Marketing residential grid-connected PV systems using a balanced scorecard as a marketing tool
Bach, N., Calais, P. and Calais, M. (1999) Marketing residential grid-connected PV systems using a balanced scorecard as a marketing tool. In: Proceedings of World Renewable Energy Congress (WREC'99), 8 - 11 June, Kuala Lumpur, Malaysia pp. 221-224.
Although the city of Perth in the South-West of Western Australia (WA) presents almost ideal climatic conditions for rooftop grid-connected photovoltaic systems (GCPV), to date there has only been three privately installed and two research/demonstration systems installed.
An analysis of the current market situation shows that there are a number of barriers preventing the more widespread installation of these systems, first of all the high initial capital cost involved and the low buyback prices offered by the local utility Western Power for electricity fed into the grid.
However, there are benefits other than the financial gains to be made in operating a GCPV system. In this study the relatively new strategic management tool known as the Balanced Scorecard (BSC) is used to capture and visualise these benefits. Combining and integrating financial and non-financial aspects in a BSC may be a first step to resolve the impasse and to encourage the development of this new market.
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