1. © 2009 AirAdvice, Inc. Increasing Profitability Through Energy Services A Comprehensive Program To Deliver Energy and Sustainability Services

2. © 2009 AirAdvice, Inc. ModuleDescriptionDate 1An Overview of Energy ServicesMay 6 2The First Step: Energy BenchmarkingMay 27 3Introduction to Energy AuditsJune 8 4Energy Audits and RetrocommissioningJune 24 5Closing the Service & Retrofit SaleJuly 15 6Monitoring and Verification of EnergyJuly 29 7Marketing Energy ServicesAugust 12 8LEED ® Credits from Energy EfficiencyAugust 19 Increasing Profitability Through Energy Services

3. © 2009 AirAdvice, Inc. Module 7: Marketing Energy Efficiency

4. © 2009 AirAdvice, Inc. There are about 5 million commercial buildings in the U.S.

5. © 2009 AirAdvice, Inc. 99% of these are under 200k sq. ft. in size

6. © 2009 AirAdvice, Inc. Sub-200k sized buildings are underserved for energy services – can’t justify cost of full audit or automation system.

7. © 2009 AirAdvice, Inc. Together, these smaller buildings consume 59% of all the energy consumed by buildings.

8. © 2009 AirAdvice, Inc. Demand is there from the building owners.

9. © 2009 AirAdvice, Inc. Stat #3 New players are entering the market.

10. © 2009 AirAdvice, Inc. Further…

11. © 2009 AirAdvice, Inc. And…

12. © 2009 AirAdvice, Inc. So, the question then is… Who is going to take this opportunity?

13. © 2009 AirAdvice, Inc. Mechanical service contractors are the answer.

14. © 2009 AirAdvice, Inc. It’s about solving your customers’ pain  Vacancy rates approaching 20% nationally  Commercial refinancing: $800B in 2 years  Cost cutting pressure, including PMAs

15. © 2009 AirAdvice, Inc. Play offense

16. © 2009 AirAdvice, Inc. Play defense

17. © 2009 AirAdvice, Inc. Getting started

18. © 2009 AirAdvice, Inc. What business do you consider yourself to be in?

19. © 2009 AirAdvice, Inc. 1. Develop a marketing mindset

20. © 2009 AirAdvice, Inc. Making places where we work and live more comfortable and efficient

21. © 2009 AirAdvice, Inc. 2. Speak financial decision makers’ language: Total cost of ownership

22. © 2009 AirAdvice, Inc. 3. Integrate it into the core of what you do Service Agreement July 1, 2009 KAS Building Services

23. © 2009 AirAdvice, Inc. 4. Communicate to generate leads and motivate action Who - What - How

24. © 2009 AirAdvice, Inc. Who: Start with current service customers

25. © 2009 AirAdvice, Inc. What: An Energy Service Agreement

26. © 2009 AirAdvice, Inc. Energy services bolt-on to your standard agreement:  Energy Star rating for the building  Energy Usage Index for the building  Low cost ways to improve performance

27. © 2009 AirAdvice, Inc. What: Other energy services Find energy waste Recommend solutions Quantify the savings

28. © 2009 AirAdvice, Inc. How: Marketing communications options

29. © 2009 AirAdvice, Inc.  Mail or leave-behind collateral:  Flyers  Letters  Email  Website  Local/Regional PR  Phone  Networking How: Marketing collateral

30. © 2009 AirAdvice, Inc. Letters

31. © 2009 AirAdvice, Inc. Local/Regional PR

32. © 2009 AirAdvice, Inc. Email To: [email recipient] From: [XYZ commercial hvac company] Subject: Reducing energy costs – what can your mechanical contractor do? Anyone can tell you when you have old, run down equipment that it is necessary to replace it. But, can your mechanical service contractor explain to you how your building uses energy and where you could have the most impact in reducing energy consumption? Can they tell you the cost, benefit, and any tax or utility credit available on each of the recommendations? We can. With our green building services, we can help you to determine whether or not you have a significant energy problem, and if so, how to focus your investment for the greatest impact. We can implement solutions, including operations practices and upgrades, to reduce energy consumption, decrease operating costs, and improve the health and comfort of your building. Visit xyzcomany.airadvice.com for more information and to see an example of our work. Your logo here:

33. © 2009 AirAdvice, Inc. Website

34. © 2009 AirAdvice, Inc. Database

35. © 2009 AirAdvice, Inc. High Performance Buildings Program TM Positioning and branding You can own the market for energy services. Waste Sniffer Program TM Energy Bill Reduction Program TM Green Buildings Program TM Energy Saver Service TM

36. © 2009 AirAdvice, Inc. Key takeaways  Develop marketing mindset  Speak financial language, total ownership cost  Integrate energy into service agreements  Communicate to generate leads, drive action

37. © 2009 AirAdvice, Inc. Next webinar: ModuleDescriptionDate 1An Overview of Energy ServicesMay 6 2The First Step: Energy BenchmarkingMay 27 3Introduction to Energy AuditsJune 8 4Energy Audits and RetrocommissioningJune 24 5Closing the Service & Retrofit SaleJuly 15 6Monitoring and Verification of EnergyJuly 29 7Marketing Energy ServicesAugust 12 8LEED ® Credits from Energy EfficiencyAugust 19

38. © 2009 AirAdvice, Inc. Next steps, additional resources Visit airadvice.com/lp/msca_webinar for downloads:  Recording of webinar  Resources and info for download (service agreement matrix, marketing resources)  Register for upcoming sessions

39. © 2009 AirAdvice, Inc. Q & A