How to be local and a big dog too: using sales territory agreements to compete in the new environment.: An article from: Management Quarterly

This digital document is an article from Management Quarterly, published by National Rural Electric Cooperative Association on March 22, 1998. The length of the article is 4106 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.

From the supplier: Electric cooperatives can maximize the benefits of retail wheeling and increase their competitiveness while minimizing competition with other cooperatives by entering into sales territory agreements with their utilities. Sales territory agreements allow distribution cooperatives to maintain a local market presence while optimizing overall performance and efficiency. The philosophy behind a sales territory is to market and sell energy to consumers who are not physically connected to their lines. Since retail wheeling allows customers to choose their preferred energy supplier, it motivates cooperatives to become more aggressive in sales and marketing, resulting in a more competitive retail environment. However, cooperatives must first hire an attorney to review their sales territory agreements for antitrust issues.

Citation Details
Title: How to be local and a big dog too: using sales territory agreements to compete in the new environment.
Author: Edward Martin
Publication:Management Quarterly (Magazine/Journal)
Date: March 22, 1998
Publisher: National Rural Electric Cooperative Association
Volume: v39 Issue: n1 Page: p2(9)

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