Energy Brokers: Friend or foe?

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1 A Datamonitor Brief Energy Brokers: Friend or foe? Publication Date: Apr-06 Product Code: focused Hundreds of hours of analyst time distilled into a few pages While competing directly with suppliers, Third Party Intermediaries (TPIs) also work closely with utilities to serve their clients. Datamonitor completed a survey with 50 UK energy brokers in March 2006 asking them about the reputation of electricity and gas suppliers in the B2B energy market. thought-provoking For details of all Datamonitor briefs, go to: Fresh opinions and out-of-the-box thinking

2 Scope and coverage A quantitative assessment of which UK electricity and gas suppliers the TPI sector perceive to have a good or bad reputation An examination of how brokers rate the competency of suppliers billing, price setting, tendering and contracting services An understanding of which suppliers are more accommodating of TPIs and the impact this has on their reputation An insight into the changing relationship between TPIs and UK energy suppliers in the current high price climate Key findings and highlights TPIs have widely ranging opinions on the reputation of energy suppliers and reputation is based on their ability to provide an all-round credible service. Supplier reputation hinges on their desire to serve the broker. Energy suppliers must serve brokers as well as customers. The status of the market is adversely affecting the relationship between suppliers and TPIs. Reasons to purchase Use this report to find out who TPIs perceive to be the best reputation for energy supply Identify specific core competencies that the TPI sector rate positively and negatively to bolster broker relationships Understand how the current high price climate is changing the relationship between the TPIs and UK gas and power suppliers Contact us...

3 Energy Brokers: Friend or foe? Datamonitor: Your total information solution Datamonitor is a premium business information company helping 5,000 of the world's leading companies across the Automotive, Consumer Markets, Energy, Financial Services, Healthcare and Technology sectors. Our products and services are specifically designed to support our clients key business processes from corporate strategy to competitive intelligence. We provide an independent and trustworthy source of data, analysis and forecasts to improve these processes and ultimately, to help grow your business. Corporate Strategy & Business Planning Product Development & Commercialization Targeting & Influencing the Market Market & Competitive Intelligence Quality Data Expert Analysis Future Forecasts Make more effective strategic and business decisions Accelerate delivery of commercial success Assess and influence your commercial and market environment Maintain or obtain critical competitive advantage HELPING TO GROW YOUR BUSINESS No-one speaks louder than our clients Bord Gais BP British Energy Centrica (BG Trading) Cepsa ChevronTexaco Dalkia EDF Energy E.ON Electrabel Electricité de France Electricity Supply Board Endesa Essent Eskom Exxon Mobil Fortum Galp Energia Gas Natural Gaz de France Gilbarco Veeder-Root Iberdrola Kuwait Petroleum Norsk Hydro npower Repsol RWE Scottish & Southern Energy Scottish Power Shell Group Statoil Total United Utilities Vattenfall Verbund 89% of our clients use Datamonitor research to develop competitive intelligence Source: Datamonitor Customer Research

4 Table of contents DATAMONITOR VIEW CATALYST SUMMARY METHODOLOGY ANALYSIS TPIs have widely ranging opinions on the reputation of energy suppliers - TPIs believe the relative inexperience of many gas suppliers undermines their reputation - TPIs believe BE to be the most reputable supplier - RWE npower has the worst reputation amongst TPIs Supplier reputation is based on their ability to provide an all-round credible service - British Energy's reputation is based on a standard of service that a TPI can confidently recommend - RWE npower's reputation results from a perception of poor service - Service determines a supplier's reputation amongst TPIs - TPIs do not believe other gas suppliers are as credible as the former monopoly - Reputation with TPIs is based on everything the supplier does Supplier reputation also hinges on their desire to serve the broker - Supplier reputation is based on how well it serves both customers and TPIs - BE is perceived to be the most broker friendly power supplier - The two market leading gas suppliers are perceived to be the most broker friendly The status of the market is adversely affecting the relationship between suppliers and TPIs - The demise of new entrants in the power market is a concern for TPIs - TPIs think specialist suppliers can cherry pick custom and increase MEU prices - Suppliers increasingly target different types of buyer on the basis of meter APPENDIX FIGURES Figure 1: TPI ranking of electricity supplier reputations Figure 2: TPI ranking of gas supplier reputations Figure 3: Consolidated TPI opinion of British Energy Figure 4: Consolidated TPI opinion of RWE npower Figure 5: TPI view of British Energy's competencies Figure 6: TPI view of RWE npower's competencies Figure 7: Net TPI view of UK electricity suppliers Figure 8: Net TPI view of UK electricity suppliers Figure 9: Net TPI view of UK gas suppliers Figure 10: TPI view of the best and worst supplier by competency Figure 11: Broker friendliness versus Power supply reputation Figure 12: Broker friendliness by electricity supplier Figure 13: Broker friendliness by gas supplier Figure 14: The demise of new entrants Figure 15: TPI view on supplier specialisation Figure 16: Power Supplier shares by volumes across buyer segments Contact us...

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