Opening of Proposals - WWTP Solar Guaranteed Energy Savings Contract Proj. No. 124-015 - Ameresco

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Table of Contents Energy Supply Contracts For the energy assets that we own and operate, we generally enter into (i) long-term power purchase agreements ("PPAs") to supply electricity, (ii) long-term energy supply agreements ("ESAs") to supply medium British Thermal Unit (`BTU") biogas or thermal energy, (iii) gas purchase agreements ("GPAs") to supply RNG, or (iv) EaaS contracts where we sell the output or availability of various energy conservation measures to third parties. The third parties we enter into PPAs, ESAs, or EaaS contracts with include but are not limited to municipalities, the Federal government, commercial and industrial customers, or utilities. The third parties we sell RNG to include, but are not limited to, brokers, traders, utilities, municipalities, industrial facilities, or other large purchasers of energy. Our Business Segments Our company is primarily organized by region, where each region may perform our key services under our various lines of business. Our reportable business segments largely follow our regional segmentation. For the year ended December 31, 2023, our reportable business segments were as follows: • U.S. Regions • U.S. Federal • Canada • Alternative Fuels • Europe • All Other Europe was formerly included in "All Other". As a result, previously reported amounts have been reclassified for comparative purposes due to the growth in the segment in 2023. Our U.S. Regions, U.S. Federal, Canada, and Europe segments offer energy efficiency products and services which include the design, engineering, and installation of equipment and other measures to improve the efficiency and control the operation of a facility's energy infrastructure, renewable energy solutions, and services and the development and construction of small-scale plants that we own or develop for customers that produce electricity, gas, heat, or cooling from renewable sources of energy and O&M services. Our Alternative Fuels segment sells electricity and processed RNG derived from biomethane from small-scale plants that we own and operate and provides O&M services for customer owned small-scale RNG plants. The "All Other" category offers consulting services and the sale of solar PV energy products and systems which we refer to as integrated-PV. The table below shows the percentage of revenues by segment for the last three years: % of Revenues by Segment 1'1 U.S. Regions U.S. Federal Canada Alternative Fuels Europe All Other Total revenues 2023 2022 2021 40.5% 61.6% 45.3% 29.3% 21.5% 32.3% 5.1 % 3.2 % 4.1 % 8.5 % 6.3 % 9.1 % 11.1 % 3.4 % 3.8 % 5.5 % 4.0 % 5.4 % 100.0 % 100.0 % 100.0 % (1) See Note 3 "Revenue from Contracts with Customers" for our disaggregated revenue and Note 20 "Business Segment Information" for additional information. Sales and Marketing Our sales and marketing approach is to offer customers customized and comprehensive energy efficiency solutions tailored to meet their economic, operational, and technical needs. We identify project opportunities through referrals, requests for proposals ("RFPs"), conferences and events, website, digital campaigns, telemarketing, and repeat business from existing customers. Our direct sales force develops and follows up on customer leads. As of December 31, 2023, we had 168 employees in direct sales. In preparation for a proposal, our team typically conducts a preliminary audit of the customer's needs and requirements and identifies areas to enhance efficiencies and reduce costs. We collect and analyze the customer's utility bill and other data related