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Oct 28

Guest Post: Mir Mustafa on Business Development at NECA 2011 San Diego

By Mir Mustafa, NECA Director, Business Development

NECA 2011 San Diego may have been my first convention as NECA’s new Business Development Director, but I immediately got a sense of renewed purpose for electrical contractors diving into new and emerging energy solutions markets. Whether renewable and alternative power generation or advanced lighting and building controls, many attendees were there to learn as much as they could about business and market development.

There were many new things about NECA 2011 San Diego. The conference hosted the first-ever NECA Energy Forum, an event that saw a capacity crowd and received a tremendous amount of positive feedback.  It would have been impossible for anyone sitting in the audience to miss one speaker after another reinforcing the same positive message: Emerging technologies represent the direction in which our industry is moving and represent a tremendous opportunity for any contractor willing to tackle a new way of doing business.

In addition to the Energy Forum, NECA also unveiled NECAWORKS™, an energy economic modeling tool. The web-based screening tool provides NECA members with the fundamental tools and resources to capture renewable and energy efficiency project opportunities by determining the Benefit/Cost Ratio. Since transitioning to a new way of doing business is never easy, even with the help of impressive tools like NECAWORKS, NECA went the extra mile in San Diego to describe the importance of business development.

IBEW International President Edwin D. Hill spent much of his time as a guest at the podium for NECA’s 2011 Board of Governors meeting detailing the IBEW’s new emphasis on business development and expressing his strong belief in its importance in recapturing lost market share and gaining new market share.  NECA President and President/CEO of Valley Electric Consolidated, Inc. Rex Ferry also stated the importance of business development for electrical contractors during his keynote address at the conference’s opening general session. Ferry spoke of how there was a new paradigm at work and that NECA members could no longer afford to sit around waiting for bids, but how they needed to proactively engage in business development to capture work.  He talked about how VEC, Inc. was doing just that.

NECA also successfully convened the first meeting of a new business development task force chaired by Daniel G. Schaeffer, NECA District 7 Vice President and President of Schaeffer Electric Company, as well as two meetings on the topic of business development. The first was an internal meeting of the business development working group for NECA and Labor-Management Cooperation Committee (LMCC) business developers, NECA chapter managers and staff working on business development, and IBEW business managers and staff working on business development. I was honored to host the meeting, and I had a great team of panelists: Jim Ayrer, IBEW International; Darlene Besst, Northern California Chapter; Jim Curran, St. Louis Chapter & IBEW Local 1, LMCC; Terry Hatch, Washington, Statewide LMCC; Bernie Kotlier, California, Statewide LMCC; Ken MacDougall, Penn-Del-Jersey Chapter; Thomas Martinez, Los Angeles Chapter & Local 11, LMCC; Jennifer Mefford, SE Michigan Chapter & Local 58, LMCC; and Karen Prescott, San Diego County Chapter.  Together, we updated the audience on our local and national initiatives and described the wide range of activities that constitute business development. James Willson, NECA Los Angeles County chapter manager, also spoke passionately at the event, as did President Ferry, reiterating his belief in the importance of business development.  The audience also deserves thanks for their interest, their questions and thoughtful interactions with the panelists.

The second business development meeting was held as a convention management seminar. Karen Prescott started off the meeting with introductions. I followed with a recap of the prior day’s meeting and emphasized the wide range of activities a successful business development program can consider.  Next, Jennifer Mefford gave an impressive presentation on the nuts and bolts of business development and how to get started when it seems like you don’t know where to begin. Bernie Kotlier closed with specific game changing examples, including the California Advanced Lighting Controls Training Program (CALCTP), the Electric Vehicles Infrastructure Training Program (EVITP), and the Sustainable Sales Placement Program which is focused on retraining highly successful sales people on the art of selling sustainable services and placing these individuals at member contractor firms.

NECA will hold its next meeting on business development at the Association Executive Institute (AEI) in at the Mandalay Bay Hotel & Casino in Las Vegas, NV on Wednesday, Feb. 29, 2012.  You can also expect to hear more from me on our business development blog, along with guest blogs authored by my business development peers from throughout the country. They are doing some amazing work, and they are growing in numbers. I wish all of them could have spoken at this year’s conference, but you will hear more from them shortly.

I would like to close by giving thanks to all that help raised awareness of the importance of business development at this year’s conference. Emerging energy technologies and business development truly represent a paradigm shift for our industry and NECA will do everything in its power to help members prepare.

