How-To Guide

Develop a plan for
delivering motor management
to your customers.

Getting Started:

Once you and others in your organization are familiar with motor management, and have identified one or more strategies that make sense to pursue with your customers, you can work toward putting those ideas into action. This is where you start to think about how you will deliver these services to your customers. These questions may help get your development process underway:

1. What motor management concepts and services do you want to deliver to your customers?
   
   
2. Which tools and materials will you best support the services you have identified?
   
   
3. How might you educate other staff about motor management and train them to provide those services to customers? Who within your organization will need to be trained?
   
   
4. What specific marketing and outreach activities will most effectively promote these new services to your target audience(s)?
   
   
5. How will you coordinate with local trade allies and energy-efficiency programs in your area?
   
   
6. What follow-up will youu provide to help customers implement the motor management strategies you suggest?

Tips:

• Motor Manufacturers
• Motor Sales and Service Centers
• Energy-Efficiency Programs

Tips for Motor Manufacturers

• Post a link to MDM on your Web site.
• Include the MDM logo in your marketing materials, such as catalogs, posters, and presentations (available to MDM financial sponsors).
• Promote motor management strategies at presentations, conferences, or trade shows using campaign and/or other materials.
• Provide copies of MDM tools to your sales force along with tips on how to use them.
• Offer value-added services to your customers:
• help them develop repair/replace policies
• explain the value of life cycle costing
• Encourage your sales representatives to consult the CEE Program Summary for Motors & Drives and contact an energy-efficiency program in their distribution area(s).
• Actively seek and attend educational and training opportunities about motor management, including MDM Events.

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Tips for Motor Sales and Service Centers

• Post a link to MDM on your Web site.
• Promote motor management strategies at trade shows using campaign and/or other materials.
• Provide copies of MDM tools (Motor Planning Kit, MotorSlide Calculator, Simple Savings Chart) to your sales force - including counter sales - along with tips on how to use them.
• Offer value-added services to your customers:
• educate customers on life-cycle costing
• help customers develop motor purchasing policies
• provide best-practice repair guidance
• help customers track (and possibly inventory) at least the most critical motors
• Ensure you are offering best practice repair by adhering to ANSI/EASA AR-100 and EASA’s Good Practice Repair Guide.
• Use the CEE Program Summary for Motors & Drives to find and contact an energy-efficiency program in your local area(s).
• Actively seek and attend educational and training opportunities about motor management, including MDM Events.

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Tips for Energy-Efficiency Programs

First Steps:

• Post a link to MDM on your Web site.
• Include the MDM logo in your marketing materials (available to MDM financial sponsors).
• Share motor management messages and events through existing communications with your staff, contractors, and trade allies.
• Provide regular and ongoing education for your account managers, product design group, and other internal staff on the opportunity for increased participation and savings offered by motor management; use MDM tools and materials as needed.
• Develop an outreach strategy to educate local trade allies about the financial benefits of motor management concepts.

Program Approaches:

• Empower Vendors
• What it looks like: Program staff or contracted personnel educate vendors on the financial benefit of motor management; assist vendors in offering motor management services to customers; ride along with vendors to perform on-site motor inventories for customers; and help vendors use software tools to present customers with the business case for proactive planning.
• Who’s doing it: NYSERDA Premium Efficiency Motors Program – Priscilla Richards, Senior Program Manager, pjr@nyserda.org National Grid Pilot Program – Sarah Dagher, Program Manager, daghers@comcast.net
  
  
• Contract Auditors
• What it looks like: Program-approved contractors provide ½-day audits to small commercial & industrial facilities; contractors are trained in the 1-2-3 Approach to Motor Management and other MDM tools; audits focus on opportunities for energy savings through lighting projects, motors, compressed air, and other sectors; contractors with specific expertise in a non-motor area often hire motor vendors to ride along and enhance the value of service to the customer.
• Who’s doing it: National Grid Project Expediters (PEX) – Anita Hagspiel, Principal Analyst, anita.hagspiel@us.ngrid.com
  
  
• Educate Customers
• What it looks like: In the first of a three-stage program for large transmission customers, program staff assesses the customer’s current motor management practices compared to industry peers and best practice. In the second stage, program staff analyzes the customer’s motors list and develops a business case that highlights savings opportunities through motor management. In the third stage, the program performs an on-site audit on motors of interest and holds discussions with plant management and operations team. The final deliverable is a customized motor management plan operations guide and a report that justifies the adoption of the guide.
• Who’s doing it: BC Hydro Power Smart Partners- Eddie Young, Senior Engineer, eddie.young@bchydro.bc.ca

• Educate Vendors, Customers, and Trade Organizations
• What it looks like: Host regional seminars, workshops, and/or meetings; invite largest customers, local vendors, and members of relevant trade associations such as building maintenance operators; present information about how motor management affects each group's business; present information about your program and how to connect to it.
• Who’s doing it: Austin Energy - Jerrel Gustafson, Process Manager, jerrel.gustafson@austinenergy.com

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