I have worked in the telecom industry as head of marketing, in customer care and as a business consultant — I saw what happened there. More recently, I have also seen some of the best and the worst of stakeholder communications at electric utilities — including while I directed a large smart meter deployment, a very challenging activity for customer relationships. Beyond the obvious like using social media, online self-support, and efficient call center operations, There is one thing that electric utilities should do to improve their chances to maintain healthy customer relationships as the industry is transforming: lead the change.
“Someone’s going to cannibalize our business — it may as well be us. Someone’s going to eat our lunch. They’re lining up to do it.”
That was Alectra Utilities CEO, Brian Bentz, speaking at the Energy Storage North America in 2017.[i]
Utilities have a choice: lead change or have change done to them. The latter might hurt customer satisfaction more than the former.
Like telephone companies of the past, electric utilities could try to forestall the coming change, or even to reverse it, hoping to get back to the good old days. In fact, this is rather easy, as there is a lot of inertia built in a utility, often for good reasons: public and worker safety, lifelong employment culture, good-paying unionized jobs, prudency of the regulated investment process, long-lasting assets, highly customized equipment and systems, public procurement process, dividends to maintain for shareholders, etc. For utility executives, effecting change is never easy.
In the end, however, resisting change is futile. Customers are able to start bypassing utilities by installing solar panels and storage behind meters, keeping the utility connection as a last resort. It is just a matter of time before the economics become good enough for many industrial, commercial and residential customers, with or without net metering. Customers will do it, grudgingly, but they’ll do it. This will also leave fewer customers to pay for the grid, sending costs up and stranding assets, therefore increasing rates for customer unable to soften the blow by having their own generation, further antagonizing the public… A death spiral of customer satisfaction.
So, what should utilities do? Here are three examples of utilities that have embraced change and made it easy for their customers to adopt change:
- Green Mountain Power (GMP) in Vermont helps customers go off the grid. Combining solar and battery storage, the Off-Grid package provides GMP customers with the option to generate and store clean power for their home that would otherwise come from the grid. The Off-Grid package is customized for each customer and includes: an energy efficiency audit, solar array, battery storage, home automation controls, and a generator for backup. Customers pay a flat monthly fee for their energy.[ii]
- GMP is also deploying up to 2,000 Tesla Powerwall batteries to homeowners. Homeowners who receive a Powerwall receive backup power to their home for US$15 a month or a US$1,500 one-time fee, which is significantly less expensive the US$7,000 cost of the device with the installation. In return, GMP uses the energy in the pack to support its grid, dispatching energy when it is needed most.[iii] Not surprisingly, results of a recent GMP customer satisfaction survey showed that customer satisfaction continues to rise.[iv]
- ENMAX proposed to use performance-based regulation to the Alberta Utility Commission (AUC). The AUC set the regime in 2009. performance-based regulation has since then been expanded to other Alberta utilities. ENMAX stated that a number of efficiency improvements and cost-minimizing measures were realized as a result of its transition to a regulatory regime with stronger efficiency incentives. ENMAX indicated that it would not have undertaken these productivity initiatives under a traditional cost of service regulation.[v]
- PG&E selected EDF Renewable Energy for behind-the-meter energy storage. The contract allows EDF RE to assist selected PG&E customers to lower their utility bills by reducing demand charges, maximizing consumption during off-peak hours, and collecting revenue from wholesale market participation. [vi]
[i] As reported by UtilityDIVE, https://www.utilitydive.com/news/alectra-utilities-ceo-someones-going-to-cannibalize-our-business-it-ma/504934/, accessed 20180102.
[ii] See https://www.greenmountainpower.com/press/green-mountain-power-first-utility-help-customers-go-off-grid-new-product-offering/, retrieved 20171229.
[iii] See https://www.tesla.com/blog/next-step-in-energy-storage-aggregation, retrieved 20171230.
[iv] see https://www.greenmountainpower.com/press/green-mountain-power-survey-shows-customer-satisfaction-continues-rise/, retrieved 20171230
[v] Performance Based Regulation, A Review of Design Options as Background for the Review of PBR for Hydro-Québec Distribution and Transmission Divisions, Elenchus Research Associates, Inc., January 2015, page A-25.
[vi] See http://www.energystoragenetworks.com/pge-selects-edf-behind-meter-energy-storage-contract/, retrieved 20171230.