime":655.64,"endTime":660.3199999999999,"body":"and how do we get out of that"},{"speaker":"Tim Montague","startTime":655.64,"endTime":660.3199999999999,"body":"mindset? Joe, yeah,"},{"speaker":"Joe Ross","startTime":660.7389999999999,"endTime":663.799,"body":"it's really, I think"},{"speaker":"Joe Ross","startTime":660.7389999999999,"endTime":663.799,"body":"it's educating the end customer,"},{"speaker":"Joe Ross","startTime":663.799,"endTime":668.5989999999999,"body":"the owner, having them really"},{"speaker":"Joe Ross","startTime":663.799,"endTime":668.5989999999999,"body":"insist on having technology that"},{"speaker":"Joe Ross","startTime":668.5989999999999,"endTime":673.299,"body":"is solid, that is easy to"},{"speaker":"Joe Ross","startTime":668.5989999999999,"endTime":673.299,"body":"maintain that has warranties. It"},{"speaker":"Joe Ross","startTime":673.299,"endTime":676.8389999999999,"body":"will take our warranties to 20"},{"speaker":"Joe Ross","startTime":673.299,"endTime":676.8389999999999,"body":"years. They need that assurance."},{"speaker":"Joe Ross","startTime":728.769,"endTime":732.489,"body":"And it's very in again, you"},{"speaker":"Joe Ross","startTime":728.769,"endTime":732.489,"body":"answered your own question, that"},{"speaker":"Joe Ross","startTime":732.489,"endTime":734.8889999999999,"body":"it's the guys that are flipping"},{"speaker":"Joe Ross","startTime":732.489,"endTime":734.8889999999999,"body":"these projects. They're just"},{"speaker":"Joe Ross","startTime":734.8889999999999,"endTime":738.8489999999999,"body":"looking at the capex difference."},{"speaker":"Joe Ross","startTime":734.8889999999999,"endTime":738.8489999999999,"body":"And now, really with string"},{"speaker":"Joe Ross","startTime":738.8489999999999,"endTime":741.9089999999999,"body":"inverters, that's very that's a"},{"speaker":"Joe Ross","startTime":738.8489999999999,"endTime":741.9089999999999,"body":"very small difference. You're"},{"speaker":"Joe Ross","startTime":741.9089999999999,"endTime":747.269,"body":"talking pennies per watt. Now of"},{"speaker":"Joe Ross","startTime":741.9089999999999,"endTime":747.269,"body":"difference in cap x, and that"},{"speaker":"Joe Ross","startTime":747.269,"endTime":751.229,"body":"plant goes down, even for a"},{"speaker":"Joe Ross","startTime":747.269,"endTime":751.229,"body":"week, even for a few days that,"},{"speaker":"Joe Ross","startTime":751.229,"endTime":755.1890000000001,"body":"all of a sudden, is off the"},{"speaker":"Joe Ross","startTime":751.229,"endTime":755.1890000000001,"body":"table. Now it's on par because"},{"speaker":"Joe Ross","startTime":755.1890000000001,"endTime":759.749,"body":"the OP ex, the result is is not"},{"speaker":"Joe Ross","startTime":755.1890000000001,"endTime":759.749,"body":"online. So it's really about"},{"speaker":"Joe Ross","startTime":759.809,"endTime":763.6689999999999,"body":"it's up time, it's performance"},{"speaker":"Joe Ross","startTime":759.809,"endTime":763.6689999999999,"body":"and it's maintainability over"},{"speaker":"Tim Montague","startTime":763.6700000000001,"endTime":765.95,"body":"the so do you have"},{"speaker":"Tim Montague","startTime":763.6700000000001,"endTime":765.95,"body":"a rule of thumb, though, when"},{"speaker":"Tim Montague","startTime":765.95,"endTime":770.51,"body":"you're having this conversation"},{"speaker":"Tim Montague","startTime":765.95,"endTime":770.51,"body":"with a customer about okay, the"},{"speaker":"Tim Montague","startTime":770.5699999999999,"endTime":778.31,"body":"capex is 2% more and the OPEX is"},{"speaker":"Tim Montague","startTime":770.5699999999999,"endTime":778.31,"body":"5% less, something like that. Do"},{"speaker":"Tim Montague","startTime":778.31,"endTime":779.3299999999999,"body":"you have a rule of thumb?"},{"speaker":"Joe Ross","startTime":779.75,"endTime":782.75,"body":"I don't generally go"},{"speaker":"Joe Ross","startTime":779.75,"endTime":782.75,"body":"that direction. What I tend to"},{"speaker":"Joe Ross","startTime":782.75,"endTime":786.6099999999999,"body":"do is point to historically,"},{"speaker":"Joe Ross","startTime":782.75,"endTime":786.6099999999999,"body":"customers, when they were"},{"speaker":"Joe Ross","startTime":786.6099999999999,"endTime":789.9100000000001,"body":"designing with central"},{"speaker":"Joe Ross","startTime":786.6099999999999,"endTime":789.9100000000001,"body":"inverters, they calculate into"},{"speaker":"Joe Ross","startTime":789.9100000000001,"endTime":793.75,"body":"their project a replacement of"},{"speaker":"Joe Ross","startTime":789.9100000000001,"endTime":793.75,"body":"those units, right? That, in"},{"speaker":"Joe Ross","startTime":793.75,"endTime":798.55,"body":"itself, tells you that they"},{"speaker":"Joe Ross","startTime":793.75,"endTime":798.55,"body":"aren't overly confident that"},{"speaker":"Joe Ross","startTime":798.55,"endTime":802.3899999999999,"body":"these will have the longevity to"},{"speaker":"Joe Ross","startTime":798.55,"endTime":802.3899999999999,"body":"produce power long term. Once"},{"speaker":"Joe Ross","startTime":802.3899999999999,"endTime":805.23,"body":"you point that out to customers."},{"speaker":"Joe Ross","startTime":802.3899999999999,"endTime":805.23,"body":"They don't really need that that"},{"speaker":"Joe Ross","startTime":805.23,"endTime":808.53,"body":"comparison. They're savvy enough"},{"speaker":"Joe Ross","startTime":805.23,"endTime":808.53,"body":"to understand that they need"},{"speaker":"Joe Ross","startTime":808.53,"endTime":812.0699999999999,"body":"something that is replaceable"},{"speaker":"Joe Ross","startTime":808.53,"endTime":812.0699999999999,"body":"again with a string inverter"},{"speaker":"Joe Ross","startTime":812.0699999999999,"endTime":815.25,"body":"said it before. It's going to be"},{"speaker":"Joe Ross","startTime":812.0699999999999,"endTime":815.25,"body":"a fuse, it's going to be a fan,"},{"speaker":"Joe Ross","startTime":815.25,"endTime":819.69,"body":"it's going to be easy, simple"},{"speaker":"Joe Ross","startTime":815.25,"endTime":819.69,"body":"stuff to fix. Or it's a 48 out"},{"speaker":"Joe Ross","startTime":819.69,"endTime":823.25,"body":"within that that that type of"},{"speaker":"Joe Ross","startTime":819.69,"endTime":823.25,"body":"time frame replacement of that"},{"speaker":"Joe Ross","startTime":823.25,"endTime":828.77,"body":"power head, and then 95 99% of"},{"speaker":"Joe Ross","startTime":823.25,"endTime":828.77,"body":"your project is still running."},{"speaker":"Joe Ross","startTime":828.77,"endTime":831.6499999999999,"body":"So it's really, it's very it's a"},{"speaker":"Joe Ross","startTime":828.77,"endTime":831.6499999999999,"body":"compelling argument. It's a"},{"speaker":"Joe Ross","startTime":831.6499999999999,"endTime":834.4100000000001,"body":"compelling value proposition. I"},{"speaker":"Joe Ross","startTime":831.6499999999999,"endTime":834.4100000000001,"body":"should say, we don't argue with"},{"speaker":"Joe Ross","startTime":834.4100000000001,"endTime":838.1299999999999,"body":"our customers, but it's a it's"},{"speaker":"Joe Ross","startTime":834.4100000000001,"endTime":838.1299999999999,"body":"definitely something that that"},{"speaker":"Joe Ross","startTime":838.19,"endTime":842.6499999999999,"body":"the smart, the owner of that"},{"speaker":"Joe Ross","startTime":838.19,"endTime":842.6499999999999,"body":"project, the guys that are"},{"speaker":"Joe Ross","startTime":842.8299999999999,"endTime":845.8899999999999,"body":"clearly, you know, have"},{"speaker":"Joe Ross","startTime":842.8299999999999,"endTime":845.8899999999999,"body":"something going on to be able to"},{"speaker":"Joe Ross","startTime":845.8899999999999,"endTime":849.01,"body":"be in this business at that"},{"speaker":"Joe Ross","startTime":845.8899999999999,"endTime":849.01,"body":"level, are starting to fully"},{"speaker":"Joe Ross","startTime":849.01,"endTime":852.19,"body":"appreciate, and I think it's"},{"speaker":"Joe Ross","startTime":849.01,"endTime":852.19,"body":"just, I think a lot of the it's"},{"speaker":"Joe Ross","startTime":852.19,"endTime":855.0699999999999,"body":"just a, it's a, it's an"},{"speaker":"Joe Ross","startTime":852.19,"endTime":855.0699999999999,"body":"inflection point in the growth"},{"speaker":"Joe Ross","startTime":855.0699999999999,"endTime":857.95,"body":"of our industry, where,"},{"speaker":"Joe Ross","startTime":855.0699999999999,"endTime":857.95,"body":"traditionally, they're not"},{"speaker":"Joe Ross","startTime":858.01,"endTime":860.5899999999999,"body":"accustomed to that technology,"},{"speaker":"Joe Ross","startTime":858.01,"endTime":860.5899999999999,"body":"because it's really only been"},{"speaker":"Joe Ross","startTime":860.8899999999999,"endTime":865.6499999999999,"body":"viable or valued for less than"},{"speaker":"Joe Ross","startTime":860.8899999999999,"endTime":865.6499999999999,"body":"10 years, and really just over"},{"speaker":"Joe Ross","startTime":865.6499999999999,"endTime":869.6700000000001,"body":"the past few years, they see the"},{"speaker":"Joe Ross","startTime":865.6499999999999,"endTime":869.6700000000001,"body":"they see the opportunity there"},{"speaker":"Joe Ross","startTime":869.6700000000001,"endTime":873.81,"body":"for security in their power"},{"speaker":"Joe Ross","startTime":869.6700000000001,"endTime":873.81,"body":"production. And that's why CNI,"},{"speaker":"Joe Ross","startTime":873.81,"endTime":877.05,"body":"you don't see central inverters"},{"speaker":"Joe Ross","startTime":873.81,"endTime":877.05,"body":"ever used in a CNI project. No"},{"speaker":"Joe Ross","startTime":878.3699999999999,"endTime":880.23,"body":"string inverter. So it just so"},{"speaker":"Tim Montague","startTime":880.23,"endTime":883.3699999999999,"body":"another question"},{"speaker":"Tim Montague","startTime":880.23,"endTime":883.3699999999999,"body":"though, to that. Because, yeah,"},{"speaker":"Tim Montague","startTime":884.5699999999999,"endTime":888.47,"body":"Brian Wagner, your president, is"},{"speaker":"Tim Montague","startTime":884.5699999999999,"endTime":888.47,"body":"famous for saying, we sell a"},{"speaker":"Tim Montague","startTime":888.47,"endTime":893.0899999999999,"body":"product that is guaranteed to"},{"speaker":"Tim Montague","startTime":888.47,"endTime":893.0899999999999,"body":"eventually fail. What is it"},{"speaker":"Tim Montague","startTime":893.1499999999999,"endTime":899.0899999999999,"body":"about a power head that fails? I"},{"speaker":"Tim Montague","startTime":893.1499999999999,"endTime":899.0899999999999,"body":"think I have a lay person's"},{"speaker":"Tim Montague","startTime":899.0899999999999,"endTime":903.31,"body":"understanding of how an inverter"},{"speaker":"Tim Montague","startTime":899.0899999999999,"endTime":903.31,"body":"works. It's a box. It's got"},{"speaker":"Tim Montague","startTime":903.31,"endTime":907.9300000000001,"body":"electronics. It's inverting DC"},{"speaker":"Tim Montague","startTime":903.31,"endTime":907.9300000000001,"body":"to AC, which I consider a heavy"},{"speaker":"Tim Montague","startTime":907.9300000000001,"endTime":912.1299999999999,"body":"lift, and that's why it fails."},{"speaker":"Tim Montague","startTime":907.9300000000001,"endTime":912.1299999999999,"body":"It's really doing some heavy"},{"speaker":"Tim Montague","startTime":912.1299999999999,"endTime":916.9300000000001,"body":"lifting day in and day out. But"},{"speaker":"Tim Montague","startTime":912.1299999999999,"endTime":916.9300000000001,"body":"what exactly is it about a an"},{"speaker":"Tim Montague","startTime":916.9300000000001,"endTime":924.03,"body":"inverter that wears out over 15"},{"speaker":"Tim Montague","startTime":916.9300000000001,"endTime":924.03,"body":"years, 20 years? Yeah, what's an"},{"speaker":"Joe Ross","startTime":924.03,"endTime":925.8299999999999,"body":"engine? That's"},{"speaker":"Joe Ross","startTime":924.03,"endTime":925.8299999999999,"body":"essentially, if you think of it"},{"speaker":"Joe Ross","startTime":925.8299999999999,"endTime":928.53,"body":"like your car engine, there's no"},{"speaker":"Joe Ross","startTime":925.8299999999999,"endTime":928.53,"body":"way that you can say what's"},{"speaker":"Joe Ross","startTime":928.53,"endTime":931.8899999999999,"body":"going to fail in this car. It"},{"speaker":"Joe Ross","startTime":928.53,"endTime":931.8899999999999,"body":"could be the carburetor. It"},{"speaker":"Joe Ross","startTime":931.8899999999999,"endTime":934.6499999999999,"body":"could be the radiator. I have a"},{"speaker":"Joe Ross","startTime":931.8899999999999,"endTime":934.6499999999999,"body":"Jeep now I have no idea. I think"},{"speaker":"Joe Ross","startTime":934.6499999999999,"endTime":938.1299999999999,"body":"it's a head gasket that I'm"},{"speaker":"Joe Ross","startTime":934.6499999999999,"endTime":938.1299999999999,"body":"having problems with. But it can"},{"speaker":"Joe Ross","startTime":938.1299999999999,"endTime":941.19,"body":"be any a myriad of things."},{"speaker":"Joe Ross","startTime":938.1299999999999,"endTime":941.19,"body":"Oftentimes, as I said, it's"},{"speaker":"Joe Ross","startTime":941.19,"endTime":945.05,"body":"something simple. That's the DC,"},{"speaker":"Joe Ross","startTime":941.19,"endTime":945.05,"body":"the the catastrophic failures"},{"speaker":"Joe Ross","startTime":945.05,"endTime":948.4100000000001,"body":"that we have seen have been"},{"speaker":"Joe Ross","startTime":945.05,"endTime":948.4100000000001,"body":"consistent throughout the"},{"speaker":"Joe Ross","startTime":948.4100000000001,"endTime":953.0899999999999,"body":"industry. When it was on a"},{"speaker":"Joe Ross","startTime":948.4100000000001,"endTime":953.0899999999999,"body":"particular name plate output"},{"speaker":"Joe Ross","startTime":953.51,"endTime":958.0699999999999,"body":"type inverter for for 1500 volt"},{"speaker":"Joe Ross","startTime":953.51,"endTime":958.0699999999999,"body":"panels, and everybody had the"},{"speaker":"Joe Ross","startTime":958.0699999999999,"endTime":961.9100000000001,"body":"same problem. And it was in that"},{"speaker":"Joe Ross","startTime":958.0699999999999,"endTime":961.9100000000001,"body":"case, it was the the IGBT, so it"},{"speaker":"Joe Ross","startTime":961.9100000000001,"endTime":966.73,"body":"was just a it was a bad designed"},{"speaker":"Joe Ross","startTime":961.9100000000001,"endTime":966.73,"body":"unit that was sold to everyone."},{"speaker":"Tim Montague","startTime":967.03,"endTime":970.21,"body":"And what does the"},{"speaker":"Tim Montague","startTime":967.03,"endTime":970.21,"body":"IGBT do? It's essentially"},{"speaker":"Joe Ross","startTime":970.21,"endTime":972.97,"body":"like the it's like the"},{"speaker":"Joe Ross","startTime":970.21,"endTime":972.97,"body":"piston, if you think it again in"},{"speaker":"Joe Ross","startTime":972.97,"endTime":975.8499999999999,"body":"terms of so that's the thing"},{"speaker":"Joe Ross","startTime":972.97,"endTime":975.8499999999999,"body":"that's really doing the energy"},{"speaker":"Joe Ross","startTime":975.8499999999999,"endTime":978.8499999999999,"body":"cycling. So that's getting a lot"},{"speaker":"Joe Ross","startTime":975.8499999999999,"endTime":978.8499999999999,"body":"of repetition through the day."},{"speaker":"Joe Ross","startTime":980.4100000000001,"endTime":983.0699999999999,"body":"And in this case, they just"},{"speaker":"Joe Ross","startTime":980.4100000000001,"endTime":983.0699999999999,"body":"weren't robust enough, and they"},{"speaker":"Joe Ross","startTime":983.0699999999999,"endTime":987.69,"body":"had heat issues. Everybody had"},{"speaker":"Joe Ross","startTime":983.0699999999999,"endTime":987.69,"body":"this problem. We were one of the"},{"speaker":"Joe Ross","startTime":987.75,"endTime":991.8299999999999,"body":"very few, maybe the only company"},{"speaker":"Joe Ross","startTime":987.75,"endTime":991.8299999999999,"body":"that really stayed with it. We"},{"speaker":"Joe Ross","startTime":991.8299999999999,"endTime":995.19,"body":"saw all of our competitors exit"},{"speaker":"Joe Ross","startTime":991.8299999999999,"endTime":995.19,"body":"this space, and we stayed with"},{"speaker":"Joe Ross","startTime":995.19,"endTime":998.97,"body":"those because we believed in"},{"speaker":"Joe Ross","startTime":995.19,"endTime":998.97,"body":"that technology. We knew that"},{"speaker":"Joe Ross","startTime":999.03,"endTime":1003.01,"body":"the overall platform was stable."},{"speaker":"Joe Ross","startTime":999.03,"endTime":1003.01,"body":"It was just this one. Aspect of"},{"speaker":"Joe Ross","startTime":1003.01,"endTime":1006.97,"body":"it, this component. And then we"},{"speaker":"Joe Ross","startTime":1003.01,"endTime":1006.97,"body":"work with that IGBT manufacturer"},{"speaker":"Joe Ross","startTime":1006.97,"endTime":1009.8499999999999,"body":"who we had a good relationship"},{"speaker":"Joe Ross","startTime":1006.97,"endTime":1009.8499999999999,"body":"with, and they made a change."},{"speaker":"Joe Ross","startTime":1009.8499999999999,"endTime":1013.5699999999999,"body":"They put like a carbon aspect to"},{"speaker":"Joe Ross","startTime":1009.8499999999999,"endTime":1013.5699999999999,"body":"the unit, which was able to"},{"speaker":"Joe Ross","startTime":1013.5699999999999,"endTime":1016.5699999999999,"body":"mitigate a lot of that energy"},{"speaker":"Joe Ross","startTime":1013.5699999999999,"endTime":1016.5699999999999,"body":"and get rid of that heat. And"},{"speaker":"Joe Ross","startTime":1016.5699999999999,"endTime":1019.6299999999999,"body":"then we also put in fail safe"},{"speaker":"Joe Ross","startTime":1016.5699999999999,"endTime":1019.6299999999999,"body":"devices within the unit"},{"speaker":"Joe Ross","startTime":1019.6299999999999,"endTime":1022.8299999999999,"body":"themselves, essentially like a"},{"speaker":"Joe Ross","startTime":1019.6299999999999,"endTime":1022.8299999999999,"body":"circuit breaker on the DC side,"},{"speaker":"Joe Ross","startTime":1022.8299999999999,"endTime":1025.77,"body":"so it saw a certain condition."