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首页> 外文会议>Asia's Largest Power Generation Conference and Exhibition Vol.2, Sep 22-24, 1999, Singapore >□THE DEVELOPMENT OF THE AUSTRALIAN COMPETITIVE RETAIL ELECTRICITY MARKETS: CHANGING CUSTOMER NEEDS AND RETAIL MARKETING STRATEGIES
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□THE DEVELOPMENT OF THE AUSTRALIAN COMPETITIVE RETAIL ELECTRICITY MARKETS: CHANGING CUSTOMER NEEDS AND RETAIL MARKETING STRATEGIES

机译：□澳大利亚竞争性零售电力市场的发展：不断变化的客户需求和零售市场营销策略

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摘要

Australia has progressively introduced competition into its wholesale and retail electricity markets. Wholesale competition has significantly reduced wholesale energy prices. SRC International's research into the development of competition in the retail market has shown energy prices have been reduced for contestable consumers and market share has been lost by the incumbent retailers to new market entrants. Price has been a major determinant in the contestable customers selection of their retailers but other factors; such as quality of customer service, retailer loyalty and value added service; have also influenced customers decision making. Retailers have improved their chances of winning customer contracts when they submitted competitively priced bids, used professional sales staff with good follow-up, submitted bids which addressed the customer's tender specifications and offered a range of value added services.
机译：澳大利亚已逐步将竞争引入其批发和零售电力市场。批发竞争大大降低了能源批发价格。 SRC International对零售市场竞争发展的研究表明，可竞争消费者的能源价格已经降低，而现有零售商将其市场份额丢失给了新的市场进入者。价格一直是决定零售商竞争性顾客的主要决定因素，但还有其他因素。如客户服务质量，零售商忠诚度和增值服务；也影响了客户的决策。零售商提高了赢得客户合同的机会，他们提交具有竞争力的价格的投标书，使用专业的销售人员进行良好的跟进，提交满足客户投标规格的投标书，并提供一系列增值服务。

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