2018 Sales and Marketing

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1 2018 Sales and Marketing C o n f e r e n c e May 9, Reception 4:30 PM 6:00 PM May 10, Conference 8:00-4:00 PM Sheraton Springfield Springfield, MA 2018 Conference Sponsors

2 2018 Sales and Marketing C o n f e r e n c e Program at-a-glance 9:00-10:00 Welcome: Gerry Klingler, Committee Chair General Session: The Future of Natural Gas: Federal and State Government Positions, Environmental Viewpoints and Industry Response -Tom Kiley, Northeast Gas Association Tracks Track A Residential / Small Commercial Sales Track B Large Commercial/ Industrial Sales & Account Management Track C Customer Service and Energy Efficiency BREAKOUT SESSIONS 10:00-10:30 Track Introduction: Moderators: Gerry Klingler / Lisa DiGregory Track Introduction: Moderators: Tom Aldrich / Tony Sherman Track Introduction: Moderators: Eric de Lacoste / Kristen Glehan Roundtable Roundtable Roundtable 10:30-11:15 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 * 11:15 12:00 Update On Oil Customer Perceptions of Natural Gas* Expand Your Distribution Network Beyond The Pipeline Introduction to Space Heating and Water Heating * 12:00-1:00 LUNCH LUNCH LUNCH 1:00 1:45 Developing And Executing A Successful Managed Expansion Program Selling Fuel Cells Customer Service Panel 1:45 2:30 Implementing A Performance Based Goal Setting and Sales Incentive Compensation Program* Account Manager Case Studies On Relationship Building Marketing Energy Efficiency Programs 2:30 3:15 Selling Energy Efficiency Products * Marketing and Selling Gas A/C Energy Efficiency Technologies Residential and Small Commercial * 3:15 4:00 Show Us Your Marketing Collateral!* Energy Efficiency Technologies Large Commercial and Industrial Energy Efficiency Technologies Large Commercial and Industrial

3 Track A : Residential / Small Commercial Sales 8:00 9:00 Registration and Continental Breakfast 9:00-10:00 GENERAL SESSION Welcome: Gerry Klingler, National Grid, Committee Chair The Future of Natural Gas: Federal and State Government Positions, Environmental Viewpoints and Industry Response - Tom Kiley, Northeast Gas Association 10:00 10:30 ROUNDTABLE DISCUSSIONS Moderators: Gerry Klingler, National Grid and Lisa DiGregory, Liberty Utilities 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. 10:30 11:15 11:15 12:00 MANAGING YOUR LEADS TO CONVERT MORE SALES* Joel Rayberg and Eric de Lacoste, Eversource Sales representatives and managers will discuss strategies and tactics to optimize the close rate of assigned leads. UPDATE ON OIL CUSTOMER PERCEPTIONS OF NATURAL GAS* Tim Lyons, ScottMadden New market research data on current oil users perceptions of gas and their readiness to convert will be 12:00-1:00 LUNCH VISIT EXHIBITS 1:00 1:45 1:45 2:30 2:30 3:15 3:15 4:00 DEVELOPING AND EXECUTING A SUCCESSFUL MANAGED EXPANSION PROGRAM Jim Madsen, National Grid and Joe Heller, Eversource 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. IMPLEMENTING A PERFORMANCE BASED GOAL SETTING AND SALES INCENTIVE COMPENSATION PROGRAM Ron Burke, Willis Towers Watson The presenter will discuss how goals and performance based compensation can be aligned to drive cost effective sales results. SELLING ENERGY EFFICIENCY PRODUCTS Thomas Wolf and Melissa Decota, ICF 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 SHOW US YOUR MARKETING COLLATERAL!* Participants will share materials used in 2017.