},{"speaker":"Joe Ross","startTime":1022.8299999999999,"endTime":1025.77,"body":"It just shut the unit down"},{"speaker":"Joe Ross","startTime":1025.77,"endTime":1029.25,"body":"before it got to there. So"},{"speaker":"Joe Ross","startTime":1025.77,"endTime":1029.25,"body":"that's, that's an example with"},{"speaker":"Joe Ross","startTime":1029.31,"endTime":1032.85,"body":"with my high Q product. That was"},{"speaker":"Joe Ross","startTime":1029.31,"endTime":1032.85,"body":"just a totally different type of"},{"speaker":"Joe Ross","startTime":1032.85,"endTime":1036.6299999999999,"body":"a failure. That was a capacitor"},{"speaker":"Joe Ross","startTime":1032.85,"endTime":1036.6299999999999,"body":"we used to solve that we had no"},{"speaker":"Joe Ross","startTime":1036.6299999999999,"endTime":1039.75,"body":"capacitors because that in three"},{"speaker":"Joe Ross","startTime":1036.6299999999999,"endTime":1039.75,"body":"inverters early days. That was"},{"speaker":"Joe Ross","startTime":1039.75,"endTime":1043.43,"body":"the that was where you primarily"},{"speaker":"Joe Ross","startTime":1039.75,"endTime":1043.43,"body":"saw the and again, it could just"},{"speaker":"Joe Ross","startTime":1043.43,"endTime":1046.85,"body":"the energy cycling. They've seen"},{"speaker":"Joe Ross","startTime":1043.43,"endTime":1046.85,"body":"a lot of changes, and they're,"},{"speaker":"Joe Ross","startTime":1046.91,"endTime":1050.33,"body":"you know, doing 10s of 1000s of"},{"speaker":"Joe Ross","startTime":1046.91,"endTime":1050.33,"body":"cycles a day. So"},{"speaker":"Tim Montague","startTime":1050.33,"endTime":1052.79,"body":"Joe, Dude, give"},{"speaker":"Tim Montague","startTime":1050.33,"endTime":1052.79,"body":"us, give us a cliff notes"},{"speaker":"Tim Montague","startTime":1053.1499999999999,"endTime":1057.29,"body":"version of the evolution of"},{"speaker":"Tim Montague","startTime":1053.1499999999999,"endTime":1057.29,"body":"power electronics as you've seen"},{"speaker":"Tim Montague","startTime":1057.29,"endTime":1060.11,"body":"it because you've been in the"},{"speaker":"Tim Montague","startTime":1057.29,"endTime":1060.11,"body":"industry now for 20 years in the"},{"speaker":"Tim Montague","startTime":1060.11,"endTime":1064.27,"body":"power electronics industry, what"},{"speaker":"Tim Montague","startTime":1060.11,"endTime":1064.27,"body":"was the tech when you got in,"},{"speaker":"Tim Montague","startTime":1064.33,"endTime":1068.77,"body":"and where have we come today?"},{"speaker":"Tim Montague","startTime":1064.33,"endTime":1068.77,"body":"Just in, in three, in three"},{"speaker":"Tim Montague","startTime":1068.77,"endTime":1070.09,"body":"minutes, if you can, in"},{"speaker":"Joe Ross","startTime":1070.09,"endTime":1074.71,"body":"three minutes. Yeah,"},{"speaker":"Joe Ross","startTime":1070.09,"endTime":1074.71,"body":"all right, start the clock back"},{"speaker":"Joe Ross","startTime":1074.71,"endTime":1078.19,"body":"in my day. No, yeah. So when I"},{"speaker":"Joe Ross","startTime":1074.71,"endTime":1078.19,"body":"first came into the industry, it"},{"speaker":"Joe Ross","startTime":1078.19,"endTime":1081.91,"body":"was all central embroidered, and"},{"speaker":"Joe Ross","startTime":1078.19,"endTime":1081.91,"body":"I really, I What in I was in the"},{"speaker":"Joe Ross","startTime":1081.91,"endTime":1086.49,"body":"semiconductor industry before I"},{"speaker":"Joe Ross","startTime":1081.91,"endTime":1086.49,"body":"saw the smart, good, fun, nice"},{"speaker":"Joe Ross","startTime":1086.49,"endTime":1090.15,"body":"engineers migrate over to solar"},{"speaker":"Joe Ross","startTime":1086.49,"endTime":1090.15,"body":"because of the right reasons. So"},{"speaker":"Joe Ross","startTime":1090.15,"endTime":1093.27,"body":"the only game in town was a"},{"speaker":"Joe Ross","startTime":1090.15,"endTime":1093.27,"body":"central inverter, and I went to"},{"speaker":"Joe Ross","startTime":1093.27,"endTime":1097.1100000000001,"body":"work for a small company in Bend"},{"speaker":"Joe Ross","startTime":1093.27,"endTime":1097.1100000000001,"body":"which was ultimately acquired by"},{"speaker":"Joe Ross","startTime":1097.1100000000001,"endTime":1101.13,"body":"a little bit larger company in"},{"speaker":"Joe Ross","startTime":1097.1100000000001,"endTime":1101.13,"body":"Fort Collins. So that was really"},{"speaker":"Joe Ross","startTime":1101.19,"endTime":1105.47,"body":"the genesis of my career in"},{"speaker":"Joe Ross","startTime":1101.19,"endTime":1105.47,"body":"inverter sales, and we did"},{"speaker":"Joe Ross","startTime":1105.47,"endTime":1108.3500000000001,"body":"really well with those products"},{"speaker":"Joe Ross","startTime":1105.47,"endTime":1108.3500000000001,"body":"for a number of years. And then"},{"speaker":"Joe Ross","startTime":1108.3500000000001,"endTime":1111.53,"body":"there was a change that we saw."},{"speaker":"Joe Ross","startTime":1108.3500000000001,"endTime":1111.53,"body":"And we started seeing these"},{"speaker":"Joe Ross","startTime":1111.53,"endTime":1114.53,"body":"small little boxes. So it was"},{"speaker":"Joe Ross","startTime":1111.53,"endTime":1114.53,"body":"really like the computer"},{"speaker":"Joe Ross","startTime":1114.53,"endTime":1117.5900000000001,"body":"industry back in the day, going"},{"speaker":"Joe Ross","startTime":1114.53,"endTime":1117.5900000000001,"body":"from like the central computer"},{"speaker":"Joe Ross","startTime":1117.5900000000001,"endTime":1120.2900000000002,"body":"stations, these big rooms full"},{"speaker":"Joe Ross","startTime":1117.5900000000001,"endTime":1120.2900000000002,"body":"of computers, to laptops. We"},{"speaker":"Joe Ross","startTime":1120.2900000000002,"endTime":1122.71,"body":"started seeing laptops, and we"},{"speaker":"Joe Ross","startTime":1120.2900000000002,"endTime":1122.71,"body":"said, what should we do? Should"},{"speaker":"Joe Ross","startTime":1122.71,"endTime":1125.0500000000002,"body":"we build our own laptop? Or"},{"speaker":"Joe Ross","startTime":1122.71,"endTime":1125.0500000000002,"body":"should we, you know, find a"},{"speaker":"Joe Ross","startTime":1125.0500000000002,"endTime":1128.65,"body":"laptop that we can that we can"},{"speaker":"Joe Ross","startTime":1125.0500000000002,"endTime":1128.65,"body":"sell on this market? And the"},{"speaker":"Joe Ross","startTime":1128.65,"endTime":1132.13,"body":"company took that latter"},{"speaker":"Joe Ross","startTime":1128.65,"endTime":1132.13,"body":"direction, and so the change was"},{"speaker":"Joe Ross","startTime":1132.13,"endTime":1135.6100000000001,"body":"made. Unfortunately, it was the"},{"speaker":"Joe Ross","startTime":1132.13,"endTime":1135.6100000000001,"body":"wrong decision for that company,"},{"speaker":"Joe Ross","startTime":1135.91,"endTime":1139.69,"body":"and it ultimately, you know, put"},{"speaker":"Joe Ross","startTime":1135.91,"endTime":1139.69,"body":"them out of the solar business."},{"speaker":"Joe Ross","startTime":1139.69,"endTime":1142.03,"body":"They're still in business, but"},{"speaker":"Joe Ross","startTime":1139.69,"endTime":1142.03,"body":"they're not doing any solar"},{"speaker":"Joe Ross","startTime":1142.03,"endTime":1146.25,"body":"anymore. But from that, a lot of"},{"speaker":"Joe Ross","startTime":1142.03,"endTime":1146.25,"body":"smart guys blossomed out. And"},{"speaker":"Joe Ross","startTime":1146.55,"endTime":1149.55,"body":"instead of continuing to sell"},{"speaker":"Joe Ross","startTime":1146.55,"endTime":1149.55,"body":"central inverters, they started"},{"speaker":"Joe Ross","startTime":1149.55,"endTime":1152.6100000000001,"body":"selling string inverters. And"},{"speaker":"Joe Ross","startTime":1149.55,"endTime":1152.6100000000001,"body":"the reason was real simple. It"},{"speaker":"Joe Ross","startTime":1152.6100000000001,"endTime":1155.07,"body":"was just, it was, it was a"},{"speaker":"Joe Ross","startTime":1152.6100000000001,"endTime":1155.07,"body":"product that, if they're selling"},{"speaker":"Joe Ross","startTime":1155.07,"endTime":1157.95,"body":"through the channel, they could"},{"speaker":"Joe Ross","startTime":1155.07,"endTime":1157.95,"body":"put on the shelf. If it was a"},{"speaker":"Joe Ross","startTime":1157.95,"endTime":1160.23,"body":"product that they were selling"},{"speaker":"Joe Ross","startTime":1157.95,"endTime":1160.23,"body":"to their end customers, they"},{"speaker":"Joe Ross","startTime":1160.23,"endTime":1163.01,"body":"felt good because of that easy"},{"speaker":"Joe Ross","startTime":1160.23,"endTime":1163.01,"body":"maintenance. And it was very"},{"speaker":"Joe Ross","startTime":1163.01,"endTime":1166.97,"body":"straightforward, energy"},{"speaker":"Joe Ross","startTime":1163.01,"endTime":1166.97,"body":"efficient, and a very just a"},{"speaker":"Joe Ross","startTime":1166.97,"endTime":1171.59,"body":"nicer design, more more a"},{"speaker":"Joe Ross","startTime":1166.97,"endTime":1171.59,"body":"simplification. So that's, I"},{"speaker":"Joe Ross","startTime":1171.59,"endTime":1176.51,"body":"think, my three minute version"},{"speaker":"Joe Ross","startTime":1171.59,"endTime":1176.51,"body":"of how the industry has evolved."},{"speaker":"Joe Ross","startTime":1176.51,"endTime":1180.47,"body":"I probably skipped over a bunch"},{"speaker":"Joe Ross","startTime":1176.51,"endTime":1180.47,"body":"of stuff there, but that company"},{"speaker":"Tim Montague","startTime":1180.469,"endTime":1183.549,"body":"in Bend became"},{"speaker":"Tim Montague","startTime":1180.469,"endTime":1183.549,"body":"Advanced Energy. Is that,"},{"speaker":"Joe Ross","startTime":1184.089,"endTime":1186.789,"body":"yeah, they did yeah."},{"speaker":"Joe Ross","startTime":1184.089,"endTime":1186.789,"body":"So it was PV powered in Bend,"},{"speaker":"Joe Ross","startTime":1187.1490000000001,"endTime":1191.109,"body":"great group of guys, just"},{"speaker":"Joe Ross","startTime":1187.1490000000001,"endTime":1191.109,"body":"amazing technology. Really, very"},{"speaker":"Joe Ross","startTime":1191.109,"endTime":1195.429,"body":"powerful. The biggest competitor"},{"speaker":"Joe Ross","startTime":1191.109,"endTime":1195.429,"body":"was advanced energy in Fort"},{"speaker":"Joe Ross","startTime":1195.429,"endTime":1199.089,"body":"Collins. They and really,"},{"speaker":"Joe Ross","startTime":1195.429,"endTime":1199.089,"body":"ultimately, the biggest dog in"},{"speaker":"Joe Ross","startTime":1199.089,"endTime":1204.6290000000001,"body":"that game was SMA. So this was"},{"speaker":"Joe Ross","startTime":1199.089,"endTime":1204.6290000000001,"body":"when SMA was just a powerhouse,"},{"speaker":"Joe Ross","startTime":1205.049,"endTime":1207.929,"body":"and so they decided that,"},{"speaker":"Joe Ross","startTime":1205.049,"endTime":1207.929,"body":"instead of trying to fight"},{"speaker":"Joe Ross","startTime":1207.929,"endTime":1210.3890000000001,"body":"independently, they would merge"},{"speaker":"Joe Ross","startTime":1207.929,"endTime":1210.3890000000001,"body":"these two companies, because the"},{"speaker":"Joe Ross","startTime":1210.3890000000001,"endTime":1212.549,"body":"inverter technology was"},{"speaker":"Joe Ross","startTime":1210.3890000000001,"endTime":1212.549,"body":"different enough that they"},{"speaker":"Joe Ross","startTime":1212.549,"endTime":1216.569,"body":"weren't really competing with"},{"speaker":"Joe Ross","startTime":1212.549,"endTime":1216.569,"body":"the same customers. Advanced"},{"speaker":"Joe Ross","startTime":1216.569,"endTime":1220.109,"body":"Energy had that dual balanced"},{"speaker":"Joe Ross","startTime":1216.569,"endTime":1220.109,"body":"array, or talked about earlier,"},{"speaker":"Joe Ross","startTime":1220.289,"endTime":1224.089,"body":"worst marketing ever bipolar"},{"speaker":"Joe Ross","startTime":1220.289,"endTime":1224.089,"body":"solution, but it was really"},{"speaker":"Joe Ross","startTime":1224.1490000000001,"endTime":1228.8890000000001,"body":"suited for utility scale"},{"speaker":"Joe Ross","startTime":1224.1490000000001,"endTime":1228.8890000000001,"body":"business. The larger the larger"},{"speaker":"Joe Ross","startTime":1228.8890000000001,"endTime":1232.609,"body":"solar farms, just because of the"},{"speaker":"Joe Ross","startTime":1228.8890000000001,"endTime":1232.609,"body":"simplicity. And really it was"},{"speaker":"Joe Ross","startTime":1232.609,"endTime":1236.749,"body":"the wire savings that the DC"},{"speaker":"Joe Ross","startTime":1232.609,"endTime":1236.749,"body":"runs were really small. You"},{"speaker":"Joe Ross","startTime":1236.749,"endTime":1239.869,"body":"could just come back to the"},{"speaker":"Joe Ross","startTime":1236.749,"endTime":1239.869,"body":"plant with longer AC runs. So"},{"speaker":"Joe Ross","startTime":1239.869,"endTime":1243.429,"body":"that was the value of that"},{"speaker":"Joe Ross","startTime":1239.869,"endTime":1243.429,"body":"advanced energy, PV powered, was"},{"speaker":"Joe Ross","startTime":1243.429,"endTime":1246.489,"body":"more commercial scale. So it was"},{"speaker":"Joe Ross","startTime":1243.429,"endTime":1246.489,"body":"when, you know, people were"},{"speaker":"Joe Ross","startTime":1246.489,"endTime":1250.3890000000001,"body":"still using central inverters on"},{"speaker":"Joe Ross","startTime":1246.489,"endTime":1250.3890000000001,"body":"rooftops, not on the rooftop,"},{"speaker":"Joe Ross","startTime":1250.3890000000001,"endTime":1252.729,"body":"but, you know, bringing the"},{"speaker":"Joe Ross","startTime":1250.3890000000001,"endTime":1252.729,"body":"conduit up to the rooftop"},{"speaker":"Joe Ross","startTime":1252.969,"endTime":1256.209,"body":"because it had the transformer"},{"speaker":"Joe Ross","startTime":1252.969,"endTime":1256.209,"body":"built into it. So that was, you"},{"speaker":"Joe Ross","startTime":1256.209,"endTime":1258.669,"body":"know, the merge of those two"},{"speaker":"Joe Ross","startTime":1256.209,"endTime":1258.669,"body":"groups."},{"speaker":"Tim Montague","startTime":1260.29,"endTime":1265.47,"body":"Yeah, I witnessed."},{"speaker":"Tim Montague","startTime":1260.29,"endTime":1265.47,"body":"I got into solar in 2016 and"},{"speaker":"Tim Montague","startTime":1266.19,"endTime":1270.8700000000001,"body":"I've only seen two CNI projects"},{"speaker":"Tim Montague","startTime":1266.19,"endTime":1270.8700000000001,"body":"with central inverters. These"},{"speaker":"Tim Montague","startTime":1270.8700000000001,"endTime":1274.95,"body":"were, one was a large CNI, like"},{"speaker":"Tim Montague","startTime":1270.8700000000001,"endTime":1274.95,"body":"a megawatt scale project, and"},{"speaker":"Tim Montague","startTime":1274.95,"endTime":1282.71,"body":"one was like 250 kW project. And"},{"speaker":"Tim Montague","startTime":1274.95,"endTime":1282.71,"body":"but yeah, never again. Those"},{"speaker":"Tim Montague","startTime":1282.71,"endTime":1286.6100000000001,"body":"were both like in 2017 that I"},{"speaker":"Tim Montague","startTime":1282.71,"endTime":1286.6100000000001,"body":"saw those in, yeah, and they"},{"speaker":"Tim Montague","startTime":1286.6100000000001,"endTime":1290.81,"body":"both had problems, and"},{"speaker":"Tim Montague","startTime":1286.6100000000001,"endTime":1290.81,"body":"ultimately were replaced with"},{"speaker":"Tim Montague","startTime":1290.81,"endTime":1291.95,"body":"string inverters, with"},{"speaker":"Joe Ross","startTime":1291.95,"endTime":1293.99,"body":"string inverters, like"},{"speaker":"Joe Ross","startTime":1291.95,"endTime":1293.99,"body":"we've been talking about, yeah,"},{"speaker":"Joe Ross","startTime":1293.99,"endTime":1296.8700000000001,"body":"if you want to see a bunch of"},{"speaker":"Joe Ross","startTime":1293.99,"endTime":1296.8700000000001,"body":"CNI projects that were built"},{"speaker":"Joe Ross","startTime":1296.8700000000001,"endTime":1300.47,"body":"with central inverters, go to"},{"speaker":"Joe Ross","startTime":1296.8700000000001,"endTime":1300.47,"body":"New Jersey. My old boss. Shout"},{"speaker":"Joe Ross","startTime":1300.47,"endTime":1304.27,"body":"out to Kevin Purdy, okay, did."},{"speaker":"Joe Ross","startTime":1300.47,"endTime":1304.27,"body":"Dominated that market for years,"},{"speaker":"Joe Ross","startTime":1304.27,"endTime":1312.13,"body":"and everything up until I would"},{"speaker":"Joe Ross","startTime":1304.27,"endTime":1312.13,"body":"say 2012 2013 was central"},{"speaker":"Joe Ross","startTime":1312.13,"endTime":1316.03,"body":"inverter, and that company was"},{"speaker":"Joe Ross","startTime":1312.13,"endTime":1316.03,"body":"up that Kevin worked. Kevin"},{"speaker":"Joe Ross","startTime":1316.03,"endTime":1319.45,"body":"brought me into PB powered. And"},{"speaker":"Joe Ross","startTime":1316.03,"endTime":1319.45,"body":"then he also, you know, was my"},{"speaker":"Joe Ross","startTime":1319.45,"endTime":1324.51,"body":"boss at Advanced Energy, and"},{"speaker":"Joe Ross","startTime":1319.45,"endTime":1324.51,"body":"he's I, Annie is actually a"},{"speaker":"Joe Ross","startTime":1324.51,"endTime":1327.21,"body":"customer now, which is a lot of"},{"speaker":"Joe Ross","startTime":1324.51,"endTime":1327.21,"body":"fun with what can be called"},{"speaker":"Joe Ross","startTime":1327.21,"endTime":1330.21,"body":"Power flex. Hello, yeah,"},{"speaker":"Tim Montague","startTime":1331.29,"endTime":1334.59,"body":"power Flex is a"},{"speaker":"Tim Montague","startTime":1331.29,"endTime":1334.59,"body":"EPC or an asset owner. They"},{"speaker":"Joe Ross","startTime":1334.59,"endTime":1337.05,"body":"do both. They do both."},{"speaker":"Joe Ross","startTime":1334.59,"endTime":1337.05,"body":"They own projects, and they also"},{"speaker":"Joe Ross","startTime":1337.29,"endTime":1338.97,"body":"they build. They're the,"},{"speaker":"Tim Montague","startTime":1339.089,"endTime":1343.309,"body":"they're the DG arm"},{"speaker":"Tim Montague","startTime":1339.089,"endTime":1343.309,"body":"of a bigger IPP, right? I"},{"speaker":"Tim Montague","startTime":1343.309,"endTime":1343.669,"body":"believe"},{"speaker":"Joe Ross","startTime":1343.669,"endTime":1346.309,"body":"so, yeah, I believe"},{"speaker":"Joe Ross","startTime":1343.669,"endTime":1346.309,"body":"so. Kevin doesn't share a lot"},{"speaker":"Joe Ross","startTime":1346.309,"endTime":1350.1490000000001,"body":"with me anymore, but other than"},{"speaker":"Joe Ross","startTime":1346.309,"endTime":1350.1490000000001,"body":"the aspects of my product that"},{"speaker":"Joe Ross","startTime":1350.1490000000001,"endTime":1353.569,"body":"don't quite suit him, but that's"},{"speaker":"Joe Ross","startTime":1350.1490000000001,"endTime":1353.569,"body":"that's just Kevin being Kevin."