February 2017 Council Presentation
-
Upload
percslides -
Category
Business
-
view
121 -
download
0
Transcript of February 2017 Council Presentation
PROPANE EDUCATION & RESEARCH COUNCILDALLAS, TEXAS
February 9, 2017
CHAIRMAN’S REPORT
Tom Van Buren
STRATEGY TASK FORCE
Drew Combs
STRATEGIC TASK FORCE UPDATE
Agenda
• Follow-up from “Next Steps”• Staff Activities
• Task Force
• Tool
• Future Activities
STAFF ACTIVITIES
• Initiatives
• Consumer Awareness• Product Development• Safety & Technical Training• Industry Engagement
• Re-calibration of the Strategies
• Alignment of the B2B and B2C Strategies and Tactics• Improved focus on activities: Marketing, Training, etc.
• Staff Organization
TASK FORCE ACTIVITIES
• Strategies
• Several Strategies removed• Need to re-assess ranking• Forced Strategies into
3 segments
• Focus towards Marketing and Outreach
• Short-term focus• Long-term would move to a more balanced approach
• Tool development
TOOL
• Tactic filter to measure Priority
• Strategies and Emphasis given weighting
• Strategy: 1, 5 & 10
• Emphasis: 0 or 10
• Provides 6 distinct segmentations
• Allows more focus towards Emphasis
• Autogas example
• Rifle approach vs Shotgun
• Allows PERC staff & AC to drive and stay focused
Score: 0-10
Lowest scoring Tactics
14 Tactics
$1.86M
Score: 11-14
17 Tactics
$4.3M
FUTURE ACTIVITIES
• Provide Tool to Project Portfolio Committee
• Becomes tool in budgeting process
• Updated Annually as “living-breathing” tool
• Update database with previously funded projects
• Potential July activity
• Task Force officially complete and dissolved
PERC ORG CHART
EXECUTIVE MANAGEMENT TEAM
CEO
Safety & Training, Information
Technology, Industry Programs
Operations, Research & Development,
Business Development
Tucker Perkins Kay Howell
Chief Operating Officer
Chief Information Officer
Roy Willis
Marketing & Corporate
Communications
Chief Marketing Officer
Dennis Vegas
OPERATIONS, RESEARCH & DEVELOPMENT, BUSINESS DEVELOPMENT
Chief Operating Officer
Tucker Perkins
Deputy Director of Business
Development
Director of Agriculture Business
Development
Director of Autogas Business
Development
)Michael Taylor Cinch Munson
Jeremy Wishart
Business Development
Director of Operations
Grace Willis
Senior Market Research Analyst
Rachel Greenberg
R&D
Director of Research and Development
Greg Kerr
Director of Budget and Finance
Michael Eason
Meetings Manager
Anna Lombardo
Senior Contracts Manager and Counsel
John Kerekes
Operations
MARKETING AND CORPORATE COMMUNICATIONS
Chief Marketing Officer
Dennis Vegas
Communications Manager
Deputy Director of Communications
Director of Communications
Gregg Walker
Ingrid Bechard
Emily McComas
Senior Programs Manager
Jesse Marcus
Director of Residential &
Commercial Business Development
)Bridget Kidd
Senior Manager, Social and Digital Media
Ryan Dutcher
Projects Coordinator, Demonstrations &
Tradeshows
Ginna Moseley
Managers
Projects Coordinators
Projects Coordinator, Communications
Marissa Gribb
Safety & Training
SAFETY & TRAINING, INFORMATION TECHNOLOGY, INDUSTRY PROGRAMS
Vice President Safety & Training
Stuart Flatow
Director ofIndustry Programs
Patrick Hyland
Chief Information Officer
Kay Howell
Database Manager
Ambrose Walker
Web Architect
David Harris
IT Analyst
Tameka Bias
Director ofIndustry Engagement
Managers
Senior Programs Manager, CETP
Projects Manager,Industry Programs
Projects Manager, Catalog Fulfillment
Operations
Courtney Gendron Kristen Rice
Programs Manager, MTST
Ashley Bentz Jahnissi Tirado
Paula Wilson
Industry ProgramsInformation Technology
Chief Executive
Officer
ADMINISTRATIVE SUPPORT
Administrative
Support Staff
Vacant Admin
Elena Scott, OA
Sarah Ewing, EA
Roy Willis
Director of Administration and Human Resources
Theresa Ryan
Vacant Admin
CHAIRMAN’S COMMENTS
TREASURER’S REPORT
Rob Chalmers
CHIEF EXECUTIVE OFFICER’S REPORT
Roy Willis
CHIEF MARKETING OFFICER’S REPORT
Dennis Vegas
BUILDING THE PROPANE BRAND 2017
Dennis Vegas, Gregg Walker
BUILDING THE PROPANE BRAND 2017
Dennis D. Vegas, Gregg Walker
WHY BUILD A STRONGER BRAND
• Improve consumer perceptions and make them receptive to marketer sales messages.
