2018 sales and marketing conference - northeastgas.org · may 9, reception 4:30 pm—6:00 pm may...
TRANSCRIPT
May 9, Reception 4:30 PM—6:00 PM
May 10, Conference — 8:00 - 4:00 PM
Sheraton Springfield
Springfield, MA
2018 Sales and Marketing C o n f e r e n c e
2018 Conference Sponsors
2018 Sales and Marketing C o n f e r e n c e
Program at-a-Glance
BREAKOUT SESSIONS
Session 1
10:00-10:30
Track Introduction: Moderators:
Gerry Klingler / Lisa DiGregory
Roundtable
Track Introduction:
Moderators: Tom Aldrich / Tony
Sherman
Roundtable
Track Introduction: Moderators:
Eric de Lacoste / Kristen
Glehan
Roundtable
Session 2
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 *
Session 3
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
Session 4
1:00– 1:45 Developing And Executing A
Successful Managed Expansion
Program
Selling Fuel Cells Customer Service Panel
Session 5
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
Session 6
2:30– 3:15 Selling Energy Efficiency
Products *
Marketing and Selling Gas A/C Energy Efficiency Technologies
– Residential and Small
Commercial *
Session 7
3:15– 4:00
Show Us Your Marketing
Collateral!*
Energy Efficiency Technologies
– Large Commercial and
Industrial
Energy Efficiency Technologies
– Large Commercial and
Industrial
(*) denotes a recommended introductory training session that is part of a training track for new sales and marketing employees.
Thursday, May 10, 2018
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
• Exhibitor Presentations
Tracks Track A
Residential / Small
Commercial Sales
Track B
Large Commercial/
Industrial Sales &
Account Management
Track C
Customer Service and
Energy Efficiency
Please join us Wednesday, May 9, 2018 from 4:30-6:00 PM for a Reception and Networking
Thursday, May 10, 2018
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
• Exhibitor Presentations
Session 1
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.
Session 2
10:30—11:15
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.
Session 3
11:15—12:00
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 discussed.
12:00-1:00 LUNCH—VISIT EXHIBITS
Session 4
1:00—1:45
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.
Session 5
1:45—2:30
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.
Session 6
2:30—3:15
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 discussed.
Session 7
3:15 —4:00
SHOW US YOUR MARKETING COLLATERAL!*
Participants will share materials used in 2017.
Track A : Residential / Small Commercial Sales
(*) denotes a recommended introductory training session that is part of a training track for new sales and marketing employees.
Please join us Wednesday, May 9, 2018 from 4:30-6:00 PM for a Reception and Networking
Thursday, May 10, 2018
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
• Exhibitor Presentations
Session 1
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.
Session 2
10:30—11:15
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.
Session 3
11:15—12:00
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
Session 4
1:00—1:45
SELLING FUEL CELLS
Chris Cavanagh, National Grid
Understanding target markets and employing an effective sales approach will be discussed based on successful case studies.
Session 5
1:45—2:30
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.
Session 6
2:30 —3:15
MARKETING AND SELLING GAS A/C
Brian Cullinane, The Clover Company
Understanding target markets, products and employing an effective sales and marketing approach.
Session 7
3:15 —4:00
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 discussed.
Track B : Large Commercial/ Industrial Sales & Account Management
(*) denotes a recommended introductory training session that is part of a training track for new sales and marketing employees.
Please join us Wednesday, May 9, 2018 from 4:30-6:00 PM for a Reception and Networking
Thursday, May 10, 2018
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
• Exhibitor Presentations
Session 1
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.
Session 2
10:30—11:15
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.
Session 3
11:15—12:00
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
Session 4
1:00—1:45
CUSTOMER SERVICE PANEL
Suzanne Pacheco and Mark Stevens, Liberty Utilities
Everyday issues and questions asked of a customer service representative will be discussed.
Session 5
1:45—2:30
MARKETING ENERGY EFFICIENCY PROGRAMS
Louis Rizzo, National Grid
Examples of successful marketing approaches and how to measure program success will be discussed.
Session 6
2:30—3:15
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 discussed.
Session 7
3:15 —4:00
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 discussed.
Track C : Customer Service and Energy Efficiency
(*) denotes a recommended introductory training session that is part of a training track for new sales and marketing employees.
Please join us Wednesday, May 9, 2018 from 4:30-6:00 PM for a Reception and Networking
Reception, Wednesday, May 9, 2018 4:30-6:00 PM
Conference, Thursday, May 10, 2018 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 781-455-6800 x117, [email protected]
Dan Dessanti at 973-265-1900 x216, [email protected]
Registration—Click HERE to Register
Online registration is available on NGA’s website
www.northeastgas.org
Member Rate: $295.00
Non-Member Rate: $550.00
Government Rate: $125.00
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: 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
“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 email Eileen Sitte at [email protected], and request a form be emailed to you.
Please return the forms via email to Eileen Sitte at [email protected]. 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 01144
NGA has secured a room block at the rate of $139 per night. For overnight reservations please call 413-233-9161, or use the link below to book reservations:
https://www.starwoodmeeting.com/Book/NGA18
Northeast Gas Association—75 Second Avenue, Suite 510, Needham, MA 02494
2018 NGA Sales and Marketing Conference