2017 Sales and Marketing

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1 2017 Sales and Marketing C o n f e r e n c e March 16 17, 2017 Marriott Hotel Newport, RI Sponsors Program Tracks: Track A: Residential/Small Commercial Sales Track B: Large Commercial/Industrial Sales & Account Management Track C: Marketing and Customer Support * Special Training Track for new sales and marketing employees.

2 2017 Sales and Marketing C o n f e r e n c e Program at-a-glance Day 1, March 16, 2017 GENERAL SESSION 10:00-11:00 Welcome - Opening Remarks Exhibitor Presentation Tracks Track A Residential / Small Commercial Sales Track B Large Commercial/ Industrial Sales & Account Management Track C Marketing and Customer Support 11:00-11:15 Track Introduction: Moderators: Gerry BREAKOUT SESSIONS Klingler / Lisa DiGregory Moderators Track Introduction: Moderators: John Maziarz / Tony Sherman, Avangrid Track Introduction: Moderators: Eric De lacoste / Kristen Glehan 11:15-12:00 Increasing your Lead to Sale Conversion Rate* Putting together an Effective Value Proposition Presentation How to Partner Effectively with an Ad Agency 12:00-1:30 LUNCH LUNCH LUNCH 1:30-2:15 Working with Trade Allies* Selling Combined Heat and Power Effective Digital Marketing and Social Media Strategies 2:15-3:15 Partnering with your Lead Intake Area* The Roles and Responsibilities of a Successful Account Manager What s in Our Market Plan? 3:15-3:30 BREAK BREAK BREAK 3:30-4:30 Session 6 5:00 6:00 8:30-9:15 Roundtable Roundtable Roundtable Reception Reception Reception Day 2, March 17, 2017 How do Customer Contribution Models Work* Selling High Efficiency Products Ensuring Customer Satisfaction with the Conversion Process 9:15-10:15 High Efficiency Natural Gas Conversion Burner System Finding and Developing new Business Opportunities Gas Heating Systems 101* 10:15-10:30 BREAK BREAK BREAK 10:30-11:30 The Helpful Habits of Successful Sales Reps The Helpful Habits of Successful Sales Reps Case Studies on Gaining Customer Insights from 11:30-12:00 Wrap -up and Attendee Feedback Wrap -up and Attendee Feedback Wrap -up and 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 16, :30 10:00 Registration and Continental Breakfast 10:00-11:00 GENERAL SESSION Opening Remarks Welcome President and CEO, Tom Kiley, Northeast Gas Association Exhibitor Presentation Moderated by Committee Chair, Gerry Klingler, National Grid 11:00 11:15 11:15 12:00 RESIDENTIAL/SMALL COMMERCIAL SALES TRACK INTRODUCTION Moderators: Gerry Klingler, National Grid and Lisa DiGregory, Liberty Utilities INCREASING YOUR LEAD TO SALE CONVERSION RATE* Lisa DiGregory, Liberty Utilities, Joel Rayberg, Eversource, Kristen Glehan, Central Hudson and Scott DiCorcia, IFC/Central Hudson A panel of sales and marketing managers share the approaches they use to productively work leads to increase sales. 12:00-1:30 LUNCH VISIT EXHIBITS 1:30 2:15 WORKING WITH TRADE ALLIES* Matt Zinny, Liberty Utilities and Eric Schuberth, Main Stream Mechanical Learn from both the gas sales rep and trade ally perspective how to develop a win-win partnership. 2:15 3:15 PARTNERING WITH YOUR LEAD INTAKE AREA* Eric De Lacoste, Eversource and other panelist Learn how strong relationships and communications lead to more productive leads and smoother hand-offs between lead intake areas and sales. 3:15-3:30 BREAK 3:30 4:30 ROUNDTABLE Join us for an open discussion on the topic: Oops! There goes the gas price advantage. How do we continue to make our goals? 5:00 6:00 RECEPTION Day 2 - March 17, :30 8:30 Registration and Continental Breakfast 8:30 9:15 9:15 10:15 HOW DO CUSTOMER CONTRIBUTION MODELS WORK?* TBD Learn how customer contribution models for new mains and services work. Also learn how to develop a neighborhood sales approach. HIGH EFFICIENCY NATURAL GAS CONVERSION BURNER SYSTEM Bruce Graham, Carlin Combustion Improved, high efficiency conversion burners are available that can make converting from oil to gas simpler and less costly. The performance of the product and the proper applications will be discussed. 10:15 10:30 BREAK 10:30 11:30 THE HELPFUL HABITS OF SUCCESSFUL SALES REPS Mike Borea, Kim McEwen, Mark Nikola, CNG/SCG These panelists will share the practices that they employ to achieve top producer levels in their organizations WRAP-UP AND ATTENDEE FEEDBACK

