are you watching your key accounts?

Are You Watching Your Key Accounts?

Anthony C. CannonAssistant General Manager/COOGreenville Utilities Commission

October 27, 2009

Keeping a Watchful Eye…..

• About GUC• Team Approach• Data Analysis• Relationship

Management

Industrial / Manufacturing Base

•9% of Workforce

•14% Utility Consumption

•11% Utility Revenues

Hub for Regional Health Care

•22% of Workforce•9% Utility Consumption•8% Utility Revenues

Education Center

•15% of Workforce

•8% Utility Consumption

•7% Utility Revenues

“A One-Stop Shop”

Electric

Wastewater Natural Gas

Water

Electric

Quick Facts 63,000 connections

City/75% Pitt Co.

Purchased power

1.5 billion kWh

Water Quick Facts 34,000 customer

connections

WTP – 22.5 mgd capacity

Deep wells – 2 mgd

Average treatment – 10.8 mgd

Maximum daily usage – 16.2 mgd

618 miles of pipeline

WastewaterQuick Facts

• 27,500 customer connections

• City/adjacent areas• WWTP – 17.5 mgd

capacity• Average – 8.9 mgd• 464 miles of pipeline

Quick Facts• 22,000 customer

connections• 1,016 miles of

pipeline• Purchased gas• LNG

Natural Gas

What is a Key Account to GUC?

• Any customer that can impact the utility systemUsage

Revenue

Demand/Operations

Politically

What is a Key Account?

Partnering With Key Accounts

• Commercial, Industrial & Institutional Customers

• Mutual Benefits – Profitability & Sustainability

• Key Relationships• Provide Support &

Assistance

Jan-0

8

Feb-08

Mar-08

Apr-08

May-08

Jun-0

8Ju

l-08

Aug-08

Sep-08

Oct-08

Nov-08

Dec-08

Jan-0

9

Feb-09

Mar-09

Apr-09

May-09

Jun-0

9Ju

l-09

Aug-09

Sep-09

0

100

200

300

400

500

600

700

January 2008 – September 2009

New Installation Work Orders

Keeping a Watchful Eye…..

• Team Approach• Data Sharing &

Analysis• Relationship

Management

A Team Approach

GUC Key Accounts Team

Keeping a Watchful Eye…..

• Team Approach• Data Sharing &

Analysis• Relationship

Management

Data Sharing & Analysis

Days Sales OutstandingJa

n-04

Mar-0

4May

-04

Jul-0

4Sep

-04

Nov-0

4Ja

n-05

Mar-0

5May

-05

Jul-0

5Sep

-05

Nov-0

5Ja

n-06

Mar-0

6May

-06

Jul-0

6Sep

-06

Nov-0

6Ja

n-07

Mar-0

7May

-07

Jul-0

7Sep

-07

Nov-0

7Ja

n-08

Mar-0

8May

-08

Jul-0

8Sep

-08

Nov-0

8Ja

n-09

Mar-0

9May

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Jul-0

9

10.00

15.00

20.00

25.00

Day

s

January 2004 – July 2009

Accounts Receivable – Past DueJa

n-04

Mar-0

4May

-04

Jul-0

4Sep

-04

Nov-0

4Ja

n-05

Mar-0

5May

-05

Jul-0

5Sep

-05

Nov-0

5Ja

n-06

Mar-0

6May

-06

Jul-0

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-06

Nov-0

6Ja

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Mar-0

7May

-07

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7Sep

-07

Nov-0

7Ja

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Mar-0

8May

-08

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-08

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Mar-0

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$0

$300,000

$600,000

$900,000

$1,200,000

$1,500,000

$1,800,000

$2,100,000

Dol

lars

January 2004 – July 2009

Keeping a Watchful Eye…..

• Team Approach• Data Sharing &

Analysis• Relationship

Management

Relationship Management

• Spend time with your key accounts• Communicate• Share information• Don’t react prematurely

Relationship Management

Keeping a Watchful Eye…..

• Team Approach• Data Sharing &

Analysis• Relationship

Management

Are You Watching Your Key Accounts?

Anthony C. CannonAssistant General Manager/COOGreenville Utilities Commission

October 27, 2009