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.

2017 Sales and Marketing C o n f e r e n c e Program at-a-Glance

BREAKOUT SESSIONS

Session 1

11:00-11:15

Track Introduction:

Moderators: Gerry

Klingler / Lisa DiGregory

Moderators

Track Introduction:

Moderators: John

Maziarz / Tony Sherman,

Avangrid

Track Introduction:

Moderators: Eric

De lacoste / Kristen Glehan

Session 2

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

Session 3

1:30- 2:15 Working with Trade Allies* Selling Combined Heat

and Power

Effective Digital Marketing

and Social Media

Strategies

Session 4

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

Session 5

3:30- 4:30 Roundtable Roundtable Roundtable

Session 6

5:00– 6:00

Reception Reception Reception

Day 2, March 17, 2017

Session 1

8:30- 9:15 How do Customer

Contribution Models Work*

Selling High Efficiency

Products

Ensuring Customer

Satisfaction with the

Conversion Process

Session 2

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

Session 3

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

Session 4

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.

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

Day 1 - March 16, 2017

8:30—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

Session 1

11:00—11:15

RESIDENTIAL/SMALL COMMERCIAL SALES TRACK INTRODUCTION

Moderators: Gerry Klingler, National Grid and Lisa DiGregory, Liberty Utilities

Session 2

11:15—12:00

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

Session 3

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.

Session 4

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

Session 5

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

Track A Residential / Small Commercial Sales

Day 2 - March 17, 2017

7:30—8:30 Registration and Continental Breakfast

Session 1

8:30—9:15

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.

Session 2

9:15—10:15

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

Session 3

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

Session 4 WRAP-UP AND ATTENDEE FEEDBACK

Day 1—March 16, 2017

8:30—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

Session 1

11:00—11:15

LARGE COMMERCIAL/INDUSTRIAL SALES & ACCOUNT MANAGEMENT TRACK INTRODUCTION

Moderators: John Maziarz, Avangrid and Tony Sherman, Avangrid

Session 2

11:15—12:00

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

Session 3

1:30—2:15

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.

Session 4

2:15—3:15

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

Session 5

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

Track B Large Commercial/ Industrial Sales &

Account Management

Day 2 - March 17, 2017

7:30—8:30 Registration and Continental Breakfast

Session 1

8:30—9:15

SELLING HIGH EFFICIENCY PRODUCTS— TBD

Learn from an expert how to package new HE technologies with government endorsed incentives and innovative financing vehicles.

Session 2

9:15—10:15

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

Session 3

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.

Session 4 WRAP-UP AND ATTENDEE FEEDBACK

Day 1 - March 16, 2017

9:00—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

Session 1

11:00—11:15

MARKETING AND SALES SUPPORT TRACK INTRODUCTION

Moderators: Eric De Lacoste, Eversource and Kristen Glehan, Central Hudson

Session 2

11:15—12:00

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

Session 3

1:30—2:15

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.

Session 4

2:15—3:15

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

Session 5

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

Track C

Marketing and Sales Support

Day 2 - March 17, 2017

7:30—8:30 Registration and Continental Breakfast

Session 1

8:30—9:15

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.

Session 2

9:15—10:15

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

Session 3

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.

Session 4 WRAP -UP AND ATTENDEE FEEDBACK

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 781-455-6800 x117, esitte@northeastgas.org

Dan Dessanti at 973-265-1900 x216, dessanti@northeastgas.org

Registration—Click HERE to Register

Online registration is available on NGA’s website

www.northeastgas.org

Member Rate: $295.00

Non-Member Rate: $525.00

Government Rate: $125.00

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: www.northeastgas.org, 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,

www.northeastgas.org. 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 email Eileen Sitte at esitte@northeastgas.org, and request a form be emailed to you. Please

return the forms via email 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

Travel Directions:www.marriott.com/maps/travel

Northeast Gas Association—75 second Avenue, Suite 510, Needham, MA 02494

2017 NGA Sales and Marketing Conference

Newport Marriott

25 American’s Cup Ave, Newport, RI 02840

Overnight accommodations are the responsibility of each individu-

al. NGA has secured a block of rooms with a rate of $139.00 per

night. To make your reservation, call the hotel at 800-228-9290.

To receive the group rate, you must mention Northeast Gas Association.

Cut-off date is February 24, 2017

NGA’s Event App, Download

App Store URL: https://itunes.apple.com/us/app/northeast-

gas/id1072271568?mt=8

Play Store URL: https://play.google.com/store/apps/details?

id=com.avodigy.nga

Web App URL: http://nga.eventpedia.us