4 Track B Large Commercial/ Industrial Sales & Account Management Day 1 March 16, :30 10:00 Registration and Continental Breakfast 10:00-11:00 GENERAL SESSION Opening Remarks Welcome President and CEO, Tom Kiley, Northeast Gas Association Exhibitor Presentation Moderated by Committee Chair, Gerry Klingler, National Grid 11:00 11:15 11:15 12:00 LARGE COMMERCIAL/INDUSTRIAL SALES & ACCOUNT MANAGEMENT TRACK INTRODUCTION Moderators: John Maziarz, Avangrid and Tony Sherman, Avangrid PUTTING TOGETHER AN EFFECTIVE VALUE PROPOSITION PRESENTATION Tom Aldrich, Berkshire Gas A panel of top sales reps discuss how they develop and present client proposals that focus on obtaining tangible value from energy capital investments. 12:00-1:30 LUNCH VISIT EXHIBITS 1:30 2:15 2:15 3:15 SELLING COMBINED HEAT AND POWER Robert DiGiandomenico, Eversource CHP technologies, as well as interconnect guidelines and buyback rates have improved significantly, making this offering very attractive for the right customer. Learn how match the right product with the right customer. THE ROLES AND RESPONSIBILITIES OF A SUCCESSFUL ACCOUNT MANAGER Kiel Costella, National Grid Successful account managers will share how they serve their clients on issues such as billing, collections and supply while fostering a strong relationship that leads to added growth. 3:15-3:30 BREAK 3:30 4:30 ROUNDTABLE ISSUE: Join us for an open discussion: What are the challenges in 2017 serving large commercial and industrial customers? 5:00 6:00 RECEPTION Day 2 - March 17, :30 8:30 Registration and Continental Breakfast 8:30 9:15 9:15 10:15 SELLING HIGH EFFICIENCY PRODUCTS TBD Learn from an expert how to package new HE technologies with government endorsed incentives and innovative financing vehicles. FINDING AND DEVELOPING NEW BUSINESS OPPORTUNITIES TBD Learn how to get early intelligence on new projects before they are designed. 10:15 10:30 BREAK 10:30 11:30 THE HELPFUL HABITS OF SUCCESSFUL SALES REPS Mike Borea, Kim McEwen, Mark Nikola, CNG/SCG These panelists will share the practices that they employ to achieve top producer levels in their organizations. WRAP-UP AND ATTENDEE FEEDBACK

5 10:00-11:00 GENERAL SESSION Track C Marketing and Sales Support Day 1 - March 16, :00 10:00 Registration and Continental Breakfast Opening Remarks Welcome President and CEO, Tom Kiley, Northeast Gas Association Exhibitor Presentation Moderated by Committee Chair, Gerry Klingler, National Grid 11:00 11:15 11:15 12:00 MARKETING AND SALES SUPPORT TRACK INTRODUCTION Moderators: Eric De Lacoste, Eversource and Kristen Glehan, Central Hudson HOW TO PARTNER EFFECTIVELY WITH AN AD AGENCY Leslie Murnane, Ideas Agency Get the perspective from an experienced gas industry advertising professional on how to get the most out of your agency relationship. 12:00-1:30 LUNCH VISIT EXHIBITS 1:30 2:15 2:15 3:15 EFFECTIVE DIGITAL MARKETING AND SOCIAL MEDIA STRATEGIES Emily Johnson, National Grid Leslie Murnane and Brian Riberio, Ideas Agency Enhance your communications and marketing tool box with these strategies. Learn from experts how to make these tools work effectively for you. WHAT S IN OUR MARKET PLAN? Rebecca Scott, Unitil and Kristen Glehan, Central Hudson Presenters will share aspects of their plans for 2017, focusing on lessons learned from the past and the implementation of new strategies and initiatives. 3:15-3:30 BREAK 3:30 4:30 ROUNDTABLE ISSUE Join us for an open discussion : What s in Your Market Plan? Now its your turn. Come prepared to share what s new in your plan. 5:00 6:00 RECEPTION Day 2 - March 17, :30 8:30 Registration and Continental Breakfast 8:30 9:15 9:15 10:15 ENSURING CUSTOMER SATISFACTION WITH THE CONVERSION PROCESS Dave Beaulieu, Unitil, Lisa Di Gregory, Liberty Utilities Learn how these panelists have enhanced the conversion process to improve communication and reduce customer anxiety. GAS HEATING SYSTEMS 101* Brad Wong, Retired Eversource Learn the basics about traditional and high efficiency heating and hot water systems from an industry expert. 10:15 10:30 BREAK 10:30 11:30 CASE STUDIES ON GAINING CUSTOMER INSIGHTS FROM MARKET RESEARCH* Michael Vigeant, Great Blue Research Michael will review customer insights on their views on converting to gas gained from recent research projects. 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, Dan Dessanti at x216, Registration Click HERE to Register Online registration is available on NGA s website Member Rate: $ Non-Member Rate: $ Government Rate: $ Registration Deadline: March 10, 2017 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 2017 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 and request a form be ed to you. Please return the forms via to Eileen Sitte at 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 NGA s Event App, Download App Store URL: Play Store URL: id=com.avodigy.nga Web App URL: To receive the group rate, you must mention Northeast Gas Association. Cut-off date is February 24, 2017 Travel Directions: Northeast Gas Association 75 second Avenue, Suite 510, Needham, MA 02494

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