Ohio Energy. Workshop HH. Understanding & Managing Your Risks A Real Time Approach for Long-Term Power Purchases

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1 Ohio Energy Workshop HH Understanding & Managing Your Risks A Real Time Approach for Long-Term Power Purchases Thursday, February 26, p.m. to 3:15 p.m.

2 Biographical Information Dave Laipple, Regional Sales Director, Champion Energy Services 470 Olde Worthington Rd., Westerville, OH D M: Dave is a Regional Sales Director for Champion Energy Services and is responsible for leading commercial and industrial direct sales efforts in PJM. He has spent the last 24 years in the energy industry, where he has held senior leadership roles in sales, account management, business development and national accounts. Before coming to Champion, Dave spent 9 years on the broker side of the business leading various sales and operations teams at World Energy. During his last 3 years there, he lead all of World s wholesale, industrial, commercial and mid market energy sales efforts utilizing both direct and partner sales channels. Prior to World Energy, Dave worked with Access Energy, Enron Energy Services, Accent Energy and Johnson Controls. Most of that time was at Enron where he led numerous regional and national sales teams marketing electricity, natural gas and risk management services to large commercial and industrial clients. He has lived and been based out of Central Ohio this entire time. Dave holds a BA in Business Administration from Capital University and an MBA from the University of Dayton. Andrew S. Barth Links Energy Partners, LLC Houston, TX Andrew Barth is the Senior Vice President of Sales for Links Energy Partners, LLC, a national Demand Response service provider and software company that combines industry experience, customer service, and technology to offer a fully integrated energy solution. Links Energy Partners is located in Houston, TX where Andrew is responsible for facilitating and coordinating the sales organization throughout the United States. Andrew previously served as the Vice President of Business Development for World Energy Solutions (NASDAQ: WXES), a national energy management firm that assists clients in implementing strategies to control and reduce energy costs through the application of consulting and brokerage services. Andrew began his career in the energy business at Access Energy Services in Houston in 2004 before taking a position with GSE Consulting, LP (formerly Gulf States Energy) in In 2011, Andrew relocated to Dallas, TX and served as Director of Sales for the Dallas and Fort Worth offices and remained in that position through the acquisition of GSE Consulting by World Energy Solutions in November In 2012, he transitioned to Director of National Sales where he recruited, developed, and managed several regional sales teams across the country before accepting the position of Vice President of Business Development relocating back to Houston in His expertise lies in the planning and sourcing of commodity procurement strategies, risk management, and the development of efficiency and sustainability initiatives. Andrew resides in Houston, TX, and is a certified member of The Energy Professionals Association, where he currently serves as Vice President of the organization.

3 Understanding Your Risk Real Time Strategies for Long Term Energy Purchases

4 Agenda Champion Energy Services Overview Understanding Your Risk Profile Understanding The Markets Understanding Your Options Tracking and Monitoring Questions 2

5 Company Overview Company Overview Headquartered in Houston, TX with over 200 employees Provides retail energy to customers in Texas, Ohio, Illinois, Pennsylvania, New Jersey, Maryland, New York, Delaware, Massachusetts, Connecticut and District of Columbia Serves over 2.5 million Residential Customer Equivalents ( RCE ) Operates in ERCOT, PJM, NYISO, ISO NE and MISO markets Providing natural gas services to customers in Illinois since August 2012 Largest retail electricity provider un affiliated with a utility or Independent Power Producer ( IPP ); 7th largest non residential retailer of electricity in the U.S.; the fastest organically growing nonresidential retailer in the U.S. for the last twelve month period Customers acquired through internal sales team, third party aggregators, brokers and consultants Company hedges all sales contracts when executed Effective mitigation of commodity risk (conservative risk profile) Historical load data utilized for hedging; proactively manage supply to load Presence by State and Customer Type Customer Categories Served Regions Serving Since C&I Residential TX 2002 IL 2007 PA 2009 OH 2010 NJ 2011 IL (gas) 2012 MD 2012 NY 2013 DE 2014 DC 2014 MA 2014 CT 2015 Residential 10% 2014 Customer Load Mix Commercial & Industrial 90% Source: Company, DNV KEMA Retail Landscape Report (September 2014) RCE based on 14 MWh in ERCOT and 9 MWh in non ERCOT markets 3

6 Understanding Your Risk Profile To determine a solution that's truly customized for you, you will need to assess a range of factors like your business drivers, budget flexibility and risk tolerance. Building Your Profile Risk Assessment Identifying your risk tolerance to balance cost volatility and market participation Load Analysis Analyze your load profile and identify patterns in your usage data with respect to time, location, and volumes. Making necessary adjustments to account for future changes such as construction remodeling, system maintenance, or planned closures can help your company save money. Buying Strategy Evaluate a suite of recommended products based on your company s energy spend and appetite for risk. Alternatively, you can look to tailor products with set fixed components and discuss various pass throughs that may be advantageous to your company. Contract Negotiation Negotiate a contract that meets your company s strategic goals. Contract Execution A negotiated and executed contract will move on into enrollments, where you should be able to view your contract and billing and usage details online. Bill Reconciliation If any billing questions arise, your Sales Rep or REP s Customer Service will be able to assist. 4

