1. Marketing to Co-ops
Steps for Success

2. Marketing to Cooperatives Milsoft Utility Solutions
WORKSHOP MODERATORS
Janine Weidow
Manager, External Marketing
NRECA
Steve Collier
Vice President of Business Development
Milsoft Utility Solutions

3. Marketing to Cooperatives
AGENDA
8:00 am Welcome Remarks – Introduction/Goals
8:30 Workshop Session: Electric Co-op 101
10:00 The Cooperative Perspective
12: Working Luncheon – NRECA Resources
1:00 pm Doing Business with/Selling to Co-ops
2: Discussion/Closing Remarks
2:30 Adjourn

4. Workshop Goal: Education
Better understand cooperatives’ structure & operations.
Hear cooperatives discuss how they do business with vendors.
Learn about NRECA structure & operations.
And how NRECA works with its sister organizations.
And NRECA resources for Associate Members
Hear successful vendors discuss doing business with co-ops.
Get your questions answered.

5. “The Electric Cooperatives’ National Trade Association”
Marketing to Co-ops
“The Electric Cooperatives’
National Trade Association”

6. Electric Utility Trade Associations
Cooperatives
Municipals
Investor-Owned -

7. National Rural Electric Cooperative Association
Primary Focus: Rural Electric Cooperatives
Distribution Cooperatives
Generation & Transmission (G&T) Cooperatives
Statewide / Regional Trade Associations
Products & Services Co-ops
Affiliate Members (vendors)
>99% of electric cooperatives are Members.

8. Cooperative Research Network
RE Magazine
Advertising
Editorial Content
Conferences
Flagship conference = TechAdvantage & Expo
Cooperative Research Network
Part of NRECA
All NRECA Members benefit
Touchstone Energy

9. American Public Power Association Primary Focus: Public Power Systems
Primary Focus: Public Power Systems
Divisions of local government: municipal, county, state
Include other utilities: water & wastewater, gas, telecomm
Joint action agencies (like co-op G&Ts)
Statewide / regional trade associations
Associate Members (vendors)
Municipal leagues & related government organizations
Less than half of public power systems are members.

10. Public Power magazine Conferences DEED R&D network Advertising
Editorial Content
Conferences
Flagship Conference = Annual National Conference.
Relatively small, limited exhibitor space & exposure.
DEED R&D network
Voluntary, dues based.
A minority of APPA Members participate.

11. Home Town Connections is a for-profit affiliate
APPA owns 64%, public power systems the remainder.
Selects an exclusive preferred vendor in each category.
Public power systems and trade associations are indirect marketing & sales channels.
Charges a marketing fee and receives commission on sales to any public power system.
Vendor partners discount products / services to APPA Members.

12. Edison Electric Institute
Primary Focus: “Shareholder-Owned” Electric Utilities,
aka Investor-Owned Utilities (IOUs).
International Affiliates
Associate Members (vendors)
Edison Institute
Institute for Energy Efficiency
>95% of IOUs are Members

13. Publications & Conferences are not central to membership.
Scant advertising, exhibitor opportunities or exposure
Electric Power Research Institute
Independent of EEI
Voluntary, dues supported
Also has co-op and public power members.

14. Marketing to Co-ops
More On NRECA

15. Organized specifically to:
Founded in 1942
Organized specifically to:
Overcome World War II shortages of electric construction materials,
Obtain insurance coverage for newly constructed rural electric cooperatives, and
Mitigate wholesale power supply problems.

16. Member-Elected Board of Directors
47 members
One from each state with an electric cooperative
Glenn English – Chief Executive Officer
Formerly U.S. Representative, Oklahoma
Headquartered in Arlington, Virginia
RS&I Division in Lincoln, Nebraska

17. “THE NATIONAL ORGANIZATION DEDICATED TO REPRESENTING ELECTRIC COOPERATIVES AND THE CONSUMERS THEY SERVE”
National leadership and member representation for legislative, regulatory, and public policy.
Education and training programs
Insurance, employee benefits and financial services
Technical expertise, advice and R&D
Electrification assistance in developing countries around the world
National branding and services

18. Marketing to Co-ops
NRECA Members

19. “Poles, wires and meters”
DISTRIBUTION MEMBERS
“Poles, wires and meters”
Electric distribution cooperatives and nonprofit associations, nonprofit corporations, public utility districts, and government corporations or authorities
Located in a state, territory, possession or commonwealth of the U.S.
Engaged in furnishing electricity at retail to consumers

