This report highlights the scope for growth in the emerging sector of total energy solution provision, examining the varying growth patterns in different markets. Based on our survey of Major Energy Users across Europe, we reveal the main customer priorities in this sector, i.e. what it takes to win a TES contract. This study also contains Best Practice case studies analyzing the strategies and successes of Europe’s leading players.Detailed interviews with senior executives in 15 utilities leading the energy services solutions arena.Interview coverage focuses on Western European utilities including Enel, Vattenfall Mega and RWE.Nine comprehensive company profiles outlining their energy services offerings and strategies.Key acquisition strategies based on in-depth discussions with energy services customers.Detailed case study of the recent contract agreement between RWE and the UK’s Sainsbury’s.Competitive European energy markets have unleashed incentives for major energy users to increase efficiency by purchasing energy services. Not every customer is a profitable target for utilities offering these services.Utilities must understand how to identify those with the greatest disposition towards energy services, and who will be cost-effective to serve.They must adopt a phased approach to selling as marketing energy services as a total package is unappealing to customers.Discover the most important customer profiling elements in the context of energy services.Target end-users which you can supply most efficiently and profitably.Discover the needs of energy services customers for your acquisition strategy.Appreciate the service offerings and strategies of your competitors.Devise unrivalled sales and marketing strategies for your energy services proposition.