},{"speaker":"Tim Montague","startTime":1354.169,"endTime":1357.949,"body":"Yeah, power Flex"},{"speaker":"Tim Montague","startTime":1354.169,"endTime":1357.949,"body":"is a EDF company, okay,"},{"speaker":"Joe Ross","startTime":1358.97,"endTime":1361.31,"body":"yeah, exactly, yes. I"},{"speaker":"Tim Montague","startTime":1361.31,"endTime":1364.33,"body":"don't know why. I"},{"speaker":"Tim Montague","startTime":1361.31,"endTime":1364.33,"body":"don't know why the IPPs feel"},{"speaker":"Tim Montague","startTime":1364.39,"endTime":1368.95,"body":"they have to rebrand their DG"},{"speaker":"Tim Montague","startTime":1364.39,"endTime":1368.95,"body":"divisions, but they do this. So"},{"speaker":"Tim Montague","startTime":1369.19,"endTime":1369.73,"body":"whatever,"},{"speaker":"Joe Ross","startTime":1369.79,"endTime":1372.13,"body":"yeah, because of a"},{"speaker":"Joe Ross","startTime":1369.79,"endTime":1372.13,"body":"separate PNL, or there's some"},{"speaker":"Joe Ross","startTime":1372.13,"endTime":1373.15,"body":"tax reason. It's"},{"speaker":"Tim Montague","startTime":1373.93,"endTime":1376.45,"body":"a good name power"},{"speaker":"Tim Montague","startTime":1373.93,"endTime":1376.45,"body":"flex. I like it, yeah,"},{"speaker":"Joe Ross","startTime":1376.63,"endTime":1378.8500000000001,"body":"yeah, and he's doing"},{"speaker":"Joe Ross","startTime":1376.63,"endTime":1378.8500000000001,"body":"well with them, but yeah, he, he"},{"speaker":"Joe Ross","startTime":1378.8500000000001,"endTime":1383.25,"body":"dominated that market for CNI."},{"speaker":"Joe Ross","startTime":1378.8500000000001,"endTime":1383.25,"body":"But again, you don't see any any"},{"speaker":"Joe Ross","startTime":1383.25,"endTime":1386.43,"body":"central inverter is being used"},{"speaker":"Joe Ross","startTime":1383.25,"endTime":1386.43,"body":"on right?"},{"speaker":"Tim Montague","startTime":1386.909,"endTime":1391.049,"body":"And this has to do"},{"speaker":"Tim Montague","startTime":1386.909,"endTime":1391.049,"body":"with reliability and cost,"},{"speaker":"Tim Montague","startTime":1391.109,"endTime":1392.069,"body":"ultimately, right?"},{"speaker":"Joe Ross","startTime":1392.249,"endTime":1395.069,"body":"Absolutely, yeah, even"},{"speaker":"Joe Ross","startTime":1392.249,"endTime":1395.069,"body":"just from the installation"},{"speaker":"Joe Ross","startTime":1395.069,"endTime":1397.829,"body":"perspective, you got to bring"},{"speaker":"Joe Ross","startTime":1395.069,"endTime":1397.829,"body":"you got to pour a pad. You have"},{"speaker":"Joe Ross","startTime":1397.829,"endTime":1401.789,"body":"to bring in a crane. You need a"},{"speaker":"Joe Ross","startTime":1397.829,"endTime":1401.789,"body":"crew. You need trained engineers"},{"speaker":"Joe Ross","startTime":1401.789,"endTime":1404.989,"body":"there in CAD 50 suits if they"},{"speaker":"Joe Ross","startTime":1401.789,"endTime":1404.989,"body":"have to repair stuff, it's just"},{"speaker":"Joe Ross","startTime":1405.109,"endTime":1408.589,"body":"they have, like, water systems"},{"speaker":"Joe Ross","startTime":1405.109,"endTime":1408.589,"body":"for cooling. You use fans."},{"speaker":"Tim Montague","startTime":1412.13,"endTime":1414.53,"body":"Yeah, it's more,"},{"speaker":"Tim Montague","startTime":1412.13,"endTime":1414.53,"body":"it's more like, it's more like a"},{"speaker":"Tim Montague","startTime":1414.53,"endTime":1417.59,"body":"diesel generator scale of a"},{"speaker":"Tim Montague","startTime":1414.53,"endTime":1417.59,"body":"device,"},{"speaker":"Joe Ross","startTime":1418.67,"endTime":1421.67,"body":"kind of, yeah, with"},{"speaker":"Joe Ross","startTime":1418.67,"endTime":1421.67,"body":"harder with harder problems. I"},{"speaker":"Joe Ross","startTime":1421.67,"endTime":1424.99,"body":"think diesel generators are,"},{"speaker":"Joe Ross","startTime":1421.67,"endTime":1424.99,"body":"pretty well vetted technology."},{"speaker":"Joe Ross","startTime":1425.41,"endTime":1425.59,"body":"We"},{"speaker":"Tim Montague","startTime":1425.59,"endTime":1427.51,"body":"do have a"},{"speaker":"Tim Montague","startTime":1425.59,"endTime":1427.51,"body":"community solar project also"},{"speaker":"Tim Montague","startTime":1427.51,"endTime":1432.19,"body":"here in Champaign Urbana. It's a"},{"speaker":"Tim Montague","startTime":1427.51,"endTime":1432.19,"body":"landfill project that has"},{"speaker":"Tim Montague","startTime":1432.19,"endTime":1435.67,"body":"central inverters. It's, it was"},{"speaker":"Tim Montague","startTime":1432.19,"endTime":1435.67,"body":"two two megawatt side by side"},{"speaker":"Tim Montague","startTime":1435.67,"endTime":1440.23,"body":"projects, but they've got two"},{"speaker":"Tim Montague","startTime":1435.67,"endTime":1440.23,"body":"megawatt central inverters and"},{"speaker":"Tim Montague","startTime":1440.29,"endTime":1442.89,"body":"but that's the only community"},{"speaker":"Tim Montague","startTime":1440.29,"endTime":1442.89,"body":"solar project I've seen with"},{"speaker":"Tim Montague","startTime":1442.89,"endTime":1445.71,"body":"central inverters. I don't know"},{"speaker":"Tim Montague","startTime":1442.89,"endTime":1445.71,"body":"why that decision was made,"},{"speaker":"Joe Ross","startTime":1447.15,"endTime":1449.43,"body":"like, Isn't matched,"},{"speaker":"Joe Ross","startTime":1447.15,"endTime":1449.43,"body":"but you have a two megawatts of"},{"speaker":"Joe Ross","startTime":1449.43,"endTime":1452.25,"body":"pounds and, oh, there's a two"},{"speaker":"Joe Ross","startTime":1449.43,"endTime":1452.25,"body":"megawatt engine that I can just"},{"speaker":"Joe Ross","startTime":1452.25,"endTime":1455.3700000000001,"body":"put right next to it. Yeah,"},{"speaker":"Joe Ross","startTime":1452.25,"endTime":1455.3700000000001,"body":"they're not, it's they're not"},{"speaker":"Joe Ross","startTime":1455.3700000000001,"endTime":1458.91,"body":"looking long term in terms of"},{"speaker":"Joe Ross","startTime":1455.3700000000001,"endTime":1458.91,"body":"them and reliability. And if"},{"speaker":"Joe Ross","startTime":1458.91,"endTime":1462.03,"body":"that engine goes down you were"},{"speaker":"Joe Ross","startTime":1458.91,"endTime":1462.03,"body":"talking about earlier, all of a"},{"speaker":"Joe Ross","startTime":1462.03,"endTime":1467.09,"body":"sudden your OPEX is erased, and"},{"speaker":"Joe Ross","startTime":1462.03,"endTime":1467.09,"body":"your capex was is now flipped."},{"speaker":"Tim Montague","startTime":1467.929,"endTime":1469.969,"body":"Yeah, I won't be"},{"speaker":"Tim Montague","startTime":1467.929,"endTime":1469.969,"body":"surprised when I go visit in"},{"speaker":"Tim Montague","startTime":1469.969,"endTime":1475.489,"body":"five years and there's a cluster"},{"speaker":"Tim Montague","startTime":1469.969,"endTime":1475.489,"body":"of string inverters there"},{"speaker":"Tim Montague","startTime":1475.489,"endTime":1475.969,"body":"instead."},{"speaker":"Joe Ross","startTime":1476.03,"endTime":1478.31,"body":"Yeah, and that"},{"speaker":"Joe Ross","startTime":1476.03,"endTime":1478.31,"body":"actually brings up a really"},{"speaker":"Joe Ross","startTime":1479.09,"endTime":1484.81,"body":"interesting new opportunity for"},{"speaker":"Joe Ross","startTime":1479.09,"endTime":1484.81,"body":"us. Back and resell the"},{"speaker":"Joe Ross","startTime":1484.81,"endTime":1487.99,"body":"customers we sold to five or 10"},{"speaker":"Joe Ross","startTime":1484.81,"endTime":1487.99,"body":"years ago, and that's what the"},{"speaker":"Joe Ross","startTime":1487.99,"endTime":1491.77,"body":"retrofit fits us. We're seeing a"},{"speaker":"Joe Ross","startTime":1487.99,"endTime":1491.77,"body":"lot of activity. We talked about"},{"speaker":"Joe Ross","startTime":1491.77,"endTime":1498.01,"body":"that list of embroidered"},{"speaker":"Joe Ross","startTime":1491.77,"endTime":1498.01,"body":"companies that are no longer in"},{"speaker":"Joe Ross","startTime":1498.01,"endTime":1500.29,"body":"business. Yeah, we do have the"},{"speaker":"Joe Ross","startTime":1498.01,"endTime":1500.29,"body":"ability to go in and do"},{"speaker":"Joe Ross","startTime":1500.3500000000001,"endTime":1503.79,"body":"retrofits on a lot of those. And"},{"speaker":"Joe Ross","startTime":1500.3500000000001,"endTime":1503.79,"body":"really the key. I just can put"},{"speaker":"Joe Ross","startTime":1503.8500000000001,"endTime":1508.59,"body":"my glasses on. Made a note here,"},{"speaker":"Joe Ross","startTime":1503.8500000000001,"endTime":1508.59,"body":"the key for us, the real low"},{"speaker":"Joe Ross","startTime":1508.59,"endTime":1513.75,"body":"hanging fruit for the Retrofit"},{"speaker":"Joe Ross","startTime":1508.59,"endTime":1513.75,"body":"is the 690 volt AC in that kind"},{"speaker":"Joe Ross","startTime":1513.75,"endTime":1518.19,"body":"of range, with 400 amps or less"},{"speaker":"Joe Ross","startTime":1513.75,"endTime":1518.19,"body":"for the for the source circuits"},{"speaker":"Joe Ross","startTime":1518.19,"endTime":1521.6100000000001,"body":"on the DC side. So that's really"},{"speaker":"Joe Ross","startTime":1518.19,"endTime":1521.6100000000001,"body":"the sweet spot. We can go in."},{"speaker":"Joe Ross","startTime":1521.8500000000001,"endTime":1525.41,"body":"It's a very simple approach, we"},{"speaker":"Joe Ross","startTime":1521.8500000000001,"endTime":1525.41,"body":"have some very smart application"},{"speaker":"Joe Ross","startTime":1525.41,"endTime":1528.89,"body":"engineers that are getting a lot"},{"speaker":"Joe Ross","startTime":1525.41,"endTime":1528.89,"body":"of experience doing this,"},{"speaker":"Joe Ross","startTime":1528.89,"endTime":1532.73,"body":"something that we really started"},{"speaker":"Joe Ross","startTime":1528.89,"endTime":1532.73,"body":"to focus on about a year and a"},{"speaker":"Joe Ross","startTime":1532.73,"endTime":1535.43,"body":"half ago, and now we've done a"},{"speaker":"Joe Ross","startTime":1532.73,"endTime":1535.43,"body":"number of projects and have some"},{"speaker":"Joe Ross","startTime":1535.43,"endTime":1538.19,"body":"really good success. I would"},{"speaker":"Joe Ross","startTime":1535.43,"endTime":1538.19,"body":"encourage anybody that is"},{"speaker":"Joe Ross","startTime":1538.25,"endTime":1541.07,"body":"experiencing issues with their"},{"speaker":"Joe Ross","startTime":1538.25,"endTime":1541.07,"body":"central and rural even if it"},{"speaker":"Joe Ross","startTime":1541.07,"endTime":1544.03,"body":"doesn't fall under that"},{"speaker":"Joe Ross","startTime":1541.07,"endTime":1544.03,"body":"criteria, just reach out to us"},{"speaker":"Joe Ross","startTime":1544.09,"endTime":1546.6100000000001,"body":"and let us know, and we can put"},{"speaker":"Joe Ross","startTime":1544.09,"endTime":1546.6100000000001,"body":"you in touch with the right"},{"speaker":"Joe Ross","startTime":1546.6100000000001,"endTime":1550.51,"body":"people to determine if a string"},{"speaker":"Joe Ross","startTime":1546.6100000000001,"endTime":1550.51,"body":"inverter conversion is is"},{"speaker":"Joe Ross","startTime":1550.51,"endTime":1555.3700000000001,"body":"appropriate. So we'll add for"},{"speaker":"Joe Ross","startTime":1550.51,"endTime":1555.3700000000001,"body":"us, Yep,"},{"speaker":"Tim Montague","startTime":1554.95,"endTime":1558.638,"body":"definitely. The"},{"speaker":"Tim Montague","startTime":1554.95,"endTime":1558.638,"body":"Clean Power Hour is brought to"},{"speaker":"Tim Montague","startTime":1558.718,"endTime":1563.609,"body":"you by CPS America, maker of"},{"speaker":"Tim Montague","startTime":1558.718,"endTime":1563.609,"body":"North America's number one three"},{"speaker":"Tim Montague","startTime":1563.689,"endTime":1568.66,"body":"phase string inverter with over"},{"speaker":"Tim Montague","startTime":1563.689,"endTime":1568.66,"body":"eight gigawatts shipped in the"},{"speaker":"Tim Montague","startTime":1568.74,"endTime":1572.91,"body":"US. The CPS product lineup"},{"speaker":"Tim Montague","startTime":1568.74,"endTime":1572.91,"body":"includes string inverters"},{"speaker":"Tim Montague","startTime":1572.99,"endTime":1577.961,"body":"ranging from 25 kW to 350 kW,"},{"speaker":"Tim Montague","startTime":1572.99,"endTime":1577.961,"body":"their flagship inverter, the CPS"},{"speaker":"Tim Montague","startTime":1578.041,"endTime":1582.932,"body":"350 KW is designed to work with"},{"speaker":"Tim Montague","startTime":1578.041,"endTime":1582.932,"body":"solar plants ranging from two"},{"speaker":"Tim Montague","startTime":1583.012,"endTime":1587.823,"body":"megawatts to two gigawatts. CPS"},{"speaker":"Tim Montague","startTime":1583.012,"endTime":1587.823,"body":"is the world's most bankable"},{"speaker":"Tim Montague","startTime":1587.903,"endTime":1592.633,"body":"inverter brand and is America's"},{"speaker":"Tim Montague","startTime":1587.903,"endTime":1592.633,"body":"number one choice for solar"},{"speaker":"Tim Montague","startTime":1592.714,"endTime":1597.605,"body":"plants now offering solutions"},{"speaker":"Tim Montague","startTime":1592.714,"endTime":1597.605,"body":"for commercial utility. Ess and"},{"speaker":"Tim Montague","startTime":1597.685,"endTime":1602.576,"body":"balance of system requirements"},{"speaker":"Tim Montague","startTime":1597.685,"endTime":1602.576,"body":"go to chintpowersystems.com or"},{"speaker":"Tim Montague","startTime":1602.656,"endTime":1607.386,"body":"call 8558, 471, 68 to find out"},{"speaker":"Tim Montague","startTime":1602.656,"endTime":1607.386,"body":"more, we're talking with Joe"},{"speaker":"Tim Montague","startTime":1607.4660000000001,"endTime":1611.876,"body":"Ross. He is the Associate"},{"speaker":"Tim Montague","startTime":1607.4660000000001,"endTime":1611.876,"body":"Director of National Accounts"},{"speaker":"Tim Montague","startTime":1611.9560000000001,"endTime":1617.008,"body":"and Channel Sales. And Joe, we"},{"speaker":"Tim Montague","startTime":1611.9560000000001,"endTime":1617.008,"body":"need to get a little bit of your"},{"speaker":"Tim Montague","startTime":1617.088,"endTime":1622.1390000000001,"body":"background. How did you come to"},{"speaker":"Tim Montague","startTime":1617.088,"endTime":1622.1390000000001,"body":"get into power electronics? And"},{"speaker":"Tim Montague","startTime":1622.219,"endTime":1626.79,"body":"then I want to geek out a little"},{"speaker":"Tim Montague","startTime":1622.219,"endTime":1626.79,"body":"bit on your role at CPS."},{"speaker":"Joe Ross","startTime":1626.79,"endTime":1630.03,"body":"Yeah, great, yeah,"},{"speaker":"Joe Ross","startTime":1626.79,"endTime":1630.03,"body":"thanks. So I got into power"},{"speaker":"Joe Ross","startTime":1630.03,"endTime":1635.3700000000001,"body":"electronics through a one of my"},{"speaker":"Joe Ross","startTime":1630.03,"endTime":1635.3700000000001,"body":"favorite bosses. I work with"},{"speaker":"Joe Ross","startTime":1635.3700000000001,"endTime":1639.33,"body":"them at a Rockwell Automation"},{"speaker":"Joe Ross","startTime":1635.3700000000001,"endTime":1639.33,"body":"and we had a lot of success. We"},{"speaker":"Joe Ross","startTime":1639.33,"endTime":1643.55,"body":"were doing very high level"},{"speaker":"Joe Ross","startTime":1639.33,"endTime":1643.55,"body":"precision Motion Systems, really"},{"speaker":"Joe Ross","startTime":1643.6100000000001,"endTime":1647.39,"body":"outside of my my comfort zone,"},{"speaker":"Joe Ross","startTime":1643.6100000000001,"endTime":1647.39,"body":"but working with this, with this"},{"speaker":"Joe Ross","startTime":1647.39,"endTime":1650.99,"body":"manager, he he taught me so"},{"speaker":"Joe Ross","startTime":1647.39,"endTime":1650.99,"body":"much, and I really trusted him."},{"speaker":"Joe Ross","startTime":1650.99,"endTime":1654.47,"body":"We had a great we still do. We"},{"speaker":"Joe Ross","startTime":1650.99,"endTime":1654.47,"body":"have a great relationship. And"},{"speaker":"Joe Ross","startTime":1654.47,"endTime":1659.03,"body":"so when I left Rockwell, I went"},{"speaker":"Joe Ross","startTime":1654.47,"endTime":1659.03,"body":"to work for a company that was"},{"speaker":"Joe Ross","startTime":1659.03,"endTime":1662.65,"body":"actually competing with"},{"speaker":"Joe Ross","startTime":1659.03,"endTime":1662.65,"body":"Rockwell, called Danaher. And"},{"speaker":"Joe Ross","startTime":1662.65,"endTime":1666.97,"body":"one of the focus, again, it was"},{"speaker":"Joe Ross","startTime":1662.65,"endTime":1666.97,"body":"precision Motion Systems. And"},{"speaker":"Joe Ross","startTime":1666.97,"endTime":1671.17,"body":"one of their big products was a,"},{"speaker":"Joe Ross","startTime":1666.97,"endTime":1671.17,"body":"it was a, it was a gantry system"},{"speaker":"Joe Ross","startTime":1671.17,"endTime":1674.3500000000001,"body":"that was used to evaluate, at"},{"speaker":"Joe Ross","startTime":1671.17,"endTime":1674.3500000000001,"body":"the time, flat panel TV. So they"},{"speaker":"Joe Ross","startTime":1674.3500000000001,"endTime":1678.07,"body":"would go in and do an inspection"},{"speaker":"Joe Ross","startTime":1674.3500000000001,"endTime":1678.07,"body":"high precision motion. But it"},{"speaker":"Joe Ross","startTime":1678.07,"endTime":1681.25,"body":"just so happened that form"},{"speaker":"Joe Ross","startTime":1678.07,"endTime":1681.25,"body":"factor was exactly the same as a"},{"speaker":"Joe Ross","startTime":1681.25,"endTime":1685.71,"body":"solar panel. So we saw this"},{"speaker":"Joe Ross","startTime":1681.25,"endTime":1685.71,"body":"company, first solar in Ohio,"},{"speaker":"Joe Ross","startTime":1685.71,"endTime":1688.95,"body":"Allison, come up on the board."},{"speaker":"Joe Ross","startTime":1685.71,"endTime":1688.95,"body":"Everybody is excited about their"},{"speaker":"Joe Ross","startTime":1688.95,"endTime":1692.55,"body":"technology, their cat top. And"},{"speaker":"Joe Ross","startTime":1688.95,"endTime":1692.55,"body":"they, they had a they had an"},{"speaker":"Joe Ross","startTime":1692.55,"endTime":1696.03,"body":"issue with the way that they"},{"speaker":"Joe Ross","startTime":1692.55,"endTime":1696.03,"body":"were essentially manufacturing."},{"speaker":"Joe Ross","startTime":1696.03,"endTime":1700.29,"body":"It was, it was an A laser"},{"speaker":"Joe Ross","startTime":1696.03,"endTime":1700.29,"body":"ablation system for the three"},{"speaker":"Joe Ross","startTime":1700.29,"endTime":1702.51,"body":"layers of, you know, cattle."