Middleton energy solutions experience portfolio

AEP Energy is a competitive retail electric service provider affiliated with American Electric Power, Inc.

AEP Energy is not soliciting on behalf of and is not an agent for any AEP utility. Copyright © AEP Energy, Inc. All Rights Reserved. 3/30/2013

William F. Middleton, CEM

Comprehensive Energy and Sustainability

AEP Energy is a competitive retail electric service provider affiliated with American Electric Power, Inc.

AEP Energy is not soliciting on behalf of and is not an agent for any AEP utility. Copyright © AEP Energy, Inc. All Rights Reserved. 3/30/2013

Use less. Spend less. Sustainability Solutions.

William F. Middleton, CEM

Senior Director – Energy 2011 to present

3/30/2013 Copyright © AEP Energy, Inc. All Rights Reserved. 3

Transmission

• 39,000 miles of transmission lines

• 3 NERC/RTO Regions

• Key component of the PJM RTO

Distribution

• Over 5 million customers

• 223,000 miles of distribution lines

in 11 states

Top U.S. Generator

• 39,000 MW in U.S.

Fuel

• 66% Coal, 22% Natural Gas, 6%

Nuclear, 6% Wind/Hydro

• Largest U.S. coal consumer

• 9,000 rail cars

• 3,000 barges, 58 tow boats, and

25 harbor boats

AEP is a Fortune 176 company headquartered in Columbus, OH

with a ~$21 billion market cap. Approximately 19,000 employees

in hundreds of offices throughout North and South America.

3/30/2013 Copyright © AEP Energy, Inc. All Rights Reserved.

4


• Q1 Gate

Utilities analysis

• Q2 Gate

Initial Assessment

• Q3 Gate:

L2/3 Audit I

• Q4 Gate

Audit

• Q5 Gate

-Audit report

-Financial modeling

with incentive

-Project Dev.

• PD1 Gate

-Project Dev./Design

of EC/IM’s

-Subcontractors

-Pricing

-Grant/Incentive

application &

approval

-Scope of Work

-Contractual

authorization to

proceed

• B1 Gate

-Project Management

Contracting

-Execute scope of

work

-Training

-Commissioning

-O&M documentation

• PA1 Gate

-Demonstrate project

performance

-Customer agreement

-Procure rebates and

incentives

-Performance

Assurance survey

-Dashboard reporting

-Marketing

-Retro-commission

-Repeat process at

other sites &

benchmark

-Retail utilities

Assessment – Audit Project

Dev./Design PM/Build

Performance Assurance

Integrated Energy Solutions

Project Development Delivery Process Change agents


Capabilities:

• Utilities Analysis

• Electric, Gas & Water

• Use Assessment

• Preliminary

• Investment Grade

• Water

• Efficiency

• World’s leading Ozone

Technology

• HVAC/Mechanical/Central

Boiler/Chiller Plant

• Building Automation

• Lighting

• Building Envelope

• Combined Heat and Power

• Compressed Air

• Electrical Systems Analysis

• Infrastructure upgrades

• Power Factor

• Arc Flash

• Short-Circuit

• Overcurrent Protective

• Geothermal

• Motor Management

• Solar

• Photovoltaic

• Thermal

• Heat Recovery

• Incentives maximization

• Pay from Savings projects

• Asset Optimization


CEM Objective

• To raise the professional standards of those engaged in energy management

• To improve the business of energy management by encouraging professional development

• To identify persons with acceptable knowledge, principles and practices of energy

management related disciplines and laws governing and affecting energy managers through

completing an examination and fulfilling prescribed standards of performance and conduct

• To certify those energy managers who have demonstrated a high level of competence and

ethical fitness for energy management


National Confections project experience


Printing experience


• Prestone

• Torrance, CA + Project completed $52,556 cost/$30,912 annual savings/$10,346 incentives/1.3/73%ROI

• Alsip, IL + PDA/Design Engineering (lighting done in ‘08) $254,820 cost/$89,810 annual savings/$78,559 incentives/1.9/50%ROI

