Overview
Introduction
Drivers and Trends
This report explores opportunities for energy suppliers to offer "total energy solutions" to existing and prospect
customers in the I&C market, specifically looking at energy management (EM), building management services (BMS) and facilities management (FM)
bundled with energy.
- What are energy suppliers currently offering in terms of services?
- Is the services' market totally dominated by specialist providers, or are their opportunities for energy suppliers?
- Which specific customer groups are most likely to respond to "total energy solutions" ?
COMPETITOR ANALYSIS
Embarking in the challenging task of product bundling is not the test energy suppliers will have to pass when offering total energy
solutions, they also need to be ready to compete with established as well as new services companies. This chapter assess the threat posed by
non-utilities and looks into potential opportunities for energy suppliers.
- PEST analysis: opportunities and threats in the services' market. Who are the main competitors and what constitutes their competitive
advantage(s)?
- Energy suppliers in the services market:
- Case studies: how can you learn from the successes and failures of other energy suppliers
CUSTOMER DYNAMICS & SYNERGIES
This takes the customers' view by analysing the findings of Datamonitor' s European survey of Major Energy Users (MEU), which
identifies the services that electricity and gas customers consider key to their needs by activity sector.
- Energy services requirements – do size and activity sectors matter?
- Which customer groups offer the best synergies between energy and services?
- Single point of sale – conflict or harmony?
RECOMMENDATIONS
Recommendation 1 – Energy management should the most important component of any "total Solution" package
Recommendation 2 – Energy supplier need to focus their service offerings on the high energy intensity industry and public services
Recommendation 3 – When targeting the mid-market, careful segmentation is required, as opportunities beyond basic energy management packages
are scarce
APPENDIX
- General information about the MEU and Mid-Market SPPs and product lines.
DATASETS
- Table 1: Prospects for total energy solutions among high energy-consuming MEU customers 46
- Table 2: Prospects for total energy solutions among medium energy-consuming MEU customers 47
- Table 3: Prospects for total energy solutions among low energy-consuming MEU customers 48
- Table 4: Prospects for total energy solutions among mid-market customers 51
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