7 Product Risk Reward Tradeoff Non energy Costs: Capacity Ancillary Services Transmission RPS Energy Cost: High volatility Product Continuum and Range of Outcomes: Cost fluctuation vs risk premiums Choose the mix to match risk/reward profile 5

8 Energy Market Update $45.00 $44.00 $43.00 $42.00 $41.00 $40.00 $39.00 $38.00 $37.00 $36.00 PJM W Hub 7x24 Calendar '16 Fixed Price PJM W Hub 7x24 Calendar '17 Fixed Price $45.00 $44.00 $43.00 $42.00 $41.00 $40.00 $39.00 $38.00 $37.00 $ $/MWh 8/14/ /14/ /14/2012 2/14/2013 4/14/2013 6/14/2013 8/14/ /14/ /14/2013 2/14/2014 4/14/2014 6/14/2014 8/14/ /14/ /14/2014 $/MWh $45.00 $43.00 $41.00 $39.00 $37.00 $35.00 PJM W Hub 7x24 Calendar '15 Fixed Price $/MWh

9 Capacity Market Issues PJM Capacity Performance (CP) proposal to replace current Base Capacity product? Increased performance requirements of capacity resources expected to increase costs Pending FERC approvals make implementation timing uncertain Handling of Demand Response also yet to be resolved 7

10 What is the right product for your company? LOW RISK TOLERANCE OPTIONS FIXED PRICE Best Suited for Companies that: 1. Have a high need for budget certainty and predictability LOAD PROFILE WITH FIXED PRICE VS. INDEX PRICE 2. Can't absorb large overages in the event of market fluctuations 3. Don't regularly keep up with natural gas and power market movements 4. Don't leverage electricity purchasing as a competitive advantage 5. Set budgets on long timelines with little to no flexibility 8

11 What is the right product for your company? LOW RISK TOLERANCE OPTIONS HYBRID BEST SUITED FOR COMPANIES THAT: 1. Want to pursue market opportunity, but require some protection LOAD PROFILE WITH HYBRID VS. INDEX PRICE 2. Can tolerate moderate budget fluctuations and overages 3. Understand when market prices are most volatile 4. Have a moderate understanding of power market movements 9

12 What is the right product for your company? MEDIUM RISK TOLERANCE OPTION BLOCK & INDEX BEST SUITED FOR COMPANIES THAT: 1. Can curtail electricity use outside of secured blocks LOAD PROFILE WITH BLOCK & INDEX 2. Have some understanding of power market movements 3. Run on predictable business cycles 4. Can tolerate limited price fluctuations 5. Want to secure some of the load but pursue market opportunity 10

13 What is the right product for your company? MEDIUM RISK TOLERANCE OPTION MANAGED PRODUCT BEST SUITED FOR COMPANIES THAT: 1. Want to time purchases with the market 2. Desire to purchase power as a fixed percentage or in blocks at varying times 3. Can tolerate moderate budget fluctuations if a portion of the load remains unfixed 4. Have a moderate understanding of power market movements POSSIBLE LOAD PROFILE WITH MANAGED PURCHASE 11

14 What is the right product for your company? HIGH RISK TOLERANCE OPTION INDEX PRODUCT BEST SUITED FOR COMPANIES THAT: 1. Have the flexibility to quickly adjust energy usage up or down LOAD PROFILE WITH INDEX VS. FIXED PRICE 2. Leverage electricity purchasing as a competitive advantage 3. Follow natural gas and power market movements closely 4. Can pass costs on directly to their customers 12

15 Customer Benefits Economic incentives Cost reductions via avoided tariff charges Lower energy consumption = lower cost Shared social benefit On site generation can greatly improve your DR program incentive Demand Response Monetizing your electricity spend with Demand Response Demand Response: Demand Response is a service provided by customers willing to interrupt a portion or all of their electric load in exchange for a payment. It is an additional emergency tool for ERCOT operators to reduce the likelihood of rolling blackouts during grid emergencies.

16 Creating Your Curtailment Strategy

17 Demand Response Dashboard Tracking your Demand Response Experience

18 Champion Energy Dashboard Supporting your DR initiatives by providing you PJM pricing and real time system events

19 Champion Energy Dashboard Supporting your DR initiatives by providing you PJM forward curve pricing for terms 1 23, 24,36, 48 and 60 months

20 Champion Energy Dashboard Supporting your DR initiatives by providing you PJM forecasts, pricing and your real time usage data

21 Champion Energy Dashboard Estimated Usage and Energy Charge (last 30 days)

22 Champion Energy Dashboard Monitor forward curve changes by date traded

23 Champion Energy Dashboard Monitor forward curve changes by date traded

24 THANK YOU! 22

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