• Freehold, NJ + PDA

$2.15M cost/$192,780 annual savings/$1,463,000 incentives/3.5ROI

• Graham Packaging

• Chicago, Woodridge & West Chicago contract signed

$1.17M cost/$347,180 annual savings/$462,908 incentives/1.5ROI $406,468 cost/$155,836 annual savings/$207,781 incentives/1.3ROI

• Cartersville, GA

Manufacturing experience


Prestone, NJ - preliminary financial model

3/30/2013 14

• Letter of Intent for Energy Reduction

Plan audit

• Clean Energy rebate application

• Combined or individual project

contract approval

• Procurement/Project development

• Implementation

• M&V/Rebate secure

Comprehensive Solutions with COP


Prestone, Alsip - preliminary financial model

3/30/2013 15

• Investment Grade Audit complete

4/27

• ComEd rebate application


contract approval


• Implementation


Manufacturing experience


Metals/Foundry project developed

3/30/2013 16

• Investment Grade Audit complete

• ComEd rebate application


contract approval


• Implementation



ComEd Incentives experience…just one of over

3000 Electric Utilities in the United States

William F. MiddletonVice President Business Development

Lime Energy

Middleton/Lime Energy Business

Development Chronology• June ‘09 start

– Lighting design and efficiency training

– Midwest Sales/Sales management ~ $3M plan met

• 2010

– New National Account startup recognizing $12M in sales – see next slide

• New National Account prospecting plan

– See account names pursued

– Future pipeline developed while closing 2010 business

• Consistent assessment/design/build process developed

• Teaming assignment, leadership, geographic, revenue recognition and commission payout

defined

– New NA strategy and vision development

– Developed new channel partnership – see next slides

• 2011

– Resumed Midwest Sales Management meeting $5M plan

– Personal business development representing $7M in sales – total forecast = $10M

– Independent Consulting Agreement

1st year 2010 National Sales

Middleton directly involved

National Account Prospects

• PepsiCo

• Quaker Oats

• FritoLay

• Grubb & Ellis – Microsoft

• Cenveo

• Bally’s Total Fitness

• JLL - Harrah’s

• AT&T

• Nestle’s

• Waste Management/VA

Hospitals

• Harris Banks

• Rockwell Collins

• CBRE – Price Waterhouse

• GE Capital

• Illinois Bankers Assoc

• Prudential Real Estate and

Investment

• John Crane

• Golub

• Abbott Labs

• USG

• Tennis Corporation of

America/MidTown Athletic

• Lodging Unlimited

• ICA

• Lexington Properties

Creating Channel Partnerships

• GE Corporate

• CBRE

• Jones Lang LaSalle

• WESCO

• GEXPRO

• GrayBar

• Capstone Microturbine

• Acuity

• Waste Management

• Enernoc

• Affiliated Power Purchasers International

• Illinois Bankers Association

• EMCOR

• Johnson Controls

• Honeywell

• Golub

Energy & Sustainable Solutions

• Supply side

– Utility usage analysis

– Power purchasing

consulting

– Co-generation/CHP

– Solar PV/Thermal

– Wind

– Geo-Thermal

– Water

• Energy Efficiency

– Comprehensive auditing

– Behavioral/Operational

– Lighting/Lighting controls

– HVAC

– Energy Management

Systems

– Motors/Drives

– Central plant

– Compressed Air

– Vacuum/Dust Collection

– Insulation

– Windows

– Roofs

– Continuous Commissioning

Building Technologies5

Contracting Sales LeaderContracting Sales LeaderBuilding Automation

• Built and executed operating plan of 21% growth making core competency ending FY at $19.8M in sales

• Winner of National ICS Champions competition in ’07 & ‘08 • Responsible for hiring/firing/personal management &

development growing sales team by 50%• Defined and implemented new compensation packages,

commission drivers and monthly earning reporting• Monthly management & reporting of financials and

forecasting• Linkage growth of BAS2SERVICE• Facilitated internal training driving a “Systems” culture• Developed and trained Strategic Project, Pricing and Account

