Key Outcomes
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The pilot demonstrated how a midstream incentive model can be used to motivate lab equipment manufacturers and distributors to promote ENERGY STAR certified ultra-low temperature freezers, high-performance laboratory freezers, and high-performance laboratory refrigerators across the life sciences sector.
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Delivered significant energy and cost savings: The program provided over $470,000 in incentives and achieved approximately 2 million kWh of electricity savings. These savings equate to avoiding the release of about 1,800 tons of carbon dioxide (CO₂) into the atmosphere (EPA Greenhouse Gas Equivalencies Calculator).
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Achieved strong year-over-year growth: Participation steadily increased each year. Over the three-year pilot, 16 participants enrolled in the program, including lab equipment manufacturers and distributors, and the pilot experienced an average 60.77% growth in the number of equipment rebated over the second and third years of the pilot program. A total of 46 ratepayers received a rebate on a total of 382 units. This growth shows meaningful program traction and expanding market engagement, achieved despite significant shifts in life science market conditions.
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Developed strategic relationships with key organizations in the Wisconsin life sciences space, including:
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Life Science Industry Associations, such as BioForward, and research-focused sustainability groups such as the local chapter of the International Institute for Sustainable Laboratories (I2SL).
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High volume customers and procurement organizations across Wisconsin’s biotech, healthcare, and academic market segments.
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Cultivated knowledge of current and long-term impacts of the life sciences sector, a highly energy-intensive industry, on statewide economic development and growth.
Lessons Learned
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Treat Market Projections with Caution: Demand for lab equipment was at an all-time high when the pilot was proposed. As a result, sales projections provided by market actors estimated 30% annual growth (as opposed to the historic industry compound annual growth rate of 9.8%). Future market corrections due to post-pandemic reductions in demand, rising interest rates, and reductions in federal research funding, were not anticipated at the time and resulted in a much lower growth rate.
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Raising Lab Customer Awareness of Midstream Incentives Complemented the Focus Pilot: Manufacturers were the primary participants in the program, offering the incentive to customers by passing it through their distribution channels. Some distribution channels were slower to incorporate incentives on high-efficiency equipment than others, requiring more education, training, and outreach. Raising customer awareness of Focus incentives on high efficiency lab equipment also helped address this barrier by creating an expectation in the market that incentives will be applied as a point-of sale discount. This “market pull” approach complemented the Focus Life Sciences Pilot.
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Life Science Equipment Suppliers Need More Time to Integrate Midstream Programs into their Sales ramp-up time: Due to the life sciences industry's structure, size, and sales process, lab equipment manufacturers and distributors typically need 30 to 60 days for their legal team to review and sign off on new agreements. In addition, lab equipment sales cycles typically take 30 to 90 days with some participants; it can take up to five months before they are ready to begin submitting claims.
Moving Forward
In January 2026, life sciences equipment became a standard Focus on Energy Instant Discount.
Questions?
For more information on this research project, contact futurefocus@focusonenergy.com.
