Let's face it, it's one of the toughest markets we've seen in our careers. Commercial building operators are under tremendous pressure to cut costs and most contractors are feeling the brunt of it. Unfortunately many contractors are buckling under this pressure, resorting to price cutting as a desperate attempt to achieve "differentiation."
This session will probe the use of ENERGY ASSESSMENTS as the foundation of an effective Energy Services program. Energy assessments, unlike full-blown audits, focus on delivering measurable energy savings that require little if any capital to implement. Operators love these savings because of their rapid payback. The best part for contractors? It fits right into your existing preventive maintenance agreement (PMA) program.
Learn the best practices of incorporating Energy Assessments into your PMA program. Building upon the content of Part 5, this session will cover steps from:
-What is an Energy Assessment?
-Using ENERGY STAR benchmarking results to target and close assessments
-Differentiating your PMA offering using Energy Assessments
-"Stealing" accounts using Energy Assessments
-The sales process
We will use case studies from actual customers to highlight real world examples of how the process works including objections and pitfalls to avoid.