Company & Product: National Sales Meeting 2015

PowerPoint Presentation

Power of the past Force of the future

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Jeff Hoffman

STACO ENERGY PRODUCTSSTATE OF UNION / KICKOFF

www.stacoenergy.com 2015 Staco Energy Products Co. PowerPoint All Rights Reserved. #

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Marilyn Sherman

STACO ENERGY PRODUCTSMOTIVATIONAL SPEAKER


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Libby Seder

STACO ENERGY PRODUCTSMARKETING (WEBSITE & VIDEO)


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NEW WEBSITESAME Content. NEW Features..

Live ChatDownload CenterSales PortalNew Features

User Friendly Site MapUpdated GraphicsResponsive.New Design

Product SelectorRep/ Distributor Locator Competitor Cross Reference New Tools

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DOWNLOAD CENTERAccess Product Brochures, Drawings, Manuals, Technical Specifications, and MORE!

Drawings - Customer asking for a drawing? You can easily access and download any of our products drawings in the Literature Download Center. Brochures & Technical Specifications download and print our product brochures in our Literature Download Center. Manuals download our product (current and discontinued) user manuals. Customer asking for multiple product manuals? Instead of sending multiple attachments, send links to the manuals.

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ALL LEADS FROM OUR WEBSITE GO STRAIGHT TO YOUR INBOX (WITH A COPY TO YOUR RSM)Rep locator

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COMPETITOR CROSS REFERENCEFind Stacos equivalent product!

Customer looking to replace a competitors product?

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ACCESS PRODUCT BROCHURES, DRAWINGS, TECHNICAL SPECIFICATIONS, AND MORE!Download Center

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SALES PORTAL Under Construction - COMING SOON!Shipment Tracking - want to see if your customers order has shipped? You will be able to access the Tracking Numbers in the Sales Portal.Inventory/Lead Time Chart - want to know what the current lead time is on a product? Go to the Sales Portal!Search by Part Number to obtain quote/submittal documents

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YouTube Link


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WE WILL RESUME AT 10:30 AMIts time for a Break

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Jim Jones

CONSULTING ENGINEER (CE)SALES STRATEGIES FOR CONSULTING ENGINEERS


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Consulting Engineers provide a necessary and valuable service: in the design of building mechanical and electrical systems.CONSULTING ENGINEER BACKGROUNDRenovations

Upgrades

New Buildings


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There are many different categories of CEs: TYPES OF CONSULTING ENGINEERSEnvironmental

Structural

Mechanical

Electrical

Remedial and others, to provide design, analysis, and management studies to their customers.

The CE category most valuable to Staco is the Electrical Engineer.


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Traditionally, a CE works for or within an Architectural firm (renovations of an existing building may create projects where the CE is working directly for an end user). CONSULTING ENGINEER BASIC MISSIONAn architect designs the basic building requirements.

CE firm receives the building designs.

The CE incorporates a combination of products, systems, and components into a comprehensive and integrated overall design.


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Keys to success in selling large UPS in todays competitive market!KEY TO SUCCESSMarket studies show that 85% of all projects (new construction or expansion) for Uninterruptible Power Systems 50kVA and larger are designed by a consulting firm hired directly by the owner.

Know the main CE Firms in your area.


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CE OUTSOURCE PLANS FOR 2015

No 95.0%Yes 5.0%

In past years 60% of the CE firms outsourced electrical designs to other firms, in 2015 only 5% will outsource according to EC& M October 2014 Issue.


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CE EXPERTISE44% of CE Firms concentrate on Power Projects

20% write the majority of specificationsGeneral building

56%Power

23%Industrial

3.0%Water/Wastewater

13%Transportation

5.0%


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2015 DISTRIBUTOR GROWTHThe 6.2% growth for sales through electrical distributors Electrical Wholesalings readers are forecasting for 2015 is right in the middle of the electrical wholesaling industrys historical growth range of 4% to 8%.


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It is important to recognize the business and personal goals of a CE, their GOAL is to:UNDERSTANDING THE CES ROLE & GOALSDesign the project at their customers expected cost.

Build the project within a budgeted cost.

Have the project meet and exceed the end user expectations.


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WORKING WITH THE CEDetermine the current status of the CE relationship with your firm and STACO.

Get there early

Frequent visits

Provide effective communications and education to the CE.

Provide the necessary information.

Be available for integration questions.


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OVERCOME CHALLENGESOvercome the STACO WHO?

