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"You don't have to be an engineer to sell to an energy-related company," said Gregg Emmer, vice president and chief marketing officer for distributor Kaeser & Blair, Batavia, Ohio. "It comes down to the same question[s] all the time when you're talking to a potential client: What is it that you are working on? What is the most important issue that you're working on right now?" Emmer continued, explaining that while you might expect a large power company's answer to said question to be something technical or related to convoluted legal regulations, very often that is not the case. He pointed out that these companies face the same "mundane" issues as other companies, needing help setting up employee incentive programs or picking out effective leave-behind items for their sales forces. That said, there are some nuances to working with energy companies.