novitas national sales meeting august 2000 an introduction to rebuild america and the business...
TRANSCRIPT
NOVITAS NATIONAL SALES MEETING
August 2000
NOVITAS NATIONAL SALES MEETING
August 2000
An introduction to Rebuild America and the Business
Partners
Doug AveryLawrence Berkeley National Lab
What is Rebuild America?What is Rebuild America?
It is a U.S. Department of Energy Program that has been designed to enable communities to form local partnerships that are focused on improving:
The local economyquality of life the opportunity for the creation of new
jobsbuilding efficiencies
Utilizing a variety of energy efficient and environmentally friendly
technologies
Utilizing a variety of energy efficient and environmentally friendly
technologies
Rebuild America’s GoalRebuild America’s Goal
To Rebuild America’s buildings into high performance buildings that are more
comfortable while using less resources.
Rebuild America’s GoalRebuild America’s Goal
…help create self-sustaining partnerships
that will continue to expand and grow,
with energy efficiency becoming
“Business as Usual.”
BUSINESS PARTNERS
Intended to provide RBA Community Partnerships with information, products and
services, and any other assistance necessary to move that partnership
forward on implementing and maintaining building efficiency in their community.
OVERVIEWOVERVIEW
42 Business Partners20+ prospects workingTwo Business Partner summits
San Francisco Henderson
Working Groups formed and activeBP’s involved with partnerships
and RBA regional events
CURRENT BP’SCURRENT BP’S Include:
Lighting HVAC Mechanical Water Renewable Sources (Solar, Hydro, Geo-thermal) Reflective Roofs Financing ESCO’s Power Quality Hazardous Waste Building Controls
BP PROSPECTSBP PROSPECTS
Not actively recruiting new BP’s at this time Over 30 excellent prospects “working”
Siemens Tracor Carrier
The word is out: Lots of referrals and cold calls for information
Creating matrix of existing services offered and will use this info to identify where we need to “fill the gaps”
WHAT’S IN IT FOR ME AND MY COMPANY?
CONTACTS
SALES
COMMUNITY INVOLVEMENT
POSITIVE PR INCREASED CREDIBILITY
NATIONAL RECOGNITION
KEY ISSUESKEY ISSUES
Communication
Need to communicate to RBA Community partnerships and program reps what services are available and how to access them
Need to communicate to BP’s what RBA is and how it “works” and how they participate
WORKING GROUPS ARE ALIVE AND WELL
WORKING GROUPS ARE ALIVE AND WELL
Technical: John Chilcott Chairman
Education and Awareness:Peter D’Antonio Chairman
Project Development:Jon Wellinghoff chairman
TECHNICAL GROUPTECHNICAL GROUP
Identify and matrix current resources Nominate technologies that are not well
understood for seminars and bookletsWork with Education and Awareness
group to provide technical information to RBA partnerships
EDUCATION AND AWARENESS
EDUCATION AND AWARENESS
Technical product training for RBA Reps
Catalog of products and services offered by BP’s
Create and distribute various training aids, programs, and booklets
PROJECT DEVELOPMENTPROJECT DEVELOPMENT
Develop mechanisms to market BP products and services effectively to RBA Partnerships
Track BP successesMaintain quality control over
BP projects
Business Partners have been involved!
Business Partners have been involved!
Albuquerque Public SchoolsCity of RenoPeer ExchangesC0-Branding
Lithonia Wattstopper
Technical assistance
GOALSGOALS
Improve communicationSupport and assist the growth
of the working groups Recruit BP’s to fill the gapsInterface with Rebuild Teams
COMMON ACTIVITIESCOMMON ACTIVITIES
Monthly conference calls scheduled
Working group members Chairs and RBA BP staff
Chairs of each working group attending RBA peer exchanges and rep development meetings
TECHNICAL TECHNICAL Working on matrix to identify existing
resources and to identify those neededResearching technologies offered by BP’s to
determine if seminars usefulHave produced “binder” of services offered.
This information being organized and then will be posted on the BP web site.
Developing a web based “search tool” to help RBA partnerships locate specific resources from BP’s
EDUCATION AND AWARENESS
EDUCATION AND AWARENESS
Researching specific RBA Rep needs for technical product training
Working with Technical Group to accumulate information for the online catalog of BP services
Planning various seminars and training sessions for RBA Partnerships utilizing the resources of multiple BP’s based upon partnership stated needs and interest
PROJECT DEVELOPMENTPROJECT DEVELOPMENT
Effectively market BP services to RBA Partnerships and Reps
Working on 1 page documents: What is Rebuild? Pre-Qualification/pre-application form Description of BP services
Develop a facilitation plan for large projectsDevelop an aggregation program for small
businesses
RECRUTING NEW BP’SRECRUTING NEW BP’S
No “quota”Plan to recruit those partners that
provide the products and services identified by the technical working group and by RBA Reps or partnerships
Goal is to have most areas represented by the end of 2001
INTERFACING WITH THE REST OF REBUILD
INTERFACING WITH THE REST OF REBUILD
One-on-one conversations with all team leads
Monthly updates to management BP successes, news, activities
through flash reports, partner update, and the BP web site “BP News and Events”
Continued support to RBA Reps and community partnerships