Insights into the Intermediated B2B Energy Market in Great Britain 2010

Introduction

The third-party intermediary (TPI) is a key route to market for many energy suppliers, and provides invaluable guidance for energy consumers in a dynamic market. Rising wholesale prices in 2008 meant suppliers became increasingly cautious in their approach to the market, and the abundant levels of contracts that TPIs depended on reduced. Now the TPI is rising in importance once again.

Features and benefits

* The TPI market has changed significantly since 2008. This report looks at the changes to the TPI segment during this time, and to the future.
* Summary details of the major TPIs active in the market, and an assessment of their penetration of both energy majors and the SME sector.

Highlights

The TPI market has undergone major changes since 2008, and the impact and reasons for this are covered in detail. Despite increased legislation and restrictions in the number of available products which TPIs can offer to consumers, the TPI market share has contracted by only a marginal amount, and shows every sign of a strong recovery.

Your key questions answered

* Which energy users make use of a TPI and why?
* Which suppliers use TPIs to gain market share, and is this strategy consistent and successful?

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Executive Summary
The intermediated market is fragmented, but used widely by the MEU sector
The public sector is the main industry vertical that uses an intermediary in Datamonitor's survey
The use of intermediaries varies over time and in line with the economic outlook
Price is the main reason why customers use an intermediary, but there are important other reasons too
Online comparison sites are the biggest threat to conventional TPIs at the smaller end of the B2B market: TPIs need to promote their value-added expertise to remain competitive
The market needs to adhere to a standardized code of conduct that promotes transparency when coupled with well-informed customers
OVERVIEW
Catalyst
Summary
Methodology
WHAT IS THE INTERMEDIATED MARKET?
The intermediated market is fragmented, but used widely by the major energy user sector
WHAT SHARE OF THE MARKET GOES THROUGH AN INTERMEDIATED CHANNEL?
The public sector is the main industry vertical that uses an intermediary in Datamonitor's survey
Major energy users
Small and medium enterprises
DYNAMICS OF THE INTERMEDIATED MARKET
Supplier and customer factors drive intermediary use
Factors that increase intermediary use by suppliers
Factors that decrease intermediary use by suppliers
The use of intermediaries varies over time and in line with the economic outlook
Price is the main reason why customers use an intermediary, but there are important other reasons too
The use of intermediaries does not affect customers' overall satisfaction levels
Intermediated contracts appear more prevalent among recent market entrant suppliers
New entrant suppliers
WHAT ARE THE OPPORTUNITIES AND THREATS FOR INTERMEDIARIES AND SUPPLIERS?
Online comparison sites are the biggest threat to conventional TPIs, but are an opportunity for suppliers
Suppliers and intermediaries need to ensure they are not competing on price alone
HOW WILL THE MARKET PROGRESS?
The market needs to adhere to a standardized code of conduct that promotes transparency when coupled with well-informed customers
APPENDIX
Definitions
Methodology
The B2B Energy Buyer Survey 2010
Telephone interviews
Secondary sources
Further reading
Ask the analyst
Datamonitor consulting
Disclaimer

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