• OSU Green Knowledge
  • http://energizeohio.osu.edu
  • http://uceao.org/
• SB221
  • 25% in 2025 energy produced in Ohio
• MORPC
  • Easement of envelope
• High affiances windows
  • R5 windows
• Windows are Jobs
  • High intensive
• GEO at the Zoo
  • May 7
• http://www.eereblogs.energy.gov/buildingenvelope/
• http://www.windowsvolumepurchase.org/
• Window Rating Factors
  • U-factor
  • Solar Heat Gain Coefficient (SHGC)
  • Visible Transmittance (VT)
  • Air leakage (AL)
• NFRC Label
  • Gives the 4 factors
• Importance for HVWP
  • U-Factor  of .22 opera ble, .2 fixed
• Qualifying windows
  • Typically triple pain
  • Low E coatings
  • Warm edge spacers
  • Well-designed non-metal frame, may be insulated
• Low E Strom Windows are a great option to improve performance if storm windows are being used.
  • Good in historic preservation
• Window comfort is 9 to 5 degrees below the room temperature.
  • Can then eliminate heating at window edge reducing HVAC cost.
• Window requirements
  • U-factor
  • Air Leakage
  • Condensation Resistance:
    • Important, largest failure or windows.
  • Certifications
  • Warranty (yr): 20 glass / 10 non-glass
  • Minimum order: 20

AEP Programs

• www.gridSMARTohio.org
• Whole Building
  • Pay incentives to Design Team for modeling Commercial
    • 30% more Efficient than ASHAE 90.1 less $0.04 per kWh/year
  • Pay builders greater than Energy Star III for residential (Columbus gas also has incentives)
  • Pay rebates to home owners to improve the envelope if  in-home assessments or in-home audit
• Custom
• Prescriptive
  • Lighting

Greenovate, http://www.greenovate.com
Environment Ohio, http://www.environmentohio.org/

Keynote:
Congresswoman Mary Jo Kilroy, Ohio’s 15th Congressional District

Panel:
- Luper, Neidenthal & Logan, Matt Beirlein, LEED AP, Attorney (Moderator)
- City of Columbus, Erin Miller, Environmental Steward
- M+A Architects, Matt Canterbury, LEED AP, Director of Business Development
- MORPC, Tom Andrews, Energy Efficiency Program Manager
- Tipping Point Renewable Energy, Eric Zimmer, CEO

• Green memo #2. Get a copy and look at it.
• Why Green
  • Social urgency
  • Economic savings, the cost
• Current low energy prices are not incenting people to save.
• How can we get people to look at the long term?
• Other areas of the country have the problems that are not in Ohio.
• How to bring awareness to Ohio?
• We are looking at energy in pieces.
• Need to set policies on a long term.
• To get main stream, energy savings must affect economics.
• Look at water electricity, and heating all at the same time and how they affect each other.
• What are the holistic ties of energy in the community? What are the holistic concerns?
• What is your passion and expertise? Use your expertise to push your passion.
• What are the programs to teach inner city, lower income areas the importance of Green?
  • Green for All – group to help lower income groups with finding energy jobs.
  • Green education at the State Fair.
  • There is a Green group that works with Boys and Girls Club.
• Find the talents of the people within the community and take those talents to green jobs.
• What are the expectations to be green? How do we make it easy?
• Columbus’s Green Spot needs to take the next step.
  • Gathering of Green Spot organizations.
• Rely of the web too much to communicate Green.
• Energy Star Portfolio Manager – free online management of building energy use.
• What are your neighborhood assets and teach them how use those assets to green initiatives.
• MORPC  has weatherization Assistance program for low income.
• AEP is rolling out the smart grid in north-east Columbus.
• Tax credits for rebate for energy appliances.
• Columbus: Green Switch loan fund to retrofit Columbus space to green.
• Columbus: Grant to do infills that focuses 12 areas that are green.
• Upfront cost is the big problem.
• Pace: through tax credits to pay upfront cost.
• 7.4 million block grants for Columbus. 5 million for city to change Columbus infrastructure like changing all walk lights to LED.
• The private sector does not have the economics advantages to be Green.
• Bank incentives for green. Is there a way?
• What is the list of incentive of green? Money?
• Directory being put together of Columbus green companies of Columbus.
• dsireusa.org –directory of green funds.
• Move towards making the widgets that are green.
• Pull industries together in Ohio in one place to develop and fabricate green technologies.
• One stop solutions is what will make energy efficiency grow.
• Future businesses have not yet been determined yet.
• State has 15 million in grants to Industrial companies to reduce carbon emissions.
• New Building Codes are making green incentives required.
• 4 to 5 billion dollars of Ohio school building projects are in the LEED program.
  • Gathering school’s innovations.
  • BASA and other associations are coordinating how to pool information and use it in classrooms from 250 schools.
  • Will be big schools data base from LEED design.
• HUD houses will be built in the next couple years in Columbus
  • See http://columbus.gov/, under development
  • 42 million dollars in funds for developers.