Management processes• Established sales/operations “Best Practices”• Consolidated “Systems” presentation & marketing utilizing new

demonstration room/factory tours• Facilitated celebratory & recognition outings


Contracting Sales LeaderContracting Sales LeaderComprehensive Solutions

• Executed operating plan doubling the growth of the turnkey/design build business ending FY at $7.4M in sales

• Start-up business of comprehensive solutions/performance contracting with expected sales of $5M in 2009

• Built team adding 7 FTE’s of sales and operations implementing performance management/development

• Defined and implemented new compensation packages, commission drivers and monthly earning reporting

• Monthly management & reporting of financials and forecasting• Linkage growth from existing account base initiatives• Developed and trained Strategic Project processes• Established sales/operations “Best Practices”• Conducted market analysis and marketing plan• Engaged state lobbyist and procurement consultant• Leadership involvement with NAESCO and other professional

organizations• Networking with other offices who built business• K-12 and Healthcare initiative corporate training• Implemented Appointment setting and tracking


Service Business Development

Delivery & Support

Develop

New

Markets

Life

Cycle

Management

Customer

Penetration

Building

Analysis &

Optimization

Service Business Development

Service

CompetencyService

Quality

Service

Marketing

Service Delivery & Support Functions

Service

Controller

The Customer Experience

North Region

District Offices

South Region

District Offices

West Region

District Offices


Focused sales programs to capture increased market share!!!


Service Sales Competency

Phase I (’04-’05)

Service Strategies and Tools

Sales reinforcement of the Service offering aligned with the creation of value propositions that address customer business goals

Built on the foundation of Strategic and SPIN Selling

Supported with new Service Handbook tools, resources and Service initiatives

Participants experience real world customer interaction via case study, role-play and on the job activities – (206) participants thru class 02/’05


***Service*** Handbook

CD

&

Resources Built and Archived


Service Sales Strategies and Tools Delivery Schedule

Region District Qtly Deliveries

Canada Region (US $) East Canada District *2*

Canada Region (US $) West Canada District 3-'05

North Region District 1 *Great Lakes District

Mid Altlantic District *Mid-Central District

New England District 3-'05

Metro District *

South Region

Carolinas District

Chesapeake District 3-'05

Gulf Coast District

Nashville District

Southern Florida District

Texas District

Virginia District *

West Region Heartland *Midwest District

Northern California District

Pacific Northwest District 2-'05

Rocky Mountain District

Southern California District

Southwest District


Service Sales Strategies and Tools Feedback

…“liked the use of real life client selling situations…”

… “will help sell at a higher level than I’m used to….”

“…I especially liked the change of thinking when approaching a new TSP opportunity to truly access customer business needs…shorten sales cycle….”

“…great emphasis on selling on value, not just a list of services, improving quality of proposal….in the sales process and extended in the operations communications”

“…it’s great to have a service sales process to follow to close a value oriented service solution…”

“…liked the content interlaced with the new Service Handbook CDtools and resources use to sell services…”

“….I learned new ways to sell specifically to Vertical Markets…”

“….very good class, this will pay dividends for me…”

“….good course organization & presented in a very real life, practical manner….”

Productivity rating before training…..after….avg. increase 30%


Project Overview: - Service Competency Phase I, Service

Sales Strategies

PROJECT DESCRIPTION: Service Sales Strategies

Development path of Service Sales competency aligning the Bests Total Service offering with the

creation of value propositions that address customer business goals/objectives. Built on the

foundation of Strategic and SPIN Selling, supported with new Service Handbook tools

FINANCIALS:

.

TIMELINE:

RESOURCES /ISSUES –

Education Services Resources: handoff the delivery of program 3Q’05 to sustain

RVP and District Management: buy in and endorsement, align with districts business plans and mandate

participation

Coaching and Reinforcement: allocate Coaching time and skill reinforcement requirements within

Management responsibilities

Measure market acceptance

FY 2005

O N D J F M A M J J A S

Non-reccurring costs

Sales increase

Add. sales

Add. GM from add. sales

Gross proft

all values in thousand USD

720

40% 40% 40% #DIV/0!

