Andrew Horstman

Questioner
DISC Type : c

CEO at Fulton County REMC

Rochester, Indiana, United States

Overview

Andrew Horstman serves as the CEO of Fulton County REMC, bringing extensive experience in smart grid technology, demand response, and distributed energy resources from his previous role at Wabash Valley Power Alliance. He holds a Bachelor of Science in Electronic Engineering Technology and is focused on driving industry innovation.

Andrew is deeply involved in his local community, actively sponsoring youth entrepreneurship events and supporting hands-on learning programs for students. He is a proponent of continuous learning, having recently pursued executive education at Northwesterns Kellogg School of Management to sharpen his leadership skills.

He was invited by the Governor’s office to discuss challenges and opportunities facing the electric industry.

Personality Overview

Not Easily Convinced

Systematic

Price-Sensitive

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. They prefer to analyze every situation thoroughly.


Topics They Care About

Grid Modernization
With a background in SCADA and smart grid projects, he is focused on leveraging technology to enhance reliability and manage the evolving electric grid.
Community Engagement
Actively sponsors and participates in local community events, demonstrating a commitment to supporting the area his cooperative serves.
Youth Development
Expresses strong support for student-focused initiatives, including sponsoring business idea competitions and creating hands-on learning opportunities.

Media Appearances

Andrew has no verified media appearances

Work History

11-2021
CEO at Fulton County REMC
9-2008 - 11-2021
Manager of Load Response at Wabash Valley Power Alliance
9-2001 - 9-2008
Electronic Field Engineer at Wabash Valley Power Alliance
6-2000 - 7-2001
Electronic Technician at Ritron, Inc.
12-1999 - 6-2000
Co-op Test Technician at UT Electronic Controls

Education

1998 - 2001
BSEET from ITT Technical Institute
1998 - 2001
ASEET from ITT Technical Institute

More Information

Social Presence :

Prographics :

Exp : 27 Location : Rochester, Indiana, United States Job Level : Leadership Designation : CEO at Fulton County REMC
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Insights For Selling To Andrew

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Tell them that you will come back if you don’t have a good answer for a question
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Avoid rushing them, be polite and patient
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Andrew is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Andrew

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Andrew move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Andrew take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Andrew

Personality Compatibility


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