Growing internationalization, coupled with the advent of eBusiness, is sweeping
 

 
aside the old boundaries of electricity markets.

 

 


 

 
The liberalization of the European energy industry has also made Europe the main
 

 
target for power sector acquisitions in the world, accounting for 64% of cross-border
 

 
deals in 1999.

 

 


 

 
The ability to create value by operating globally, sharing know-how in fuel procurement,
 

 
electricity contracting and financing on a world scale is going to be a key element
 

 
of competitiveness for those companies who want to bring best returns to their
 

 
shareholders.

 

 


 

 


 

 


 

 
Companies looking to set up a major European presence will obviously be looking
 

 
at ways to gain new customers, while retaining a large share of existing ones.
 

 


 

 


 

 
However the European electricity company of the future will be supplying to both
 

 
industrial markets and domestic markets and they will have to adapt their strategies
 

 
accordingly.

 

 


 

 
At the outset of competition, price will be the determining factor in the supply
 

 
of any industrial customer, yet this is forecast to change as the market becomes
 

 
more developed and services increase in importance.

 

 


 

 
In the domestic market, competitive pricing will have to be coupled with a strong
 

 
brand and a good, possibly innovative service offering.

 

 


 

 
The residential utility market will be characterized by tight margins and achieving
 

 
scale and scope will be vital to competitive success.

 

 


 

 


 

 


 

 
In this rapidly evolving market, you need not only up-to-date information, but
 

 
also reliable analysis and forecasting.

 

 


 

 
Customer Retention and Acquisition will provide you with a level of information
 

 
and analysis that is unsurpassed in the industry.

Chapter 1: Executive summary

Chapter 2: Market overview

Chapter 3: Customer retention and acquisition strategies

Chapter 4: Strategic options

Chapter 5: The future of customer retention and acquisition