• Mystery Phone calling
  • Call the client pretending to be the customer.
• Steps
  • Approaching
  • Receiving information
  • Presenting benefits
• Sales Call
  • Continuance (bad)
    • Being vague
    • No reason for call
    • No urgency
• Advancement (good)
  • Action
  • Date
  • Time
  • Call Objective
• Send Outlook reminder on call.
• Sales
  • Building relationships
  • Creating interest in your product
  • Creating value
  • Generating revenue
• Prospecting
  • Networking
  • Reaserching
  • Looking for new opportunities
  • Suspects-Prospects-Customers
• Prospecting Call
  • Attention
  • Interest
• Sales call
  • Desire
  • Action
• E-mail Prospecting Advantages
  • Cost effective
  • Time effective
  • Insulated / safety net
• E-mail Prospecting Disatvanges
  • Not personal
  • Easy to ignore
  • Lots of completion
• Follow up on emails leads, in 30 days
  • 48% follow up call 1 time (bad)
  • 80% of closed sales take minimum of 5 client contacts per lead.
  • Access to Executives respond Usually
    • 20% time respond cold call or email
    • 44% time respond if meet at networking to call or email
    • 20% Email and follow up
    • 36% External referral first
    • 68% Internal referral first
• Read the clients articles to continue the sale
  • Listen to their story
• Email prospecting
  • write why you contacting them
  • write why you are contacting them now
  • ask for internal reference
• Email content
  • Date in subject lines get through spam filters.
  • Links in emails are caught in spam filters.
  • Do not include peoples titles
• Create email template but do not forget to change the name.
• Phone Advantages
  • More personal
  • More direct
  • Shortens sales cycle
• Phone Disadvantages
  • Gate Keepers (think how they can help you get in)
  • Perceived as an annoyance (get over it)
  • No safety net (no do overs)
• Client wants to know
  • What do you want?
  • Why are you calling?
  • Who are you?
  • What is in it for me?
• Share news about your company and product
  • Recent clients
• Client says “Send me some information.”  (bad)
  • Have demo or face to face meeting.
• Prospecting
  • Attention and interest
  • Start at the Top (CEO)
  • Always as for internal referral
  • Emails should be easy to read on phone. Arial size 10.
  • Always have a reason for being there
  • Save prospecting email templates.
• Use your newsletters for referencing your articles that they should read.
• Next Step
  • Create and individualized development plan
  • Create templates
  • Establish as system for savings emails
  • Set goals for phone and email prospecting.
• Getting emails
  • Linknd
  • Jigsaw
  • Call and ask
  • Google search
  • Hoovers – pay service
• Phone and emails is 15% of marketing
  • Networking
  • Tradeshows

www.chapelhillhouse.org
www.webbedmarketing.com

• We are blocking our phone, our mail, our radio adds, and tv adds.
  