• Build trust and increase trial through familiarity.
• Increase loyalty and retention.
• Create easier market penetration and differentiation.
PERC and the states promote the fuel. Marketers promote their companies.
2016 CONSUMER CAMPAIGN DATA
Familiarity Favorability
Feb Nov Feb Nov
All All Saw
Ads
All All Saw
Ads
All
Respondents
75% 75% 81% 48% 53% 61%
Users 93% 91% 93% 64% 69% 81%
Nonusers 48% 52% 64% 26% 30% 35%
2016 KEY LEARNINGS
• For maximum impact use multiple channels simultaneously.
• Create more tools for Marketers to use to drive their business.
• TV has the best recall.
• Print and radio are influential channels for favorability.
• Digital ads significantly increase willingness to consider propane.
• Promotions drive strong engagement.
• Improvements in Find a Propane Retailer will build trust, confidence, and efficiency.
• Enable and convince states to invest.
• Encourage marketers to increase marketing activity.
• Leverage MOT members in development of programs and strategies.
• Look for synergies across product lines to optimize channels and financial
resources.
MARKETER CAMPAIGN PERCEPTIONS
• 95% of marketers indicated being familiar with the campaign.
• 55% of all respondents indicated being highly familiar.
• Marketers rated familiarity on average 5 out of 7.
• 83% found PERC campaign communications to be “just right.”
How familiar are you with the industry’s new national consumer campaign PROUDLY PROPANE Clean American Energy™ with Blue the dog? (Use the scale from 1 to 7 where 1 is “Not at all familiar” and 7 is “Very Familiar”) N=357 High Familiarity defined as top 2 scores.
Did you find PERC's amount of communication about the PROUDLY PROPANE Clean American Energy™ consumer campaign to be… N=340
MARKETERS: CAMPAIGN IMPROVES FAVORABILITY
How much of an impact do you feel the new consumer campaign PROUDLY PROPANE Clean American Energy™ featuring Blue the dog will
have on consumers' perceptions of propane and propane appliances? Impact includes “A lot” or “A little”. N=340
On a scale of 1 to 7, how satisfied are you with the new national campaign PROUDLY PROPANE Clean American Energy™ featuring Blue the
dog? (Use the scale from 1 to 7 where 1 is “Not at all Satisfied” and 7 is “Very Satisfied”.) N=340
Potential Impact on Consumers’ Perceptions of
Propane
74%
12% 14%
Impact No Impact Don't know
On a scale of 1-7 (7=highest rating), marketers rated the campaign a
5
2017 CONSUMEREDUCATION CAMPAIGN
MARKETING MISSION
Create tools that states and marketers can use to grow the safe, efficient use of propane.
OBJECTIVES
• Increase familiarity and favorability.*
• Deepen and strengthen MOT involvement.
• Diversify messaging to promote additional applications.
• Get more marketers to promote their companies as favorability rises.
• Drive greater investment by states and marketers in this campaign.
*Please note: We are not sure how much momentum we may have lost in 5 months which could be a factor as we look to 2017 results.
STRATEGIES
• Data = Power. Deepen collection and utilization for more precise targeting.
• Deploy a marketing automation platform.
• Use an all-channel approach to reach consumers where they are.
• Expand the use of digital.
• Promote appliances.
• Track and measure results.
