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, [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: $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 [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
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