20. GENERATION & TRANSMISSION MEMBERS
Generate and resell wholesale power to their member utilities
Cooperatives, nonprofit associations, nonprofit corporations and public utility districts
Located in a state, territory, possession or commonwealth of the United States
Engaged in the marketing, generation and/or transmission of wholesale bulk electricity for sale to others for the purpose of resale

21. TRADE & SERVICE ASSOCIATION MEMBERS
Related organizations that are not actually engaged in the marketing, generation, transmission or distribution of electricity
members are generation & transmission or distribution cooperative, associations, nonprofit corporations, public utility districts
Located in a state, territory, possession or commonwealth of the United States
Engaged in support of electric co-ops’ marketing, generation, transmission or distribution of electricity

22. TRADE & SERVICE ASSOCIATION MEMBERS (cont)
Unified advocacy to the general public, regulatory bodies and state legislatures on behalf of their members
Voluntarily membership
Governed by member-elected representatives
Offer desired services
Education & training
Publish newspapers or magazines for members
Group purchasing
Other

23. PRODUCT & SERVICE COOPERATIVE MEMBERS
Cooperatively-owned organizations
Members generally include NRECA members
Objectives are aligned with the objectives of NRECA.
Provide products and services at better price, quality, terms, service than would be available elsewhere
Insurance - Federated
Banking - NRUCFC
Data Processing – NISC, SEDC
Telecommunications – NRTC
Transformers & Equipment - UUS

24. ASSOCIATE MEMBERS Companies doing business with NRECA members
Includes:
Utility equipment manufacturers, distributors, wholesalers
Consulting / professional services
IT & software products and services
Telecomm products and services
Financial products and services
Consumer products and services
Many participate in TechAdvantage & Expo and advertise in Rural Electric Magazine.

25. Other NRECA Organizations
Marketing to Co-ops
Other NRECA Organizations

26. November 1962 - NRECA and the newly-established U. S
November NRECA and the newly-established U.S. Agency for International Development (USAID) signed an inaugural cooperative agreement in the White House Oval Office in a ceremony witnessed by President John F. Kennedy. NRECA International, Ltd. was incorporated as a wholly owned subsidiary of NRECA in June 1972.

27. HELPING DEVELOPING COUNTRIES ELECTRIFYY
Original purpose: Share lessons learned from US rural electrification with developing countries around the world.
Assisted development and deployment of rural electrification programs in over 40 countries.
Support from USAID, U.S. Department of Agriculture, the World Bank, the UK Department for International Development (DFID), Asian Development Bank (ADB), and host country government agencies.

28. “THE NATIONAL BRAND OF ELECTRIC COOPERATIVES”
Voluntary membership for NRECA members
More than 660 Touchstone Energy® cooperatives in 46 states are delivering electric power and energy to more than 30 million consumers.

29. “THE POWER OF HUMAN CONNECTIONS”
National promotion & advertising
Television ads on various channels including:
Print ads in major national publications including:
Advertising brand and collateral for member co-ops to use.

30. NATIONWIDE SERVICES FOR MEMBERS’ CUSTOMERS
Bill Consolidation and Energy Management Program
Touchstone Energy® Home
Energy Saver Program
Co-op Connections
Sites Across America.com
Energy education programs
Kids "Super Energy Saver" Program
Discovery School Program - Get Charged!

31. NRECA
“Monitor, evaluate & apply technologies that help electric cooperative utilities control costs, increase productivity, and enhance service to their consumer–members.”
Results are available to all NRECA voting members.
Online and printed studies, reports, newsletters
Web conferences
Seminars and presentations at conferences
Partners with US DOE, EPRI and other R&D organizations.
Six Member Advisory Boards & an Industry Advisory Group
We may need to move this slide to another section depending on when CRN can give their presentation. Details to come very soon….

32. Principal areas of investigation include:
NRECA
Principal areas of investigation include:
Clean coal and environmental-management technologies
Renewable and alternative energy
End-use solutions that help the customer make better use of electricity
Distribution system operations best practices
Broadband communications and information technology
Transmission capacity and security
We may need to move this slide to another section depending on when CRN can give their presentation. Details to come very soon….