TAGABLE TV COMMERCIALS
Window :30 Livin’ Free :30
DIGITAL VIDEOS
Dog House :20 Good Boy :30
Pool :16
Running :23
PROUDLYPROPANE.COM
CONSUMER SWEEPSTAKES
• 71,000 entries received.
• Partners: Generac and The Home Depot
• Boosted awareness, education, differentiation.
• Marketed through Facebook.
2017 INDUSTRY OUTREACH
MARKETERS
SOCIAL AND
DIGITAL
ONE-ON-ONE
OUTREACH
PUBLICATIONS
VIDEO
ONLINE CATALOG
ONLINE CATALOG
FIND A PROPANE RETAILER
• Working with states and marketers to update records.
• Rolling out outbound calling campaign.
• Capturing company contacts for product sectors, e.g., autogas, outdoor power equipment.
Benefits:
• Improve segmentation.
• Build trust.
• Enhance search results.
• Support marketer acquisition.
SHARE WITH INDUSTRY COLLEAGUES
SHARE WITH EMPLOYEES
PREPARING FOR SUCCESS
• Creating new marketer materials.
• Producing and disseminating new product images and videos.
• Coordinating a consumer promotion.
• Launching a market survey.
• Preparing for NPGA Southeastern Convention.
• Consumer safety videos.
• Expanding Industry outreach.
BILLBOARDS
2017 FACEBOOK PROMOTION
FACEBOOK POSTS
NEW PHOTOGRAPHY
INDUSTRY COMMITMENT
2017 CAMPAIGN INVESTMENT
• Spring investment $5 million
• Fall investment $1.5 million • To avoid going totally dark for
nearly a year, and test a digital-dominant flight.
THE 2017 MEDIA PLAN
MEDIA PLAN
Please note: Fall media channel selection, timing, and details are TBD pending Spring results.
Chart reflects paid media only. Website and Facebook operate throughout the year.
MEDIA MIX COMPARISON
$0
$1,000,000
$2,000,000
$3,000,000
$4,000,000
$5,000,000
$6,000,000
$7,000,000
2016 Fall 2017 Spring
TV Print Radio Digital
CHANNEL STRATEGY
TV
Strongest driver of ad recall in
2016. Exposure to ads increased favorability and
familiarity
Continue to use national TV and local news to drive reach,
including home renovation
content and consumer
passion points where possible
Second highest ad recall in 2016 with significant
impact on familiarity, loyalty,
and intent
Increase presence in print,
emphasizing shelter and DIY
titles to align with spring home remodeling
season. Maintain stronghold in C&D counties
Radio
Significant impact on familiarity,
loyalty and intent in 2016
Increase exposure to national and
Propane Country radio audiences
to continue driving
awareness and familiarity
Digital
2016 campaign drove
consideration of propane and overall brand
trust and familiarity
Continue with highest
performing 2016 tactics to
increase national reach and drive
engaged users to microsite
HOME
SPRING TV
·164 index
· 21% more likely to listen to faith-based music
R ET U R NIN G
N E T W O R K S
N E W IN
2 0 1 7· 113 index
· News program that reaches female
target
· 107 index
· Inspirational military content
Scripps programming will prioritize shows
with home renovation content where
possible
RETURNING
NETWORKS
LIFESTYLE
NEW IN 2017
Source:Nielsen2015DemographicSegmentation
REGIONAL
SPRING TV
R ET U R NIN G
N E T W O R K S
N E W IN
2 0 1 7
RETURNING
NETWORKS
NEWS & SPORTS
NEW IN 2017
Source:Nielsen2015DemographicSegmentation
• High-profile spot to kick-off
2017 plan
• High-profile event to maximize reach
among DISH subscribers leading up to
final four championship games• Mass coverage of NASCAR
on FOX
LIFESTYLEGENERAL INTEREST
SPRING PRINT
R ET U R NIN G
N E T W O R K S
N E W IN
2 0 1 7
RETURNING
MAGAZINES
SHELTER & DIY
NEW IN 2017·Focus on titles serving the mid-market
home enthusiast aligning with core target
and spring home renovation season. Titles
provide equitable coverage in the US.
·HGTV aligns with Scripps’ TV and digital
presence.
