Why Do Utilities' Small Business Customers Participate in Certain DSM Programs but Not Others?

This article offers strategies you can use to increase small business customers' enrollment in your energy efficiency programs, including:

• Targeting marketing materials to customer segments
• Targeting marketing efforts based on equipment
• Reaching out to ethnically diverse customers
• Going door-to-door
• Working with channel partners
• Remembering that small businesses need help
• Educating customers up front, and
• Starting with low-hanging fruit