},{"speaker":"Joe Ross","startTime":1700.29,"endTime":1702.51,"body":"Some, I won't go into the"},{"speaker":"Joe Ross","startTime":1702.51,"endTime":1706.3700000000001,"body":"details, but we really so we, we"},{"speaker":"Joe Ross","startTime":1702.51,"endTime":1706.3700000000001,"body":"built a machine for that, and in"},{"speaker":"Joe Ross","startTime":1706.3700000000001,"endTime":1709.6100000000001,"body":"in doing that, and we, and we"},{"speaker":"Joe Ross","startTime":1706.3700000000001,"endTime":1709.6100000000001,"body":"were successful. We weren't"},{"speaker":"Joe Ross","startTime":1709.6100000000001,"endTime":1712.07,"body":"successful with with First"},{"speaker":"Joe Ross","startTime":1709.6100000000001,"endTime":1712.07,"body":"Solar. They had their own"},{"speaker":"Joe Ross","startTime":1712.13,"endTime":1714.59,"body":"approach, and they decided to"},{"speaker":"Joe Ross","startTime":1712.13,"endTime":1714.59,"body":"stay with it. They want to"},{"speaker":"Joe Ross","startTime":1714.59,"endTime":1717.71,"body":"change it, which I understood,"},{"speaker":"Joe Ross","startTime":1714.59,"endTime":1717.71,"body":"but we were able to sell the"},{"speaker":"Joe Ross","startTime":1717.71,"endTime":1720.41,"body":"system to a GE when they were"},{"speaker":"Joe Ross","startTime":1717.71,"endTime":1720.41,"body":"building their when they were"},{"speaker":"Joe Ross","startTime":1720.41,"endTime":1724.03,"body":"trying to compete with first"},{"speaker":"Joe Ross","startTime":1720.41,"endTime":1724.03,"body":"solar. So in doing so, we saw"},{"speaker":"Joe Ross","startTime":1724.03,"endTime":1726.49,"body":"the forecast for the solar"},{"speaker":"Joe Ross","startTime":1724.03,"endTime":1726.49,"body":"industry, and then, you know, I"},{"speaker":"Joe Ross","startTime":1726.49,"endTime":1730.93,"body":"saw the hockey stick, and I just"},{"speaker":"Joe Ross","startTime":1726.49,"endTime":1730.93,"body":"really felt at that time, and it"},{"speaker":"Joe Ross","startTime":1730.93,"endTime":1733.15,"body":"was like early days when we"},{"speaker":"Joe Ross","startTime":1730.93,"endTime":1733.15,"body":"started to see some"},{"speaker":"Joe Ross","startTime":1733.15,"endTime":1736.99,"body":"environmental changes too. And I"},{"speaker":"Joe Ross","startTime":1733.15,"endTime":1736.99,"body":"knew that that energy"},{"speaker":"Joe Ross","startTime":1736.99,"endTime":1739.69,"body":"production, that clean energy"},{"speaker":"Joe Ross","startTime":1736.99,"endTime":1739.69,"body":"production, was going to be a"},{"speaker":"Joe Ross","startTime":1739.69,"endTime":1744.57,"body":"real important piece, and it was"},{"speaker":"Joe Ross","startTime":1739.69,"endTime":1744.57,"body":"going to be a real future for"},{"speaker":"Joe Ross","startTime":1744.57,"endTime":1747.99,"body":"not only my career, but for"},{"speaker":"Joe Ross","startTime":1744.57,"endTime":1747.99,"body":"them, for the greater good. And"},{"speaker":"Joe Ross","startTime":1747.99,"endTime":1751.59,"body":"at that same time, I started"},{"speaker":"Joe Ross","startTime":1747.99,"endTime":1751.59,"body":"seeing a lot of these really"},{"speaker":"Joe Ross","startTime":1751.59,"endTime":1755.13,"body":"smart, good engineers, guys that"},{"speaker":"Joe Ross","startTime":1751.59,"endTime":1755.13,"body":"I work with at polar at Peter"},{"speaker":"Joe Ross","startTime":1755.13,"endTime":1758.43,"body":"Kane started a company called"},{"speaker":"Joe Ross","startTime":1755.13,"endTime":1758.43,"body":"Evergreen solar, and he was"},{"speaker":"Joe Ross","startTime":1758.43,"endTime":1762.51,"body":"doing a film type of so they"},{"speaker":"Joe Ross","startTime":1758.43,"endTime":1762.51,"body":"were these guys that also had"},{"speaker":"Joe Ross","startTime":1762.51,"endTime":1766.97,"body":"that same idea and same I'm not"},{"speaker":"Joe Ross","startTime":1762.51,"endTime":1766.97,"body":"going to give myself credit for"},{"speaker":"Joe Ross","startTime":1766.97,"endTime":1770.33,"body":"vision. I essentially followed"},{"speaker":"Joe Ross","startTime":1766.97,"endTime":1770.33,"body":"the smart guys over to you, over"},{"speaker":"Joe Ross","startTime":1770.33,"endTime":1771.53,"body":"to over to solar,"},{"speaker":"Tim Montague","startTime":1771.65,"endTime":1776.45,"body":"and this was in"},{"speaker":"Tim Montague","startTime":1771.65,"endTime":1776.45,"body":"the mid 2000s right?"},{"speaker":"Joe Ross","startTime":1776.45,"endTime":1779.51,"body":"Yeah, yeah, yeah,"},{"speaker":"Joe Ross","startTime":1776.45,"endTime":1779.51,"body":"early, yeah. It wasn't quite it"},{"speaker":"Joe Ross","startTime":1779.51,"endTime":1782.81,"body":"was like around 2008 2009 ish,"},{"speaker":"Joe Ross","startTime":1779.51,"endTime":1782.81,"body":"yeah, yeah. That range"},{"speaker":"Tim Montague","startTime":1783.229,"endTime":1786.369,"body":"I like, in the"},{"speaker":"Tim Montague","startTime":1783.229,"endTime":1786.369,"body":"modern solar area in the US, was"},{"speaker":"Tim Montague","startTime":1786.369,"endTime":1789.969,"body":"started in about 2010 that's"},{"speaker":"Tim Montague","startTime":1786.369,"endTime":1789.969,"body":"when things really started to"},{"speaker":"Tim Montague","startTime":1789.969,"endTime":1792.849,"body":"ramp. Yeah, I assume that's"},{"speaker":"Tim Montague","startTime":1789.969,"endTime":1792.849,"body":"because of the cost adoption"},{"speaker":"Tim Montague","startTime":1792.849,"endTime":1795.1290000000001,"body":"curve, but maybe it's a"},{"speaker":"Tim Montague","startTime":1792.849,"endTime":1795.1290000000001,"body":"combination of things. I don't"},{"speaker":"Tim Montague","startTime":1795.1290000000001,"endTime":1797.589,"body":"know if you have any ideas about"},{"speaker":"Tim Montague","startTime":1795.1290000000001,"endTime":1797.589,"body":"that. I think you're"},{"speaker":"Joe Ross","startTime":1797.59,"endTime":1799.63,"body":"right on. I think"},{"speaker":"Joe Ross","startTime":1797.59,"endTime":1799.63,"body":"you're right on with the that's"},{"speaker":"Joe Ross","startTime":1799.63,"endTime":1802.21,"body":"when it really started, when you"},{"speaker":"Joe Ross","startTime":1799.63,"endTime":1802.21,"body":"started to see the price points"},{"speaker":"Joe Ross","startTime":1802.21,"endTime":1804.51,"body":"come down. When I started first"},{"speaker":"Joe Ross","startTime":1802.21,"endTime":1804.51,"body":"selling inverters, we were"},{"speaker":"Joe Ross","startTime":1804.51,"endTime":1807.8700000000001,"body":"selling them for 28 cents a"},{"speaker":"Joe Ross","startTime":1804.51,"endTime":1807.8700000000001,"body":"watt. Now inverters are we're"},{"speaker":"Joe Ross","startTime":1807.8700000000001,"endTime":1811.3500000000001,"body":"selling them for four cents a"},{"speaker":"Joe Ross","startTime":1807.8700000000001,"endTime":1811.3500000000001,"body":"lot. That's a pretty dramatic"},{"speaker":"Joe Ross","startTime":1811.3500000000001,"endTime":1814.83,"body":"change to see over that time"},{"speaker":"Joe Ross","startTime":1811.3500000000001,"endTime":1814.83,"body":"frame is impressive. And we got"},{"speaker":"Joe Ross","startTime":1814.83,"endTime":1819.8700000000001,"body":"parity with diesel or fossil"},{"speaker":"Joe Ross","startTime":1814.83,"endTime":1819.8700000000001,"body":"generation of energy, I think"},{"speaker":"Joe Ross","startTime":1819.8700000000001,"endTime":1822.8700000000001,"body":"three or four years ago. You see"},{"speaker":"Joe Ross","startTime":1819.8700000000001,"endTime":1822.8700000000001,"body":"what's going on in Germany now."},{"speaker":"Joe Ross","startTime":1823.05,"endTime":1826.13,"body":"So that's really in Germany was"},{"speaker":"Joe Ross","startTime":1823.05,"endTime":1826.13,"body":"really the market that"},{"speaker":"Joe Ross","startTime":1826.19,"endTime":1829.3700000000001,"body":"everybody, they were early"},{"speaker":"Joe Ross","startTime":1826.19,"endTime":1829.3700000000001,"body":"adopters, full commit good"},{"speaker":"Joe Ross","startTime":1829.3700000000001,"endTime":1830.27,"body":"technology,"},{"speaker":"Tim Montague","startTime":1830.75,"endTime":1833.57,"body":"and let's put a"},{"speaker":"Tim Montague","startTime":1830.75,"endTime":1833.57,"body":"pin in this too. Yeah, the"},{"speaker":"Tim Montague","startTime":1833.57,"endTime":1838.3700000000001,"body":"reason Europe and to some"},{"speaker":"Tim Montague","startTime":1833.57,"endTime":1838.3700000000001,"body":"extent, Japan, were early"},{"speaker":"Tim Montague","startTime":1838.43,"endTime":1842.93,"body":"adopters is because they didn't"},{"speaker":"Tim Montague","startTime":1838.43,"endTime":1842.93,"body":"have a lot of cheap fossil"},{"speaker":"Tim Montague","startTime":1843.29,"endTime":1848.17,"body":"fuels. There is some very dirty"},{"speaker":"Tim Montague","startTime":1843.29,"endTime":1848.17,"body":"coal, I think, in Germany, but"},{"speaker":"Tim Montague","startTime":1848.17,"endTime":1851.3500000000001,"body":"it's not great coal, right?"},{"speaker":"Tim Montague","startTime":1848.17,"endTime":1851.3500000000001,"body":"Nothing like the coal we have in"},{"speaker":"Tim Montague","startTime":1851.3500000000001,"endTime":1856.03,"body":"the US. And we just have gobs"},{"speaker":"Tim Montague","startTime":1851.3500000000001,"endTime":1856.03,"body":"and gobs of coal, oil, natural"},{"speaker":"Tim Montague","startTime":1856.03,"endTime":1861.49,"body":"gas. And so we were just drill,"},{"speaker":"Tim Montague","startTime":1856.03,"endTime":1861.49,"body":"baby, drill my my grandpa worked"},{"speaker":"Tim Montague","startTime":1861.49,"endTime":1864.99,"body":"in the coal industry in media."},{"speaker":"Tim Montague","startTime":1861.49,"endTime":1864.99,"body":"He had a magazine called The"},{"speaker":"Tim Montague","startTime":1864.99,"endTime":1868.53,"body":"Black Diamond, and so I'm just"},{"speaker":"Tim Montague","startTime":1864.99,"endTime":1868.53,"body":"the modern version of that,"},{"speaker":"Tim Montague","startTime":1869.31,"endTime":1872.31,"body":"yeah, with the Clean Power Hour,"},{"speaker":"Tim Montague","startTime":1869.31,"endTime":1872.31,"body":"which is awesome. I love"},{"speaker":"Tim Montague","startTime":1872.31,"endTime":1876.63,"body":"standing on I love acknowledging"},{"speaker":"Tim Montague","startTime":1872.31,"endTime":1876.63,"body":"that I stand on my forebears"},{"speaker":"Tim Montague","startTime":1876.63,"endTime":1878.55,"body":"shoulders, absolutely."},{"speaker":"Joe Ross","startTime":1878.6100000000001,"endTime":1881.13,"body":"Yeah, no, absolutely."},{"speaker":"Joe Ross","startTime":1878.6100000000001,"endTime":1881.13,"body":"And you're the evolution of that"},{"speaker":"Joe Ross","startTime":1881.13,"endTime":1883.97,"body":"our industry. This is, this is"},{"speaker":"Joe Ross","startTime":1881.13,"endTime":1883.97,"body":"where it's gone, and it's going"},{"speaker":"Joe Ross","startTime":1883.97,"endTime":1887.27,"body":"for the right reason. And it's"},{"speaker":"Joe Ross","startTime":1883.97,"endTime":1887.27,"body":"great to have folks like you and"},{"speaker":"Joe Ross","startTime":1887.27,"endTime":1889.43,"body":"with that kind of experience"},{"speaker":"Joe Ross","startTime":1887.27,"endTime":1889.43,"body":"working"},{"speaker":"Tim Montague","startTime":1889.43,"endTime":1892.73,"body":"here. So okay, so"},{"speaker":"Tim Montague","startTime":1889.43,"endTime":1892.73,"body":"fast forward. You've been in"},{"speaker":"Tim Montague","startTime":1892.73,"endTime":1898.01,"body":"power electronics a long time."},{"speaker":"Tim Montague","startTime":1892.73,"endTime":1898.01,"body":"Brian Wagner becomes the GM at"},{"speaker":"Tim Montague","startTime":1898.19,"endTime":1903.97,"body":"CPS recruits you. Yeah, and I."},{"speaker":"Tim Montague","startTime":1898.19,"endTime":1903.97,"body":"Tell us about your journey at"},{"speaker":"Tim Montague","startTime":1903.97,"endTime":1908.71,"body":"CPS, and what is your primary"},{"speaker":"Tim Montague","startTime":1903.97,"endTime":1908.71,"body":"role, or what are the hats that"},{"speaker":"Tim Montague","startTime":1908.71,"endTime":1910.03,"body":"you're wearing? Yeah,"},{"speaker":"Joe Ross","startTime":1910.03,"endTime":1912.13,"body":"yeah. And again,"},{"speaker":"Joe Ross","startTime":1910.03,"endTime":1912.13,"body":"Brian, I actually go a little"},{"speaker":"Joe Ross","startTime":1912.13,"endTime":1915.91,"body":"bit further back then than that."},{"speaker":"Joe Ross","startTime":1912.13,"endTime":1915.91,"body":"He actually worked for us at"},{"speaker":"Joe Ross","startTime":1915.91,"endTime":1919.03,"body":"Advanced Energy, and he was"},{"speaker":"Joe Ross","startTime":1915.91,"endTime":1919.03,"body":"doing he was selling our service"},{"speaker":"Joe Ross","startTime":1919.03,"endTime":1922.77,"body":"contracts. And when that group"},{"speaker":"Joe Ross","startTime":1919.03,"endTime":1922.77,"body":"disbanded, that that same smart"},{"speaker":"Joe Ross","startTime":1922.77,"endTime":1926.97,"body":"boss, Kevin pretty said, Hey, we"},{"speaker":"Joe Ross","startTime":1922.77,"endTime":1926.97,"body":"gotta bring this guy on board."},{"speaker":"Joe Ross","startTime":1926.97,"endTime":1929.73,"body":"We need to spin him up to speed."},{"speaker":"Joe Ross","startTime":1926.97,"endTime":1929.73,"body":"So I had that privilege of"},{"speaker":"Joe Ross","startTime":1929.97,"endTime":1933.51,"body":"helping Brian learn the industry"},{"speaker":"Joe Ross","startTime":1929.97,"endTime":1933.51,"body":"and learn the business back in"},{"speaker":"Joe Ross","startTime":1933.51,"endTime":1938.67,"body":"the day that was probably 2012"},{"speaker":"Joe Ross","startTime":1933.51,"endTime":1938.67,"body":"2013 so yeah, he's but and where"},{"speaker":"Joe Ross","startTime":1938.67,"endTime":1942.03,"body":"Brian has gone with his career"},{"speaker":"Joe Ross","startTime":1938.67,"endTime":1942.03,"body":"is extremely impressive. Again,"},{"speaker":"Joe Ross","startTime":1942.03,"endTime":1944.33,"body":"my team at the trade shows we"},{"speaker":"Joe Ross","startTime":1942.03,"endTime":1944.33,"body":"talked about this earlier, he's"},{"speaker":"Joe Ross","startTime":1944.33,"endTime":1946.8500000000001,"body":"always, you gotta come work for"},{"speaker":"Joe Ross","startTime":1944.33,"endTime":1946.8500000000001,"body":"us. I'm like, I don't wanna sell"},{"speaker":"Joe Ross","startTime":1946.8500000000001,"endTime":1949.6100000000001,"body":"that black box. I got cool"},{"speaker":"Joe Ross","startTime":1946.8500000000001,"endTime":1949.6100000000001,"body":"stuff. I got my startup. I'm"},{"speaker":"Joe Ross","startTime":1949.6100000000001,"endTime":1954.47,"body":"good. And so finally, when he"},{"speaker":"Joe Ross","startTime":1949.6100000000001,"endTime":1954.47,"body":"was on being paid to become, you"},{"speaker":"Joe Ross","startTime":1954.59,"endTime":1957.65,"body":"know, the general manager of"},{"speaker":"Joe Ross","startTime":1954.59,"endTime":1957.65,"body":"CPS, we're talking and so I"},{"speaker":"Joe Ross","startTime":1957.65,"endTime":1961.13,"body":"helped him through that process."},{"speaker":"Joe Ross","startTime":1957.65,"endTime":1961.13,"body":"And in doing that, it reminded"},{"speaker":"Joe Ross","startTime":1961.13,"endTime":1964.21,"body":"me of how much fun it was to"},{"speaker":"Joe Ross","startTime":1961.13,"endTime":1964.21,"body":"work with Brian and in the"},{"speaker":"Joe Ross","startTime":1964.21,"endTime":1968.47,"body":"success that I saw for that"},{"speaker":"Joe Ross","startTime":1964.21,"endTime":1968.47,"body":"company, it really felt looking"},{"speaker":"Joe Ross","startTime":1968.47,"endTime":1971.71,"body":"back at their previous six years"},{"speaker":"Joe Ross","startTime":1968.47,"endTime":1971.71,"body":"prior. So I came on board in"},{"speaker":"Joe Ross","startTime":1971.71,"endTime":1976.93,"body":"2021 so up to from like 16 to"},{"speaker":"Joe Ross","startTime":1971.71,"endTime":1976.93,"body":"2020 they were stuck at a"},{"speaker":"Joe Ross","startTime":1976.93,"endTime":1980.05,"body":"certain revenue point, and I"},{"speaker":"Joe Ross","startTime":1976.93,"endTime":1980.05,"body":"couldn't really understand why"},{"speaker":"Joe Ross","startTime":1980.05,"endTime":1984.09,"body":"exactly. But then when I came on"},{"speaker":"Joe Ross","startTime":1980.05,"endTime":1984.09,"body":"board, it we became apparent to"},{"speaker":"Joe Ross","startTime":1984.09,"endTime":1987.93,"body":"me that we didn't have enough"},{"speaker":"Joe Ross","startTime":1984.09,"endTime":1987.93,"body":"customers. We weren't talking to"},{"speaker":"Joe Ross","startTime":1988.1100000000001,"endTime":1992.19,"body":"larger EPCs. We weren't making"},{"speaker":"Joe Ross","startTime":1988.1100000000001,"endTime":1992.19,"body":"that penetration. I think we"},{"speaker":"Joe Ross","startTime":1992.19,"endTime":1995.3700000000001,"body":"were relying a little bit too"},{"speaker":"Joe Ross","startTime":1992.19,"endTime":1995.3700000000001,"body":"heavy on on one of one of our"},{"speaker":"Joe Ross","startTime":1995.3700000000001,"endTime":1997.47,"body":"partners who we were white"},{"speaker":"Joe Ross","startTime":1995.3700000000001,"endTime":1997.47,"body":"labeling with, so they had"},{"speaker":"Joe Ross","startTime":1997.47,"endTime":2001.31,"body":"plateaued the first year that we"},{"speaker":"Joe Ross","startTime":1997.47,"endTime":2001.31,"body":"came on board. We were able to"},{"speaker":"Joe Ross","startTime":2001.31,"endTime":2006.31,"body":"increase that revenue by about,"},{"speaker":"Joe Ross","startTime":2001.31,"endTime":2006.31,"body":"I don't know, 12% 15% as a"},{"speaker":"Joe Ross","startTime":2006.31,"endTime":2009.31,"body":"result of not just myself, but"},{"speaker":"Joe Ross","startTime":2006.31,"endTime":2009.31,"body":"we brought on some really good"},{"speaker":"Joe Ross","startTime":2009.31,"endTime":2016.09,"body":"people. And in doing that, the"},{"speaker":"Joe Ross","startTime":2009.31,"endTime":2016.09,"body":"company grew, and our culture"},{"speaker":"Joe Ross","startTime":2016.09,"endTime":2019.81,"body":"was evolving. And we had some"},{"speaker":"Joe Ross","startTime":2016.09,"endTime":2019.81,"body":"folks that weren't in line with"},{"speaker":"Joe Ross","startTime":2019.81,"endTime":2022.59,"body":"that cultural change. They kind"},{"speaker":"Joe Ross","startTime":2019.81,"endTime":2022.59,"body":"of liked where they were. They"},{"speaker":"Joe Ross","startTime":2022.59,"endTime":2025.89,"body":"like that that level out"},{"speaker":"Joe Ross","startTime":2022.59,"endTime":2025.89,"body":"business. So we had some we had"},{"speaker":"Joe Ross","startTime":2025.89,"endTime":2029.8500000000001,"body":"some significant attrition. So"},{"speaker":"Joe Ross","startTime":2025.89,"endTime":2029.8500000000001,"body":"at that point, we had accounts"},{"speaker":"Joe Ross","startTime":2029.8500000000001,"endTime":2033.39,"body":"all over the country that had"},{"speaker":"Joe Ross","startTime":2029.8500000000001,"endTime":2033.39,"body":"lost representation. So Brian"},{"speaker":"Joe Ross","startTime":2033.39,"endTime":2037.71,"body":"felt comfortable enough to give"},{"speaker":"Joe Ross","startTime":2033.39,"endTime":2037.71,"body":"me those as my as my primary"},{"speaker":"Joe Ross","startTime":2037.71,"endTime":2040.47,"body":"customers. So that's how my"},{"speaker":"Joe Ross","startTime":2037.71,"endTime":2040.47,"body":"national account role was"},{"speaker":"Joe Ross","startTime":2040.47,"endTime":2043.79,"body":"established. And I still have"},{"speaker":"Joe Ross","startTime":2040.47,"endTime":2043.79,"body":"those customers. I really"},{"speaker":"Joe Ross","startTime":2043.79,"endTime":2047.69,"body":"appreciate them, and do a lot of"},{"speaker":"Joe Ross","startTime":2043.79,"endTime":2047.69,"body":"work every day with those"},{"speaker":"Joe Ross","startTime":2047.69,"endTime":2050.69,"body":"accounts. I try and be as"},{"speaker":"Joe Ross","startTime":2047.69,"endTime":2050.69,"body":"consistent with my work as"},{"speaker":"Joe Ross","startTime":2050.69,"endTime":2051.77,"body":"possible. Can"},{"speaker":"Tim Montague","startTime":2051.77,"endTime":2054.71,"body":"you give me an"},{"speaker":"Tim Montague","startTime":2051.77,"endTime":2054.71,"body":"example of what is a national"},{"speaker":"Tim Montague","startTime":2054.71,"endTime":2055.5499999999997,"body":"account? For you,"},{"speaker":"Joe Ross","startTime":2055.729,"endTime":2058.129,"body":"a national account"},{"speaker":"Joe Ross","startTime":2055.729,"endTime":2058.129,"body":"would be like pivot energy is a"},{"speaker":"Joe Ross","startTime":2058.129,"endTime":2062.709,"body":"good example. They have an EPC"},{"speaker":"Joe Ross","startTime":2058.129,"endTime":2062.709,"body":"arm, but they also do a lot of"},{"speaker":"Joe Ross","startTime":2062.769,"endTime":2066.249,"body":"work with other EPCs nationally."