33. National Cooperative Business Network Organizations
Marketing to Co-ops
National Cooperative Business Network Organizations

34. FOR ELECTRIC COOPERATIVES
INSURANCE EXCHANGE
FOR ELECTRIC COOPERATIVES
Founded in 1959
Property & casualty insurance for rural electric co-ops in 40 states.
Includes coverage for water, sewer, propane and natural gas, surge suppression, security systems and other cooperative business ventures.
Phil Irwin, President

35. “SERVICE | INTEGRITY | EXCELLENCE”
Founded by NRECA, incorporated in 1969
Original purpose was to develop independent financing to supplement / replace REA
Provides banking services to more than 1,050 electric cooperative owners serving 32 million ultimate users.
Also provides banking services to rural telephone utilities.
Sheldon Petersen, Governor & CEO

36. NATIONAL INFORMATION SOLUTIONS COOPERATIVE
Merger of CADP & NCDC in 2000
500+ electric & telco members in 47 states
Accounting & business services, customer information & billing services, e-commerce solutions, E&O solutions.
Also provides CIS services to national retailers in cooperation with Touchstone Energy.
Vern Dosch, CEO

37. SOUTHEASTERN DATA COOPERATIVE
200+ electric members in 33 states
Accounting & business services, customer information & billing services, e-commerce solutions, E&O solutions.
Ron Camp, CEO

38. UNITED UTILITY SUPPLY 230 electric co-op members in 17 states
Manufactures and sells distribution transformers
Distributes electrical distribution supplies & equipment
Ron Sheets, President

39. “YOUR TELECOMMUNICATIONS COOPERATIVE”
Founded 1986 by NRECA, NRUCFC and NTCA
To provide telecommunications for internal use and for resale by rural electric and telephone utilities.
Bob Phillips, CEO
Original business was satellite television for members and affiliates eventually serving >2 million retail subscribers
Also offers IPTV, satellite broadband, AMR, SCADA, voice & data dispatch radio, MVNO mobile phone.

40. Marketing to Co-ops
What Is a Cooperative?

41. COOPERATIVELY-OWNED BUSINESSES
A business incorporated under local state law.
1752, Benjamin Franklin forms Philadelphia Contributionship for the Insurance of Houses from Loss by Fire, still in operation today
1844, the Rochdale Equitable Pioneers Society opened a cooperative store on Toad Lane in Rochdale, England.
Cooperatives are deemed to be not-for-profit and therefore usually tax-exempt.

42. THE COOPERATIVE PRINCIPLES
Voluntary & Open Membership
Democratic Member Control
Member Economic Participation
Autonomy & Independence
Education, Training & Information
Cooperation Among Cooperatives
Concern for Community

43. There are three kinds of cooperatives:
Cooperatives usually form to provide products or services with greater economy, efficiency, quality or values than would otherwise be available.
Often to achieve economies of scale or leverage of scope.
There are three kinds of cooperatives:
Consumer-owned
Producer-owned
Employee-owned
Electric cooperatives are consumer-owned

44. COOPERATIVES IN THE US
Over 120 million people are members of 48,000 cooperatives.
Nearly 10,000 U.S. credit unions have 84 million members and assets in excess of $600 billion.
Well known national cooperatives include:
USAA (customer-owned)
ACE Hardware (employee-owned)
Ocean Spray, Land O’ Lakes (producer-owned)

45. More About Electric Cooperatives
Marketing to Co-ops
More About Electric Cooperatives

46. A Brief History of Electric Cooperatives
FDR learned in 1930 that 80% of the US was electrified, but only 10% of rural America had electric service.
FDR formed Rural Electrification Agency in 1934.
Congress formed Rural Electrification Administration under USDA in 1935.
Offered loan guarantees / low interest loans to qualified borrowers (not just cooperatives).
Provided financial and engineering standards.
USDA reorganized in 1994 and replace the REA
with the Rural Utilities Service (RUS).

47. A Brief History of Electric Cooperatives
RURAL ELECTRIC COOPERATIVES
Most IOUs were not interested in the risks and low rate of return for extending rural electric service.
Consumers banded together to form cooperative (consumer-owned) corporations to qualify for REA loans and loan guarantees.
Within ten years of the REA being formed, 90% of rural Americans had electric service.

49. Electric Co-op Facts
864 distribution cooperatives and 66+ generation and transmission cooperatives serve:
Over 40 million people across 47 states
15.5 million+ residences
1.8 million commercial accounts
138,792 industrial (less than 1% of the total)+ industrial accounts
17.5 million meters
2,500 of 3,141 counties in the U.S.

