POWERING THE POTENTIAL
The energy distribution services sector faces several challenges to meet the growing demand of the population. Commercialization margins are affected by changing market rules and competition, where each country's own regulations seek to protect users and consumers.
For some companies the growth strategy is aimed at commercial frontiers. This leads to innovating their proposals while presenting a comprehensive offer. Differentiation in the service provided and added values complementary to the energy supply are key factors in this commercial proposal.
- • Market segmentation and profitability analysis.
- • Redirection of commercial strategy according to real market opportunities.
- • Redistribution of routes and clients according to new commercial strategy.
- • Implementation of a new customer prospecting system and follow-up of offers (prospect pipeline).
- • Design and implementation of the system for approaching, selling (sales steps) and closing new business.
- • Design and implementation of a follow-up and coaching model for salespeople.
- • Increase in sales and improvement of the level of service provided.
- • Commercial force focus on regulatory opportunities.
- • Increased sales force productivity.
- • Increased sales force effectiveness by strengthening their training.
- • Increase in coverage.
- • Design of a system of typification and operative programming of connections.
- • Materials, supplies and resources planning system.
- • Design of preparation and adequacy visit systems to ensure proper planning.
- • Service level agreements by phase.
- • Management system of operational indicators by phase and connection status and customer information system.
- • Improved service scheduling compliance.
- • Reduced connection cycle times by improving service planning and execution.
- • Improved customer service level.
- • Reduction of pending accounts to be connected.
Collections and Budget Control
- • Design of billing and customer invoice delivery system.
- • Design of collection system per delinquency case.
- • Design detailed administrative and operative budgets by area.
- • Negotiation system with suppliers.
- • Definition and implementation of policies for execution and approval of expenses.
- • Design and implementation of a centralized budget control model.
- • Increase in preventive collections by ensuring correct billing and delivery.
- • Increased recovery.
- • Agility and clarity in operational and administrative purchasing processes.
- • Reduction of operating and administrative costs associated with connections and improvement of service level.
- • Reduction, optimization and control of administrative expenses.
“The project developed with London Consulting Group in the areas of energy and connection sales has increased our profitability rates.”
General Manager and Partner Vatia SA