Energy Supplier

Realgy offers a variety of energy transaction services designed to improve the efficiency, accuracy and usability of energy companies delivering a natural gas service proposal to a customer.
How many proposals did your company generate last year (1999)?	<1,000 1,000-5,000 5,000-10,000 >10,000
How many proposals do you anticipate generating this year (2000)?	<1,500 1,500-5,000 5,000-10,000 >15,000
And, next year (2001)?	<3,000 3,000-10,000 10,000-50,000 >50,000
Will your natural gas sales proposals, now or in the future, include a value-added offering or be bundled with other products and services (including electricity)?	Yes No
Is your natural gas proposal generation process compatible with or integrated with your suppliers, partners or sales channels?	Yes No
Will your future proposals include the LDCs service options for your customer's tariff (balancing, metering, billing, firming service, etc.)?	Yes No
If yes How will you incorporate the price for the LDC service options into your proposal?	Using the tariff model Using internal cost of service factors Using tariff model and internal cost factors Not applicable
How do currently maintain your tariff information? (Check all that apply)	Internally, with spreadsheets Outsourced, dedicated program Each marketer creates own Scheduling (operations) rely on LDC supplied information Other:
Who uses your tariff information? (Check all that apply)	Trading group Account Manager/Executives Marketers Sales Management Trading group Sales agents / channels Marketing / planning Other:
Is your tariff information scaleable to meet the needs of all departments?	Yes No
Can you readily add new tariffs?	Yes No
Can your tariff information support the analysis required to enter new markets (margins, market size, penetration rate, balancing limits, registration requirements, etc.)?	Yes No
Can your collected tariff data be used in conjunction with your billing engine?	Yes No
Which sales channels do you support (or plan to)? (Check all that apply)	Company's web site Company's Account Executive(s) Bid based web sites Energy portals Authorized agent Independent marketers Company issued RFPs Consultant issued RFPs Aggregation agents Cooperative purchasing programs Other:
Of the sales channels you support rank them by profit generation (1= highest profit margin contribution, 11= the lowest)	1 2 3 4 5 6 7 8 9 10 11 Company's web site 1 2 3 4 5 6 7 8 9 10 11 Company's Account Executive(s) 1 2 3 4 5 6 7 8 9 10 11 Bid based web sites 1 2 3 4 5 6 7 8 9 10 11 Energy portals 1 2 3 4 5 6 7 8 9 10 11 Authorized agent 1 2 3 4 5 6 7 8 9 10 11 Independent marketers 1 2 3 4 5 6 7 8 9 10 11 Company issued RFPs 1 2 3 4 5 6 7 8 9 10 11 Consultant issued RFPs 1 2 3 4 5 6 7 8 9 10 11 Aggregation agents 1 2 3 4 5 6 7 8 9 10 11 Cooperative purchasing programs 1 2 3 4 5 6 7 8 9 10 11 Other:
How do you currently track proposal activity? (Check all that apply)	Each marketer submits report Intranet based proposal generator collects the data Each sales agent submits a report Bulletin board system tracking of all proposals No tracking of proposals Only closed sales are reported Other:
How up-to-date is your proposal tracking process?	Available in real-time Daily Created weekly Created monthly Created quarterly Not applicable Other:
Who reviews or accesses your proposal tracking activity? (Check all that apply)	Sales managers Trading group Operations (nominations and balancing) Risk group Credit department Senior management Customers Sales channels Other:
How many proposals are presented to a customer prior to a sale?	1-2 3-5 >5 Do not know
How many energy marketers does each energy trader support?	<3 4-8 >8 Do not know
Are your sales channels given any discretion in their proposal pricing (within a tolerance band or above a minimum)?	Yes No
How are the natural gas pricing parameters communicated to the sales channels? (Check all that apply)	Email Phone Intranet Bid based exchange Extranet or Internet
How much of the organization's time (sales channel, support, trading, management, etc.) is required to prepare each proposal?	<1 minute 1-5 minutes 5-15 minutes 15-30 minutes >30 minutes
How much of the organization's time (sales channel, support, trading, management, etc.) is required to process a sale (complete LDC paperwork, submit credit application, etc.)?	<1 minute 1-5 minutes 5-15 minutes 15-30 minutes >30 minutes
Are the sales channel capable of offering customers the chose of different purchasing options (i.e., quarantined savings, fixed price, NYMEX + basis, hedged)?	Yes No
If yes, does each request require a trader's attention.	Yes No
Can the sales agent provide value-added, bundled or LDC premium services (firming, balancing, telemetry, etc) in a natural gas proposal?	Yes No
If yes, does each request require a trader's or an agent's attention.	Yes No
How do you handle the LDCs requirements for verification and authentication?	Internally Outsourced Not applicable
How do you store the customer's proposal data (usage information, service address, cycle billing information, etc.)?	It's not saved Paper file Each marketer has his or her own system Company's Data warehouse CRM SFAs Legacy system Proprietary/vendor supported application Open source/IT supported system
Do your customer request or ask questions such as (Check all that apply)?	Are my accounts on the right ('best') sales and transportation tariff? How do I know? How else can I save money purchasing energy? Can I receive an independent verification of the LDC and marketers cost projections? Can you serve my facilities elsewhere?
As an energy marketer what are your principal activities? (check all that apply)	Provide training/education to the customer. Help customer make an informed energy purchase. Present a variety of energy purchasing options and let the customer select the option that meets his savings criteria or risk tolerance. Generate proposals for your customer after building a spreadsheet from the tariff document. Completing the switching paperwork (LDC and internal). Transfer the paperwork into the CRM system. Create sales reports. Do you educate a customer on alternate buying choices prior to quantifying the benefits of such a purchasing strategy. Cold calling. Analyze new markets.
As an energy trader what would be most beneficial to use? (Check all that apply)	Up-to-date tariff information integrated into your pricing methodology for each LDC tariff Ability to support all sales channels utilizing a common pricing structure Ability to transfer energy pricing universally to support all the sales channels Accuracy in LDC forecasts such as; retail margin, market size, percent penetration, etc. Ability to incorporate the cost of each sales channel into the proposal's price Automating the pricing of the majority of all sales proposals Reduction in LDC switching paperwork rejections by the LDCs The ability to sell natural gas anywhere in the USA.
What do you want to generate? (Check all that apply)	Natural gas sales proposals Value-added or bundled services sales proposal Billing audits Best tariff rate analysis Defined purchasing options for a customer's energy needs Bundled offer Detailed burner-tip comparison City gate prices Other:
What software do you want your proposal, tariff information and LDC transaction documents to integrate with? (Check all that apply)	CRM SFAs Billing engine Internet site Supplier's site Customer site Trading software Legacy systems Other:
Do you offer each customer a choice of purchasing options with each proposal? (Check all that apply)	The sales channel creates one choice The sales channel presents one offer based upon a consultative meeting The sales channel is a e-bid, requiring submitting of a price bid based upon the customer's requirements The sales channel offers multiple but standardized purchasing options Each sales channel offers varied purchasing options based upon geography (zip code or city gate zone), usage history or customer valuation.
How are your internal sales agent's (Account Executives) efforts directed?	locally (per facility/location) centrally (corporate decision marker or purchasing department)
Would your relationship allow you to serve additional facilities (even if your were not the physical provider) if your could consolidate their purchase?	Yes No
Do you make use of email services with your customers?	Yes No
Would you be interested in receiving a current LDC market valuation for each tariff (for use in mark-to-market valuation)?	Yes No
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