50. Electric Co-op Facts Assets worth $100 billion
Own and maintain 2.5 million line miles
42% of the nation’s electric distribution lines
covering ¾ of the nation's landmass
Deliver 10% of total kilowatt hrs sold in the U.S. each year
generate nearly 5% of total electricity produced in the U.S. each year
Spend nearly $9 billion annually on products and services needed to operate their systems
Employ nearly 67,000 people

51. Electric Co-op Facts Rural Electric Cooperatives
Only 16 of 47 states with electric regulatory authorities regulate some aspects of electric co-ops' operations
Rates are reviewed and approved by local Board of Directors
Rate Objectives of Utility: covering costs/expenses

52. DISTRIBUTION COOPERATIVES RESELL POWER
Electric Co-op Facts
DISTRIBUTION COOPERATIVES RESELL POWER
Purchase wholesale power
A handful of distribution cooperatives generate some power
G&Ts provide about 40% of power purchased by distribution cooperatives
Full and partial requirements contracts
Distribution cooperatives obtain the remainder of their wholesale power from a variety of other sources

53. SOME ELECTRIC COOPERATIVES ALSO OFFER
Electric Co-op Facts
SOME ELECTRIC COOPERATIVES ALSO OFFER
Community development & revitalization projects
Improvement of rural water and sewer systems
Assist in delivery of health care and education
Internet service provider (ISP)
Propane
Natural gas
Premises security monitoring & control
HVAC equipment & service

54. COOPERATIVE COMPARISONS
Electric Co-op Facts
COOPERATIVE COMPARISONS
Pedernales (TX) is largest with 230,000 meters.
Alaska Village serves the largest land area of any electric utility in the world with only 7,400 meters.
Gila River Community Utility Authority is the smallest with 26 meters.
I-N-N (AK) is the next smallest with 296 meters.
Average size = 19,000 meters
Median size = 12,500 meters
Rio Grande (TX) is the sparsest with <2 meters / line mile
(national average = 7 meters / line mile)

55. Comparing Electric Co-ops to Other Electric Utilities
Marketing to Co-ops
Comparing Electric Co-ops
to Other Electric Utilities

56. Division of Activities – America’s Electric Utilities

57. Utility Comparison

58. Cooperatives Compared With Other Electric Utilities:
Co-op sales grew twice as fast as the total
electric industry average in 2000.
Customers Per Mile of Line
Revenues Per Mile of Line
Cooperatives
6.6
$8,500
Investor-Owned 34
$59,000
Municipals 44
$72,000

59. Who Sells America’s Electricity?

60. Total U.S. Electric Utility Comparison by Sector

61. Co-op Retail Sales

62. Co-op Power Generation

63. Co-op Fuels Used in Power Generation

64. Understanding Electric Cooperatives
Marketing to Co-ops
Understanding Electric Cooperatives

65. Understanding Electric Co-ops
ELECTRIC CO-OP CHARACTERISTICS
They are customer-owned, not-for-profit, principle-based.
Their primary focus is cost, not profit.
They are extremely sensitive to individual customers.
Staff roles are broader & duties overlap. 
Their have distinctive practices & vocabulary.

66. Understanding Electric Co-ops
ELECTRIC CO-OP CHARACTERISTICS
Business is very relationship based, more personal, less formal.
Cooperatives nationwide are a tight knit community.
Individual cooperatives are locally controlled, operate like a family, are very independent. 
Co-ops prefer that you already work well with other co-ops.

67. Understanding Electric Co-ops
ELECTRIC CO-OP CHARACTERISTICS (cont.)
Most electric cooperatives share many characteristics
But, no two electric cooperatives are just alike.
What most impacts a co-op’s view of planning & operations?
Size
Growth
Load factor
Wholesale power cost
C&I customers
Community demographics
Leadership

68. The Cooperative Perspective Panel Discussion
Marketing to Co-ops
The Cooperative Perspective
Panel Discussion

69. The Cooperative Perspective
Panel Discussion
Moderator: Steve Collier, Milsoft
Panelists: Final list to come ASAP

70. The Cooperative Perspective
Purchasing
Technology
Operations

71. How Co-ops Buy Products & Services
Cooperatives vs. Municipals
RUS procurement rules (CFR 1726)
Government procurement rules
RUS borrowers must purchase from approved materials list

