Business Development Resource For Washington Trade Allies. Presented on August 21, 2013

Transcription

1 Business Development Resource For Washington Trade Allies Presented on August 21, 2013

2 Agenda Overview of the member benefits available through your complimentary EGIA membership Bruce Matulich Review the portfolio of residential & commercial financing programs available through the GEOSmart Financing Clearinghouse Eric Howarth Walk-through of the Cascade Trade Ally Cooperative Marketing Program Ed Thomas

3 Complimentary EGIA Membership Cascade Natural Gas is sponsoring the EGIA Membership Fee (normally $250/year) for all Washington Trade Allies. Download The Cascade Natural Gas Sponsored EGIA Membership Application at:

4 About EGIA The Electric & Gas Industries Association (EGIA) is a non-profit membership organization that serves a nationwide network of installation contractors, regional distributors, product manufacturers and utility and government programs that are delivering energy efficiency solutions to millions of homes and businesses. EGIA Membership by Region EGIA Membership by Industry*

5 EGIA Member Benefits EGIA s member benefits include: Business Development Training & Webinars Access to Industry Trend & Best Practice Research Discounted Business Products & Services GEOSmart Financing Clearinghouse

6 Business Development Training & Webinars EGIA Members receive FREE registration to EGIA s ongoing educational webinar series (Leadership Academy) and access to EGIA's library of previous Leadership Academy webinar recordings. Leadership Academy Topics Include: Growing Sales and Business Expansion Build a Sales Force That Delivers Growth and Profit How to Win the Job Without Leaving Your Profits on the Table Proper Way to Promote Energy Savings in Home Improvement Proposals Managing Customer Service and Marketing Marketing Tactics Worth Adopting Forge Your Company Brand Getting Quality Leads from Your Website Improving Operations and Cutting Costs Transforming Financial Statements into Management Tools Industry Snapshot: Programs Contractors Should Know About High Tech Toolbox: Industry Software for Contractors

7 Industry Trend & Best Practice Research Each month, EGIA surveys its contractor network on a specific focus area to gain insight on how contractors are evolving their business practices to achieve success. EGIA then publishes a detailed summary report of the survey results and makes findings available exclusively for EGIA members. Survey Topics Include: Marketing Strategy Pricing Strategy Customer Buying Decisions Proposal / Quoting Strategy Consumer Financing Hiring & Firing Employee Training Operations Social Media Tradeshows & Events

8 Discounted Business Products & Services EGIA has negotiated special discounts with many of the premier business products & service providers available today. Discounted Products & Services Include: Website Development & Online Marketing Customer Collections Payroll Processing & Tax Compliance Quoting Software Energy Audit & Building Performance Equipment

9 GEOSmart Financing Clearinghouse

10 Why Should You Offer Financing? The financing cycle is a proven strategy to grow sales and profitability. Advertise Include payment options in print & online materials to drive leads. Pitch Offer payment options when presenting the job estimate to everyone, every day. Close Payment options win more bids & grow your average job size and give you the margin needed to grow your business. Many successful contractors use payment options to increase sales

11 Financing Statistics In this economy even customers with cash, don t want to part with it.

12 Types of Customers in the Marketplace Cash Buyers - Those that have the cash and are hesitant to write that big check. Payment Buyers Those that need the lowest monthly payment to pull the trigger. Challenged Credit - In this tough economy, you cannot forget the 40% of the applications that can t be approved by A paper lenders. Most importantly, financing helps the homeowner overcome cash separation anxiety!

13 Top Salesman Statistics Across EGIA Platform Sell between 50-75% of their jobs with financing. Have a 25-50% higher closing ratio. Install 15-20% larger projects. Sell more high efficiency products.

14 #1 Rule of Financing Be Methodical. Never prejudge your customer Every customer, every time The top salesmen in our network say consistency is what wins the day!

15 GEOSmart Financing Clearinghouse Programs

16 GEOSmart Financing Clearinghouse Programs

17 GEOSmart Financing Clearinghouse Programs

18 GEOSmart Financing Clearinghouse Programs

19 GEOSmart Financing Clearinghouse Programs

20 Sales Training & Promotional Materials GEOSmart Authorized Contractors have access to sales training and promotional materials that have been developed with input from top contractors throughout the country. These Tools Include: Online training presentations for Authorized Contractors Customer Brochures Sales Book Inserts for Every Financing Promo Splash Pages for Every Financing Promo GEOSmart Authorized Contractor Logo Phone Q & A Support

21 Cooperative Marketing Reimbursement Cascade Natural Gas Corporation (CNGC) will reimburse Active Trade Allies for up to 50% of the placement / implementation cost of pre-approved marketing materials such as: Newspaper Ads & Inserts Broadcast Media (i.e. Television, Radio) Direct Mail Pieces Door Hangers Billboards / Outdoor Advertising Consumer Home Show Display Marketing and other pre-approved marketing pieces (phone book/ yellow page ads are not allowed)

22 Reimbursement Requirements Program runs until December 31, 2013 or whenever funds are exhausted Reimbursement is limited to $750 per Active Trade Ally for preapproved 2013 placements, if reserved by October 1 st The marketing / advertising materials must: Include the Cascade Natural Gas Trade Ally logo Mention the Conservation Incentive Rebate Program Include one of the 4 pre-approved program slogans Save Money, Save Energy with Cascade Natural Gas High Performance Natural Gas Equipment Saves Money and Energy It s Easy To Go Green with Natural Gas Cascade Natural Gas Has Rebates Available. Call or visit Not mention equipment using other competing energy sources

23 Reimbursement Process STEP #1 Submit Marketing Materials and Pre-Approval Form Cascade Natural Gas Cooperative Marketing Program Coordinator 3800 Watt Ave., Suite 105 Sacramento, CA FAX: PHONE: STEP #2 Marketing / Advertising Placement STEP #3 Submit Request For Reimbursement w/ media invoice and copy of advertisement Reimbursement claim must be submitted within 60 days of ad placement

24 Reimbursement Claim Form Click on the Cooperative Marketing Funds tab and download the reimbursement form Login at

25 Enrollment Application / Directory Update If you haven t updated your enrollment information & Company Directory listing, you may be losing out on customer leads. 1. Go to and click on the Trade Allies link at the top of the page. 2. In the sidebar click the Trade Ally Application button to launch the application.

26 Enrollment Application / Directory Update

27 Enrollment Application / Directory Update

28 Enrollment Application / Directory Update In the August bill to customers Cascade Natural Gas is including a bill insert publicizing the Trade Ally Directory.

29 Contact Information Donica Brown Trade Ally Coordinator (916)