Use our introduction letter Who is Staco Energy ProductsHave our Customer ListHave our Line CardUtilize your Regional Director and Staco Product Engineers

NO TIME My hours are billable!

Offer Lunch & Learn (non-billable time)

We are comfortable with the manufacturers we list in our specifications!

Emphasize you are not asking them to change their specificationIt is important to have the CE list the STACO name in the specification


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CONSULTING ENGINEER PURCHASING ROADMAP

CEGCECECPurchaseDistributorPurchase

GCOwnerPurchaseGCPurchase

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2015 CE MAJOR PROJECT SECTORS HEALTH CAREDATA CENTER/ MISSION CRITICAL WASTE WATER TREATMENT (UPGRADES)TRANSPORTATION (RAIL & SUBWAYS)POWER UTILITIES (T&D)MANUFACTURING (EXPANSIONS)PUBLIC BUILDINGS

EC&M October 2014 Issue


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SUMMARYCEs hold a significant amount of influence in the selection of different design philosophies and critically affect the future sales of our products. It is necessary to provide the necessary communications and materials to CEs to reinforce and establish the trust in our products. Ultimately, our team selling efforts can be derailed by a CE with a negative or hostile opinion about STACO. This does not have to occur when we effectively communicate and visit them frequently. We need to view CE firms as strong partners and built a strong relationship with trust.


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Jim JonesCONSULTING ENGINEERS

QUESTIONS?


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Keith Frantum

SALES OPPORTUNITIES WITHELECTRICAL CONTRACTORS


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ELECTRICAL CONTRACTORS OVERVIEWElectric Contractors provide installation, contracting, and demand response services to the end user and they typically purchase from a distributor.

The facility types include:

Industrial CommercialResidential


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TYPES OF ELECTRICAL CONTRACTORSBid spec construction

Design build construction

Service and maintenance

Bid spec contractors bid on projects that have been specified by an Engineering firm.

Design build contractors typically provide engineering and installation of projects based on a concept or negotiated.

Service contractors normally provide all of the above services as well proactive services.


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ELECTRICAL SERVICE CONTRACTORS GOALAn electrical service contractor provides relationship based broad offering of products and services to support the operation, efficiency and uptime of their of their customers facilities.

Build trust and confidence with their customer.

Provide services both proactive and reactive.

Deliver value and earn better margins.


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HOW TO ENGAGE AN ELECTRICAL CONTRACTORHow!

Educate them by offering training such as an introduction to power quality.

Educate them on how Stacos products solve their power quality problems.

Share real examples of how they can uncover business and grow their sales.

Show them how to differentiate themselves from their competitors.


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UNDERSTANDING WHY AN ELECTRICAL CONTRACTOR CAN BE A GOOD STRATEGIC PARTNER

They are always involved in any electrical project.

They are the first one to know about the customers power quality challenges.

They provide customer conceptual cost budgeting for future projects.

They have access to the customers electric bills.

They have access to the decision makers and are an established vendor.


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FINDING THE RIGHT ELECTRICAL CONTRACTOR

Determine what local ECs focus on service.

Determine what local ECs focus on power quality.

Ask distributors what ECs are their best customer and partner.

Determine what local ECs are progressive and looking to grow.


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PROJECT EXAMPLES THAT WERE CREATED BY AN EC

Complete data center project in Atlanta, GA. that included genset, UPS and cooling.

Multiple ROI based power factor correction projects: Leaf Spring Manufacturer Seagoville, Tx., Gasket Manufacturer in Fort Worth Texas.

UPS back up system for the PLC controller on multiple production lines for a bottling company in Dallas, Tx.

UPS solution for the UTSW medical center lab testing.


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SUMMARY

ECs provide a direct path to the end user, this path is normally one that involves little to no competitive bidding and better margins.

When you find a progressive and proactive EC that grabs ahold of the power quality opportunities this can generate new business through simply educating the market.

A consultive educational sales approach is one that will differentiate you from your competition.


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Keith FrantumSALES OPPORTUNITIES WITH ELECTRICAL CONTRACTORS

QUESTIONS?


