2018 Sales and Marketing

Transcription

1 2018 Sales and Marketing C o n f e r e n c e March 8 9, 2018 Marriott Hotel Newport, RI 2018 Conference Sponsors

2 2018 Sales and Marketing C o n f e r e n c e Program at-a-glance Day 1, March 8, :00-11:00 Welcome: Gerry Klingler, Committee Chair General Session: The Future of Natural Gas: Federal and State Government Positions, Environmental Groups and Industries Response -Tom Kiley, Northeast Gas Association Tracks Track A Residential / Small Commercial Sales Track B Large Commercial/ Industrial Sales & Account Management BREAKOUT SESSIONS Track C Customer Service and Energy Efficiency 11:00-11:15 Track Introduction: Moderators: Gerry Klingler / Lisa DiGregory Track Introduction: Moderators: Tom Aldrich / Tony Sherman Track Introduction: Moderators: Eric de Lacoste / Kristen Glehan 11:15-12:00 Managing Your Leads To Convert More Sales * Case Studies On Successful Sales Proposals to Large Commercial/ Industrial Customers Introduction to a Natural Gas Distribution System * 12:00-1:30 LUNCH LUNCH LUNCH 1:30-2:15 Developing And Executing A Successful Managed Expansion Program Selling Fuel Cells Introduction to Space Heating and Water Heating * 2:15-3:15 Update On Oil Customer Perceptions of Natural Gas* Account Manager Case Studies On Relationship Building Energy Efficiency Technologies Residential and Small Commercial * 3:15-3:30 BREAK BREAK BREAK 3:30-4:30 Session 6 5:00 6:00 8:30-9:15 Roundtable Roundtable Customer Service Panel Reception Reception Reception Implementing A Performance Based Goal Setting and Sales Incentive Compensation Program* Day 2, March 9, 2018 Marketing and Selling Gas A/C Energy Efficiency Technologies Large Commercial and Industrial 9:15 10:15 Selling Energy Efficiency Products * Expand Your Distribution Network Beyond The Pipeline Marketing Energy Efficiency Programs 10:15-10:30 BREAK BREAK BREAK 10:30-11:30 Show Us Your Marketing Collateral!* Partnering with A/E Firms and Developers to Include Gas Systems In Their Design Roundtable 11:30-12:00 Wrap Up/ Attendee Feedback Wrap Up/ Attendee Feedback Wrap Up/ Attendee Feedback (*) denotes a recommended introductory training session that is part of a training track for new sales and marketing employees.

3 Track A : Residential / Small Commercial Sales Day 1 - March 8, :30 10:00 Registration and Continental Breakfast 10:00-11:00 GENERAL SESSION Welcome Committee Chair, Gerry Klingler, National Grid The Future of Natural Gas: Federal and State Government Positions, Environmental Groups and Industries Response - Tom Kiley, Northeast Gas Association Exhibitor Presentations 11:00 11:15 11:15 12:00 RESIDENTIAL/SMALL COMMERCIAL SALES TRACK INTRODUCTION Moderators: Gerry Klingler, National Grid and Lisa DiGregory, Liberty Utilities MANAGING YOUR LEADS TO CONVERT MORE SALES* Sales representatives and managers will discuss strategies and tactics to optimize the close rate of assigned leads. 12:00-1:30 LUNCH VISIT EXHIBITS 1:30 2:15 DEVELOPING AND EXECUTING A SUCCESSFUL MANAGED EXPANSION PROGRAM Case studies on partnering with the construction department to plan expansion routes, identifying anchors and maximizing gas commitments from prospects along the route will be presented. 2:15 3:15 UPDATE ON OIL CUSTOMER PERCEPTIONS OF NATURAL GAS* New market research data on current oil users perceptions of gas and their readiness to convert will be discussed. 3:15-3:30 BREAK 3:30 4:30 ROUNDTABLE DISCUSSIONS Join us for an open discussion on programs your company has implemented and lessons learned. Come 5:00 6:00 RECEPTION Day 2 - March 9, :30 9:15 IMPLEMENTING A PERFORMANCE BASED GOAL SETTING AND SALES INCENTIVE COMPENSATION PROGRAM The presenter will discuss how goals and performance based compensation can be aligned to drive cost effective sales results. 9:15 10:15 SELLING ENERGY EFFICIENCY PRODUCTS How to educate your customers on high efficiency equipment applications, benefits and incentives that work for them. New technologies, such as electric heat pump split systems and how they compete with gas will be discussed. 10:15 10:30 BREAK 10:30 11:30 SHOW US YOUR MARKETING COLLATERAL!* Participants will share materials used in WRAP-UP AND ATTENDEE FEEDBACK

