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Who's Who Among Energy Service Providers

Fortnightly Magazine - October 1 1998

to 125,000 HEFA workers. It hopes to take the same approach elsewhere, especially in Pennsylvania, where the competitive market began rolling out in July.

Exelon wants to "revolutionize the way customers access, use and manage energy and information," Cucchi says, beyond "old standard" services that boost energy performance or improve procurement. Provides energy performance services internationally, doing business in Canada, Europe, Asia and India.

C&I customers will be offered direct computer access so they can benchmark their utility bills and do business online. "Our intention is to roll that down, as it becomes more available, to other markets as well," says Cucchi.

The company also offers on-site energy services, such as it did for U.S. Steel, piping in methane from a landfill to power an 11-megawatt, low-emissions cogeneration plant. In a communications venture with AT&T Wireless, Exelon is building PCS and digital cellular networks, using its own infrastructure. The telcom services will be sold to large and small commercial users.

Emerging From the Midwest

Illinova Energy Partners, Oak Brook, Ill.

Ownership: Subsidiary of Illinova Corp.

Employees: 110, working in 11 states.

Business Volume: Less than 300 MW of retail power.

Goal: To serve as much as 5 percent of the national market.

Largest Customers: General Motors of North America, Hughes Electronics, University of Washington.

Competitors: Honeywell, Enron Energy Services, New Energy Ventures.

What Defines the Company: It recognizes that the best energy solution may not be its own and will tell customers so.

Company/Product Sketch: Company hopes to build electric C&I customers by leveraging its retail gas business. Conversely, hopes to build gas customers from its electric business, primarily in West and Midwest. It will do all this while selling more than 3,000 MW of wholesale power and supplying more than 800 million cubic feet of wholesale and retail natural gas.

Illinova Energy Partners' retail gas-electric split runs about 50-50, with more gas sales in Midwest and more electric in West and Northwest. Was one of first to provide retail electric in Montana. Doesn't see much market opportunity in Southeast and South; will focus on the Southwest.

Besides selling commodity, company offers software products and project management and engineering solutions to help customers use energy more efficiently. GM uses a package called EQ Service Bureau that audits and pays bills at more than 200 of its plants.

"We also act as a supplier to commercial and industrial customers through some alliances we've established with some municipals like Santa Clara, California," says David W. Butts, Illinova Energy Partners president.

Although he says no one has as complete an array of offerings as his company, he also notes the company doesn't push one offering. "We're vendor-neutral in terms of equipment and actually vendor-neutral on commodity," Butts says. "Obviously we can provide that commodity if the customer would like, but we have - and would - recommend an alternative supplier."

He says the company's first solution is to listen. Its goal is long-term relationships. By listening and offering solutions - wherever those solutions come from - Butts is confident his company can become a national