The wait list for this class is full and registration is closed. Please check the "also offered" section below for any other possible offerings. Drop-in's will be seated on a first-come, first-served basis.

Program Title	Selling Efficiency: A Primer for Vendors and Service Providers
Time, Location	December 10 (Monday, 8:30 am to 4:30 pm) San Francisco--PEC
Also Offered	n/a
Description	This course focuses on asking better questions and providing better answers, both of which can help drive the sale of energy-efficiency-related products and services in both owner-occupied and income-producing properties. Topics include: questions to ask before you do an energy study and offer recommendations; getting customers to focus on metrics other than simple payback period when deciding which projects to fund; understanding who pays/benefits from efficiency improvements in landlord/tenant settings; learning how to position efficiency as a top priority in an organization's overall green agenda; working with the utility to identify incentive dollars to make your projects more affordable; and, tips and templates for drafting and presenting compelling proposals.
Audience Level	Class is intended for an intermediate audience. It is best that attendees have some knowledge of building systems and energy-saving strategies.
Agenda	8:30am - 9:00am Understanding your prospect 9:00am - 10:00am Moving beyond simple payback period, return on investment and internal rate of return 15-MINUTE BREAK 10:15am - 11:15am Questions to ask before proposing anything 11:15am - 12pm The anatomy of a compelling proposal LUNCH BREAK 1pm - 2:30pm Hands-on exercises that model projects in owner-occupied properties 15-MINUTE BREAK 2:45pm - 3:30pm Hands-on exercises that model projects in income-producing properties 3:15pm - 4:00pm Addressing objections 4pm - 4:30pm Wrap-up discussion
Instructor(s)	Mark Jewell Mark Jewell's experience includes over 25 years in commercial real estate and more than 15 years in energy efficiency. He is the founder and president of EEFG, a consultancy that has designed energy-saving improvements for more than 350 buildings and is now focused on education, training, coaching and analysis related to energy management. Earlier in his career, Mark helped the US EPA deploy both the ENERGY STAR Buildings Program for Commercial Real Estate and the Portfolio Manager benchmarking tool. Mark is a graduate of The Wharton School at the University of Pennsylvania, where he specialized in Economics and Finance.
Resources	Download a list of Web sites and print material related to this class topic. EDR Design Briefs: Integrated Building Design EDR Design Briefs: Performance-Based Compensation PG&E Resource: Large Business Energy Management Solutions and Incentives: Solutions designed for your industry segment. PG&E Third Party Incentive Programs
Cost	No fee for this program for California businesses and residents.
Credits	N/A

The wait list for this class is full and registration is closed. Please check the "also offered" section above for any other possible offerings. Drop-in's will be seated on a first-come, first-served basis.