Data-Driven Understanding of Low-to-Moderate Income Customers’ Adoption and Financial Qualification in Community Solar (Final Technical Report)

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When Solstice began working in the community solar industry, it quickly became clear that there was a wide disparity along race and class lines in terms of what kind of household traditional solar offerings benefited. Solstice is an organization that aligns itself to the principles of a Just Transition, or the concept that a transition to a green economy should benefit and prioritize historically marginalized groups of people. Given that low-income communities are disproportionately burdened by our current polluting fossil fuel economy, Solstice set out to investigate the root causes of the exclusion of low to moderate income (LMI) households in the community solar market. As we worked more and more with financiers, developers, and LMI households, we recognized that significant barriers to entry in a developer-owned project were credit threshold requirements. A FICO score of 750 and higher discriminates against LMI households that are not financially stable enough to take on multiple lines of credit (or who may not have been deemed credit worthy enough to access a line of credit) yet who may have been reliable utility customers. As Solstice began looking further into preliminary data and speaking to community-based organizations (CBOs) that serve LMI households, we found our hypothesis to be worth investigating; there was indeed a subset of LMI households with poor FICO scores (or no FICO score at all) that had perfect bill payment history. Though initially Solstice was intent on gathering a body of data to prove or disprove this hypothesis, we were also concerned that all this proof of a financially stable and reliable customer was not being incorporated into FICO, and wondered if such a score would be possible. After preliminary research into the existence of alternative scores, Solstice realized that many mission-driven lending institutions rely on alternative metrics that are formulated for their specific industry. However, we also realized that community solar did not have an alternative credit underwriting mechanism, though there was great need from solar financiers for one. We anticipated that the creation of an EnergyScore would contribute to financiers’ need to qualify more people, as these entities are desperately looking for ways to lower the cost of customer acquisition. FICO turns away nearly 50% of potential customers (according to our own acquisition experience), and much of the community solar industry is realizing that FICO is not the perfect qualifying mechanism. Additionally, with a grounding in energy justice, just transitions, and climate justice, Solstice recognizes the need for a solution that addresses a more urgent need for LMI households to access renewable energy savings and relieve energy burdens. With funding from the Department of Energy, we gathered the data necessary to build the EnergyScore, reached out to mission-driven developers willing to test the metric, and secured several demonstration projects to pilot the EnergyScore. After acquiring customers for these demo projects using the EnergyScore, we will be continuously collecting customer payment behavior data. Though it goes beyond the scope of this project, we plan to disseminate this de-identified data with the wider community solar industry, which includes not only financiers and developers, but other mission-driven nonprofits, solar cooperatives, community-based organizations, environmental justice activists, and academics. While we intend to disprove the notion that LMI households cannot be included in projects without acutely increasing the risk to project finances, we also hope the data can be used to negotiate better pricing of systems and terms of ownership for community groups seeking to build inclusive projects.