The ESCO sales network that works for you PROGRAM

Transcription

1 The ESCO sales network that works for you PROGRAM

2 The U.S. energy service company (ESCO) industry is widely recognized for its role in delivering the benefits of energy-efficiency and related energy management services to customers owning and managing large and medium-sized facilities.

3 Competitive Edge Performance solutions. The SYLVANIA Energy Solutions Network provides select ESCOs with innovative and flexible products, services, programs and business opportunities that will give you a significant competitive edge and help differentiate your business in the marketplace. SYLVANIA s extensive experience and knowledge in developing, designing and supporting integrated lamp/ballast systems provides our ESCO channel partners with a true competitive advantage that combines the industry s only true lamp/ballast system solution with superior and energyefficient performance. Green it s the new red, white and blue Powered by diverse market forces ranging from volatile and rising energy prices and concern about global warming to state, municipal and utility financial initiatives supporting energy efficiency, more and more building owners, C-suite decision makers and facility managers are seeing the light. Partnering with a leading and global lighting brand through the SYLVANIA Energy Solutions Network can help set your business apart and offers many rewards through greater marketplace visibility, better margins, increase customer loyalty and a bolder business development presence. A partnership initiative designed to benefit and build your business opportunities. 3

4 Preferred Business Solutions The ESCO Sales Network that Works for You The SYLVANIA Energy Solutions Network: Working with you and for you. There are lots of great reasons for specifying and installing SYLVANIA lamps and ballasts high energy-efficiency, breadth of product and innovative technology backed by an industry-leading warranty to create the only true integrated lamp/ballast system available. The greening of the energy services market The regulatory and business climate for energyefficient building technologies has never been brighter. ESCO market drivers are dynamically aligned for growth due to a number of market forces: But now, there s another great reason to install SYLVANIA exclusively for energy service companies the SYLVANIA Energy Solutions Network. Your lighting upgrade sales partner The Energy Solutions Network provides unique resources that are responsive to the challenges your ESCO faces marketing and new business development, training, technical support, financing and more (see the Energy Solutions Network Rewards booklet). Some of these services and programs are provided to you through preferred benefits or services. Other opportunities are purchased by earning and redeeming Energy Solutions Network QUICKPoints which you accumulate through the purchase of qualifying value-added SYLVANIA lamps and/or ballasts. Rising and volatile electricity prices and the uncertainty of sufficient energy supply Growing awareness and acceptance of green building trends Increasing concern and consensus about the reality of global warming Numerous state and municipal government tax incentives for installation of energyefficient building system equipment Resurgence of utility rebates and other demand-side programs Building mutual business success and energy-efficient project growth as a team. 4

5 Seizing the momentum as a team These forces have converged to contribute to a critical-mass momentum for energy-efficient facilities and upgrades, accelerating the growth potential for the technologies and the companies at the forefront of the energy management market. As an energy service company, your business is one of those companies leading the way and so is SYLVANIA. Let s lead together, build our respective businesses together, and grow the market for energyefficient lighting together. That s what the SYLVANIA Energy Solutions Network is all about. 5

6 Preferred Business Solutions What s in the Network for You? A dynamic sales and marketing opportunity. The SYLVANIA Energy Solutions Network is a joint sales and marketing enterprise that enables SYLVANIA, its sales force, select ESCOs and SYLVANIA electrical distributors to work as allies. The premise is simple You specify and buy qualifying lamps and ballasts on a regular basis. Why not convert a routine purchase into preferred SYLVANIA Energy Solutions Network business opportunities and Network QUICKPoints that can be used to reduce your cost of doing business and build your bottom line? The benefits are comprehensive and flexible The Network s comprehensive portfolio of powerful tools, incentives and services reflects SYLVANIA s commitment to assist your business in building sales and market share while lowering transaction costs and improving profitability: Marketing programs and sales support Lead generation partnerships Technical support Joint sales with SYLVANIA distributors Staff product and sales training Project financing opportunities QUICK 60+ limited warranty And more (See the Energy Solutions Network Rewards booklet for details) 6