},{"speaker":"Joe Ross","startTime":2062.769,"endTime":2066.249,"body":"That's going to be an example of"},{"speaker":"Joe Ross","startTime":2066.909,"endTime":2067.3289999999997,"body":"a national"},{"speaker":"Tim Montague","startTime":2067.3289999999997,"endTime":2069.8489999999997,"body":"account. We're"},{"speaker":"Tim Montague","startTime":2067.3289999999997,"endTime":2069.8489999999997,"body":"from St Louis originally. Oh, is"},{"speaker":"Tim Montague","startTime":2069.8489999999997,"endTime":2070.029,"body":"that"},{"speaker":"Joe Ross","startTime":2070.0299999999997,"endTime":2073.63,"body":"right? Yeah, I didn't"},{"speaker":"Joe Ross","startTime":2070.0299999999997,"endTime":2073.63,"body":"realize that, yeah, yeah."},{"speaker":"Joe Ross","startTime":2073.69,"endTime":2075.85,"body":"They're in uh, they're"},{"speaker":"Joe Ross","startTime":2073.69,"endTime":2075.85,"body":"obviously, now in"},{"speaker":"Tim Montague","startTime":2075.97,"endTime":2078.0699999999997,"body":"uh, obviously. But"},{"speaker":"Tim Montague","startTime":2075.97,"endTime":2078.0699999999997,"body":"they're, they're becoming an"},{"speaker":"Tim Montague","startTime":2078.0699999999997,"endTime":2080.41,"body":"asset owner too. Now, yes, yeah."},{"speaker":"Joe Ross","startTime":2080.5899999999997,"endTime":2083.0099999999998,"body":"And there's, and"},{"speaker":"Joe Ross","startTime":2080.5899999999997,"endTime":2083.0099999999998,"body":"there's a great example. Pivot"},{"speaker":"Joe Ross","startTime":2083.0099999999998,"endTime":2087.0899999999997,"body":"is a perfect example of a"},{"speaker":"Joe Ross","startTime":2083.0099999999998,"endTime":2087.0899999999997,"body":"company that has identified what"},{"speaker":"Joe Ross","startTime":2087.0899999999997,"endTime":2092.43,"body":"is the primary value of the"},{"speaker":"Joe Ross","startTime":2087.0899999999997,"endTime":2092.43,"body":"string inverter, of the inverter"},{"speaker":"Joe Ross","startTime":2092.43,"endTime":2095.19,"body":"itself. What do they need if"},{"speaker":"Joe Ross","startTime":2092.43,"endTime":2095.19,"body":"they're going to own these"},{"speaker":"Joe Ross","startTime":2095.19,"endTime":2098.49,"body":"projects? What do they want on"},{"speaker":"Joe Ross","startTime":2095.19,"endTime":2098.49,"body":"their systems? And it's the CPS"},{"speaker":"Joe Ross","startTime":2098.49,"endTime":2102.9500000000003,"body":"string inverter, just because of"},{"speaker":"Joe Ross","startTime":2098.49,"endTime":2102.9500000000003,"body":"the historic uptime and the ease"},{"speaker":"Joe Ross","startTime":2102.9500000000003,"endTime":2106.3700000000003,"body":"of maintenance. Okay, yeah, so"},{"speaker":"Joe Ross","startTime":2102.9500000000003,"endTime":2106.3700000000003,"body":"that's, that's, that's, it goes"},{"speaker":"Joe Ross","startTime":2106.3700000000003,"endTime":2109.13,"body":"back to why would somebody,"},{"speaker":"Joe Ross","startTime":2106.3700000000003,"endTime":2109.13,"body":"yeah, there's a little bit of a"},{"speaker":"Joe Ross","startTime":2109.13,"endTime":2112.19,"body":"CapEx difference between the"},{"speaker":"Joe Ross","startTime":2109.13,"endTime":2112.19,"body":"central and the strain. Why"},{"speaker":"Joe Ross","startTime":2112.19,"endTime":2115.3700000000003,"body":"would? Why would they buy the"},{"speaker":"Joe Ross","startTime":2112.19,"endTime":2115.3700000000003,"body":"more expensive? And I put that"},{"speaker":"Joe Ross","startTime":2115.3700000000003,"endTime":2118.19,"body":"in air quotes, because the"},{"speaker":"Joe Ross","startTime":2115.3700000000003,"endTime":2118.19,"body":"difference is minimal. Now"},{"speaker":"Joe Ross","startTime":2118.3700000000003,"endTime":2121.61,"body":"that's because they need to have"},{"speaker":"Joe Ross","startTime":2118.3700000000003,"endTime":2121.61,"body":"these things run for 10 to 20"},{"speaker":"Joe Ross","startTime":2121.61,"endTime":2125.29,"body":"years, and they need to know"},{"speaker":"Joe Ross","startTime":2121.61,"endTime":2125.29,"body":"that if something gets broken,"},{"speaker":"Joe Ross","startTime":2125.29,"endTime":2127.75,"body":"they're not going to lose the"},{"speaker":"Joe Ross","startTime":2125.29,"endTime":2127.75,"body":"whole plant. They're just going"},{"speaker":"Joe Ross","startTime":2127.75,"endTime":2130.9900000000002,"body":"to lose a little piece of it. So"},{"speaker":"Joe Ross","startTime":2127.75,"endTime":2130.9900000000002,"body":"that's a savvy owner."},{"speaker":"Tim Montague","startTime":2131.23,"endTime":2134.65,"body":"So you're, you're,"},{"speaker":"Tim Montague","startTime":2131.23,"endTime":2134.65,"body":"are you truly working"},{"speaker":"Tim Montague","startTime":2134.71,"endTime":2135.8500000000004,"body":"nationwide? Then"},{"speaker":"Joe Ross","startTime":2136.27,"endTime":2139.9900000000002,"body":"I am, yeah. In fact,"},{"speaker":"Joe Ross","startTime":2136.27,"endTime":2139.9900000000002,"body":"that was, I expanded to Hawaii."},{"speaker":"Joe Ross","startTime":2140.05,"endTime":2142.57,"body":"Actually, this year I had the"},{"speaker":"Joe Ross","startTime":2140.05,"endTime":2142.57,"body":"opportunity to go to the Ari"},{"speaker":"Joe Ross","startTime":2142.57,"endTime":2142.9500000000003,"body":"Hawaii"},{"speaker":"Tim Montague","startTime":2142.9500000000003,"endTime":2144.9300000000003,"body":"show I saw that."},{"speaker":"Tim Montague","startTime":2142.9500000000003,"endTime":2144.9300000000003,"body":"How was that?"},{"speaker":"Joe Ross","startTime":2145.05,"endTime":2147.3900000000003,"body":"That was, it was good."},{"speaker":"Joe Ross","startTime":2145.05,"endTime":2147.3900000000003,"body":"It was, it's, it was only the"},{"speaker":"Joe Ross","startTime":2147.3900000000003,"endTime":2150.9300000000003,"body":"second year they've done it. So"},{"speaker":"Joe Ross","startTime":2147.3900000000003,"endTime":2150.9300000000003,"body":"it's a smaller show, yeah, I"},{"speaker":"Joe Ross","startTime":2150.9300000000003,"endTime":2154.53,"body":"think from a few were exhibiting"},{"speaker":"Joe Ross","startTime":2150.9300000000003,"endTime":2154.53,"body":"there, looking around, it just"},{"speaker":"Joe Ross","startTime":2154.53,"endTime":2158.3100000000004,"body":"didn't seem like it was really"},{"speaker":"Joe Ross","startTime":2154.53,"endTime":2158.3100000000004,"body":"anything was going on, however."},{"speaker":"Joe Ross","startTime":2158.3700000000003,"endTime":2162.63,"body":"So the people that were walking"},{"speaker":"Joe Ross","startTime":2158.3700000000003,"endTime":2162.63,"body":"around that show were very and I"},{"speaker":"Joe Ross","startTime":2162.63,"endTime":2167.3300000000004,"body":"made some really nice contracts."},{"speaker":"Joe Ross","startTime":2162.63,"endTime":2167.3300000000004,"body":"I found out about a 400 megawatt"},{"speaker":"Joe Ross","startTime":2167.3900000000003,"endTime":2170.4500000000003,"body":"feeder plant that's being built"},{"speaker":"Joe Ross","startTime":2167.3900000000003,"endTime":2170.4500000000003,"body":"biomass feeder. They're not"},{"speaker":"Joe Ross","startTime":2170.4500000000003,"endTime":2173.15,"body":"doing 400 megawatts worth of"},{"speaker":"Joe Ross","startTime":2170.4500000000003,"endTime":2173.15,"body":"solar, but they're going to need"},{"speaker":"Joe Ross","startTime":2173.15,"endTime":2176.2700000000004,"body":"solar to do some of the Powering"},{"speaker":"Joe Ross","startTime":2173.15,"endTime":2176.2700000000004,"body":"involved with well"},{"speaker":"Tim Montague","startTime":2176.2700000000004,"endTime":2179.51,"body":"and Hawaii is"},{"speaker":"Tim Montague","startTime":2176.2700000000004,"endTime":2179.51,"body":"truly our most mature solar"},{"speaker":"Tim Montague","startTime":2179.51,"endTime":2182.63,"body":"market. Has the greatest"},{"speaker":"Tim Montague","startTime":2179.51,"endTime":2182.63,"body":"penetration of solar. It's just"},{"speaker":"Tim Montague","startTime":2182.63,"endTime":2187.3300000000004,"body":"a small state population wise,"},{"speaker":"Tim Montague","startTime":2182.63,"endTime":2187.3300000000004,"body":"right? So it's not a huge market"},{"speaker":"Tim Montague","startTime":2187.3300000000004,"endTime":2190.9900000000002,"body":"like California. California is"},{"speaker":"Tim Montague","startTime":2187.3300000000004,"endTime":2190.9900000000002,"body":"the big dog, or, historically,"},{"speaker":"Tim Montague","startTime":2190.9900000000002,"endTime":2194.65,"body":"was. Now, Texas has surpassed"},{"speaker":"Tim Montague","startTime":2190.9900000000002,"endTime":2194.65,"body":"them on an annual basis because"},{"speaker":"Tim Montague","startTime":2194.65,"endTime":2198.7300000000005,"body":"of all the utility solar"},{"speaker":"Tim Montague","startTime":2194.65,"endTime":2198.7300000000005,"body":"happening in Texas. Yeah, but"},{"speaker":"Joe Ross","startTime":2199.3300000000004,"endTime":2201.61,"body":"yeah, and it's"},{"speaker":"Joe Ross","startTime":2199.3300000000004,"endTime":2201.61,"body":"interesting Texas that's fossil"},{"speaker":"Joe Ross","startTime":2201.61,"endTime":2206.4900000000002,"body":"fuel country. Right there in I"},{"speaker":"Joe Ross","startTime":2201.61,"endTime":2206.4900000000002,"body":"think looking at Texas, I think"},{"speaker":"Joe Ross","startTime":2206.4900000000002,"endTime":2210.57,"body":"the major reason is in Maine is"},{"speaker":"Joe Ross","startTime":2206.4900000000002,"endTime":2210.57,"body":"a big guy. There's a big market"},{"speaker":"Joe Ross","startTime":2210.57,"endTime":2213.7500000000005,"body":"now that I live in Maine part of"},{"speaker":"Joe Ross","startTime":2210.57,"endTime":2213.7500000000005,"body":"the time. I'm in New Hampshire"},{"speaker":"Joe Ross","startTime":2213.7500000000005,"endTime":2216.8100000000004,"body":"right now, but yeah, the"},{"speaker":"Joe Ross","startTime":2213.7500000000005,"endTime":2216.8100000000004,"body":"projects that we're quoting the"},{"speaker":"Joe Ross","startTime":2216.8100000000004,"endTime":2220.9500000000003,"body":"larger scale utility in, people"},{"speaker":"Joe Ross","startTime":2216.8100000000004,"endTime":2220.9500000000003,"body":"ask me, What? What's the reason?"},{"speaker":"Joe Ross","startTime":2220.9500000000003,"endTime":2223.7900000000004,"body":"It's the same reason as Texas,"},{"speaker":"Joe Ross","startTime":2220.9500000000003,"endTime":2223.7900000000004,"body":"they have the land they have."},{"speaker":"Joe Ross","startTime":2223.7900000000004,"endTime":2226.19,"body":"They've good they have better"},{"speaker":"Joe Ross","startTime":2223.7900000000004,"endTime":2226.19,"body":"radiance in in the south,"},{"speaker":"Joe Ross","startTime":2226.19,"endTime":2227.69,"body":"obviously, but they also have"},{"speaker":"Tim Montague","startTime":2227.9300000000003,"endTime":2231.2300000000005,"body":"more trees to deal"},{"speaker":"Tim Montague","startTime":2227.9300000000003,"endTime":2231.2300000000005,"body":"with in Maine, yeah, not where"},{"speaker":"Tim Montague","startTime":2231.2300000000005,"endTime":2231.8300000000004,"body":"they're putting"},{"speaker":"Joe Ross","startTime":2231.8300000000004,"endTime":2234.2300000000005,"body":"these. These are in"},{"speaker":"Joe Ross","startTime":2231.8300000000004,"endTime":2234.2300000000005,"body":"the old so that's the reason,"},{"speaker":"Joe Ross","startTime":2234.2300000000005,"endTime":2236.3300000000004,"body":"because they have the"},{"speaker":"Joe Ross","startTime":2234.2300000000005,"endTime":2236.3300000000004,"body":"infrastructure there. They have"},{"speaker":"Joe Ross","startTime":2236.3300000000004,"endTime":2239.7500000000005,"body":"the off taker, they have the"},{"speaker":"Joe Ross","startTime":2236.3300000000004,"endTime":2239.7500000000005,"body":"utility lines, because it was"},{"speaker":"Joe Ross","startTime":2239.7500000000005,"endTime":2242.69,"body":"they, it's where they're"},{"speaker":"Joe Ross","startTime":2239.7500000000005,"endTime":2242.69,"body":"harvesting all the trees. Oh,"},{"speaker":"Joe Ross","startTime":2242.9900000000002,"endTime":2245.05,"body":"they've actually knocked the"},{"speaker":"Joe Ross","startTime":2242.9900000000002,"endTime":2245.05,"body":"trees down now, there's got it,"},{"speaker":"Joe Ross","startTime":2245.05,"endTime":2247.4500000000003,"body":"but, yeah, shrooms up there. But"},{"speaker":"Joe Ross","startTime":2245.05,"endTime":2247.4500000000003,"body":"the same thing with Texas is"},{"speaker":"Joe Ross","startTime":2247.4500000000003,"endTime":2251.53,"body":"they have the infrastructure to"},{"speaker":"Joe Ross","startTime":2247.4500000000003,"endTime":2251.53,"body":"take the power back to the to"},{"speaker":"Joe Ross","startTime":2251.65,"endTime":2254.3500000000004,"body":"the end user. Yeah, it's really,"},{"speaker":"Joe Ross","startTime":2251.65,"endTime":2254.3500000000004,"body":"it's a beautiful thing, and it's"},{"speaker":"Joe Ross","startTime":2254.4100000000003,"endTime":2260.65,"body":"and I love the fact that it's"},{"speaker":"Joe Ross","startTime":2254.4100000000003,"endTime":2260.65,"body":"not that we're, how should I put"},{"speaker":"Joe Ross","startTime":2260.65,"endTime":2265.2300000000005,"body":"this? It's not that, that it not"},{"speaker":"Joe Ross","startTime":2260.65,"endTime":2265.2300000000005,"body":"only is good for the"},{"speaker":"Joe Ross","startTime":2265.53,"endTime":2269.61,"body":"environment, it's the right"},{"speaker":"Joe Ross","startTime":2265.53,"endTime":2269.61,"body":"solution for the world, but it's"},{"speaker":"Joe Ross","startTime":2269.61,"endTime":2274.71,"body":"also it has a good financial"},{"speaker":"Joe Ross","startTime":2269.61,"endTime":2274.71,"body":"impact, you know, for the people"},{"speaker":"Joe Ross","startTime":2274.71,"endTime":2277.17,"body":"that are embracing it and using"},{"speaker":"Joe Ross","startTime":2274.71,"endTime":2277.17,"body":"it, and you can see it, you"},{"speaker":"Joe Ross","startTime":2277.17,"endTime":2280.4700000000003,"body":"know, the folks look at New York"},{"speaker":"Joe Ross","startTime":2277.17,"endTime":2280.4700000000003,"body":"City, like rooftop solar in New"},{"speaker":"Joe Ross","startTime":2280.4700000000003,"endTime":2283.7900000000004,"body":"York City, it's ridiculous. It's"},{"speaker":"Joe Ross","startTime":2280.4700000000003,"endTime":2283.7900000000004,"body":"all shady, but still, it's being"},{"speaker":"Joe Ross","startTime":2283.7900000000004,"endTime":2287.21,"body":"done. It's seeing these large"},{"speaker":"Joe Ross","startTime":2283.7900000000004,"endTime":2287.21,"body":"utility scale projects going"},{"speaker":"Joe Ross","startTime":2287.21,"endTime":2291.53,"body":"into the old, you know, the old"},{"speaker":"Joe Ross","startTime":2287.21,"endTime":2291.53,"body":"oil fields. It's like it make it"},{"speaker":"Joe Ross","startTime":2291.53,"endTime":2295.67,"body":"just make sense to do it, and it"},{"speaker":"Joe Ross","startTime":2291.53,"endTime":2295.67,"body":"makes financial sense, which is"},{"speaker":"Joe Ross","startTime":2295.67,"endTime":2299.3900000000003,"body":"really, I think, why you've seen"},{"speaker":"Joe Ross","startTime":2295.67,"endTime":2299.3900000000003,"body":"so much growth in our industry"},{"speaker":"Joe Ross","startTime":2299.3900000000003,"endTime":2303.05,"body":"over the last few years. And"},{"speaker":"Joe Ross","startTime":2299.3900000000003,"endTime":2303.05,"body":"that's what's it's"},{"speaker":"Tim Montague","startTime":2303.05,"endTime":2304.8100000000004,"body":"incredible. I"},{"speaker":"Tim Montague","startTime":2303.05,"endTime":2304.8100000000004,"body":"don't, I don't, I don't think"},{"speaker":"Tim Montague","startTime":2304.8100000000004,"endTime":2308.7700000000004,"body":"Donald Trump understands, really"},{"speaker":"Tim Montague","startTime":2304.8100000000004,"endTime":2308.7700000000004,"body":"the fundamentals here, right?"