See recent energy solutions projects from NECA Members >> Learn more about NECA’s business and new market development strategy >>

Oct 28

Energy Forum Featured in San Diego Daily Transcript

Mir Mustafa, NECA Director, Business Development, and other speakers and participants from NECA’s first Energy Forum held Oct. 21 in San Diego, immediately prior to NECA’s convention and trade show, was quoted extensively in an article about the event by James Palen in the San Diego Daily Transcript. From the article:

After opening remarks from Stan Lazarian, president of Pasadena’s Electric Service & Supply Co. as well as vice president of NECA’s ninth district, several high-profile names from both in and out of the immediate NECA family took to the podiums and convention halls, touching on everything from opportunities to challenges facing the crowd.

“Is there anyone here that doesn’t think that this energy solution market does not represent an opportunity for them?” Mir Mustafa, NECA’s director of market development, asked the crowd at the last of Saturday’s general session addresses.

Not a single one of the hundreds in attendance raised a hand.

Mustafa then asked how many of them were confident they knew how to go about seizing that opportunity. Just three hands flew to the air.

“It is very confusing,” Mustafa responded.

He then went on to explain how his interest in green energy was brought on by chance through a conversation with a client — Mustafa was previously a lawyer — about energy efficiency. Despite his lack of working experience as an electrician or engineer, he and the client wound up starting a company together doing energy retrofit work.

“We didn’t know what we were doing when we started, but we learned quite a lot along the way, so it’s quite possible for all of you to become quite efficient at it,” Mustafa said.

And so set the tone for the forum. Through six morning breakout sessions and three in the afternoon, electricians learned how to incorporate detailed energy financial analyses in their proposals, listened to what their place may be in the emerging electric vehicle infrastructure market and learned about options regarding the financing of energy projects so they can better approach potential customers.

>>Read the full article from the San Diego Daily Transcript online or NECA’s recap of the event on blog.necaconvention.org.

Oct 23

First Energy Forum Makes Green Energy Market Accessible for Electrical Contractors

District 9 Vice President Stan Lazarian is a true believer when it comes to energy solutions, as witnessed by everyone who attended NECA’s first Energy Forum yesterday.

Over 250 electrical contractors and their employees participated in the event, which focused on numerous opportunities available for electrical contractors and their customers in renewable power technology and integrated, energy-efficient building systems. Lazarian, who chairs NECA’s Energy Solutions Task Force, has been a tireless cheerleader for both the Forum and these opportunities.

Alternative power and energy efficiency upgrades are the next boom market for contractors, Lazarian constantly preaches. But it’s hard for electrical contractors to know when it’s the right time for them to add new services to their traditional business model. Hence, the Energy Forum was born.

“While other companies are only interested in selling you the largest solar array that’ll fit on your roof, only a NECA contractor can give their customer honest data and a complete energy solution that’s going to lower their utility costs,” Lazarian said. “I think that’s wonderful. I think it’s something we should be proud of. But it means we have to make a transition at our companies to accommodate these new demands from our customers. But this is the way things will get better for our industry.”

The Forum dealt with three major factors that can get in the way of electrical contractors taking charge of the energy solutions market:

1. Understanding what the opportunities are.

Right now, there is tremendous momentum and incentives for sustainable construction. With those new energy markets come services like installing and maintaining electric vehicle supply equipment, designing “net-zero energy” buildings with integrated systems, and energy storage.

Energy work is “counter-cyclical” – meaning, that in tough economic times, customers want and need to save money on operating costs. Energy work is a revenue opportunity independent of the construction market. For building owners and operators, the savings and tax credits energy solutions deliver are very desirable. When an electrical contractor can help them save money, it doesn’t matter how healthy the rest of the construction market may be.

From utility-grade wind power, solar PV installations or helping a customer save on his electric bill by swapping out old ballasts for energy-efficient LED drivers, NECA’s 2011 Energy Forum covered all the options and opportunities in the new energy economy.

2. Real-world info from contracting colleagues about the different ways they’ve entered the market.

The good news is that many electrical contractors already have the technical knowledge to engage with these markets – but most don’t know how to integrate energy services into their existing businesses or market their capabilities to existing and potential customers.

There isn’t one right way to incorporate energy efficiency, conservation and renewable power into an electrical contracting company. Moderators and presenters at the Energy Forum all came from the front lines of the industry to help contractors answer when and how they can add new energy services to their traditional business models.

