{"id":17784,"date":"2024-11-19T11:52:02","date_gmt":"2024-11-19T16:52:02","guid":{"rendered":"https:\/\/www.hoosierenergy.com\/?p=17784"},"modified":"2024-11-22T15:13:38","modified_gmt":"2024-11-22T20:13:38","slug":"clark-county-remc-strengthens-connections-with-key-accounts","status":"publish","type":"post","link":"https:\/\/www.hoosierenergy.com\/fr\/news-resources\/clark-county-remc-strengthens-connections-with-key-accounts\/","title":{"rendered":"Clark County REMC renforce ses liens avec les grands comptes"},"content":{"rendered":"<p>Il y a pr\u00e8s d&#039;un an et demi, le personnel de la coop\u00e9rative membre de Hoosier Energy a commenc\u00e9 \u00e0 suivre des cours de Certified Key Account Executive (CKAE).<\/p>\n<p>&nbsp;<\/p>\n<p>Alors que le nombre d&#039;employ\u00e9s certifi\u00e9s des coop\u00e9ratives commen\u00e7ait \u00e0 augmenter \u2013 il s&#039;\u00e9l\u00e8ve d\u00e9sormais \u00e0 21 sur 13 des 18 membres de Hoosier Energy \u2013 la question la plus intimidante pour beaucoup \u00e9tait de savoir comment d\u00e9marrer.<\/p>\n<p>&nbsp;<\/p>\n<p>Pour Jessica Kaufer et Derek Coombs du Clark County REMC, la r\u00e9ponse s&#039;est av\u00e9r\u00e9e tr\u00e8s simple : des beignets.<\/p>\n<p>&nbsp;<\/p>\n<p>\u00ab Nous avons soumis un plan d\u2019engagement et un plan d\u2019affaires qui ont \u00e9t\u00e9 approuv\u00e9s, ce qui nous a permis d\u2019obtenir notre certification \u00bb, se souvient Kaufer. \u00ab Puis je me souviens de ce jour pr\u00e9cis en janvier dernier o\u00f9 Derek et moi nous sommes dit : \u00ab Nous devons faire quelque chose \u00bb, mais nous ne savions pas par o\u00f9 commencer. \u00bb<\/p>\n<p>&nbsp;<\/p>\n<p>Ils se sont donc fix\u00e9 un objectif pour le mois suivant : apporter des beignets dans au moins trois endroits et organiser au moins un d\u00e9jeuner assis avec des clients cl\u00e9s.<\/p>\n<p>&nbsp;<\/p>\n<p>Il y avait un peu plus \u00e0 faire : ils ont cr\u00e9\u00e9 un dossier d\u2019information qui comprenait leurs cartes de visite, leurs num\u00e9ros de t\u00e9l\u00e9phone portable et des informations sur les rabais sur l\u2019\u00e9clairage. Tous ces \u00e9l\u00e9ments \u00e9taient con\u00e7us pour aider \u00e0 lancer la conversation, mais rien n\u2019a mieux fonctionn\u00e9 que les beignets.<\/p>\n<p>&nbsp;<\/p>\n<p>Il ne s\u2019agissait pas de beignets ordinaires, remarquez bien. Il s\u2019agissait de beignets gastronomiques provenant de diverses entreprises locales.<\/p>\n<p>&nbsp;<\/p>\n<p>Avec les autocollants Clark County REMC sur la bo\u00eete, les clients cl\u00e9s chanceux ont \u00e9t\u00e9 ravis de leurs friandises pour le petit-d\u00e9jeuner.<\/p>\n<p>&nbsp;<\/p>\n<p>\u00ab Les beignets ont eu un \u00e9norme succ\u00e8s \u00bb, a d\u00e9clar\u00e9 Kaufer. \u00ab Ils se demandent : &quot;Combien de kilos de sucre mettent-ils dedans ?