7 The results are profitable The Network alliance between SYLVANIA and select ESCOs offers a full range of opportunities to: Maintain and improve market share and business growth Position and install higher margin energy-efficient products Leverage business opportunities with SYLVANIA distributors and sales reps Build preference and long-term partnerships in your trading area Access leading lighting system solutions and support throughout your energy-efficiency contracts Profit from ongoing marketing strategies that drive business Plus, the Network opens the door for more Once you ve teamed with SYLVANIA and a distributor to win a lighting upgrade project and forge a working relationship with the facility customer, you re in a much stronger position to sell additional energyefficient electrical products and energy management services beyond lighting. It s an added benefit of the Network and a powerful one! The Network is a powerful opportunity to upgrade your business success. 7

8 Preferred Business Solutions Powerful Partnerships Partner with a lighting leader and a trusted global brand. Headquartered in Danvers, Massachusetts, OSRAM SYLVANIA is the North American lighting operation of Osram GmbH of Germany: We manufacture a wide range of energy-efficient lighting products, including best in class electronic and magnetic ballasts and lighting components, many of which are TCLP-compliant. All systems green to go As an industry and technology innovator, SYLVANIA has provided longstanding leadership in upgrading facilities with state-of-the-art energy-efficient lighting: Recognized by the U.S. Environmental Protection Agency as the Green Lights Partner of the Year from , and recipient of the ENERGY STAR Sustained Excellence Award in , SYLVANIA also participates in the U.S. Department of Energy s initiative Rebuild America, the ENERGY STAR Buildings program, and is a sponsor of the Energy Services Coalition. The SYLVANIA Lamp/Ballast System Solution sets the SYLVANIA brand apart in the marketplace and in the lighting industry by pairing energy-saving lamp and electronic ballast combinations for specific lighting applications. By driving lamp and ballast development to optimize an integrated system approach, SYLVANIA is the market force for cutting-edge lighting solutions. ESCOs and SYLVANIA distributors: A win/win sales synergy In addition to SYLVANIA and its national sales force, the Energy Solutions Network provides opportunities for ESCOs and SYLVANIA distributors to take a team approach to sourcing projects, working to their mutual economic benefit. 8

9 Most ESCOs provide a range of services, beyond energy-efficient lighting upgrades, that can increase distributor sales on a project. On the other side of the coin, distributors typically have relationships with loyal facility customers and have both the contacts and the knowledge of which customers would be good prospects for comprehensive energyefficient upgrade projects. SYLVANIA distributor benefits for ESCOs Distributors can provide a competitive advantage by identifying the best prospects and opening doors The ESCO, distributor and manufacturer together form a very strong sales team Use the lighting upgrade as a springboard to other energyefficient services and products Enhanced technical and sales support from your SYLVANIA account and distributor team Identify the best electrical contractors for ESCO labor needs More project opportunities to grow your business The Network can also include, as needed, relationships with Siemens Financial Services and other preferred Network partners. 9

10 Preferred Business Solutions Your SYLVANIA Energy Solutions Network Allies Make the Difference Guidelines for a co-developed Network project. Participating ESCOs will receive Network benefits, incentives and QUICKPoints for purchasing qualifying value-added SYLVANIA products. The core intent of the Energy Solutions Network program is that working with Network partners will more easily facilitate upgrade project development by leveraging the collective capabilities and customer relationships of the Network team. 10

11 Energy Solutions Network success story In a scenario where an ESCO participates with a SYLVANIA distributor ally to co-develop a project, some basic ground rules apply: Qualifying value-added products are purchased by the ESCO from a SYLVANIA Energy Solutions Network distributor When the situation merits, work with other Network allies for additional services (financing, etc.) Commit the necessary professional resources and time to support the sales efforts of the Network team The following success story is a powerful example of how SYLVANIA, a distributor and an ESCO teamed to turn a small bid project with a large industrial facility into a comprehensive lighting upgrade project: Annual lamp sales to the facility: $5,000 (bid on small annual relamp projects) Existing lighting: VHO and HO T12 SYLVANIA distributor receives RFQ for 2,000 HO lamps and submits a bid Distributor, SYLVANIA sales rep and regional ESCO meet with the customer to discuss specific new technology products and available utility rebate for energy-efficient products ESCO audits the facility, designs a new lighting system and presents a turnkey proposal including a new lighting system, rebate management and disposal/recycling Lamp and ballast sales exceeded $200,000 over three years vs. bidding for $5,000 annually Materials were not bid out End user made a financial purchase based on ROI savings on energy costs and maintenance 11