3. Resources and information

The Energy Forum was proposed by NECA’s Energy Solution Task Force. The Energy Forum covered concrete examples of how to become an energy solutions contractor by addressing some fundamental questions, like:

  • Is there a tool I can use to show realistic projections for energy and cost savings to customers?
  • What types of financing are available for renewable energy projects, and how could financing be impacted by future regulations?
  • How do we integrate renewable energy and energy efficiency to ensure reliable power?

“There isn’t  a single path of entry for all NECA member companies to pursue this work,” Lazarian said. “The one thing we know for certain is if we don’t begin immediately offering our expertise and services, customers will go elsewhere to get their renewable and energy-efficiency needs met.”

>>PDF files of session presentations and handouts are now posted online at www.necanet.org/EF2011. 

Oct 22

Greetings from San Diego!


I’m Beth Margulies, NECA’s communications director, and I’ll be live-blogging NECA 2011 San Diego this week.

Today was NECA first-ever Energy Forum, and it was non-stop action.

If you’re using social media (and who isn’t these days?) and you want to connect with fellow attendees and vendors – follow all the action by becoming and fan, liking wall posts and tagging photos at facebook.com/necaconvention. People who prefer to communicate in 140 characters can get short updated on Twitter – @necanet and @necaconvention. Mark your tweets from San Diego with the hastag #NECA11 and watch them scroll on the Social Media Wall on the NECA Show floor. You can also catch up on event recaps and photos from our blog on the Social Media Wall, too.

And of course, feel free to leave your comments and links on this blog, too. Thanks so much to everyone who’s joined us here in San Diego. Your support of this event means a lot to our industry and NECA, and I hope you’re looking forward to everything we have planned. You can tune into our daily NECA Newscast from San Diego broadcast of events on your hotel television, but nothing beats getting out there yourself.  So, enjoy the San Diego sunshine, and I’ll see you at the convention center! To those who couldn’t make it here, we’ll try to bring as much of the action to you right here!

Oct 04

FERC Commissioner Mark Spitzer Confirmed as Second Keynote Speaker at NECA Energy Forum

Marc Spitzer, Commission to the Federal Energy Regulatory Commission (FERC), will speak at the upcoming 2011 Energy Forum in San Diego, Oct. 22. Spitzer replaces FERC Chairman Jon Wellinghoff, who was unable to attend due to an overseas meeting. He joins Allen Breeze, Senior Vice President for Schneider Electric – Power Business USA, as a keynote speaker for the event.

The NECA Energy Forum is the only event that specifically addresses the numerous opportunities available for electrical contractors and their customers in renewable power technology and integrated, energy-efficient building systems.

“Electrical contractors are the vital link between energy-efficient technology and cost-efficient construction,” said Stan Lazarian, President, Electric Service & Supply Co., Pasadena, Ca., and chair of NECA’s Energy Solution Task Force. “Our goal at the Energy Forum is to provide contractors and their customers with an opportunity to share what they’ve learned about working on renewable energy, energy conservation and energy efficiency projects.”

“How and where we get our energy has become a serious question for building owners, government leaders and developers. Rising energy prices and energy inefficiencies have everyone thinking about what the smart alternatives could be, but those alternatives have to make financial sense, both for the customer and the electrical contractor,” said Rob Colgan, NECA executive director, market development. “We’re very excited that Commissioner Spitzer will be able share his perspective in these areas with Energy Forum participants.”

Commissioner Spitzer will focus on how FERC is working to ensure America’s ratepayers have safe, economic, and reliable supplies of electricity and natural gas; and transparent, robust and competitive wholesale energy markets.

Spitzer was nominated as a FERC Commissioner by President George W. Bush.  Prior to joining FERC, Spitzer was elected to the Arizona Corporation Commission (ACC) in 2000 and in 2002 was elected Chairman by his colleagues. He received recognition for his leadership of the Arizona Commission from 2003-2005. At ACC, Spitzer worked on policies encouraging expansion of natural gas infrastructure, specifically distribution and storage; creating a demand side management policy; enhancing the ACC’s renewable energy standard; and advancing consumer privacy concerns in telecommunications.

At the FERC, Commissioner Spitzer is building on his record in Arizona on environmental issues. Demand response, energy efficiency, and access to the grid by alternative resources were major focuses of Spitzer in retail rate cases and policy decisions before the Arizona Commission.

In 1992, Spitzer was elected to the Arizona State Senate for District 18. There, he served in the Legislature as Chair of the Judiciary and Finance Committees and was elected by his peers to the position of Senate Majority Leader in 1996.

