Sales
The sequence to handling an objection
1) Acknowledge
2) Rebuttal
3) Repeat question or order
Kilowatt Hour Definition
A measurement of electric usage.
MCF Definition
A measurement of gas usage equal to 1 thousand cubic feet of gas
Two electric utilities in PA and OH
PPL, PECO, UGI, Penn Power, West Penn Power, Penelec, MetEd, Duquesne Light
Ohio Edison, Toledo Edison, Illuminating Co (CEI), AES (DPL), AEP, Duke
First thing said when reaching a decision maker
Introduce yourself and brand the call
Transmission Definition
The charge for moving high voltage electricity from the generator to the utility.
MMBTU Definition
A measurement of Gas equal to 1 million British Thermal Units
Two electric utilities in NY
NYSEG, RG&E, National Grid, ConEd, PSEG LI, Central Hudson
I have a broker already
It never hurts to get additional bids/offers so you can compare the two.
Add/Delete Definition
The ability to add or delete usage or accounts from an agreement without additional cost being incurred.
CME Group
Chicago Mercantile Exchange - a commodity trading group, they track the wholesale cost of all commodities.
The deregulated states served by the utility First Energy
PA, OH, MD, NJ
I want to wait
Explain where the market is now compared to where it will be in the future.
Early Termination Fee
This is a fee levied upon a company for breaking their contract early.
Henry Hub Definition
The largest gas pipeline based in Louisanna, the wholesale market is based on the prices set at this location.
All Pennsylvania Electric utilities
PPL, PECO, UGI, Penn Power, West Penn Power, Penelec, MetEd, Duquesne Light
I am not interested.
I understand, I am not trying to sell anything, I am calling about your current energy contract – do you know when that expires?
Capacity Definition
This is a cost paid to ensure there is always enough energy on the power grid at any given moment.
Basis Definition
The difference in cost from the Henry Hub to the local utility delivery point, essentially the same as Transmission but for gas.
All Ohio Electric and Gas utilities
Elec: Ohio Edison, Toledo Edison, Illuminating Co (CEI), AES (DPL), AEP, Duke
Gas: Columbia Gas, Centerpoint (Vectren), Duke, Dominion East OH, Dominion West OH