Welcome to MDM's second e-newsletter. The goal of this publication is to inform MDM sponsors - including their colleagues, co-workers and representatives in the field - about the latest campaign developments. You are encouraged to distribute the newsletter within your organization to keep your co-workers informed about MDM's progress.

MDM's beta testing plan includes participation by each of the campaign's sponsor groups: motor manufacturers, energy-efficiency organizations and EASA sales/service centers. The first beta test was conducted at a General Electric facility in Albany, N.Y.

The campaign is supporting two activities to evaluate the market effects of MDM: a trade journal survey and guidelines for developing case studies.

The Electrical Apparatus Service Association, Inc. (EASA), a co-sponsor of the Motor Decisions Matter campaign, has released a white paper called "The State of the EASA Industry," which outlines the results of a year-long study of the motor repair industry.

MDM sponsors are enthusiastic about the campaign and have recommended a continuation of the campaign beyond its initial three-year life.

A Sponsor Matrix, information clearinghouse and trade show calendar and are among the resources available for MDM Sponsors.

Twenty-seven sponsors participated on the call. Highlights from the call included media outreach, an ENERGY STAR® update, evaluation, Phase 2 preparations and Web site follow-ups.

The one-day agenda will focus on further exploring the focus areas proposed in the Phase 2 work plan.

The Forum is a bulletin board that enables sponsors and their representatives to exchange information.

MDM Newsletter

The goal of this publication is to inform MDM sponsors - including their colleagues, co-workers and representatives in the field - about the latest campaign developments. You are encouraged to distribute the newsletter within your organization to keep your co-workers informed about MDM's progress.

We received a very positive response to our first e-newsletter, which was distributed on July 31, 2003, and plan to continue publishing it every two months. In addition to providing campaign updates, the newsletter features Sponsor Spotlight, highlighting one of the campaign's 29 sponsors. This edition features the Electrical Apparatus and Service Association (EASA).

Your input is always welcome. Contact Ilene Mason at 617-589-3949, ext. 225, with comments, questions, story ideas and photos.

1-2-3 Approach Undergoes Beta Testing

The 1-2-3 Approach to Motor Management is a simple software tool designed to highlight the energy cost savings of premium-efficiency motors and the benefits of good motor management. This tool, developed by campaign sponsors, enables them to quickly and easily demonstrate significant monetary savings opportunities through life-cycle cost calculations.

As reported in the last issue of this Sponsor Update, the 1-2-3 Approach is currently undergoing beta testing.

MDM's beta testing plan includes participation by each of the campaign's sponsor groups: motor manufacturers, energy-efficiency organizations and EASA sales/service centers. The first beta test was arranged by Charles Williams of GE Industrial Systems and conducted at one of GE Industrial Systems' facilities in Albany, N.Y. Nameplate data from several representative motors were collected and entered into the 1-2-3 spreadsheet.

At the end of the process, Darin Rice of GE Supply offered suggestions for improving the tool. One suggestion was to provide a set of simple instructions as the first page in the spreadsheet. Rice felt the tool was useful and could help educate customers about the benefits of premium-efficiency motors and that he would likely use it in the future. The 1-2-3 Approach software was updated in light of his feedback.

Additional beta tests are now underway. NYSERDA will be vetting the software to its motor efficiency program field representatives throughout New York State. Field representatives will provide initial feedback from the implementer's point of view. Then, as appropriate, the representatives will test 1-2-3 with EASA shops and/or directly with industrial customers. This will provide additional feedback from end-users.

Three EASA facilities - Flanders Electric (Marion, Ill.), Flolo Corporation (Bensenville, Ill.) and Sloan Electric (San Diego) - will review the software in-house to provide feedback from the 1-2-3 implementer's vantage point. They will then test the 1-2-3 Approach with industrial customers, seeking end-user feedback.

National Grid USA is also putting together a similar plan for vetting 1-2-3 through their account representatives.

Beta tests are scheduled for completion by the end of November.

Measuring MDM's Market Impact

The campaign is supporting two activities to evaluate the market effects of MDM: a trade journal survey and guidelines for developing case studies.

Plant Engineering Survey
MDM sponsored a telephone survey to 200 readers of Plant Engineering magazine this fall, polling readers on their awareness of MDM and motor management issues. A few preliminary highlights from the survey include:

• 35 percent of those surveyed had some understanding of what NEMA Premium represents
• 88 percent do not understand the true relationship between a motor's first cost and its annual operating cost. 30 percent actually think that a motor's annual operating costs are much less that its initial purchase price.

