1. Delivering a Bright Future
EEI / AGA
Conference & Exposition
April 17, 2013
May 11, 2011

2. ABOUT NORTHWESTERN
Our Vision: Enriching lives through a safe, sustainable energy future Our Mission: Working together to deliver safe, reliable and innovative energy solutions
- environment

3. Who we are 668,300 customers Total assets: $3.2 billion
400,500 electric
267,800 natural gas
Approximately 123,000 square miles of service territory in Montana, South Dakota and Nebraska
Total assets: $3.2 billion
Total capitalization: $1.77 billion
Total Rate Base: $1.875 billion (est.)
Total employees: 1,400
Located in states with relatively stable economies with opportunity for system investment and grid expansion
Largest taxpayer in Montana ($77 million in 2011, $83 million in 2012, $90+ million in 2013)

4. Montana Operations
Service territory includes western 2/3 of Montana (107,600 square miles)
Electric
21,400 miles of distribution
7,000 miles of transmission
Peak load -1,766 MW Average load – 1,216 MW
Natural Gas
4,100 miles of distribution
2,000 miles of transmission
Total delivered – 40 BCF Peak Daily – 335,000 dkt
Employees – 1,037
Montana is a deregulated state (kind of)

5. Organizational Structure
Key Account function resides within Customer Care segment of NWE
We have approximately 125 key account customers. These customers represent about 10,000 individual accounts.
We have assigned a Key Account Manager to each of these customers to enable a 7X24 single point of contact.
The primary criteria used to define a key account is load size.
Electric - > 1000 kW
Natural gas - > 5000 dkt/year
The next segment of customers (< 1000 kW) is handled by our Customer Relations Managers.

6. Key Accounts & Economic Development ‘A Natural Synergy’
Key accounts are typically the ‘movers and shakers’ in the local economies.
Our KAM’s have a direct pipeline into our key account customers and can use these relationships to identify retention, expansion and attraction opportunities.
The KAM’s work closely with the new construction department within the utility as well as local government officials.
The KAM’s are typically ‘at the table’ when prospective large customers visit with local development organizations.

7. Roles and Responsibilities
Our Key Account Managers visit with customers on a regular basis. During the visits, the KAM’s illustrate historical usage patterns via charts and graphs.
These visits provide an opportunity to promote the Company’s energy efficiency/DSM programs.
Our KAM’s have a dual role; 1) promote energy efficiency and wise energy use, and 2) promote economic development.
As such, our emphasis is on energy intensity rather than just energy reduction.

8. why??? Energy Efficiency Customer satisfaction
Avoided Costs - Cheaper Resources
Regulatory Treatment

9. who???? Key Account Managers Community Relations Managers
Local Development Organizations
BEAR Visits

10. how??? Face-to-Face Visits Third-Party Outreach Contracts
Large Customer Forums
Brochures
Web presence
Bill Inserts

11. what??? Account information Utility Program Discussions & Incentives
Future Considerations
Retention / Expansion Opportunities
Cluster Development & Targeted Industries

12. examples??? Manufacturing Wood Products Mining Chemical Products
Local Government
Value-Added Agriculture

13. Questions ???? Thank you for your time. Rick Edwards
NorthWestern Energy
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