Blog

April 07, 2020

How to Manage an Energy Brokerage through a Health Crisis

The majority of the retail energy brokerages are still tasked with generating revenue and keeping their pipeline and top-line strong. The reality is that our current environment is driving risk in every deal. The good brokerages are rightfully concerned about their pipeline and effectiveness of their sales organizations within this new situation. Customers and prospects are going to be more cautious in their buying decision and sales reps aren't going to be able to be face-to-face to help leverage the relationship to close the deal.

Companies are rushing to protect their employees from the spread of the coronavirus. There is a wide range of things that are affecting energy brokers. From the PUC’s in Pennsylvania, Ohio, New Jersey and other states are putting a halt to door to door sales published by energychoicematters.com. This would have an immediate impact on the traditional brokerage business. Other cancelations we’ve seen are conferences, restriction of non-essential travel, reduction of company events, and the establishment of remote work arrangements, there’s a real possibility that in-person customer meetings will be canceled. This is the new “normal” for the coming days, weeks, or even months.

There’s no better time then now for energy brokers to move their business to the cloud and embrace all things digital. Working remote isn’t easy for everyone, but it can be if you have the right systems in place you’ll be able to increase your sales and back-office team’s overall productivity for your organization.

When searching for the most productive technology tools for streamlining your remote energy brokerage, it’s important to make sure that each tool helps improve the remote efficiency of the organizations and is well designed specifically for the end-user.

1. CRM

CRM

In our past blog posts, we talked about how the CRM eliminates the most common pitfalls energy brokers deal with. But let’s face it, many “Big Box CRM’s” are not easy to use. They are not easy to customize out of the box and can be very expensive when it comes to hiring a consulting develop shop to customize it to fit.

  • When searching for a CRM provider, you want to make sure it’s their core business and their not a consulting develop shop. The time will come when you need technical support, consulting develop shops will end up charging additional for support.
  • When it comes to functionality focus on a CRM that’s industry-specific.
  • That it eliminates redundant data entry.

2. COMMUNICATION TOOL

Communication Tool

When employees need to communicate with one another, or when managers need to communicate with direct reports, messaging allows instant communication to take place with only a few key strokes. Some of the benefits are:

  • Effective communication helps to build the team.
  • Business communication boosts employee morale.
  • Business communication increases overall customer satisfaction
  • Business communication improves productivity

3. PRICING TOOL

Pricing Tool

One of the most time-consuming tasks for many energy brokers or pricing teams is requesting and obtaining up-to-date pricing from suppliers. If you have more than 5 suppliers, you’re losing valuable selling-time to this task. That’s why you should look for a technology that does it for you within one request.

  • Look for a solution that alleviates tedious data entry and lengthy spreadsheet lookups.
  • Instant access to pricing from all your suppliers, so you can spend your time selling the energy, not consistently updating rates.
  • It should have the ability to automatically submit requests for custom pricing to suppliers of your choice.

4. PROPOSALS AND CONTRACTS AUTOMATION TOOL

Generate Contracts

E-sign

Booking Confirmation

This is important because not only is it what makes a memorable impression on the client but it allows them to know what to expect from your energy brokerage.

  • Provides instant pricing analysis
  • Ability to add term sheet.
  • Suppliers’ marketing info.
  • Summary of your energy brokerage and services.
  • Any legal disclaimers.
  • Send E-Sign suppliers’ matrix contracts by state, or automatically request contracts with specially negotiated terms from suppliers.

LOOKING FOR ALL FEATURES FOR YOUR REMOTE BROKERAGE WITHIN A SINGLE PLATFORM?

BrokerX is an innovative cloud platform that allows energy brokers to streamline their business by giving them the ability to manage the entire customer lifecycle while simplifying back-office operations. It eliminates redundant tasks, while providing tools for easy collaboration and communication, while shortening the sales cycle.

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