Sponsor Spotlight: EASA

The Electrical Apparatus Service Association, Inc. (EASA), a co–sponsor of the Motor Decisions Matter campaign, has released a white paper called "The State of the EASA Industry," which outlines the results of a year-long study of the motor repair industry.

The primary research was conducted by Indian River Consulting Group (IRCG), which conducted surveys and in-depth interviews with EASA members as well as their customers and suppliers. The results were presented at EASA's 2003 Convention in San Francisco.

Among many other areas, the research covered the customers' perspective of the motor repair industry, including what customers outsource and on what basis they choose their product and service providers. The white paper also includes information on the kinds of motor management services that are currently being offered by EASA members, and the number of members who may be adding these services in the future.

The complete white paper is available from the "Industry Info" section of EASA's Web site (www.easa.com).

MDM in 2004 and Beyond

MDM sponsors are enthusiastic about the campaign and have recommended a continuation of the campaign beyond its initial three-year life.

After three years, Motor Decisions Matter is just beginning to realize some of its initial goals. The campaign has cultivated strong support among the national trade press, which recognizes MDM as an unbiased, credible source of information on motor management. This has built a tremendous amount of customer awareness. Chemical Processing, Energy User News, Electrical Apparatus and many other trade publications have published MDM articles and press releases. For a list of MDM-related media placements, see the Sponsor Resource Matrix.

Sponsors are in position to leverage this level of awareness and the availability of MDM articles in the press. MDM materials and article reprints help account representatives make a stronger, more convincing case to customers for proactive motor management.

In Phase 2 of the campaign, sponsors have expressed a desire to expand awareness of motor management among corporate decision-makers. Thus MDM's national message will emphasize bottom-line benefits to business, such as productivity, reliability and financial return. In Phase 2, the campaign will focus on placing articles in leading financial and business publications, such as Industry Week, Business Week and Forbes.

Another major reason for continuing the campaign is that most sponsors are just beginning to integrate the campaign's national message into their customer marketing and communications materials. Campaign sponsors, such as the New York State Energy Research and Development Authority (NYSERDA) and Southern California Edison (SCE), would like to see the campaign continue to support their energy-efficiency programs.

These sponsors also want to be able to incorporate MDM tools, such as the 1-2-3 Approach to Motor Management, into their program plans for 2004 and beyond.

Most current MDM sponsors have committed their support for Phase 2 and several new sponsors are expected. ComEd, a division of Xelon serving the Chicago, area has signed on as a sponsor and Regal Beloit Corporation (consisting of the Marathon, Lincoln and Leeson motor lines) is awaiting final approval.

For these reasons, sponsors are actively planning to continue MDM in a second three-year term (2004-2006). Details of the campaign's approach will be discussed at the next sponsor meeting to be held October 28 in Chicago. Stay tuned.

Resources for MDM Sponsors

A Sponsor Matrix, trade show calendar and clearinghouse are among the resources available for MDM Sponsors.

Sponsor Resource Matrix
To help locate and identify media placements more easily, campaign organizers have developed a Sponsor Resource Matrix.

The matrix, available to sponsors on the MDM Web site, allows sponsors to search for stories by industry type, application, measurable benefits , and horsepower size. This information, in the form of an Excel spreadsheet, was extracted from key story placements, campaign white papers and other resource materials. As the list grows, a searchable database will soon be offered based on this information.

Recent media placements
The MDM message continues to spread through several recent major hits in the trade magazines and several feature articles planned for the upcoming months. All of the campaign's media clips and links to the online articles can be obtained through KPC.

Below are a few recent p.r. victories:

• Water/Wastewater International Magazine featured an article about the campaign in its September issue.

• Media hits on a press release featuring the campaign's newest sponsors: Siemens Energy & Automation, A.O. Smith Electrical Products Co. and TECO-Westinghouse Motors.

• Electricity Today is planning to run the motor planning kit and an article featuring case studies in its December issue.

• The North American Association of Food Equipment Manufacturers publication, NAFEM in Print, will run an article in its December issue that will discuss the MDM program.

Update on MDM Clearinghouse
The MDM campaign currently offers a Motor Planning Kit to help customers become familiar with motor management tools and approaches, and to help them get started. The planning kit is available on the MDM Web site and through DOE's Best Practices Clearinghouse (800-862-2086).

Since July of 2002, more than 1,000 people have downloaded the planning kit. Of those, approximately 60 percent have indicated that they would like to receive more information. The vast majority of these individuals are located in North America but there have been some global contacts.

