Vertriebscontrolling im Stadtwerk: Steuern Sie Ihren Erfolg durch Kennzahlen

Energy supply companies are faced with the question of how they can adapt their reactivity to the volatile markets and gain competitive advantages with suitable business instruments. A well thought-out sales strategy is indispensable for a lasting market positioning. This is based not only on the commitment of the sales staff, but also on precise knowledge of the revenue, cost and sales factors. Municipal utilities in particular have to face competition with limited resources and limited possibilities. This book shows to what extent sales controlling is implemented at energy suppliers and which instruments are particularly suitable for municipal utilities with fewer than 50,000 customers in order to obtain a meaningful overview of the sales situation. The key performance indicator system presented here enables market-related and