&quot; \u00bb<\/p>\n<p>&nbsp;<\/p>\n<div id=\"attachment_17786\" style=\"width: 412px\" class=\"wp-caption alignleft\"><img loading=\"lazy\" decoding=\"async\" aria-describedby=\"caption-attachment-17786\" class=\"wp-image-17786\" src=\"https:\/\/www.hoosierenergy.com\/wp-content\/uploads\/2024\/11\/Coombs_Kaufer-300x225.jpg\" alt=\"\" width=\"402\" height=\"301\" srcset=\"https:\/\/www.hoosierenergy.com\/wp-content\/uploads\/2024\/11\/Coombs_Kaufer-300x225.jpg 300w, https:\/\/www.hoosierenergy.com\/wp-content\/uploads\/2024\/11\/Coombs_Kaufer-16x12.jpg 16w, https:\/\/www.hoosierenergy.com\/wp-content\/uploads\/2024\/11\/Coombs_Kaufer.jpg 640w\" sizes=\"auto, (max-width: 402px) 100vw, 402px\" \/><p id=\"caption-attachment-17786\" class=\"wp-caption-text\">Jessica Kaufer et Derek Coombs, du REMC du comt\u00e9 de Clark, tiennent un ch\u00e8que de remise sur l&#039;\u00e9clairage. Le duo de grands comptes a d\u00e9couvert que les beignets \u00e9taient la meilleure introduction.<\/p><\/div>\n<p>Pour une entreprise r\u00e9cemment achet\u00e9e, les beignets ont ouvert la porte \u00e0 la prochaine visite pour discuter des cr\u00e9dits d&#039;investissement et plus encore.<\/p>\n<p>&nbsp;<\/p>\n<p>\u00ab La nourriture aide \u00e0 calmer les gens et leur donne l\u2019occasion de vous rencontrer \u00bb, a d\u00e9clar\u00e9 Kaufer. \u00ab Nous avons d\u00e9couvert que les beignets sont un moyen facile d\u2019entrer en contact avec vous, et c\u2019est ainsi que nous avons pu construire nos relations. \u00bb<\/p>\n<p>&nbsp;<\/p>\n<p>Les relations sont l\u2019\u00e9l\u00e9ment vital de toute entreprise, et les coop\u00e9ratives ne font pas exception.<\/p>\n<p>&nbsp;<\/p>\n<p>\u00ab L\u2019accent est mis sur l\u2019aspect relationnel, et non sur l\u2019aspect technique \u00bb, a d\u00e9clar\u00e9 Blake Kleaving, directeur des solutions aux membres chez Hoosier Energy. \u00ab Une fois que vous aurez mis un pied dans la porte, les grands comptes vous diront ce dont ils ont besoin. \u00bb<\/p>\n<p>&nbsp;<\/p>\n<p>C\u2019\u00e9tait certainement le cas pour le REMC du comt\u00e9 de Clark.<\/p>\n<p>&nbsp;<\/p>\n<p>\u00ab Ils nous appellent maintenant que nous avons commenc\u00e9 \u00e0 \u00e9tablir ces relations \u00bb, a d\u00e9clar\u00e9 Kaufer. \u00ab Ils ont certainement besoin de nous, mais ils avaient besoin de savoir qui nous \u00e9tions. \u00bb<\/p>\n<p>&nbsp;<\/p>\n<p>Ces appels peuvent g\u00e9n\u00e9ralement \u00eatre r\u00e9duits \u00e0 quelques \u00e9l\u00e9ments r\u00e9currents.<\/p>\n<p>&nbsp;<\/p>\n<p>\u00ab Je dirais que la plupart d\u2019entre elles concernent des rabais sur l\u2019\u00e9clairage \u00bb, a d\u00e9clar\u00e9 Coombs. \u00ab Certaines d\u2019entre elles concernent des mises \u00e0 niveau de services ou des ajouts de nouveaux services, puis nous parlons \u00e9galement d\u2019audits \u00e9nerg\u00e9tiques et de ressources de modification de charge (LMR). Ce sont les quatre principales cat\u00e9gories. \u00bb<\/p>\n<p>&nbsp;<\/p>\n<p>Le travail est loin d&#039;\u00eatre termin\u00e9 pour Kaufer et Coombs. Ils disposent chacun d&#039;une liste de 30 comptes cl\u00e9s et ont atteint pr\u00e8s de 50% d&#039;entre eux jusqu&#039;\u00e0 pr\u00e9sent.