72. How Co-ops Buy Products & Services
Common purchasing practices
5 vendors or less (few suppliers)
3 bids – orally requested
90% of purchasing activities are manual transactions
Public bid opening not required unless a large power plant
Supply chain management decisions by committee, OR
Purchasing responsibilities are split among several functions
This is an old slide..I wasn’t sure if you could use this or not so I left it in…delete if you feel its out of date.
So find the “center of influence” for your product or service

73. How Co-ops Buy Products & Services
Advantages for the supplier:
Co-ops are easy to work with – less bureaucratic
Co-ops are dependable and pay on time
Co-ops are usually willing to pay for JIT deliveries and other value added services
Co-ops are known to be honest and loyal
This is an old slide..I wasn’t sure if you could use this or not so I left it in…delete if you feel its out of date.

74. The Co-op Supply Chain Engineering planning Purchase need Suppliers
contacted
Quotes
received
Supplier
selected
Order typed
& transmitted
Warehouse
Review
Price &
Delivery
This is an old slide..I wasn’t sure if you could use this or not so I left it in…delete if you feel its out of date.
Invoice
received
Supplier
Paid
Order shipped
or backorder
released
Warehouse
receives
Receiving copy is
sent to purchasing
&/or A/P

76. How Co-ops Buy Products & Services
What Co-ops Buy
Line transformers (20%)
Conductor (18%)
Poles, towers, etc (13%)
Station equipment (11%)
The big 4 account 2/3 of the spend!

77. How Co-ops Buy Products & Services
The Supplier’s role
Long standing relationships – mutual trust
Products priced on a case-by-case basis
Stocking/Consignment/JIT programs
Little long-term planning

78. Areas of Potential Improvement
Some co-ops manage their supply chain, some don’t
Growing focus on supply chain cost performance and measurement
Group buying, standardization, etc. can reduce costs
Almost ½ of all co-ops are unwilling to join with other co-ops in the purchase or storage of materials
Normally utilize short-term forecasting
3 bids and a cloud of dust – preferred method
Inventory turnover varies based on vendor alliances vs. self management
This is an old slide..I wasn’t sure if you could use this or not so I left it in…delete if you feel its out of date.

79. Decision Influences Having other co-ops as customers
Understanding what a co-op is and how co-ops operate
Successful track record
Appearances at NRECA conferences/shows
Customer Support/Tech Support

80. Panel recommendations:
Show success with other co-ops (if not a co-op, then a similar sized electric utility)
Understand what a co-op IS and what a co-op is ABOUT
Demonstrate a willingness to work with the co-op, even if they’re not huge
Create a relationship
Customer Service
This slide may need to be re-worked a bit.

81. How do co-ops find information?
Shows/Conferences (mostly NRECA)
Trade Magazines (RE, T&D,…)
Web sites
GOSSIP
Talking with counterparts at other co-op shows, meetings, schools

82. Staying Informed Reading publications such as: Rural Electric Magazine
Transmission & Distribution
Electrical World
Utility Automation
Energy IT
PC Magazine
Networking with other cooperatives.
Keeping informed on technology projects ongoing at cooperatives.

83. Staying Informed Attending trade shows Distributech
NRECA TechAdvantage® Conference & Expo
IEEE Rural Electric Power Conference
IEEE Transmission & Distribution
Other specialty conferences and shows (GITA Autovation, CS Week)

84. Leveraging NRECA Resources
Publications
Conferences/Trade Shows
Associate Membership

85. Rural Electric Magazine
Mission is to help readers become more informed participants in the electric utility industry and in the business life of their co-ops and local communities.
With nearly 26,000 subscribers, RE Magazine has the widest circulation among employees of electric co-ops of any utility industry magazine.
Two-thirds of those readers make or affect purchasing decisions.

86. NRECA Publications
Two major publications inform and educate members, decision makers and the interested public:
Rural Electric Magazine, published monthly
Electric Co-op TODAY, a weekly newspaper

87. Rural Electric Magazine
Help readers become more informed about new technologies, products and services through monthly technical articles and special issues and sections.
 Technical Articles
Co-op Tech
Solutions
Utility Marketplace

88. Rural Electric Magazine
Special Issues/Sections
TechAdvantage® and Expo Preview (usually February)
“Connections” Supplement (April and October)
Buyers Guide (May)
Directory of Electric Co-ops (July)
Advertiser’s Study (September)

89. Rural Electric Magazine
Associate Members can help by supplying RE with examples how they work with co-ops to improve their utility operations and enhance customer service.
Check for upcoming topics in the printed media kit or at the RE Magazine Web site:
Contact us three months ahead of the issue date.        