},{"speaker":"Tim Montague","startTime":2308.7700000000004,"endTime":2313.8700000000003,"body":"Photons are free. Oil in the"},{"speaker":"Tim Montague","startTime":2308.7700000000004,"endTime":2313.8700000000003,"body":"ground is not free, and you have"},{"speaker":"Tim Montague","startTime":2313.8700000000003,"endTime":2317.65,"body":"to dig it out, right? The"},{"speaker":"Tim Montague","startTime":2313.8700000000003,"endTime":2317.65,"body":"photons are just raining down on"},{"speaker":"Tim Montague","startTime":2317.65,"endTime":2321.19,"body":"us, and there's 10,000 times"},{"speaker":"Tim Montague","startTime":2317.65,"endTime":2321.19,"body":"more of them than we could"},{"speaker":"Tim Montague","startTime":2321.19,"endTime":2326.2500000000005,"body":"actually use at any time, and so"},{"speaker":"Tim Montague","startTime":2321.19,"endTime":2326.2500000000005,"body":"we can power society many times"},{"speaker":"Tim Montague","startTime":2326.2500000000005,"endTime":2331.4700000000003,"body":"over with photons alone. It's"},{"speaker":"Tim Montague","startTime":2326.2500000000005,"endTime":2331.4700000000003,"body":"truly a massive resource. Gotta"},{"speaker":"Tim Montague","startTime":2331.4700000000003,"endTime":2336.4500000000003,"body":"build a collector called a PV"},{"speaker":"Tim Montague","startTime":2331.4700000000003,"endTime":2336.4500000000003,"body":"panel, but and then invert that"},{"speaker":"Tim Montague","startTime":2336.4500000000003,"endTime":2340.53,"body":"power. Blah, blah, blah, Joe, we"},{"speaker":"Tim Montague","startTime":2336.4500000000003,"endTime":2340.53,"body":"need to wrap this up shortly,"},{"speaker":"Tim Montague","startTime":2340.53,"endTime":2344.57,"body":"but I would love to touch on"},{"speaker":"Tim Montague","startTime":2340.53,"endTime":2344.57,"body":"your channel responsibilities,"},{"speaker":"Tim Montague","startTime":2344.57,"endTime":2348.3500000000004,"body":"Channel Sales, mentorship and"},{"speaker":"Tim Montague","startTime":2344.57,"endTime":2348.3500000000004,"body":"growing the industry, right? We"},{"speaker":"Tim Montague","startTime":2348.3500000000004,"endTime":2351.8300000000004,"body":"need a lot of new talent coming"},{"speaker":"Tim Montague","startTime":2348.3500000000004,"endTime":2351.8300000000004,"body":"into solar. We're recruiting"},{"speaker":"Tim Montague","startTime":2351.8300000000004,"endTime":2355.7900000000004,"body":"from oil and gas because oil and"},{"speaker":"Tim Montague","startTime":2351.8300000000004,"endTime":2355.7900000000004,"body":"gas has peaked and is shrinking."},{"speaker":"Tim Montague","startTime":2356.3300000000004,"endTime":2360.2300000000005,"body":"There's still jobs in oil and"},{"speaker":"Tim Montague","startTime":2356.3300000000004,"endTime":2360.2300000000005,"body":"gas, but a lot of people are"},{"speaker":"Tim Montague","startTime":2360.2300000000005,"endTime":2362.8900000000003,"body":"migrating, and that's as it"},{"speaker":"Tim Montague","startTime":2360.2300000000005,"endTime":2362.8900000000003,"body":"should be, and then coming in"},{"speaker":"Tim Montague","startTime":2362.8900000000003,"endTime":2366.9700000000003,"body":"from other from fresh out of"},{"speaker":"Tim Montague","startTime":2362.8900000000003,"endTime":2366.9700000000003,"body":"college. We were talking about"},{"speaker":"Tim Montague","startTime":2366.9700000000003,"endTime":2370.9300000000003,"body":"our friend Brian Clemente, and"},{"speaker":"Tim Montague","startTime":2366.9700000000003,"endTime":2370.9300000000003,"body":"what a great career. My own son."},{"speaker":"Tim Montague","startTime":2370.9300000000003,"endTime":2375.19,"body":"He's 22 he's a project manager"},{"speaker":"Tim Montague","startTime":2370.9300000000003,"endTime":2375.19,"body":"at Winfrey solar. Shout out to"},{"speaker":"Tim Montague","startTime":2375.19,"endTime":2378.8500000000004,"body":"Winfrey in Chicago, Illinois."},{"speaker":"Tim Montague","startTime":2375.19,"endTime":2378.8500000000004,"body":"Just a wonderful career. But"},{"speaker":"Tim Montague","startTime":2378.9700000000003,"endTime":2382.21,"body":"would love to hear your thoughts"},{"speaker":"Tim Montague","startTime":2378.9700000000003,"endTime":2382.21,"body":"about mentoring and bringing"},{"speaker":"Tim Montague","startTime":2382.21,"endTime":2385.2900000000004,"body":"others into the industry, but"},{"speaker":"Tim Montague","startTime":2382.21,"endTime":2385.2900000000004,"body":"talk about first, talk about"},{"speaker":"Tim Montague","startTime":2385.2900000000004,"endTime":2386.01,"body":"Channel Sales."},{"speaker":"Joe Ross","startTime":2386.19,"endTime":2388.4700000000003,"body":"Yeah, so Channel"},{"speaker":"Joe Ross","startTime":2386.19,"endTime":2388.4700000000003,"body":"Sales, it's something that we"},{"speaker":"Joe Ross","startTime":2388.4700000000003,"endTime":2392.8500000000004,"body":"really reengaged with over the"},{"speaker":"Joe Ross","startTime":2388.4700000000003,"endTime":2392.8500000000004,"body":"last 18 months, and it's been a"},{"speaker":"Joe Ross","startTime":2392.8500000000004,"endTime":2396.15,"body":"real eye opener for me. I think"},{"speaker":"Joe Ross","startTime":2392.8500000000004,"endTime":2396.15,"body":"that we were missing out on a"},{"speaker":"Joe Ross","startTime":2396.15,"endTime":2399.69,"body":"lot of opportunities. Our"},{"speaker":"Joe Ross","startTime":2396.15,"endTime":2399.69,"body":"competitors were heavily"},{"speaker":"Joe Ross","startTime":2399.8100000000004,"endTime":2402.63,"body":"involved with with the channel,"},{"speaker":"Joe Ross","startTime":2399.8100000000004,"endTime":2402.63,"body":"and we weren't really"},{"speaker":"Joe Ross","startTime":2402.63,"endTime":2405.71,"body":"participating because of just"},{"speaker":"Joe Ross","startTime":2402.63,"endTime":2405.71,"body":"historically, we weren't. We"},{"speaker":"Joe Ross","startTime":2405.71,"endTime":2408.65,"body":"were more of a direct model. But"},{"speaker":"Joe Ross","startTime":2405.71,"endTime":2408.65,"body":"the way that I've structured it,"},{"speaker":"Joe Ross","startTime":2408.71,"endTime":2411.7700000000004,"body":"I've identified six major"},{"speaker":"Joe Ross","startTime":2408.71,"endTime":2411.7700000000004,"body":"players that we do business"},{"speaker":"Joe Ross","startTime":2411.7700000000004,"endTime":2418.9100000000003,"body":"with, the gray bar, CED, green"},{"speaker":"Joe Ross","startTime":2411.7700000000004,"endTime":2418.9100000000003,"body":"tech, Rexel, sonapar, BayWa, and"},{"speaker":"Joe Ross","startTime":2419.03,"endTime":2423.3700000000003,"body":"then I have a couple additional"},{"speaker":"Joe Ross","startTime":2419.03,"endTime":2423.3700000000003,"body":"partners, and Wesco, and then I"},{"speaker":"Joe Ross","startTime":2423.3700000000003,"endTime":2426.13,"body":"have a couple additional online"},{"speaker":"Joe Ross","startTime":2423.3700000000003,"endTime":2426.13,"body":"partners that we do this so, but"},{"speaker":"Joe Ross","startTime":2426.13,"endTime":2428.65,"body":"it's structured differently than"},{"speaker":"Joe Ross","startTime":2426.13,"endTime":2428.65,"body":"a traditional channel"},{"speaker":"Joe Ross","startTime":2428.65,"endTime":2431.3500000000004,"body":"relationship. We don't ask them"},{"speaker":"Joe Ross","startTime":2428.65,"endTime":2431.3500000000004,"body":"to they can, if they want, if"},{"speaker":"Joe Ross","startTime":2431.3500000000004,"endTime":2433.9900000000002,"body":"they have projects specific"},{"speaker":"Joe Ross","startTime":2431.3500000000004,"endTime":2433.9900000000002,"body":"needs. They can certainly put"},{"speaker":"Joe Ross","startTime":2433.9900000000002,"endTime":2436.8100000000004,"body":"our material on the on their"},{"speaker":"Joe Ross","startTime":2433.9900000000002,"endTime":2436.8100000000004,"body":"shelves, but we don't ask them"},{"speaker":"Joe Ross","startTime":2436.8100000000004,"endTime":2439.8700000000003,"body":"to do that. The pricing is"},{"speaker":"Joe Ross","startTime":2436.8100000000004,"endTime":2439.8700000000003,"body":"consistent. It's our list"},{"speaker":"Joe Ross","startTime":2439.8700000000003,"endTime":2442.63,"body":"pricing through the entire"},{"speaker":"Joe Ross","startTime":2439.8700000000003,"endTime":2442.63,"body":"channel. So there's no there's"},{"speaker":"Joe Ross","startTime":2442.63,"endTime":2447.9300000000003,"body":"no conflict there. We are now"},{"speaker":"Joe Ross","startTime":2442.63,"endTime":2447.9300000000003,"body":"discussing a opportunity to"},{"speaker":"Joe Ross","startTime":2447.9300000000003,"endTime":2450.4500000000003,"body":"maybe work with some of our"},{"speaker":"Joe Ross","startTime":2447.9300000000003,"endTime":2450.4500000000003,"body":"regional people with the"},{"speaker":"Joe Ross","startTime":2450.4500000000003,"endTime":2454.71,"body":"channel, just so that there's"},{"speaker":"Joe Ross","startTime":2450.4500000000003,"endTime":2454.71,"body":"much more clarity and and focus"},{"speaker":"Joe Ross","startTime":2454.7700000000004,"endTime":2459.57,"body":"on projects that we can help"},{"speaker":"Joe Ross","startTime":2454.7700000000004,"endTime":2459.57,"body":"them win and then be there with"},{"speaker":"Joe Ross","startTime":2459.57,"endTime":2462.8300000000004,"body":"the project scale to a point"},{"speaker":"Joe Ross","startTime":2459.57,"endTime":2462.8300000000004,"body":"where they really do need to"},{"speaker":"Joe Ross","startTime":2462.8300000000004,"endTime":2465.8300000000004,"body":"work with the manufacturer"},{"speaker":"Joe Ross","startTime":2462.8300000000004,"endTime":2465.8300000000004,"body":"directly, just to ensure"},{"speaker":"Joe Ross","startTime":2465.8300000000004,"endTime":2470.2700000000004,"body":"production and supply. So it's a"},{"speaker":"Joe Ross","startTime":2465.8300000000004,"endTime":2470.2700000000004,"body":"very open book relationship, and"},{"speaker":"Joe Ross","startTime":2470.2700000000004,"endTime":2473.21,"body":"they've been really our channel"},{"speaker":"Joe Ross","startTime":2470.2700000000004,"endTime":2473.21,"body":"has been very responsive. Still"},{"speaker":"Joe Ross","startTime":2473.21,"endTime":2477.4700000000003,"body":"early days, but I see a big"},{"speaker":"Joe Ross","startTime":2473.21,"endTime":2477.4700000000003,"body":"opportunity, and we have some"},{"speaker":"Joe Ross","startTime":2477.4700000000003,"endTime":2480.05,"body":"new products too, that would"},{"speaker":"Joe Ross","startTime":2477.4700000000003,"endTime":2480.05,"body":"really make sense to have our"},{"speaker":"Joe Ross","startTime":2480.05,"endTime":2481.67,"body":"channel help us with it's been"},{"speaker":"Joe Ross","startTime":2480.05,"endTime":2481.67,"body":"fun,"},{"speaker":"Tim Montague","startTime":2483.4100000000003,"endTime":2488.2900000000004,"body":"cool, and we and"},{"speaker":"Tim Montague","startTime":2483.4100000000003,"endTime":2488.2900000000004,"body":"maybe we should circle back. I"},{"speaker":"Tim Montague","startTime":2488.53,"endTime":2492.9700000000003,"body":"want to talk about mentorship,"},{"speaker":"Tim Montague","startTime":2488.53,"endTime":2492.9700000000003,"body":"and then let's close out with a"},{"speaker":"Tim Montague","startTime":2492.9700000000003,"endTime":2497.2300000000005,"body":"circling back to central to"},{"speaker":"Tim Montague","startTime":2492.9700000000003,"endTime":2497.2300000000005,"body":"string. Okay, we did talk about"},{"speaker":"Tim Montague","startTime":2497.2300000000005,"endTime":2500.4100000000003,"body":"central to string a fair amount,"},{"speaker":"Tim Montague","startTime":2497.2300000000005,"endTime":2500.4100000000003,"body":"but I just want to put a bow on"},{"speaker":"Tim Montague","startTime":2500.4100000000003,"endTime":2503.7300000000005,"body":"it, yeah, but let's talk about"},{"speaker":"Tim Montague","startTime":2500.4100000000003,"endTime":2503.7300000000005,"body":"grow. The industry, one"},{"speaker":"Tim Montague","startTime":2503.7300000000005,"endTime":2506.8500000000004,"body":"statistic that you listeners"},{"speaker":"Tim Montague","startTime":2503.7300000000005,"endTime":2506.8500000000004,"body":"should know is that we need a"},{"speaker":"Tim Montague","startTime":2506.8500000000004,"endTime":2511.2300000000005,"body":"million new electricians in the"},{"speaker":"Tim Montague","startTime":2506.8500000000004,"endTime":2511.2300000000005,"body":"energy transition. It's all"},{"speaker":"Tim Montague","startTime":2511.2300000000005,"endTime":2513.9900000000002,"body":"forms of the built environment"},{"speaker":"Tim Montague","startTime":2511.2300000000005,"endTime":2513.9900000000002,"body":"that need electricians, but"},{"speaker":"Tim Montague","startTime":2514.2900000000004,"endTime":2517.8900000000003,"body":"obviously there's a lot of them"},{"speaker":"Tim Montague","startTime":2514.2900000000004,"endTime":2517.8900000000003,"body":"needed in solar. That's just one"},{"speaker":"Tim Montague","startTime":2517.8900000000003,"endTime":2521.3700000000003,"body":"example, right? One trade. We"},{"speaker":"Tim Montague","startTime":2517.8900000000003,"endTime":2521.3700000000003,"body":"need many types of trades,"},{"speaker":"Tim Montague","startTime":2521.3700000000003,"endTime":2527.9900000000002,"body":"people and professionals coming"},{"speaker":"Tim Montague","startTime":2521.3700000000003,"endTime":2527.9900000000002,"body":"into solar, wind, storage, etc."},{"speaker":"Tim Montague","startTime":2528.3500000000004,"endTime":2531.59,"body":"It's not a question of if we're"},{"speaker":"Tim Montague","startTime":2528.3500000000004,"endTime":2531.59,"body":"going to make the energy"},{"speaker":"Tim Montague","startTime":2531.59,"endTime":2534.53,"body":"transition and net zero the"},{"speaker":"Tim Montague","startTime":2531.59,"endTime":2534.53,"body":"economy. Ultimately, it's just a"},{"speaker":"Tim Montague","startTime":2534.53,"endTime":2542.09,"body":"question of how fast and human"},{"speaker":"Tim Montague","startTime":2534.53,"endTime":2542.09,"body":"labor knowledge is a limiting"},{"speaker":"Tim Montague","startTime":2542.09,"endTime":2546.55,"body":"factor many times, right? You"},{"speaker":"Tim Montague","startTime":2542.09,"endTime":2546.55,"body":"can't just snap your fingers."},{"speaker":"Tim Montague","startTime":2546.9700000000003,"endTime":2549.9700000000003,"body":"I'm curious what your thoughts"},{"speaker":"Tim Montague","startTime":2546.9700000000003,"endTime":2549.9700000000003,"body":"are about that. Yeah,"},{"speaker":"Joe Ross","startTime":2549.9700000000003,"endTime":2552.61,"body":"no, I agree. I think,"},{"speaker":"Joe Ross","startTime":2549.9700000000003,"endTime":2552.61,"body":"in fact, you're talking about"},{"speaker":"Joe Ross","startTime":2552.8500000000004,"endTime":2556.03,"body":"your son. I'll talk about my"},{"speaker":"Joe Ross","startTime":2552.8500000000004,"endTime":2556.03,"body":"son, who is decided after a"},{"speaker":"Joe Ross","startTime":2556.03,"endTime":2559.03,"body":"sophomore year not to go back to"},{"speaker":"Joe Ross","startTime":2556.03,"endTime":2559.03,"body":"college that he wants to get"},{"speaker":"Joe Ross","startTime":2559.03,"endTime":2561.8500000000004,"body":"into. So right now, yeah, he's"},{"speaker":"Joe Ross","startTime":2559.03,"endTime":2561.8500000000004,"body":"working in construction as a"},{"speaker":"Joe Ross","startTime":2561.8500000000004,"endTime":2566.3100000000004,"body":"project manager, but I really"},{"speaker":"Joe Ross","startTime":2561.8500000000004,"endTime":2566.3100000000004,"body":"see bad opportunity for trades"},{"speaker":"Joe Ross","startTime":2566.3100000000004,"endTime":2570.57,"body":"people, especially electricians."},{"speaker":"Joe Ross","startTime":2566.3100000000004,"endTime":2570.57,"body":"It's a great career there. It's,"},{"speaker":"Joe Ross","startTime":2570.57,"endTime":2575.4900000000002,"body":"it's sustainable. It's going to"},{"speaker":"Joe Ross","startTime":2570.57,"endTime":2575.4900000000002,"body":"be the growth tool for for our"},{"speaker":"Joe Ross","startTime":2575.4900000000002,"endTime":2579.3900000000003,"body":"economy moving forward. Yeah,"},{"speaker":"Joe Ross","startTime":2575.4900000000002,"endTime":2579.3900000000003,"body":"and in, from our perspective,"},{"speaker":"Joe Ross","startTime":2579.3900000000003,"endTime":2584.09,"body":"we're, we're constantly bringing"},{"speaker":"Joe Ross","startTime":2579.3900000000003,"endTime":2584.09,"body":"on new talent. A lot of folks"},{"speaker":"Joe Ross","startTime":2584.09,"endTime":2587.69,"body":"that we've hired recently have"},{"speaker":"Joe Ross","startTime":2584.09,"endTime":2587.69,"body":"been straight out of college, so"},{"speaker":"Joe Ross","startTime":2587.69,"endTime":2590.51,"body":"we have established a mentor"},{"speaker":"Joe Ross","startTime":2587.69,"endTime":2590.51,"body":"program with some of our senior"},{"speaker":"Joe Ross","startTime":2590.51,"endTime":2593.69,"body":"people. I have the privilege of"},{"speaker":"Joe Ross","startTime":2590.51,"endTime":2593.69,"body":"working with one of our"},{"speaker":"Joe Ross","startTime":2593.69,"endTime":2597.53,"body":"marketing guys, Brian Clemente,"},{"speaker":"Joe Ross","startTime":2593.69,"endTime":2597.53,"body":"who you mentioned earlier, is"},{"speaker":"Joe Ross","startTime":2598.07,"endTime":2601.67,"body":"going to be a superstar in this"},{"speaker":"Joe Ross","startTime":2598.07,"endTime":2601.67,"body":"industry, and it's just, I'm"},{"speaker":"Joe Ross","startTime":2601.67,"endTime":2604.9300000000003,"body":"looking forward to watching his"},{"speaker":"Joe Ross","startTime":2601.67,"endTime":2604.9300000000003,"body":"career blossom, but what it"},{"speaker":"Joe Ross","startTime":2604.9300000000003,"endTime":2607.9300000000003,"body":"really comes down to Tim, I"},{"speaker":"Joe Ross","startTime":2604.9300000000003,"endTime":2607.9300000000003,"body":"think, is just getting the just"},{"speaker":"Joe Ross","startTime":2607.9300000000003,"endTime":2611.2900000000004,"body":"the kind of knees to knees, nose"},{"speaker":"Joe Ross","startTime":2607.9300000000003,"endTime":2611.2900000000004,"body":"to nose, experience with our"},{"speaker":"Joe Ross","startTime":2611.2900000000004,"endTime":2615.61,"body":"customers. Our customers are"},{"speaker":"Joe Ross","startTime":2611.2900000000004,"endTime":2615.61,"body":"great. They value what we offer"},{"speaker":"Joe Ross","startTime":2615.61,"endTime":2618.7900000000004,"body":"them. They value the support"},{"speaker":"Joe Ross","startTime":2615.61,"endTime":2618.7900000000004,"body":"that we stand behind them with,"},{"speaker":"Joe Ross","startTime":2619.09,"endTime":2623.19,"body":"and they're more than willing to"},{"speaker":"Joe Ross","startTime":2619.09,"endTime":2623.19,"body":"spend time with us and in with"},{"speaker":"Joe Ross","startTime":2623.2500000000005,"endTime":2626.13,"body":"our new hires and just talk"},{"speaker":"Joe Ross","startTime":2623.2500000000005,"endTime":2626.13,"body":"about what's important to them."