Leveraging The Power of Trade Ally Programs

Eric de LacosteProgram Manager, Customer Engagement

Eversource Energy

Eversource Overview

Eversource Energy's gas business serves 504,000 customers in 122 communities in MA and CT covering 3,376 square miles.

Formerly Yankee Gas (CT) and NSTAR Gas (MA)

Re-branded in February, 2015 3.6 million total gas and electric

customers in CT, MA and NH

Selling Gas Conversions Past 4 Years

New Reality

8/25/15

Reasons Customers Don’t Switch

GAS AVAILABILTY

COST TO SWITCHCOST TO SWITCH

INERTIA

LACK OF AWARENESS

OIL VS. GAS PRICESAFETY CONCERNS

Current Contractor Program - CT

Comprehensive Energy Strategy (CES)

Utilize a “network” of heating contractors to support growth effort– Free market methodology – we respect the contractor’s

business and operations

– New customer satisfaction survey at conclusion of installation

Vetting Process– License Check

– BBB & Angie’s List

– Website review

Current Contractor Program - MA

Preferred Contractor Program

Pre-set pricing

Specific brand equipment

Various efficiency levels

Contractors agree to honor pricing to participate in program

Proposed Contractor Program – CT/MA

Value Price Contractor Program

VOLUNTARY – Participating contractors get “Value Price” logo by their name

Specific pricing for various tiers of efficiency

Brand-neutral – Contractors install their preferred name-brand equipment

Basic guidelines

– 120,000 BTU or less

– Two zones with new circulators

– Electrical and all permits included

– Includes equipment, labor, parts, and 50 feet of gas piping

– Removal of old equipment (not including oil tank)

Extra cost – higher BTU equipment, extra zones, chimney liners, extra duct work, oil tank removal, water heaters.

Preliminary Pricing

Standard-efficiency boiler installed -- $7,500

Mid-efficiency boiler installed -- $8,100

High-efficiency boiler installed -- $9,999

High-efficiency furnace installed -- $7,500

Conversion burner - $4,000

Proposed Contractor Program – CT/MA

Program to be widely marketed– Website

– Customer information packet

– Marketing collateral

– Email

– Sales team

Follow-up survey with each conversion customer– Collect information about pricing, experience etc.

– Information to be shared in future with customers

– Contractors not adhering to program get removed

Participating contractors get extra leads Future lead sharing including text messaging,

SalesForce.com etc.

Questions?