1800

1440

3600 1800

720

FY 05/06

35

FY 06/07 FY 07/08

100

FY 03/04 FY 04/05

C D D ROLPhase 1 A

O N D J F M A M J J A SD J F M A M J J A S

FY 2004FY 2003


Service Competency

BAU Service Strategy

Service

Penetration

Service

Quality

Improve

Penetration Rate

Strategic

Customer Prgrams

Sales

Capacity

Cust. Satisfaction

& Loyalty

Building Analysis

And Optimization

Pull-Through

Service Integration

Existing Service

Positioning

Remote Service

Platform

New Service

Development

Optimize Field

Processes

Optimize Product

Functionality

Service Productivity

Programs

Life Cycle

Management

Hardware

Migration

Software

Services

Overall Service

Migration Strategy

New Market

Development

Identify Alliances

& Acquisitions

Competitor

Migration Services

Expand Mechanical

Service Business

TSP

Repositioning

World Class

Services@Siemens

Service Value

Reporting

SAP

Implementation

Platform

Migration

Open Systems

Impact to Service

System Adds

& Extensions

Service

Competency

How Buildings

Work Program

Advanced Customer

Experience

Account

Management

Sales

Development

Service

Compensation

Service Structure

& Organization


SOLUTION DESCRIPTION

DEFINED SOLUTION

• Training platform featuring Siemens best front line field personnel, customers,

senior executives delivering supporting principles and competencies in an

engaging and interactive learning environment

• “Best Selling” Customer Loyalty content that will be reviewed, approved &

customized reinforcing learning that drives behaviors that create loyal Customer

experiences

DELIVERABLES

• The equivalent of 5-6 days of training, delivered over a two year period, with

40-50 core/customized 30 minute modules utilizing innovative, blended delivery

of interactive, customized classroom and web based training

• DVD presenting brief overviews of each lesson, key points of each lesson to

assist facilitation

• Quarterly recognition and progress reports with real time student

tracking/reporting

• Certificates of completion

• Customer Loyalty is priceless book

• Customer Satisfaction, TSP Cancellation (just in time performance) and Staff

Dialogue Development data tracking of before and after program delivery

• Provide incentives to participate via RewardStore points


STRATEGIC INVESTMENT


Program Acceptance

Tracking & Measurement

• Learning Management

System integrated reporting

• Customer Satisfaction GAP

and TSP Cancellation

Reporting metrics

• Staff Dialogue Development


Building Analysis and Optimization

- $9M in Services Sales for ‘06


eBusiness Offerings

6/15/2011 William F. Middleton

Training Experience

Milwaukee Area Technical College

– Architectural Fundamentals – developed & delivered course

curriculum

Building Owners & Managers Association, BOMA

Chicago – Building Design, Operations and

Maintenance Course 1 and 2

– Designed, developed and taught course curriculum to over

(600) property managers/owners

– Siemens marketing exposure to Local and International

Commercial Office market

– Created presentation material, 30 BOMI developed chapters


Training Experience

Milwaukee Area Technical College

– Architectural Fundamentals – developed & delivered course

curriculum

Building Owners & Managers Association, BOMA

Chicago – Building Design, Operations and

Maintenance Course 1 and 2

– Designed, developed and taught course curriculum to over

(750) property managers/owners

– Siemens marketing exposure to Local and International

Commercial Office market

– Created presentation material, 30 BOMI developed chapters


SBT Education Services

Subject Matter Expert

Strategic Selling

Fundamental Selling

Skills – SPIN

Critical Environments

for Sales

ABC’s of Selling Apogee

Fundamental Coaching

Estimating Installed

Projects

Navigator – Frameworks

and CS Estimating

LAMP – Strategic

Account Management

Best Total Solutions

ABC’s of Selling

Fire/Life Safety



Accomplishments

Course development, enhancement and delivery

– Evaluation scores: Instruction = A, Incremental Gain in Productivity = 29%

– Highest Delivery Performance – Sales Training

– Critical Environments for Sales – Pharma. module

– Strategic Account Management Top+

– ABC’s of Selling Apogee Integration, Lon, MLN… w/Product Management – Modularization of delivery

– Estimating Installed Projects – Navigator Tool sets Frameworks and CS Estimating