},{"speaker":"Joe Ross","startTime":2626.13,"endTime":2631.71,"body":"That's really the thing that we"},{"speaker":"Joe Ross","startTime":2626.13,"endTime":2631.71,"body":"need to teach, I think, and in"},{"speaker":"Joe Ross","startTime":2631.71,"endTime":2634.7700000000004,"body":"part, to the folks that are"},{"speaker":"Joe Ross","startTime":2631.71,"endTime":2634.7700000000004,"body":"coming into this business, that"},{"speaker":"Joe Ross","startTime":2634.7700000000004,"endTime":2639.2700000000004,"body":"you need to really listen, you"},{"speaker":"Joe Ross","startTime":2634.7700000000004,"endTime":2639.2700000000004,"body":"know, to what people are saying,"},{"speaker":"Joe Ross","startTime":2639.2700000000004,"endTime":2643.13,"body":"what's keeping them up at night,"},{"speaker":"Joe Ross","startTime":2639.2700000000004,"endTime":2643.13,"body":"and do everything that you can"},{"speaker":"Joe Ross","startTime":2643.4300000000003,"endTime":2648.4700000000003,"body":"to address those issues and be"},{"speaker":"Joe Ross","startTime":2643.4300000000003,"endTime":2648.4700000000003,"body":"responsive, and that's where"},{"speaker":"Joe Ross","startTime":2648.4700000000003,"endTime":2652.3700000000003,"body":"you're going to be successful"},{"speaker":"Joe Ross","startTime":2648.4700000000003,"endTime":2652.3700000000003,"body":"and provide value. It's all"},{"speaker":"Joe Ross","startTime":2652.3700000000003,"endTime":2655.8500000000004,"body":"about providing value for our"},{"speaker":"Joe Ross","startTime":2652.3700000000003,"endTime":2655.8500000000004,"body":"customers. Yeah, it's been fun."},{"speaker":"Joe Ross","startTime":2656.03,"endTime":2658.3700000000003,"body":"Some of the other folks that are"},{"speaker":"Joe Ross","startTime":2656.03,"endTime":2658.3700000000003,"body":"mentoring, they're mentoring"},{"speaker":"Joe Ross","startTime":2658.3700000000003,"endTime":2661.07,"body":"some sales people. We're"},{"speaker":"Joe Ross","startTime":2658.3700000000003,"endTime":2661.07,"body":"mentoring some some folks that"},{"speaker":"Joe Ross","startTime":2661.07,"endTime":2664.9900000000002,"body":"are on our logistics team. So"},{"speaker":"Joe Ross","startTime":2661.07,"endTime":2664.9900000000002,"body":"it's just really great"},{"speaker":"Joe Ross","startTime":2664.9900000000002,"endTime":2668.8900000000003,"body":"environment to watch these young"},{"speaker":"Joe Ross","startTime":2664.9900000000002,"endTime":2668.8900000000003,"body":"people. And sometimes you just"},{"speaker":"Joe Ross","startTime":2668.8900000000003,"endTime":2672.7900000000004,"body":"assume someone knows something."},{"speaker":"Joe Ross","startTime":2668.8900000000003,"endTime":2672.7900000000004,"body":"And really it's a bad to go in"},{"speaker":"Joe Ross","startTime":2672.7900000000004,"endTime":2675.4900000000002,"body":"with that kind of thought. You"},{"speaker":"Joe Ross","startTime":2672.7900000000004,"endTime":2675.4900000000002,"body":"need to really ask them what"},{"speaker":"Joe Ross","startTime":2675.4900000000002,"endTime":2680.11,"body":"their challenges are, what they"},{"speaker":"Joe Ross","startTime":2675.4900000000002,"endTime":2680.11,"body":"think that they need to succeed"},{"speaker":"Joe Ross","startTime":2680.11,"endTime":2686.07,"body":"where, where they want to see"},{"speaker":"Joe Ross","startTime":2680.11,"endTime":2686.07,"body":"their careers go Brian. So it's,"},{"speaker":"Joe Ross","startTime":2686.07,"endTime":2688.71,"body":"so it's been fun. I've and I'm"},{"speaker":"Joe Ross","startTime":2686.07,"endTime":2688.71,"body":"learning as much, I think, as"},{"speaker":"Joe Ross","startTime":2688.71,"endTime":2691.05,"body":"I'm imparting. So it's, it's a"},{"speaker":"Joe Ross","startTime":2688.71,"endTime":2691.05,"body":"really great, great"},{"speaker":"Joe Ross","startTime":2691.05,"endTime":2692.2500000000005,"body":"relationship. I love"},{"speaker":"Tim Montague","startTime":2692.2500000000005,"endTime":2696.69,"body":"that when we give"},{"speaker":"Tim Montague","startTime":2692.2500000000005,"endTime":2696.69,"body":"back to others, yeah, we also"},{"speaker":"Tim Montague","startTime":2696.69,"endTime":2702.3900000000003,"body":"gain often more than we have"},{"speaker":"Tim Montague","startTime":2696.69,"endTime":2702.3900000000003,"body":"given. And that's the beauty of"},{"speaker":"Tim Montague","startTime":2702.4500000000003,"endTime":2706.61,"body":"mentoring and sharing your"},{"speaker":"Tim Montague","startTime":2702.4500000000003,"endTime":2706.61,"body":"knowledge with others. So thank"},{"speaker":"Tim Montague","startTime":2706.61,"endTime":2710.8100000000004,"body":"you for doing that, and thanks"},{"speaker":"Tim Montague","startTime":2706.61,"endTime":2710.8100000000004,"body":"for CPS for having a mentorship"},{"speaker":"Tim Montague","startTime":2710.8100000000004,"endTime":2715.9100000000003,"body":"program. It's so important that"},{"speaker":"Tim Montague","startTime":2710.8100000000004,"endTime":2715.9100000000003,"body":"companies do this to basically"},{"speaker":"Tim Montague","startTime":2716.09,"endTime":2720.65,"body":"accelerate the development of"},{"speaker":"Tim Montague","startTime":2716.09,"endTime":2720.65,"body":"these professionals like you can"},{"speaker":"Tim Montague","startTime":2720.65,"endTime":2724.57,"body":"help Brian Clementi go further"},{"speaker":"Tim Montague","startTime":2720.65,"endTime":2724.57,"body":"faster than if he doesn't have a"},{"speaker":"Tim Montague","startTime":2724.57,"endTime":2728.65,"body":"mentor who's standing by him"},{"speaker":"Tim Montague","startTime":2724.57,"endTime":2728.65,"body":"side by side and helping him"},{"speaker":"Tim Montague","startTime":2728.8900000000003,"endTime":2732.67,"body":"find his way. It truly is a win."},{"speaker":"Tim Montague","startTime":2728.8900000000003,"endTime":2732.67,"body":"I think"},{"speaker":"Joe Ross","startTime":2732.67,"endTime":2734.8900000000003,"body":"Brian would have been"},{"speaker":"Joe Ross","startTime":2732.67,"endTime":2734.8900000000003,"body":"successful regardless, but oh"},{"speaker":"Joe Ross","startTime":2734.8900000000003,"endTime":2738.4900000000002,"body":"for sure, yeah. I'm just, I'm"},{"speaker":"Joe Ross","startTime":2734.8900000000003,"endTime":2738.4900000000002,"body":"happy to, yep, I'm happy to be"},{"speaker":"Joe Ross","startTime":2738.4900000000002,"endTime":2743.07,"body":"part of his, his his evolution,"},{"speaker":"Joe Ross","startTime":2738.4900000000002,"endTime":2743.07,"body":"and in really, with Cheryl"},{"speaker":"Joe Ross","startTime":2743.07,"endTime":2747.03,"body":"Rogers that came up with the"},{"speaker":"Joe Ross","startTime":2743.07,"endTime":2747.03,"body":"idea our the person that runs"},{"speaker":"Joe Ross","startTime":2747.03,"endTime":2751.17,"body":"our customer operations. She saw"},{"speaker":"Joe Ross","startTime":2747.03,"endTime":2751.17,"body":"in these meetings, us doing"},{"speaker":"Joe Ross","startTime":2751.17,"endTime":2754.05,"body":"presentations, talking about our"},{"speaker":"Joe Ross","startTime":2751.17,"endTime":2754.05,"body":"forecasts, our customers,"},{"speaker":"Joe Ross","startTime":2754.05,"endTime":2757.53,"body":"projects we want. And it would"},{"speaker":"Joe Ross","startTime":2754.05,"endTime":2757.53,"body":"often like afterwards say, if"},{"speaker":"Joe Ross","startTime":2757.53,"endTime":2760.71,"body":"there was only a way that we"},{"speaker":"Joe Ross","startTime":2757.53,"endTime":2760.71,"body":"could just tap into your brain"},{"speaker":"Joe Ross","startTime":2760.71,"endTime":2763.9100000000003,"body":"and download it into and then"},{"speaker":"Joe Ross","startTime":2760.71,"endTime":2763.9100000000003,"body":"she started thinking about more,"},{"speaker":"Joe Ross","startTime":2764.15,"endTime":2767.51,"body":"and Cheryl came up with the idea"},{"speaker":"Joe Ross","startTime":2764.15,"endTime":2767.51,"body":"for the mentorship program. So"},{"speaker":"Joe Ross","startTime":2767.51,"endTime":2771.3500000000004,"body":"we've got, I think of our"},{"speaker":"Joe Ross","startTime":2767.51,"endTime":2771.3500000000004,"body":"leadership team, like maybe 15"},{"speaker":"Joe Ross","startTime":2771.3500000000004,"endTime":2775.19,"body":"of us that are there, engaged"},{"speaker":"Joe Ross","startTime":2771.3500000000004,"endTime":2775.19,"body":"with 15 individuals within the"},{"speaker":"Joe Ross","startTime":2775.19,"endTime":2777.65,"body":"teams. It's going to be really"},{"speaker":"Joe Ross","startTime":2775.19,"endTime":2777.65,"body":"it'll be fun. So I would"},{"speaker":"Joe Ross","startTime":2777.65,"endTime":2780.2300000000005,"body":"encourage too people, if they're"},{"speaker":"Joe Ross","startTime":2777.65,"endTime":2780.2300000000005,"body":"listening to this, looking for a"},{"speaker":"Joe Ross","startTime":2780.2300000000005,"endTime":2784.2700000000004,"body":"job, reach out to to Ryan on"},{"speaker":"Joe Ross","startTime":2780.2300000000005,"endTime":2784.2700000000004,"body":"LinkedIn, you'll find Ryan"},{"speaker":"Joe Ross","startTime":2784.2700000000004,"endTime":2789.01,"body":"Pasquale, right? Yeah, yeah."},{"speaker":"Joe Ross","startTime":2784.2700000000004,"endTime":2789.01,"body":"He's our primary recruiter, and"},{"speaker":"Joe Ross","startTime":2789.01,"endTime":2792.01,"body":"just does a fantastic job. So"},{"speaker":"Joe Ross","startTime":2789.01,"endTime":2792.01,"body":"he'll take you down the path."},{"speaker":"Joe Ross","startTime":2792.01,"endTime":2795.67,"body":"And there's, there's definitely"},{"speaker":"Joe Ross","startTime":2792.01,"endTime":2795.67,"body":"opportunities here within the"},{"speaker":"Joe Ross","startTime":2795.8500000000004,"endTime":2796.2700000000004,"body":"business."},{"speaker":"Tim Montague","startTime":2796.4500000000003,"endTime":2799.57,"body":"So let's go back"},{"speaker":"Tim Montague","startTime":2796.4500000000003,"endTime":2799.57,"body":"to, let's go back to Central, to"},{"speaker":"Tim Montague","startTime":2799.57,"endTime":2803.9100000000003,"body":"string, yeah, in other markets"},{"speaker":"Tim Montague","startTime":2799.57,"endTime":2803.9100000000003,"body":"we talked. Germany, we talked"},{"speaker":"Tim Montague","startTime":2803.9100000000003,"endTime":2807.21,"body":"about Asia. Right in other"},{"speaker":"Tim Montague","startTime":2803.9100000000003,"endTime":2807.21,"body":"markets, this phenomenon is"},{"speaker":"Tim Montague","startTime":2807.21,"endTime":2810.8700000000003,"body":"further along than it is in the"},{"speaker":"Tim Montague","startTime":2807.21,"endTime":2810.8700000000003,"body":"US, right at utility scale,"},{"speaker":"Tim Montague","startTime":2810.8700000000003,"endTime":2814.4700000000003,"body":"solar, say, five megawatts and"},{"speaker":"Tim Montague","startTime":2810.8700000000003,"endTime":2814.4700000000003,"body":"up, or 10 megawatts and up,"},{"speaker":"Tim Montague","startTime":2814.4700000000003,"endTime":2817.2900000000004,"body":"depending on your definition,"},{"speaker":"Tim Montague","startTime":2814.4700000000003,"endTime":2817.2900000000004,"body":"it's a moving target, and it"},{"speaker":"Tim Montague","startTime":2817.2900000000004,"endTime":2822.3300000000004,"body":"varies by company. But anyway,"},{"speaker":"Tim Montague","startTime":2817.2900000000004,"endTime":2822.3300000000004,"body":"at that scale and up now in"},{"speaker":"Tim Montague","startTime":2822.3300000000004,"endTime":2828.17,"body":"Europe and in Asia, 80 to 90% of"},{"speaker":"Tim Montague","startTime":2822.3300000000004,"endTime":2828.17,"body":"those projects are being done"},{"speaker":"Tim Montague","startTime":2828.4100000000003,"endTime":2833.15,"body":"strictly with string. Here in"},{"speaker":"Tim Montague","startTime":2828.4100000000003,"endTime":2833.15,"body":"the US, we're just scratching"},{"speaker":"Tim Montague","startTime":2833.15,"endTime":2838.19,"body":"the surface. I don't know if you"},{"speaker":"Tim Montague","startTime":2833.15,"endTime":2838.19,"body":"have a stat for the percent of"},{"speaker":"Tim Montague","startTime":2838.19,"endTime":2841.4900000000002,"body":"new projects that are using"},{"speaker":"Tim Montague","startTime":2838.19,"endTime":2841.4900000000002,"body":"string at that scale. Joe,"},{"speaker":"Joe Ross","startTime":2842.09,"endTime":2844.15,"body":"yeah, I still think"},{"speaker":"Joe Ross","startTime":2842.09,"endTime":2844.15,"body":"it's, I don't even know if we're"},{"speaker":"Joe Ross","startTime":2844.15,"endTime":2847.3300000000004,"body":"into double digit chat, but"},{"speaker":"Joe Ross","startTime":2844.15,"endTime":2847.3300000000004,"body":"we're certainly getting there."},{"speaker":"Joe Ross","startTime":2847.3300000000004,"endTime":2852.61,"body":"And I think part of the the the"},{"speaker":"Joe Ross","startTime":2847.3300000000004,"endTime":2852.61,"body":"lagging aspect of that is just"},{"speaker":"Joe Ross","startTime":2852.61,"endTime":2856.15,"body":"really having products"},{"speaker":"Joe Ross","startTime":2852.61,"endTime":2856.15,"body":"available, even, like 600 volt"},{"speaker":"Joe Ross","startTime":2856.15,"endTime":2858.7300000000005,"body":"products were pretty new last"},{"speaker":"Joe Ross","startTime":2856.15,"endTime":2858.7300000000005,"body":"year. Now we're getting into 800"},{"speaker":"Joe Ross","startTime":2859.03,"endTime":2862.03,"body":"volt products, and it's, it's"},{"speaker":"Joe Ross","startTime":2859.03,"endTime":2862.03,"body":"balanced system, but it was also"},{"speaker":"Joe Ross","startTime":2862.03,"endTime":2866.61,"body":"a reliable inverter Engine"},{"speaker":"Joe Ross","startTime":2862.03,"endTime":2866.61,"body":"platform in the string format"},{"speaker":"Joe Ross","startTime":2866.7900000000004,"endTime":2869.4900000000002,"body":"that could operate at that now"},{"speaker":"Joe Ross","startTime":2866.7900000000004,"endTime":2869.4900000000002,"body":"we have a little bit larger"},{"speaker":"Joe Ross","startTime":2869.4900000000002,"endTime":2872.61,"body":"nameplate, our biggest one right"},{"speaker":"Joe Ross","startTime":2869.4900000000002,"endTime":2872.61,"body":"now, 350 we're looking at even"},{"speaker":"Joe Ross","startTime":2872.61,"endTime":2876.51,"body":"larger than that, 800 volts. So"},{"speaker":"Joe Ross","startTime":2872.61,"endTime":2876.51,"body":"now there's actually a"},{"speaker":"Joe Ross","startTime":2876.57,"endTime":2882.09,"body":"compelling value proposition for"},{"speaker":"Joe Ross","startTime":2876.57,"endTime":2882.09,"body":"that utility scale where before"},{"speaker":"Joe Ross","startTime":2882.09,"endTime":2884.8100000000004,"body":"there really wasn't. So they"},{"speaker":"Joe Ross","startTime":2882.09,"endTime":2884.8100000000004,"body":"didn't have much choice but to"},{"speaker":"Joe Ross","startTime":2884.8100000000004,"endTime":2888.53,"body":"go to the central inverter. And"},{"speaker":"Joe Ross","startTime":2884.8100000000004,"endTime":2888.53,"body":"I think now that kind of message"},{"speaker":"Joe Ross","startTime":2888.53,"endTime":2892.19,"body":"and that understanding and the"},{"speaker":"Joe Ross","startTime":2888.53,"endTime":2892.19,"body":"experience that the owners are"},{"speaker":"Joe Ross","startTime":2892.19,"endTime":2897.17,"body":"having in terms of longevity"},{"speaker":"Joe Ross","startTime":2892.19,"endTime":2897.17,"body":"replacement, O and M and the"},{"speaker":"Joe Ross","startTime":2897.2900000000004,"endTime":2900.4100000000003,"body":"OPEX, as we've been talking"},{"speaker":"Joe Ross","startTime":2897.2900000000004,"endTime":2900.4100000000003,"body":"about, advantage of the string"},{"speaker":"Joe Ross","startTime":2900.4100000000003,"endTime":2904.03,"body":"converter, is really that that's"},{"speaker":"Joe Ross","startTime":2900.4100000000003,"endTime":2904.03,"body":"the future. So you're going to"},{"speaker":"Joe Ross","startTime":2904.03,"endTime":2909.19,"body":"see that, that that market share"},{"speaker":"Joe Ross","startTime":2904.03,"endTime":2909.19,"body":"grow dramatically as we scale"},{"speaker":"Joe Ross","startTime":2909.2500000000005,"endTime":2912.9100000000003,"body":"our manufacturing. Our 1500 volt"},{"speaker":"Joe Ross","startTime":2909.2500000000005,"endTime":2912.9100000000003,"body":"products have really only been"},{"speaker":"Joe Ross","startTime":2912.9100000000003,"endTime":2916.3300000000004,"body":"available for the last four or"},{"speaker":"Joe Ross","startTime":2912.9100000000003,"endTime":2916.3300000000004,"body":"five years. So now that we're"},{"speaker":"Joe Ross","startTime":2916.3300000000004,"endTime":2918.9100000000003,"body":"really getting some traction"},{"speaker":"Joe Ross","startTime":2916.3300000000004,"endTime":2918.9100000000003,"body":"there, people are coming back to"},{"speaker":"Joe Ross","startTime":2918.9100000000003,"endTime":2923.3100000000004,"body":"us. Our 125 is our best selling"},{"speaker":"Joe Ross","startTime":2918.9100000000003,"endTime":2923.3100000000004,"body":"inverter, which I remember when"},{"speaker":"Joe Ross","startTime":2923.3100000000004,"endTime":2926.4900000000002,"body":"that was introduced a number of"},{"speaker":"Joe Ross","startTime":2923.3100000000004,"endTime":2926.4900000000002,"body":"years ago. It was you guys. We"},{"speaker":"Joe Ross","startTime":2926.4900000000002,"endTime":2928.9500000000003,"body":"got to sell these things now"},{"speaker":"Joe Ross","startTime":2926.4900000000002,"endTime":2928.9500000000003,"body":"it's we do. We just can't keep"},{"speaker":"Joe Ross","startTime":2928.9500000000003,"endTime":2931.8900000000003,"body":"them on the shelf. And that's a"},{"speaker":"Joe Ross","startTime":2928.9500000000003,"endTime":2931.8900000000003,"body":"600 volt prox. So that's so it's"},{"speaker":"Joe Ross","startTime":2931.8900000000003,"endTime":2935.7900000000004,"body":"balance the system catching up."},{"speaker":"Joe Ross","startTime":2931.8900000000003,"endTime":2935.7900000000004,"body":"It's a more common footprint,"},{"speaker":"Joe Ross","startTime":2935.7900000000004,"endTime":2941.13,"body":"plat AC, 600 volt. And then with"},{"speaker":"Joe Ross","startTime":2935.7900000000004,"endTime":2941.13,"body":"that, 800 volt gets you into the"},{"speaker":"Joe Ross","startTime":2941.13,"endTime":2944.2700000000004,"body":"larger scale. So now you're"},{"speaker":"Joe Ross","startTime":2941.13,"endTime":2944.2700000000004,"body":"really competing with those big"},{"speaker":"Joe Ross","startTime":2944.2700000000004,"endTime":2947.21,"body":"central inverter engines. Yeah."