<\/p>\n<p>&nbsp;<\/p>\n<p>Une feuille de calcul Excel leur permet de garder une trace de ces contacts avec des notes sur des \u00e9l\u00e9ments sp\u00e9cifiques ou des besoins \u00e0 aborder lors de visites futures. Mais les relations restent le ciment qui maintient tout ensemble.<\/p>\n<p>&nbsp;<\/p>\n<p>\u00ab Dans une entreprise, le gars a deux enfants et l&#039;un d&#039;eux joue au football, donc nous nous en souvenons pour les conversations de suivi \u00bb, a d\u00e9clar\u00e9 Kaufer. \u00ab Un autre gars, dont le fils a jou\u00e9 au baseball toute sa vie, donc lorsque nous avons des billets pour les Louisville Bats en \u00e9t\u00e9, nous savons qu&#039;il faut les lui offrir. Ou lorsqu&#039;un technicien de maintenance d&#039;une entreprise vient en ville, il n&#039;a pas grand-chose \u00e0 faire mais aime le baseball, alors nous lui avons dit de nous pr\u00e9venir quand il sera l\u00e0 et nous lui procurerons des billets pour les Bats. \u00bb<\/p>\n<p>&nbsp;<\/p>\n<p>Le duo du comt\u00e9 de Clark trouve \u00e9galement sur LinkedIn chaque entreprise qu&#039;ils ont rencontr\u00e9e et commence \u00e0 les suivre. Cela leur a permis de d\u00e9couvrir des choses qu&#039;ils n&#039;auraient peut-\u00eatre pas connues autrement, comme la vente d&#039;une entreprise \u00e0 de nouveaux propri\u00e9taires ou l&#039;agrandissement d&#039;une installation.<\/p>\n<p>&nbsp;<\/p>\n<p>Ils publient \u00e9galement eux-m\u00eames sur LinkedIn, soulignant la possibilit\u00e9 d&#039;apporter un ch\u00e8que de remise \u00e0 une \u00e9cole ou \u00e0 une entreprise.<\/p>\n<p>&nbsp;<\/p>\n<p>Il s\u2019agit d\u2019une extension naturelle de l\u2019aspect r\u00e9tention et expansion des entreprises de la gestion des comptes cl\u00e9s soulign\u00e9 dans leur formation en conjonction avec le d\u00e9veloppement \u00e9conomique.<\/p>\n<p>&nbsp;<\/p>\n<p>\u00ab Les publications sur les r\u00e9seaux sociaux montrent qu\u2019ils sont actifs aupr\u00e8s des clients commerciaux et industriels (C&amp;I) \u00bb, a d\u00e9clar\u00e9 Kleaving. \u00ab Nous pensons souvent qu\u2019une coop\u00e9rative traite avec des membres r\u00e9sidentiels, mais les entreprises sont \u00e9galement desservies. \u00bb<\/p>\n<p>&nbsp;<\/p>\n<p>En fait, \u00e0 l&#039;\u00e9chelle nationale, on estime qu&#039;un peu plus de 40% de revenus des coop\u00e9ratives \u00e9lectriques proviennent de comptes C&amp;I, qui peuvent aller des \u00e9coles aux \u00e9glises en passant par les h\u00f4pitaux, les usines de fabrication, les cha\u00eenes de vente au d\u00e9tail et les fermes.<\/p>\n<p>&nbsp;<\/p>\n<p>Pour les responsables de grands comptes, le d\u00e9fi est d\u2019\u00e9tablir un lien avec tous ces lieux et de les aider \u00e0 tirer le meilleur parti de leur appartenance \u00e0 la communaut\u00e9 coop\u00e9rative.