Marketing & Sales will develop existing potential

An industry is changing: Since the ‘opening up’ of the electricity market in 1998, other segments such as water, gas, etc. are following suit.A sellers' market is turning into a buyers' market. After the first wave of consolidation and acquisitions, utilities now have to maintain their market shares and become even more efficient.

Putting customer needs first will be key, as only excellence in sales and marketing can generate a sustainable competitive advantage under the present circumstances. Moreover, many utilities and waste management companies have already fully developed their potential in their procurement, production, grid, etc.

In numerous studies, we analysed the various markets (electricity, gas, etc.) and identified the main success factors. Our key findings were also publicised in leading trade journals. The most important issues are customer focus in both organization and processes, sales/marketing controlling, customer segmentation, market potential analysis, cross selling, branding, key account management as well as managing customer satisfaction/customer loyalty.

Along these lines, we have carried out a number of projects to increase efficiency and profitability. Our clients were blue-chip utilities such as BEWAG, BGW, EGT, ENBW, BGW, Gasanstalt Kaiserslautern, HVV, KVVKS, MVV, RAG, RWE Plus, RWE Gas, RWE Trading, RWE Umwelt, RWE Solutions, Schleswag, Shell, and Wingas.

We would be happy to meet you for a preliminary exchange of ideas. Feel free to contact us at any time.