},{"speaker":"Joe Ross","startTime":2944.2700000000004,"endTime":2947.21,"body":"And"},{"speaker":"Tim Montague","startTime":2947.21,"endTime":2949.07,"body":"we would be"},{"speaker":"Tim Montague","startTime":2947.21,"endTime":2949.07,"body":"remiss, Joe, if we didn't"},{"speaker":"Tim Montague","startTime":2949.07,"endTime":2955.7300000000005,"body":"mention Innovation Day, April 2,"},{"speaker":"Tim Montague","startTime":2949.07,"endTime":2955.7300000000005,"body":"I believe right in Dallas, in"},{"speaker":"Tim Montague","startTime":2955.7300000000005,"endTime":2959.21,"body":"Dallas. So if you're listening"},{"speaker":"Tim Montague","startTime":2955.7300000000005,"endTime":2959.21,"body":"to this and you're curious to"},{"speaker":"Tim Montague","startTime":2959.21,"endTime":2962.4500000000003,"body":"get a behind the scenes look at"},{"speaker":"Tim Montague","startTime":2959.21,"endTime":2962.4500000000003,"body":"what's going on at CPS America"},{"speaker":"Tim Montague","startTime":2962.8100000000004,"endTime":2966.61,"body":"come to Dallas. You can find"},{"speaker":"Tim Montague","startTime":2962.8100000000004,"endTime":2966.61,"body":"links anywhere. If you just"},{"speaker":"Tim Montague","startTime":2966.67,"endTime":2971.05,"body":"Google that Innovation Day, CPS"},{"speaker":"Tim Montague","startTime":2966.67,"endTime":2971.05,"body":"America Dallas, you'll find the"},{"speaker":"Tim Montague","startTime":2971.05,"endTime":2975.7300000000005,"body":"invitation. The door will close,"},{"speaker":"Tim Montague","startTime":2971.05,"endTime":2975.7300000000005,"body":"it will sell out, but it's a"},{"speaker":"Tim Montague","startTime":2975.7300000000005,"endTime":2980.17,"body":"wonderful event for so many"},{"speaker":"Tim Montague","startTime":2975.7300000000005,"endTime":2980.17,"body":"reasons. So I just want to make"},{"speaker":"Tim Montague","startTime":2980.17,"endTime":2983.11,"body":"sure we put a pin in that. I"},{"speaker":"Tim Montague","startTime":2980.17,"endTime":2983.11,"body":"don't know if you want to share"},{"speaker":"Tim Montague","startTime":2983.11,"endTime":2984.67,"body":"anything about innovation. Yeah,"},{"speaker":"Tim Montague","startTime":2983.11,"endTime":2984.67,"body":"I'm glad"},{"speaker":"Joe Ross","startTime":2984.67,"endTime":2987.09,"body":"you brought it up. And"},{"speaker":"Joe Ross","startTime":2984.67,"endTime":2987.09,"body":"also I just want to mention too,"},{"speaker":"Joe Ross","startTime":2987.09,"endTime":2991.2300000000005,"body":"we're going to be at Ari,"},{"speaker":"Joe Ross","startTime":2987.09,"endTime":2991.2300000000005,"body":"Boston, at Booth six in a couple"},{"speaker":"Joe Ross","startTime":2991.2300000000005,"endTime":2993.9300000000003,"body":"weeks, and then obviously, inner"},{"speaker":"Joe Ross","startTime":2991.2300000000005,"endTime":2993.9300000000003,"body":"solar in San Diego, I'll be"},{"speaker":"Joe Ross","startTime":2993.9300000000003,"endTime":2994.65,"body":"there as well."},{"speaker":"Tim Montague","startTime":2994.9500000000003,"endTime":2996.57,"body":"Yeah, what booth"},{"speaker":"Tim Montague","startTime":2994.9500000000003,"endTime":2996.57,"body":"are you at in inner solar?"},{"speaker":"Tim Montague","startTime":2996.57,"endTime":2999.3900000000003,"body":"Because I don't know if this is"},{"speaker":"Tim Montague","startTime":2996.57,"endTime":2999.3900000000003,"body":"going to drop before Boston. Oh,"},{"speaker":"Tim Montague","startTime":2999.3900000000003,"endTime":2999.9900000000002,"body":"okay."},{"speaker":"Joe Ross","startTime":3000.05,"endTime":3001.4900000000002,"body":"We are at Booth 2117,"},{"speaker":"Tim Montague","startTime":3002.69,"endTime":3005.3500000000004,"body":"at inner solar,"},{"speaker":"Tim Montague","startTime":3002.69,"endTime":3005.3500000000004,"body":"okay? And I will be at both of"},{"speaker":"Tim Montague","startTime":3005.3500000000004,"endTime":3008.7700000000004,"body":"those men. So we'll do our best"},{"speaker":"Tim Montague","startTime":3005.3500000000004,"endTime":3008.7700000000004,"body":"here, Joe to to expedite this,"},{"speaker":"Tim Montague","startTime":3008.7700000000004,"endTime":3013.03,"body":"but no promises. That's right"},{"speaker":"Tim Montague","startTime":3008.7700000000004,"endTime":3013.03,"body":"around that that's right around"},{"speaker":"Tim Montague","startTime":3013.03,"endTime":3014.7700000000004,"body":"the corner, that's February 11,"},{"speaker":"Joe Ross","startTime":3015.19,"endTime":3017.4100000000003,"body":"yes, yeah, yeah, in"},{"speaker":"Joe Ross","startTime":3015.19,"endTime":3017.4100000000003,"body":"Boston, yeah, I'll be there."},{"speaker":"Joe Ross","startTime":3017.4100000000003,"endTime":3020.53,"body":"It's coming down the park. But"},{"speaker":"Joe Ross","startTime":3017.4100000000003,"endTime":3020.53,"body":"just getting back to Innovation"},{"speaker":"Joe Ross","startTime":3020.53,"endTime":3025.7700000000004,"body":"Day, I think one of the most"},{"speaker":"Joe Ross","startTime":3020.53,"endTime":3025.7700000000004,"body":"impactful pieces of attending"},{"speaker":"Joe Ross","startTime":3025.7700000000004,"endTime":3028.9500000000003,"body":"that is really meeting the kind"},{"speaker":"Joe Ross","startTime":3025.7700000000004,"endTime":3028.9500000000003,"body":"of people behind the scene. It's"},{"speaker":"Joe Ross","startTime":3029.01,"endTime":3032.01,"body":"a lot, a lot of times you don't"},{"speaker":"Joe Ross","startTime":3029.01,"endTime":3032.01,"body":"meet our operations people. You"},{"speaker":"Joe Ross","startTime":3032.01,"endTime":3035.07,"body":"don't meet our logistics people."},{"speaker":"Joe Ross","startTime":3032.01,"endTime":3035.07,"body":"You might talk to Fabiola on the"},{"speaker":"Joe Ross","startTime":3035.07,"endTime":3038.13,"body":"phone, who's going to take care"},{"speaker":"Joe Ross","startTime":3035.07,"endTime":3038.13,"body":"of every problem you could ever"},{"speaker":"Joe Ross","startTime":3038.13,"endTime":3041.3100000000004,"body":"have on in an inverter, but to"},{"speaker":"Joe Ross","startTime":3038.13,"endTime":3041.3100000000004,"body":"meet her in person, to make that"},{"speaker":"Joe Ross","startTime":3041.3100000000004,"endTime":3044.21,"body":"connection, to hand her a"},{"speaker":"Joe Ross","startTime":3041.3100000000004,"endTime":3044.21,"body":"business card, to get hers. It's"},{"speaker":"Joe Ross","startTime":3044.2700000000004,"endTime":3048.7700000000004,"body":"eight years firm. Will go and"},{"speaker":"Joe Ross","startTime":3044.2700000000004,"endTime":3048.7700000000004,"body":"you'll still have that"},{"speaker":"Joe Ross","startTime":3048.7700000000004,"endTime":3051.53,"body":"relationship. You'll know who"},{"speaker":"Joe Ross","startTime":3048.7700000000004,"endTime":3051.53,"body":"you're talking to. On the other"},{"speaker":"Joe Ross","startTime":3051.53,"endTime":3054.7700000000004,"body":"side, she'll know who you are."},{"speaker":"Joe Ross","startTime":3051.53,"endTime":3054.7700000000004,"body":"It just, it's really, it's"},{"speaker":"Joe Ross","startTime":3054.7700000000004,"endTime":3058.9100000000003,"body":"really good to just make that"},{"speaker":"Joe Ross","startTime":3054.7700000000004,"endTime":3058.9100000000003,"body":"connection. We will have"},{"speaker":"Joe Ross","startTime":3058.9100000000003,"endTime":3061.7900000000004,"body":"innovative products. We'll be"},{"speaker":"Joe Ross","startTime":3058.9100000000003,"endTime":3061.7900000000004,"body":"really highlighting our new our"},{"speaker":"Joe Ross","startTime":3061.7900000000004,"endTime":3064.63,"body":"skids. This is obviously a scale"},{"speaker":"Joe Ross","startTime":3061.7900000000004,"endTime":3064.63,"body":"version. This is, if you could"},{"speaker":"Joe Ross","startTime":3064.63,"endTime":3067.2700000000004,"body":"picture, a tractor trailer"},{"speaker":"Joe Ross","startTime":3064.63,"endTime":3067.2700000000004,"body":"filled with batteries. That's"},{"speaker":"Joe Ross","startTime":3067.2700000000004,"endTime":3069.19,"body":"our that's our battery solution,"},{"speaker":"Joe Ross","startTime":3067.2700000000004,"endTime":3069.19,"body":"my"},{"speaker":"Tim Montague","startTime":3069.19,"endTime":3071.3500000000004,"body":"big one hour"},{"speaker":"Tim Montague","startTime":3069.19,"endTime":3071.3500000000004,"body":"battery solution. Yeah, yeah,"},{"speaker":"Joe Ross","startTime":3071.4700000000003,"endTime":3075.07,"body":"thanks, Tim, yeah."},{"speaker":"Joe Ross","startTime":3071.4700000000003,"endTime":3075.07,"body":"That'll be on display. We'll be"},{"speaker":"Joe Ross","startTime":3075.07,"endTime":3079.3300000000004,"body":"displaying our skids. We'll have"},{"speaker":"Joe Ross","startTime":3075.07,"endTime":3079.3300000000004,"body":"the 350s at our factory. We have"},{"speaker":"Joe Ross","startTime":3079.3900000000003,"endTime":3083.7900000000004,"body":"power sources for for 208,"},{"speaker":"Joe Ross","startTime":3079.3900000000003,"endTime":3083.7900000000004,"body":"through 800 volt. So you'll see"},{"speaker":"Joe Ross","startTime":3083.7900000000004,"endTime":3087.21,"body":"all the inverters powered up."},{"speaker":"Joe Ross","startTime":3083.7900000000004,"endTime":3087.21,"body":"We'll take into the insides, not"},{"speaker":"Joe Ross","startTime":3087.21,"endTime":3090.3300000000004,"body":"like you'd ever want to see"},{"speaker":"Joe Ross","startTime":3087.21,"endTime":3090.3300000000004,"body":"them. If you are interested, we"},{"speaker":"Joe Ross","startTime":3090.3300000000004,"endTime":3093.7500000000005,"body":"will show it to you. But really"},{"speaker":"Joe Ross","startTime":3090.3300000000004,"endTime":3093.7500000000005,"body":"it's the personal connections,"},{"speaker":"Joe Ross","startTime":3094.05,"endTime":3096.57,"body":"and it's the face time with the"},{"speaker":"Joe Ross","startTime":3094.05,"endTime":3096.57,"body":"people that you might not"},{"speaker":"Joe Ross","startTime":3096.57,"endTime":3096.9300000000003,"body":"normally."},{"speaker":"Tim Montague","startTime":3097.11,"endTime":3100.4100000000003,"body":"And you get to rub"},{"speaker":"Tim Montague","startTime":3097.11,"endTime":3100.4100000000003,"body":"shoulders with engineers, field"},{"speaker":"Tim Montague","startTime":3100.4100000000003,"endTime":3104.8100000000004,"body":"engineers, technicians. Other"},{"speaker":"Tim Montague","startTime":3100.4100000000003,"endTime":3104.8100000000004,"body":"business developers, EPCs"},{"speaker":"Tim Montague","startTime":3104.8100000000004,"endTime":3107.4500000000003,"body":"engineer. It's a wonderful"},{"speaker":"Tim Montague","startTime":3104.8100000000004,"endTime":3107.4500000000003,"body":"ecosystem of energy"},{"speaker":"Tim Montague","startTime":3107.4500000000003,"endTime":3110.4500000000003,"body":"professionals, solar"},{"speaker":"Tim Montague","startTime":3107.4500000000003,"endTime":3110.4500000000003,"body":"professionals, as well as Chint."},{"speaker":"Tim Montague","startTime":3110.51,"endTime":3114.65,"body":"It's a both end. It's a big"},{"speaker":"Tim Montague","startTime":3110.51,"endTime":3114.65,"body":"event. We're talking upwards of"},{"speaker":"Tim Montague","startTime":3114.65,"endTime":3118.7300000000005,"body":"500 people, I think this year"},{"speaker":"Tim Montague","startTime":3114.65,"endTime":3118.7300000000005,"body":"they're expecting, and the the"},{"speaker":"Tim Montague","startTime":3118.7300000000005,"endTime":3122.51,"body":"CPS team is, what, just a little"},{"speaker":"Tim Montague","startTime":3118.7300000000005,"endTime":3122.51,"body":"bit over 100 now in the US."},{"speaker":"Joe Ross","startTime":3122.57,"endTime":3124.3900000000003,"body":"Yeah, just around"},{"speaker":"Joe Ross","startTime":3122.57,"endTime":3124.3900000000003,"body":"there, yeah, right around there,"},{"speaker":"Joe Ross","startTime":3125.2300000000005,"endTime":3128.59,"body":"yeah, yeah. In the enthusiasm,"},{"speaker":"Joe Ross","startTime":3125.2300000000005,"endTime":3128.59,"body":"you'll see the same enthusiasm"},{"speaker":"Joe Ross","startTime":3128.8900000000003,"endTime":3132.3100000000004,"body":"that all of our CPS people have,"},{"speaker":"Joe Ross","startTime":3128.8900000000003,"endTime":3132.3100000000004,"body":"from the warehouse people to our"},{"speaker":"Joe Ross","startTime":3132.3100000000004,"endTime":3133.3300000000004,"body":"VP of engineering."},{"speaker":"Tim Montague","startTime":3133.3300000000004,"endTime":3136.6780000000003,"body":"And I'm, I'm very"},{"speaker":"Tim Montague","startTime":3133.3300000000004,"endTime":3136.6780000000003,"body":"keen to capture interviews with"},{"speaker":"Tim Montague","startTime":3136.746,"endTime":3140.71,"body":"CPS customers. So if you're"},{"speaker":"Tim Montague","startTime":3136.746,"endTime":3140.71,"body":"listening to this and you want"},{"speaker":"Tim Montague","startTime":3140.7780000000002,"endTime":3144.6740000000004,"body":"to come on the Clean Power Hour,"},{"speaker":"Tim Montague","startTime":3140.7780000000002,"endTime":3144.6740000000004,"body":"reach out to me. I'll be"},{"speaker":"Tim Montague","startTime":3144.742,"endTime":3148.501,"body":"recording on site at re plus"},{"speaker":"Tim Montague","startTime":3144.742,"endTime":3148.501,"body":"Boston, at inner solar, at"},{"speaker":"Tim Montague","startTime":3148.5690000000004,"endTime":3152.806,"body":"Innovation Day, and, of course,"},{"speaker":"Tim Montague","startTime":3148.5690000000004,"endTime":3152.806,"body":"at re plus Vegas. So reach out"},{"speaker":"Tim Montague","startTime":3152.8740000000003,"endTime":3157.248,"body":"to me at cleanpowerhour.com, or"},{"speaker":"Tim Montague","startTime":3152.8740000000003,"endTime":3157.248,"body":"on LinkedIn. I love hearing from"},{"speaker":"Tim Montague","startTime":3157.3160000000003,"endTime":3161.621,"body":"my listeners on LinkedIn. That"},{"speaker":"Tim Montague","startTime":3157.3160000000003,"endTime":3161.621,"body":"is my social platform, really. I"},{"speaker":"Tim Montague","startTime":3161.69,"endTime":3165.927,"body":"got into LinkedIn in 2003 I have"},{"speaker":"Tim Montague","startTime":3161.69,"endTime":3165.927,"body":"23,000 followers on LinkedIn,"},{"speaker":"Tim Montague","startTime":3165.9950000000003,"endTime":3169.139,"body":"and of course, please check out"},{"speaker":"Tim Montague","startTime":3165.9950000000003,"endTime":3169.139,"body":"our content at"},{"speaker":"Tim Montague","startTime":3169.2070000000003,"endTime":3173.17,"body":"cleanpowerhour.com Give us a"},{"speaker":"Tim Montague","startTime":3169.2070000000003,"endTime":3173.17,"body":"rating and review on Apple or"},{"speaker":"Tim Montague","startTime":3173.239,"endTime":3177.202,"body":"Spotify. That is one of the best"},{"speaker":"Tim Montague","startTime":3173.239,"endTime":3177.202,"body":"things you can do besides"},{"speaker":"Tim Montague","startTime":3177.271,"endTime":3181.3030000000003,"body":"telling a friend to check out"},{"speaker":"Tim Montague","startTime":3177.271,"endTime":3181.3030000000003,"body":"the show. And with that, Joe,"},{"speaker":"Tim Montague","startTime":3181.371,"endTime":3183.4900000000002,"body":"how can our listeners find you."},{"speaker":"Joe Ross","startTime":3184.2700000000004,"endTime":3187.09,"body":"Yeah, we can reach out"},{"speaker":"Joe Ross","startTime":3184.2700000000004,"endTime":3187.09,"body":"directly. My contact information"},{"speaker":"Joe Ross","startTime":3187.09,"endTime":3189.3700000000003,"body":"is on our website and empower"},{"speaker":"Tim Montague","startTime":3189.3700000000003,"endTime":3192.8500000000004,"body":"systems com,"},{"speaker":"Tim Montague","startTime":3189.3700000000003,"endTime":3192.8500000000004,"body":"right, yeah, Thanks, Tim. Power"},{"speaker":"Tim Montague","startTime":3192.8500000000004,"endTime":3193.3300000000004,"body":"Systems"},{"speaker":"Joe Ross","startTime":3193.3300000000004,"endTime":3195.7900000000004,"body":"com, yeah, you can"},{"speaker":"Joe Ross","startTime":3193.3300000000004,"endTime":3195.7900000000004,"body":"reach out. My contact"},{"speaker":"Joe Ross","startTime":3195.7900000000004,"endTime":3199.57,"body":"information is there. I'll also"},{"speaker":"Joe Ross","startTime":3195.7900000000004,"endTime":3199.57,"body":"be at, you know, every most of"},{"speaker":"Joe Ross","startTime":3199.57,"endTime":3203.9700000000003,"body":"the RE shows this year, seek me"},{"speaker":"Joe Ross","startTime":3199.57,"endTime":3203.9700000000003,"body":"out there. And also LinkedIn. I"},{"speaker":"Joe Ross","startTime":3203.9700000000003,"endTime":3208.2300000000005,"body":"don't have as many followers as"},{"speaker":"Joe Ross","startTime":3203.9700000000003,"endTime":3208.2300000000005,"body":"Tim, but I am also available on"},{"speaker":"Joe Ross","startTime":3208.2300000000005,"endTime":3209.3100000000004,"body":"that in that format."},{"speaker":"Tim Montague","startTime":3209.9100000000003,"endTime":3212.7300000000005,"body":"All right, I want"},{"speaker":"Tim Montague","startTime":3209.9100000000003,"endTime":3212.7300000000005,"body":"to thank Joe Ross with CPS"},{"speaker":"Tim Montague","startTime":3212.7300000000005,"endTime":3215.4300000000003,"body":"America for coming on the show."},{"speaker":"Tim Montague","startTime":3212.7300000000005,"endTime":3215.4300000000003,"body":"It's been a wild conversation,"},{"speaker":"Tim Montague","startTime":3215.4300000000003,"endTime":3218.3100000000004,"body":"Joe. I really enjoyed this, and"},{"speaker":"Tim Montague","startTime":3215.4300000000003,"endTime":3218.3100000000004,"body":"I'll see you in a couple weeks"},{"speaker":"Tim Montague","startTime":3218.3100000000004,"endTime":3218.8500000000004,"body":"in Boston."},{"speaker":"Joe Ross","startTime":3219.09,"endTime":3220.8300000000004,"body":"Awesome, Tim. All"},{"speaker":"Joe Ross","startTime":3219.09,"endTime":3220.8300000000004,"body":"right. Thanks so much for the"},{"speaker":"Joe Ross","startTime":3220.8300000000004,"endTime":3224.69,"body":"opportunity. I'm Tim Montague,"},{"speaker":"Joe Ross","startTime":3220.8300000000004,"endTime":3224.69,"body":"let's grow solar and storage."},{"speaker":"Joe Ross","startTime":3225.71,"endTime":3226.2500000000005,"body":"Amen. You."}]}