MSCA Energy Services

SECTION 1 — BENCHMARKING

Providing energy benchmarks is a crucial first step in elevating a customer relationship beyond mechanical service to one based on energy cost savings. It can provide a valuable on-ramp to selling higher value energy services. And, the good news is, it is easy and can be done by any member of your sales team, leading to increased sales of both service agreements and projects. This free, two-part webinar series is intended for management and sales teams of MSCA member companies. The program explains why and how to provide energy benchmarks to customers and prospects and then how to generate sales from them. The series provides real hands-on experience in benchmarking and includes tutorials on understanding utility bills, completing an energy benchmark using Energy Star’s Portfolio Manager, and creating a simple Energy Benchmark report. Participants have the opportunity to complete a sample Energy Benchmark using an input template that is provided. Much more than a technical webinar on the how-to of creating benchmarks, these webinars focus on using energy benchmarks to drive sales.

• Part 1, Benchmarking: The On-Ramp to Energy Services Sales



• Part 2, Generating Sales with Energy Benchmarking
  
  

Go to the AirAdvice site providing the webinars in additional formats and downloadable materials that support the program.

SECTION 2 — ENERGY SERVICES FOR SUCCESS

Owners and other financially focused decision makers in buildings are looking to cut costs. The simplest way is for them to ask you to cut services and lower your prices. How many service agreement cancellations have you recently received? How many customers have asked you to cut your service agreement by 20 percent or risk taking it out for bid? But, if what they really want is an overall reduction in costs, then a wholesale reduction in service is not the best answer. An improvement in the results they can expect from service is the answer.

In previous webinar series, we laid the groundwork by establishing the need for energy services and outlining key elements of an energy service business. Now we will dive into the details of the sales process to help you retain service agreements without sacrificing value, win more new agreements, and generate more retrofit business.

• Part 1: Use Energy Services to Ensure Maintenance Agreement Renewals



• Part 2: Winning New Service Business with Energy.
  
  
• Part 3: Using Energy Services to Drive Project Revenue.
  
  

Go to the AirAdvice site providing the webinars in additional formats and downloadable materials that support the program.

SECTION 3 — STEP-BY-STEP ENERGY SERVICES

This set of webinars gives a comprehensive overview of  Energy Services. The series is meant to familiarize MSCA members with the factors involved in engaging in this facet of our industry. Focused on financial benefits, this eight-part educational series includes,

• An Overview of Energy Services



• The First Step - Energy Benchmarking (Slides Only)



• Introduction to Energy Audits (Slides Only)



• Detailed Energy Audits and Retro-Commissioning



• Closing the Retrofit Sale



• Monitoring and Verification of Energy



• Marketing Energy Services


and


• LEED Credits from Energy Efficiency.

Additional materials are available from AirAdvice, to help you understand the areas covered in these first eight webinars, including: copies of each corresponding Power Point Presentation, many templates, a variety of sample reports and many helpful links