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Who's Who Among Energy Service Providers

Fortnightly Magazine - October 1 1998

in more than 40 states.

Business Volume: Would not disclose; has signed about $1.5 billion in contract obligations through the first half of the year.

Goal: A dominant national market position.

Largest Customers: Pacific Telesis Group, California State University and the University of California, General Cable Corp.

Competitors: PG&E Energy Services, DukeSolutions, The Southern Co.

What Defines the Company: Its commitment to a deregulated marketplace as a comprehensive energy services provider.

Company/Product Sketch: Who doesn't know Enron? What ESP doesn't count the company as its competitor?

Marty Sunde, senior vice president of business development, says the company is trying to go beyond simply being a commodity supplier, to be a premier energy services outsourcer. If that means managing the mail room, count Enron in. At Mobil's world headquarters, they deemed taking care of the shoeshine concession just a "natural part of the outsourcing process" for Enron - believe it or not.

Company hopes to establish a presence "inside the box," much as Intel has with microchips. Is readily forging relationships with large property management firms like Coldwell Banker.

Enron focuses on businesses with multiple locations, the Fortune 5,000, and nine industry segments, including health care, retail distribution and manufacturing.

Its most popular products are in commodity management, asset management and capitalizing financial strategies. "Those three pillars are the basic product offerings we have, and we like to blend them together and take away the complexity of that for the clients," Sunde says.

He says Enron is spending in the single-digit millions to market its C&I business. Lately, it is spending more time on recruiting employees from other industries, such as investment banking or manufacturing, so that it can staff up with people who understand all facets of energy management.

Sunde believes there's an international market for comprehensive energy outsourcing. It will pursue that market on its way to four major goals: measuring and tracking client satisfaction, contracting dramatic growth that outpaces the industry, increasing operating effectiveness to boost revenues and building a motivated workforce.

Seeking a Niche

Exelon, Philadelphia

Ownership: Subsidiary of PECO Energy Co.

Employees: 250, active in Pennsylvania, Massachusetts, New Jersey, Delaware, Maryland.

Business Volume: $150 million in gross billings (doesn't include telecommunications business or its largest client).

Goal: 10 percent of national market.

Largest Customers: The Massachusetts Health and Education Facilities Authority, U.S. Steel Group's Fairless Works, McDonald's Corp.

Competitors: In commodity sales, Enron Energy Services, PG&E Energy Services, Duke Energy Trading and Marketing. In energy services, Johnson Controls, Honeywell.

What Defines the Company: Ability to combine energy commodity with energy services and telecommunications.

Company/Product Sketch: Preceded by three brand names - Horizon Energy, EnergyOne and Horizon Group - all with varied levels of success, Exelon now seeks to "be the easiest company for customers to deal with," says Gregory A. Cucchi, Exelon president. It wants to do that by offering multiple services, first to commercial-industrial clients and then through those clients to their employees.

That's the route it plans to take with the Massachusetts HEFA contract, worth $115 million in gross annual billings. The deal introduced its name