– ABC’s of Selling Fire/Life Safety - FIS



Worldwide Exposure

Delivery and Development

– Over 700 Sales and Operations trained

– BAU/FIS/SES Corporate/Field Offices - Denver,

Chicago, New York, New Jersey, Dallas, San

Francisco, Los Angeles, Ottawa, Toronto,

Baltimore, Minneapolis, Kansas City, Washington

DC., Seattle, Orlando, Raleigh, Richmond, Florham

Park, Puerto Rico, London, Brazil


Education Services Training Performance


Systems & Services Sales -

Business Development & Account

Management Management of District’s Class A accounts providing initiative

based, system and service solutions

Chosen as Salesmen of the Year

Treated all activities as if they were own business operation

Developed, proposed and closed Systems and Service opportunities within Account base

Justified, built, developed operations teams

Administrated project management with implementation team

Assured customer satisfaction

Became clients’ business partner and consul

Initiated new business development strategies addressing critical environments and asset management - see attached business plans




Management

10 Year Performance

History

Middleton 10 Year Sales History

Anniversary Date:10/87

Year Factored Gross Margins

1999 825,000$

1998 525,000$

1997 685,000$

1996 525,000$

1995 710,000$

1994 872,000$

1993 684,000$

1992 487,000$

1991 584,000$

1990 1,065,000$

Total 6,962,000$

0

200000

400000

600000

800000

1000000

1200000

Year

Middleton 10 Year Sales History




Management

Markets Served:

– Critical

Environments

– Commercial Office

– Asset Management

– Government

– Industrial

– Healthcare

– Education




Management


– Searle/Monsanto/Pharmacia

– Nycomed Amersham

– American Pharmaceutical Partners

– Medichem

– Morton Grove Pharmaceutical




Management

Critical Environments - continued


• Successfully managed full critical environment account

activities for over (10) years

• Sold and facilitated full time operations TSP to manage

projects, training and system maintenance

• Supported team approach to services, toolset built for

task tracking customer reporting tool

• Negotiated design build concept for new construction

• Initiated first ever, customized critical environment

applications and successful implementation

http://www.pnu.com/index.asp




Management Critical Environments - continued


• Administrated validation service solutions for GMP areas, initiating the Districts’ first offering of this kind teaming with corporate and CE districts successes

• Facilitated Design/Build/Negotiated Q Building Life Sciences project, closed $2.3M, validated, Apogee, extensive CE project, teaming with corporate CE support, District BDM’s, multiple branches and operations

• Strengthened Turner Construction relationship significantly

• Provided integrated BTS solutions of lab, critical environments, fire alarm, CCTV, utilities services

http://www.pnu.com/index.asp




Management


– Nycomed Amersham• Negotiated design build concept for new construction, totally

integrated Critical Environment lab solutions, Validation Services, Fire, CCTV and Card Access

• Administrated validation service solutions for GMP areas, initiating the Districts’ first standardized offering of this kind, teaming with corporate and CE districts support staff

• Project team built high level of commissioning, company wide standards that can utilized and supported efficiently for future

• Strengthened Gilbain G.C. and Amersham world-wide relationship significantly for all segments of related Siemens divisional offerings




Management

Commercial Office

– John Hancock • Developed & sold business solutions: VAV DDC retrofit, full

time operator, chiller plant optimization, utility archive and management, stack effect study, System 600 upgrades, maintenance management

• Managed and administrated operations of (3) full time engineering/specialists within TSP

• Maintained account development goals, systems sales & extensive technical support program support with attractive margins retained

– 1603 Orrington PC, 333 Wacker, 900 North Michigan, Associate Center, United Methodist




Management Asset Management/Government

– Cook County Department of Facilities

• Negotiated new business proposition providing full time manager of system implementation services

• Database development of facilities assets over (40) buildings and O&M procedures directing (32) trade unions

• Facilitated off-site business strategy initiative with district, corporate engineering, product management, human resources and software partner

• Developed attached Asset Management business plan addressing requirements to pursue opportunity




Management Industrial

– Fel-Pro

• Team sold District’s first performance contract, $307K annual guaranteed savings, full time operations TSP

