TECO
Commercial Natural Gas Applications Melanie Anthony TECO Partners, Inc. Energy Solutions Center (813) 299-9489
Professional Responsibilities Employer
Consulting
SAVE THE DATE ESC NA WORKSHOP TAMPA FL MARCH 1-3, 2016
Commercial Market Segments & Natural Gas Equipment Applications
Decision
Making Process Competition Utility Relationships
Applications What equipment and appliances are most often purchased by Big Box, Restaurants, Healthcare, Hotels Grocery, C-Stores
Common Denominators Use Plants Kitchen Kitchen Kitchen Kitchen Kitchen Other Space Water
Appliance Central Plant Cheese Melters/Broilers Fryers Griddles Ovens/Rotisserie Steamers / Kettles On-Site Generation Space Heating/Conditioning Water Heaters/Boilers
CFS Yes Yes Yes Yes Yes Yes Yes
Big Box
Yes
C-Stores Grocery
Yes
Yes Yes
Yes
Yes
Yes Yes
Yes Yes Yes
Yes Yes
Healthcare Hotels Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes
Decisions
Competition
What do customers take into consideration when deciding to purchase natural gas or electric equipment?
Decisions: Factors Weighed and Likely Contributors • • • • • • •
• • • • • • • • •
Relationships Internal / External Influencers Engineering Energy, Facility Management Influence Constant Communication First Cost Efficiency Reliability / Maintenance Intervals Contractor Network The speed at which the appliance does the work. Gas Availability Habit Chef Desire to Specify Technology across entire enterprise despite climate considerations. Ability to move the appliance/remodels or design changes Product Availability
Competition Habits, Chef’s, Electric Utility Representatives, Contractors, Maintenance Personnel, Peers, Prior Negative Experiences, Dealers, Distributors and Manufacturers, Internal Customer Dynamics The “Chef”, Electric counterpart, Electric Utility Relationships, Electric Utility -Cohesive Approach, Habit, Marketing, Momentum First Cost, Contractor Comfort Level and Ease, etc….
Beating the Competition Grab onto the customer early in the life cycle of the enterprise operation.
Utility – Customer Relationships We have the power to influence decisions. It starts with the relationship.
Utility Relationships are Key
Thank you for your time today. Melanie Anthony (813) 299-9489
Professional Responsibilities Employer
Consulting
SAVE THE DATE ESC NA WORKSHOP TAMPA FL MARCH 1-3, 2016
Commercial Market Segments & Natural Gas Equipment Applications
Decision
Making Process Competition Utility Relationships
Applications What equipment and appliances are most often purchased by Big Box, Restaurants, Healthcare, Hotels Grocery, C-Stores
Common Denominators Use Plants Kitchen Kitchen Kitchen Kitchen Kitchen Other Space Water
Appliance Central Plant Cheese Melters/Broilers Fryers Griddles Ovens/Rotisserie Steamers / Kettles On-Site Generation Space Heating/Conditioning Water Heaters/Boilers
CFS Yes Yes Yes Yes Yes Yes Yes
Big Box
Yes
C-Stores Grocery
Yes
Yes Yes
Yes
Yes
Yes Yes
Yes Yes Yes
Yes Yes
Healthcare Hotels Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes
Decisions
Competition
What do customers take into consideration when deciding to purchase natural gas or electric equipment?
Decisions: Factors Weighed and Likely Contributors • • • • • • •
• • • • • • • • •
Relationships Internal / External Influencers Engineering Energy, Facility Management Influence Constant Communication First Cost Efficiency Reliability / Maintenance Intervals Contractor Network The speed at which the appliance does the work. Gas Availability Habit Chef Desire to Specify Technology across entire enterprise despite climate considerations. Ability to move the appliance/remodels or design changes Product Availability
Competition Habits, Chef’s, Electric Utility Representatives, Contractors, Maintenance Personnel, Peers, Prior Negative Experiences, Dealers, Distributors and Manufacturers, Internal Customer Dynamics The “Chef”, Electric counterpart, Electric Utility Relationships, Electric Utility -Cohesive Approach, Habit, Marketing, Momentum First Cost, Contractor Comfort Level and Ease, etc….
Beating the Competition Grab onto the customer early in the life cycle of the enterprise operation.
Utility – Customer Relationships We have the power to influence decisions. It starts with the relationship.
Utility Relationships are Key
Thank you for your time today. Melanie Anthony (813) 299-9489