<\/p>\n<p>&nbsp;<\/p>\n<p>Dans le cas du Clark County REMC, la r\u00e9ponse est arriv\u00e9e dans une bo\u00eete.<\/p>\n<p>&nbsp;<\/p>\n<p>\u00ab Les beignets \u00e9taient une chose simple pour nous faire avancer \u00bb, a d\u00e9clar\u00e9 Coombs.<\/p>\n<p>&nbsp;<\/p>\n<h4><strong>Responsables de comptes cl\u00e9s de la coop\u00e9rative certifi\u00e9e Hoosier Energy<\/strong><\/h4>\n<p><em>John Gates, JCREMC<\/em><\/p>\n<p><em>Evan Marshall, membre du REMC du comt\u00e9 d&#039;Orange<\/em><\/p>\n<p><em>Jordy Smith, REMC du centre-sud de l&#039;Indiana<\/em><\/p>\n<p><em>Hayley Berg, membre du REMC du comt\u00e9 de Henry<\/em><\/p>\n<p><em>Chelsi Jackson, REMC du comt\u00e9 de Henry<\/em><\/p>\n<p><em>Britt Miller, UDWI<\/em><\/p>\n<p><em>Jonathan Sutton, UDWI<\/em><\/p>\n<p><em>Andrew Sommer, Southern Indiana Power<\/em><\/p>\n<p><em>Derek Coombs, membre du REMC du comt\u00e9 de Clark<\/em><\/p>\n<p><em>Jessica Kaufer, REMC du comt\u00e9 de Clark<\/em><\/p>\n<p><em>Nick Geswein, Harrison REMC<\/em><\/p>\n<p><em>Janet Labrie, Rush Shelby Energy<\/em><\/p>\n<p><em>David Toll, Rush Shelby Energy<\/em><\/p>\n<p><em>Melody Lynch, membre du REMC de la vall\u00e9e de Whitewater<\/em><\/p>\n<p><em>Derrick Mullins, membre du REMC de la vall\u00e9e de Whitewater<\/em><\/p>\n<p><em>Erica Worland, Centre de ressources pour les employ\u00e9s du comt\u00e9 de Daviess-Martin<\/em><\/p>\n<p><em>Colton Carden, membre du REMC du comt\u00e9 de Bartholomew<\/em><\/p>\n<p><em>Mike Murphy, REMC du comt\u00e9 de Bartholomew<\/em><\/p>\n<p><em>Ian Kindler, REMC du sud-est de l&#039;Indiana<\/em><\/p>\n<p><em>BJ Myers, REMC du sud-est de l&#039;Indiana<\/em><\/p>\n<p><em>Bryan Miller, REMC du sud-est de l&#039;Indiana<\/em><\/p>","protected":false},"excerpt":{"rendered":"Il y a pr\u00e8s d&#039;un an et demi, les membres de la coop\u00e9rative Hoosier Energy ont commenc\u00e9 \u00e0 suivre des formations de Responsable grands comptes certifi\u00e9 (CKAE). Le nombre de membres certifi\u00e9s a alors commenc\u00e9 \u00e0 augmenter."},"author":7,"featured_media":17809,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[18],"tags":[],"class_list":["post-17784","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-spotlight-stories","category-18","description-off"],"acf":false,"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v23.9 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\r\n<title>Clark County REMC strengthens connections with Key Accounts - Hoosier Energy<\/title>\r\n<meta name=\"description\" content=\"Clark County REMC&#039;s Jessica Kaufer and Derek Coombs discovered the best way to connect with Key Accounts was through donuts.\" \/>\r\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\r\n<link 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