Experts at TEPA Annual Conference Say Differentiation is Key to Broker Success in Negotiating Procurement Deals

November 17, 2014

Experts at The Energy Professionals Association’s annual meeting last week in Houston say that brokers who offer a broader understanding of the energy industry – those who use strategies that go beyond the price point – are having the most success in negotiating retail supply deals among commercial and industrial customers.

A panel of industry experts addressed the topic in a discussion centered on trends in sales tactics and the future of energy buying. The speakers compared strategies of the past, which have historically been focused on pricing and rate comparisons, to methods more effective in today’s complex energy environment.

According to the group, customers are seeking a greater value proposition – one that goes beyond just getting a great deal on energy. Customer service, financial stability in providers, and knowledge of the issues driving the market are critical factors as well.

The event, which drew more than 300 energy professionals and legislators from across Texas, kicked off with a presentations on the role of domestic energy production in the global market followed by a panel discussion on using smart meter data to drive efficiency in consumption and engagement among consumers.

Afternoon talks included topics on the importance of accuracy in short- and long-term weather forecasting as well as regulatory and legislative trends impacting energy markets.

Presentations from the annual meeting are available to download here.

The Energy Professionals Association is a nonprofit entity composed of aggregators, brokers, consultants, retail energy providers, and affiliate members. The group specializes in providing market knowledge to help consumers make the best energy procurement choices. For more information on the association, visit www.tepatexas.org.