Posts Tagged Sales & Marketing

Intersolar 2009 Report (Part I)

When I first attended this show last year, I found the exhibitors busy and pleased with the number and quality of the attendees. In my conversations with dozens of these exhibitors this week, I found that to still be the case. Although there were some feelings expressed that it was not quite as good as last year. This some said was due to the poor national economic situation and slow pace and thus far uncertain results of the government efforts to remedy the situation. Still, all things considered, most of the exhibitors I spoke with said were happy with the three days.

Another thing to consider: my contact was totally on those companies that sold photovoltaic products that integrators/contractors could specify and install and distributors could sell, so my sample was biased. These were mostly manufacturers and marketers of photovoltaic modules, inverters and mounting systems, but also included solar distributors. This made the generally positive comments more important in my opinion because attendees at this event are not just integrators/contractors and distributors for photovoltaic systems and products. A good chunk of the attendees were there to learn about the latest in machinery and equipment, chemicals and other materials and services (testing institutes, consultants, etc.) used in the manufacturing of photovoltaic products and systems. There were also some who were there to look at the solar thermal systems and products which also made up a portion of the exhibits.

My conclusion is that even in the current economy and at a show with a wide focus on things solar, this was a show where business was being done and the market for photovoltaic systems was being served well.

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Selling Energy Solutions

“Selling Energy Solutions: A Hands-on Workshop for How to Sell Green” will be held September 24th and 25th at the Hilton Chicago O’Hare (Inside the Airport) for key employees of members of the National Association of Electrical Distributors.

Attendees will:
– Practice questioning techniques for selling energy efficiency building upgrades/retrofits;
– Learn how to craft a sales presentation on the business case for energy efficiency investment based on total cost of ownership, return on investment, and payback;
– Learn prospecting techniques you can use to look for new customers; and
– Gain insight about regulatory mandates and emerging technologies in international markets soon to impact customers in the U.S.

It is a “must” for outside salespeople, branch managers, inside salespeople looking to move to outside sales, energy product specialists and others who work in electrical distribution seeking to speak the language of energy efficiency, building owners and facility managers.

Contact me ASAP for more details.

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