30 May 2005

CO-Z-ING UP TO THE CUSTOMER: HOW TO BREAK THROUGH THE FIRST COST BARRIER


Delta Montrose Electric Association (DMEA) has often been described as one of the most
innovative co-operative electric companies in the United States. Its groundbreaking CO-Z program is
the most recent example of the entrepreneurial spirit that thrives in this southwestern Colorado electric
cooperative.
Its program began as a way for DMEA to sell its members electrical services rather than just
electricity. As it has grown, it has been transformed more directly into a program promoting
geothermal technologies. Now called CO-Z, DMEA’s current program, is enjoying unparalleled
success. Installation rates are increasing and customers are becoming more interested geothermal
technologies.
The CO-Z Program may be exported and adapted to other financing organizations fairly easily. It
is an excellent customer retention and load-building tool regardless of the type of financing used to
facilitate installations of GeoExchange.
This paper summarizes the steps DMEA used to design, launch, and refine its financing and
marketing program. This paper provides utilities and energy providers, financing institutions, and
other interested organizations with the blue print DMEA used to develop and refine its CO-Z Program.