NECA Business Development Seminar

Session Type:

Convention, Featured Events


Pennsylvania Convention Center

Room Number: 118A

Available Dates & Times


Saturday, September 29    3:30–5:00 PM

Join us for two special presentations:

Integrated Systems Contracting – Growing Market Share Through Diversification  


This session will feature a panel of NECA contractors. The panelists will discuss how diversifying your service offerings is a great way to grow market share, and how Integrated Systems work represents a lucrative opportunity for diversification.  If you follow the news relating to the Internet of Things and Smart Cities, you will undoubtedly encounter some mind-boggling statistics.  For instance, according to IHS Mark Forecasts, “the global installed base of IoT devices will rise from 27 billion in 2017 to 73 billion in 2025…;” according to BSA | The Software Alliance, “IoT ‘smart city’ initiatives will have an economic impact of up to $1.6 trillion per year by 2025;” and according to Gartner, “by 2020, Gartner estimates internet-connected things will outnumber humans 4-to-1, creating new dynamics for marketing, sales and customer service.”

Come and learn from your peers about what your company can do to launch or grow its limited energy/low voltage service offerings, and what NECA, IBEW, and the ALLIANCE can do to help grow market share.


  • Moderator: Vincent Real, President and CEO, Big State Electric, and NECA Vice President, District 5
  • Panelist: John Strohecker, VP Alarm & Detection, Cosco Fire Protection
  • Panelist: Phil Myers, PE/RCDD, Vice President, Team Leader/Technology Division, Collins Electrical Construction Co.
  • Panelist: Frank Holleran, President, H.B. Frazer Company
  • Panelist: Robert Holleran, Project Manager, H.B. Frazer Company


Great Service Made Simple – Six Success Factors

In his 2017 book Great Service Made Simple, which has been praised in a lengthy collection of reviews accompanying its listing on, Sargent boils down the essentials in the delivery of every kind of great service to six main categories. In today’s presentation he translates the general lessons in the storyline of the book to specifics in electrical contracting service and maintenance with a number of takeaways that might come as a surprise to listeners.


  • Frederic B. Sargent

    Fred Sargent, President of Great Service Forums℠, began his career in 1970 in Pittsburgh-based Sargent Electric Company, which had been started by his grandfather in 1907. While the Company moves forward today under a successful team of professional owners and managers, for the past decade Sargent has dedicated his time and energy fully towards developing and promoting a business philosophy wrapped around service & maintenance as a winning strategy for union electrical contractors in today’s marketplace. From this he has coined the proverb, Never lose touch with a customer who somehow has managed to find you.

    Along with Virginia Tech professor Andrew McCoy, he co-authors a regular column on service & Maintenance in NECA’s Electrical Contractor Magazine.