1. Are You Watching Your Key Accounts? Anthony C. Cannon Assistant General Manager/COO Greenville Utilities Commission October 27, 2009

2. Keeping a Watchful Eye….. About GUCAbout GUC Team ApproachTeam Approach Data AnalysisData Analysis Relationship ManagementRelationship Management

4. Industrial / Manufacturing Base 9% of Workforce 14% Utility Consumption 11% Utility Revenues

5. Hub for Regional Health Care 22% of Workforce 9% Utility Consumption 8% Utility Revenues

6. Education Center 15% of Workforce 8% Utility Consumption 7% Utility Revenues

7. “A One-Stop Shop” Electric Electric WastewaterWastewater Natural Gas Water Water

8. ElectricElectric Quick Facts  63,000 connections  City/75% Pitt Co.  Purchased power  1.5 billion kWh

9. Water Quick Facts  34,000 customer connections  WTP – 22.5 mgd capacity  Deep wells – 2 mgd  Average treatment – 10.8 mgd  Maximum daily usage – 16.2 mgd  618 miles of pipeline

10. Wastewater Quick Facts 27,500 customer connections City/adjacent areas WWTP – 17.5 mgd capacity Average – 8.9 mgd 464 miles of pipeline

11. Quick Facts 22,000 customer connections 1,016 miles of pipeline Purchased gas LNG Natural Gas

12. What is a Key Account to GUC? Any customer that can impact the utility system  Usage  Revenue  Demand/Operations  Politically

13. What is a Key Account?

14. Partnering With Key Accounts Commercial, Industrial & Institutional Customers Mutual Benefits – Profitability & Sustainability Key Relationships Provide Support & Assistance

17. New Installation Work Orders

18. Keeping a Watchful Eye….. Team Approach Data Sharing & Analysis Relationship Management

19. A Team Approach

20. GUC Key Accounts Team

21. Keeping a Watchful Eye….. Team Approach Data Sharing & Analysis Relationship Management

22. ata Sharing & Analysis D ata Sharing & Analysis

23. Days Sales Outstanding January 2004 – July 2009

24. Accounts Receivable – Past Due January 2004 – July 2009

25. Keeping a Watchful Eye….. Team Approach Data Sharing & Analysis Relationship Management

26. Spend time with your key accounts Communicate Share information Don’t react prematurely

27. Relationship Management

28. Keeping a Watchful Eye….. Team Approach Data Sharing & Analysis Relationship Management

29. Are You Watching Your Key Accounts? Anthony C. Cannon Assistant General Manager/COO Greenville Utilities Commission October 27, 2009