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n e w h a v e n b i z . c o m | S e p t e m b e r / O c t o b e r 2 0 1 9 | n e w h a v e n B I Z 35 Is it BROKEN? BRANFORD 84 North Main Street Mon – Fri 3 pm – 8 pm Saturday 9 am – 5 pm Sunday 1 pm – 5 pm HAMDEN 2416 Whitney Avenue Mon – Fri 3 pm – 8 pm Saturday 9 am – 5 pm Sunday 8 am – 12 pm ORANGE 330 Boston Post Road Mon – Fri 3 pm – 8 pm Saturday 9 am – 5 pm Sunday 9 am – 2 pm Open Nights and Weekends ESSEX 12 Bokum Road Mon – Thurs 4 pm – 7 pm PRIORITY ACCESS Save time & call ahead 203.678.2402 ct-ortho.com upgrades and soware installation. Aer those savings are a reality, Budderfly and client become business partners, sharing in the energy savings. "Let's say I hand you 8-percent savings upfront," he explains. "Aer 25-percent savings I'll split [the differential] 50-50 with you above that." One key feature of the Budderfly model is ten-year contracts with clients. at "elongated model" as he calls it affords Subbloie's company sufficient time to make the energy-efficiency upgrades — and for the clients to realize the savings. e most successful sales pros talk about "marrying the client" — and a decade certainly is sufficient time to ride out the rough spots aer the honeymoon period ends. With characteristic confidence Subloie says he fully "expect[s] to get over 90-percent renewal in the 11th year" of contracts with his partners. O ne of Budderfly's first corporate clients is the Milford-based Subway International. In terms of per-square-foot energy consumption, restaurants are right up there — aer all, they heat things up and cool them off at the same time. "ey have this big [thermal] fight with energy use," Subbloie explains. He points out that the typical Subway location has at least 20 points of measurement for energy consumption. Using Budderfly's proprietary hardware and cloud-based soware, a Subway restaurant can roll back the energy spend by as much as a third, Subbloie estimates. "e multi-locational space is a very lucrative opportunity," he says. "at would include franchise chains [like Subway] and company-owned chains [e.g., McDonald's]. Olympia Sporting Goods is a customer [company- owned chain]. e attraction of fast-food and retail clients is that they have multiple smaller stores so Budderfly "can experiment with a few units at a time" to achieve the optimum mix of hardware upgrades and load-management. e ultimate payoff, of course, is measured in more than dollars and cents, or even in kilowatt hours — but more energy-efficient enterprises, and in the end a greener world. "Whether you believe in climate change or not, we are exhausting all this [energy] into the air, and about 30 percent of what we're exhausting is wasted," Subbloie says. "So we're all trying to [deploy] renewables — solar and wind — to solve that problem. I would rather lower it [energy consumption] by 30 percent before I solve that problem." It's a big idea — but Al Subbloie's never shied away from thinking big. "I believe we can grow this to $5 billion in annual revenue," he says. On the way there, "We are able to drive enough margin from that that I can attract capital from many sources, which obviously I just did [having raised some $75 million as of late July]. "is supports our three-year plan, which gets us to about $270 million in revenue by 2021," he adds. "We're probably around $18 million in recurring revenue right now." And just getting started. "I like big things," Al Subbloie says. "If you're going to live life, have an impact." n INNOVATION & ENTREPRENEURSHIP

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