Contacting these individuals is an important outreach function of the campaign. Accomplishing this in a way that is equitable for all sponsors - while also maintaining the non-commercial character of the campaign - is a challenge. The MDM sponsors have formed a subcommittee to develop a process for contacting individuals who download the planning kit.

Trade Show Calendar
Trade shows and conventions offer sponsors an opportunity to spread the campaign's message. A calendar of events is located in the Sponsors section of the MDM Web site. Please contact Ilene Mason if you plan to attend an upcoming show.

Highlights From September 23 Conference Call

Twenty-seven sponsors participated on the call. Highlights from the call include the following items.

Next meeting
The next sponsors' meeting date was set for October 28 in Chicago. For more details, contact Ilene Mason at 617-589-3949, ext. 225.

Media outreach
Kupper Parker Communications has been developing feature articles which will be run in the trade press of several priority market sectors.

Watch for the following placements by the end of the year:

• Water/Wastewater International
• North American Association of Food Equipment Manufacturers (NAFEM)
• Electricity Today

Remember to use these articles as you reach out to your own customers in these sectors.

A business pitch has been developed for approaching 20 of the leading national business and financial publications. The pitch highlights research indicating that top performing companies are those that embrace energy and environmental management and promotes MDM and motor management as one opportunity for industrial customers to pursue this goal. At this time, Industry Week, Fortune and Business Week have expressed some interest in the story.

ENERGY STAR update
Tracy Narel of EPA provided a brief description of ENERGY STAR's emerging industrial program. The industrial program offers businesses a proven energy management strategy, with tools and resources to help at each step of the way. Making a Commitment to Continuous Improvement is the first step.

For more information about EPA's Industrial Program, visit the ENERGY STAR Web site. Currently, there are more than 450 Industrial Partners. ENERGY STAR maintains a listing of these partners on its Web site.

Narel explained this aspect of EPA's program as well as its Product and Service Suppliers database. Narel also reported on the roundtable discussion with members of the energy-efficiency community, including program administrators, regional coordinators, and etc.

Evaluation
The Plant Engineering survey has been completed and a few preliminary results were reported on the call. A final report is being prepared and updated information will be posted on the MDM Web site.

Summit Blue has completed development of a set of guidelines and standardized indicators for use in developing future case studies. The goal is to gather a body of case studies that follow a set of standardized parameters. This will allow comparisons and conclusions to be drawn from multiple case studies in a way that is not currently possible.

Sponsors will be encouraged to prepare case studies according to these guidelines to publicize their customers' successful motor management efforts.

Phase 2 preparations
Ted Jones of CEE offered a preview of the business and financial aspects of Phase 2. He reported that Phase 1 sponsors have indicated their continued support for Phase 2. A draft budget is expected to be presented to the sponsors at the Oct. 28 meeting in Chicago.

Jones also welcomed the campaign's newest sponsor, ComEd of Chicago, and announced that Regal-Beloit was in the final stages of approval.

Following up on Web site activity
The MDM Web site requires visitors who download the Motor Planning Kit to register. Since July 2002, MDM has received 1,079 registrations. Approximately 62 percent of those who registered have indicated interest in the campaign.

The question of how to follow up with these registrants was put forward. Several sponsors volunteered to work on a subcommittee to develop a strategy for following up with those who have downloaded the motor Planning Kit. The subcommittee's proposal will be presented to the full sponsorship before adoption.

If you are interested in participating, contact Ilene Mason at 617-589-3949, ext. 225.

Oct. 28 Sponsor Meeting

The next MDM Sponsors meeting will be held in Chicago on October 28, 2003. The one-day agenda will focus on further exploring the focus areas proposed in the Phase 2 work plan.

Based on a draft agenda, topics will include:

• National Outreach: a discussion of the campaign's national media efforts and strategies

• ENERGY STAR®: a presentation by Tracy Narel of EPA to provide sponsors with an understanding of ENERGY STAR's Industrial Program followed by open discussion of possible areas of opportunity for cooperation between MDM and ENERGY STAR

• The 1-2-3 Approach to Motor Management: a demonstration of the software and review of the beta test results, followed by discussion of deployment strategies and support for implementers

• Qualification and training: a presentation by Chris Cockrill DOE outlining possible direction for a collaborative effort to develop motor management educational sessions followed by open discussion of the opportunity.

If you would like more information, please contact Ilene Mason at 617-589-3949, ext. 225.

Sponsor Forum

The Sponsor Forum is a bulletin board that enables sponsors and their representatives to exchange information. To contribute to the Sponsor Forum, click on the link below and type a message. The message will be e-mailed to Ted Jones of CEE, who will evaluate it for inclusion in the next newsletter.