An attorney since 1982, Spitzer represented taxpayers in proceedings involving the Internal Revenue Service. After graduation from Dickinson College in Carlisle, Pennsylvania, he attended the University of Michigan, School of Law.

Online registration is still open for the NECA 2011 Energy Forum; learn more and register here.

Sep 23

San Diego Mayor Recognizes NECA Member: Installation of Energy-Efficient Fixtures to Save $2.2 Million Annually

Tim McBride, President of San Marcos, Ca –based Southern Contracting Co.and Board President of the San Diego Chapter, National Electrical Contractors Association (NECA), was recognized by San Diego Mayor Jerry Sanders this week at a citywide press conference as installation began on the new lighting upgrade project which will retrofit 80 percent of the city’s street lights to energy-efficient fixtures. San Diego will save $2.2 million annually from reduced energy and maintenance costs.

http://www.sandiego.gov/environmental-services/energy/programsprojects/saving/broadspectrumretrofit.shtml

Street Lamp Before & After Photos Courtesy: SanDiego.gov

The $16 million retrofit is funded by a financing package that includes a $13 million bond, $2 million in federal grant stimulus funding, and a $3 million low- interest state loan. The $13 million bond is a federally-backed Qualified Energy Conservation Bond, a program that came out of the American Reinvestment and Recovery Act, the original recession stimulus legislation. In addition, San Diego Gas & Electric will provide a one-time $1.2 million rebate for the lighting change.

More than 35,000 induction technology street light fixtures, using broadband light technology, will replace the old sodium vapor lamps. The new light fixtures will be brighter and make colors easier to see at night because they produce a broader light spectrum than sodium vapors. McBride has also pledged to make the job “zero-waste” by recycling all the old building materials rather than hauling them to a landfill.

Read full story on NECA’s website >>

Sep 16

Why San Diego?

By Andy Berg, Executive Manager, San Diego County Chapter, NECA

Every year at the Association Executives’ Institute, the chapter manager for the NECA Convention host city – AEI is always held in the same city, usually six months prior to the convention – is asked to give a brief introduction to the area.

Most of us have learned to include the phrase, “No, I cannot help you get baseball playoff tickets.”  Of course, this year I didn’t even have to worry about that.

Since you won’t be heading over to PetCo Park to watch a World Series game,  you can spend some of your time in San Diego thinking about what you want your company’s future to look like.  Chances are, it’s going to look a lot different than its past.

San Diego and the state of California have been on the leading edge of the green energy revolution which makes it entirely appropriate that NECA’s first-ever Energy Forum will be held in our fine city.  That’s where I will be on Saturday, Oct. 22, and you should be there as well to learn about everything from Utility Grade Wind Power to Electric Vehicle Charging Stations, and even financing options for your customers that want to “go green.” Starting Sunday morning, Oct. 23, please make sure to spend time at the NECA Show where almost 300 exhibitors will be on hand to show the latest and greatest tools and technological advancements to help make your business more successful.

Don’t worry; you will have plenty of time to explore America’s Finest City and some of its world-famous attractions such as the San Diego Zoo, Sea World and my favorite, the Wild Animal Park.  If you are looking for a great restaurant, San Diego has hundreds of them. Perhaps the easiest way to find one is just to walk up 5th Avenue into the Gaslamp District and read the menus posted in front.  You cannot go wrong eating at any restaurant on 5th Avenue.  For you golfers out there, no trip to San Diego would be complete without playing a round at Torrey Pines. But if you don’t want to challenge the course the pros play on, there are many other alternatives less than 30 minutes from your hotel.

One other thought on how to spend your free time:  Since the Opening Reception aboard the USS Midway is going to give convention-goers a behind-the-scenes look at the ship you wouldn’t ordinarily get on a standard tour, consider using free time you may have to take the water taxi to visit sites across the San Diego Bay, like the Hotel Del Coronado. You can pick up the water taxi from the terminal right behind the Convention Center or just stroll along the Bay’s pathways and bridges for a breath of fresh air.

Actually, NECA 2011 San Diego promises to be big breath of fresh air for everyone. Our industry has gone through a lot in past few years, and I always appreciate spending time with my colleagues from across the country who can give me a different perspective and some new ways of thinking about our work.  And although the nearest baseball playoff game will be in neighboring Arizona, I am sure that you will still enjoy the Convention and your stay in San Diego.  Please let me know if there is anything I can do to help make that so.

