State Grid Jiangsu Electric Power has a strong front-end and a large back-end to expand the power substitution cake

China Energy Storage Network News: On April 20, Meng Yahong, head of the marketing department of Binhai County Power Supply Company in Jiangsu, came to Binhai County Grain Post-harvest Service Center to learn about the electricity demand from Gao Bing, head of the center. On March 31, the largest centralized electric drying project for state-owned grain depots in Jiangsu was launched here, with plans to install 35 new air source heat pumps. After completion, it is expected to replace 2.16 million kWh of electricity per year. This is the first project that Yancheng Power Supply Company plans to launch this year to fully promote electric energy substitution in 214 state-owned grain depots in the city.

State Grid Jiangsu Electric Power Co., Ltd. promotes the normalization of electric energy substitution, strengthens market development capabilities at the front end, takes the initiative to meet customer needs, and enriches business support methods at the back end to provide customers with high-quality power supply solutions and electricity services, improve customer stickiness, and achieve continuous growth in profit points. In the first quarter, the company replaced 6.15 billion kWh of electricity.

Establish a professional team to explore potential markets

In recent years, State Grid Jiangsu Electric Power has changed its previous situation of passively accepting customer needs and implementing projects in a scattered and sporadic manner. It has actively tapped potential, integrated the construction of front-end market development teams into the normalized management of electric energy substitution, promoted the integration of "market + customer manager" teams, and comprehensively built an electric energy substitution "dedicated personnel, dedicated posts, and professional support" business system.

Since September last year, Nanjing Power Supply Company has merged the market development (smart electricity consumption) class and the key account manager class in the urban area to form a "1+1" service team of electric energy substitution technical services and front-end development account managers. The team has expanded from less than 10 people at the beginning to more than 30 people now. District and county companies clearly stipulate that account managers should play a multi-functional role and expand the market while carrying out conventional marketing business. At present, the company's front-end development team has 112 people. Huai'an Power Supply Company has established a front-end team for the promotion of electric energy substitution market. At present, there are more than 30 government and enterprise account managers, more than 60 urban grid managers and more than 1,500 township substation managers, achieving full coverage of urban and rural market expansion.

State Grid Jiangsu Electric Power organized a front-end development team to "promote services and ask for needs" to customers to explore potential projects for electricity substitution. In November 2019, Jiang Haitao, manager of the station area of ​​Dingmao Power Supply Station in Zhenjiang City, learned during the investigation of potential projects that there were temporary vendors' diversion points in Xiangshan Street, where Jiangsu University is located, and there were no conditions for opening pipeline natural gas, so there was potential for implementing electricity substitution. After checking the power load, Jiang Haitao took the initiative to promote the safety and energy-saving of electric cookers to Xiangshan Street. Through repeated communication, it was determined to build a green and environmentally friendly all-electric demonstration street. The demonstration street uses electricity throughout the entire area, which can increase electricity consumption by 200,000 kWh per year. At the end of March this year, the access project of the project had been completed.

In the first quarter, State Grid Jiangsu Power discovered 2,539 potential projects, an increase of 72% over the same period in 2019, and discovered 24.2 billion kWh of potential electricity.

Focus on customers and continuously improve customer stickiness

While strengthening front-end expansion, State Grid Jiangsu Electric Power has strengthened back-end support to provide customers with low-cost, high-quality services and solutions, continuously improve customer stickiness, and achieve normalized and sustainable growth of electricity substitution business.

In March, the Economic Development Zone Power Supply Service Center of Xuzhou Power Supply Company learned that the original heating system in the old campus of Xukuang Hospital, the designated hospital for the treatment of COVID-19 patients in the city, was inefficient and could not meet the cooling and heating needs. The company conducted an on-site investigation with Jiangsu Integrated Energy Service Co., Ltd. to understand the hospital's energy needs and installed two new air source heat pumps, one air source water heater and one thermal storage electric boiler, which can save 50% of energy expenditure compared with the year before the renovation.

State Grid Jiangsu Electric Power has launched a pilot program of "Worry-Free Electricity" package service in its power supply companies in Suzhou and Wuxi, organizing collective enterprises to renovate internal lines for free for decentralized electricity replacement customers such as street shops. The total cost of the renovation is no higher than the supply price of external replacement equipment, and the total equipment investment amount is 20% lower than the average market price.

At the end of 2019, Wu Yi, deputy director of the Market and Key Customer Office of Yangzhou Power Supply Company, learned that the Qionghuaguan Community Dining Assistance Center in Yangzhou City was willing to implement a full electrification of the kitchen, and took the initiative to recommend a renovation plan. Through comparison, in early April, Yangzhou Power Supply Company implemented a full electrification renovation of energy trusteeship for the community, exempting the community from the one-time renovation fee. During the 10-year contract period, it can save customers 50,000 yuan in energy expenditure and increase the annual replacement electricity by 49,000 kWh.