90. Rural Electric Magazine: NRECA Contacts
Co-op Tech and Utility Marketplace: Bill Koch, (206) ,
Solutions: John Lowrey, (217) ,
“CONNECTIONS”: Nancy McMahen, (800) ,
Editor: Perry Stambaugh, (703) ,
Advertising: Danielle Burton, (301) ,
Contact us anytime to discuss how your product or service helps electric co-ops do a better job for their consumers

91. NRECA Conferences and Expos
Overview of NRECA’s Conferences and Expos

92. Overview of Conferences

93. Identifying Conference Topics and Speakers
Electric Cooperative Business Network
Access e-communities of electric cooperative employees to identify key issues, objectives, and potential speakers for conferences
NRECA input
Year-round input welcome, especially on hot topics and new technologies
Call for Presentations-6-9 months before each conference

94. Participants Have Told Us:
They like to hear co-op success stories
They like to hear directly from the co-ops
Case studies
They do NOT prefer to hear sales talks
They want practical information to take home. This is the way they can sell ideas to management.
BOTTOM LINE: The more success stories you have with co-ops, the higher your chances are to get the word out about your products.

95. Associate Membership

96. Marketing Opportunities
Sponsorships
Program Advertising
Golf Tournament
Exhibits
Presentation Opportunities
Networking

97. Associate Member Benefits
Increased exposure to electric utility decision-makers
Access to electric utility industry information
Valuable networking opportunities
Potential for sales, partnering and other business alliances

98. Types of Memberships
NRECA offers you a choice of three associate membership levels designed to fit the needs of your company and your business:
Silver Associate Member
Gold Associate Member
Platinum Associate Member

99. Exposure Benefits for Associate Members
Subscription to Rural Electric Magazine
Annual Subscription to Electric Co-op Today
Designation in the Annual Network Services/Associate Membership Directory
Designation in our Annual Buyer's Guide
Access to NRECA Conferences and Seminars
Associate Member Logo for Print Advertising
Certificate of Associate Membership
Link to NRECA's Home Page
I&FS Benefits
Access to NRECA member database
Listing In NRECA’s Buyers Guide
2010 Network Services/Associate Membership Directory
Rural Electric Magazine — Utility Marketplace section
CONNECTIONS: RE Magazine Supplement
Listing in NRECA’s Membership Directory – Published in July issue of RE Magazine

100. Exposure Benefits for Gold and Platinum Associate Members
All Silver Associate Member benefits, plus:
Discounts on Space at TechAdvantage® Expo:
VIP Suite at TechAdvantage® Expo
Discounts on Full-Page, Four-Color Ads in RE Magazine
One complimentary registration to the CEO Leadership Conference
One complimentary registration to the Marketing to Co-ops Workshop

101. Exposure Benefits for Platinum Associate Members
All Silver Associate Member Benefits, plus:
Complimentary Space and Discounts on Space at TechAdvantage® Expo
VIP Suite at TechAdvantage® Expo
One Free Full-Page, Four-Color Ad in RE Magazine
One Free ½-Page, Black & White Ad in RE Magazine
Platinum Associate Membership Plaque
$12,000 Annual Dues

102. Leveraging NRECA Resources
Questions?

103. Doing Business With Cooperatives Panel Discussion
Marketing to Co-ops
Doing Business With Cooperatives
Panel Discussion

104. Vendor Panel Members of panel have spent years working with co-ops
Are Platinum Associate Members and Affiliate Members of NRECA
All have extensive knowledge of co-op business practices, sales cycles and business needs

105. Final Points: Selling to Co-ops
Assist - don’t pester
Understand position and perspective
Do homework for the co-op
Be available - not underfoot
Price to co-op pocketbook
Produce what you promise
Provide Excellent Customer Service

106. Appendix: Resource Information
2007/2008 NRECA Annual Report
About NRECA Brochure
Associate Member Brochure and web site on nreca.coop
Touchstone Energy® web site on
2010 TechAdvantage Exhibitor Prospectus
2009 Connect Exhibitor Prospectus
2009 New and Emerging Technologies Exhibitor Prospectus (for information only)
CONNECTIONS Supplement Information
Rural Electric Magazine Media Kit

107. Final Points - Selling To Co-ops
Final Questions?