• We are using blogs, twitter, emails. Social Media.
• Commercial to text to give donation.
• Twitter, link-in, facebook instead of print
  • Facebook profile is never bad unlike email.
  • Twiiter: #fb –goes to facebook
• YouTube, Wikipieda, flickr, wiki
• Monitoring the Conversation – listen first – 4 weeks.
  • Talk about what they care about
  • Google Alerts, rss feed, tweet beat
• Use terms the public uses not inside terminology.
• Success
  • Content
  • Connections to the people you want
    • Media people asking for experts in areas
• Messages from peers have more weight than the organization.
• Link-in
  • Use more than employment
  • Have groups include organization they support on their link-in page.
• Keep the conversation going
  • Blogs keeps the in-depth content
  • Other places like twitter is the teaser
  • Video is personal, best. youtube
    • Can subscribe
• Produce it once distribute it 100 ways
• Wikeipedia
  • Provides your reputation
  • Factual
  • Third party referances is a must
• Flickr
  • Images, tags
  • Media center to download images
• RSS feed
  • To mobile, to email
  • Way to check one location
• Non-profit
  • Nonprofitorgs twitter group
• Facebook cause page
  • Controls your online donations
• Create one text to send to all outlets.
  • Tweet goes to face book status
  • Imbed video in blog
  • Add blog name on video
  • Mention other channel in every channel
• Blogging
  • WordPress, TypePad
• Find out where your groups are gathering
  • Get the right content in front of your groups
• Social media is quick
• Getting your group/volunteers online
  • Facebook
  • Put people profiles with photos of them online
• Manage accounts
  • Hootsuite
  • Tweetdeck
  • Sismic
• Google Buz
  • Unites everyone
  • Has massive information
  • Watch and see where it goes
• Photo and videos Consent
  • Release forms from people is good idea for fundraising
    • Children good to have consent
    • Video good to have consent
  • If news story do not need consent
• Need internal champion to leed the push into social media
  • Interns are great people
• Keep your display of information simple
  • 3 to 5 channels of information
  • Emarketer.com
  • Word of marketing association
  • Twello – search
  • Google search: “working moms site:facebook.com”
  • Spiderfly mines data
• who
  • Twitter age is 36
  • Link-in is professions
  • Can do searches as people through titles
    • Follow them
    • Write content of they care about
    • Join their groups
• Reach a small number of important and/connected people and they will spread the word.

Don’ts

• Sign my disclosure agreement.
• I can get this company to $50 million all by myself.
  • Someday you will not be the CEO. Investers will want more experience.
  • I do not have any competition.
    • Competition is good. Validates market.
    • Gives you a chance to show how you are different.
    • Who can crush you.
• I only need 1% of the people.
  • Who many customers do I have.
  • How will I reach them.
• With the profits we make I will be pay you off in one year.
  • They want to make a lot of money.
  • Figure what the investors want. Typically do not want pay back.
    • Angel groups want money back.
    • Venture Capitalist want long term and who will buy you in 5 to 10 years.
• My pre-revenues start-up deserves a valuation of at least 10 million.
  • Too big
  • Be realist in what your start-up value is: 1.5 to 3 million, typically less than 2 million.
  • A lot math in the calculation of start-up value.
  • More objective once company is going.
  • Do not offer a number. You will be too high or too long
• I need this investment to pay (previous investors, the bank, creditors, Mom).
  • Use on marketing, research, building sales channel, rapidly scale.
  • Not dividends
• Venture Capital (VC) does not give money if you are not in the market.
• VC does not invest in life style companies.
• I invented something they do not understand.
• VC are more than about the money
  • Introduce you to related business, people
• Hot Areas
  • Health
  • Some web but not most
• No Business plan.
• I believe that with luck I can get this business to 5 million in 5 years.
  • Too small, not worth investing in.
• I would like to introduce my broker.
  • VC do not like brokers.
  • They think you are too distance from the business
  • Brokers are expensive and under are no rules.
• No Jargon or buzz words
  • Want to hear true words and your passion.
  • Passion is big.

Do’s

• What makes you special?
  • What problem it solves not what the product is?
• Is this a serious business problem it solves?
• How do you maintain your leadership lead?
  • How to prevent being crushed by big companies?
• What alliance can you leverage?
• How big can the business get?
• What is your teams experience
  • More important than product?
• What is your exit strategy?
  • Who will buy you?

Questions

• Pattens
  • Are they related to your business?
  • What stage is it in?
  • How defendable it is?
• If investors cannot walk to the deal, they will not come.
• Stock
  • You get common, they get preferred
  • They get more then 50%.
• NBCA website has documents to download.
• Timeline minimum of 6 months to a year to get funds.
• One person did 60 pitches before getting funding.
• 1/10 of 1% getting VC funding.
• Guidance from TecColumbus. Start on website.
• Fund raising is a full time project.
• If you are not going to sell the company in the 5 to 10 years, VC don’t want.
  • Love the flip entropunuer.
• Sidecar investors help.
  • Help more with Angle investors than VC.
  • Need to come in at the same time.