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Are You Watching Your Key Accounts?

Are You Watching Your Key Accounts?. Anthony C. Cannon Assistant General Manager/COO Greenville Utilities Commission October 27, 2009. Keeping a Watchful Eye…. About GUC Team Approach Data Analysis Relationship Management. Industrial / Manufacturing Base. 9% of Workforce

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Are You Watching Your Key Accounts?

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  1. Are You Watching Your Key Accounts? Anthony C. Cannon Assistant General Manager/COO Greenville Utilities Commission October 27, 2009

  2. Keeping a Watchful Eye….. • About GUC • Team Approach • Data Analysis • Relationship Management

  3. Industrial / Manufacturing Base • 9% of Workforce • 14% Utility Consumption • 11% Utility Revenues

  4. Hub for Regional Health Care • 22% of Workforce • 9% Utility Consumption • 8% Utility Revenues

  5. Education Center • 15% of Workforce • 8% Utility Consumption • 7% Utility Revenues

  6. “A One-Stop Shop” Electric Water Wastewater Natural Gas

  7. Quick Facts • 63,000 connections • City/75% Pitt Co. • Purchased power • 1.5 billion kWh Electric

  8. 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

  9. Quick Facts • 27,500 customer connections • City/adjacent areas • WWTP – 17.5 mgd capacity • Average – 8.9 mgd • 464 miles of pipeline Wastewater

  10. Natural Gas • Quick Facts • 22,000 customer connections • 1,016 miles of pipeline • Purchased gas • LNG

  11. What is a Key Account to GUC? • Any customer that can impact the utility system • Usage • Revenue • Demand/Operations • Politically

  12. What is a Key Account?

  13. Partnering With Key Accounts • Commercial, Industrial & Institutional Customers • Mutual Benefits – Profitability & Sustainability • Key Relationships • Provide Support & Assistance

  14. New Installation Work Orders

  15. Keeping a Watchful Eye….. • Team Approach • Data Sharing & Analysis • Relationship Management

  16. A Team Approach

  17. GUC Key Accounts Team

  18. Keeping a Watchful Eye….. • Team Approach • Data Sharing & Analysis • Relationship Management

  19. Data Sharing & Analysis

  20. Days Sales Outstanding January 2004 – July 2009

  21. Accounts Receivable – Past Due January 2004 – July 2009

  22. Keeping a Watchful Eye….. • Team Approach • Data Sharing & Analysis • Relationship Management

  23. Relationship Management • Spend time with your key accounts • Communicate • Share information • Don’t react prematurely

  24. Relationship Management

  25. Keeping a Watchful Eye….. • Team Approach • Data Sharing & Analysis • Relationship Management

  26. Are You Watching Your Key Accounts? Anthony C. Cannon Assistant General Manager/COO Greenville Utilities Commission October 27, 2009

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