Hard work, product knowledge and good fortune for president of

You never know whom you're talking to.

Ezra J. Green uses this simple phrase, often employed as a finger- shaking exercise by overly protected mothers, as a reminder that growing your business can sometimes result from just shooting the breeze with a stranger. The president of Massapequa Park-based Clear Skies Group, which installs systems that converts solar power into electricity, recently met a stranger during lunch in Los Angeles, and when talk turned to through-the-roof gasoline prices, Green mentioned his business.

That's when he learned he was speaking with a TV executive who worked on the program "Eco Zone," available in 100 markets. The producer was developing a series about celebrities going to a greener lifestyle; suddenly, Clear Skies had signed on as a series consultant - and an installer of solar panels for eco-friendly celebs.

Clear Skies' growth has been nothing short of phenomenal. Formed in 2003 but officially launched two years later, it boasted $1.5 million in sales in 2005 and twice that in 2006. This year, sales figures will top out at about $8 million, Green said.

The company is growing geographically as well. It has become a true West Coast presence, with plans to open offices in Los Angeles County.

Green worked in the local construction industry for 25 years, but when he made some investments in alternative energy firms he saw a potential to take his business to another level. You have to "know your product" to grow your business, Green said, so he burned the midnight oil for years to learn everything about solar power.

The more research he did, the more he was convinced that making the switch from general construction to the alternative energy field was wise - and that his business would grow by leaps and bounds.

The future is indeed bright for solar power, according to Photon Consulting, a German research organization that predicts a tenfold increase by 2015 in the manufacturing of silicon, the primary material used in solar panels.

Clear Skies' rapid growth has been achieved partly by making it easy on the client, Green said. While some alternative-energy suppliers outsource work to subcontractors, Clear Skies does everything, including paperwork, permits, designing, engineering and installation, plus helping to finance systems.

"It's very important to take care of your client," Green said.

People want to be comfortable dealing with someone who is not only knowledgeable but reputable and available. "Always, always be there for any questions," Green added.

And to keep business steaming ahead, he said, have faith in your employees, "don't micromanage and don't be afraid to spend extra money on your staff."

Green also suggests that business owners know how to push their products - for instance, he never hesitates to tell potential customers that they will get an immediate federal tax credit of 30 percent for switching to solar power.

Another advantage to solar power, he said: No maintenance required, "even though we'll give checkups every six months or a year to make sure the bolts are tightened." There are no moving parts and no reason to clean the solar panels - that task is done by Mother Nature whenever it rains.

So far, Clear Skies has installed solar power systems for businesses and institutions such as schools, police and fire stations and civic centers.

Copyright 2007 Dolan Media Newswires
Provided by ProQuest Information and Learning Company. All rights Reserved.