• Negotiated new business proposition providing full time manager of utility services within 3 year TSP

Healthcare– St. Francis Hospital

– Ravenswood Hospital

– Grant Hospital

Education– Evanston Township High School

– Fairview


“STARS” Summary

Business Processes & Tool Sets

Business Development

“Salesmen of the Year” Award

Training & Performance Development

Initiative Strategic Accounts & Cross Selling

Award recipient – Sales Stimulation


“STARS” – Business Processes &

Tool Sets

Strengths & Achievements– Navigator Frameworks &

Estimating Training, Worldwide Field resource, Best Practices Processes, Certification

Services Compliment– Tools, links, rollout, Best

Practices, e-business and online collaboration, certification, Global standardization, sustainability, CSC

Business Impact & Results– Service Growth

– Increased Customer Satisfaction

And Loyalty

– Value Creation

– Reduced Sales & Operations Costs

– Improved Quality

– Improved Sales & Ops Efficiency

– Effective Sales to Ops turnover

– Reduced delivery costs

– Increased customer/market exposure

– Remain competitive

– Be recognized as an Service Industry Innovator

– Lessen TSP cancellation

– Employee attract/retain/sustain


“STARS” – Business

Development

Strengths & Achievements– Lab for Sales, Pharmaceutical

module - solutions sets integration, CE Business Plan, CE Business Unit member, see CE Development Path Presentation/ -presentation link

Services Compliment– CE Service!!! , CEBU service

participation, Sales & Ops Development/Training, Certification & Competency measures, Best Practices, e-business and online collaboration, toolsets, implementation of standards, market business tasking & measurement ISS, Solution Set/Top+ Service compliment, Teaming, CSC


– Increased Customer Satisfaction

And Loyalty

– Value Creation











../../Critical Environments for Sales IBS-310/Critical Environments Development Path.ppt


“STARS”- Salesmen of

the Year

Strengths & Achievements

– Selling process, 15 yr. revenue generator, forecasting, customers & markets, teambuilding/work, recognition, account management, service oriented, financials

Services Compliment

– Selling services, sales & operations support, teaming, Service Group compliment, customer satisfaction, business development, market knowledge, financials, field recognition


– Increased Customer Satisfaction/Loyalty

– Value Creation












“STARS”- Training &

Performance Development

Strengths & Achievements– 3yr. Ed Svcs./Sales Training

commitment, met delivery budget, exceeded performance criteria, developed marketing piece, subject matter expert delivery -Business Processes, Products- BAU & FIS, CE, Strategic & Fund. selling, Presentation, Communications & Acct. Mgmt. skill sets), Teaming

Services Compliment– Development paths, Competency &

Certification, Customer Training TSP-Baseline/Competency/Business, Business Dev., Service Group compliment, Strategic Accounts, CE, Initiative Rollouts



– Value Creation












“STARS”

Strategic Accts.

Strengths & Achievements– Development & Facilitation of

Initiative Rollout, Standards creation,

integration of LAMP, SBT exposure,

tools and sustainability

Services Compliment

– Existing Regional support, Existing

Toolset integration of Services within

new/existing initiatives, Account

Mgmt. Processes & standards, Service

Group compliment, ebusiness



– Value Creation












“STARS”-

Cross Selling

Strengths & Achievements– BAU/FIS/SES Goal &

Synergistic focus, Executive level involvement & exposure, financial tracking, organizational issues, FIS development

Services Compliment– Type 3 support, BAU

SOC/Dist./Rep. service solutions, PMD migration, CSC



– Value Creation












“STARS” –

Award Recipient

Strengths & Achievements

– Knowledge of Selling, Development

& Certification, Bundled/Solution

Sets delivery for Pharma,

Mar/Com, rollout standardization,

Teaming

Services Compliment

– Services within new initiatives,

Solution Sets/ , Corporate

recognition/support/funding,

Service Group compliment



– Value Creation












Middleton Value Circle

What’s really

important to me?

Thank you

Bill Middleton

773-580-4401

[email protected]

mailto:[email protected]

Middleton energy solutions experience portfolio

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