Scottish Power’s strategic push to build deeper links with third party intermediaries (TPIs) in the I&C sector has entered its second phase.
The energy supplier embarked upon a strategic shift at the end of 2015, recognising that the relationships forged by TPIs could significantly enhance its business, which until then had focused almost exclusively on direct sales.
Since then, Scottish Power has worked to engage TPIs in a bid to improve its market presence and outline how partnerships can boost both energy supplier and TPI margins, as well as provide improved service delivery to business customers.
That work is paying off: Scottish Power is now ranked #5 when considering ‘how well suppliers are meeting the TPI’s needs’, according to Cornwall Energy’s annual league table, up from #13 a year earlier. Alan Davidson, Scottish Power head of I&C business sales, said the firm’s ambition over the next 18 months is to become the number one business energy supplier for TPIs.
For the second phase of that plan, Davidson says the firm is keen to engage TPIs around metering and data services provision and demand-side management. He thinks those areas in particular will help them to avoid margin squeeze over the year ahead, with TPIs keenly aware of the need to differentiate their service offering in an increasingly competitive market.
Scottish Power will outline details and opportunities for partners within those areas – and the broader business market – at the Energy Live Consultancy Conference at the Etihad Stadium in Manchester on 23 March. As one of the event’s key sponsors, Scottish Power will also host a CEO dinner for top TPI bosses the previous evening.
Brokers interested in attending, or simply finding out more, should contact: alan.davidson@scottishpower.com
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