 Check out other special NECA 2011 San Diego tours >>

 

Jun 30

Stan Lazarian Wants YOU to Attend NECA’s First Energy Forum

When he’s not busy with his duties as NECA District 9 Vice President  and Chairman of NECA’s Energy Solutions Task Force, Stan Lazarian is running his company, Electric Service & Supply Co., in Pasadena, CA.  ESSCO was founded in 1949 by Stan’s father, Steve Lazarian, who had served as an electricians mate in the Navy during WWII. Throughout its history, ESSCO has performed a variety of construction projects including commercial, industrial and design build. A large percentage of ESSCO’s work has been public works contracting and public buildings.

But Lazarian is also looking towards the future of electrical contracting – and he sees energy efficiency and alternative energy moving from the industry’s fringes to its center.

“We don’t want to lose what could be the largest game-changing trend to hit our industry in the past two decades. Right now, there is tremendous momentum and incentives for sustainable construction,” he said.

Lazarian and members of the Energy Solutions Task Force proposed  a one-day event to introduce NECA contractors to the opportunities available in this growing market. The result is the NECA 2011 Energy Forum.

“As electrical contractors, we are each trying to determine what our place in the emerging alternative energy solutions market can and should be,” Lazarian said. “The Energy Forum can help NECA contractors answer some of those questions. We know there isn’t a single path of entry for all NECA members to pursue this work. But we also know that if we don’t begin immediately offering our expertise and services, our existing and potential customers will go elsewhere to get their renewable and energy-efficiency needs met.”

>> Learn more about the NECA 2011 Energy Forum and register now!

Jun 24

Explore Renewable, Energy-Efficient Market at All-New NECA 2011 Energy Forum, Oct. 22

NECA will kick off its 2011 Convention and Trade Show in San Diego with an all-new, one-day Energy Forum for the electrical construction industry on Saturday, Oct. 22. Jon Wellinghoff, Chairman of the Federal Energy Regulatory Commission, will open the symposium with a keynote address, followed by panel and roundtable discussions on how electrical contractors can best help their customers meet their energy needs.

“Electrical contractors are the vital link between energy-efficient technology and cost-efficient construction,” said Stan Lazarian, President, Electric Service & Supply Co., Pasadena, Ca., and chair of NECA’s Energy Solution Task Force. “Our goal at the Energy Forum is to provide contractors and their customers with an opportunity to share what they’ve learned about working on renewable energy, energy conservation and energy efficiency projects.”

“How and where we get our energy has become a serious question for building owners, government leaders and developers. Rising energy prices and energy inefficiencies have everyone thinking about what the smart alternatives could be, but those alternatives have to make financial sense, both for the customer and the electrical contractor,” said Rob Colgan, NECA executive director, market development.

Alternative power and energy efficiency upgrades are the next boom market for contractors, Lazarian said. “But it’s hard for electrical contractors to know when it’s the right time for them to add new services to their traditional business model,” he said.

Making sense of the range of opportunities in green energy will be the focus of NECA’s inaugural Energy Forum. Speakers and session leaders will discuss the many ways electrical contractors can enter this market and what questions they need to ask before doing so.

In addition to Jon Wellinghoff, Energy Forum participants will hear from industry on energy economic modeling, the electric vehicle market, and innovative energy storage technology. The forum will discuss concrete examples of how to become an energy solutions contractor by addressing some fundamental questions, such as:

Is there a tool I can use to show realistic projections for energy and cost savings to customers?

What types of financing are available for renewable energy projects, and how could financing be impacted by future regulations?

How do we integrate renewable energy and energy efficiency to ensure reliable power?

NECA’s Energy Forum will be held at the San Diego Convention Center on Oct. 22, 8 a.m.-3:30 p.m. The cost is $129 for NECA members attending the 2011 Convention and $249 for individual registrants.  Lunch will be provided, and Forum registrants are invited to the final judging of NECA’s Green Energy Challenge, the annual student chapter design competition, at the conclusion of the Energy Forum.  Register Now>>

The “Weekend Package” includes the Energy Forum on Sat., Oct. 22, and all Sunday, Oct. 23 events, including the  Opening General Session with General Stanley McChrystal, plus all management seminars and technical workshops, the grand opening of the NECA Show and the Showstopper Showcase, tradeshow lunch and Sunday daily prize tickets. For $100 more, weekender registrants can choose the package that also includes the Opening Reception on the USS Midway. Non-member pricing is also available; press and government employees can request complementary registration by emailing Beth Margulies,beth.margulies@necanet.org.