4 Track B : Large Commercial/ Industrial Sales & Account Management 8:00 9:00 Registration and Continental Breakfast 9:00-10:00 GENERAL SESSION Welcome: Gerry Klingler, National Grid, Committee Chair The Future of Natural Gas: Federal and State Government Positions, Environmental Viewpoints and Industry Response - Tom Kiley, Northeast Gas Association 10:00 10:30 ROUNDTABLE DISCUSSIONS Moderators: Tom Aldrich, Berkshire Gas and Tony Sherman, AVANGRID 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. 10:30 11:15 11:15 12:00 CASE STUDIES ON SUCCESSFUL SALES PROPOSALS TO LARGE COMMERCIAL/INDUSTRIAL CUSTOMERS LuAnn Dinihanian, Eversource The presenter will share examples of their winning sales approach to secure a large sale. EXPAND YOUR DISTRIBUTION NETWORK BEYOND THE PIPELINE Mike Holt, NG Advantage 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. 12:00-1:00 LUNCH VISIT EXHIBITS 1:00 1:45 1:45 2:30 SELLING FUEL CELLS Chris Cavanagh, National Grid Understanding target markets and employing an effective sales approach will be discussed based on successful case studies. ACCOUNT MANAGER CASE STUDIES ON RELATIONSHIP BUILDING Tom Aldrich, Berkshire Gas and Lauren Perry, National Grid Examples of how providing excellent service and building trust lead to increased sales will be shared. 2:30 3:15 3:15 4:00 MARKETING AND SELLING GAS A/C Brian Cullinane, The Clover Company Understanding target markets, products and employing an effective sales and marketing approach. ENERGY EFFICIENCY TECHNOLOGIES LARGE COMMERCIAL AND INDUSTRIAL Matthew Zenni, Liberty Utilities Cost effective high efficiency products and incentives for large commercial and industrial customers will be

5 Track C : Customer Service and Energy Efficiency 8:00 9:00 Registration and Continental Breakfast 9:00-10:00 GENERAL SESSION Welcome: Gerry Klingler, National Grid, Committee Chair The Future of Natural Gas: Federal and State Government Positions, Environmental Viewpoints and Industry Response - Tom Kiley, Northeast Gas Association 10:00 10:30 ROUNDTABLE DDISCUSSIONS Moderators: Eric de Lacoste, Eversource and Kristen Glehan, Central Hudson 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. 10:30 11:15 11:15 12:00 INTRODUCTION TO A NATURAL GAS DISTRIBUTION SYSTEM * John Rafferty, Powell Controls The speaker will discuss the basics of designing and constructing a gas distribution system to expand service to new customers. INTRODUCTION TO SPACE HEATING AND WATER HEATING * Brian Hunt, National Grid The basics of how gas heating and hot water systems work will be presented. 12:00-1:00 LUNCH VISIT EXHIBITS 1:00 1:45 1:45 2:30 2:30 3:15 3:15 4:00 CUSTOMER SERVICE PANEL Suzanne Pacheco and Mark Stevens, Liberty Utilities Everyday issues and questions asked of a customer service representative will be MARKETING ENERGY EFFICIENCY PROGRAMS Louis Rizzo, National Grid Examples of successful marketing approaches and how to measure program success will be ENERGY EFFICIENCY TECHNOLOGIES RESIDENTIAL AND SMALL COMMERCIAL * Eric Burgis, Energy Solutions Center Cost effective high efficiency products and incentives for residential and small commercial customers will be ENERGY EFFICIENCY TECHNOLOGIES LARGE COMMERCIAL AND INDUSTRIAL Matthew Zenni, Liberty Utilities Cost effective high efficiency products and incentives for large commercial and industrial customers will be

6 2018 NGA Sales and Marketing Conference Reception, Wednesday, May 9, :30-6:00 PM Conference, General Information Who Should Attend The Northeast Gas Association s 2018 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: May 1, 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 2018 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 Sheraton Springfield Monarch Place One Monarch Place Springfield, MA NGA has secured a room block at the rate of $139 per night. For overnight reservations please call , or use the link below to book reservations: Northeast Gas Association 75 Second Avenue, Suite 510, Needham, MA 02494