5-Steps to Success in the Marcellus Shale

1. Joe Barone 5-Steps to Success in the Marcellus Shale

2. Agenda • Background • Seminar Goals • Five Steps to Success in the Marcellus Shale • Case Study – www.MarcellusShaleJobs.com • Questions

3. Barone Background • Advertising and Marketing -- Philadelphia • Poster Child for Penn State Webinar Series • “Your Business and Marcellus Shale”

4. PA Gas Directory, LLC

5. Seminar Objectives • Provide you with the marketing and sales strategies that can help you be successful in selling to the natural gas industry. 2 Give you the tools to market and sell to the tech savvy gas workers. 3. Have you leave the seminar with two or three ideas to improve your marketing and sales efforts.

6. 1. Get out of Your Comfort Zone

7. Get OUT of Your Comfort Zone • Hours • Contracts – Master Service Agreement • Payments • Travel • Attend Expos • Expand your business

8. 2. Know Your Skills and Message Just Do It

9. Know Your Skills and Refine Your Message Know Your Skills • “Find a niche and do it well” • Trucking • Welding • Lubricants

10. Know Your Skills and Refine Your Message Refine Your Message • What can you say that is meaningful about your company to the gas company that differentiates you from the competition? • 30-second phrase • “We haul water and sand”

11. Know Your Skills and Refine Your Message Refine Your Message • “We haul water and sand. Most of our trucks are relatively new. Our drivers have been with us a minimum of 5 years. We drug test monthly and none of our drivers have had a DUI.”

12. 3. There is no silver bullet!

13. 3. There is no silver bullet! SO…… • Know your target audience • What’s important to him/her relative to your business? • How will he/she learn about your business? • How often must he/she hear your message? • How many different ways can you reach him/her? • What is the most effect means to communicate?

14. 3. There is no silver bullet! Remember .. High Tech – High Touch • Touch • Expos • Networking events • Hotels/Sports Bars/Convenience Stores • Tech • Web site • Text • Smart Phone Apps

15. 4. It’s All About Networking

16. 4. It’s All About Networking • Start Your Own Group • Wear something distinctive • Write something on your business card • Everyone is there to make contacts

17. 5. Follow Up Means Success • Follow up, Follow up, Follow up, Follow up, Follow up, Follow up, Follow up, Follow up, Follow up, Follow up, Follow up, Follow up, Follow up, Follow up, Follow up, Follow up, Follow up,

18. Remember when you’re in • One Strike and your out!

19. Case Study

20. Situation What’s the biggest issue in the Marcellus Shale region?? JOBS!!!!

21. The Solution • www.marcellusshalejobs.com • Easy to navigate • Subscription fee $9.95 • Know who is the decision-maker

22. Execution • Outdoor advertising • Radio • Public Relations • WVIA-TV Program • Where’s the Marcellus Shale Jobs? • Online marketing – Search Engine Optimization • Call HR Directors – Free Trial

23. Results • First customer came from online – Rex Energy • Sale inroads, “but someone in Texas makes that decision” • Following up, Follow up, Following up

24. Joe Barone 610.764.1232 jbarone@pagasdirectory.com Thank You