4 Track B : Large Commercial/ Industrial Sales & Account Management Day 1 March 8, :30 10:00 Registration and Continental Breakfast 10:00-11:00 GENERAL SESSION Welcome Committee Chair, Gerry Klingler, National Grid The Future of Natural Gas: Federal and State Government Positions, Environmental Groups and Industries Response - Tom Kiley, Northeast Gas Association Exhibitor Presentations LARGE COMMERCIAL/INDUSTRIAL SALES & ACCOUNT MANAGEMENT TRACK INTRODUCTION 11:00 11:15 11:15 12:00 Moderators: Tom Aldrich and Tony Sherman, AVANGRID CASE STUDIES ON SUCCESSFUL SALES PROPOSALS TO LARGE COMMERCIAL/INDUSTRIAL CUSTOMERS Panelists will share examples of their winning sales approach to secure a large sale. 12:00-1:30 LUNCH VISIT EXHIBITS 1:30 2:15 2:15 3:15 SELLING FUEL CELLS Understanding target markets and employing an effective sales approach will be discussed based on successful case studies. ACCOUNT MANAGER CASE STUDIES ON RELATIONSHIP BUILDING Examples of how providing excellent service and building trust led to increased sales will be shared. 3:15-3:30 BREAK 3:30 4:30 ROUNDTABLE DISCUSSIONS Join us for an open discussion on programs your company has implemented and lessons learned. Come prepared with questions and leave with suggestions from industry experts. 5:00 6:00 RECEPTION Day 2 - March 9, :30 8:30 Registration and Continental Breakfast 8:30 9:15 MARKETING AND SELLING GAS A/C Understanding target markets, products and employing an effective sales and marketing approach. 9:15 10:15 10:15 10:30 BREAK EXPAND YOUR DISTRIBUTION NETWORK BEYOND THE PIPELINE Aging infrastructure, delays in new pipeline construction and pipeline constraints continue to present challenges to LDCs. The presentation will cover some unique approaches to help LDCs address these challenges. The speaker will discuss how a CNG virtual pipeline can alleviate volume and pressure limitations, and represents an excellent solution for peaking services. 10:30 11:30 PARTNERING WITH A/E FIRMS AND DEVELOPERS TO INCLUDE GAS SYSTEMS IN THEIR DESIGNS Panelists will discuss how they reach out to architects, engineers and developers before buildings are designed to consider gas systems. WRAP-UP AND ATTENDEE FEEDBACK

5 Track C : Customer Service and Energy Efficiency Day 1 - March 8, :00 10:00 Registration and Continental Breakfast 10:00-11:00 GENERAL SESSION Welcome Committee Chair, Gerry Klingler, National Grid The Future of Natural Gas: Federal and State Government Positions, Environmental Groups and Industries Response - Tom Kiley, Northeast Gas Association Exhibitor Presentations 11:00 11:15 11:15 12:00 CUSTOMER SERIVE AND ENERGY EFFICIENCY TRACK INTRODUCTION Moderators: Eric de Lacoste, Eversource and Kristen Glehan, Central Hudson INTRODUCTION TO A NATURAL GAS DISTRIBUTION SYSTEM * The speaker will discuss the basics of designing and constructing a gas distribution system to expand service to new customers. 12:00-1:30 LUNCH VISIT EXHIBITS 1:30 2:15 2:15 3:15 INTRODUCTION TO SPACE HEATING AND WATER HEATING * The basics of how gas heating and hot water systems work will be presented. ENERGY EFFICIENCY TECHNOLOGIES RESIDENTIAL AND SMALL COMMERCIAL * Cost effective high efficiency products and incentives for residential and small commercial customers will be discussed. 3:15-3:30 BREAK 3:30 4:30 CUSTOMER SERVICE PANEL Everyday issues and questions asked of a customer service representative will be discussed. 5:00 6:00 RECEPTION Day 2 - March 9, :30 8:30 Registration and Continental Breakfast 8:30 9:15 ENERGY EFFICIENCY TECHNOLOGIES LARGE COMMERCIAL AND INDUSTRIAL Cost effective high efficiency products and incentives for large commercial and industrial customers will be discussed. 9:15 10:15 MARKETING ENERGY EFFICIENCY PROGRAMS Examples of successful marketing approaches and how to measure program success will be discussed. 10:15 10:30 BREAK 10:30 11:30 ROUNDTABLE DISCUSSIONS Join us for an open discussion on programs your company has implemented and lessons learned. Come prepared with questions and leave with suggestions from industry experts. WRAP -UP AND ATTENDEE FEEDBACK

6 2017 NGA Sales and Marketing Conference March 16 17, 2017 General Information Who Should Attend The Northeast Gas Association s 2017 Sales and Marketing Conference is open to natural gas distribution company sales and marketing professionals; energy marketers and energy service company personnel; trade allies; and members of the regulatory community. Conference Contacts: If you have questions regarding the conference, including the exhibit, please contact: Eileen Sitte at x117, esitte@northeastgas.org Dan Dessanti at x216, dessanti@northeastgas.org Registration Click HERE to Register Online registration is available on NGA s website Member Rate: $ Non-Member Rate: $ Government Rate: $ Registration Deadline: March 2, 2018 Cancellation Policy: Due to contractual obligations, cancellations received 15 business days prior to the program will receive a full refund. Cancellations received 6 to 14 business days prior to the event will receive a refund, less a $100 administrative fee. No shows and last minute cancellations, 5 business days prior to the event or less, will be responsible for the full registration fee. Substitutions from your organization for the same event are always welcome. Registration Online registration is available on NGA s website: then click on Member Login top left corner. Online Registration (for those not entered in NGA s on-line system) If you already have a username and password for the NGA site, you can register online right now. To log in go to NGA s website, After you login, click on the left side on the tab for Online Store. You will be taken to the store, Look for the 2018 Sales and Marketing Conference. Click on the 2017 Sales and Marketing Conference Attendees and continue registering from there. Online Registration (for those not entered in NGA s on-line system) If you are not yet registered with NGA for online access and would like to do so, you can complete the Individual Database Profile Form found on NGA s member log in screen. You can also Eileen Sitte at esitte@northeastgas.org, and request a form be ed to you. Please return the forms via to Eileen Sitte at esitte@northeastgas.org. NGA will contact you once you are entered in our database with a username and password for future access. Hotel Accommodations at The Newport Marriott Newport Marriott 25 American s Cup Ave, Newport, RI Overnight accommodations are the responsibility of each individual. NGA has secured a block of rooms with a rate of $ per night. To make your reservation, call the hotel at To receive the group rate, you must mention Northeast Gas Association. Cut-off date is February 23, 2018 Travel Directions: Northeast Gas Association 75 second Avenue, Suite 510, Needham, MA 02494