HOMEVARIETY
SPRING RADIO
R ET U R NIN G
N E T W O R K S
N E W IN
2 0 1 7
NATIONAL
COUNTRY
REGIONAL
Example radio stations shown; buy is across several syndicated networks
SPRING DIGITAL
Use online video to drive
awareness and
favorability of propane
Target based on
demographics and third-
party data to find users
with the ideal mindset
using pre-roll inventory
High-impact units stand out
and drive engagement
Larger, interactive units
draw attention to content
within the unit, increasing
engagement, and driving
traffic to site
Emphasis on propane
country geography to
increase impact
Strategy will follow 2016
approach of Awareness,
Optimization, Retargeting
Messaging will include
appliance giveaway and
campaign extension imagery
to increase engagement
Educate in-market
searchers about the
benefits of propane
Drive propane
purchasers to FPR tool
to increase activations
and submissions
New keywords targeting
home remodeling and
home renovation
SEARCHSOCIALHIGH-IMPACTVIDEO
Video completion rateVideo completion rate, time
spent, engagement rateView rate, engagement rate CTR, cost per click
SEARCHSOCIALHIGH-IMPACT*
SPRING DIGITAL – PARTNER SET
R ET U R NIN G
N E T W O R K S
N E W IN
2 0 1 7
VIDEO
Out of all 2016 digital partners,
averaged the longest session on
ProudlyPropane.com
Drove the most traffic to site in
the pre-roll category in 2016
Native experience leveraging
existing assets
Highest video completion rate of all
2016 videopartners (HGTV.com,
DIY.com, foodnetwork.com, etc.)
High impact unit had the highest
engagement rate in2016
Drove the most users to
ProudlyPropane.com
SPRING MEDIA PLAN1Q 2017 2Q 2016 3Q 2016
January February March April May June July
Broadcast Calendar 26 2 9 16 23 30 6 13 20 27 6 13 20 27 3 10 17 24 1 8 15 22 29 5 12 19 26 3 10 17 24
Key Dates
Holidays
V IDEO ( : 3 0 s)
Propane Country Focus
News Content 1 1 1 1 1 1 1 1 1 1 1 1 1
Local News (Top Propane DMAs) 1 1 1 1 1 1 1 1 1
RFD-TV 0 0 0 0 0 0 0 0 0 0 0 0 0
Lifestyle Content 1 1 1 1 1 1 1 1 1 1 1 1 1
National
News Content
Home Content 1 1 1 1 1 1 1 1 1 1 1 1 1
Lifestyle Content 1 1 1 1 1 1 1 1 1 1 1 1 1
DIGITAL
Propane Country Focus
Paid social Facebook
Paid search Google, Bing
National
Pre-Roll video Viant, Yume, YouTube
High-profile executions Scripps, Haven Home, Undertone
AUDIO ( : 3 0 s)
National
Country Music Shows
Music Variety Shows
Home Improvement Shows
PRIN T
Propane Country Focus
Midwest Living Full Pg 4C Full Pg 4C + Bonus 1/ 3
Real Simple Full Pg 4C Full Pg 4C
TIME (C+D counties only) 1 1 BONUS
National
Guideposts Full Pg 4C Spread 4C Full Pg 4C BONUS
HGTV Magazine Spread 4C Full Pg 4C
House Beautiful Full Pg 4C Full Pg 4C
This Old House Spread 4C Full Pg 4C
Traditional Home Full Pg 4C Full Pg 4C
NATIONWIDE RESEARCH
• Wave 1 baseline study
(February 2016)
• Wave 2 tracking study
(September 2016)
• Wave 3 tracking study
(February 2017)
• Wave 4 tracking study
(June 2017)
• Wave 5 tracking study
(November 2017)
CHIEF OPERATING OFFICER’S REPORT
Tucker Perkins
2017 INTERNATIONAL BUILDERS SHOW
• 80,000 + Show Attendees
• Over 10,000 leads
• Propane Energy Pod, Builder Incentive Program Modular Home Construction
• Show Partners:
OVERVIEW OF PROPANE DISTRIBUTION SYSTEMS FOR HVAC AND PLUMBING PROFESSIONALS
• Plumber/HVAC Training Course
• PERC & Rinnai Training
• February 20-22, 2017 in Peachtree City, GA
• 15 Attendees (VoTech Instructors, Propane Industry Employees, Inspector, and Installers)
• Testimonials and Training will be captured.