12 Preferred Business Solutions Put the Network to Work Network QUICKPoints: Buy SYLVANIA and build your business. The SYLVANIA Energy Solutions Network rewards participating ESCOs with QUICKPoints based on qualifying value-added SYLVANIA ballast and/or lamp purchases: For a listing of SYLVANIA products qualifying for QUICKPoints, visit or contact your SYLVANIA sales representative. The Network benefits ESCOs through preferred and customizable services as well as business-building marketing and other services which ESCOs can purchase with their QUICKPoints (See the Energy Solutions Network Rewards Booklet). Please note: QUICKPoints are accumulated based on copies of distributor invoices or spreadsheets documenting the purchase of qualifying value-added SYLVANIA products submitted by the ESCO to the Energy Solutions Network Headquarters. QUICKPoints statements are issued monthly to participating ESCOs and are also available in the protected section of the dedicated Network website located at Purchase volume levels All ESCOs start earning QUICKPoints from dollar-one. As you cross Purchase Volume thresholds, you begin earning QUICKPoints to dollars at a new and higher percentage. Tier Annual Lamp and QUICKPoints Ballast Purchase Volume Percentage BRONZE $0 - $499, % SILVER $500,000 - $999, % GOLD $1,000,000 - $1,999, % PLATINUM $2,000, % 12

13 The Network is our investment in your business and our commitment to your success. QUICKPoints may not be redeemed for travel expenses including hotel accommodations, meals or travel/transportation. Sign up bonus As an additional incentive to participate, all ESCOs joining the program will automatically receive a 500 QUICKPoints sign up bonus. Network QUICKPoints redemption You may redeem QUICKPoints at any time by calling Network Headquarters at Program Guidelines: Mail, fax or scan and submit invoices directly to ESN Headquarters or upload invoices through com/esn. Network Headquarters qualifies products to save you time or you can arrange for distributors to submit invoices directly to Network Headquarters. Purchase tier levels reset to Bronze every 12 months from your enrollment during your network enrollment month. As you accumulate QUICKPoints, please refer to the Rewards Booklet in your Network Binder for potential QUICKPoints redemption services. QUICKPoints expire every 24 months from your enrollment during your network enrollment month. You will receive monthly Network statements from SYLVANIA updating your program and QUICKPoints status. Your Network status can also be accessed in the protected section of the Network website located within Let s lead and grow the energy services market together As the leading lamp/ballast system manufacturer, SYLVANIA s mission embraces innovative alliances with channel partners particularly the energy service sector to cooperatively promote and install energyefficient lighting upgrades. We invite you to grow your business and profitability with the SYLVANIA Energy Solutions Network. 13

14 Preferred Business Solutions Join Forces Energy-efficiency has emerged as a major issue that is now an important energy business segment in its own right and a growing energy imperative targeted by both utilities and energy service companies. In such an environment, your company needs strong and proactive partners to gain and sustain growth. No other manufacturer program for ESCOs offers you the comprehensive portfolio of business-building opportunities available through the SYLVANIA Energy Solutions Network. SYLVANIA delivers the innovative products, programs, business opportunities and dedicated SYLVANIA energy service sales and technical staff to help your ESCO optimize the energy efficiency of our country s electrical infrastructure and energize the bottom line of corporate America. Profit from partnership 14

15 OSRAM SYLVANIA North American Headquarters 100 Endicott Street Danvers, MA USA Phone: Fax: Printed on recycled paper 6/11 SESN PROGBROCHURE 2011 Osram Sylvania SYLVANIA is a registered trademark of Osram Sylvania OSRAM is a registered trademark of Osram GmbH All other trademarks and/or logos are those of their respective owners