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15-16 May 2008 - Verona Fiere, Italy

ManagEnergy Training Module 3
Marketing and Sales for a Local Energy Agency
Marketing e vendite per le Agenzie per l'Energia Locali

Local Hosts: SolarExpo and Renael

About the Training Module
Target Audience

This training module is targeted at either Directors or Deputy Directors of Italian Local and Regional Energy Agencies (LEAs).

Why this Training Module?

The goal of the training module “Marketing and sales for a Local Energy Agency” is to provide participants with a solid understanding of suitable marketing and sales techniques, necessary to transform a SAVE agency, supported during the start-up phase entirely by the EIE programme and the cofunding of local partners, in an almost completely self-sustained, no-profit organisation.

What is covered?

Key components of the training module include:
  • Successful local energy agencies: experiences around us
  • Preparing the “AFTER SAVE” period during the EIE contract
  • Organisation of the agency in the transition phase
  • Marketing concepts for a local energy agency
  • How to sell services as an NGO
  • Developing and proposing new projects
  • Preparation of offers
Programme Overview, Presentations and Worksheets
The Training Module is composed of 4 Parts over 1.5/2 days, with each Part comprising 2-3 Sessions. Sessions can be composed of parallel modules, addressed to different targets: typically one module for directors of agencies still under the EIE contract and another one for directors of agencies already in the “after SAVE” period. Each module lasts for 1-2 hours.

Download the Programme EnglishEnglish (134 Kb PDF) | ItalianoItaliano (64 Kb PDF)

Note you need to register as a ManagEnergy Network Member in order to access the presentations.

Part 1: Introduction: Training Seminar & LEA Sustainability
1A: Welcome and Orientation
1B: Successful Agency: experiences around us
1B: Presentation: EnglishEnglish (1281 Kb PDF)
Word Icon1B: Planning Worksheet: Energy agency success barriers and solutions EnglishEnglish (88 Kb Word .doc)

Part 2: The positioning of a local energy agency in its developing phases
2A: Developing an efficient Agency to afford the after EIE phase
2A: Presentation: EnglishEnglish (354 Kb PDF)
2B: Marketing strategies for your Agency
2B: Presentation: EnglishEnglish (425 Kb PDF)

Part 3: How to sell services as an NGO in the local market
3A: Market potential and new activities
3A: Presentation: EnglishEnglish (546 Kb PDF)
Word Icon3A: Planning Worksheet: Market potential for new activities EnglishEnglish (126 Kb Word .doc)
3B: How to submit an EIE proposal
3B: Presentation: EnglishEnglish (141 Kb PDF)
Word Icon3B: Notes: How to submit an Energy Intelligent Europe proposal EnglishEnglish (144 Kb Word .doc)
3C: Methods for contract acquisition
3C: Presentation: EnglishEnglish (134 Kb PDF)

Part 4: Conclusion
4A: Marketing and sales: opinions
4A: Presentation: EnglishEnglish (261 Kb PDF)
4B: Review and Evaluation

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