PROPANE AND ELECTRIC FORKLIFT FACTORY ORDERS 2013-2016
*Electric includes only forklifts where Propane competes
14,546 15,658 15,441 16,175
59,78967,033 67,586 64,653
0
10,000
20,000
30,000
40,000
50,000
60,000
70,000
80,000
90,000
2013 2014 2015 2016
Electric Propane
PROPANE AUTOGAS VEHICLE SALES
147,000
161,000173,100
185,600
199,800
223,300
+1
4,0
00
+1
2,1
00
+1
2,5
00
+1
4,2
00 +23
,50
0
2012 2013 2014 2015 2016 2020
2016 PROPANE SALES
33%
67%
OEM
Aftermarket
NEW PROPANE SALES 2016
62%
38%
Light Duty
Medium & Heavy Duty
VW ENVIRONMENTAL MITIGATION TRUST FUND
• $2.7B available.
• EMT Fund Goal: Achieve reductions of NOx emissions in the
United States.
• Beneficiaries: States, Indian Tribes, D.C., Puerto Rico.
• Opportunity for propane school buses.
• Class 4-7 trucks
• Airport Ground Support Equipment
• Forklifts
*infrastructure for alt fuels, not eligible.
2017 PROFESSIONAL AND SUPPORT SERVICES
Docket 21190
PROGRAM SUPPORT INITATIVES ($1,790,000)
DOCKET BUDGETED REQUESTED TOTAL REMAINING
2017 Professional and
Support Services$243,000 $243,000 $126,340
DOCKET 21190
• Docket 20360 – $416,000 (January 2015 – April 2016)
• Docket 20881 – $237,900 (May – December 2016)
• Docket 21190 – $243,000 (January – December 2016)
2017 PROFESSIONAL & SUPPORT SERVICES
Amount $243,000
DOCKET 21190
This request reflects PERC efforts to engage with DOE, use outsideconsultants to engage on project tasks, and staff travel for businessdevelopment.
• $28,000 – Technical Subject Matter Experts• $200,000 – Industry and Regulatory Expert• $15,000 – Staff Travel on Business Development
2017 PROFESSIONAL & SUPPORT SERVICES
Amount $243,000
PROGRAM SUPPORT INITATIVES ($1,790,000)
DOCKET BUDGETED REQUESTED TOTAL REMAINING
2017 Professional and
Support Services$243,000 $243,000 $126,340
CHIEF INFORMATION OFFICER’S REPORT
Kay Howell
PARTNERSHIP WITH STATES PROGRAM, $1.5M
• Approved at Council’s November 2016 meeting
• Council requested the Market Outreach & Training Working Group review the match requirement for the National Consumer Education Campaign and Safe Installation of Appliances Rebates activities
2017 PARTNERSHIP WITH STATES PROGRAM MOT RECOMMENDATION
Advisory Committee MOT Recommendation:
• Maintain a 1 to 1 match for National Consumer Education Campaign and
Safe Installation of Appliances Rebates activities.
PWS Project Team Members:
Mike Gioffre, Paraco Gas, Chairman
Aaron DeWeese, Illinois PGA
Deb Grooms, Iowa PGA
John Jessup, North Carolina PGA
Randy Warner, Ferrellgas
Jim Van Uden, RH Foster
Matt Kumm, CHS Inc.
Josh Simpson, Kamps Propane
REBATE REQUEST 21092
• Provide support for the Carbon Monoxide Alliance of NH & VT for development of PSA’s, educational videos and print materials, and a community event kit for distribution and use in the community.
• Fund the installation of CO alarms as the vehicle to support research on human behaviors around using and responding to CO alarms in the home, as well as a stakeholder summit for communication with other groups about how CO accidents and deaths can be prevented.
State Rebate Program New Concept:
Carbon Monoxide Education and Prevention
State New England Propane Foundation
Amount $25,000
INDUSTRY & PUBLIC COMMENTS
OLD BUSINESS
NEW BUSINESS