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WE WILL RESUME AT 1:00 PMTime for lunch buffet in Bayview Ballroom

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Paul Heiligenberg

STACO ENERGY PRODUCTSREGULATOR & POWER CONDITIONER PRODUCT+ MARKET UPDATE


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Power Conditioner is a loosely defined marketing term, not an engineering term. It can mean almost anything (and does).WHAT IS A POWER CONDITIONER?INTERNALLY AT STACOvoltage regulator = standard StacoAVR or StacoTAP regulatorpower conditioner = add an isolation transformer and SPDPrecision Power Conditioner FirstLine (PL or P/PPC) --Double Conversion IGBTBy IEEE definitions, a power conditioner is a device that combines one or more "power-enhancement" attributes. Technologies fitting this description include voltage regulators, tap-switching products, buck-boost autotransformers, constant voltage transformer (Ferro) and harmonic/power factor correction transformers.


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REGULATORS BASIC MISSIONTraditionally, a regulation device is used when customers need constant voltage for a process or piece of equipment that requires stable clean power due to various power events. Animals

Lightning

Equipment Failure

Birds


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There are many different types of technology used to solve many different types of applications: TYPES OF VOLTAGE REGULATOR TECHNOLOGYFerro-resonant, Isolation, Buck-Boost Transformer

Variable Transformer Limited Range and Buck-Boost Regulator

Tap Switching, Electronic, Dynamic, Solid-State Regulator

Electronic Sag Protectors; Sag Ride-Through; Dynamic Sag units

Electronic IGBT, Double Conversion, Dynamic Power Conditioner


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Three major specifications help determine which type of technology to use to solve the problem. REGULATORS THREE CRITICAL SPECIFICATIONSInput Range and Output Regulation The % deviation that needs corrected and the % tolerated by the load.

Response Time / Speed of Correction The time it takes to respond and then correct for voltages outside nominal.

Isolation, Noise, and Surge Suppression The reduction of line noise and transient suppression to the load.


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REGULATORS THREE CRITICAL SPECIFICATIONSRegulator TypesInput Range / Output RegulationResponse Time / Speed of Correction Isolation, Noise, and Surge Suppression ISOLATION TRANSFORMER+10 or -10% / 3-5%Instantaneous / Instantaneous 120-160 dB - Common 20-60 dB - Normal VT+10 or -20% / 0.5-1%2-Cycle / 2-10 Seconds120 dB - Common 20-60 dB - Normal TAP (SCR)+15 or -25% / 1-5%1/2-Cycle / 1-5 CyclesOptional120-160 dB - Common 20-60 dB - Normal SAG (IGBT)+10 or -50% / 1-2%1-Millisecond/ 10 MillisecondsOptionalDOUBLE CONVERSION+10 or -10% / 1-2%Instantaneous / Instantaneous Optional


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Staco has three choices of technologies to offer in 2015 to position us to meet 80% of the 90 million dollar North American market.REGULATOR PRODUCT CHOICES

The StacoAVR (120-600 VAC, up to 2000 kVA) is a VT based unit with series buck-boost transformer which is designed to provide high overload capabilities, low impedance and precise continuous voltage regulation.

The soon to be released NEW StacoTAP (120-600 VAC, up to 4000 kVA) is an electronic, microprocessor-controlled tap switching power conditioning voltage regulator, which is designed to provide very fast correction, low impedance and continuous voltage regulation. The Power Conditioner units will include a shielded isolation transformer and SPD filters to satisfy requirements of noise and transient protection.

The NEW FirstLine PL/PPC or FirstLine P/PPC Precision Power Conditioner (208/480 VAC, up to 250 kVA) Double Conversion, IGBT which is designed to provide Instantaneous correction, and continuous voltage regulation.


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REGULATOR PRODUCT CHOICESDefinitionsEventCauseCorrective EquipmentInstantaneous Sag/ Swell 0.0 1 cycleMotor Starts System FaultsFirstLine UPS/PPC Momentary Sag/Swell 1 cycle 3 seconds Fault Recovery Distribution CapacityStacoTap changer (1-2 cycles for max correction)Temporary Sag/Swell 3 seconds 1 minFault Recovery Distribution CapacityStacoAVR (5-60 sec. for max correction)Long Duration Sag/Swell Longer than 1 min Utility Capacity Distribution CapacityAnyInterruption (any duration)Generation Switchgear DistributionFirstLine UPS


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StacoAVR2.5 kVA - 500 kVA standard (2,000kVA custom)

Any voltage, either standard or custom (100 600 Vac)

Standard Input Range +10%. -20% @ 1% regulation

Standard & Custom Designs

High Reliability

100% Front Service Accessible

Company & Product: National Sales Meeting 2015

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Transcript of Company & Product: National Sales Meeting 2015