Leveraging The Power of Trade Ally Programs Eric de Lacoste Program Manager, Customer Engagement Eversource Energy

Eversource Overview  Eversource Energy's gas business serves 504,000 customers in 122 communities in MA and CT covering 3,376 square miles.  Formerly Yankee Gas (CT) and NSTAR Gas (MA)  Re-branded in February, 2015  3.6 million total gas and electric customers in CT, MA and NH

Selling Gas Conversions Past 4 Years

New Reality 8/25/15

Reasons Customers Don’t Switch GAS AVAILABILTY COST TO SWITCH INERTIA LACK OF AWARENESS OIL VS. GAS PRICE SAFETY CONCERNS

Current Contractor Program - CT  Comprehensive Energy Strategy (CES)  Utilize a “network” of heating contractors to support growth effort – Free market methodology – we respect the contractor’s business and operations – New customer satisfaction survey at conclusion of installation  Vetting Process – License Check – BBB & Angie’s List – Website review

Current Contractor Program - MA  Preferred Contractor Program  Pre-set pricing  Specific brand equipment  Various efficiency levels  Contractors agree to honor pricing to participate in program

Proposed Contractor Program – CT/MA  Value Price Contractor Program  VOLUNTARY – Participating contractors get “Value Price” logo by their name  Specific pricing for various tiers of efficiency  Brand-neutral – Contractors install their preferred name-brand equipment  Basic guidelines – 120,000 BTU or less – Two zones with new circulators – Electrical and all permits included – Includes equipment, labor, parts, and 50 feet of gas piping – Removal of old equipment (not including oil tank)  Extra cost – higher BTU equipment, extra zones, chimney liners, extra duct work, oil tank removal, water heaters.

Preliminary Pricing  Standard-efficiency boiler installed -- $7,500  Mid-efficiency boiler installed -- $8,100  High-efficiency boiler installed -- $9,999  High-efficiency furnace installed -- $7,500  Conversion burner - $4,000

Proposed Contractor Program – CT/MA  Program to be widely marketed – Website – Customer information packet – Marketing collateral – – Sales team  Follow-up survey with each conversion customer – Collect information about pricing, experience etc. – Information to be shared in future with customers – Contractors not adhering to program get removed  Participating contractors get extra leads  Future lead sharing including text messaging, SalesForce.com etc.

Questions?